Đề 1:

Câu 1: Em cảm thấy mình có thế mạnh trong đàm phán hay không? Các sức mạnh
trong đàm phán là gì và nhà đàm phán cần sử dụng sức mạnh đó như thế nào? Nêu ví
dụ? (Quốc Hiếu)

Negotiation power, often referred to as bargaining power or leverage, is the degree of

influence and control that one party has in a negotiation process. It represents the ability of a
party to achieve their desired outcomes, make favorable deals, or persuade the other party to
agree to their terms. For me, as a junior student, I consider myself having strengths in
negotiation due to following reasons:

● The ability to communicate: I can convey messages without misinterpretation or

misleading others because I have gained those experience via presentations at
university and from my part-time job as a telesale.
● Active Listening: Effective listening skills enable negotiators to understand the other
party's perspective, identify hidden interests, and build rapport. Active listening
demonstrates respect and can lead to more constructive negotiations.
● Strategic Concessions: Skillful negotiators know when and how to make concessions
strategically. Offering something of value to the other party can help build trust and
create opportunities for reciprocity.
● Emotional Intelligence: Recognizing and managing emotions, both my own and the
other party's, can be a powerful negotiation skill for me. Emotional intelligence can
help build rapport, diffuse conflicts, and make negotiations more productive.
● Leveraging Time: Timing can be a powerful negotiation tool. Delaying a decision,
creating a sense of urgency, or strategically choosing when to negotiate can impact
the negotiation's outcome.
● Negotiation Styles: Different negotiation styles, such as competitive (assertive) or
cooperative (collaborative), can be applied depending on the situation that I involve
in. Adapting a style to match the circumstances can be a valuable negotiation power
for me.

Context: The 2019 North Korea–United States Summit in Hanoi was a two-day
summit meeting between North Korean leader Kim Jong-un and U.S. President Donald
Trump, held at the Metropole Hotel in Hanoi, Vietnam, on February 27 and 28, 2019. This
was the second meeting between the leaders of North Korea and the United States, following
their first meeting in 2018 in Singapore, aimed at resolving the long-standing conflict over
North Korea's nuclear and missile programs. The agreement signed by Trump and Kim may
have promised denuclearization, but it was vague about the timing and methods of
implementation, lacking deadlines, timetables, and processes for verifying North Korea's
compliance. Months after the agreement was signed, negotiations between the two countries
stalled as they argued over details related to denuclearization steps and the removal of U.S.-
led sanctions.
In this context, both parties agreed to meet for negotiations on February 27 and 28 in
Vietnam, providing an opportunity for the two leaders to outline some new details for the
denuclearization agreement first mentioned in June 2018 in Singapore.

Result: According to the White House announcement on Thursday, February 28,

2019, the summit was cut short, and no agreement was reached.

1. Power in Competition: If I have better competitive abilities, my negotiation power is

higher. Whenever you create competition for something, you increase its value. Both
countries leveraged the power of competition, presenting demands and proposals
favorable to their respective nations and creating an atmosphere of intense
competition.
2. The Power of Legitimate Authority: Law is something that every individual and
organization should respect and fear, along with the desire to manipulate it in a way
that benefits them. An illustrative example is in developing countries, where there is a
phenomenon of some businesses getting close to politicians; initially to establish a
friendly relationship, seek assistance with certain tasks to achieve better results. Once
the politician is compromised, seen as a political weak point, and the business has
evidence, they can manipulate and control the politician. Therefore, large businesses
aspiring to sustainable operations must adhere to the law and act in accordance with
legal requirements.
3. The Power of Risk-Taking: Investment always involves an element of risk. The
higher the risk, the greater the potential profit. Therefore, in investment, if one party is
willing to accept the risk, they may have an advantage, being prepared to confront and
execute it, and can achieve a greater advantage.
The overarching agreement that negotiations aim for is the safety and security of an
entire nation and has a significant impact on the world. That's why certainty is crucial
in this case, which is why both politicians are risk-averse, trying to manipulate the
other party with calculation. The uncertainty about the outcome contributes to the
failure to reach a common decision. They are not willing to gamble their nation's
military or economic strength for a different agreement because it involves many
other parties beyond just the United States and North Korea.
4. Power of Commitment: Trust is essential in negotiations. Reputation is something
that is built over time. Parties involved must make efforts to negotiate the
commitments they put on the table. Additionally, credibility can also be established
when one is willing to help others in times of difficulty.
In this situation, it can be argued that Donald Trump was at a disadvantage compared
to Kim Jong Un, as he was entangled in political scandals in the United States and had
 made promises regarding labor-friendly policies before taking office as president,
which were not fulfilled. On the contrary, the U.S.'s demand for "denuclearization" of
North Korea is a challenging one, as it is considered a symbol and source of pride for
Kim Jong Un. Therefore, even if some agreement is reached, the sincerity and
feasibility of commitments need to be considered.
5. Expertise Power: Incredibly important. We are respected for our knowledge,
accurate assessment of issues. For example, when it comes to financial matters, the
Chief Financial Officer will have more authority, a more substantial position; but in
technical matters, a technical expert will carry more weight. Having high expertise
will ensure a certain voice regardless of age or position.
If the U.S. excels in economics, then North Korea's military is its spearhead. The two
leaders of these countries understand very well the strengths of their respective
nations and try to put forth proposals alongside concessions. However, these two
areas are entirely different, so despite the talent of the two leaders and their mutual
respect, reaching a common agreement, optimization, and harmony in both areas is
very difficult.
6. Capability Power: Comes from various factors. It demonstrates our ability to use our
language to present ideas, and the counterpart agrees with us. This requires us to
understand the counterpart, to grasp what they want. When trust is established,
everything becomes much easier.
Both leaders failed to empathize with each other. One reason for this failure is
attributed to differences in communication styles due to cultural factors between the
U.S. and North Korea. Specifically, while shaking hands and talking, Donald Trump
seemed to stare at Kim Jong Un, while the North Korean leader turned his face away
and then looked back at the U.S. President. In Western countries, not making eye
contact when speaking is considered impolite. However, in Korean culture, looking
directly into the eyes of an older person or a superior is considered impolite. Thus,
some subtle differences could lead to misunderstandings, significantly diminishing the
effectiveness of their capability power.
7. Understanding the Needs of the Parties Involved: In all negotiations, there are two
things being negotiated. One is the specific issues and demands presented publicly.
The other is the genuine needs on the other side, which are seldom spoken of.
The purpose of sitting down at the negotiation table has been made public and
clarified before the conference takes place. Therefore, both sides have time to prepare
and put forth the best alternative solutions. However, the solutions presented did not
yield the desired results.
8. Investment Power: The level of investment is always proportional to the willingness
to compromise. If you buy two types of stocks or invest in two properties, and one
goes up in price while the other goes down, which one will you sell first? Usually, the
one that has increased in value. What about the other one? You wait for a while. You
can even buy more of it because its price was correctly determined before. Recognize
 this principle in human nature. Make it work to your advantage rather than to your
detriment.
9. Power of Ethics: Ethics are a standard system in society, and people who are ethical
are often easier to build trust and a sense of security with others. When you absolutely
rely on someone to act ethically, ethics often come into play. And if you completely
rely on their goodwill without resistance or demands, they may give in because they
can empathize with you and hesitate to take advantage of someone who cannot defend
themselves.
10. Power of Persistence: Persistence in power is like carbon in steel. Most people are
not persistent in negotiations.
In fact, the conference ended more than 2 hours early, and the lunch together between
the two leaders was canceled, with the U.S. President taking his private plane back
home right afterward. This shows that the power of persistence was not applied in this
situation. Both leaders not only failed to agree with each other but also lacked
calmness, stability of state, and finding a solution. The lack of persistence contributed
to the failure of the conference.
11. Monetary Power: Do not act based on your narrow experiences. Force yourself to
break free from your own assumptions. Do not lock yourself into worn-out ways.
In his capacity as the leader of the world's leading economy, Donald Trump applied
this power extensively and threatened that if North Korea did not comply with the
agreement, he would impose severe and powerful measures that would negatively
impact North Korea's economy. This had a "counterproductive" effect and did not
elicit a favorable response from Kim Jong Un, but rather made the negotiations more
tense.
12. Reward and Fairness Power: According to the fourth principle of principle-based
negotiation, we have objective criteria to evaluate right or wrong, whether demands
are unreasonable or reasonable. No one negotiates with you seriously unless they are
convinced that you can help them or harm them. Fairness has significant value in
negotiations because it balances the power between the two parties and prevents
asymmetry and conflict.
These two nations could very well implement policies and decisions that could
severely harm each other or support each other, which is why they came to the
negotiation table to find the most harmonious solution.
13. Power of Positive Attitude: This is an important and prerequisite factor. A positive
attitude will provide clearer reasoning and objective arguments. At the same time, it
also makes the other party feel comfortable, without tension.
This is considered a prerequisite factor. Journalists and psychologists have analyzed
that while Donald Trump was smiling, Kim Jong Un was trying to hide his personal
emotions in front of the journalists. However, when they entered the negotiation
room, the atmosphere seemed to become very tense, leading to an outcome that no
 one wanted. The lack of positivity and genuine goodwill resulted in a loss of
objectivity, making it difficult for both leaders, despite their talent, to remain calm
and clear-headed in a tense situation.

Câu 2a. Nêu vắn tắt các điểm cần lưu ý khi nghiên cứu các khác biệt về văn hóa. Lấy ví
dụ về khác biệt văn hóa của Việt Nam và Nhật Bản, Trung Quốc, Hoa Kỳ.(Thu Trang)

As regards cultural differences, we will use the Hofstede’s Cultural Dimensions model for a
comprehensive understanding.

1. Power Distance

Power distance is the extent to which the less powerful members of institutions and
organizations within a country expect and accept that power is distributed unequally. If the
power distance index is high, it indicates that there is a clear establishment and enforcement
of power distribution in society, where individuals accept hierarchies in which everyone has a
place in a ranking without the need for justification. If the power distance index is low,
societies will seek to have an equal distribution of power.

2. Individualism

Individualism is the tendency of people to look after themselves and their immediate family
and neglect the needs of society. This index refers to the integration of individuals into
groups. In individualistic societies, people focus on achievement as well as individual rights,
and tend to think in terms of “I”. While in collectivist societies, individuals value group
harmony, think in terms of “We”, and emphasize relationships more than tasks.

3. Masculinity vs femininity

Masculinity and femininity is an index that shows the tendency within a society to emphasize
traditional gender roles. A masculine society values assertiveness, courage, strength, and
winning with material success as a dominant value; a feminine society values cooperation,
preservation, nurturing, and caring for the weak.

4. Uncertainty Avoidance

Uncertainty avoidance reflects the extent to which members of a society feel threaten by
uncertain or unknown situations. A high uncertainty avoidance index indicates a low
tolerance for uncertainty, ambiguity, and risk-taking, with the thinking that what is different
is dangerous. Individuals in this society seek to minimize the unknown through strict rules,
and regulations, and they believe in the ultimate truth or the “common” truth. Meanwhile,
low uncertainty avoidance cultures accept and feel comfortable in unstructured situations or
changeable environments, with the thinking that what is different causes curiosity.
5. Long-Term Orientation

This dimension describes how every society has to maintain some links with its own past
while dealing with the challenges of the present and future. Societies with score low on this
dimension prefer to maintain time-honored traditions and norms while emphasizing on
delivering short-term success and quick results. Those with a culture that scores high, on the
other hand, take a more pragmatic approach: they encourage thrift, saving, long-term benefit,
and the capacity for adaptation.

6. Indulgence

This dimension considers the extent to which people try to control their desires and impulses.
High levels of indulgence indicate that society is prone to be more carefree, encouraging
people to enjoy leisure time and take advantage of opportunities to gratify their impulses.
Meanwhile, a low level of indulgence or restraint indicates that society tends to suppress the
gratification of needs and regulate them through social norms.

Examples of cultural differences between Vietnam and Japan, China, US

Vietnam Japan China US

Power High (70) Average (54) High (80) Low (40)

Distance The employee Although Japan is Similar but on a Both managers
dynamic follows an obviously higher level, and employees
such subordinate- hierarchical where the boss's expect to be
superior. The boss society, the power opinion is natural consulted and
is responsible for distance is not as and always right. information is
strategy, and big strong. The boss will be shared frequently.
decisions, while - The education: the one who There is
the employee everyone is equal makes a decision transparency in
follows such - Though and their decision information at all
guides and tasks decisions have to will be followed levels. Less sense
assigned. The go through by all employees. of authority.
centralized hierarchical layers
business structure then the top
is often seen in managers, no one
companies. can solely make
the decision
(unlike other
countries)

Individu Low (20) Average (46) Low (20) High (91)

alism Hiring and High for Asia Share similar Believe in liberty
preferences countries, but low characteristics, and justice for all.
toward in-group for Eastern where personal - People are
members. Co- countries. relationships expected to look
 workers will be - Putting harmony prevail over task after themselves
considered as of groups above and company. The and their
close and together the expression of in-group has more immediate
as a family. Avoid individual privileges families only and
conflicts to keep opinions compared to the should not rely
the harmony, and - However, their out-group. (too much) on
avoid humiliating society does not authorities for
others have extended support.
family system - Employees are
which forms a expected to be
base of more self-reliant and
collectivistic display initiative
societies. Except - Hiring,
for the eldest son, promotion and
younger siblings decisions are
had to leave home based on merit or
and make their evidence of that
own living with person.
their core
families.

Masculi Low (40) High (95) High (66) High (62)

nity - Managers strive - Not see assertive - The need to - Behavior in
for consensus, and competitive ensure success school, work, and
people value individual, but see can be play are based on
equality, severe exemplified by the shared values
solidarity and competition the fact that many that people should
quality between groups. Chinese will “strive to be the
- Conflicts are At kindergartens, sacrifice family best they can be”
resolved by children learn to and leisure and that “the
compromise and compete on sports priorities to work. winner takes all”.
negotiation. day for their - Service people - Americans will
- Incentives such groups will provide tend to display
as free time and - Their notorious services until very and talk freely
flexibility are lifestyle of late at night. about their
favoured. excellence and - Migrated farmer “successes” and
- Focus is on perfection, shown workers will leave achievements in
well-being, status in their material their families life.
is not shown. production and in behind in faraway - Their “can-do”
material services places in order to mentality as it is
(hotels and obtain better work believed that there
restaurants) and and pay in the is always the
presentation (gift cities. possibility to do
wrapping and - Chinese students things in a better
food presentation) care very much way
in every aspect of about their exam - Americans “live
life. scores and to work” so that
- Another ranking as this is they can obtain
expression of the main criteria monetary rewards
 their Masculinity to achieve success and as a
is Japanese consequence
workaholism attain higher
- They are also status based on
known for their how good one can
gender be. Many white
discrimination, collar workers
men have more will move to a
privileges at more fancy
work, while for neighborhood
women, it is still after each and
hard to climb up every substantial
the corporate promotion.
ladders in Japan

Uncertai Low (30) High (92) Low (30) Average (46)

nty - In Vietnam, - Since Japan is - In China, - In America,
Avoidan schedules are constantly adherence to laws there is a fair
ce flexible, hard threatened by and rules may be degree of
work is natural disasters flexible to suit the acceptance for
undertaken only from earthquakes, actual situation. new ideas,
when necessary or tsunamis, Chinese language innovative
required. typhoons to is full of products and a
- Vietnamese tend volcano eruptions, ambiguous willingness to try
to be more the Japanese meanings, also something new or
flexible in time, learned to prepare showing the low different. They
and they can themselves for uncertainty tend to be more
easily forgive any uncertain avoidance of this tolerant of ideas
such being late situation. country. or opinions from
and making - Japanese will - Chinese are anyone and allow
mistakes. prescribe for adaptable and the freedom of
- Vietnamese is maximum entrepreneurial. expression.
more open to new predictability for The innovations - They do not
things, and has everything. in technology and require a lot of
fewer rules The opening and other appliances rules and are less
closing are various, for emotionally
ceremonies of example the smart expressive
every school year home appliances, - However, after
will be conducted and furniture that the 11/9 situation,
almost exactly the shift for multi- the government
same way function. has made efforts
everywhere in to monitor
Japan. At everybody
weddings, through the NSA
funerals and other and other security
important social organizations.
events, what
people wear and
how people
 should behave are
prescribed in
great detail in
etiquette books.
- School teachers
and public
servants are
reluctant to do
things without
precedence.
- In corporate
Japan, a lot of
time and effort is
put into feasibility
studies and all the
risk factors must
be worked out
before any project
can start.

Long- Average (57) High (88) High (87) Low (26)

Term While not entirely In corporate They are very American
Orientati short-term, Japan, you see pragmatic. businesses
on Vietnamese is long-term Chinese also measure their
also not overly orientation in the shows an ability performance on a
focused on the constantly high to adapt traditions short-term basis,
long-term. It rate of investment easily to changed with profit and
demonstrates the in R&D even in conditions, a loss statements
ability to adapt economically strong propensity being issued on a
easily to new difficult times, to save and invest, quarterly basis.
conditions, the higher own thriftiness, and This also drives
trend of saving capital rate, perseverance in individuals to
and investing with priority to steady achieving results. strive for quick
careful spending, growth of market results within the
and the patience share rather than workplace
required to to a quarterly
achieve results profit. They
believe in making
benefits for the
stakeholders and
society for
generations, not
every quarter

Indulgen Low (35) Low (42) Low (24) High (68)

ce Due to direct They also have The Chinese basis - They follow the
influence from some of working hard “Work hard and
China and characteristics of in business is to play hard”
agricultural-based restrained be the best, never attitude
 cultures, Vietnam countries, but due truly finding - Drug addiction
places a strong to the constant leisure time or is one of the
emphasis on influences of just time to relax major issues in
family and Western and feed on their this nation, much
community. countries, Japan is indulgence. They higher than in
Personal looser as regards feel that giving many other
enjoyment needs this dimension. themselves into wealthy countries.
are also heavily indulgence would
dependent on spoil all of
relationships and their hard work.
traditional ethics.

Câu 2b. Nêu khái niệm và cách thức thực hiện Tách "con người" ra khỏi vấn đề đàm phán
(Đức Thảo)

1. Definition: Separating "human" from negotiation issues is based on the following

principles:
● Negotiators are humans first: Recognize that negotiators are individuals with their
own thoughts, emotions, and perspectives.
● Every negotiator has two interests to consider: real interests and relational interests.
● Relationships are influenced by issues: The quality of the relationship between
negotiators can be affected by the issues being discussed.
● Positional bargaining can lead to conflicts between relationship and content.

2. Methodology

2.1. Address human issues directly based on three key points:

a. Perception: Understand the other party's perspective. Recognize that conflicts arise
not necessarily due to objective facts but often because of differing viewpoints. Put yourself
in their shoes to identify the underlying causes of the problem. Avoid making negative
assumptions about their intentions based on fear.

b. Emotions: Emotions play a significant role in negotiations, and they can either
escalate or de-escalate conflicts. Acknowledge your own and the other party's emotions.
Express your emotions clearly and acknowledge their validity. Allow the other party to vent
and express themselves without immediate reactions. Use symbolic gestures like shaking
hands, sharing a meal, or apologizing to improve emotional states.

c. Information: Effective negotiation requires information exchange. However,

conveying information can be challenging due to distractions or misunderstandings. Actively
listen and acknowledge what the other party is saying. Ask for clarification when needed and
use clear, precise language. Address any ambiguous or uncertain issues directly. Limit the
number of participants if necessary and keep discussions confidential. Communicate with a
clear purpose and use self-referencing language to avoid misinterpretation.

2.2. Prevent human-related issues as best as possible: To truly separate "human"

from negotiation issues, it's crucial to prevent human-related issues from impacting
negotiations. Build strong personal and organizational relationships with the other party to
minimize the influence of human factors on the negotiation process. Focus on addressing the
negotiation issue itself rather than the human aspects.

a. Open and transparent communication: Open and transparent communication is

fundamental to successful negotiations. It creates an atmosphere of trust, allows both parties
to express their concerns and expectations, and reduces the likelihood of misunderstandings.
When communication is clear and honest, it helps address human-related issues proactively.

b. Focus on common interests: Emphasizing common interests and shared goals is

essential for shifting the focus away from personal differences and towards mutually
beneficial outcomes. Identifying areas of agreement and working collaboratively on those
points can greatly improve the negotiation process.

c. Professionalism and respect: Maintaining professionalism and showing respect to

all parties involved is a fundamental principle of successful negotiations. Professional
behavior fosters a constructive environment, reduces tensions, and prevents conflicts from
escalating. It ensures that negotiators focus on the issues at hand rather than engaging in
personal attacks or disputes.

In summary, separating "human" from negotiation issues involves recognizing and

addressing the human elements of negotiations while also taking steps to prevent these
elements from negatively affecting the negotiation process.

Example:

In a workplace scenario, two colleagues, Sarah and Alex, grapple with a dispute
concerning a joint project. Sarah believes that Alex's contribution is insufficient and is
frustrated by his attitude, while Alex perceives Sarah as overly controlling and critical. To
address their issues, they employ the "Separating the People from the Problem" principle.
During their discussion, they actively listen to each other's concerns, express empathy, and
avoid personal attacks. They concentrate on the project's challenges and their shared interests,
such as project success and individual autonomy. As a result, they brainstorm solutions and
make changes to enhance the project and their working relationship, leading to a more
harmonious and productive workplace.
Đề 2:
Câu 1 (2 điểm): Em có tin rằng mình có kỹ năng X trong các cuộc đàm phán? Em hãy
trình bày về vai trò của kỹ năng X trong đàm phán và các lưu ý khi sử dụng kỹ năng
này, lấy ví dụ minh họa (X có thể là lắng nghe, thuyết trình,... ở trong giáo trình) (Thu
Phương)

Listening skill

Listening skills are pivotal in negotiation, serving multifaceted roles that significantly
influence the outcome. First and foremost, effective listening enables negotiators to
understand the other party's perspective, unearthing their needs, interests, and concerns. It
establishes a foundation of empathy and trust, fostering rapport that can be pivotal in
reaching agreements. Furthermore, listening helps identify concealed interests and
motivations, offering insights that may not be overtly expressed. Clarity is another key facet;
active listening ensures both parties comprehend the issues and terms accurately, mitigating
misunderstandings that could lead to conflict. Moreover, listening is an invaluable tool for
managing emotions, diffusing tension, and promoting a collaborative atmosphere. To utilize
listening skills effectively, negotiators should practice active listening by dedicating full
attention to the speaker, employing nonverbal cues to convey engagement, asking open-
ended questions, and summarizing and paraphrasing to ensure comprehension. By doing so,
negotiators can navigate discussions with greater finesse, ultimately achieving more
favorable outcomes and fostering productive relationships.

Questioning skills

Questioning skills are instrumental in negotiation, serving as a strategic tool to elicit

information, uncover interests, and shape the direction of the conversation. They play a
pivotal role in facilitating a deeper understanding of the other party's needs and motivations.
Open-ended questions, in particular, encourage comprehensive responses and promote
transparency, enabling negotiators to identify common ground and areas for compromise.
Effective questioning can also challenge assumptions, clarify ambiguities, and test the
validity of proposals, thus enhancing the quality of the negotiation process. Moreover,
questions can be used strategically to influence the negotiation's pace and focus. To harness
the power of questioning skills, negotiators should formulate thoughtful and relevant queries,
balancing assertiveness with receptiveness. They must actively listen to responses, adapting
their approach as new information emerges. Skillful questioning not only fosters productive
dialogue but also empowers negotiators to navigate complexities, ultimately leading to
mutually beneficial agreements and successful negotiations.

Persuade skills

Persuasion skills are indispensable in negotiation, serving as a means to influence, convince,

and shape the decisions of the other party. They play a crucial role in presenting arguments,
proposals, and concessions in a compelling and convincing manner. Effective persuasion
entails crafting persuasive narratives that highlight the benefits of one's proposals while
addressing the concerns of the other party. These skills enable negotiators to bridge gaps,
build consensus, and inspire buy-in from counterparts, ultimately fostering a collaborative
environment. To utilize persuasion effectively, negotiators should focus on building
credibility and trust, emphasizing shared interests and mutual gains, and tailoring their
messaging to the specific needs and preferences of the other party. It is essential to be
empathetic and attentive to the emotional dynamics of the negotiation, adapting the
persuasive approach as the conversation evolves. By employing persuasion skillfully,
negotiators can navigate differences, overcome objections, and reach agreements that satisfy
both parties, yielding successful negotiation outcomes.

Nonverbal communication skills

Nonverbal communication skills are pivotal in negotiation, playing a silent yet powerful role
in conveying messages, building rapport, and influencing the negotiation's tone and outcome.
Nonverbal cues, such as body language, facial expressions, eye contact, and gestures, can
reveal emotions, intentions, and attitudes that may not be expressed verbally. They can either
reinforce or contradict spoken words, significantly impacting the perception of
trustworthiness and sincerity. Maintaining eye contact, for example, signals confidence and
engagement, while gestures can emphasize points and demonstrate receptiveness. However,
to use nonverbal communication effectively, negotiators should ensure their body language
aligns with their spoken messages and intentions. They must also be attuned to the nonverbal
cues exhibited by the other party, as these signals can provide valuable insights into their
mindset and reactions. Practicing active listening and self-awareness in nonverbal
communication can help negotiators navigate the subtle dynamics of negotiation, fostering
better understanding and more successful outcomes.

Câu 2 (3 điểm): Chọn 1 trong 2 câu sau:

· Nêu vắn tắt các điểm cần lưu ý khi nghiên cứu các khác biệt về văn hóa. Lấy ví dụ
về khác biệt văn hóa của Việt Nam và 1 quốc gia (có thể là Trung Quốc, Hoa Kỳ, Nhật
Bản,...), đề của mình là so sánh với Trung Quốc còn đề lớp khác cùng giai đoạn là so sánh
với Hoa Kỳ.(Phú Quang)

T trình bày theo kiểu Nói khái niệm -> ví dụ về văn hóa luôn

China

When embarking on cross-cultural research, it is vital to consider various factors that

shape the unique behaviors and characteristics of different societies. These factors encompass
historical backgrounds, language nuances, social structures, and diverse customs.

Historical and Contextual Understanding:

 ● Understanding a culture's historical context is foundational. In Vietnam, the legacy of
Chinese rule for more than a thousand years is deeply ingrained. This historical
influence can be seen in the Vietnamese language, cuisine, and certain customs.
Additionally, the Vietnam War left a significant impact on the nation's collective
memory and values, fostering a strong sense of patriotism and resilience.
● In China, its extensive history, with dynasties like the Han, Tang, and Ming, has left
an indelible mark on its culture. Confucianism, with its emphasis on family,
hierarchy, and social harmony, has been a guiding philosophical and ethical force.

Language and Communication Styles:

● Language is a reflection of culture. Vietnamese, a language with Latin script, is

heavily influenced by Chinese characters due to centuries of contact. This influence
extends to the way Vietnamese people address each other and use honorifics.
● In China, the use of formal titles and the appropriate forms of address are crucial in
both personal and professional interactions. For example, addressing someone as
"Mr." or "Mrs." followed by their last name is common practice.

Social Hierarchy and Values:

● Cultural values often underscore hierarchy and relationships. In Vietnam, Confucian

values are prevalent, emphasizing respect for authority figures and elders. Age and
seniority command deep reverence.
● China shares similar Confucian values but extends them to a broader societal context,
emphasizing respect for teachers, leaders, and government authority. Additionally, the
concept of "face" (mianzi) plays a significant role in maintaining social harmony.

Customs and Traditions:

● Customary practices offer insights into cultural life. Tet (Lunar New Year) in
Vietnam is a cherished time for family reunions, temple visits, and the exchange of
red envelopes (li xi) for good luck.
● In China, the Spring Festival (Chinese New Year) is celebrated with elaborate
traditions, such as dragon and lion dances, firecrackers, and the giving of red
envelopes (hongbao) to convey good wishes and blessings.

Religious Beliefs and Practices:

● Religious beliefs shape daily life. In Vietnam, Buddhism, Daoism, and folk beliefs are
prominent, with ancestor worship forming a central part of family traditions.
● In China, Buddhism, Daoism, and Confucianism have left a profound impact on
traditional beliefs, influencing festivals, rituals, and customs. The worship of
ancestors is also an important practice.

Workplace Culture:
 ● Workplace dynamics are shaped by cultural values. In China, guanxi (personal
relationships) is fundamental in business. Building and maintaining strong personal
connections can greatly influence business success.
● In Vietnam, relationships and trust are equally significant but may manifest
differently. Building rapport with colleagues and partners is essential for smooth
business interactions.

Non-Verbal Communication:

● Non-verbal communication encompasses a wide range of cues such as gestures, facial

expressions, posture, and eye contact. In both Vietnam and China, understanding non-
verbal communication is critical for effective interpersonal interactions.
● In Vietnam, a common gesture to beckon someone is to raise the hand with the palm
down and fingers pointing downward. It is considered polite and respectful.
Maintaining eye contact during a conversation is generally seen as a sign of
attentiveness and sincerity.
● In China, maintaining eye contact is also important, particularly during business
meetings, as it conveys confidence and honesty. However, certain gestures, such as
pointing with one's index finger, can be considered impolite, so people often use their
whole hand to gesture or point.

Dress Code and Appearance:

● Dress code and appearance reflect cultural values, social norms, and occasions. They
can vary between formal and informal settings.
● In China, formal attire is often the norm in professional
environments. Men typically wear suits or traditional
Chinese attire like the Tang suit ( 唐 装 ), while women wear
dresses or business suits. The emphasis on appearance is
influenced by the concept of "mianzi" ( 面 子 or face), which
places importance on social status and reputation.
● In Vietnam, dress codes can vary depending on the industry and location. While
formal attire is expected in corporate settings, there may be greater flexibility in more
casual workplaces. Traditional Vietnamese clothing, such as the áo dài for women and
the áo gấm for men, is also worn on special occasions.

Cuisine and Dining Etiquette:

● Food is a central element of both Vietnamese and Chinese culture, and dining
etiquette plays a significant role in social interactions.
● In Vietnam, meals are often a communal affair, and it is common to share dishes
family-style. The use of chopsticks is widespread, and there are specific rules for their
usage. Additionally, showing appreciation for the meal and the host is expected.
● In China, dining etiquette can be more formal, especially in business settings. There
are specific rules for seating arrangements, the order in which dishes are served, and
 the use of chopsticks and other utensils. Toasting with alcohol is a common practice,
and it is important to respect seniority and hierarchy during meals.

Globalization and Modernization:

● Both Vietnam and China are experiencing rapid globalization and modernization,
which are reshaping various aspects of their cultures.
● In Vietnam, the influence of Western culture is evident in fashion, entertainment, and
lifestyle choices. Western-style clothing and fast food chains are increasingly popular,
especially among the younger generation. This blending of traditional and modern
elements reflects the country's ongoing transformation.
● China, as a global economic powerhouse, has undergone substantial modernization.
Major cities like Beijing, Shanghai, and Guangzhou are hubs of modernity, with
skyscrapers, luxury brands, and international cuisine. However, traditional Chinese
culture remains deeply rooted, and there is a conscious effort to preserve and promote
it alongside modernization.

In summary, researching cultural differences requires a comprehensive exploration of

historical, linguistic, social, and behavioral aspects. The examples provided highlight how
these considerations can be applied to gain a deeper understanding of the cultural distinctions
between Vietnam and China. It's essential to approach cultural research with sensitivity,
avoiding stereotypes and recognizing that cultures are dynamic and multifaceted.

USA

Customs and Traditions:

● Cultural customs and traditions serve as a cultural compass, guiding the behaviors and
rituals of a society. In Vietnam, the observance of traditional customs is a cornerstone
of daily life. Tet (Lunar New Year) exemplifies this, as families meticulously prepare
by cleaning their homes, decorating with colorful flowers, and cooking special dishes.
It is a time to pay respects to ancestors, honor familial bonds, and welcome the new
year with auspicious rituals.
● In the United States, customs and traditions vary widely due to the country's diverse
population. However, certain traditions are widely celebrated, such as Independence
Day (Fourth of July). This holiday is marked by parades, fireworks, and gatherings
with family and friends, emphasizing the values of freedom and patriotism. Another
notable tradition is Halloween, a fun-filled celebration where children dress up in
costumes and go trick-or-treating.

Non-Verbal Communication:

● Non-verbal communication is a silent language that often speaks louder than words.
In Vietnam, the subtle nuances of non-verbal communication convey intricate
meanings. A bow of the head can indicate respect or acknowledgment, and indirect
gestures may be used to express agreement without verbalizing it explicitly.
 ● In the United States, non-verbal cues like maintaining eye contact, smiling, or
offering a firm handshake are instrumental in establishing trust and rapport. These
cues are integral to effective communication, and understanding them is crucial for
building connections.

Dress Code and Appearance:

● Dress codes and personal appearance are reflections of cultural values and social
expectations. In Vietnam, traditional attire like the áo dài for women and the áo gấm
for men represent an embodiment of cultural identity and heritage. The modesty and
elegance of these garments convey a sense of respect for tradition and aesthetics.
● In the United States, the approach to dress code is more diverse and often reflects the
cultural melting pot that is the country. Formal attire is common in professional
settings, but the emphasis on individual expression allows for a wide range of clothing
styles, from casual to avant-garde.

Cuisine and Dining Etiquette:

● Food is a universal language that connects people to their cultural roots. In Vietnam,
cuisine is not just about sustenance but also a testament to the nation's history. Meals
are communal affairs where multiple dishes are shared, and the art of cooking is
passed down through generations. Dining etiquette is characterized by the use of
chopsticks, the significance of the family meal, and the practice of offering the best
dishes to guests.
● In the United States, dining reflects the country's diverse influences. The "melting
pot" nature of the nation has led to the incorporation of various culinary traditions.
While dining etiquette varies, the practice of tipping service staff is a common thread,
and food is often seen as a means to celebrate multiculturalism.

Globalization and Modernization:

● The forces of globalization and modernization continue to reshape cultures around the
world. In Vietnam, rapid economic growth has propelled urbanization and
technological advancements. These changes have brought increased exposure to
Western culture, leading to a blend of traditional and contemporary elements in
various aspects of life.
● In the United States, globalization has intensified cultural diversity and
interconnectivity. The fusion of various cultural elements, from cuisine to fashion,
showcases the nation's adaptability and inclusivity in a globalized world.

Understanding and accurately comprehending cultural differences are crucial

components of effective communication and negotiations in a multicultural environment.
Comparing cultures, such as Vietnam and the United States, which can be seen as
representatives of Eastern and Western cultures respectively, helps us recognize and avoid
unintended misunderstandings and conflicts when interacting with people from different
cultural backgrounds.

In addition to grasping various cultural aspects, the importance of flexibility and

respect for cultural diversity is significant. Having knowledge and a willingness to adapt to
different cultural norms and values forms the foundation for building positive and
harmonious communication in an increasingly interconnected world

· Trình bày khái niệm, cách thức thực hiện một nguyên tắc nào đó khi
áp dụng chiến lược đàm phán nào đó và cho ví dụ minh họa. Đề của
mình là nguyên tắc Tập trung vào lợi ích, không tập trung bảo vệ lập
trường trong chiến lược đàm phán kiểu nguyên tắc. (Focus on Interests,
not Positions)
Definition: Behind a position there is always an interest, need, or motivation – the idea that
truly motivates negotiators. Different interests will be satisfied in different ways. Therefore,
the interest-focused negotiation method is more open than the position-centered negotiation
method in providing feasible outcomes, thus allowing the development of new solutions.
While taking a stand can highlight a party's strength, it can also reveal weaknesses when that
party's demands are not met, so there is always the risk of losing credibility.

How to do it:

1. For a wise solution reconcile interests, not positions: Since the parties' problem
appears to be a conflict of positions, and since their goal is to agree on a position, they
naturally tend to think and talk about positions—and in the process often reach an
impasse
2. Interests define the problem: The basic problem in a negotiation lies not in conflicting
positions, but in the conflict between each side's needs, desires, concerns, and fears.
Benefits will be the driving force behind people, they are the silent motivation hidden
behind noisy and noisy stances. Stance is what you decide based on it and benefits are
the main reason for you to decide on a certain issue.
3. Behind opposed positions lie shared and compatible interests, as well as conflicting
ones: There are many common interests for both sides, not just opposing interests.
Remember that learning about their interests is just as important as learning about our
own interests.
4. How do you identify interests? The benefit of looking behind positions for interests is
clear. How to go about it is less clear. A position is likely to be concrete and explicit;
the interests underlying it may well be unexpressed, intangible, and perhaps
 inconsistent. How do you go about understanding the interests involved in a
negotiation, reminding you that figuring out their interests will be at least as important
as figuring out yours?
5. Ask “Why?”: Put yourself in their shoes, examine each position they take, and ask
yourself "Why?"
6. Ask “Why not?” and think about their choices: Identify the basic decision that those
on the other side probably see you asking them for,then to ask yourself why they have
not made that decision. What interests of theirs stand in the way? If you are trying to
change their minds, the starting point is to figure out where their minds are now.
7. Realize that each side has multiple interests: In almost every negotiation each side
will have many interests, not just one. You will have not only a strong interest in
affecting any agreement you reach, but also one in effecting an agreement. You will
be simultaneously pursuing both your independent and your shared interests.
8. The most powerful interests are basic human needs: In searching for the basic
interests behind a declared position, look particularly for those bedrock concerns
which motivate all people. If you can take care of such basic needs, you increase the
chance both of reaching agreement and, if an agreement is reached, of the other side's
keeping to it. Basic human needs include: security, economic well-being, a sense of
belonging, recognition and control over one's life
9. Make a list: To sort out the various interests of each side, it helps to write them down
as they occur to you. This will not only help you remember them; it will also enable
you to improve the quality of your assessment as you learn new information and to
place interests in their estimated order of importance. Furthermore, it may stimulate
ideas for how to meet these interests.
10. Talking about interests: The chance of serving your interests increases when you
communicate them. If you want the other side to take your interests into account,
explain to them what those interests are.
11. Make your interests come alive: Inviting the other side to "correct me if I'm wrong"
shows your openness, and if they do not correct you, it implies that they accept your
description of the situation. Part of the task of impressing the other side with your
interests lies in establishing the legitimacy of those interests. You want them to feel
not that you are attacking them personally, but rather that the problem you face
legitimately demands attention. You need to convince them that they might well feel
the same way if they were in your shoes
12. Acknowledge their interests as part of the problem: Each of us tends to be so
concerned with his or her own interests that we pay too little heed to the interests of
others. If you want the other side to appreciate your interests, begin by demonstrating
that you appreciate theirs
13. Put the problem before your answer: If you want someone to listen and understand
your reasoning, give your interests and reasoning first and your conclusions or
proposals later
14. Look forward, not back: You will satisfy your interests better if you talk about where
you would like to go rather than about where you have come from.
15. Be concrete but flexible: To convert your interests into concrete options, ask yourself,
"If tomorrow the other side agrees to go along with me, what do I now think I would
like them to go along with?" To keep your flexibility, treat each option you formulate
as simply illustrative. Think in terms of more than one option that meets your
interests. "Illustrative specificity" is the key concept.
16. Be hard on the problem, soft on the people: Often the wisest solutions are produced
by strongly advocating your interests since it will stimulate each other’s creativity in
thinking up mutually advantageous solutions. However, you should listen to them
with respect, show them courtesy, express your appreciation for their time and effort,
emphasize your concern with meeting their basic needs, and so on. Show them that
you are attacking the problem, not them