ĐÀM PHÁN

1. BACKGROUND FACTORS (Yếu tố nền tảng ảnh hưởng đến Process of NEGO)
- 5 Factors:
● Objectives
● Environment
● Market position => IMPORTANT
● Third parties (such as governments / agents / consultants / subcontractors)
● Negotiators
2. THE PROBLEM OF NEGOTIATION (APPROACH: PHƯƠNG PHÁP)
- 2 Problems:
● Integrative approach: [COOPERATIVE / COLLABORATIVE / WIN-WIN]
> a POSITIVE SUM game (maximum joint)
● Distributive approach: [COMPETITIVE / WIN-LOSE]
> a ZERO SUM game

3. PROCESS OF NEGOTIATON
- 3 Stage
- Stage 1 “PRE - NEGOTIATION”: [IMPORTANT] (3 step)
● Set your objectives (precisely what you want
● to achieve)
● Seek our precedence
● Create series of tradables
● Set your limits
● Collect information
>> Preparation and Planning
- Stage 2 “FACE-TO-FACE NEGOTIATION” (2 step)
● Have several alternatives with an open mind
● The parties should evaluate the alternatives presented by the other party
● Select those that are compatible with their own expectations.
>> The best way is to determine criteria for judging the alternatives and then
rank order each alternative
>> The main issue is to explore the differences in preferences and expectations
 >> Maintaining flexibility between parties and issues is of great importance in
this stage.
- Stage 3 “POST NEGOTIATION” (1step)
● All the terms have been agreed by both parties (A good agreement)
4. STEP OF IN 3 NEGOTIATION PROCESS
- 6 Step:
● Preparation
● Building the relationship
● Exchanging information/first offer
● Persuasion
● Consessions
● Agreement
5. CULTURAL FACTORS
- 4 Factor:
● Time:
● Individual vs. Collective Behavior
● Pattern of Communication
● Emphasis on Personal Relations
6. STRATEGIC FACTORS
- 4 Factor:
● Presentations
● Strategy
● Decision-Making: [nescessary]
● Need for an Agent
7. STYLE / STRATEGY OF NEGOTIATION
- Accomodating: xảy ra trong Đầu tư quốc tế (Cooperative // Objective //
Circumstantial details.
- Competitive: (Distributive result // Zero sum game // Exclusively)
- Collaboration: dựa vào Văn hóa (Intergrative // Joint approach // Mutual )
- Compromise: trong Hợp đồng chớp nhoáng (Rapid agreement // Half way //
Partially satisfactory // Art of the possible)
- Avoidance: tránh né thỏa thuận do đối thủ quá mạnh (No-Win solution //
Ostrich policy)
8. KINDS OF PROBLEMS IN INTERNATIONAL BUSINESS NEGOTIATIONS:
- 4 Kinds:
(1) Language: [good language]
● High context: multiple meanings // Asian and Arabic languages
● Low context: one word - one meaning // Northern European (German,
English) or Scandinavian languages
(2) Nonverbal behaviors: [understand]
● Body movements (Eye contact // Touch)
● Facial expressions
● Body posture (Walk // Sit // Stand // Hold your head)
(3) Values: [Build cross-cultural communication skills]
● Objectivity (Business is business)
● Competitiveness & Equity (Win-Win game)
(4) Thinking and decision-making processes: [Avoid attribution errors]
● Westerners: divide the large task up into a series of smaller tasks //
final agreement being the sum of the sequence of smaller agreements.
● Asian: discussed at once // made on all issues at the end of the
discussion
9. HOFSTEDE’S VALUE DIMENSIONS
- 4 Dimensions:
 ● Power Distance
● Uncertainty Avoidance
● Individualism
● Collectivism: “the organization”

10. HOFSTEDE'S CULTURE DIMENSIONS

- 6 Dimensions:
● Power Distance Index (high versus low) - PDI
● Individualism Versus Collectivism - IDV
● Masculinity Versus Femininity - MAS
● Uncertainty Avoidance Index (high versus low) - UAI
● Long- Versus Short-Term Orientation - PRA ( chép trang 58)

Ex: Japan: Considered a country with a high Long orientation, with a culture
that promotes patience, savings and investment for the future.

United States: Considered a country with a high Short orientation, with a

culture that values freedom, individuality, and quick adaptation to change.

Vietnam: Considered a country with an average Long orientation, with a

culture that promotes harmony, savings and investment in education

● Indulgence Versus Restraint - IVR

11. SIGNIFICANT COMPONENTS OF CULTURE (Thành phần)
- 6 Significant
● Language and communication: Particular language
 ● Institutional and Legal Systems: The public authorities of the host country
● Value Systems: Values in a particular society
● Time Orientations: Attitudes towards time
● Mindsets: Intellectual styles // Mental models
● Relationship Patterns: The style of interaction between people //
decision-making process // Mix human relationships
12. TYPE OF NEGOTIATION
- 4 Types
● Principled negotiation [IMPORTANT]
● Team negotiation
● Multiparty negotiation
● Adversarial negotiation
13. PRINCIPLED NEGOTIATION
- Seeks a winning outcome for parties by bargaining over the interests of both parties,
not on the positions.
- 4 Principle: Mutual gain // Interest // Soft-Hard // Problem-solvers

- 4 Method:
● Separate the PEOPLE from the Problem
● Focus on INTERESTS, not Positions
● Invent OPTIONS for Mutual Gain
● Insist on Using Objective CRITERIA
14. BATNA // ZOPA
- Stand for: Best Alternative To a Negotiated Agreement
- Stand for: Zone of possible agreement
- Set up BATNA:
 ● Develop a list of actions;
● Improve some of the more promising ideas;
● Select, tentatively, the one option that seems best.
15. FORMS OF INTERNATIONAL BUSINESS
● Exports – Imports
● Foreign Direct Investments
● Licensing
● Franchising
● Agency
● Turnkey project
● PPP