Dam phan [1]

Th.S TRAN BNH HOANG -0903.586006

1

1. TONG QUAN VE AM PHAN.2. TIEN TRNH AM PHAN.3. OT PHA THE OI AU

2

1. TONG QUAN VE AM PHAN.

3

1.1 Khai niem.am phan la qua trnh ieu hoa quan he, thong qua trao oi e i en sthong nhat y kien gia hai ben


4

1.2 ieu kien am phan.9 Khi hai ben co cung nhng li

ch va nhng li ch o mau thuan nhau.

9 Khi hai ben cung co mong muon giai quyet viec bat ong y kien theo hng tot ep

5

1.3 ac iem cua am phan.

6

1.3.1 ieu tiet nhu cau.am phan la qua trnh ieu chnh nhu cau cho en s nhat tr. Qua trnh am phan phu thuoc vao mc o phc tap cua van e, skhac biet ve li ch va trnh o am phan cua hai ben


7

1.3.2 Va xung ot, va hp tac.

Xung ot:Hai ben eu mong muon at c toi a li ch cho mnh

Hp tac: Thoa thuan ch

at c khi moi ben cam thay co li

8

1.3.3 oi ben cung co li.

Phai biet gii han li ch cua mnh mot pham vi nhat nh.Neu khong nhn nhan nhu cau

thap nhat cua oi tac se lam cho ho rut lui th mnh cung se mat het quyen li

9

1.3.4 anh gia ket quaam phan.

Muc tieu d nh (khong lay muc tieu d nh cua mot ben lam tieu chuan anh gia).

Chi ph toi thieu. Moi quan he gia hai ben


10

1.3.5 Va la khoa hoc, va la nghe thuat.

Khi am phan phai nam c nhng qui luat e a ra phng an va chien thuat am phan hp ly, o la khoa hoc.

Tnh linh hoat, s nhay cam va tai an noi cua nha am phan cung gop phan quyet nh thang li, o la tnh nghethuat

11

1.4 Cac kieu am phan.

12

1.4.1 am phan mem deo. Li ch kinh te at xuong hang th yeu. Tranh xung

ot, san sang nhng bo e gi moi quan he tot ep.

Neu hai ben eu dung am phan kieu nay th khanang thanh cong ln, toc o am phan nhanh, chi ph thap, quan he gia oi ben se tang cng.

Neu chon am phan kieu mem ma gap oi thucng ran th vo cung that li.

Ch nen dung kieu nay khi quan he gia hai ben tot ep va hoan toan tin cay nhau (gia nh, ban be)


13

1.4.2 am phan cng ran. Kien nh lap trng, lo sao e bep oi phng. Lap trng cng ran oi khi t troi mnh. Ton nhieu thi gian. Nhng bo ch nham gi cho cuoc am phan

khong lam vao be tac. Thng phng hai en quan he gia hai ben do

cam xuc bat bnh, tc gian v b thua thiet, t oluon ngh cach phan cong

14

Thoa thuan da tren nhng tieu chuan khach quan, khoa hoc.

a ra cac phng an khac nhau e la chon, thay the khi be tac.

Tap trung vao li ch cua oi ben ch khong co gi lay lap trng.

Tach con ngi ra khoi van e. oi vi ngi -on hoa, oi vi viec kien quyet

1.4.3 am phan theo nguyen tac.

15

2. TIEN TRNH AM PHAN.


16

2.1 Giai oan chuan b.

17

2.1.1 Chuan b thong tin.

18

Hieu ban than.Nhng iem manh yeu cua mnh. Kiem che cam xuc: kch ong de b

la, boc ong de b lung lac, nong gian de b xo mui.Lang nghe, kien nhan va phan oan

kp thi


19

Hieu oi tac. Thc lc cua ho: Tai chnh, ky thuat, chat

lng, nang suat va san lng cua ho. Nhu cau va y nh cua oi tac: Muc ch,

nguyen vong hp tac co chan thanh khong? Mc o bc thiet cua s hp tac nay? conhieu ban hang hp tac nao na hay khong?...

oan am phan cua ho gom nhng ai? a v, tnh cach, s thch, kinh nghiem, vai tro

20

2.1.2 Chuan b oi ngu. Tuy vao s trng ma phan cong cac

thanh vien theo ba nhiem vu trng oan, am phan vien va phien dch.

am phan vien can co nang lc vakien thc, am hieu chuyen mon, thanh thao nghiep vu am phan vabiet phoi hp hanh ong

21

2.1.3 Chuan b ke hoach.


22

Xac lap muc tieu. Muc tieu ly tng: khi can thiet co the bo

qua. Muc tieu trung gian: at c th tot,

khong th thoi. Muc tieu c ban: phai at, khong th

khong am phan

23

Lu y khi xac lap muc tieu.

T nay ve sau co con gi moi quan he lam an vi nhau na khong.

Tnh quan trong cua cuoc am phan.

S han che ve thi gian am phan...

24

Lap ke hoach.9 Cuoc am phan gom may giai

oan?9 Nhng bc i nao can thc hien?9 Thi gian tien hanh la bao lau? 9 Muc tieu phai at cua tng giai

oan la g?9 Nhng chien thuat can thiet


25

2.1.4 am phan th. Th e thay trc nhng tnh huong co

the xay ra. Th e phat hien ra nhng truc trac, s sot cha lng trc.

T phan thanh hai nhom the hien lap trng, quan iem, li ch cua 2 ben edien trc qua trnh am phan.

Th nh that th mi co gia tr

26

2.2 Giai oan tiep xuc. La bc xay dng moi quan

he. La giai oan tm hieu ac

iem, y o va thai o cua nhau e ieu chnh sach lc am phan cho phu hp

27

2.2.1 Tao boi canh tiep xuc. Tao bau khong kh than mat (noi chuyen,

xa giao, co the to chc mot so hoat ong xay dng tnh cam).

Tao s tin cay (chu ao, tan tnh oi vi cong viec va ca nhng quan he ca nhan, Can nhac tng cau noi, hanh vi).

The hien thanh y (gi li ha, khong tre hen, thong tin kp thi, ro rang)


28

2.2.2 Tham do oi tac.9Xem oi tac co ang tin cay khong, co

gi li ha khong, co thanh y hp tac khong.9anh gia ve kinh nghiem am phan,

nhng iem yeu, iem manh cua oi tac. 9Tham do nguyen tac ma oi tac phai

tuan theo va van e nao co the nhng bo

29

2.2.3 ieu chnh ke hoach. Phan tch ky nhng thong tin thu

thap c, tham tra lai nhng van echa ro. T o ieu chnh ke hoach am phan cho phu hp vi tnh hnh mi.

Tiep tuc tm hieu, phan tch ky hn oi tac e co the ieu chnh kp thi sach lc am phan

30

2.3 Giai oan thng thuyet.


31

2.3.1 a ra yeu cau chnh thc.

Hai ben a ra yeu cau chnh thc cua mnh.

Yeu cau can ro rang va chnh xac. a ra yeu cau khong hp tnh, hp

ly se khien oi tac anh gia ban khong co thanh y va khong ang tin

32

2.3.2 ieu chnh yeu cau.9 Thong thng co s sai lech ve yeu

cau gia oi ben. V the, hai ben can ieu chnh li ch cho hp ly. 9 Thng th hai ben eu muon gi

lap trng cua mnh, song nh these khong co ket qua tot

33

Nguyen tac nhng bo. Nhng bo la bieu th thanh y. Nhng bo la anh oi li ch

nay bang li ch khac (Bo ma bat xe).

Nhng bo oi lay nhng bo(Khong n phng nhng bo)


34

2.3.3 at thoa thuan va ky hp ong.

Trc khi khi thao hp ong, kiem tra lai noi dung am phan e oi ben tai xac nhan nhng van e a thoa thuan.

Khi tat ca khong con nghi ng gna th co the ket thuc am phan

35

Lu y khi thao hp ong. Dung t chuan xac, tranh hieu nham. Khi dung en ngoai ng e thao hp ong, hai ben

nen cung nhau xac nhan ve ham ngha e dien at chuan xac y nguyen cua oi ben.

Dung t thong nhat trong hp ong. Nhng qui nh trong hp ong phai cu the, chi tiet. Khi hp ong a c thao xong, hai ben kiem tra lai

cac chi tiet, khi khong con nghi ng g na, ai dien lanh ao hai ben cam but ky hp ong mot cach trang trong

36

3. OT PHA THE OI AU.


37

3.1 The oi au.

38

3.1.1 Khai niem.The oi au la tnh huong xay ra khi lap trng cua hai ben co s khac biet nhng khong ben nao chu nhng bo

39

Trong qua trnh am phan rat thng xay ra oi au.

Khong ben nao that s muon xay ra oi au.

Hai ben eu muon ot pha the oi au e i en nhat tr

3.1.2 ac iem cua the oi au.


40

3.1.3 Nguyen nhan dan en oi au.

9 Tranh chap ve lap trng. 9Dung the manh e uy hiep.9 Khong hieu nhau.9 Ca tnh am phan vien.9 Li ch qua cach biet

41

3.2 ot pha the oi au.

42

3.2.1 Tap trung vao li ch,khong tap trung vao lap trng. Li ch quyet nh lap trng. Khac biet lap trng van co the cung

chung li ch. Xac nh li ch cua nhau. Trao oi ve li ch. Gan cac li ch khac nhau lai vi nhau


43

3.2.2 Tao ra cac phng an e cung at c muc ch.

Sang tao ra cac phng an.anh gia cac phng an.Thao luan vi oi tac.Chon phng an toi u

44

3.2.3 a ra nhng tieu chuan khach quan.

Tieu chuan khach quan oc lap vi ych moi ben.Tieu chuan khach quan phai chnh

ang.Tieu chuan khach quan co the co san

hoac phai thoa thuan vi oi tac. Can thao luan vi oi tac e thong

nhat cac tieu chuan tot nhat

45

3.2.4 Ap dung thuat nhu ao. Khong cong kch lap trng cua oi tac

ma hay phat hien nhng li ch ang sau no.

ng co bao ve lap trng. Hng s cong kch sang viec at ti

muc ch chung. Hay at cau hoi va gi im lang mot lat


46

Khong nen tuy tien thay oi ngi. Lam tran ot tng. Gi the dien cho nhan vien

3.2.5 Thay the am phan vien.

47

3.2.6 ot pha vao iem chu chot.

Nam lay iem yeu chu chot etan cong.Tap trung vao nhan vat chu

chot.Thuyet phuc hoac anh o

48

3.2.7 Boi thuy.at toan bo van e len ban am phan, chng minh rang mnh khong con con ng nao khac ethoai lui, hy vong oi phng cothe nhng bo, neu khong anh chap nhan ket cuc cuoc am phan tan ra

Documents

Dam phan [1]