Tài liệu Những nguyên tắc thành công trong đàm phán

Nhiitig nguyén tac thanh cling trong dam phan Khfing nén doi da u ngay véti dOi tac dam phan bang nh tilig yéu cau d|nh hOi. TrifClc fret pha i tao ra t khon khi tin cay, de chiu bang mot vat céu not mang tinh ca nh$n bang cfJ chi va thai dO vui vé, de ch|u. Ban lufin nhO rang sé klifing bao gio co cCt boi lan th tf hat dé g$y an t tfong ban dau. Sau do ba a sé bar dau not ve chU de nOi dung ma ba e d|nh dam phan, th tfCtng thuyét véli doi tac. 2. Chit y tOi cac chi thai It nhat mot nfJa thong tin d|nh truyen dat trong dam phan dtfoc thong qua va tiép nha n qua nha n thong qua tiéng noi, gipng dieu va cach noi cua ngtfoi dam phan. Mpt gtfctng mat ho hCIi, thai do celt mcl sé nhanh chong tao nén thien cain t tt phia dfii tac dam phén. Y th tfc danh gia cao, coi trpng dfii tac cUa ngUi:1i dam phan sé the hien ngay trong cach the hien, gipng dieu va cach noi. Chi co thé dam phan va thuyét phuc thanh cling néu t tf ng tfcti dam phan klo›iig céi y th tfc va cant giac mirth sé hoa)c dang déing k|ch véti doi tac. “ muc tiéu dam ph$n vfi luiin lufin barn sat theo duoi muc tiéu nfiy trong suot quit trinh dam phan. Ngtffii nao khfing biét rii minh muon thi sé tli tffing dat iltfoc két qua ma minh khfi ng mong muon. Vi vay, trtfétc khi vao dam phan th tfCtng thuyét, ngtfoi dam phan phai co gang chia tach muc tiéu cuoi ciing a minh thanh nhtftig muc tiéu iihfi ma iiiinh phai trao dcii véli doi tac va dat d tfoc ket qua. Néu cang co nhieu muc tiéu cU the va luon theo ducii cac muc tiéu nay trong qué trinh dam phé m thi két qua cuoi ciing cua dam phan cang chong da t dtfoc 4. Ngu'éii dam phan tot phai biGt rén cho minh cfi kha nang lang nghe doi tac niii. quan tfim chfi y lang nghe dot tac dam phan véti minh noi gi, muon gi thi ngiJcti di méti co nh ffng phan tltig, ly Ie co Ii;Ii cho minh. Khi nghe doi tac trinh bay can phai biét phii hO. Xem hO co bieu hien trang thai cjua hUng phan, bcic dorg, tfc ché hay btfc bOi khong. Ciing co thé dot tac dam phan dang muon loi kéo, cuon hut ve t h tfétn khac va tim cach khai thac thém thf›ng tin. 5. Phai biét trinh bay, sfJ' dung tfJ right' mOt cach khfin khéo, linh hear. Dttng bao gio riot rang van dé nay minh co quan diem khéc ma nén riot ve cc ban iniah ciing right nh tf vay nhUng chi mufin nhan manh thém diem nay. Dtfng riot ihang rang doi tae co cach nhin nhan sai tain ma nén noi déi ciing la mot each nhin nhan diing nh tfng chung ta cung th fJ lai lai van dé moi lan nfJa xem sao. Dtfng bao gio néii hang lifia, d|ch vU cua minh la ré vi ré th tfctng dem lai an t tfctng hay suy dren khong t vvée chat l tfong. Khi dang tranh céi, dam phan ve gia ca thi dtfng not: chéng ta sé khong dat dtfpc két qua néu chi dam phan ve gia ma nén chuyen h tfi5ng. Trtfélc khi tiép tUc dam phan ve gia ca, chuiig ta nén trao doi xem xét thém chat I tfpng, hinh th tfc cua hang hfia, ph tfctng th?c thanh toan,.. 6. Ngtfoi dam phan kinh doanh phai biét hoi nhieu thay vi nfii nhieu. rtnh chU dong rTong dai» phén. Nh ng cau hOi I Op ly khéo léo sé cl Lf g ainh cho dOi tac la minh lufin lufin lang nghe, quan tain clén dieu h p dang noi. Chinh trong thCfi gian lang nghe ba r co thé ph$n tich, tim hiéu cac dpng cct, dOi tac dam phan. Tuy t ittig trtfétng y hop co thé da)t céu hOi triy c tiép hay gian tiép. Cau hOi triy c tiép thtfong dtfoc dat ra khi méti bat dau dam phan, gifip giam bot khoang cach gifia hai bén dam phan va co dtfclc nhieu thfing tin trtfélc km thai st bar dau dam phan. Cac céu hoi gran tiép ciing co the la can hOi dén dau, thtffing siJ dung o nhfing giai doan sau c0a cupc dam phan th tfctng tliuyét. Klii can lam rii hay kha rig d|nli mpt diéu gi, nén dat cau hfii sao cho dOi tac clii can tra Hi co tray khfing. Tat iihién phai than trpng néu da) i nhiéu cau hOi loai nay vi se géy cho doi tac cain giac biy c minh, kho ch|u. 7. Ngu'éfi dam phan can phai biGt minh cti thé du'Oc phép di tOi dfiu, tM do dam phiin tOi gicfi han nan. Dfiu la diém thap nhat ma minh co thé chap nhan dtfoc. Dau la diém minh khong bao gio dll c thay dOi theo h tfétiig co loi cho dOi tac. Biét dtfoc gicli han dam phan, tic la se biét dll c thoi diém phai ngitng hay chain dét dam phan va chuyén htfétng, tim phtfctng an giai quyét khac. Khong phai cupc dam phan th tfctng thuyét két hOp dong th tfong mai. Ngtfoi co kha nang pha i la ng tfcli cé ‹10 diing ca in va quyét dfian khong ch|u ky két mOt hOp dong kinh doanh néu co thé gav bar lpi cho minh. Dé dam phan thanh cong, khfing nén th iy c hien ctftig nhac theo nguJ'éii iac ”dtfoc an ca, nga vé khong”. 8. Dé thanh ciing trong dam phiin kinh doanh, can thoa hiep neu can thiet. t thii'c, tu' duy san sang Co khi ”mpt mon qua nh fi”, lai cho ban ca iiiot hop dong kinh doanh béo bet. Daur phan kinh doanh la mOt qua trinh th tfclng xuyén pha i chap nhan "cho va nha n , phai c$n nhac so sanh, pha i tranh luan va chd doi. D fg nén dé xuat hien cam giéc Io lieu co ngLtCf thang va ngLtéi thua sau cuoc dam phan kinh doanh, neii nhtf ban ccin tiep tuc kinh doanh véli doi tac dfi. Ket qua dam phan la ca hai bén déu cé lOi, la sij' trao dcii t ij' nguyen gi fia hai bén. Vi vay, khi dam phan khong chi clift y cti’ng nhac ji chiéu quyén I@i, mUc dic1i riéng ciia mOt bén ma phai clift y dén ca nhu cau c0a bén kia. 9. Dé tranh cho nh fJ'ng hiéu tain vfi tinh hay hflu y va dé tr:inh i dung két diém dfi trao dOi, thong nhat giii'a hai bén tru'Oc khi chuyén sang npi dung dam phiin diém chLfa ” co thé se diJpc giai quyét klii dtfpc nhac lai. Neu khéo léo thi nha th iJ0ng thuyet cé thé ‹itfa ca htfi5ng gia i cjuyet cho diem noi dung dam phan tiép theo. Thtfc hien viec nhac lai va tém tat t tfng npi dung d5 dam phan sé giup cho nha thtfctng thuyét lufin lufin khfiiig xa rcli muc tiéu dam phan, qua trinh dam phan trct nén co lie tloing, bai ban va la cct set cho nhtfng Ian dam phan tiép theo.