Kỹ năng đàm phán hợp đồng ngoại thương

Kjl nfing d$m phfin hpp dong ngopi thuong Dém phan hpp dong: N§i dung thu'ong Iu’‹rng Trong thirong mai, not dung c:ic cuoc th irong l iipng thriving lien quan den: Tén hang, pliam chét, so lupng, bao bi dong goi, bao héng, gié ca, loan, biro hiém, biro hanh, khiéu nai, phat va boi t hir‹ing thiet hat, trpng téi, triréng hpp bat kha khang Céc phirirng thfic tiép ca(n • Tiep can hcip tiic (Cooperative approach) Theo c:ich nay, c:ie bén tim c:ich xich lai gén nhau, cong I:ic vc›i de tim tiéng not chung, dép so chung de rot bén nan ciing co l pi Céch tiép can got la “ Thang — Thang” (win- win) • Tiép can canli tranh (Competitive approach) Theo c:ich n y, mot bén lan at bén kia, :ip dat gi:ii ph:ip ciia minli cho doi t:ic ciia niinh khién cho doi tac rot vao tinh trang bét lpi Céch tiép can cén gpi la “ Thang — thua” (Win- Lost) Hi(n cach ti(p can hpp téc thucing dupc ua chuong hon dém ph:in 3.C:ie giai dean fiam ph:in (:i p dung chfi yeu vmi dam ph:in trirc tiep) Giai dean chufin b|i dam ph:i n Déy dircc cci la giai dean cJ uan trc ng nhat, cJ uyét d|nh S0%« két qu:i dam ph:in giai dean néy, dam ph:in phat chuén bi ky néng ve ma)t sau: • Thu thap thong tin ve: - Muc dich ctia doi phuong - Doi phuong lé at vé dat di(n cho doi phuong lé nguiii nhu the nao ui ‹i thee cung cap cho doi phucing - Khuynh huéing thi truéing - Doi phiicing biét nhfmg thong tin gi ve minh, biét den déu - Va nhfmg thong tin can thiét khéc - X:ic dinh tu chfi dao cfia minh la tu chién l upc ( strategic thinking) hay tu ring ( ineremental thin1:ing) - X:ic dinh th:ii cfia minh sé dung thirong liipng: Hang liar, nhi(t tinh hay lanh dam, thé o, don gi:in va tliiic ép hay lanh nhat va xa 1:in1i • Chu:in b| ké hoach: - X:ic dinh muc tiéu cfia cuoc dam phén, thuong lining: yen cau toi da , tot thieu, gia ca cao nhat va gia ca thap nhat v.v - X:ic dinh nhfrng nhupng bo cé the ph:ii thuc hi(n va nhfmg doi hoi doi lai cho i nhiipng dé v.v sp clio cuoc dam phén - Bo tri cong viéc tiep can C:ie giai do;jn dam ph:i n - Le phép , l|ch su - Hoa va thien cém - Khong xa rem muc dich da dinh - Chu dong • C:ic céch mo dau c:ie cuoc dam phan: - Klii dam phan can tranh thu sq dong tinh cfia doi phiiong ve tiing van de C:ic phuong phép thucrng diing la: + Trinh bay l iiu loét véii ve be ngoai that tha, toe néi viia ph:ii, kliong nén ‹jué chain hay ‹jué nhanh + Khéo léo sit diing chit “nh iing” + De néu yéu c:in ban dan cao rot chit dong gi:inn yéu cau ciia minh + Néu nhfrng céu hoi de doi phuong tr:i Hi va thuyét phuc chinh hp + Dtia phuong an de doi phuong tq chpn + Cuoi ciing can thiic day doi phueng dna quyét d|nh bang van ban - Théi can cé cfia ngircii dam phén (Theo kinh nghi(m cfia Gavin Kenedy — mot thuong l ucng kinh doanh quoc té lau nam, dong thcri la gi:ing vién co uy tin ciia Dar hpc Statholyde- Anh va mot so thuong lupng kinh doanh quoc ie riot tiéng khéc): + Khi bucic véo dém phén ph:ii x:ie dinh th tuong: co gang dat dupe muc dich cfia rni nh trén cc so khfing dam phiin thin mat tho:ii méi cho c:i hai bén + Tim hiéu céc phong tqc, t a( p quén, théi quen, so thich vé tit timeing cfia doi tac nuoc ngoai + Huong tcii ban hang voi long ton tr9ng cé ton nhat + Khfing nén cé nu cucii vo nghia ( da)c bi(t lam vi(c vcii c:ic doan Chéu Au) doan dam ph:in ciia doi phiiong + Ph:in frng lich thi(p doi vcii cac sai tr:ii cua doi phuong da)c bi(t néu dénh la nhfmg thiéu hiéu biét ciia h p ve phong tqc t a( p quén cfia ta + Khong tham pia tranh lu(an nhfrng vén de chinh tri, ton giéo, dao dtic, loi song, chfing toc qu:i trinh dam phan + Bao gicr cung cé the néi “ khony” vcii mot van de dang nghi van + Trong dam ph:in, thuong xuyén quan sét mot cécli kin dao va té nh| c:ich cu xti va hénh dong cua doi téc de co the diéu chinh kip t hcri, h9p l y céch cii xfr cua + Co gang van dung nhfi ng ky nang thiiong l iipng, thuyét pliqc tich luy dirpc + Phai phat trién nang th irong lupng de ducic the gioi thiia nhan + Phai biet nh ircing bo luc nao, ci miic nao de dam béo viia co l pi cho ta dong th‹ i géy dupc su thoa man ciia doi phiiong + Ph:ii l ufin co gang lam vi(c hét sirc minh de thuc hi(n nhfing dieu 1:he:in h dong ma ban da thucng lupny va tho:i thuan + Khi quyét dinh du‹ rig Hi kinh doanh o nucic ngoai, da) c biet la o nhfmg not ma ky cirong xa hoi not long hon not khéc, hay lam theo c:ii ma ban c:irn thay ti(n l pi hon lé c:ii in:i ban c:inn thay diing sai Giai doan sau dam ph:i n • Can to rii thi(n chi thuc hi(n nhiing gi da dat dupc cuoc dam ph:in Tuy nhién ciing can phéi to rat san sang xem xét lai n firing diéu khoén t hoé thuan • Vi(c theo diii t huc hi(n can ph:ii cé› so sach va ph:ii doi chiéu kiém diem ciing doi phuong hang ky • Rii t bai hoc de tu hoan thi(n minh C:ie hinh th fi'c diim ph:i n Dam ph:i n gran djch qua thu tin Khi str dung thu tin de dam phiin, giao d|ch can phiii nho rang t hir tir la “ su gia ciia minh” den voi doi téc, ngircii ta sé d:inh gié, phé ph:in minh qua nlung thu tir minh da pfii den Do vay, can ph:ii liru y hét suc vi(c viét thu v:i gut tli ii Phat d:inn béo nhung yéu cau lich su, chinh xéc, khan trirong va kién nhan • L|ch sp ve hinh thtic: - Giéy viét t h ti can chuan b| chu déo Chu y man ciia giéy viét vi moi not co nhung man gray ducc coi la sang trpng v l|ch su khiic - Tiéu de phai in rG rang va day du ten, dia chi, di(n tin cfia doanh nghi(p - Thu chi nén viét trén mot m a)t giéy - Moi thir chi nén de cap den mot van de kinh doanh - L i le thu can lich su, diing mfic, phii h pp voi céch x iing hfi, chao hoi cfia trénh ciing trénh cau ky - Nén sit dung thii t iéng doi phuong quen dung de viét thu • Chinh xac ve noi dung: Noi dung thu can chinh x:ic, rii rang, khtic chiét, day dti nhimg khong mom Can nho rang moi nuoc cé› tirng céch hiéu khéc vé tirng vén de lien quan den buon ban nhu d‹in v| l iicin(;, c:ich bao géi, c:ich tr:i tién, su phan chia c:ic chi plii giao nhan boc dé Béi v:iy, de cap den moi vén de, can pla:ii th(at chi tiét, rii rang, cu the ve cJ uan nie“ m cfia minh va nh iing yéu cau minh da)t Khfing bao gio nén right rang chac doi phuong ciing hiéu van de néy nh ti minh hiéu • Khan trucng t r:i lcii thir: Vi(c chém ho)ac quén t r:i Hi thu se gay én tupng xau cho doi téc, tu énh h irc›ng den vi(c mcr rong quan h( voi nhiéu doi téc ciia cling • Kién nhan: Kién nhan tr:i Hi khéch hang ve mci van de Kién nhan theo duoi khéch hang bang nhiéu thir lien tiép va quan h( thc›i gran dai Ciao djch dam phé n qua dien thuai Chi sir dung triicing h pp can thiét, that khan triiong, sp ter thcii cc hoac nhfmg tracing h pp ma mpi diéu ki e• da tho:i thuan xong, chi chci xéc nhan mot vat chi tiét v.v Can chuan b| thét chu déo de cé the tra Hi mpi van de duoc néu ten mot céch chinh xac Sau tran doi bang di(n thoai can cé thir x:ic nhén not dung da dam ph:in their thuan (trao dfii qua di(n thoai l é tran doi bang mi(ng, khong cé› gi lam bang chiiii g cho nhfrng tho:i thuan, quyét d|nh Ja dna trao doi) Ngh( thu a( t dam ph:i n Diim phén theo phong each A Dong • Khi chira the dam phan bang tiéng nuoc ngoai hay 1uy(n céch néi doi thoai hi(u qua thong qua phién d|ch • Dirng xem cau néi “Yes” la sir cam két xéc nhan Nhiing cii chi gat dau kéni theo tiéng d(m nhir “ Yes, yes, yes”( tiéng Anh); “ Hats, hats, hais” ( tiéng Nhat) hay “ Tuay, tuay, tuay” ( tiéng Trung quoc) hoac “ Vang, véng” (Tiéng Viét Nam) chi la su thong hiéu, su lich thi(p doi véi nguéri ban néi v:i de cuoc néi chuy(n them de dang chit khong he cé nghia l é ‹Hi pliiiong hoén toan dong y véii minh nh6m khon p nén khen rién p mot at va khong nén buoc toi, tr:ich cii mot at); tranh huyénh hoang tu ca ngni minh ; phai biet xin Hi can tli iét va dirn g to tuc gran mot cach cong khai v v • Khi dam phan nén dfing nhfmg tu rii rang, trpc tiep, tranh diiny thaiih ngfr va tiéng Iéng Dam phan theo phong c:ich Au — My Da)c diem da)c trung ctia nguéii Au — My la tinh céch manh me, tq tin, thang than va de cao chu nghia ca nlan Duoi déy xin gioi thi(u mot vai dac diem phong cach ciia ngucii My de tham khéo: -“ Toi co the lam mot minh”: Nhieu nguéi My tin rang ho cé the giéi quyét c:ic tinh huong dam phan mol minh nén loai dam ph:in chiém ty ton c:ie cuoc dam plain -“ Di thang vao van de”: N pu’at My rat quy th‹ii gran nén khfing thich riot quanh co ma muon di thang vao trung tain van de mot cach nhanh chéng -“ Da)t danh thiép ciia ban ten ban”: Ngii‹ii My mong dpi thong tin trung thuc o bdn diim phan - Ngucii My danh gi:i can st bén bi, kién d|nh Vi vay ban dimg bo cuoc giiia chiin g, hay co gang thco dufii cong vi(c den ciing