Negotiation skills training for students of Human Resource Management

Research Objectives On the basis of theoretical studies and practical training on negotiation skills for students of human resource management in the universities, the proposed measures

THE MINISTRY OF EDUCATION AND TRAINING THE VIETNAM INSTITUTE OF EDUCATIONAL SCIENCES

This thesis has been completed at the Vietnam Institute of Education Sciences

The scientific advisors:

Ass Prof PhD Nguyen Thanh Binh

PhD Luu Thu Thuy

At date Month year

This thesis can be found at:

- The National Library

- The Library of the Vietnam Institute of Educational Sciences

-

PREAMBLE

1 Urgency of the problem studied

1.1 Negotiation process taking place everywhere, in all areas (economic, cultural, social ), in every person, in every family, neighbor relations, in business offices, in the ministries, in every country, in the region and globally

1.2 Every human being is a subject capable cognitive, personality, attitudes, hobbies But every human being can not exist alone should have to seek agreement, cooperate with others to co-exist Therefore, dialogue, negotiation has always been alternatives to conflict, confrontation with violence

1.3 Through fact-finding mission, universities are now trained in human resource management, the construction program has not taken into negotiation skills training program and when determining the outcomes have not mentioned Teachers in the teaching process less concerned with the formation and development of negotiation skills for students, so the negotiation skills of students is low So, putting the negotiation skills training program in assessment and in outcomes is becoming ever more urgent

1.4 The 21st century is called the "era of the economy based on skills" (Skills Based Economy - information from the World Bank) Professional activities of each person depends on the hard skills and soft skills The key to real success is that we must know how to combine both skills For students of HR, they are the organization, management

of human resources in the future, so they need to be equipped with skills to negotiate to resolve the jobs in career fields as well as in life Stemming from the above reasons, we have chosen the theme "Train negotiation skills for students of human resource management" to research in the hope of contributing to improving the quality of education for students of human resources management capacity of Vietnam universities

2 Research Objectives

On the basis of theoretical studies and practical training on negotiation skills for students of human resource management in the universities, the proposed measures negotiation skills training for students of HR so that students can negotiate effectively, contributing to improving the quality of training of human resources, social needs

3 Objects and subjects of the dissertation

5 Research Tasks

5.1 Develop theoretical basis for negotiation, negotiation skills training for students

of human resource management

5.2 Analysis factual basis of negotiation skills training for students of human resource management at a number of universities today

5.3 Recommended measures negotiation skills training for students of human resource management;

5.4 Organization empirical measures proposed

- Carrying out experiments at school: Hanoi University of Internal Affairs;

- The scale survey of about 600-700 students;

- Empirical Organization negotiation skills training for students through extracurricular activities in the form of club activities

7 Research Methods

7.1 Methodology

Approach the subject in view of the system, in view of activities and practices

7.2 The specific research methods

7.2.1 Academic research methods

The theme uses the methods of analysis, synthesis, systematized, generalized, documents related theory, to develop a theoretical basis for negotiation skills training for students of human resources management at

7.2.2 Group practical research methods

Survey method using questionnaires, interviews, tests, observation, experimentation, research, case studies, product research activities, expert

7.2.3 Data processing methods

Using mathematical formulas analyze statistical research results; presentation of research results The survey data was processed by SPSS in Windows environment, version 12.0

8 argument need protection

8.1 Negotiation skills of students in HR associated with value-oriented careers and professional labor skills of students after graduation They need to use this skill to solve the jobs in career fields as well as in life

8.2 Negotiation skills of students in HR only formed and developed as it is defined

in the standard output, from which teachers organize activities negotiation skills training for students Standard output of the industry HR training on negotiation skills are oriented to the design program, organization and evaluation of training graduates

8.3 Organization negotiation skills training for students of human resource management to ensure the principle of experience and need an impact on demand, willpower, their attitude during practice Practice positive student outcomes determinants

of learning process where negotiation skills

8.4 Train dexterity has required negotiation, just promote skills related M as: communication skills, goal setting, consistency, empathy and sharing, teamwork,

persuasion, presentation reviews perception, emotional control well development Therefore, negotiation skills training needs associated with skills training Other M as a whole

9 New contributions of the thesis

Theoretical:

The research results of the thesis was to identify the role of negotiation is a professional skill / capability is important, necessary in training students in human resource management Thesis supplement and deepen the theoretical basis for negotiation, negotiation skills, the structure of the negotiation skills and characteristics of negotiation skills; Identify the principles, the path, the measures; The process and the steps taken to train negotiation skills for students of human resource management in order to improve the efficiency of training to meet requirements of today's society

At a practical level:

- To reflect the reality of the negotiation skills of students in HR are limited, mainly

to reach the average level The organization of negotiation skills training for students of human resource management was spontaneous, not a system, not all copies and influenced by many factors such as subjective and objective needs, perceptions, positiveness of teachers and students; the conditions of space, time and means of teaching

- Negotiation skills to be considered in view of the action, have been linked to many other skills involved coordination and implementation Among them, including 20 basic soft skills are divided into 4 groups: Group skills target identification; Group communication skills; Group collaboration skills and team skills dispute settlement on the basis of goodwill "Both sides win."

- Proposed principles, content and how to implement six measures negotiation skills training for students of human resource management, including: (1) Addition of negotiation skills in managing industry standard output HR to develop content-oriented curriculum and assessment of graduates; (2) Train negotiation skills for students of human resource management in the theoretical lessons; (3) Organizations developing integrated teaching negotiation skills for students; (4) Train negotiation skills associated with activities HR profession; (5) Through the organization of the competition; (6) Through actual operation The feasibility and effectiveness of the measures taken by professionals, teachers, and students confirmed through an experimental success of the measures proposed at the University of Hanoi Interior Again shows the meaning, the importance and necessity of negotiation skills for students of human resource management in the career field as well as in life

- The dissertation is the reference needed for education, negotiation skills training for students of human resource management in the universities; while the reference for graduate students, graduate students, teachers in universities

10 The structure, the layout of the thesis

The thesis includes an introduction, four chapters, conclusions, recommendations, list Section the author's works published related to the subject, reference list and appendices

Chapter 1 RATIONALE FOR NEGOTIATING SKILLS TRAIN FOR STUDENTS IN THE HUMAN RESOURCES 1.1 Research Overview issues

- Skills are developed through the course of operation In it, knowledge is the foundation, is the necessary condition to forming skills To practice a particular skill, we need to set out the organizational forms and methods of teaching and appropriate measures to create excitement for learners to participate voluntarily and actively

- By studying the materials at home and abroad, today people are not only concerned about the IQ (Intelligence Quotient: IQ), that more and more attention to EQ (Emotional Quotient: index emotional intelligence) Life skills issues and life skills education has been the domestic and foreign scientific research interest They not only study the basic theory about life skills and life skills education but also to examine each particular skills

to apply it in the lives of humans One of the skills that are more interested in the study authors that is negotiation skills However, the research on negotiation skills, new authors

to stop the problems of theory and its application in a number of areas of social life including the business sector, the diplomatic, the management and labor relations Currently, no one works any mention of the formation and development of negotiation skills for students, especially the negotiation skills training for students HR sector This is

an issue left open, should be continued interest in research to improve the quality of training and human resources meet society

1.2 Some theoretical issues about negotiation skills

1.2.1 Negotiation skills

- Skills: To date there have been many studies on the skills and provide different concepts, through research we found three trends emerged following the technical skills

to manipulate the action or activity; inclined skilled human capacity; skills that behavior

- Negotiate: Negotiate is the act and process, in which two or more parties conduct discussions about the general interest and the remaining points of disagreement, to reach

a uniform agreement

- Skills to negotiate: is the process of implementing a voluntary manner based on knowledge, attitudes, behaviors and experiences of the participants had negotiated to conduct exchanges, discussions, discussion in the common interest of the two or more parties, and the remaining points of disagreement to come to a unified agreement to satisfy the needs of the parties to negotiate

1.2.2 The structure of the negotiation skills

The structure of the negotiation skills including skills component and is divided into

4 groups as follows:

1.2.2.1 Group targeting skills in negotiation

- Interpersonal skills needs and desires of partners

- Learn motor skills, the attitude of the participants negotiated

- Skills to identify targets

- Skills define strategies, tactics during negotiations

- Skill in working out plans to negotiate and how to solve them

1.2.2.2 Group communication skills in negotiation process

- Skills clear language understandable

- Ability to present their views in a logical, clear

- Ability to use non-verbal language

- Skills to listen to the opinions of partners

- Skills questioned

1.2.2.3 Group collaboration skills in negotiation

- Skills to satisfy the needs of the parties to negotiate

- Skills objective recognition during negotiations

- Skills to persuade partners, share ideas in order to achieve their desired goals

- Skills compromise or concession of principle

- Decision-making skills

1.2.2.4 Group skills dispute settlement on the basis of goodwill "Both sides win."

- Ability to think positive

- Skills using negotiations postponed

- Skills people use mediation

- Handling skills, conflict resolution

- Skills and satisfy the purpose of the two sides during the negotiations

1.2.3 Features of the negotiation / negotiation process

- Negotiation is the process of adjusting the needs of the parties to come to an agreement, they agreed

- Negotiation is the consistency between cooperation and conflict

- Negotiating the competition mutually beneficial

- Negotiations on the basis of law

- Negotiate and science, both as art

1.2.4 The steps taken to negotiate

Negotiable, 3 specific steps: Preparation; Negotiations; Ended negotiations

1.3 Some theoretical issues about negotiation skills training for students of HR 1.3.1 Train negotiation skills

- Train: Train is the practice of repeating the action several times in practice Train to reach the result is stable and sustainable, does not change even when the operating conditions change

- Hone your skills to negotiate: is the organization of diverse educational activities, rich to stimulate students to participate actively in the process of operation Thereby, formation and negotiation skill development for students

1.3.1.4 Process of negotiation skills training for students of HR

Process of negotiation skills training for students of human resource management can

be done in 4 steps:

1) To foster and raise awareness about negotiation skills and negotiation skills training for students of human resource management;

2) Learning the basic negotiation skills (generic Lifeskills);

3) Create real-life situations, encourage students to master and practice negotiation skills;

4) To examine and evaluate the results of negotiation skill training of students in HR

1.3.2 The principles and methods of negotiation skills training for students of

HR

+ The principle: The principle experience; Interactive principles

+ The method: training; Practise; case studies; Case studies; game

1.3.3 The path negotiation skills training for students of HR

- Through teaching activities; organized labor activity professional experience; collective action; social activities; self-training activities of students

1.3.4 Factors that affect the process of negotiation skill training of students in

Conclusion Chapter 1

1 negotiation skills is a form of action/research activities, learning and experience that This is a kind of professional skills are necessary for students of human resource management

2 To form and develop negotiation skills for students of HR should equip students to meet and negotiate steps, including 3 steps: preparation; negotiations; ended negotiations Negotiation skills have been linked to many other skills involved coordination and implementation So, practice negotiation skills need to practice a system of related soft skills include 20 elementary skills are divided into 4 groups: Group skills identified goals; Group communication skills; Group collaboration skills and team skills dispute settlement on the basis of goodwill "Both sides win." Skills groups inseparable dialectical impact which together with advocacy and development

3 Process of negotiation skills training for students of human resource management can be done in 4 steps:

1) To foster and raise awareness about negotiation skills and negotiation skills training for students of human resource management;

2) Learning the basic negotiation skills (generic Lifeskills);

3) Create real-life situations, encourage students to master and practice negotiation skills;

4) To examine and evaluate the results of negotiation skill training of students in HR

4 Learning activities, extracurricular activities are measures have enormous potential, create opportunities for students to practice negotiation skills Through this activity, students have the opportunity to experience, is to maintain and develop the relationship between the learner interacts with the learner, among learners with teachers, and other soft skills related negotiation skills are also strengthened and developed

5 The process of negotiation skills training for students of human resource management is influenced by many factors, including factors subjective and objective elements Each element has a certain impact on the results of training So in the process

of organizing training, need adequate attention to these factors in order to increase the effective negotiation skills training for students of human resource management

Chapter 2 PRACTICAL BASIS OF NEGOTIATION SKILLS TRAIN STUDENTS

FOR HUMAN RESOURCE MANAGEMENT BRANCH 2.1 Practical basis

2.1.1 Requirements for students of HR

Student of human resource management is the management, organization and personnel in the future Therefore, they need negotiation skills to solve human relationships - people in the labor activities as well as in life

2.1.2 To the teacher

- Teachers were aware of the importance and the need to practice negotiation skills for students But now, teachers faced many difficulties when teaching the lesson that integrates the negotiation skills Therefore, the training, knowledge of negotiation skills, methods and forms of teaching for teachers is essential

2.1.3 Program content negotiation skills training for students of HR

Currently, the school does not have its own subjects to teach negotiation skills for students of human resource management So students learn negotiation skills through the integration built into some subjects in the curriculum

2.2 An overview of the current status survey

2.2.1 Surveying purposes

In order to assess the status of the negotiation skills and how to have the negotiation skills training for students of the current human resource management of the universities Since then, the measures proposed negotiation skills training for students of human resource management effectively

2.2.2 Survey content

- Learn about the awareness of the need to practice negotiation skills and the process

of forming negotiation skills for students;

- Learn the steps negotiations, the process of teaching-learning about negotiation skills training;

- Learn the steps taken to negotiate and factors affecting the negotiation skills training for students of HR

2.2.3 Objects and surveyed areas

- We carried out a survey by questionnaire to 25 teachers and 698 students are teaching and studying human resource management sector formal university system of three universities: University Affairs Hanoi; University Labour - Society; University of trade

2.2.4 Methodology and survey tools

- Survey questionnaire teachers and students; Interview with management staff, teachers and students; Observation of student activities

2.2.5 The process of surveying the status

The status survey process is done in 3 stages:

Phase 1: Design and pre-testing;

Stage 2: The formal investigation;

Phase 3: Processing survey results

2.3 Survey results reality

2.3.1 Situation awareness

2.3.1.1 The awareness of teachers and students on negotiations and the need for negotiation skills for HR profession

Survey results have 82.3% of the opinions of teachers and 79.5% of students selected

is the plan "very necessary" and "unnecessary" This result shows that the majority of teachers and students are aware of the need to practice negotiation skills for students

This is a very favorable factor for organizations conducting negotiation skills training for students of human resource management effectively

2.3.1.2 The awareness of teachers and students on the other skills necessary to participate in negotiations

We examined eight other essential skills while participating bargaining (skills to cope with stress; planning skills, creative thinking skills, teamwork skills; negotiation skills; skills problem solving, analytical thinking skills synthetic emotional control skills) According to the teachers and students, group work skills and emotional control skills are the two essential skills Some other skills needed to be considered and should

be actively practicing

2.3.1.3 The awareness of teachers and students on the road to negotiation skills

Survey results show that 78.6% of the opinions of teachers chose the negotiation skills are formed by many different paths, but mainly through three basic paths: 1) Through teaching process; 2) Train negotiation skills associated with job skills HR; 3) Through practical activities; Up to 62.8% of the opinions of students also choose to follow this plan

Results of the survey on the level of capture the essence of negotiation skills, teacher evaluation has 49.4% of the students to understand the nature, the steps taken to negotiate But only 38.9% of students can apply negotiation skills to be effective in life

2.3.2 Current status of the negotiation skills of students in HR self-assessment

of students and teachers

2.3.2.1 The results of assessment of the level of skill development of student bargaining HR

Table 2.1 Current status of the negotiation skills of students in HR as assessed by students

Through this table shows, students averaged skills in all 4 groups accounted for 68.3% rate; Students achieving a high level of 12.6%; Students in the lower group occupancy rate of 19.1% From these results, we go to that, at present negotiating skills

of students in HR also weaker level than actual requirements and demands of

The skill group

Proportion

%

Number

of students

Proportion

%

Number

of students

4 Skills Group resolve

disputes on the basis of

goodwill "Both sides

win"

professional life Therefore, the enhancement of skills training measures for students of human resource management is essential issue for universities today

2.3.2.2 Measures Status of negotiation skills training for students of HR

Table 2.2 Measures negotiation skills training for students of human resource management through the evaluation of teachers and students

(Highest point = 4, the lowest score = 1)

Training measures

Number

of teachers

Mediu

m score

The level

Number

of students

Mediu

m score

The level

Mediu

m score

The level

1 Additional negotiating

skills to the standard output

of the HR industry to guide

negotiation skills training

activities associated with HR

2.3.2.3 Status of factors affect the process of negotiation skill training of students in HR

Survey results showed that the subjective element from the teachers and students have a more positive impact As for the external factors that affect lower in negotiation skills training for students of human resource management

Conclusion Chapter 2

1 Teachers and students were aware of the importance and necessity of negotiation skills for students of human resource management This is the basic premise, important organizations facilitate the negotiation skills training for students Results situational analysis is an important basis for the measures proposed negotiation skills training for students of human resource management in the direction of learning outcomes approach, meet the needs of the labor market, development economic, social and international integration of the country

2 Currently, students of human resource management has made certain negotiation skills, but mainly to reach the average level In bargaining activities they have shown some basic skills but not stable, yet high performance Therefore, failing to meet the requirements of professional activities as well as in life

3 negotiating skills is an integrated skills including basic skills 20 were divided into

4 groups Through the survey, we found evaluate the development of the group negotiating skills of students in HR uneven Looking broadly, the level of development of the group negotiating skills in order of descending from group to group communication skills targeting skills, team collaboration skills and ultimately the team skills disputes on the basis of goodwill "win-win"

When negotiations, the soft skills needed to participate and coordinate other Therefore, the negotiation skills training for students of human resource management will lead to other life skills are also formed and developed

4 The negotiation skills training for students with advantages and certain difficulties:

To the teachers: new teachers stopped providing basic knowledge about negotiation skills to students during school hours rather theoretical attainment, other measures to reach the average level Inexperienced teachers implement the negotiation skills training for students Contents of training programs are heavy on theory, practice and practice at real experience Especially teachers of the school are not interested in the results of negotiation skill training of students in the content evaluation course learning outcomes

To the students: the negotiation skills of the students are formed and developed mainly spontaneous So they do not grasp the steps taken to negotiate a scientific way In addition to acquiring the theory in class, students do not have the opportunity to practice negotiation skills through other activities

5 The formation and development of negotiation skills for students of human resource management is affected by many factors, including the factors subjective and objective elements However, the subjective factors have an important role, determining the success of the process of negotiation skill training of students

Chapter 3 MEASURES FOR ORGANIZING NEGOTIATING SKILLS TRAIN STUDENTS FOR HUMAN RESOURCE MANAGEMENT BRANCH 3.1 These principles define measures negotiation skills training