Dam Phan Trong Kinh Doanh

8/10/2019 Dam Phan Trong Kinh Doanh

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TRNG I HC KINH T TP H CH MINH KHOA THNG MI- DU LCH- MARKETING

BI TIU LUN TI:

M PHN TRONG HP NGKINH DOANH XUT NHP KHU

GVHD : TS.INHL P : VB15NT002

MN : QUN TR XNK

SVTH : NHM 5

T.P HCM, ngy 23 thng 05 nm 2013


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TI:

M PHN TRONG HP NG KINH DOANH XUT NHP KHU

DANH SCH NHM 5:

1 NGUY N H T NGN 2 V TH THY

3 L TH THU PH NG 4 BI QUANG TM

5 NGUY N TU N M NH 6 TR N TH THANH TM

7 NGUY N H U NAM 8 PHAN QUNH NH


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MC LC

I. KHI NIM M PHN TRONG KINH DOANH QUC T: ...........................................3

II. THUT NG CHUYN DNG TRONG M PHN KINH DOANH QUC T:.............6

1. BATNA (Best alternative to a negotiated agreement): ................................................................ 6

2. ZOPA (Zone of Possible Agreement): ...........................................................................................

III. NHNG NGUYN TC C BN KHI M PHN TRONG KINH DOANH QUC T: .8

IV. QU TRNH M PHN HP NG XUT NHP KHU: .......................................... 13

1. Giai on chun b: ....................................................................................................................... 1

2. Giai on tip xc: ........................................................................................................................ 23. Giai on m phn: .................................................................................................................... 2

4. Giai on k t thc K k t hp ng: ....................................................................................... 30

5. Giai on k t thc: ........................................................................................................................ 3

V. BIN PHP NNG CAO HIU QU M PHN TRONG HOT NG XUT NHPKHU: ............................................ ...................................................... ......................................... 31

1. m phn bng th: ..................................................................................................................... 3

a. Phn lo i vc u tr c c a th m phn trong thng mi : ............................................... 31

b. C u t rc c a m t b c th thng mi: ....................................................... ....................... 32

2. m phn bng cch gp mt tr c tip: ..................................................................................... 34

a. N i dung m phn hp ng xu t nh p kh u: ............... .................................................. 34

b. K thu t m phn: ............................................... ...................................................... ...... 35


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LI M U Mi ngi u ang m phn mt vic g mi ngy, cng nh bt gp n hn

trong cuc sng, trong cng vic. Chng ta m phn vi mi ngi, thng lng vchuyn. m phn vi sp v vic tng lng; tha thun mua hng ha, dch v vi gmong mun; dn xp mt v kin; Tt c nhng vic ny u l m phn. C th ni rgii hin thc quanh ta l mt chic bn m phn khng l. Cc cuc m phn c th trong hi ngh, trn bn tic, ngoi nh sng v c trong bng ti. m phn v chnh tr, giao, qun s, kinh doanh n nhng quan h t nh khc.

Ngy cng c nhiu nhng tnh hung cn phi m phn. Mi ngi u mun th giavo vic ra cc quyt nh c nh hng n bn thn mnh, rt t ngi chp nhn m

nh c phn quyt bi ngi khc. Con ngi khng ai ging ai, v h m phn quyt s khc nhau . Mc d m phn din ra mi ngy, nhng m phn sao cho cqu l mt vic khng d dng. c bit l trong kinh doanh, doanh nghip no cng mukt qu, li nhun cao nht. iu ph thuc rt nhiu ti ngoi giao, m phn, thhp ng ca nh kinh doanh trn thng trng.

V mt lch s, khi x hi bt u c s phn cng lao ng x hi mi ngi snmt loi hoc mt nhm hng ho. c th c c nhng hng ha khc nhau phc

nhu cu trao i, ngi ta phi tin hnh trao i. Trong trao i, thng thng mi ngtm cch sao cho c nhiu nhng ch mt t, do c th dung ho li ch gia cngi ta phi tin hnh thng lng vi nhau. T m phn bt u xut hin trong kinh t. V hot ng kinh t din ra thng xuyn nn m phn din ra ngy cng ph c vai tr quan trng. Tuy nhin m phn kinh t ch thc s phong ph, a dng v phvai tr quan trng ca n khi nn sn xut x hi pht trin n trnh cao, hng ha sra ngy cng nhiu, cc hot ng sn xut kinh doanh, mua bn trao i din ra mnh m

ch trn phm vi quc gia m cn trn phm vi ton th gii. Trong iu kin hi nhp, pht trin hn, phc tp hn.Vy m phn trong kinh doanh quc t l g?


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Trong mi trng kinh doanh quc t, vic trin khai qu trnh m phn v vic ccnhn thc th no v mi quan h l im mu cht. Qu trnh m phn trong kinh doant chu s tc ng ca nhiu yu t t bn ngoi vo qu trnh ny. S khc bit vn hdin trn cc cp khc nhau l mt trong nhng yu t quan trng nht: Trn cp qu l s khc bit ca vn ha dn tc; trn cp t chc, bn cnh s tc ng ca vdn tc l s tc ng ca vn ha t chc; trn cp c nhn, mi c nhn tham gia vo qutrnh m phn u c nhng im vn ha khc nhau; Nhng c im khng ch phvo dn tc, vn ha t chc m nh m phn i din, m cn c quyt nh bi tnh cnhn, trnh vn ha, kinh nghim ngh nghip... ca nh m phn. Trong m phndoanh quc t, nhng khc bit v vn ha to nn mt thch thc ln cho cc nh m ph

hi phi c s hiu bit v tnh mm do th mi c th vt qua. Kh nng nh gi khc bit vn ha v iu khin c ng cch l yu t quan trng gip cc cuc mtrong kinh doanh quc t thnh cng. Cc bn cng hiu v thch ng vi nhau th bu khnm phn cng thun li, cc bn cng thy r li ch chung v cng sn lng hp tc chin thng.


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I. KHI NIM M PHN TRONG KINH DOANH QUC T

If you are going to play the game properly, youd better know the rules Mun ching iu, hy hc lut chi.

(The Essence of Negotiation Jean M. Hiltrop and Sheila Udall tr.8). Ni n m phn c l nhiu ngi bit. Nhng ngha thc ca n l g, phn nnim c th g th rt t ngi c c cu tr li trn vn.

Theo cch hiu thng thng, m phn l hnh vi v qu trnh, m trong hai nhiu bn mun iu ha quan h gia hai hay nhiu bn, thng qua hip thng n thng nht kin. iu c ngha l, nu cc vn hi m cha c githnh cng trn thc t th qu trnh m phn cn cha chm dt.

iu ging nh khi c hai ngi hoc hai ngi tr ln mun chia nhau mt gicam rt qu v him, nhng ai cng mun phn nhiu hn, con ngi vn minh kng h vic s dng bo lc, do vy pht minh ra m phn.

m phn l phng tin c bn t c ci m ta mong mun t ngi khcqu trnh giao tip c i c li c thit k nhm t c tha thun trong khi v pha bn kia c nhng quyn li c th chia s v nhng quyn li i khng

(Theo Roger Fisher & William Ury (1991))

m phn l hnh vi v qu trnh, m trong hai hay nhiu bn tin hnh thlng, tho lun v cc mi quan tm chung v nhng quan im cn bt ng, mt tha thun thng nht

(Theo quan im ca GS.TS on Th Hng Vn & Th.S Kim Ngc

Nhng tr thnh mt nh m phn gii i hi phi c kh nng, kin thcnghim, phi hc tp v phn u khng ngng. Trong kinh doanh quc t, m p

mt hot ng khng th thiu v c v tr c bit quan trng.


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II. THUT NG CHUYN DNG TRONG M PHN KINH DOANH QUC T

1. BATNA (Best alternative to a negotiated agreement)

BATNA (Bin php d phng tt nht tin t i tho thun): Khi nim ny c

cp n vo nm 1981 trong cun C c s ng ca Roger Fisher v WilliamUry, yu cu bn phi suy ngh xem bn c th ch p nhn c gii php no khi m phn khng thnh cng. C BATNA, bn vn cm thy mc ch ca bn vn c tho mn d i tc khng ch p thun. Cuc m phn cng quan trng i v i bn, bn cng phi cn n yu t ny, c v tm l ln mu l c.

- BATNA l c hi th hin ng li hnh ng trong cuc m phn.

- Nhn bit BATNA ca mnh: bit c nhng g mnh cn lm hoc xy ra nukhng t c tha thun cui cng.

- BATNA xc nh mt im m ti c th t chi mt li ngh khng c l i.- Nu khng c BATNA ngi m phn: Khng bit cuc m phn mang li l i ch

cui cng hay khng hoc khi no c th t chi. ng thng l ng nu khng rv BATNA ca bn.

- C th t chi mt l i ngh tt hn c c tnh.- Ch p nhn mt li ngh t c l i

V d , n u bn c mt cng ty m i lm vic v i mc lng tng 2% so v i mc lnghin t i ca bn, bn s cm th y t tin khi m phn mt mc cao hn v bn c bin php d phng r i - ti p t c cng vic c m bn v n thch. D a trn bin php d phng bn ch p nhn hoc khng cc vn trong m phn.

Khi xc nh BATNA, bn hy tr l i ba cu hi sau:- Bn c th lm g thc hin c mc tiu nu bn ng ln v chm dt cuc

m phn? i khi bn cn phi tm mt i tc khc. V d, nu gi bn i tc ara qu cao, la chn ca bn l tm i tckhc. Trong cc tr ng h p khc, cch ttnht l khng c s ch p nhn no. V d, bn c th quyt nh khng cn mua xem i na.


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- Bn c th lm g c c s h p tc ca i tc nhm t c mc tiu? Khi tr phng thu, ng i ch liu c ng tr li y tin an ninh cho bn khng nu bn r i i vo thi im c ng i khc mun thu ti p?

- Nu cuc m phn b ph v , c th nh n bn th ba nh lut s hoc mt ng itrung gian khng? Nu khng th tho hip c s bt ng gia cng nhn v nhqun l v mt hp ng m i th c th nh n bn trung gian khng?

2. ZOPA (Zone of Possible Agreement)

ZOPA l khu vc hay mc m ti c th xut hin mt tha thun lm va lng c hai bn. BATNAs l nn tng cho ZOPA.

ZOPA tn ti nu c mt cuc tha thun tim nng s mang li l i ch cho c hai bn

nhiu hn so v i cc la chn thay th ca h.V d , nu ng i mua mt chic xe s d ng v i gi $5.000 hoc t hn, v ng i bnv i gi $4.500 tr ln, hai ngi hnh thnh mt ZOPA (khon c th ch p nhn c$4.500 - $5.000 ). Nhng nu ngi bn khng bn d i $7.000 v ng i mua s khngmua trn $5.000, h s khng c mt ZOPA no c.

ZOPA l quan tr ng i v i k t qu thnh cng trong cuc m phn, nhng n c th mt mt thi gian xc nh xem ZOPA c tn ti. N ch c th tr nn tn ti khi cc

bn khm ph nhng l i ch khc nhau ca h thng qua BATNAs. Nu cc bn m phn c th xc nh. ZOPA, c mt c hi tt m h s i n tha thun.

SELLERS settlement ran e

BUYERS settlement range

Sellers Walkaway Position $4,500 $7,000

Buyers Walkaway Position $5,000

$0


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III. NHNG NGUYN TC C BN KHI M PHN TRONG KINH DOANHQUC T

1. Mun m phn thnh cng phi xc nh r mc tiu m phn mt cch khoa hc, phi

kin nh, khn ngoan bo v quyn l i ca mnh, ng th i phi bit ng ph mt cchlinh hot, sng to trong tng tr ng h p c th.

m phn l qu trnh bn bc, tha thun gia cc bn, nhm i n kin thng nhtnn m phn l qu trnh cc bn a ra yu cu, ch p nhn nh ng b nu thnhcng th mi bn s tin hnh k hp ng nhm t mc ch cho mi bn, ch khng phi qu trnh mi bn khng khng bo v quyn l i ca mnh. Chnh v vy, mun m phn thnh cng th phi chun b cng phu, k l ng, xy dng cc mc tiu m phnkhoa hc, chun b nhng l p lun vng chc thuyt phc i tc, kin nh bo v mc tiu ca mnh.

ng thi ngi tham gia m phn phi nhanh nhy, linh hot, phn tch v pht hin ranhng phng n hay ca i tc, em li l i ch ln hn cho cc bn, trong tr ng h pny nn khn kho thay i, ch p nhn phng n ca i tc t c mc ch cuicng l cuc m phn thnh cng tt p.

2. Phi bit k t h p hi ho gia bo v l i ch ca pha mnh v i vic duy tr v pht trin

mi quan h vi cc i tc.m phn l qu trnh trao i, tho lun, thuyt phc gia cc bn m gia h c cc im chungnhng ng thi cng c nhng im bt ng, m r ng phn im chung v thu h p phn btng nhm i n kin thng nht. Nu nhkhng bn no chu nh ng b bn no m ch

quan tm n l i ch ca mi bn th s khng k c hp ng. m phn thnh cng, k chp ng tc l va gi c mi quan h va phi gi c l i ch ca cc bn nn m phn l qu trnh thng nht gia cc mt hp tc v xung t. Trong m phn, phitrnh khuynh hng: m phn theo kiu qu mm, ch ch tr ng gi mi quan h cahai bn m khng quan tm n lp tr ng ca mnh, dn n vic b i phng chn


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p, i t nh ng b ny n nh ng b khc, cui cng phi chu thit thi mc d k c hp ng. Ng c li, cng khng nn qu cng, khng khng bo v lp tr ngca mnh lm cho m phn tan v, khng k c hp ng hoc k c hp ngnhng i phng b qu dn p n ni khng thc hin c hp ng. m phn theokiu Nguyn tc chnh l phng n ti u ng th i thc hin c c hai mc ch: bo v c l i ch ca mnh v duy tr, pht trin mi quan h vi cc i tc m phn.

3. Phi m bo nguyn tc i bn cng c li m phn k hng phi l mt cuc c , khng nn quyt u mt trn thng thua, m phn cng khng phi mt tr n nh, phi tiu dit hoc t i phng vo t cht, mm phn l mt s nghip i bn cng c li.

(Gerald I. Nierenberge).V vy, ngi m phncn bo v l i ch ca chnh mnh, trong phm vi c xcnh c th tm kim c l i ch nhiu nht, mt khc, bt k ngi m phn no cngtha mn nhu cu th p nht ca i phng. Nu khng lm c iu th m phs tan v .

4. nh gi mt cuc m phn thnh cng hay tht bi khng phi l ly vic thc hinmc tiu d nh ca mt bn no lm tiu chun duy nht, m phi s dng mt lotcc tiu chun nh gi tng h p.

Tiu chun thc hin mc tiu: y l tiu chun u tin nh gi mt cuc m phnthnh cng hay tht bi. Mun nh gi c k t qu m phn tr c ht cn xem xt k tqu cui cng ca m phn c t c mc tiu ban u xc nh khng? Mc thchin c l cao hay th p?

Tiu chun ti u ha gi thnh - chi ph th p nht: tin hnh mt cuc m phn phi cnhng chi phi nht nh, thng th ng, trong hp ng xut khu c ba loi chi ph sau:

- Chi ph c bn: s nh ng b k c hp ng = khong cch gia l i ch d kin thu c v i li ch thu c trong m phn.

- Chi ph tr c ti p ca m phn: chi ph nhn lc, vt lc, ti lc v th i gian dnh chom phn.

- Chi ph c hi: mt c hi u t kim li (k c nhng hp ng khc).


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5. m phn l khoa hc, ng th i l ngh thut.

Nu nh trc y ng i ta cho r ng: m phn ch l mt ngh thut, th t th k XXtr v sau cc nh nghin cu cng nh cc nh m phn u cng nhn: m phn l

khoa hc, ng th i l ngh thut.Tr c ht, m phn l khoa hc, khoa hc v phn tch gii quyt mt cch c h thng,theo phng chm tm gii quyt ti u cho cc bn tham gia. Tnh phn tch nhm giiquyt vn trong m phn c th hin trong sut qu trnh m phn, t giai onm phn cho n giai on k t thc m phn. Tnh h thng i hi phi c s nhtqun trong sut qu trnh m phn.

m phn c th c thc hin theo m hnh tuyn tnh hay m hnh vng trn, mi m

hnh u c nhng u, nhc im ring, nhng d thc hin theo m hnh no th cngch n vic phn tch, tnh h thng, tnh nht qun.

Vi t cch l mt khoa hc theo ng ngha ca n (khoa hc l s quan st, nhn bit,miu t, iu tra thc nghim v gii thch l thuyt v cc hin tng), m phn linquan n nhiu ngnh khoa hc khc nh lut, k ton ti chnh, xc sut thng k,nhn chng hc, vn ha hc, ngh thut giao tipnhm gip nh m phn tm rac phn chung ca cc bn m phn, trn c s d bo c k t qu m phn

v tm c hng i thch hp cho qu trnh m phn. ng thi, m phn lun l mt ngh thut. Vi t cch l mt ngh thut (ngh thut ls thao tc n mc thnh thc, iu luyn mt s nguyn tc v phng php trong mts lnh vc hot ng no ca con ngi), m phn l chui thao tc mc nhunnhuyn cc k nng giao ti p, trnh by, thuyt phc, ch p nhn s thuyt phc, dn dtvn , kh nng s dng cc k xo m phn mt cch kho lo, ng lc, ng cchmang li hiu qu cao.

Nu nh ch n th k XX m phn mi c cng nhn l khoa hc th ngay t th itin trung c , khi gia cc b lc ng i xut hin giao lu v trao i hng ha, m phn xut hin nh mt ngh thut. Mun t n trnh ngh thut th nh m phn tr phi lun n lc hc hi, rn luyn, phn u khng ngng.

Mun nhiu tin v v p nhng vn dng dngtrc ph n p v tin. l nh m phn.


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6. m phn trong kinh doanh quc t l hot ng giao lu quc t, v th n ph thuc r tnhiu vo quan h chnh tr v ngoi giao ca cc quc gia c lin quan. Khim phn vi cng ty n c ngoi, bn cn ch p hnh tt ng li, chnh sch ngoi giao lin quann quc gia . ng th i, cn tm hiu ng li, chnh sch, h thng php lut, ccch quy nh v hot ng xut nh p khu ca nc i tc, khng vi phm, phng nga r i ro.

7. m phn kinh doanh quc t phi lyth ng php quc t lm chun v ly qunl quc t lm c s . V th cc nhm phn phi nm vng t p qun, lut phpth ng mi quc t, thng tho lut phpca n c mnh cng nh n c i tc, hiuthu o nhng qui nh ca cc t chckinh doanh quc t v php lut quc t.m phn quc t cn phi kin tr theoui nguyn tc bnh ng, hai bn cng cli. ho d lm n vi n c ngho hay giui na, ch cn 2 bn c thnh v i nhau

th phi coi nh nhau, khng phn bit.


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Tm li, l mt nh kinhdoanh khi tin hnh m

phn trong kinh doanhquc t cng xc nhchnh xc cc nhn t nhhng n qu trnh m phn v ng dng tt ccnguyn tc trong m

phn th qu trnh m phn s thu c nhngthnh cng nht nh.Trong cuc sng hngngy, mi ngi chng tad mun hay khng mun

cng vn l mt nh m phn. Nhng tr thnhmt nh m phn giii hi phi c kh nng,kin thc, kinh nghim, phi hc tp v phn ukhng ngng .


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IV. QU TRNH M PHN HP NG XUT NHP KHU

Nh phn tch, qu trnh m phn va l khoa hc v va l ngh thut, do ndin ra r t a dng, phong ph; ty tng tr ng hp m nh m phn c th tin hnh

khc nhau.Tng qut, m phn c 3 giai on:- Giai on tin m phn - Giai on m phn - Giai on hu m phn

Chi tit hn, m phn gm 5giai on:- Giai on chun b - Giai on ti p xc- Giai on m phn - Giai on k t thc k hp ng- Giai on rt kinh nghim

1. Giai on chun b

a. Chu n b chung cho mi cuc m phn hp ng xu t nh p kh u:

Mi cuc m phn mun thnh cng th cn c s chun b tt nhng yu t c bn sau:

Ngn ng :

Tr c ht l ting m . Tt nhin khi con ng i ta sinh ln phi bit ting m , nhngkhng phi ai cng c th ni ting m mt cch lu lot, khng phi ai cng c kh nng dng t chun xc, ni mch lc, r rng v thuyt phc c. y cng c th lk nng tri ph nhng a phn n cn c hc hi v ti luyn c th tr thnh mtng i c kh nng ngoi giao tt.

Nu khng thu thng dch vin th yu cu ti thiu lchng ta u phi c kh nng s dng thnh tho ngn ng thng mi ton cu ting Anh, thm na l ting Php,Hoa... Yu cu v ngoi ng khng c gi i hn, chng ta bit cng nhiu cng tt nhng phi lu l ngn ng dng trong m phn l ngn ng m c hai bn u s dng tt.


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Khi m phn vi ng i trung Quc chng ta th ng phi dng ting Hoa. m phnvi Nam Phi th ty ng i g c no m dng ngn ng thch hp. Ng i Nam Phi ch y ul ngi da en ni ti ng bn a, 20% dn s l ng i da tr ng ch y u l g c H Lan,h c th ni ti ng Anh hoc Afrikann.

Vic s dng thng dch vin hon ton khng n gin, tuy nhin nu nh tnh th bt buc phi s dng phng n ny th chng ta cn lu nhng im sau:

- Ni s lc tr c vi ng i phin dch v ch ca bui m phn. Thm chnu l mt cuc m phn phc t p th chng ta cn tp d t l i ni ca mnhvi ng i phin dch trc khi m phn xy ra.

- Ni ngn (khng lu hn 1-2 pht), ni r v chm trnh tnh tr ng ng i phin dch c th dch sai. Khng dng ting lng/ ting a phng.

- Ct ngha chnh theo 2-3 cch khc nhau chc chn r ng ng i phin dchhiu r ni dung ang c c p v cho php h ghi ch.

- Khng ngt l i phin dch trnh gy ra hiu lm.- Trnh dng cu di, ph nh hai ln nu nh c th dng cu khng nh.- Din t r mun ni, c th dng thm ngn ng c th nhng khng nn th

hin thi qu.- Khi ni th nhn i tc ch khng nhn ng i phin dch.

- Vit ra nhng im cn tho lun c th kim tra vn k cng hn. - Cn c th i gian ngh gii lao ng i phin dch c th gin.- Nu cuc m phn ko di sut ngy th nn c hai phin dch thay i cho

nhau.- Xc nhn bng vn bn cc iu c ng sau khi m phn. - Sau mi cuc h p nn khai thc thm thng tin t ng i phin dch v h c th

nghe c nhiu thng tin t pha i tc. ng th i, chng ta cn thng cm nu

nh ng i phin dch c mc sai lm.

Ngn ng c th cng c nh gi l yu t v cng quan tr ng i v i vicm phn, mt loi phi ngn t nhng li cung c p thng tin mt cch chc chnv nhng g m ngi ta ang suy ngh . Hiu c ngn ng c th l mt vickh khn. iu tt nht khi chng ta khng hiu g v ngn ng c th l hy


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ng c tnh th hin n theo cch ngh ca ring mnh. Chng hn, biu t nghnh ch V (ngn tay tr v ngn gia) mnh c th hiu l s 2 (ng i M cngngh vy), nhng i vi ngi Anh/ c th n c ngha l ch cht. Hoc biu t ng ngn tay ci v ngn tr lm thnh ch O th hin Okay i v ingi phng Ty, nhng li mang ngha l Tin i vi ng i Nht. V vy,khi bn v chuyn lm n vi ng i Nht m chng ta ra hiu Okay th h nghr ng bn ang hi l h y.Vic hiu c ngn ng c th cng gip nh m phn b nhng thi quenth ng ngy ca h m v tnh c ch y mang ngha khng hay cho lm. Cnhiu ngi c thi quen a tay sau gy, hoc s mi khi ang ni; iu ch cho i tc thy r ng bn khng h chc chn v i nhng iu mnh ang ni hoc

bn ang ni di h.Thng tinC cu:Bit ng i bi t ta, trm trn trm thng. vn dng thnh cng k nngny th thng tin l mt yu t quyt nh, ng i nm thng tin nhanh nht v chnhxc nht s lun l ng i chin thng.Thng tin cn thu thp phc v cho cuc m phn rt phong ph:- Thng tin v hng ha:

Tm hiu k nhng mt hng d nh kinh doanh v tn gi, gi tr , cngdng, cc tnh cht c l ha... Yu cu ca th trng i v i nhng mthng nh: quy cch, phm cht, bao b, cch trang tr bn ngoi, cchla chn, phn loi

Nm vng tnh hnh sn xut cc mt hng nh: th i v, kh nng v nguyn vt liu, tay ngh cng nhn, cng ngh sn xut

Nghin cu chu k sng ca sn phm la chn thi im v i tckinh doanh thch h p.

Nghin cu gi c ca cc cng ty cnh tranh. Xem xt n t sut ngoi t ca cc mt hng:

Nu hng xut khu: t sut chnh l tng chi ph bng tin Vit Nam thu c mt n v ngoi t.


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Nu hng nh p khu: t sut chnh l s tin Vit Nam thu ckhi phi chi mt n v ngoi t nh p khu.

- Thng tin v th tr ng: Nhng thng tin c bn v t n c, conng i, tnh hnh chnh tr , x hi:

din tch, ngn ng, a l v kh hu, cc trung tm cng nghi p vthng mi ch yu, ch chnh tr , lut php, cc chnh sch kinh t vx hi, thi chnh tr i v i quc gia ca mnh

M t bi hc kh au n i v i mt cng ty XNK N ng l khi xu t kh u mtl hng my tre an sang Australia m khng bit quy nh v php l l hngho phi c hun trng trc khi a vo cng Australia. K t qu l ton b lhng khng c ch p nhn v b b t hu t i ch .

http://thongtinphapluatdansu.edu.vn/2008/11/22/1992/

Cc thng tin c bn ca th trng: ng tin trong n c, t gi hi oiv tnhn nh ca chng, cn cn thanh ton, d tr ngoi t: tnh hnhn nn, tng sn phm quc dn, thu nh p quc dn bnh qun u ng i,cc ch s v bn bun, bn l, tp qun tiu dng, dung l ng th trng

C s h tng: ng s, cu cng, bn ph, bn cng, sn bay, cc

phng tin giao thng, h thng thng tin lin lc, bu chnh N u chng ta m phn v mt hng tri cy ti xu t kh u quanc i tc (M v cc n c chu u) th phng tin vn chuy n t tnh t l my bay ch khng nn vn chuy n bng ng th y hoc b.

Chnh sch ngoi thng: tm hiu xem cc nc c l thnh vin cat chc thng mi no khng: T chc Thng mi Quc t WTO, khuvc mu dch t do AFTA? Cc mi quan hn bun bn c bit, chnh

sch kinh t ni chung, chnh sch ngoi thng ni ring (cc ch ui c bit, hng ro thu quan, hn ngch). Tm hiu h thng ngn hng, tn dng. iu kin vn ti v gi c c.


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- Thng tin v i tc: Thc lc ca i tc: lch s ca cng ty,nh h ng ca cng ty trong x

hi, uy tn, tnh hnh ti chnh, mc trang b k thut, s l ng, chtl ng, chng loi sn phm, nh h ng pht trin trong tng lai

Nhu cu v nh ca i tc: ti sao h li mun h p tc v i ta? Nguynvng h p tc c chn thnh hay khng? H c nhiu i tc khc haykhng?

Lc lng m phn ca h: on m phn gm nhng ai? a v, s thch, tnh cch tng ngi? Ai l ng i c quyn quyt nh trong s tm hiu tht k v ng i ny.

Ng i Hn Qu c r t coi tr ng Tn ti trt t nn trng nhm m phn

th ng phi thuc Ban lnh o cng ty. Hiu c i u ny, chng ta c th s p xp trng nhm m phn c ch c v ngang b ng. Ng i Hn Qu cth y h c tn tr ng -> khng kh m phn c th tr nn nh nhng vthoi mihn.

Bn cnh , bit ngi th cngcn phi bit ta,chng ta cn nm vng:- Thng tin ca chnh cng ty mnh. S tr nn v ngha khi chng ta tm hiu

thng tin ca i tc m khng c s so snh no v i chnh bn thn mnh.Bit nhiu khng bng bit iu hay Yu m cn ra gi, nhng cu niny r t ng nu chng ta l k yu th hn so v i i tc. Hy tm nhngim mnh hn ca chng ta so vi i tc v pht huy im mnh ti a.

- Thng tin v cnh tranh trong v ngoi n c: quy m, chin l c kinh doanh,tim lc, th mnh, im yu

- D on xu h ng bin ng gi c trn c s phn tch tnh hnh cung cu,lm pht, khng hong


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Cc phng php ch y u nghin c u th trng n c ngoi:

- Nghin c u t i bn: Phng php ny kh ph bin, tng i d th c hin, chi ph thp nhng chnh xc khng cao v ch d a vo cc ti liu thu thp c nghin c u. Tuynhin, n u bi t cch tm ngun thng tin v khai thc trit ngun thng tin th phng php ny cng kh thnh cng. Nh ng ngun c bn l:

Ngun ni b: (ngay t i cng ty ca mnh) N u ngay t u cng ty l p mt t sch thng mi mt cch khoa hcth vic tm thng tin thng qua ngun ny tht s r t d dng v chnh

xc. Ngun t cc t chc, c quan:

Thuc ngun ny c th k n nh ng ngun nh: th vin, c quan chnh ph, phng thng mi, hi p hi bun bn, nh xu t bn, vin nghin c u,ngn hng, t ch c ca ngi tiu dng

Ngun t internet: y l ngun thng tin kh ng l v quan tr ng nm ngay d i ngn tay

ca ng i s d ng. V i s ci ti n v giao din cng nh nng c p v kh nng tm ki m v ngn ng , nh ng trang tm ki m thng tin trn internetkhng phi l mt cng vic kh khn. V n n m ch chng ta phibi t chn t kha cng , kin nh n th cc t kha khc nhau tm cnhi u thng tin v chn c thng tin chnh xc nh t. ng th i, c th ti n hnh kim tra cho thng tin m bo tnh chnh xc ca n.

V nh ng ngun khc: cc t p ch chuyn kinh t xu t bn nh k , ccbn thng k


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- Nghin c u t i ch (th tr ng):

Phng php ny t n km v ph c t p hn h n, tuy nhin k t qu l i r t nhanhv chnh xc. V n c t li ca phng php nghin c u ny l phi chn cngi c kh nng nghin c u.Tr c khi nghin c u: C n chu n b k cc thng tin:

M c tiu nghin c u (What?) i t ng nghin cu v a ch ca h (Who?) Cc cu hi v cc bi u m u (How?) S p x p thi gian v a i m cho cc cuc phng v n (When v Where?)

C nhiu cch th c hin vic nghin c u ny: phng v n c nhn tr c ti p, phng vn qua in thoi, thm d qua th t , ki m tra kho hng, ca hng Sau cc bu i phng v n cn vi t bo co r i ti n hnh phn tch, x l d liu,nhn xt v a ra d c bo v k t qu. M t s phng php nghin c u khc cng c khuyn co nh: bn th , s d ng chuyn gia ngi a phng, gin i p kinh t hoc cng c th k t h pcc phng php trn t k t qu t i u.


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Nng l c ca ngi/ on m phn - Chu n b nng l c cho t ng chuyn gia m phn:

Chu n b v ki n th c: Kin thc cn c trang b cho chuyn gia m phn l mi tng ha cc kin thc v:

Thng mi Lut Ngoi giao Tm l Ngoi ng, c bit l Anh vn Kh nng s dng mng internet nh mt cng c c lc phc v

cho m phn. Cc kin thc khc: k thut, vn ha

Chu n b v ph m ch t tm l: Chuyn gia m phn gii l ng i bitkim sot v biu hin tm l tt.

Chu n b v k nng m phn: ni dung trc, nhm trnh by v nhng tiu chun ca mt nhm phn gii. C th ni ngn gn v k nng cn trang b cho ng im phn gm hai :

Kh nng s dng ngn ng tt: din t c mnh mun ni nhng ngi trong on m phn hiu r mnh, bit cch dngt chun xc, r rng, tr c l s dng tt ting m sau l thnhtho cc ngoi ng thch h p.

K nng giao ti p tt:o K nng lng nghe: y l mt k nng v cng quan trng

v n gip cho chng ta c c r t nhiu thng tin. Mtnh m phn gii th ng nghe nhiu hn l ni.

o K nng t cu hi: gip chng ta lm r vn hn.o K nng din thuyt: truyn ti chnh xc mnh mun ni.o K nng giao dch bng th t.o K nng x giao thng th ng: cho hi, trao nhn danh

thi p, nhn in thoi.


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b. Nh ng cng vic cn chu n b tr c mt cuc m phn c th :Theo Jean-M.Hiltrop v Sheila Udall, c 6 b c cn chun b tr c mt cuc m phnc th trnh ri vo tnh trng khng bit mnh ang ni ci g na:

Theo , n u phn tch qu trnh m phn vi 5 giai on chi ti t th b c 1 v 2 ng v i giaion 1 chu n b. B c 3 v 4 ng vi giai on 2 tip xc. B c 5 ng vi giai on 3 thng lng. B c 6 ng vi giai on 4 v 5 k t thc, k hp ng v rt kinh nghim.

Trn c s chun b chung c cp, tr c khi tin hnh m phn cn tin hnhk nhng vn sau:

Thit lp nh ng mc tiu cn thng l ng- Xc nh m c tiu c n t c:

Cuc sng tht ngha khi chng ta c mc tiu theo ui v phn u v n, iu ny khng ngoil trong m phn. Chnh s khc nhau v mctiu l tin ca cuc m phn v hin nhin l tm im trong sut qu trnh hai bn mcc v i nhau.Mc tiu ca m phn phi c xc nh mtcch khoa hc, da trn nhng tiu chun sau:

o lng c (kh nng nh l ng) C tnh kh thi R rng

C tnh thch thc D bo c tc ng ca n trong tng lai

Nn ra hng lot mc tiu c th linh hot trong m phn: Mc tiu ti a: kt qu tt nht c th t c. Mc tiu ti thiu: k t qu th p nht c th ch p nhn c Mc tiu chnh: ci m chng ta thc s mun h ng n.

Chunb mphn

1Xy dng

chinlc

2 Khing 3 Hiu

bit lnnhau

4 Thnglng 5 Kt

thc6


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Nu mun t mc tiu ti a, chng ta cn n lc ht sc thng l ng v ii tc, nu ch cn mc tiu ti thiu th c th tha thun cng i tc.Trong tr ng h p, mc tiu ti thiu ca hai bn khng cng nhau th tha thunkhng th t c. Nu bn no chun b k hn, thng l ng gii hn, th mnh hn th s d dng t c tha thun gn vi ch mnh mun hn.

- Xc nh gi i h n c a s th a thu n: Khi xc nh mc tiu cn thng l ng, chng ta phi khng nhng ch

xc nh nhng mc tiu c th t c m cn phi xc nh nhng th c th mt i trong cuc m phn s p xy ra. T , chng ta t t racu hi: Khi no chng ta dng m phn?.

cng chnh l gi i hn cui cng ca m phn. Gi i hn cui cngny chnh l im dng bo m l i ch ti thiu m chng ta hoc itc c th ch p nhn c. Tuy nhin, c th trnh tnh tr ng ny nu ngayt u chng ta thit l p chun mc BATNA ngay t u.

- Thit lp gii php thay th tt nht khi khng t c tha thun BATNA Nh c p trn, BATNA c th c xem l chun mc o mi tha

thun c ngh, l tiu chun ngn chng tach p nhn nhng iu khon qu bt li cho mnh, ng thi cng ngn chng ta ch p nhn nhng phng phpthay th sng sut mang li l i ch cho chng ta.

nh gi tnh th ca i tc.- Thm d nhng vn , nhng mi quan tmn cha trong nhng yu sch ca

i tc.- Cn trao i ni b v nhng thng tin lin quan n i tc trc khi m phn

xy ra.- Cn nhc nhng c s l p lun v l l m i tc c th s dng, trn c s

chng ta s tm c nhng bin php thch hp i ph.- Tm nhng vn c th nh hng n k t qu ca cuc m phn.


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nh gi im mnh v im yu ca chnh mnh.Qu trnh ny cn c thc hin mt cch khch quan v ton din.Cc vn cn nh gi: - Quyn: Trong cuc m phn, mnh l ch hay l khch? Ai l ng i c quyn

a ra quyt nh?- Th: Kim tra li tim lc v ti chnh, mi quan h, uy tn,nh h ng ca bn

v i tc -> Ai l ng i c th hn? - Lc: Kim tra li lc lng m phn ca chng ta: H l ai? Nng lc nh th

no? H chun b nh th no? -> so snh vi bn i tc nu nh chng ta cthng tin.

- Th i gian tin hnh m phn c hng v pha mnh hay khng?

Lp phng n kinh doanh:- Trn c s nhng mc tiu, nhng nh gi m chng ta c c, chng ta l p

cc phng n kinh doanh. y chnh l c s chng ta kim sot c mctiu chng ta ra v c th t c trong cuc m phn s p t i.

- Nhng ni dung c bn trong phng n kinh doanh bao gm: Tnh hnh hngha, th tr ng v khch hng, d on xu h ng bin ng ca th tr ng, cc bin php hnh ng c th, s b nh gi hiu qu.

Xy d ng chin lc m phn v tin hnh m phn th : Nhng iu lu xy dng chin lc m phn: - M u cuc m phn nh th no, v i nhng cu hi nh th no?- i tc c th hi nhng cu hi no?- Chng ta s tr l i cu hi nh th no?- Chng ta c thng tin tr li cha? Nu cha c th ly t u? Trong tr ng hp m phn theo nhm, chng ta cn xc nh r:- Ai l ng i dn dt cuc m phn? - Ai s kim tra c s l p lun?- Ai l ngi t cu hi?- Ai l ng i tr l i cu hi ca i tc?- Ai l ng i gi vai tr lm gim cng thng trong cuc m phn nu c xy ra.


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Bn cnh , chng ta cn xc nh phong cch ti p cn vn cng nh kiu m phn m chng ta s s dng.

Phong cch ti p cn vn Kiu m phn

Giai on chu n b s k t thc b ng vi c m phn th . Cng th c hi n k giai onny bao nhiu th kh nng thnh cng cng l n b y n hiu.

2. Giai on tip xcTrong cc giai on trc, chng ta tm hiu i tc m phn ca mnh thng quknh gin tip. Giai on tip xc chnh l c hi chng ta tm hiu i tc mt cctip.

a. T o khng kh ti p xcTy i tc m trc khi bc vo cuc m phn, chng ta c th dnh ra mt t thigian ni v nhng vn khng lin quan g n m phn khin i bn cm thyth nh: v thi tit, v th thao, phim nh, tin tc trong ngy, v.v

b. T o nim tin cho i tcChuo, tn tnh i vi cc cng vic ca i tc v c nhng quan h c nhnkhin h tin cy mnh. Nhiu khi ch v mt cu ni khng ng ch, mt ng tc hp l nghi, mt ln sp t khng suy tnh chu o m nh hng n nim tin ca hi vi mnh. iu cn phi coi trng hn i vi nhng i tc m mnh mi ch lm n ln u tin.

c. Th hin nh ng thin ch ca chng ta- Khi m phn vi nhng i tc mi, vic t r thin ch ca mnh i vi h l

lm ht sc cn thit. th hin thin ch ca mnh, c th li dng nhng hp khng chnh thc no , k cho h nghe th d v s ly lng thnh i ntrong nhng cuc giao dch cng loi trc y. Cng c th trc khi m phn

Dn xp iu khin

Tha hip Trnh n

Hp tc

Thng-Thua Thua-Thua

Tha hip Thng-Thng ?


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u, cn phi sp xp mt s hot ng c li cho vic xy dng tnh cm gia i bn, khin i tc nhn thy mnh c thin ch.

- Cn ch lm i tc tin cy mnh l hnh ng ch khng phi li ni. Nnhin nhng vic ha, n ng thi gian nh giao c v c khi ch cn mtht ha th s tin cy gia hai bn cng gim bt kh lng m ly li.

- Khi i tc hi phi kp thi tr li, khng k tr li khng nh hay ph nh, cn ni cho h bit. i vi nhng vic m mnh khng th lm c, nn thngii thch thm i tc thng cm v chp nhn.

d. Thm d i tcCn phi thm d li xem i tc c ng tin cy hay khng, c tun th li hakhng, h c thnh hp tc n mc no. Phi nh gi v kinh nghim thng ltc phong ca i tc, nhng im mnh, im yu ca h. Phi thm d nguyn ti tc phi tun theo v trn vn no c th nhng b. Mun thc hin vic thm d c hiu qu, bn c th quan st qua hnh vi, c ch, ca h trn c s thn trng v t nh.

e. Thay i k hoch n u cn- Tin hnh phn tch k lng v nhng thng tin , chnh xc ho nhng nhn nh

ban u thm tra li nhng vn no m trc y cha r. - Phi thay i k hoch ph hp vi tnh hnh mi tranh th quyn ch ng

thng lng, bo m li ch ca mnh, m cng l li ch ca hai bn. Tip thiu, phn tch k iu chnh kp thi sch lc thng lng.

- Nh vy, r rng hiu bit ln nhau l c s m phn thnh cng. Nu chng tache giu thng tin ca mnh th i phng cng e d cung c p thng tin ca h. Nhng cu hi vng vo, gin tip cng khin i tc cnh gic. V vy vic chia s phi lm sao to ra s tin cy gia cc bn. Lng nghe v ghi nhn nhng nhu cu

ca i tc s th hin tinh thn h p tc ca chng ta. Khng ch trch hoc trm trchi tc v th ng xuyn tm tt li nhng thng tin thu thp c.


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3. Giai on m phn y l giai on quan trng nht ca ton b qu trnh m phn, giai on m hatin hnh bn bc v tha thun nhng vn ct li ca hp ng nh: hng hlng, cht lng, gi c, iu kin giao hng, phng thc thanh ton....nhm ch cui cng l k kt hp ng mua bn hng ha.

a. a ra ngh v l ng nghe i tc:

ngh lun l mt yu t quan tr ng ca mi cuc m phn. l con ng m cc bn i tc cn phi i t c tho thun. Nu cc bn u c s chun b k thvic bn no a ra ngh tr c khng qu tr ng m cn ch thi im a ra ngh.

S tr nn d dng hn cho c hai bn nu nh vic trao i yu sch a ra ng th iim, nhng iu khon trong yu sch l kh thi v th hin l i ch cho c hai bn ch khng thit thi cho bn no...

Cn ch khi a ra yusch:- a ra cc yu cu mt cch h p l.- Trnh by mch lc, r rng, cht ch c cn c khoa hc.- m bo s on kt, nht tr trong ni b m phn. - Lun nh t i cc li ch c bn.- Khng nn s dng cch ni yu mm trong m phn.

Trong giai on ny ca cuc m phn, mt iu r t quan tr ng l bn phi gi cho itc tnh by ht kin ca h, lng nghe tr c khi tr li. lm c iu cn ch :- Khng c ngt li i tc: Vic ngt l i khng c li trong m phn. Th nht,

iu ny r t th l. Th hai bn c th ct ngang nhng thng tin c ch cho cuc m

Giai on m phn

a ra yuc u v l ngnghe yuc u ca

i tc

Nhn va ranhngb

Ph v nh ng b t c

Ti n t ith a

thu n


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phn ca mnh. Ngay c khi i tc ni nhng thng tin sai lch, hy cho h nint. Nu nh bn thc s lng nghe bn c th thu c nhng thng tin qu gi lmnn tng cho nhng cu hi sau ca bn.

- K t thc mi vn bng cu hi tr c ti p.- Ch ni nhng iu cn thit.- Thng xuyn tm l t li nhng g c ni theo cch ca mnh.- Trnh b lc .- Trnh xa s sao lng: Hy chn nhng khng gian m bn c th suy ngh sng sut

v khng b gin on khi m phn. S gin on c th lm cho bu m phndin tin mt cch khng tri chy hay thm ch c th tht bi. Nhn vin, bn b,tr em, th vt in thoi c th lm bn sao lng v khin mt bn r i ra khi mc

tiu chnh. Nu c th, hy to ra mi tr ng nghe tt nht cho mnh.

b. Nhn v a ra nh ng b:

- Khi cuc m phn i vo giai on gia th cc vn s tr nn r t r rng. Lcny, vic trnh hai bn chuyn sang tm l i khng l mt iu r t quan tr ng, vkhi , bn mua s r t d bit c r ng bn ang tm ra mt phng n c hai bncng c l i hay bn dng thi cng quyt c gi vng ly th th ng phong.

- Nu nh lp tr ng ca c hai bn "k theo h ng Bc, ng i vng h ng Nam" th bn phi khng nn tranh ci. Tranh ci ch cng khin cho bn mua cm thy l ptr ng ca mnh l ng. Tt nht l khi bt u bn nn ng tnh vi quan im ca bn mua, sau vn dng phng php: "cm gic, cm nhn v pht hin" (thutng ting Anhl 3F: "feel, feltand found"). Dng phng php li tr c tin sau s khin cho bn xoay chuyn c cc din tnh hnh.

V d , bn mua nhn xt r ng: " Ti nghe ni v ph n v n chuy n hng ho cng tyngi c v n ?" Khi nghe xong nhn xt bn khng nn vi vng tranh lun v ih. Nh v y ch khi n cho h cng nghi ng thm tnh khch quan ca bn khi ni v vn . Nu nh bn dng mt cch din t khc: " Ti r t hi u c m gic c abn ngi i v i v n ny. R t nhi u ngi khi i mua hng u c c m gicnh th . Nhng ti ngh vn cc ngi c p n ch lv n x y ra cch y

m y nm khi chng ti d ch chuy n kho sang v tr m i. Hin t i, cc cng ty l n
http://www.kynang.com.vn/hoc-ngoai-ngu.htmlhttp://www.kynang.com.vn/hoc-ngoai-ngu.htmlhttp://www.kynang.com.vn/hoc-ngoai-ngu.htmlhttp://www.kynang.com.vn/hoc-ngoai-ngu.html


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ging nh Cng ty General Motors u tin tng cng ty chng ti, hn th chng ticha h x y ra b t k vn g. Sau khi chng ti cho khch hng ki m tra mtcch k l ng v h a s u pht hin ra r ng:.

-

Nh ng b l s xem xt li v th trc y ca bn trong m phn v thay i nsao cho thch hp. Trong m phn lun lun c nh ng b, tuy nhin cc bn lunc gng hn ch cng t cng tt. Nh ng b c iu kin lun l mt trong nhng k thut c s dng gii quyt vn trong m phn.

c. Ph v s b t c:Trong thc t m phn i khi c th ri vo b tc- tnh hung m cc bn u cmthy khng th nh ng b hn c na, cuc m phn dng li v c nguy c tan v . Nu ri vo tnh hung ny m bn hy bnh tnh v tm cch gii quyt. Tnh hung c th, bn c th chn mt trong hai cch sau ph v b tc.

n phng ph v b tc bng nhiu k thut khc nhau:- T p trung vo phn l i ch ch khng t p trung vo lp tr ng.- To ra cc phng n cng t mc tiu.- a ra cc tiu chun khch quan.- p dng thut nhu o.- Thay th cn b m phn.- T p trung vo nhn vt ch cht.- Nm ly im yu ch cht tn cn.- L i dng mu thun.- Di ba l m ci. Nh s gip ca bn th ba nh: trung gian ha gii, nh dn x p hoc phn x.

d. Ti n t i tha thun:Ci ch ca m phn l tin t i tha thun. Cng tin t i gn tha thun th cuc m

phn cng tr nn tinh t, nn bn cng phi t p trung, c gng, s dng nhng k thutthch hp tin t i tha thun mt cch tt nht.


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4. Giai on k t thc K k t hp ngSau khi m phn thnh cng cc bn s tin n k k t hp ng. Khi son tho, k k thp ng cn lu nhng im sau:- Cn tha thun thng nht vi nhau cc iu khon cn thit tr c khi k hp ng.- Cn c p ti c s php l v mi vn lin quan, trnh phi dng t p qun

thng mi a phng gii quyt nhng tranh ch p pht sinh sau ny.- Hp ng khng c c nhng iu khon tri v i lut hin hnh.- Khi son hp ng cn trnh by r rng chnh xc, trnh dng cc t m p m , c th

suy lun ra nhiu cch.- Hp ng th ng do mt bn son tho, tr c khi k k t bn kia cn kim tra tht k

lng, i chiu v i nhng tha thun t c trong m phn.

- Ngi ng ra k hp ng phi l ng i c thm quyn.- Ngn ng dng xy dng hp ng phi l ngn ng cc bn cng thng tho.

5. Giai on rt kinh nghim

y l giai on kim tra li k t qu ca nhng giai on tr c nhm rt kinh nghimcho nhng ln m phn sau. Sau nhng cuc m phn quan trng cn t chc hp nh gi u im, nhc im, tm ra nguyn nhn v bin php khc phc. Nhng nuch dng li ti th cha , m cn phi theo di sut qu trnh t chc thc hin h png, ghi nhn li nhng v ng mc, c bit nhng v ng mc do hp ng gy ra, ln sau k p th i sa cha. Cc cng vic cn lm trong giai on ny l:

- Thc hin nhng cng vic bc u ca khu thanh ton.- Lm th thc XNK.- Chun b hng ha (i v i nh nh p khu).- Thu phng tin vn ti (nu hp ng quy nh).- Lm th tc hi quan.- Giao hng (xut khu), nhn hng (nh p khu).- Kim tra hng ha.- Hon tt th tc thanh ton.- Khiu ni/ gii quyt khiu ni (nu c).- Thanh l hp ng.


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V. BIN PHP NNG CAO HIU QU M PHN TRONG HOT NG XUTNHP KHU

m phn c th din ra d i nhiu hnh thc khc nhau, ngoi hnh thc g p mt tr c

ti p cn c cc hnh thc khc nh qua th t, fax hoc in thoi... Mi hnh thc uc nhng u, nhc im ring. V d:

G p mt tr c ti p: u im: c th tr c ti p bn bc hiu nhau hn, cng nhau gii quyt nhng

im cha hiu nhau. Nhc im: i li tn km, d l b mt..

Qua th t, in tn: u im: t tn km v vic i li, c th gi b mt, c th cng mt lc giaodch v i nhiu bn hng khc nhau.

Nhc im: tn th i gian, nhiu khi khng hiu ht nhau Qua in thoi:

u im : nhanh chng Nhc im: khngtrnh by c ht , tn km. Mt khc, trao i qua in

thoi l trao i ming, khng c g lm bng chng cho nhng tha thun, quytnh trong trao i

m phn qua mng:V i s bng n ca mng internet, m phn qua mng ngy cng khng nh v tr camnh- mt hnh thc m phn ch yu trong thng mi quc t, b i n c kh nngkhc phc c nhng nhc im ca cc phng nutrn.

Di y lxin gi i thiu hai hnh thc chnh l: m phn bng th v m phn trc ti p.

1. m phn bng th :

a. Phn loi v c u trc ca th m phn trong thng mi:Mt trong nhng cch m phn n gin v d thc hin l m phn thng qua th t.Cuc m phn bng th thng th ng din ra theo trnh t sau: hi hng, cho hng, bogi, hon gi, ch p nhn, t hng, xc nhn (k k t hp ng).Cc th t ny c vitd i nhiu dng phong ph, do mi dn tc v mi ngn ng th ng c mt cch thc


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vit th khc nhau. Sau y xin gi i thiu v loi th thng mi ph bin nht hin nay-th thng mi vit bng ting Anh.

Cuc m phn bng th thngmi (Fax, Email...) th ng din ra theo trnh t sau: hi

hng, bo gi, hon gi, ch p nhn, t hng v cui cng l xc nhn. V vy chng ta s c cc loi th trong m phn thng mi nh sau:

Th hi hng ( The enquiry) Th chohng, bo gi ( Offer) Th hon gi( Counter-offer) Th ch p nhn ( Acceptance) Th t hng ( Order) Th xc nhn ( Confirmation)

b. C u trc ca mt bc th thng mi: Letter head(Phn tiu ca cng ty: Tn, a ch cng ty g i th) File reference(M s h s) Date line(Ngy, thng) Inside address(Tn, a ch ng i nhn) Salutation(Cho hi: gentlemen, Dear Sirs)

The opening paragraph (M u th) The body of letter ( Ni dung chnh ca bc th) The closing paragraph ( Cu k t ca bc th) Signature (K tn) Stenographic reference(K hiu ring) Enclosure(Phn nh km) Carbon copy notation(N i g i bn sao)

Trong ni dung ca bc th c nhng phn cn c bit quan tm nh sau:

Phn cho hi cn th hin c php lch s i vi ngi c. Nu bn c mi quan h thn thit vi ng i nhn, hy s dng kiu cho hi thn mt, nh: Tm thn mn. Nu vit khc, ng i nhn s cm thy xa l. Trong nhng tr ng h p khc, cn phi s dng dng cho hi trang tr ng, nh: Knh gi Ngi Tom. V i ph n nn dng danh


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xng B (Ms.) tr khi h yu cu c gi khc i. Nu ng i nhn c t c hiu hay hchm, hc v, chng hn nh gio s, tin s hay i t...th t c hiu, hc hm, hc v c vit v tr u tin thay cho danh xng chung nh ng hoc B.

Phn thn bc th l ni dung thng i p ca bn. Mt bc th hiu qu phi th hinc nh, mong mun ca ng i vit. M u th thng c trnh by bng nhngcu ngn gn, n gin, nu r l do v sao mnh li vit th. Phn tr ng tm ca bc thcn trnh by r nhng mong mun ca minh hoc phc p nhng vn i tc yucu. Phn cui th, phi vit l i cho tm bit hoc ra tn hiu r ng bn lun mongch phn hi t pha ng i nhn. Cn lu : khi vit th, trong mi tr ng h p, hy c gng th hin r thin ch ca mnh.

V d : CCH VI T TH HI HNG

Phn m u: Trong tr ng hp hai bn cha c quan h vi nhau trc th trong phn m

u cn trnh by nguyn nhn chn i t ng ca mnh. Trong tr ng h p hai bn c sn mi quan h t tr c th c th b t phn nghi

thc v tr c tip cp n ch ca mnhNi dung chnh ca th:

Thng bo cho ng i bn bit mnh cn loi hng g, yu cu ng i bn gicataloge mu hng ..ng th i cho bit gi c, cht l ng hng ha, s l ng ckh nng cung c p th i hn giao hng iu kin thanh ton v mi iu kin cnthit khc.

C th cho ng i bn bit, sau ln yu cu ny s m ra kh nng pht trin quanh gia hai bn.

Phn k t:

Mong ngi bn p ng yu cu ca mnh, mong th phc p.

Mt s u im cn lu khi hi hng:

Ch nn ghi vo th hi hng iu kin giao hng cng s m cng tt trongnhng iu kin cn thit, v iu th hin th yu ca ng i mua.


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Trong th hi hng khng nn bc l gi mnh mun mua, nhng b t th i gianhon gi, ng i mua s nu mt s iu kin mong mun, c c s nh gi.

Ng i mua cng mt lc hi nhiu ni nhn c cho hng cnh tranh, trnc s la chn ng i bn thch h p nht.

Cc lu khi vit th in t (Email):

Ngoi nhng u im trnh by trn, e-mail cng c th gy cho ng i s dng vcng ty ca h mt s phin toi. Th nht, nhn vin giao dch i khi gi hoc nhnnhng tin nhn khng cn thit, gy tn th i gian. Th hai, nhiu e-mail c vit mtcch cu th, ng i vit ch thun ty vit nhng g ch t ny ra trong u, khng k p s px p, trau trut , thm ch khng kim tra li th m gi. Th ba, nhiu thng i p

c gi i mang nng tnh cm ring t hoc ng i vit vi v, khng gi bnh tnh xemxt dn n nh hng n mi quan h gia cc bn. Th t, i khi thng ip cgi nhm a ch, a li hu qu xu. Th nm, ngay c ni dung xa i c th khi phc li s dng trong cc v kin tng. khc phc nhng nh c im nu trn,khi vit e-mail cn lu cc vn sau:

a thng tin chnh ln dng Subject gim thiu kh nng b ng i nhn b qua hoc xa i thng i p quan tr ng

Vit ngn gn, c gng a thng tin chnh ln trang u mn hnh. Mi e-mail ch nn cha mt thng i p. Kim tra, chnh sa cc li tr c khi gi i. Khng bao gi gi th trong trng thi bc bi. B c cui cng l kim tra li a ch, kim tra li ton b th tr c khi click

send. Vic ny gip bn trnh c kh nng gi i bc th khng hon ho.

2. m phn bng cch gp mt tr c tip

m phn hp ng xut nh p khu, cn nm chc ni dung v cc k thut m phndi y:

a. N i dung m phn hp ng xu t nh p kh u:Tp trung m phn cc iu khon sau:


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Commodity (tn hng) Quality (cht l ng) Quantity (s l ng) Shipment/ delivery (giao hng) Price (gi c) Payment (thanh ton) Packing and marking (bao b, k m hiu) Warranty (bo hnh) Penalty (pht) Insurance (bo him) Force majeure (bt kh khng) Claim (khiu ni) Arbitration (tr ng ti) General conditions(iu khon chung)

b. K thut m phn:K thut khai thc thng tin ca i tc.

m bo m phn t c hiu qu cao, bn cn bit r , k vng v nhng

thng tin cn thit t pha i tc. Trn bn m phn, tr nhng tr ng h p cn thit,ng i ta khng sn sng lt nga qun bi ca h ln cho ta chn, v vy phi dng nhiucch thu nhp thng tin. Trong lng nghe v t cu hi l cc cch c bn.

t c mong mun, cn gii quyt 3 vn : ni dung cu hi, hnh th c cu hi,thi im a ra cu hi.

c th hi ng ch, ng lc v t c hiu qu mong mun, cn:

L p k hoch t cc cu hi mt cch k l ng, chi tit Phi nghin cu, tm hiu k v i tc Cch hi c th, phm vi thu h p dn Phi chn ng thi im hi Bit kho lo khai thc v pht trin nhng iu i pha i tc trnh by Xin php c hi


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Mt s im cn lu khi t cu hi:

Khng t cu hi tr li c hoc khng, tr khi l iu ta cn. t cu hi yu cu tr l i bng d liu, ch khng phi l gii php

Ng iu cu hi nn dng trung tnh vi thi hi bnh tnh. Hy lun nh :thi cng kch, ch trch hay cay c, pt khng gip bn c k t qu mongmun.

Nu ta nh ly thng tin kh moi, hy t mt lot cc cu hi mm mngtrc nh h ng cu tr l i ca i tc, sau mi t cu hi chnh.

Nu i tc trnh n thng tin bng cch ha s quay tr li vn sau, ngqun nhc h phi thc hin l i ha ca mnh.

Mt s cu hi c th s dng nh : cu hi tr c tip/ c tnh nh h ng, cu hi khngnh h ng, cu hi trnh by thng tin, cu hi kch thch suy ngh, cu hi dn dt , cuhi k t lun.

K thut tr l i cu hi:

Mun tr l i tt phi chun b chu o, k l ng. Trong qu trnh chun b th l ngtr c nhng cu hi i tc a ra c ngha c bit quan tr ng. Mun lm iu

cn chun b y thng tin, rn cchng ph c th i p mt cch hiu qu, bn cnh ty tng tr ng h p c th cn vn dng cc th php mt cch thchh p:

u t thi gian thch ng suy ngh Khng a ra cu tr l i nu thiu cu hi Pht hin nhng cu hi khng cn tr l i a ra nhng cu tr li p ng mt phn cu hi, ch khng tr l i ton b

cu hi, nu vic gy bt l i cho ta Tm cch khng tr l i thng vo nhng cu hi, bng cch a ra nhng cu

hi lc - cu tr l i cho mt cu hi no khng c hi Hon cu tr l i v i nhng l do cha ti liu hoc khng nh chnh xc,

y thng tin cn thit


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Buc pha i tc t tm cu tr l i, bng cch yu cu h lm r cu hi cah

Khi c ng i ct ngang, hy ng t ra phin lng v s ct ngang .

K thut thuyt phc i tc:Tnh hp l trong quan im m phn ca ta l yu t quyt nh thuyt phci tc i n tha thun. Ngha v ca nh m phn l phi lm cho i tc tinr ng h s t c tha thun nh h mong mun.

Lun lun dng cu ngn, r rng, khc thit m bo cho ng i nghe hiu c, hiu ng, hiu r nhng g c trnh b. Ng i trnh by tt l ng ic kh nng bin iu thnh iu d hiu

Tc va phi c th theo di, ghi chp Lun gi th ch ng v s dng cu khng nh khi trnh by cc vn .

Nu ta hnh ng, biu hin, suy ngh v trnh by mt cch t tin chc chnvo nhng iu ta trnh by th s tc ng mnh n nhng i tc, kin h tin theo, nh vy thuyt phc c h.

Nm chc v nh chnh xc s liu chng minh cho nhng vn c trnh b, trnh by nh c, dt khot s lm cho i tc n phc nn d thuyt phc c h

Ni chuyn vi ng i ra quyt nh. Bt k ngi ngi a ra cu hi l ai,khi tr l i cu hi v hng ng i ra quyt nh, b i v chnh l ng i tacn thuyt phc

Khng cng kch tr c tip i phng, k c cng kch tr c ti p ln gin ti p Nu cn thit, dn chng l p lun ca ta bng s xc nhn ca bn th ba Ch cho php ta c th gii quyt vn ca h. Nu tnh hung m phn

cho php, ta co th t mnh vo v tr ca i tc, nu cch gii quyt vn

, lm c nh vy s c sc thuyt phc r t cao. Cch trnh by h p dn. Trong mi tr ng hp d l trnh by quan im ca

mnh hay tranh lun, thuyt phc i tc, cch trnh by bao gi cng gip tat c hiu qu cao.


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K thut nng cao v th trong m phn: Lm ni bt im mnh ng nhin ngi thy chng ti buc phi ni

chuyn v i nh cung cp khc Gim thiu im yu: chng ti cng mun gii quyt vn nhanh chng

nhng chng ta cn nhiu th i gian. Ngi i tr c cc k thut ny trc y c cc bn hng ca ngi p

dng K thut gim gi tr l l ca i tc

Khong cch tn nhim hnh nh cc ngi khng nht qun v i nhng ium ng nghip hm trc trnh by.

t cu hi v d kin/ ngun tin Nghi vn gi thit Nghi vn k t lun T p trung phn thiu st Nhn mnh im yu ngh xem li

K thut nh ng b v i i tc nh ng b: Cn bit r im gi i hn bn c th nh ng b Gip i tc a ra nh ng b bng cch g i cho h nhng l do h p l.

Trnh lm cho h mt mt. Khi i tc nh ng b , hy ni to nh ng b ln a ra nh ng b v i tnh cht thm d v s dng cch ni gi thit Hy trao i thng tin nh ng b bng cch s dng cch ni iu kin a ra ngh c gi t c mc tiu ca bn. Hy tm cch lin k t cc

vn v i nhau. Lun lun nh gi nhng nh ng b ca bn theo quan im ca i tc. ng bao gi a ra mt nh ng b m khng ngh n nhng hu qu lu

di c th xy ra n v i bn Tuyn b l do trc, sau mi a ra nh ng b Vng vng v i nhng li ch c bn, uyn chuyn v i nhng v th m phn.


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K thut gii quyt nhng tnh hung b tc trong m phn

Trong m phn, n mt giai on no , c th xy ra nhng tnh hung b tc -i bn u thy khng nh ng b c na, cuc m phn ri vo tnh trng gay

go, co nguy c tan v .

Nguyn nhn dn n tnh tr ng b tc:

Khong cch gia li ch m hai bn ra qu l n Tranh ch p lp tr ng Mt bn dng th mnh p buc bn kia Do khng hiu nhau

Nng lc ca cn b m phn b hn ch Cch gii quyt:

T p trung vo l i ch ch khng t p trung vo lp tr ng Cn nhn thc c li ch xc nh lp tr ng ng sau lp tr ng bt ng c th tn ti nhng l i ch chung Xc nh r l i ch ca mnh v ca i tc Trao i v l i ch gia cc bn Gn cc l i ch khc nhau li v i nhau

To ra cc phng n t c mc ch Tr c ht cn lm sng to ra cc phng n nhgi, la chn cc phng n a ra m phn Tho lun vi i tc Hai bn i n quyt nh la chn phng n ti u

a ra nhng tiu chun khch quan Hy coi cuc m phn l cuc tm kim chung nhng tiu chun khch

quan Hy l p lun v lng nghe nhng l p lun ca i tc, xem tiu chun

no l khch quan nht, ph h p nht


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Ch li bc tr c nguyn tc, ch khng li bc tr c p lc ca itc.

p dng thut nhu o Khng cng kch lp tr ng ca i tc, m hy tm kim, pht hin

nhng l i ch ng sau ng bo v kin ca bn, m hy nh i tc gp kin v khuyn

bn, sau s hi xem h lm g nu vo a v ca bn. Chuyn s cng kch nhm vo bn thnh cuc tn cng gii quyt vn . Hy t cu hi v gi im lng khi cn thit.

Thay th cn b m phn: Ni cho i tc bit nguyn nhn thay i Khng ty tin thay i ng i, ch thay th khi cn thit Khng lm mt th din nhn vin ca mnh

T p chung vo nhn vt ch cht:Trong m phn cn tm ra nhn vt ch cht v ngi cn cha ng v i kin ca bn, cn t p trung sc lc thuyt phc nhng ngi th mi t k tqu

Nm ly im yu ch cht tn cng:Trong m phn cn nm c bn cht ca vn, nm ly ch s h ca i phng, t p trung tn cng vo im yu ca h

L i dng mu thun:L i dng mu thun trong ni b i tc v u tranh kho lo, y trch nhimg tnh th b tc cho pha bn kia, t c th lm cho th b tc tiu bin mt

D i bal m ci

L mt sch l c nguy him. N ch s dng khi m phn sa vo th gng, c tuyt i ha iu kin m phn, em t ton b vn ln bn m phn,chng minh r ng mnh khng cn con ng no khc thot lui, hy vng i phng c th nh ng b, nu khng nh ch p nhn k t cc cuc m phn tanr.


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K thut lng nghe: m phn thnh cng th ch ni hay, hi ng cha , m cn phi bit lngnghe. nghe mt cch chm ch, hiu qu, cn:

Nghe mt cch hng th, tch cc Khi nghe cn ch quan st c thi v c ch ca ng i ni Trnh ngt li i tc Khng xao lng hoc phn tn t t ng Phi c gng ghi chp nhng g mnh nghe c Th hin cho i tc bit s t p trung ch v quan tm ca bn n iu

h trnh by Trong m phn c gng gi bnh tnh, trnh gin d trong mi tnh hung Hy lun nh khng th ng th i va nghe, va ni tt c.

K nng tm hiu, nh gi i tc:

Hy t mnh vo a v ca ng i khc. Nhn nhn vn theo cch nhn ca ngi khc tm hiu thu o tm t,

suy ngh v mc ch ca h to thnh iu c l i cho mnh Gip thu hp cc lnh vc xung t khi m phn v to ra trin vng pht

trin nhng l i ch m i cho mnh. Lu : hiu bit quan im ca ngi khc khng c ngha l ng v i

quan im ng suy din nh ca ngi khc qua lng knh s hi ca chnh mnh. ng li cho ng i khc v kh khn ca mnh.

Ch trch s lm cho vn m phn v con ng i r i vo nhau, gy phntc dng.

Nn tch nhng biu hin ca vn ra khi con ngi m phn cthnh cng.

Tho lun quan im ca nhau. Nu bn lm iu mt cch chn thnhv khng trch mc ng i khc v

vn ang tn ti, th cuc tho lun c th to nn s hiu bit cn thit pha bn kia xem nhng iu bn ni nghim tc v ng c li.


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K nng tm kim l i ch chung Xc nh l i ch chung.

xc nh l i ch chung cn ch : th nht, cc l i ch chung lun tim tngtrong mi cuc m phn; th hai, hy nhn bit mt cch c th l i ch chungtrong m phn v nhn v tng lai; th ba, ch tr ng nhng l i ch chung c th lm cho m phn tri chy hn v c kh nng thnh cng hn.

Gn cc l i ch khc nhau li v i nhau. Hi xem h thch g?

Mt cch gn li ch vi nhau l sng to ra mt s phng n bn ch p nhn c v hi xem pha bn kia thch phng n no.

T cch m phn bng th, cch vit cc th thng mi n cc k thut cnlu trong m phn bng con ng g p mt tr c tip nh trnh by trn,vn dng tt nhng k thut ny s gip chng ta m phn t k t qu tt.


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TI LIU THAM KHO

1. K nng m phn , http://docs.4share.vn/ky-nang-mem/ky-nang-dam-phan.html2. 6 quy tc vng trong m phn ,http://advice.vietnamworks.com/vi/career/bi-quyet-thang-

tien/6-quy-tac-vang-trong-dam-phan.html3. Mt s c tnh kinh doanh ca cc i tc qu c t trong m phn,

http://www.vietrade.gov.vn/kien-thuc-kinh-doanh/846-mot-so-dac-tinh-kinh-doanh-cua-cac-doi-tac-quoc-te-trong-dam-phan.html

4. m phn hp ng mua bn qu c t , http://www.thuongmai.vn/thuong-mai-quoc-te/kien-thuc/kien-thuc-xnk/53559-dam-phan-hop-dong-mua-ban-quoc-te.html

5. m phn hp ng mua bn qu c t , http://xuatnhapkhauvietnam.com/dam-phan-hop-dong-mua-ban-quoc-te.html

6. K nng m phn , http://www.slideshare.net/piggynguyen/savedfiles?s_title=ky-nang-dam- phan&user_login=hoangru

7. Chin thng trong m phn thng mi, http://www.kynang.com.vn/dam-phan-thuong-luong/595-chien-thang-trong-dam-phan-thuong-mai-p2.html

8. m phn trong kinh doanh thng mi, http://www.doko.vn/luan-van/dam- phan-trong-kinh-doanh-thuong-mai-lay-vi-du-dam-phan-voi-nguoi-nhat-97303

9. thnh cng trong m phn, http://doanhnhan360.com/Desktop.aspx/Sach-360/Kinh-doanh-Quan-ly/De_thanh_cong_trong_dam_phan/
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