Kỹ năng đàm phán hợp đồng ngoại thương

N§idungthu'ongIu’‹rng Trongthirongmai,notdungc:iccuocthirongliipngthrivinglienquanden:Ténhang,pliamchét,sol upng,baobidonggoi,bao héng,giéca,thanhloan,birohiém,birohanh,khiéunai,phatvabo

ngopithuong Démphanhppdong:

1 N§idungthu'ongIu’‹rng

Trongthirongmai,notdungc:iccuocthirongliipngthrivinglienquanden:Ténhang,pliamchét,sol upng,baobidonggoi,bao

héng,giéca,thanhloan,birohiém,birohanh,khiéunai,phatvaboithir‹ingthiethat,trpngtéi,triré nghppbatkhakhang

2 Cécphirirngthfictiépca(n

• Tiepcanhciptiic(Cooperativeapproach)

Theo

c:ichnay,c:iebéntimc:ichxichlaigénnhau,congI:icvc›inhaudetimratiéngnotchung ,dépsochungderotb é n n a n ciingcolpi.Céchtiépcannaycongotla“Thang—

Thang”(win-win)

• Tiépcancanlitranh(Competitive approach)

Theoc:ichny , motbénlanatbénkia,:ipdatgi:iiph:ipciiaminlichodoit:icciianiinhk hiénchodoi tacrotvaotinhtrangbétlpi.Céch tiépcannaycéngpila“Th ang —thua”(Win-Lost)

Hi(nnaycachti(pcanhpptécthucingdupcuachuonghontrongdémph:in

3.C:iegiaideanfiamph:in(:ipdungchfiyeuvmidamph:intrirctiep).Giaideanchufinb| idamph:in

DéydirccccilagiaideancJuantrcngnhat,cJuyétd|

nhS0%«kétqu:idamph:in.tronggiaideannéy,nhédamph:in

phatchuénbikynéngve3ma)tsau:

• Thuthapthongtinve:

- Mucdichctiadoiphuong

- Doiphuongléatvédatdi(nchodoiphuonglénguiiinhuthenao

ui‹itheecungcapchodoiphucing

- Khuynhhuéingthitruéingrasao

- Doiphiicingbiétnhfmgthongtingiveminh,biétdendéu

- Vanhfmgthongtincanthiétkhéc

- X:icdinhtuduychfidaocfiaminhlatuduychiénlupc(strategic

thinking)haytuduyringpho(inerementalthin1:ing)

- X:icdinhth:iidocfiaminhsédungtrongthirongliipng:Hangliar,nhi(ttinhhaylanhdam,théo, dongi:invatliiicéphaylanhnhatvaxa1:in1i

• Chu:inb|kéhoach:

- X:icdinhmuctiéucfiacuocdamphén,thuonglining:yencautoida,totthieu,giacacaonh atvagiaca thap nhatv.v

- X:icdinhnhfrngnhupng bocétheph:iithuchi(nva nhfmgdoi hoidoilaicho

i nhiipng dév.v

spcliocuocdamphén

- Botricongviéctiepcan

C:iegiaido;jndamph:in

- Lephép,l|chsu

- Hoakhivathiencém

- Khongxaremmucdichdadinh

- Chudong

• C:iccéchmodauc:iecuocdamphan:

- Kliidamphancantranhthusqdongtinhcfiadoiphiiong

vetiingvande.C:icphuongphépthucrngdiingla:

+Trinhbayliiuloétvéii

vebengoaithattha,toedonéiviiaph:ii,kliongnén‹juéchainhay‹juénhanh +Khéoléositdiingchit“nh iing”

+Denéurayéuc:inbandancaorotchitdonggi:innyéucauciiaminh

+Néuranhfrngcéuhoidedoiphuongtr:i Hiva thuyétphuc chinhhp +Dtiaraphuongandedoiphuongtqchpn

+Cuoiciingcanthiicdaydoiphuengdnaraquyétd|nhbangvanban

- Théidocancécfiangirciidamphén(Theokinhnghi(mcfiaGavinKenedy—

motnhéthuonglucngkinhdoanhquoctélaunam,dongthcril a gi:ingviéncouytinciiaD arh p c

Statholyde-Anhvamotsonhéthuonglupng kinhdo an h quocieriottiéngkhéc):

+Khibucicvéodémphénph:iix : i e dinhthtuong:cogangdatdupemucdichcfiarnin

htrénccsokhfingkhidamphiinthinmattho:iiméichoc:ihaibén.

+Timhiéucécphongtqc,ta(pquén,théiquen,sothichvétittimeingcfiadoitacnuocn g o

a i

+Huongtciibanhang voil o n g tontr9ngcénhaut o n nhat

+Khfingnéncénucuciivonghia(da)cbi(tkhilamvi(cvciic:icdoanChéuA u )

doandamph:inciiadoi phiiong

+Ph:infrnglichthi(pdoivciicacsaitr:iicuadoiphuongda)cbi(tnéudénhdolanhfmgthiéu hiéubiétciiah pvephongtqcta(pquéncfiata

+Khongthampiatranhlu(annhfrngvéndechinhtri,tongiéo,daodtic,loisong,chfingtoc tro ngqu:itrinhdamphan

+Baogicrcungcéthenéi“khony”vciimotvandecondangnghivan

+Trongdamph:in,thuongxuyénquansétmotcéclikindaovaténh|

c:ichcuxtivahénhdongcuadoitécdecothediéuchinhkipthcri,h9plycéchciixfrcua

+Cog a n g v a n d u n g n h f i ngk y n a n g t h i i o n g l iipng,t h u y é t p l i q c t i c h l u y d i r p c +Phaiphattrién nangthironglupngdeducicthegioithiianhan

+Phaibietnhircingbolucnao,cimiicdonaodedambéoviiacolpichotadongth‹ig é y dup csuthoam a n ciiadoiphiiong

+Ph:iil ufincoganglamvi(chétsircminhdethuchi(nnhfingdieu1:he:introngh

dongmab a n dathucngl u p n y vatho:ithuan

+Khiquyétdinhdu‹rigHikinhdoanhonucicngoai,da)cbietl a onhfmgnotm a kyciro ngxahoinotl o n g honnotkhéc ,haylamtheoc:iimabanc:irnthayti(nl pihonléc:iiin:i

banc:innthaydiingsai.

Giaidoansaudamph:in

• Cantoriithi(nchithuchi(nnhi ing gidadatdupctrongcuocdamph:in.T u y nhién ciingcanphéitoraratsansangxemxétlainfiringdiéukhoént hoéthuando

• Vi(ctheodiiit huchi(ncanph:iicé›sosachvaph:iidoichiéukiémdiemciingdoiphuongh angky

• Riitrabaihocdetuhoanthi(nminh

4 C:iehinhthfi'cdiimph:in

Damph:ingrandjchquathutin

Khistrdungthu tin dedam phiin,giaod|

chcanphiiinhorangthirtirla“sugiaciiaminh”denvoidoitéc,ngirciitaséd:inh

gié,phéph:inminhquanlungthutirminhdapfiiden.Dovay,canph:iiliruyhétsuctrongvi(cvi

étthuv:iguttliii.

Phatd:innbéonhungyéucaulichsu,chinhxéc,khantrirongvakiénnhan

• L|chspvehinhthtic:

- Giéyviétthticanchuanb|chudéo.Chuymanciiagiéyviétvimoinotconhungmangray ducccoila sangtrpngvl|chsukhiicnhau

- TiéudephaiinrGrang vadaydu ten,diachi,di(ntin cfiadoanhnghi(p

- Thuchinénviéttrénmotma)tgiéy

- Moithirchinéndecapdenmotvandekinhdoanh

- Li letrongthucanlichsu,diingmfic,phiih ppvoicéchxiinghfi,chaohoicfia

- Nénsitdungthiitiéngdoiphuongquendungdeviétthu

• Chinhxacvenoidung:Noid u n g thucanchinhx:ic,riirang,khticchiét,daydtinhi mgkhong momra.Cannhorangmoinuoccé›tirngcéchhiéukhécnhau v é tirngvén delienquandenbuonbannhud‹inv|

doliicin(;,c:ichbaogéi,c:ichtr:itién,suphanchiac:icchipliit r o n g giaonhanb o c dé B

éiv :iy , khidecapdenmoi

vénde,canpla:iith(atchitiét,riirang,cuthevecJ uannie“mcfiaminhvanhiingyéucaudominhd a)tra.Khfingbaogionénrightrangchacdoiphuongciinghiéuvandenéynhtiminhh i é u

• Khantrucngtr:ilciithir:Vi(cchémho)acquéntr:iHithusegayéntupngxau

chodoitéc,tudoénhhirc›ngdenvi(cmcrrongquanh(voinhiéu doitécciiacling

• Kién nhan:Kiénnhantr:iHikhéchhangvemcivande.Kiénnhan

theoduoikhéchhangbangnhiéuthirlientiépvaquanh(trongthc›igrandai

Ciaodjchdamp h é nq u a d i e n t h u a i

Chisirdungtrongtriicingh ppcanthiét,thatkhantriiong,spterthciicchoactrongnhfmgtracingh ppmampidiéukie•datho:ithuanxong,chiconchcixécnhanmot

Canchuanb|thétchudéodecéthetraHingaympivandeduocnéutenmotcéch

chinhxac

Saukhitrandoibangdi(nthoaicancéthirx:icnhén not

dungdadamph:intheirthuan(traodfiiquadi(nthoailétrandoibangmi(ng,

khongcé›gilambangchiiiigchonhfrng tho:ithuan, quyétd|nhJadnaratrongtraodoi)

5 Ngh(thua(tdamph:in

DiimphéntheophongeachADong

• Khi chirathedamphanbangtiéngnuocngoaihay

rén1uy(ncéchnéidoithoaihi(uquathong quaphiénd|ch

• Dirngxemcaunéi“Yes”lasircamkétxé cnhan.Nhiingciichigatdauk é n i theotié ngd(m nhir“Yes,

yes,yes”(tiéngAnh);“Hats,hats,hais”( tiéngNhat)hay“Tuay,tuay,tuay”( tiéngTrun gquoc)hoac“Vang,v é n g ” ( T i é n g ViétN a m) c h i l asuthonghiéu,sulichthi(pdoivéi

nguéribannéiv:idecuocnéichuy(nthemdedangchitkhonghecénghial é‹Hipliiiongho ént o a n dongyvéiiminh

khonpnénkhenriénpmotatvakhongnénbuoctoi,tr:ichciimotat);tranhhuyénhhoangtucang niminh;phaibietxinHikhicantliiétvadirn gtoratuc

gran motcachcongkhaiv.v

• Khidamphannén dfingnhfmgturiirang,trpctiep,tranhdiinythaiihngfrva

tiéngIéng

Damphantheophongc:ichAu—My

Da)cdiemda)ctrungctianguéiiAu—

Mylatinhcéchmanhme,tqtin,thangthanvadecaochunghiacanlan

Duoidéyxingioi thi(umotvaidacdiemphong cachciianguciiMydethamkhéo:

-“Toicothel a m motm i n h ” : N h i e u n g u é i M y t i n ranghocéthegiéiquyétc : i c ti nhhuongdamphanm o l minhnénl o a i damph:inn a y chiémtytrongtontrongc:i ecuocdamplain

-“Dithangvaovande”:Npu’atM y ratquyth‹iigrannénkhfingthichriotquanhcomam

u o n dithangvaotrungtainvandemotcachnhanhch éng

-“Da)tdanht h i ép ciiabant e n ban” :Ngii‹iiM y mongdpit h o n g tint r u n g thuco bdnd i i m p ha n.

-NguciiM y danhgi:icanstbénbi,kién d|

nh.Viv a y ban dimgbocuocgiiiachiing,hayc o gangthcodufiicongvi(cdencii ng