Tài liệu Thiết lập ý tưởng khả thi trong đàm phán

Thiét uan a trong Phai x:ic dinh rang, dam ph:in khong chi dirng ii’ vi(c dat dnp’c m(t th iia thuan, ma c6n la c:ic bnérc thiét lap m6i quan h( thanh cong lau dai. Hay suy . . . . . . . . . .. doan va thao luan ve nhung van de ban co the gap phai sau 12 thiing thuc hien. Giiip doi tac hiéu ro nhiing diéu kien thuc té lien quan . . . . . . den cac thoa thuan, nhc vay hp se kha thi. . . khong co nhurig cam . . ket bat Hay diim bao nhiing nhan vat chit chot ciia hat bén déu thuc sp’ ung ho cac theta thuan. Va hay thu’cing xuyen truyén Hi thong di(p ve cac .. . . . . , . .. , . .. _ .. dieu khoan va tinh than cua thoa thuan doi voi dpi ngu thu’c hien hpp dong cua hai ben. Dam phén thfia thuan theo céch thiét lap y tufing khii thi khong on ao nhu cach thuc hanh chinh s:ich “ben mieng ho chién tranh” ciia ciic dam phan vién. Tuy nhien, nh iing cong ty nhu HP Service[I ] va Procter & Gamble[2] da kh iim phii ra rang, gia tr| thuc su cua thoa thuan khong nam o chit ky tren gray ter ma trong mot qua trinh thuc hien lau dai ké tu khi thfia thuan rao mpc. .. .. . .. . . . . .. . De ap dung bien phap thiet lap y tuong kha thi, hay thuc hien cac bucic sau truoc khi ky hop dong: Bat . dau bang . . ket thuc . trong dau Li(u hcip dong co thanh cong khong? Ban sé diing nhiing phu’ong phap nao de xac dinh muc do thanh cong ciia no? Dieu gi chech hu’ong qua xa? Ban lam gi de moi viec tro lai dting hu'oug? Dau la dau hi(u ciia nhiiiig kho khan trong tu’ong lai? Sé la chu’a dii néu chi minh ban chuan bi cho dam phan mot thoa thuan kha thi. Doi tac ciia ban ciing can co su chuan bi. Truoc khi cuo( c dam phan bat dau, hay khuyén khich ben kia ban bac voi nhiing nhan vat chit chot trong cong ty trong suot qua trinh thao luan. Trinh bay ro quan diem ciia ban ve vi(c ban cho rang ai la ngufii chit chot, at can tham gia tii’ dau, va nhung cau hoi mau chot nao llén quan den th pc hl n thoa thuan ma ban I dat ra cho chinh minh. Hay ciing nhau chi ra lam sao de ban co the thuc hien nhung thoa thu a(n do mot each thien chi. Xac dinh nhan v(at chit chot ciia hai ben. Cu the, do la nhung nguoi ra quyét dinh, nhiing nguoi I c tiép tinh huong den thanh cong ciia thoa thuan qua cach hanh dong cua h p, nguoi nam giu Hi chinh hoa)c nhiing thong tin quan trpng ciia cong ty. Vach ro khi nao va bang cach nao co the thu hut duoc dau vao ciia nhiing nhan vat chu chot khac nhau. Hay hoi h p can biet nhiing gi de ho trp thoa thuan va lam phan viec cua minh trong quit trinh di vao thuc hien. Hay dam bao cac ben co tr:ich nhiem déu hiéu ro nhiing gi hp ph:i i thuc hien. Gui tcii h p mot thong diep ve cac dieu khoéii, ve tinh than dém phén vé céc bucic thong nhat de di den thoii thuan cuoi cung. Vi du: Trong “ciic cuoc g)ap khong can thiep chung” ciia IBM Global Services[3], dam phan vién ciia cong ty va doi tac cua hp da chi ro cho doi ngii thuc hien: Dau la not dung ctia thfia thuan, dau la ciii khiic biet hoa)c khong theo chuan muc, va dau la muc dich thu‘c su cua thoa thu a)n do. Quén IQ dam pl ién gi‹›ng nun’ incit quy trinli kinli doanli Dé chuan bi cho cuoc dam phan, hay thiét 1a(p mot guy trinh mang tinh chuan muc trong cong ty ban. Xiic tren qua trinh dao tao ve cong cu va ky thu a( t dam phan voi doi tac cho cac dhm phan vien va nhung nguoi thuc thi thoa thuan. Nghien ctie cac van de “hau dam phan” de riit kinh nghiem. Dong th‹ i, khen thufing cho céc cé nhan vi nhiirig déng gép cua hp van su thanh cong ciia cac thoa thuan chu’ khong can cti’ vao hop dong ki két tren giay to.