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ÑAØM PHAÙN
ÑAØM PHAÙN
TRONG KINH DOANH
TRONG KINH DOANH

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&!'(
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
1.SỰ CẦN THIẾT CỦA MÔN HỌC.
1.SỰ CẦN THIẾT CỦA MÔN HỌC.
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-+  .%+ #/+ +#012 3 + # 40 % #1
-+  .%+ #/+ +#012 3 + # 40 % #1
5+%6+*#3"7#0#0(#0,#'#0
5+%6+*#3"7#0#0(#0,#'#0
8#&-9+&("+,#&7#0#0(#0,#+&2
8#&-9+&("+,#&7#0#0(#0,#+&2
"+(:-&#0#0(#0,#+&7#0($5+(
"+(:-&#0#0(#0,#+&7#0($5+(
+#&'%-&#0#0(#0,#+&(0&,#&
+#&'%-&#0#0(#0,#+&(0&,#&
5%"25+2,#&&*#0,#%(#%5+
5%"25+2,#&&*#0,#%(#%5+
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
1.Sự cần thiết của môn học
1.Sự cần thiết của môn học

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2. MUÏC ÑÍCH CUÛA MOÂN HOÏC
2. MUÏC ÑÍCH CUÛA MOÂN HOÏC
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B(),*.*2#&4#+,
B(),*.*2#&4#+,
*"0#*#0&2##08#&-92##*2##0(#0
*"0#*#0&2##08#&-92##*2##0(#0
,##*#0-+"+7#2
,##*#0-+"+7#2
#0,#-+
#0,#-+
54#8%%
54#8%%
+#%,"6+5%"#$%(:
+#%,"6+5%"#$%(:
.#5C+#012#A#::.#.#=
.#5C+#012#A#::.#.#=
*#0*#4+%"6+*#%($.#D
*#0*#4+%"6+*#%($.#D
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3. PHẠM VI NGHIÊN CỨU CỦA
MÔN HỌC:
MÔN HỌC:


-+.%+#/++#01*.%#(#0,#2
-+.%+#/++#01*.%#(#0,#2
"6+(#0,#-+(1#$(#H-#5+#*#0
"6+(#0,#-+(1#$(#H-#5+#*#0
5+#$7#,5%#-"8#-?*#05%8#&(#0
5+#$7#,5%#-"8#-?*#05%8#&(#0
,#2*)4"D#(#0,#2-++#(?2+"6#
,#2*)4"D#(#0,#2-++#(?2+"6#
"6+ +"0 A# A0 # )2 -+  .%+ (0
"6+ +"0 A# A0 # )2 -+  .%+ (0
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
3. PHẠM VI NGHIÊN CỨU CỦA
3. PHẠM VI NGHIÊN CỨU CỦA
MÔN HỌC:
MÔN HỌC:


+"7#2#(#0,#-+54#2

5#&'"+(:+),#A#(#$"0+#
##,-+*#08#&2C+
##,-+*#08#&2C+
.%#07#5#&)D
.%#07#5#&)D
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Caực taứi lieọu tham khaỷo chớnh
Caực taứi lieọu tham khaỷo chớnh

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Phần I: Giới thiệu chung về đàm phán
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1.1. KHAÙI NIEÄM ÑAØM PHAÙN
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
;[.-2'2\-12]'+V.2PMMP<
;[.-2'2\-12]'+V.2PMMP<
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1
1


1.1. KHAÙI NIEÄM ÑAØM PHAÙN
1.1. KHAÙI NIEÄM ÑAØM PHAÙN


(tieáp)
(tieáp)
•


#0 ,# 7#0 #0 * *#0 8# -? #0 +"0 #
#0 ,# 7#0 #0 * *#0 8# -? #0 +"0 #
%($0#8#+"6##A2&##6
%($0#8#+"6##A2&##6
#$&#3A2+8#,"+#0((%1
#$&#3A2+8#,"+#0((%1

nhằm mục đích
thảo luận,trao
đổi những mối
quan tâm,những
lợi ích và giải
quyết những mâu
thuẫn để tìm đến
một thỏa thuận
chung
07/20/14 ThS. Nguy n T n tễ ấ Đạ 22


1.1. KHAÙI NIEÄM PKDQT(tieáp)Đ
1.1. KHAÙI NIEÄM PKDQT(tieáp)Đ


#0,#-+54#8%%7#0#0**#08#
#0,#-+54#8%%7#0#0**#08#
-?2#0-+(#A2
-?2#0-+(#A2
$*#G#5##
$*#G#5##
2
2
%#0-#(:2#&7#*$#%8##+
%#0-#(:2#&7#*$#%8##+
*#0"6+ (: 0A#%($+ (: ((%  &##
*#0"6+ (: 0A#%($+ (: ((%  &##
%+#%'
%+#%'

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1'


1.2. CAÙC NGUYEÂN TAÉC CÔ B NẢ
1.2. CAÙC NGUYEÂN TAÉC CÔ B NẢ
R'#&(#&A#&+1#=A0+7 F
R'#&(#&A#&+1#=A0+7 F
Q'#+#(#0,##0+#1#%A#
Q'#+#(#0,##0+#1#%A#
5+,#&7#07#%1*"4"(9&#
5+,#&7#07#%1*"4"(9&#
A#0(7#0#:41#%2#0,#&."&
A#0(7#0#:41#%2#0,#&."&
4+7###:(#+#:+,'
4+7###:(#+#:+,'
T'  #0 ,# 7#0  5# 2 ($+ 0 7#0  +
T'  #0 ,# 7#0  5# 2 ($+ 0 7#0  +
#'
#'
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