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TO?NG QUAN VE? ?A?M PHA?N. TIE?N TR?NH ?A?M PHA?N. ?O?T PHA? THE? ?O?I ?A?U ? CH??NG 3: KY? THUA?T ?A?M PHA?N
1. TO?NG QUAN VE? ?A?M PHA?N.
1.1 Kha¨´i nie?m. ?a?m pha¨´n la? qua¨´ tr¨¬nh ?ie¨¤u ho?a quan he?, tho?ng qua trao ?o?i ?e? ?i ?e¨¢n s?? tho¨¢ng nha¨¢t y¨´ kie¨¢n gi??a hai be?n ?
1.2 Khi na?o pha?i ?a?m pha¨´n? Khi hai be?n co¨´ cu?ng nh??ng l??i ¨ªch va? nh??ng l??i ¨ªch ?o¨´ ma?u thua?n nhau. Khi hai be?n cu?ng co¨´ mong muo¨¢n gia?i quye¨¢t vie?c ba¨¢t ?o¨¤ng y¨´ kie¨¢n theo h??¨´ng to¨¢t ?e?p. Tho?ng qua trao ?o?i, ba?n ba?c, ?o?i be?n cu?ng t¨¬m ph??ng a¨´n sao cho ca? hai ?e¨¤u co¨´ the? cha¨¢p nha?n ????c ?
1.3 ?a?c ?ie?m cu?a ?a?m pha¨´n.
1.3.1 ?ie¨¤u hoa? nhu ca¨¤u. ?a?m pha¨´n la? qua¨´ tr¨¬nh ?ie¨¤u ch?nh nhu ca¨¤u cho ?e¨¢n s?? nha¨¢t tr¨ª. Qua¨´ tr¨¬nh ?a?m pha¨´n phu? thuo?c va?o m?¨´c ?o? ph?¨´c ta?p cu?a va¨¢n ?e¨¤, s?? kha¨´c bie?t ve¨¤ l??i ¨ªch va? tr¨¬nh ?o? ?a?m pha¨´n cu?a hai be?n ?
1.3.2 V??a xung ?o?t, v??a h??p ta¨´c. Xung ?o?t : Hai be?n ?e¨¤u mong muo¨¢n ?a?t ????c to¨¢i ?a l??i ¨ªch cho m¨¬nh ? H??p ta¨´c : Tho?a thua?n ch? ?a?t ????c khi mo?i be?n ca?m tha¨¢y co¨´ l??i ?
1.3.3 ?o?i be?n cu?ng co¨´ l??i. Pha?i bie¨¢t gi?¨´i ha?n l??i ¨ªch cu?a m¨¬nh ?? mo?t pha?m vi nha¨¢t ?¨°nh. Ne¨¢u kho?ng nh¨¬n nha?n nhu ca¨¤u tha¨¢p nha¨¢t cu?a ?o¨¢i ta¨´c se? la?m cho ho? ru¨´t lui th¨¬ m¨¬nh cu?ng se? ma¨¢t he¨¢t quye¨¤n l??i ?
1.3.4 ?a¨´nh gia¨´ ke¨¢t qua? ?a?m pha¨´n. Mu?c tie?u d?? ?¨°nh (kho?ng la¨¢y mu?c tie?u d?? ?¨°nh cu?a mo?t be?n la?m tie?u chua?n ?a¨´nh gia¨´). Chi ph¨ª to¨¢i thie?u. Mo¨¢i quan he? gi??a hai be?n ?
1.4 Ca¨´c kie?u ?a?m pha¨´n.
1.4.1 ?a?m pha¨´n me¨¤m de?o. Tra¨´nh xung ?o?t, sa?n sa?ng nh???ng bo? ?e? gi?? mo¨¢i quan he? to¨¢t ?e?p. L??i ¨ªch kinh te¨¢ ?a?t xuo¨¢ng ha?ng th?¨´ ye¨¢u. Ne¨¢u hai be?n ?e¨¤u du?ng ?a?m pha¨´n kie?u na?y th¨¬ kha? na¨ºng tha?nh co?ng l?¨´n, to¨¢c ?o? ?a?m pha¨´n nhanh, chi ph¨ª tha¨¢p, quan he? gi??a ?o?i be?n se? ta¨ºng c???ng. Ne¨¢u cho?n ?a?m pha¨´n kie?u me¨¤m ma? ga?p ?o¨¢i thu? c?¨´ng ra¨¦n th¨¬ vo? cu?ng tha¨¢t l??i. Ch? ne?n du?ng kie?u na?y khi quan he? gi??a hai be?n to¨¢t ?e?p va? hoa?n toa?n tin ca?y nhau (gia ?¨¬nh, ba?n be?) ?
1.4.2 ?a?m pha¨´n c?¨´ng ra¨¦n. Kie?n ?¨°nh la?p tr???ng, lo sao ?e? be?p ?o¨¢i ph??ng. La?p tr???ng c?¨´ng ra¨¦n ?o?i khi t?? tro¨´i m¨¬nh. To¨¢n nhie¨¤u th??i gian. Nh???ng bo? ch? nha¨¨m gi?? cho cuo?c ?a?m pha¨´n kho?ng la?m va?o be¨¢ ta¨¦c. Th???ng ph??ng ha?i ?e¨¢n quan he? gi??a hai be?n do ca?m xu¨´c ba¨¢t b¨¬nh, t?¨´c gia?n v¨¬ b¨° thua thie?t, t?? ?o¨´ luo?n ngh¨® ca¨´ch pha?n co?ng ?
Tho?a thua?n d??a tre?n nh??ng tie?u chua?n kha¨´ch quan, khoa ho?c. ??a ra ca¨´c ph??ng a¨´n kha¨´c nhau ?e? l??a cho?n, thay the¨¢ khi be¨¢ ta¨¦c. Ta?p trung va?o l??i ¨ªch cu?a ?o?i be?n ch?¨´ kho?ng co¨¢ gi?? la¨¢y la?p tr???ng. Ta¨´ch con ng???i ra kho?i va¨¢n ?e¨¤. ?o¨¢i v?¨´i ng???i - o?n ho?a, ?o¨¢i v?¨´i vie?c ¨C kie?n quye¨¢t ? 1.4.3 ?a?m pha¨´n theo nguye?n ta¨¦c.
2. TIE?N TR?NH ?A?M PHA?N.
2.1 Giai ?oa?n chua?n b¨°.
2.1.1 Chua?n b¨° tho?ng tin.
Hie?u ba?n tha?n. Nh??ng ?ie?m ma?nh ye¨¢u cu?a m¨¬nh. Kie¨¤m che¨¢ ca?m xu¨´c: k¨ªch ?o?ng de? b¨° l??a, bo¨¢c ?o¨¤ng de? b¨° lung la?c, no¨´ng gia?n de? b¨° xo? mu?i. La¨¦ng nghe, kie?n nha?n va? pha¨´n ?oa¨´n k¨°p th??i. Nha?y ca?m ?e? co¨´ the? tie?n ?oa¨´n nh??ng g¨¬ ?o¨¢i ta¨´c se? la?m ?
Hie?u ?o¨¢i ta¨´c. Th??c l??c cu?a ho?: Ta?i ch¨ªnh, ky? thua?t, cha¨¢t l???ng, na¨ºng sua¨¢t va? sa?n l???ng cu?a ho?. Nhu ca¨¤u va? y¨´ ?¨°nh cu?a ?o¨¢i ta¨´c: Mu?c ?¨ªch, nguye?n vo?ng h??p ta¨´c co¨´ cha?n tha?nh kho?ng? M?¨´c ?o? b?¨´c thie¨¢t cu?a s?? h??p ta¨´c na?y? co¨´ nhie¨¤u ba?n ha?ng h??p ta¨´c na?o n??a hay kho?ng?... ?oa?n ?a?m pha¨´n cu?a ho? go¨¤m nh??ng ai? ?¨°a v¨°, t¨ªnh ca¨´ch, s?? th¨ªch, kinh nghie?m, vai tro? ¡­ ?
2.1.2 Chua?n b¨° ?o?i ngu?. Tu?y va?o s?? tr???ng ma? pha?n co?ng ca¨´c tha?nh vie?n theo ba nhie?m vu? ?a?m pha¨´n, pha?n t¨ªch va? quan sa¨´t. ?a?m pha¨´n vie?n ca¨¤n co¨´ na¨ºng l??c va? kie¨¢n th?¨´c, am hie?u chuye?n mo?n, tha?nh tha?o nghie?p vu? ?a?m pha¨´n va? bie¨¢t pho¨¢i h??p ha?nh ?o?ng ?
2.1.3 Chua?n b¨° ke¨¢ hoa?ch.
Xa¨´c la?p mu?c tie?u. Mu?c tie?u ly¨´ t???ng: khi ca¨¤n thie¨¢t co¨´ the? bo? qua. Mu?c tie?u trung gian: ?a?t ????c th¨¬ to¨¢t, kho?ng th¨¬ tho?i. Mu?c tie?u c? ba?n: pha?i ?a?t, kho?ng th¨¬ kho?ng ?a?m pha¨´n ?
L?u y¨´ khi xa¨´c la?p mu?c tie?u. T?? nay ve¨¤ sau co¨´ co?n gi?? mo¨¢i quan he? la?m a¨ºn v?¨´i nhau n??a kho?ng. T¨ªnh quan tro?ng cu?a cuo?c ?a?m pha¨´n. S?? ha?n che¨¢ ve¨¤ th??i gian ?a?m pha¨´n...
La?p ke¨¢ hoa?ch. Cuo?c ?a?m pha¨´n go¨¤m ma¨¢y giai ?oa?n? Nh??ng b??¨´c ?i na?o ca¨¤n th??c hie?n? Th??i gian tie¨¢n ha?nh la? bao la?u? Mu?c tie?u pha?i ?a?t cu?a t??ng giai ?oa?n la? g¨¬? Nh??ng chie¨¢n thua?t ca¨¤n thie¨¢t ?
2.2 Giai ?oa?n tie¨¢p xu¨´c. La? b??¨´c xa?y d??ng mo¨¢i quan he?. La? giai ?oa?n t¨¬m hie?u ?a?c ?ie?m, y¨´ ?o¨¤ va? tha¨´i ?o? cu?a nhau ?e? ?ie¨¤u ch?nh sa¨´ch l???c ?a?m pha¨´n cho phu? h??p ?
2.2.1 Ta?o bo¨¢i ca?nh tie¨¢p xu¨´c. Ta?o ba¨¤u kho?ng kh¨ª tha?n ma?t (no¨´i chuye?n, xa? giao, co¨´ the? to? ch?¨´c mo?t so¨¢ hoa?t ?o?ng xa?y d??ng t¨¬nh ca?m). Ta?o s?? tin ca?y (chu ?a¨´o, ta?n t¨¬nh ?o¨¢i v?¨´i co?ng vie?c va? ca? nh??ng quan he? ca¨´ nha?n, Ca?n nha¨¦c t??ng ca?u no¨´i, ha?nh vi). The? hie?n tha?nh y¨´ ( gi?? l??i h?¨´a, kho?ng tre? he?n, tho?ng tin k¨°p th??i, ro? ra?ng ) ?
2.2.2 Tha¨ºm do? ?o¨¢i ta¨´c. Xem ?o¨¢i ta¨´c co¨´ ?a¨´ng tin ca?y kho?ng, co¨´ gi?? l??i h?¨´a kho?ng, co¨´ tha?nh y¨´ h??p ta¨´c kho?ng. ?a¨´nh gia¨´ ve¨¤ kinh nghie?m ?a?m pha¨´n, nh??ng ?ie?m ye¨¢u, ?ie?m ma?nh cu?a ?o¨¢i ta¨´c. Tha¨ºm do? nguye?n ta¨¦c ma? ?o¨¢i ta¨´c pha?i tua?n theo va? va¨¢n ?e¨¤ na?o co¨´ the? nh???ng bo? ?
2.2.3 ?ie¨¤u ch?nh ke¨¢ hoa?ch. Pha?n t¨ªch ky? nh??ng tho?ng tin thu tha?p ????c, tha?m tra la?i nh??ng va¨¢n ?e¨¤ ch?a ro?. T?? ?o¨´ ?ie¨¤u ch?nh ke¨¢ hoa?ch ?a?m pha¨´n cho phu? h??p v?¨´i t¨¬nh h¨¬nh m?¨´i. Tie¨¢p tu?c t¨¬m hie?u, pha?n t¨ªch ky? h?n ?o¨¢i ta¨´c ?e? co¨´ the? ?ie¨¤u ch?nh k¨°p th??i sa¨´ch l???c ?a?m pha¨´n ?
2.3 Giai ?oa?n th??ng thuye¨¢t.
2.3.1 ??a ra ye?u ca¨¤u ch¨ªnh th?¨´c. Hai be?n ??a ra ye?u ca¨¤u ch¨ªnh th?¨´c cu?a m¨¬nh. Ye?u ca¨¤u ca¨¤n ro? ra?ng va? ch¨ªnh xa¨´c. ??a ra ye?u ca¨¤u kho?ng h??p t¨¬nh, h??p ly¨´ se? khie¨¢n ?o¨¢i ta¨´c ?a¨´nh gia¨´ ba?n kho?ng co¨´ tha?nh y¨´ va? kho?ng ?a¨´ng tin ?
2.3.2 ?ie¨¤u ch?nh ye?u ca¨¤u. Tho?ng th???ng co¨´ s?? sai le?ch ve¨¤ ye?u ca¨¤u gi??a ?o?i be?n. V¨¬ the¨¢, hai be?n ca¨¤n ?ie¨¤u ch?nh l??i ¨ªch cho h??p ly¨´. Th???ng th¨¬ hai be?n ?e¨¤u muo¨¢n gi?? la?p tr???ng cu?a m¨¬nh, song nh? the¨¢ se? kho?ng co¨´ ke¨¢t qua? to¨¢t ?
Ca¨´c tr???ng h??p ?ie¨¤u ch?nh.
* Tr???ng h??p ye?u ca¨¤u cu?a hai be?n ?e¨¤u h??p ly¨´. Khoa?ng ca¨´ch che?nh le?ch gi??a ?o?i be?n kho?ng nhie¨¤u, co¨´ the? ch? ra cho ?o¨¢i ta¨´c tha¨¢y t¨¬nh huo¨¢ng th??c te¨¢ na?y, sau ?o¨´ mo?i be?n ne?n nh???ng bo? ?e? co¨´ ????c s?? nha¨¢t tr¨ª ?
* Ye?u ca¨¤u cu?a ?o¨¢i ph??ng h??p ly¨´, ye?u ca¨¤u cu?a chu¨´ng ta h?i cao. Ta ne?n ca?n nha¨¦c xem co¨´ ca¨¤n gi?? nguye?n la?p tr???ng cu?a m¨¬nh hay kho?ng, ?a?c bie?t la? khi ?o¨¢i ta¨´c pha¨´t hie?n ra cho? ba¨¢t h??p ly¨´ cu?a ta th¨¬ ph¨ªa ta ne?n chu? ?o?ng nh???ng bo? ?
* Ye?u ca¨¤u cu?a ?o¨¢i ta¨´c ba¨¢t h??p ly¨´ h?n ph¨ªa ta. Ne?n ch? ra cho ho? bie¨¢t cho? ba¨¢t h??p ly¨´ la? ?? ?a?u v?¨´i ?a¨¤y ?u? ch?¨´ng c?¨´. ?e? la?m chuye?n ?o¨´ ca¨¤n pha?i co¨´ ky? na¨ºng thuye¨¢t phu?c ?
* Ye?u ca¨¤u hai be?n qua¨´ kha¨´c bie?t va? hai be?n ?e¨¤u kho?ng muo¨¢n nh???ng bo?. Khi ?o¨´, ?a?m pha¨´n se? ?i va?o the¨¢ ?o¨¢i ?a¨¤u ?
Nguye?n ta¨¦c nh???ng bo?. Nh???ng bo? la? bie?u th¨° tha?nh y¨´. Nh???ng bo? la? ?a¨´nh ?o?i l??i ¨ªch na?y ba¨¨ng l??i ¨ªch kha¨´c (Bo? ma? ba¨¦t xe). Nh???ng bo? ?o?i la¨¢y nh???ng bo? (Kho?ng ??n ph??ng nh???ng bo?) ?
2.3.3 ?a?t thoa? thua?n va? ky¨´ h??p ?o¨¤ng. Tr??¨´c khi kh??i tha?o h??p ?o¨¤ng, kie?m tra la?i no?i dung ?a?m pha¨´n ?e? ?o?i be?n ta¨´i xa¨´c nha?n nh??ng va¨¢n ?e¨¤ ?a? tho?a thua?n. Khi ta¨¢t ca? kho?ng co?n nghi ng?? g¨¬ n??a th¨¬ co¨´ the? ke¨¢t thu¨´c ?a?m pha¨´n ?
2.4 Tha¨´i ?o? ?a?m pha¨´n . Gi?? ba¨¤u kho?ng kh¨ª chan ho?a, ga?t bo? nh??ng ca?m xu¨´c tie?u c??c. Chu¨´ y¨´ la¨¦ng nghe y¨´ kie¨¢n cu?a ho?, ???ng c??¨´p l??i, ???ng vo?i va?ng ??a ra y¨´ kie¨¢n nha?n xe¨´t. Nha¨¦c la?i y¨´ cu?a ?o¨¢i ta¨´c ?e? xem m¨¬nh ?a? hie?u ?u¨´ng y¨´ cu?a ho? ch?a. Die?n ?a?t ch¨ªnh xa¨´c y¨´ kie¨¢n cu?a m¨¬nh, la?m cho l??i no¨´i co¨´ s?¨´c thuye¨¢t phu?c. Ca¨¤n l???ng tr??¨´c nh??ng ca?u ho?i ma? ?o¨¢i ta¨´c ?a?t ra va? sa¨¹n sa?ng tra? l??i nh??ng ca?u ho?i ?o¨´. Gi?? the? die?n va? danh d?? cho ?o¨¢i ta¨´c ?
3. ?O?T PHA? THE? ?O?I ?A?U.
3.1 The¨¢ ?o¨¢i ?²¹¨¤³Ü.
3.1.1 Kha¨´i nie?m. The¨¢ ?o¨¢i ?a¨¤u la? t¨¬nh huo¨¢ng xa?y ra khi la?p tr???ng cu?a hai be?n co¨´ s?? kha¨´c bie?t nh?ng kho?ng be?n na?o ch¨°u nh???ng bo? ?
3.1.2 Khi na?o xa?y ra ?o¨¢i ?a¨¤u?
Giai ?oa?n tie¨¢p xu¨´c ¨C do hie?u la¨¤m. Giai ?oa?n th??ng tha?o ¨C do kha¨´c bie?t. Giai ?oa?n ky¨´ ke¨¢t ¨C do ca¨¤u toa?n ?
Trong qua¨´ tr¨¬nh ?a?m pha¨´n ra¨¢t th???ng xa?y ra ?o¨¢i ?²¹¨¤³Ü. Kho?ng be?n na?o tha?t s?? muo¨¢n xa?y ra ?o¨¢i ?²¹¨¤³Ü. Hai be?n ?e¨¤u muo¨¢n ?o?t pha¨´ the¨¢ ?o¨¢i ?a¨¤u ?e? ?i ?e¨¢n nha¨¢t tr¨ª ? 3.1.3 ?a?c ?ie?m cu?a the¨¢ ?o¨¢i ?²¹¨¤³Ü.
3.1.4 Nguye?n nha?n da?n ?e¨¢n ?o¨¢i ?²¹¨¤³Ü. Tranh cha¨¢p ve¨¤ la?p tr???ng. Du?ng the¨¢ ma?nh ?e? uy hie¨¢p. Kho?ng hie?u nhau. Ca¨´ t¨ªnh ?a?m pha¨´n vie?n. L??i ¨ªch qua¨´ ca¨´ch bie?t ?
3.2 ?o?t pha¨´ the¨¢ ?o¨¢i ?²¹¨¤³Ü.
3.2.1 Ta?p trung va?o l??i ¨ªch, kho?ng ta?p trung va?o la?p tr???ng. L??i ¨ªch quye¨¢t ?¨°nh la?p tr???ng. Kha¨´c bie?t la?p tr???ng va?n co¨´ the? cu?ng chung l??i ¨ªch. Xa¨´c ?¨°nh l??i ¨ªch cu?a nhau. Trao ?o?i ve¨¤ l??i ¨ªch. Ga¨¦n ca¨´c l??i ¨ªch kha¨´c nhau la?i v?¨´i nhau ?
3.2.2 Ta?o ra ca¨´c ph??ng a¨´n ?e? cu?ng ?a?t ????c mu?c ?¨ªch. Sa¨´ng ta?o ra ca¨´c ph??ng a¨´n. ?a¨´nh gia¨´ ca¨´c ph??ng a¨´n. Tha?o lua?n v?¨´i ?o¨¢i ta¨´c. Cho?n ph??ng a¨´n to¨¢i ?u ?
3.2.3 ??a ra nh??ng tie?u chua?n kha¨´ch quan. Tie?u chua?n kha¨´ch quan ?o?c la?p v?¨´i y¨´ ch¨ª mo?i be?n. Tie?u chua?n kha¨´ch quan pha?i ch¨ªnh ?a¨´ng. Tie?u chua?n kha¨´ch quan co¨´ the? co¨´ sa¨¹n hoa?c pha?i tho?a thua?n v?¨´i ?o¨¢i ta¨´c. Ca¨¤n tha?o lua?n v?¨´i ?o¨¢i ta¨´c ?e? tho¨¢ng nha¨¢t ca¨´c tie?u chua?n to¨¢t nha¨¢t ?
3.2.4 A?p du?ng thua?t nhu ?a?o . Kho?ng co?ng k¨ªch la?p tr???ng cu?a ?o¨¢i ta¨´c ma? ha?y pha¨´t hie?n nh??ng l??i ¨ªch ?a¨¨ng sau no¨´. ???ng co¨¢ ba?o ve? la?p tr???ng. H??¨´ng s?? co?ng k¨ªch sang vie?c ?a?t t?¨´i mu?c ?¨ªch chung. Ha?y ?a?t ca?u ho?i va? gi?? im la?ng mo?t la¨´t ?
Kho?ng ne?n tu?y tie?n thay ?o?i ng???i. La?m tra?n ?o¨¢t t??¨´ng. Gi?? the? die?n cho nha?n vie?n ? 3.2.5 Thay the¨¢ ?a?m pha¨´n vie?n.
3.2.6 ?o?t pha¨´ va?o ?ie?m chu? cho¨¢t. Na¨¦m la¨¢y ?ie?m ye¨¢u chu? cho¨¢t ?e? ta¨¢n co?ng. Ta?p trung va?o nha?n va?t chu? cho¨¢t. Thuye¨¢t phu?c hoa?c ?a¨´nh ?o? ?
3.2.7 Bo¨¢i thuy?. ?a?t toa?n bo? va¨¢n ?e¨¤ le?n ba?n ?a?m pha¨´n, ch?¨´ng minh ra¨¨ng m¨¬nh kho?ng co?n con ????ng na?o kha¨´c ?e? thoa¨´i lui, hy vo?ng ?o¨¢i ph??ng co¨´ the? nh???ng bo?, ne¨¢u kho?ng ?a?nh cha¨¢p nha?n ke¨¢t cu?c cuo?c ?a?m pha¨´n tan ra? ?

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3 dam phan

  • 1. TO?NG QUAN VE? ?A?M PHA?N. TIE?N TR?NH ?A?M PHA?N. ?O?T PHA? THE? ?O?I ?A?U ? CH??NG 3: KY? THUA?T ?A?M PHA?N
  • 2. 1. TO?NG QUAN VE? ?A?M PHA?N.
  • 3. 1.1 Kha¨´i nie?m. ?a?m pha¨´n la? qua¨´ tr¨¬nh ?ie¨¤u ho?a quan he?, tho?ng qua trao ?o?i ?e? ?i ?e¨¢n s?? tho¨¢ng nha¨¢t y¨´ kie¨¢n gi??a hai be?n ?
  • 4. 1.2 Khi na?o pha?i ?a?m pha¨´n? Khi hai be?n co¨´ cu?ng nh??ng l??i ¨ªch va? nh??ng l??i ¨ªch ?o¨´ ma?u thua?n nhau. Khi hai be?n cu?ng co¨´ mong muo¨¢n gia?i quye¨¢t vie?c ba¨¢t ?o¨¤ng y¨´ kie¨¢n theo h??¨´ng to¨¢t ?e?p. Tho?ng qua trao ?o?i, ba?n ba?c, ?o?i be?n cu?ng t¨¬m ph??ng a¨´n sao cho ca? hai ?e¨¤u co¨´ the? cha¨¢p nha?n ????c ?
  • 5. 1.3 ?a?c ?ie?m cu?a ?a?m pha¨´n.
  • 6. 1.3.1 ?ie¨¤u hoa? nhu ca¨¤u. ?a?m pha¨´n la? qua¨´ tr¨¬nh ?ie¨¤u ch?nh nhu ca¨¤u cho ?e¨¢n s?? nha¨¢t tr¨ª. Qua¨´ tr¨¬nh ?a?m pha¨´n phu? thuo?c va?o m?¨´c ?o? ph?¨´c ta?p cu?a va¨¢n ?e¨¤, s?? kha¨´c bie?t ve¨¤ l??i ¨ªch va? tr¨¬nh ?o? ?a?m pha¨´n cu?a hai be?n ?
  • 7. 1.3.2 V??a xung ?o?t, v??a h??p ta¨´c. Xung ?o?t : Hai be?n ?e¨¤u mong muo¨¢n ?a?t ????c to¨¢i ?a l??i ¨ªch cho m¨¬nh ? H??p ta¨´c : Tho?a thua?n ch? ?a?t ????c khi mo?i be?n ca?m tha¨¢y co¨´ l??i ?
  • 8. 1.3.3 ?o?i be?n cu?ng co¨´ l??i. Pha?i bie¨¢t gi?¨´i ha?n l??i ¨ªch cu?a m¨¬nh ?? mo?t pha?m vi nha¨¢t ?¨°nh. Ne¨¢u kho?ng nh¨¬n nha?n nhu ca¨¤u tha¨¢p nha¨¢t cu?a ?o¨¢i ta¨´c se? la?m cho ho? ru¨´t lui th¨¬ m¨¬nh cu?ng se? ma¨¢t he¨¢t quye¨¤n l??i ?
  • 9. 1.3.4 ?a¨´nh gia¨´ ke¨¢t qua? ?a?m pha¨´n. Mu?c tie?u d?? ?¨°nh (kho?ng la¨¢y mu?c tie?u d?? ?¨°nh cu?a mo?t be?n la?m tie?u chua?n ?a¨´nh gia¨´). Chi ph¨ª to¨¢i thie?u. Mo¨¢i quan he? gi??a hai be?n ?
  • 10. 1.4 Ca¨´c kie?u ?a?m pha¨´n.
  • 11. 1.4.1 ?a?m pha¨´n me¨¤m de?o. Tra¨´nh xung ?o?t, sa?n sa?ng nh???ng bo? ?e? gi?? mo¨¢i quan he? to¨¢t ?e?p. L??i ¨ªch kinh te¨¢ ?a?t xuo¨¢ng ha?ng th?¨´ ye¨¢u. Ne¨¢u hai be?n ?e¨¤u du?ng ?a?m pha¨´n kie?u na?y th¨¬ kha? na¨ºng tha?nh co?ng l?¨´n, to¨¢c ?o? ?a?m pha¨´n nhanh, chi ph¨ª tha¨¢p, quan he? gi??a ?o?i be?n se? ta¨ºng c???ng. Ne¨¢u cho?n ?a?m pha¨´n kie?u me¨¤m ma? ga?p ?o¨¢i thu? c?¨´ng ra¨¦n th¨¬ vo? cu?ng tha¨¢t l??i. Ch? ne?n du?ng kie?u na?y khi quan he? gi??a hai be?n to¨¢t ?e?p va? hoa?n toa?n tin ca?y nhau (gia ?¨¬nh, ba?n be?) ?
  • 12. 1.4.2 ?a?m pha¨´n c?¨´ng ra¨¦n. Kie?n ?¨°nh la?p tr???ng, lo sao ?e? be?p ?o¨¢i ph??ng. La?p tr???ng c?¨´ng ra¨¦n ?o?i khi t?? tro¨´i m¨¬nh. To¨¢n nhie¨¤u th??i gian. Nh???ng bo? ch? nha¨¨m gi?? cho cuo?c ?a?m pha¨´n kho?ng la?m va?o be¨¢ ta¨¦c. Th???ng ph??ng ha?i ?e¨¢n quan he? gi??a hai be?n do ca?m xu¨´c ba¨¢t b¨¬nh, t?¨´c gia?n v¨¬ b¨° thua thie?t, t?? ?o¨´ luo?n ngh¨® ca¨´ch pha?n co?ng ?
  • 13. Tho?a thua?n d??a tre?n nh??ng tie?u chua?n kha¨´ch quan, khoa ho?c. ??a ra ca¨´c ph??ng a¨´n kha¨´c nhau ?e? l??a cho?n, thay the¨¢ khi be¨¢ ta¨¦c. Ta?p trung va?o l??i ¨ªch cu?a ?o?i be?n ch?¨´ kho?ng co¨¢ gi?? la¨¢y la?p tr???ng. Ta¨´ch con ng???i ra kho?i va¨¢n ?e¨¤. ?o¨¢i v?¨´i ng???i - o?n ho?a, ?o¨¢i v?¨´i vie?c ¨C kie?n quye¨¢t ? 1.4.3 ?a?m pha¨´n theo nguye?n ta¨¦c.
  • 14. 2. TIE?N TR?NH ?A?M PHA?N.
  • 15. 2.1 Giai ?oa?n chua?n b¨°.
  • 16. 2.1.1 Chua?n b¨° tho?ng tin.
  • 17. Hie?u ba?n tha?n. Nh??ng ?ie?m ma?nh ye¨¢u cu?a m¨¬nh. Kie¨¤m che¨¢ ca?m xu¨´c: k¨ªch ?o?ng de? b¨° l??a, bo¨¢c ?o¨¤ng de? b¨° lung la?c, no¨´ng gia?n de? b¨° xo? mu?i. La¨¦ng nghe, kie?n nha?n va? pha¨´n ?oa¨´n k¨°p th??i. Nha?y ca?m ?e? co¨´ the? tie?n ?oa¨´n nh??ng g¨¬ ?o¨¢i ta¨´c se? la?m ?
  • 18. Hie?u ?o¨¢i ta¨´c. Th??c l??c cu?a ho?: Ta?i ch¨ªnh, ky? thua?t, cha¨¢t l???ng, na¨ºng sua¨¢t va? sa?n l???ng cu?a ho?. Nhu ca¨¤u va? y¨´ ?¨°nh cu?a ?o¨¢i ta¨´c: Mu?c ?¨ªch, nguye?n vo?ng h??p ta¨´c co¨´ cha?n tha?nh kho?ng? M?¨´c ?o? b?¨´c thie¨¢t cu?a s?? h??p ta¨´c na?y? co¨´ nhie¨¤u ba?n ha?ng h??p ta¨´c na?o n??a hay kho?ng?... ?oa?n ?a?m pha¨´n cu?a ho? go¨¤m nh??ng ai? ?¨°a v¨°, t¨ªnh ca¨´ch, s?? th¨ªch, kinh nghie?m, vai tro? ¡­ ?
  • 19. 2.1.2 Chua?n b¨° ?o?i ngu?. Tu?y va?o s?? tr???ng ma? pha?n co?ng ca¨´c tha?nh vie?n theo ba nhie?m vu? ?a?m pha¨´n, pha?n t¨ªch va? quan sa¨´t. ?a?m pha¨´n vie?n ca¨¤n co¨´ na¨ºng l??c va? kie¨¢n th?¨´c, am hie?u chuye?n mo?n, tha?nh tha?o nghie?p vu? ?a?m pha¨´n va? bie¨¢t pho¨¢i h??p ha?nh ?o?ng ?
  • 20. 2.1.3 Chua?n b¨° ke¨¢ hoa?ch.
  • 21. Xa¨´c la?p mu?c tie?u. Mu?c tie?u ly¨´ t???ng: khi ca¨¤n thie¨¢t co¨´ the? bo? qua. Mu?c tie?u trung gian: ?a?t ????c th¨¬ to¨¢t, kho?ng th¨¬ tho?i. Mu?c tie?u c? ba?n: pha?i ?a?t, kho?ng th¨¬ kho?ng ?a?m pha¨´n ?
  • 22. L?u y¨´ khi xa¨´c la?p mu?c tie?u. T?? nay ve¨¤ sau co¨´ co?n gi?? mo¨¢i quan he? la?m a¨ºn v?¨´i nhau n??a kho?ng. T¨ªnh quan tro?ng cu?a cuo?c ?a?m pha¨´n. S?? ha?n che¨¢ ve¨¤ th??i gian ?a?m pha¨´n...
  • 23. La?p ke¨¢ hoa?ch. Cuo?c ?a?m pha¨´n go¨¤m ma¨¢y giai ?oa?n? Nh??ng b??¨´c ?i na?o ca¨¤n th??c hie?n? Th??i gian tie¨¢n ha?nh la? bao la?u? Mu?c tie?u pha?i ?a?t cu?a t??ng giai ?oa?n la? g¨¬? Nh??ng chie¨¢n thua?t ca¨¤n thie¨¢t ?
  • 24. 2.2 Giai ?oa?n tie¨¢p xu¨´c. La? b??¨´c xa?y d??ng mo¨¢i quan he?. La? giai ?oa?n t¨¬m hie?u ?a?c ?ie?m, y¨´ ?o¨¤ va? tha¨´i ?o? cu?a nhau ?e? ?ie¨¤u ch?nh sa¨´ch l???c ?a?m pha¨´n cho phu? h??p ?
  • 25. 2.2.1 Ta?o bo¨¢i ca?nh tie¨¢p xu¨´c. Ta?o ba¨¤u kho?ng kh¨ª tha?n ma?t (no¨´i chuye?n, xa? giao, co¨´ the? to? ch?¨´c mo?t so¨¢ hoa?t ?o?ng xa?y d??ng t¨¬nh ca?m). Ta?o s?? tin ca?y (chu ?a¨´o, ta?n t¨¬nh ?o¨¢i v?¨´i co?ng vie?c va? ca? nh??ng quan he? ca¨´ nha?n, Ca?n nha¨¦c t??ng ca?u no¨´i, ha?nh vi). The? hie?n tha?nh y¨´ ( gi?? l??i h?¨´a, kho?ng tre? he?n, tho?ng tin k¨°p th??i, ro? ra?ng ) ?
  • 26. 2.2.2 Tha¨ºm do? ?o¨¢i ta¨´c. Xem ?o¨¢i ta¨´c co¨´ ?a¨´ng tin ca?y kho?ng, co¨´ gi?? l??i h?¨´a kho?ng, co¨´ tha?nh y¨´ h??p ta¨´c kho?ng. ?a¨´nh gia¨´ ve¨¤ kinh nghie?m ?a?m pha¨´n, nh??ng ?ie?m ye¨¢u, ?ie?m ma?nh cu?a ?o¨¢i ta¨´c. Tha¨ºm do? nguye?n ta¨¦c ma? ?o¨¢i ta¨´c pha?i tua?n theo va? va¨¢n ?e¨¤ na?o co¨´ the? nh???ng bo? ?
  • 27. 2.2.3 ?ie¨¤u ch?nh ke¨¢ hoa?ch. Pha?n t¨ªch ky? nh??ng tho?ng tin thu tha?p ????c, tha?m tra la?i nh??ng va¨¢n ?e¨¤ ch?a ro?. T?? ?o¨´ ?ie¨¤u ch?nh ke¨¢ hoa?ch ?a?m pha¨´n cho phu? h??p v?¨´i t¨¬nh h¨¬nh m?¨´i. Tie¨¢p tu?c t¨¬m hie?u, pha?n t¨ªch ky? h?n ?o¨¢i ta¨´c ?e? co¨´ the? ?ie¨¤u ch?nh k¨°p th??i sa¨´ch l???c ?a?m pha¨´n ?
  • 28. 2.3 Giai ?oa?n th??ng thuye¨¢t.
  • 29. 2.3.1 ??a ra ye?u ca¨¤u ch¨ªnh th?¨´c. Hai be?n ??a ra ye?u ca¨¤u ch¨ªnh th?¨´c cu?a m¨¬nh. Ye?u ca¨¤u ca¨¤n ro? ra?ng va? ch¨ªnh xa¨´c. ??a ra ye?u ca¨¤u kho?ng h??p t¨¬nh, h??p ly¨´ se? khie¨¢n ?o¨¢i ta¨´c ?a¨´nh gia¨´ ba?n kho?ng co¨´ tha?nh y¨´ va? kho?ng ?a¨´ng tin ?
  • 30. 2.3.2 ?ie¨¤u ch?nh ye?u ca¨¤u. Tho?ng th???ng co¨´ s?? sai le?ch ve¨¤ ye?u ca¨¤u gi??a ?o?i be?n. V¨¬ the¨¢, hai be?n ca¨¤n ?ie¨¤u ch?nh l??i ¨ªch cho h??p ly¨´. Th???ng th¨¬ hai be?n ?e¨¤u muo¨¢n gi?? la?p tr???ng cu?a m¨¬nh, song nh? the¨¢ se? kho?ng co¨´ ke¨¢t qua? to¨¢t ?
  • 31. Ca¨´c tr???ng h??p ?ie¨¤u ch?nh.
  • 32. * Tr???ng h??p ye?u ca¨¤u cu?a hai be?n ?e¨¤u h??p ly¨´. Khoa?ng ca¨´ch che?nh le?ch gi??a ?o?i be?n kho?ng nhie¨¤u, co¨´ the? ch? ra cho ?o¨¢i ta¨´c tha¨¢y t¨¬nh huo¨¢ng th??c te¨¢ na?y, sau ?o¨´ mo?i be?n ne?n nh???ng bo? ?e? co¨´ ????c s?? nha¨¢t tr¨ª ?
  • 33. * Ye?u ca¨¤u cu?a ?o¨¢i ph??ng h??p ly¨´, ye?u ca¨¤u cu?a chu¨´ng ta h?i cao. Ta ne?n ca?n nha¨¦c xem co¨´ ca¨¤n gi?? nguye?n la?p tr???ng cu?a m¨¬nh hay kho?ng, ?a?c bie?t la? khi ?o¨¢i ta¨´c pha¨´t hie?n ra cho? ba¨¢t h??p ly¨´ cu?a ta th¨¬ ph¨ªa ta ne?n chu? ?o?ng nh???ng bo? ?
  • 34. * Ye?u ca¨¤u cu?a ?o¨¢i ta¨´c ba¨¢t h??p ly¨´ h?n ph¨ªa ta. Ne?n ch? ra cho ho? bie¨¢t cho? ba¨¢t h??p ly¨´ la? ?? ?a?u v?¨´i ?a¨¤y ?u? ch?¨´ng c?¨´. ?e? la?m chuye?n ?o¨´ ca¨¤n pha?i co¨´ ky? na¨ºng thuye¨¢t phu?c ?
  • 35. * Ye?u ca¨¤u hai be?n qua¨´ kha¨´c bie?t va? hai be?n ?e¨¤u kho?ng muo¨¢n nh???ng bo?. Khi ?o¨´, ?a?m pha¨´n se? ?i va?o the¨¢ ?o¨¢i ?a¨¤u ?
  • 36. Nguye?n ta¨¦c nh???ng bo?. Nh???ng bo? la? bie?u th¨° tha?nh y¨´. Nh???ng bo? la? ?a¨´nh ?o?i l??i ¨ªch na?y ba¨¨ng l??i ¨ªch kha¨´c (Bo? ma? ba¨¦t xe). Nh???ng bo? ?o?i la¨¢y nh???ng bo? (Kho?ng ??n ph??ng nh???ng bo?) ?
  • 37. 2.3.3 ?a?t thoa? thua?n va? ky¨´ h??p ?o¨¤ng. Tr??¨´c khi kh??i tha?o h??p ?o¨¤ng, kie?m tra la?i no?i dung ?a?m pha¨´n ?e? ?o?i be?n ta¨´i xa¨´c nha?n nh??ng va¨¢n ?e¨¤ ?a? tho?a thua?n. Khi ta¨¢t ca? kho?ng co?n nghi ng?? g¨¬ n??a th¨¬ co¨´ the? ke¨¢t thu¨´c ?a?m pha¨´n ?
  • 38. 2.4 Tha¨´i ?o? ?a?m pha¨´n . Gi?? ba¨¤u kho?ng kh¨ª chan ho?a, ga?t bo? nh??ng ca?m xu¨´c tie?u c??c. Chu¨´ y¨´ la¨¦ng nghe y¨´ kie¨¢n cu?a ho?, ???ng c??¨´p l??i, ???ng vo?i va?ng ??a ra y¨´ kie¨¢n nha?n xe¨´t. Nha¨¦c la?i y¨´ cu?a ?o¨¢i ta¨´c ?e? xem m¨¬nh ?a? hie?u ?u¨´ng y¨´ cu?a ho? ch?a. Die?n ?a?t ch¨ªnh xa¨´c y¨´ kie¨¢n cu?a m¨¬nh, la?m cho l??i no¨´i co¨´ s?¨´c thuye¨¢t phu?c. Ca¨¤n l???ng tr??¨´c nh??ng ca?u ho?i ma? ?o¨¢i ta¨´c ?a?t ra va? sa¨¹n sa?ng tra? l??i nh??ng ca?u ho?i ?o¨´. Gi?? the? die?n va? danh d?? cho ?o¨¢i ta¨´c ?
  • 39. 3. ?O?T PHA? THE? ?O?I ?A?U.
  • 40. 3.1 The¨¢ ?o¨¢i ?²¹¨¤³Ü.
  • 41. 3.1.1 Kha¨´i nie?m. The¨¢ ?o¨¢i ?a¨¤u la? t¨¬nh huo¨¢ng xa?y ra khi la?p tr???ng cu?a hai be?n co¨´ s?? kha¨´c bie?t nh?ng kho?ng be?n na?o ch¨°u nh???ng bo? ?
  • 42. 3.1.2 Khi na?o xa?y ra ?o¨¢i ?a¨¤u?
  • 43. Giai ?oa?n tie¨¢p xu¨´c ¨C do hie?u la¨¤m. Giai ?oa?n th??ng tha?o ¨C do kha¨´c bie?t. Giai ?oa?n ky¨´ ke¨¢t ¨C do ca¨¤u toa?n ?
  • 44. Trong qua¨´ tr¨¬nh ?a?m pha¨´n ra¨¢t th???ng xa?y ra ?o¨¢i ?²¹¨¤³Ü. Kho?ng be?n na?o tha?t s?? muo¨¢n xa?y ra ?o¨¢i ?²¹¨¤³Ü. Hai be?n ?e¨¤u muo¨¢n ?o?t pha¨´ the¨¢ ?o¨¢i ?a¨¤u ?e? ?i ?e¨¢n nha¨¢t tr¨ª ? 3.1.3 ?a?c ?ie?m cu?a the¨¢ ?o¨¢i ?²¹¨¤³Ü.
  • 45. 3.1.4 Nguye?n nha?n da?n ?e¨¢n ?o¨¢i ?²¹¨¤³Ü. Tranh cha¨¢p ve¨¤ la?p tr???ng. Du?ng the¨¢ ma?nh ?e? uy hie¨¢p. Kho?ng hie?u nhau. Ca¨´ t¨ªnh ?a?m pha¨´n vie?n. L??i ¨ªch qua¨´ ca¨´ch bie?t ?
  • 46. 3.2 ?o?t pha¨´ the¨¢ ?o¨¢i ?²¹¨¤³Ü.
  • 47. 3.2.1 Ta?p trung va?o l??i ¨ªch, kho?ng ta?p trung va?o la?p tr???ng. L??i ¨ªch quye¨¢t ?¨°nh la?p tr???ng. Kha¨´c bie?t la?p tr???ng va?n co¨´ the? cu?ng chung l??i ¨ªch. Xa¨´c ?¨°nh l??i ¨ªch cu?a nhau. Trao ?o?i ve¨¤ l??i ¨ªch. Ga¨¦n ca¨´c l??i ¨ªch kha¨´c nhau la?i v?¨´i nhau ?
  • 48. 3.2.2 Ta?o ra ca¨´c ph??ng a¨´n ?e? cu?ng ?a?t ????c mu?c ?¨ªch. Sa¨´ng ta?o ra ca¨´c ph??ng a¨´n. ?a¨´nh gia¨´ ca¨´c ph??ng a¨´n. Tha?o lua?n v?¨´i ?o¨¢i ta¨´c. Cho?n ph??ng a¨´n to¨¢i ?u ?
  • 49. 3.2.3 ??a ra nh??ng tie?u chua?n kha¨´ch quan. Tie?u chua?n kha¨´ch quan ?o?c la?p v?¨´i y¨´ ch¨ª mo?i be?n. Tie?u chua?n kha¨´ch quan pha?i ch¨ªnh ?a¨´ng. Tie?u chua?n kha¨´ch quan co¨´ the? co¨´ sa¨¹n hoa?c pha?i tho?a thua?n v?¨´i ?o¨¢i ta¨´c. Ca¨¤n tha?o lua?n v?¨´i ?o¨¢i ta¨´c ?e? tho¨¢ng nha¨¢t ca¨´c tie?u chua?n to¨¢t nha¨¢t ?
  • 50. 3.2.4 A?p du?ng thua?t nhu ?a?o . Kho?ng co?ng k¨ªch la?p tr???ng cu?a ?o¨¢i ta¨´c ma? ha?y pha¨´t hie?n nh??ng l??i ¨ªch ?a¨¨ng sau no¨´. ???ng co¨¢ ba?o ve? la?p tr???ng. H??¨´ng s?? co?ng k¨ªch sang vie?c ?a?t t?¨´i mu?c ?¨ªch chung. Ha?y ?a?t ca?u ho?i va? gi?? im la?ng mo?t la¨´t ?
  • 51. Kho?ng ne?n tu?y tie?n thay ?o?i ng???i. La?m tra?n ?o¨¢t t??¨´ng. Gi?? the? die?n cho nha?n vie?n ? 3.2.5 Thay the¨¢ ?a?m pha¨´n vie?n.
  • 52. 3.2.6 ?o?t pha¨´ va?o ?ie?m chu? cho¨¢t. Na¨¦m la¨¢y ?ie?m ye¨¢u chu? cho¨¢t ?e? ta¨¢n co?ng. Ta?p trung va?o nha?n va?t chu? cho¨¢t. Thuye¨¢t phu?c hoa?c ?a¨´nh ?o? ?
  • 53. 3.2.7 Bo¨¢i thuy?. ?a?t toa?n bo? va¨¢n ?e¨¤ le?n ba?n ?a?m pha¨´n, ch?¨´ng minh ra¨¨ng m¨¬nh kho?ng co?n con ????ng na?o kha¨´c ?e? thoa¨´i lui, hy vo?ng ?o¨¢i ph??ng co¨´ the? nh???ng bo?, ne¨¢u kho?ng ?a?nh cha¨¢p nha?n ke¨¢t cu?c cuo?c ?a?m pha¨´n tan ra? ?