NEGOTIATION SKILLS TRAINING FOR STUDENTS IN THE HUMAN RESOURCES

Transcription

1 THE MINISTRY OF EDUCATION AND TRAINING THE VIETNAM INSTITUTE OF EDUCATIONAL SCIENCES DO KHANH NAM NEGOTIATION SKILLS TRAINING FOR STUDENTS IN THE HUMAN RESOURCES Major: THEORY AND HISTORY OF EDUCATION Code: SUMMARY OF DOCTORAL THESIS Hanoi

2 This thesis has been completed at the Vietnam Institute of Education Sciences The scientific advisors: Ass. Prof. PhD. Nguyen Thanh Binh Opponent 1: Opponent 2: Opponent 3: PhD. Luu Thu Thuy This thesis will be defended in front of the Examination Board at the Vietnam Institute of Educational Sciences, No.101Tran Hung Dao Street, Hanoi. At... date... Month...year... This thesis can be found at: - The National Library - The Library of the Vietnam Institute of Educational Sciences - 2

3 PREAMBLE 1. Urgency of the problem studied 1.1. Negotiation process taking place everywhere, in all areas (economic, cultural, social...), in every person, in every family, neighbor relations, in business offices, in the ministries, in every country, in the region and globally Every human being is a subject capable cognitive, personality, attitudes, hobbies. But every human being can not exist alone should have to seek agreement, cooperate with others to co-exist. Therefore, dialogue, negotiation has always been alternatives to conflict, confrontation with violence Through fact-finding mission, universities are now trained in human resource management, the construction program has not taken into negotiation skills training program and when determining the outcomes have not mentioned. Teachers in the teaching process less concerned with the formation and development of negotiation skills for students, so the negotiation skills of students is low. So, putting the negotiation skills training program in assessment and in outcomes is becoming ever more urgent The 21st century is called the "era of the economy based on skills" (Skills Based Economy - information from the World Bank). Professional activities of each person depends on the hard skills and soft skills. The key to real success is that we must know how to combine both skills. For students of HR, they are the organization, management of human resources in the future, so they need to be equipped with skills to negotiate to resolve the jobs in career fields as well as in life. Stemming from the above reasons, we have chosen the theme "Train negotiation skills for students of human resource management" to research in the hope of contributing to improving the quality of education for students of human resources management capacity of Vietnam universities. 2. Research Objectives On the basis of theoretical studies and practical training on negotiation skills for students of human resource management in the universities, the proposed measures negotiation skills training for students of HR so that students can negotiate effectively, contributing to improving the quality of training of human resources, social needs. 3. Objects and subjects of the dissertation 3.1. The objects The process of negotiation skills training for students of human resource management Subjects The relationship between the modes of negotiation skills training with the results achieved negotiation skills of students in HR. 4. Scientific Hypothesis Student of human resource management skills needed to negotiate to resolve the tasks in the field of human resource management profession as well as in life. If organized negotiation skills training for students experiencing learning process, which ensures equip students to meet and negotiate steps firmly and apply this skill solve problems fundamental in learning, in the field of human resource management profession, in life... with diverse measures in line with the objectives, programs, training content, ensuring outcomes will contribute to improving quality training for students of human resource management of the university, meet the work, the needs of today's society. 3

4 5. Research Tasks 5.1. Develop theoretical basis for negotiation, negotiation skills training for students of human resource management Analysis factual basis of negotiation skills training for students of human resource management at a number of universities today Recommended measures negotiation skills training for students of human resource management; 5.4. Organization empirical measures proposed. 6. Scope of Research - Currently, the University of Hanoi Affairs, University of Labour and Social Affairs, University of Commerce based in Hanoi are trained in human resource management. So we chose to survey schools on to assess the status of the negotiation skills training for students of human resource management; - Carrying out experiments at school: Hanoi University of Internal Affairs; - The scale survey of about students; - Empirical Organization negotiation skills training for students through extracurricular activities in the form of club activities. 7. Research Methods 7.1. Methodology Approach the subject in view of the system, in view of activities and practices The specific research methods Academic research methods The theme uses the methods of analysis, synthesis, systematized, generalized, documents related theory, to develop a theoretical basis for negotiation skills training for students of human resources management at Group practical research methods Survey method using questionnaires, interviews, tests, observation, experimentation, research, case studies, product research activities, expert Data processing methods Using mathematical formulas analyze statistical research results; presentation of research results. The survey data was processed by SPSS in Windows environment, version argument need protection 8.1. Negotiation skills of students in HR associated with value-oriented careers and professional labor skills of students after graduation. They need to use this skill to solve the jobs in career fields as well as in life Negotiation skills of students in HR only formed and developed as it is defined in the standard output, from which teachers organize activities negotiation skills training for students. Standard output of the industry HR training on negotiation skills are oriented to the design program, organization and evaluation of training graduates Organization negotiation skills training for students of human resource management to ensure the principle of experience and need an impact on demand, willpower, their attitude during practice. Practice positive student outcomes determinants of learning process where negotiation skills Train dexterity has required negotiation, just promote skills related M as: communication skills, goal setting, consistency, empathy and sharing, teamwork, 4

5 persuasion, presentation reviews perception, emotional control... well development. Therefore, negotiation skills training needs associated with skills training Other M as a whole. 9. New contributions of the thesis Theoretical: The research results of the thesis was to identify the role of negotiation is a professional skill / capability is important, necessary in training students in human resource management. Thesis supplement and deepen the theoretical basis for negotiation, negotiation skills, the structure of the negotiation skills and characteristics of negotiation skills; Identify the principles, the path, the measures; The process and the steps taken to train negotiation skills for students of human resource management in order to improve the efficiency of training to meet requirements of today's society. At a practical level: - To reflect the reality of the negotiation skills of students in HR are limited, mainly to reach the average level. The organization of negotiation skills training for students of human resource management was spontaneous, not a system, not all copies and influenced by many factors such as subjective and objective needs, perceptions, positiveness of teachers and students; the conditions of space, time and means of teaching... - Negotiation skills to be considered in view of the action, have been linked to many other skills involved coordination and implementation. Among them, including 20 basic soft skills are divided into 4 groups: Group skills target identification; Group communication skills; Group collaboration skills and team skills dispute settlement on the basis of goodwill "Both sides win." - Proposed principles, content and how to implement six measures negotiation skills training for students of human resource management, including: (1) Addition of negotiation skills in managing industry standard output HR to develop content-oriented curriculum and assessment of graduates; (2) Train negotiation skills for students of human resource management in the theoretical lessons; (3) Organizations developing integrated teaching negotiation skills for students; (4) Train negotiation skills associated with activities HR profession; (5) Through the organization of the competition; (6) Through actual operation. The feasibility and effectiveness of the measures taken by professionals, teachers, and students confirmed through an experimental success of the measures proposed at the University of Hanoi Interior. Again shows the meaning, the importance and necessity of negotiation skills for students of human resource management in the career field as well as in life. - The dissertation is the reference needed for education, negotiation skills training for students of human resource management in the universities; while the reference for graduate students, graduate students, teachers in universities. 10. The structure, the layout of the thesis The thesis includes an introduction, four chapters, conclusions, recommendations, list Section the author's works published related to the subject, reference list and appendices. 5

6 Chapter 1 RATIONALE FOR NEGOTIATING SKILLS TRAIN FOR STUDENTS IN THE HUMAN RESOURCES 1.1. Research Overview issues - Skills are developed through the course of operation. In it, knowledge is the foundation, is the necessary condition to forming skills. To practice a particular skill, we need to set out the organizational forms and methods of teaching and appropriate measures to create excitement for learners to participate voluntarily and actively. - By studying the materials at home and abroad, today people are not only concerned about the IQ (Intelligence Quotient: IQ), that more and more attention to EQ (Emotional Quotient: index emotional intelligence). Life skills issues and life skills education has been the domestic and foreign scientific research interest. They not only study the basic theory about life skills and life skills education but also to examine each particular skills to apply it in the lives of humans. One of the skills that are more interested in the study authors that is negotiation skills. However, the research on negotiation skills, new authors to stop the problems of theory and its application in a number of areas of social life including the business sector, the diplomatic, the management and labor relations... Currently, no one works any mention of the formation and development of negotiation skills for students, especially the negotiation skills training for students HR sector. This is an issue left open, should be continued interest in research to improve the quality of training and human resources meet society Some theoretical issues about negotiation skills Negotiation skills - Skills: To date there have been many studies on the skills and provide different concepts, through research we found three trends emerged following the technical skills to manipulate the action or activity; inclined skilled human capacity; skills that behavior. - Negotiate: Negotiate is the act and process, in which two or more parties conduct discussions about the general interest and the remaining points of disagreement, to reach a uniform agreement. - Skills to negotiate: is the process of implementing a voluntary manner based on knowledge, attitudes, behaviors and experiences of the participants had negotiated to conduct exchanges, discussions, discussion in the common interest of the two or more parties, and the remaining points of disagreement to come to a unified agreement to satisfy the needs of the parties to negotiate The structure of the negotiation skills The structure of the negotiation skills including skills component and is divided into 4 groups as follows: Group targeting skills in negotiation - Interpersonal skills needs and desires of partners - Learn motor skills, the attitude of the participants negotiated - Skills to identify targets - Skills define strategies, tactics during negotiations - Skill in working out plans to negotiate and how to solve them Group communication skills in negotiation process - Skills clear language understandable - Ability to present their views in a logical, clear 6

7 - Ability to use non-verbal language - Skills to listen to the opinions of partners - Skills questioned Group collaboration skills in negotiation - Skills to satisfy the needs of the parties to negotiate - Skills objective recognition during negotiations - Skills to persuade partners, share ideas in order to achieve their desired goals - Skills compromise or concession of principle - Decision-making skills Group skills dispute settlement on the basis of goodwill "Both sides win." - Ability to think positive - Skills using negotiations postponed - Skills people use mediation - Handling skills, conflict resolution - Skills and satisfy the purpose of the two sides during the negotiations Features of the negotiation / negotiation process - Negotiation is the process of adjusting the needs of the parties to come to an agreement, they agreed. - Negotiation is the consistency between cooperation and conflict. - Negotiating the competition mutually beneficial. - Negotiations on the basis of law. - Negotiate and science, both as art The steps taken to negotiate Negotiable, 3 specific steps: Preparation; Negotiations; Ended negotiations Some theoretical issues about negotiation skills training for students of HR Train negotiation skills - Train: Train is the practice of repeating the action several times in practice. Train to reach the result is stable and sustainable, does not change even when the operating conditions change. - Hone your skills to negotiate: is the organization of diverse educational activities, rich to stimulate students to participate actively in the process of operation. Thereby, formation and negotiation skill development for students Process of negotiation skills training for students of HR Process of negotiation skills training for students of human resource management can be done in 4 steps: 1) To foster and raise awareness about negotiation skills and negotiation skills training for students of human resource management; 2) Learning the basic negotiation skills (generic Lifeskills); 3) Create real-life situations, encourage students to master and practice negotiation skills; 4) To examine and evaluate the results of negotiation skill training of students in HR The principles and methods of negotiation skills training for students of HR + The principle: The principle experience; Interactive principles. + The method: training; Practise; case studies; Case studies; game The path negotiation skills training for students of HR 7

8 - Through teaching activities; organized labor activity professional experience; collective action; social activities; self-training activities of students Factors that affect the process of negotiation skill training of students in HR - The subjective factors: awareness of teachers and students on negotiation skills; need; spirit; affection; knowledge and wisdom; organized negotiation process. - The objective factors: cultural factors, environmental classrooms, dormitories and society; means and facilities to serve the negotiation skills training; textbooks and reference materials; the amount and composition of students in school groups. Conclusion Chapter 1 1. negotiation skills is a form of action/research activities, learning and experience that. This is a kind of professional skills are necessary for students of human resource management. 2. To form and develop negotiation skills for students of HR should equip students to meet and negotiate steps, including 3 steps: preparation; negotiations; ended negotiations. Negotiation skills have been linked to many other skills involved coordination and implementation. So, practice negotiation skills need to practice a system of related soft skills include 20 elementary skills are divided into 4 groups: Group skills identified goals; Group communication skills; Group collaboration skills and team skills dispute settlement on the basis of goodwill "Both sides win." Skills groups inseparable dialectical impact which together with advocacy and development. 3. Process of negotiation skills training for students of human resource management can be done in 4 steps: 1) To foster and raise awareness about negotiation skills and negotiation skills training for students of human resource management; 2) Learning the basic negotiation skills (generic Lifeskills); 3) Create real-life situations, encourage students to master and practice negotiation skills; 4) To examine and evaluate the results of negotiation skill training of students in HR. 4. Learning activities, extracurricular activities are measures have enormous potential, create opportunities for students to practice negotiation skills. Through this activity, students have the opportunity to experience, is to maintain and develop the relationship between the learner interacts with the learner, among learners with teachers, and other soft skills related negotiation skills are also strengthened and developed. 5. The process of negotiation skills training for students of human resource management is influenced by many factors, including factors subjective and objective elements. Each element has a certain impact on the results of training. So in the process of organizing training, need adequate attention to these factors in order to increase the effective negotiation skills training for students of human resource management. Chapter 2 PRACTICAL BASIS OF NEGOTIATION SKILLS TRAIN STUDENTS FOR HUMAN RESOURCE MANAGEMENT BRANCH 2.1. Practical basis Requirements for students of HR 8

9 Student of human resource management is the management, organization and personnel in the future. Therefore, they need negotiation skills to solve human relationships - people in the labor activities as well as in life To the teacher - Teachers were aware of the importance and the need to practice negotiation skills for students. But now, teachers faced many difficulties when teaching the lesson that integrates the negotiation skills. Therefore, the training, knowledge of negotiation skills, methods and forms of teaching for teachers is essential Program content negotiation skills training for students of HR Currently, the school does not have its own subjects to teach negotiation skills for students of human resource management. So students learn negotiation skills through the integration built into some subjects in the curriculum An overview of the current status survey Surveying purposes In order to assess the status of the negotiation skills and how to have the negotiation skills training for students of the current human resource management of the universities. Since then, the measures proposed negotiation skills training for students of human resource management effectively Survey content - Learn about the awareness of the need to practice negotiation skills and the process of forming negotiation skills for students; - Learn the steps negotiations, the process of teaching-learning about negotiation skills training; - Learn the steps taken to negotiate and factors affecting the negotiation skills training for students of HR Objects and surveyed areas - We carried out a survey by questionnaire to 25 teachers and 698 students are teaching and studying human resource management sector formal university system of three universities: University Affairs Hanoi; University Labour - Society; University of trade Methodology and survey tools - Survey questionnaire teachers and students; Interview with management staff, teachers and students; Observation of student activities The process of surveying the status The status survey process is done in 3 stages: Phase 1: Design and pre-testing; Stage 2: The formal investigation; Phase 3: Processing survey results 2.3. Survey results reality Situation awareness The awareness of teachers and students on negotiations and the need for negotiation skills for HR profession Survey results have 82.3% of the opinions of teachers and 79.5% of students selected is the plan "very necessary" and "unnecessary". This result shows that the majority of teachers and students are aware of the need to practice negotiation skills for students. 9

10 This is a very favorable factor for organizations conducting negotiation skills training for students of human resource management effectively The awareness of teachers and students on the other skills necessary to participate in negotiations We examined eight other essential skills while participating bargaining (skills to cope with stress; planning skills, creative thinking skills, teamwork skills; negotiation skills; skills problem solving, analytical thinking skills synthetic emotional control skills). According to the teachers and students, group work skills and emotional control skills are the two essential skills. Some other skills needed to be considered and should be actively practicing The awareness of teachers and students on the road to negotiation skills Survey results show that 78.6% of the opinions of teachers chose the negotiation skills are formed by many different paths, but mainly through three basic paths: 1) Through teaching process; 2) Train negotiation skills associated with job skills HR; 3) Through practical activities; Up to 62.8% of the opinions of students also choose to follow this plan. Results of the survey on the level of capture the essence of negotiation skills, teacher evaluation has 49.4% of the students to understand the nature, the steps taken to negotiate. But only 38.9% of students can apply negotiation skills to be effective in life Current status of the negotiation skills of students in HR self-assessment of students and teachers The results of assessment of the level of skill development of student bargaining HR Table 2.1. Current status of the negotiation skills of students in HR as assessed by students The skill group participation negotiate 1. Skills Group determines bargaining purposes 2. Group communication skills in negotiation process 3. Group collaboration skills in negotiation 4. Skills Group resolve disputes on the basis of goodwill "Both sides win" Number of students Low Medium High Proportion % Through this table shows, students averaged skills in all 4 groups accounted for 68.3% rate; Students achieving a high level of 12.6%; Students in the lower group occupancy rate of 19.1%. From these results, we go to that, at present negotiating skills of students in HR also weaker level than actual requirements and demands of 10 Number of students Proportion % Number of students Proportion % General

11 professional life. Therefore, the enhancement of skills training measures for students of human resource management is essential issue for universities today Measures Status of negotiation skills training for students of HR Table 2.2. Measures negotiation skills training for students of human resource management through the evaluation of teachers and students (Highest point = 4, the lowest score = 1) Teachers Students Synthetic Training measures 1. Additional negotiating skills to the standard output of the HR industry to guide development ND, CT subjects and assess graduates 2. Organization negotiation skills training in the theoretical hours 3. Organizations developing integrated teaching negotiation skills 4. Organization and negotiation skills training activities associated with HR profession 5. Organization negotiating skills training through contest 6. Organize training negotiation skills through practical activities Number of teachers Mediu m score The level Number of students Mediu m score The level Mediu m score The level General The survey shows the relative consensus among teachers and students to assess the level hierarchical use of measures affecting the negotiation skills training for students of human resource management. In particular, the theory lessons are evaluated using the most No. 1, the No. 2 is held negotiation skills training activities associated with the HR profession, other measures in turn put the the remaining hierarchy (see table 2.2) Status of factors affect the process of negotiation skill training of students in HR Survey results showed that the subjective element from the teachers and students have a more positive impact. As for the external factors that affect lower in negotiation skills training for students of human resource management. 11

12 Conclusion Chapter 2 1. Teachers and students were aware of the importance and necessity of negotiation skills for students of human resource management. This is the basic premise, important organizations facilitate the negotiation skills training for students. Results situational analysis is an important basis for the measures proposed negotiation skills training for students of human resource management in the direction of learning outcomes approach, meet the needs of the labor market, development economic, social and international integration of the country. 2. Currently, students of human resource management has made certain negotiation skills, but mainly to reach the average level. In bargaining activities they have shown some basic skills but not stable, yet high performance. Therefore, failing to meet the requirements of professional activities as well as in life. 3. negotiating skills is an integrated skills including basic skills 20 were divided into 4 groups. Through the survey, we found evaluate the development of the group negotiating skills of students in HR uneven. Looking broadly, the level of development of the group negotiating skills in order of descending from group to group communication skills targeting skills, team collaboration skills and ultimately the team skills disputes on the basis of goodwill "win-win". When negotiations, the soft skills needed to participate and coordinate other. Therefore, the negotiation skills training for students of human resource management will lead to other life skills are also formed and developed. 4. The negotiation skills training for students with advantages and certain difficulties: To the teachers: new teachers stopped providing basic knowledge about negotiation skills to students during school hours rather theoretical attainment, other measures to reach the average level. Inexperienced teachers implement the negotiation skills training for students. Contents of training programs are heavy on theory, practice and practice at real experience. Especially teachers of the school are not interested in the results of negotiation skill training of students in the content evaluation course learning outcomes. To the students: the negotiation skills of the students are formed and developed mainly spontaneous. So they do not grasp the steps taken to negotiate a scientific way. In addition to acquiring the theory in class, students do not have the opportunity to practice negotiation skills through other activities. 5. The formation and development of negotiation skills for students of human resource management is affected by many factors, including the factors subjective and objective elements. However, the subjective factors have an important role, determining the success of the process of negotiation skill training of students. Chapter 3 MEASURES FOR ORGANIZING NEGOTIATING SKILLS TRAIN STUDENTS FOR HUMAN RESOURCE MANAGEMENT BRANCH 3.1. These principles define measures negotiation skills training Ensure purposes Ensure practical Ensure uniformity of measures Ensure effective 3.2. Measures negotiation skills training for students of HR 12

13 Based on a theoretical basis, practical basis presented in chapters 1 and 2, we propose six measures negotiation skills training for students of human resource management Additional skills outcomes negotiated in the HR industry to develop content-oriented curriculum and assessment graduates The purpose and significance of the measures Standard output is the materialization of the objectives of training, it has the function of orientation for the development of training programs in general and specific subjects in particular, is also the basis for building standards and criteria for evaluation of graduates. So, for students of human resource management has been negotiating skills they need additional skills to negotiate outcomes. When negotiating skills exist in the output of industry standard HR thoroughly the new construction of teachers as well as course syllabi implemented effectively; create a development environment negotiation skills to students maximize learning ability, scientific research and establish the business; contribute to the process of improving the quality of human resource training The contents and how to implement Step 1: Determine the type of negotiation skills and professional skills of students of human resource management and put in the output of industry standards. Step 2. Conduct a review of the training of management personnel to determine any course or module has the potential to build the course content to meet learning outcomes Step 3: Organize integrated teaching negotiation skills for students oriented outcomes Step 4: Testing and evaluation of learning outcomes of students towards integration negotiation skills Conditions for implementing measures Negotiation skills training for students of human resource management in the theoretical lessons Purpose and meaning The goal of the theory is that teachers now equip students with the basic knowledge of the negotiation: the concept of bargaining, negotiation skills, negotiation steps, tactics, strategies, principles and basic measures when conducting negotiations; and instructions on how to organize practice negotiation skills in order to improve the efficiency of negotiation skills training for students of human resource management Content and method of implementation: * Content: students learn negotiation skills through the integration of this content in a number of modules, such as the Labour Code; Managing human resource; The principle of labor relations... * How to conduct Step 1: Make the whole class Step 2: Student Organization negotiations Step 3: Review the class Conditions for implementing measures Integration of teaching negotiation skills training for students Purpose and meaning Negotiation skills do not exist in isolation, but it has an intimate relationship with specialized skills. Teachers teaching organization towards integrating both equipped with 13

14 professional knowledge simultaneously negotiating skills training for students. Towards integrated teaching to take advantage of dual time and resources in these disciplines. On the other hand, the integration of the knowledge and negotiation skills training to help students develop a deeper knowledge of the discipline. Through integration with the knowledge to teach negotiation skills training to meet the demands of the course learning outcomes by the teacher in charge, creating opportunities for students to develop skills through activities teaching and learning in the classroom The contents and how to implement measures Step 1: Design Lessons towards integration negotiation skills Step 2: Organize towards integrated teaching negotiation skills Step 3: Integrate, integrate the negotiation skills training for students in teaching in relevant subjects Conditions for implementing measures Negotiation skills training activities associated with HR profession Purpose meaning This measure is the construction of situations to negotiate with content suitable for human resource management profession to students who participate in negotiations, which will form and develop negotiation skills for students The contents and how to implement measures * Content: design the appropriate situations in the field of vocational activities such as human resource management: The recruitment, management of salaries, bonuses and arrange work placements. * How to perform: Step 1: Discover; Step 2: Connect; Step 3: Practice; Step 4: Apply Conditions for implementing measures Negotiation skills training through the organization of competitions Purpose and meaning Aims to promote the movement of learning for students, create a useful playground, creative criteria "Cultivating knowledge, skills shown, very creative." Through the contest, contributing to student-oriented human resource management knowledge, skills and professional qualities required to become a successful human resource management in the future; increase understanding of the profession, the future HR profession; strengthening links between schools, faculties and institutions, training firms The contents and how to implement measures * Content: Construction themed situations associated with human resource management profession, students draw and implement the situation at the request of the jury * How to implement measures - Step 1: Preparation; Step 2: Organizing the contest; step 3: Ending the contest Conditions for implementing measures Train negotiation skills through practical activities Purpose and meaning Through this activity, the negotiation skills of the students to be strengthened and developed and help students confidently participate in negotiations in the area of work as well in later life The contents and how to implement measures 14

15 * Content: To coordinate with agencies and units to choose the topic guide students to participate negotiation. * How to implement measures - Step 1: Prepare the conditions and means for students to participate in practical activities; Step 2: Organize students take practice; Step 3: Wrap-up meeting, from experience Conditions for implementing measures 3.3. The relationship between measures negotiation skills training for students of HR during training Measures negotiation skills training for students of human resource management in the training process that we propose in this thesis has close relationships, interactions mutual support towards the effective negotiation skills training for students of HR achieve the highest efficiency. Conclusion Chapter 3 1. To implement the measures negotiation skills training for students of human resource management in the organization need to thoroughly understand a certain number of principles. These guidelines are aimed at improving the efficiency of measures negotiation skills training for students of human resource management; 2. The negotiation skills training for students was held by many measures (many different types of activities), create more opportunities for students to actively participate in negotiation skills training. Each measure has its own way of organizing, avoid monotonous boring, create excitement for the students to actively participate in training; 3. The subject content negotiation skills training are we determined to be the very real issues, involves specialized training human resource management, close to the daily lives of the students in order understanding raise capital, their knowledge to solve problems easily and efficiently. Through this situation, students get to experience, be familiar, prior to rehearsals after school encountered similar situations easily resolve their good relations by means of negotiation bring success in work and in life; 4. Measures negotiation skills training for students of human resource management in close relationships, interactions, mutual aid. So in the process of training needs and coordinate the implementation of these measures are reasonable. Thereby, students will be consolidated, complete and advanced negotiation skills, and have a multi-dimensional perspective on negotiation skills are essential in human resource management sector, giving them the excitement, passion in the process of learning and training. Chapter 4 EXPERIMENTAL AND EVALUATION OF TEST RESULTS 4.1. The general issue of the pedagogical experiment Experimental purposes Experimentation was conducted to evaluate the feasibility and effectiveness of the measures negotiation skills training for students, as well as verifying the scientific hypothesis Object, time and place of experimentation: We have conducted empirical negotiation skills training for undergraduate students HR Affairs University in Hanoi. Lock in which 58 students experimental 15

16 group (Class K12A) and 60 students of the control group (Class K12B); Lock in which 41 students experimental group (Class K13A) and 43 students of the control group (Class K13B) the selection of experimental and control groups was carried out randomly. Experimental time: From August 3, 2014 to December 10, 2014, with 65-hour experiment The contents and scope of experimentation Experimental content For the experimental group we organize extracurricular activities through measures Train negotiation skills through appropriate situations in the field of operational HR profession. student control group we conduct regular training as prescribed Experimental range Design diversity of situations in content, attractive in form under 5 themes: Regarding the recruitment and staffing; Management of compensation and benefits; Analyst jobs, professions; Expert on project management and support staff; Training management training and organizational development to the negotiation skills training for students Experimental procedure and evaluation Experimental procedure Experimental procedure is performed through three stages as follows: Preparation of empirical, experimental deployment, analysis and evaluate experimental results Identifying standards and rating scale experimental results - Content rated: 1. Students understand the process and the steps taken to negotiate; 2. Assess students use on a regular basis, flexible, effective skills participating in negotiations. The basic skills we are divided into 4 groups: 1) group targeting skills to negotiate; 2) Group communication skills in the negotiation process; 3) team collaboration skills in negotiation; 4) Group skills dispute settlement on the basis of goodwill "Both sides win." This content is evaluated mainly by empirical. - Elevator evaluate experimental results 1. The questionnaire for students: There are questions we point (highest point and lowest point 4 is 1). There are questions we do not point that only the frequency and percentage. Through questionnaires and the handling results to confirm the bargaining power of college students today. 2. Observation: choose 12 important negotiation skills through initial survey and evaluation is still quite limited students to focus observation. Assessment on 3 levels: Good, achieved and not achieved. 3. Look at the bargaining activities: organizing for student mutual self-assessment. Students rated with 3 criteria: 1) The process and the steps taken to negotiate; 2) Use the negotiation skills; 3) Performance bargaining; 4. In-depth interview: to complement quantitative information about negotiation skills training measures and negotiation skills for students of human resource management. This method is conducted in a way to chat with guiding questions. Results depth interviews were analyzed qualitatively. 16

17 5. Case Study: We have used the method on three case studies of students in different regions and different address to confirm more about the feasibility and effectiveness of negotiation skills Selection and training of teachers engaged empirical Thesis authors and collaborators, including teacher of principles of labor relations in the Department of Organization and Human resource management; Labour Law in the Department of State and Legal Affairs of the University of Hanoi Survey procedures and organizational measures negotiated by students before and after the experiment: 4.3. Experimental results analysis Analyzing the results of the progress of the negotiation skills of students in HR according to the student's self-assessment Table 4.1. Results of the group progress negotiating skills of students in HR through measurements The skill group The measurements The parameters 1. Skills Group determines bargaining purposes 2. Group communication skills in negotiation process 3. Group collaboration skills in negotiation 4. Skills Group resolve disputes on the basis of goodwill "Both sides win." 17 Rolling 1 Rolling 2 Average value 3,07 3,78 Standard deviation 0,35 0,35 Value P 0,00 0,00 Average value 3,13 3,87 Standard deviation 0,42 0,37 Value P 0,00 0,00 Average value 2,86 3,79 Standard deviation 0,48 0,34 Value P 0,00 0,00 Average value 2,70 3,76 Standard deviation 0,47 0,33 Value P 0,00 0,00 Average value 2,94 3,80 General assessment Standard deviation 0,45 0,36 Giá trị P 0,00 0,00 Overall Assessment: over 2 times the results before and after the experimental measurements showed that in the first measurement point average (2.94); second measurement time point average (3.80) growth (0.86). University T-test inspection of the results p <0.05 shows the difference between the average of the past two experimental classes very meaningful measure scientifically. Negotiation skills of students are developed not by coincidence that the pedagogical impact process. Table 4.2. Comparing the results of training the negotiation skills of the students and the control experimental classes Skills Group The parameters Previous experiments Medium score Standard deviation After experimental Medium score Standard deviation Value P 1. Skills Group Experiment 3,15 0, ,33 0,00

18 determines bargaining purposes 2. Group communication skills in negotiation process 3. Group collaboration skills in negotiation 4. Skills Group resolve disputes on the basis of goodwill "Both sides win." Control 3,14 0,33 3,29 0,36 0,12 Value P 0,84 0,00 The average difference in value standards 1,50 Experiment 3,29 0,36 3,89 0,37 0,00 Control 3,28 0,31 3,41 0,38 0,21 Value P 0,74 0,00 The average difference in value standards 1,26 Experiment 2,93 0,44 3,87 0,30 0,00 Control 2,89 0,38 3,06 0,39 0,06 Value P 0,84 0,00 The average difference in value standards 2,07 Experiment 2,72 0,45 3,85 0,31 0,00 Control 2,75 0,42 2,84 0,40 0,17 Value P 0,61 0,00 The average difference in value standards 2,52 Comparing the results of the negotiation skills training of two experimental classes and control before and after the experiment we came to the conclusion: the negotiation skills of the experimental class students have a lot more progress than grade controls. This demonstrates that the pedagogical impact that we have done has had a great influence on the progress of the negotiation skills of students in HR. Table 4.3. Comparing the results of the negotiation skills training of the experimental and control classes Previous experiments Medium score Standard deviation After experimental Value P Medium score Standard deviation Experimental Group 3,02 0,33 3,86 0,35 0,00 The control group 3,01 0,32 3,15 0,35 0,06 Values P of T-test 0,89 0,00 The average difference in value standards (SMD) 2,02 Summary: During the experiment the negotiation skills of students in HR have very positive progress and this progress happened not by accident but by the empirical effects of Professor infringement on which we have conducted. This conclusion is also confirmed the correctness of the scientific hypothesis that we set out Analyzing the results of the progress of the negotiation skills of students in HR through observation sheets. Observations showed that: - Students evaluate the experimental class was good proportion of 43.4%; unsatisfactory kind is 46.8%; kind unsatisfactory proportion of 9.8%. 18

19 - Students layer control rate was good: 19.3%; unsatisfactory 30.1%; unsatisfactory 50.6%. Comparing the results of two experimental groups, we learned that, pedagogical experiment had a positive impact on the negotiation skills training of students in HR Analyze the progress on the negotiation skills of students in HR operations through the negotiation Table 4.4. Compare product evaluations before and after negotiation empirical Previous Content rated After experimental experiments Medium score Standard deviation Medium score Standard deviation 1. The process and the steps taken to negotiate Skills Group determines bargaining purposes The group communication skills in negotiation process group collaboration skills in negotiation Group Skills dispute settlement on the basis of goodwill "Both sides win." 6. Performance negotiated General Comment: The results of the operational analysis of the negotiation skills of students in HR have significant progress. The average score of the evaluation criteria that we set out after them experimentally higher than before the experiment. This also proves that experimental impact on the progress the negotiation skills of students in HR Case study We have used the case study method in 3 cases: The first case, students living in rural areas in Thanh Hoa Province; The second case students are ethnic Muong Hoa Binh province; The third case of students belonging to the city of Hanoi. Through research we found that each area students how different perceptions about negotiation skills. They have different behaviors in the process of negotiation. Especially how to communicate, how to bargain and its applications to address situations in daily life of the children is also different General assessment of experimental results - Average skill groups and GPA of the student's skills are developing two groups of students over time negotiation skills training. However, the development of the experimental group students much faster than the control group students. This confirmed that the impact of the measures we have had the effect of promoting the development of negotiation skills of students in HR happen faster. - Trends point standard deviation of both experimental and control groups increased over time but the difference between the two groups is unclear. Cause we've found that many students in the experimental group developed at a rapid pace did for the value of a P 19

20 standard deviation increase the skill group (that is still uneven development between birth members in each skill). - Considering the relative level of each group before and after each impact showed that the difference of the control group is lower than the experimental group. Correlation point before and after the impact of low experimental group than the control group. The above results demonstrate that the measures we build affects students effectively improve their negotiation skills. Conclusion Chapter 4 1. Initial experimental results showed that the measures Train negotiation skills through appropriate situations in the field of operational HR profession to train students to have a positive impact on performance effective negotiation skills training for students of human resource management. Experimental end, the negotiation skills of the students of human resource management has made significant progress in all 4 groups of skills. These analyzes both quantitative and qualitative feasibility is confirmed, the effectiveness of measures negotiation skills training for students of human resource management. 2. The training topics negotiation skills are we determined that the problems associated with professional skills. This is a form of association between theoretical training with practical skills suited career training today's universities. Through addressing specific situations, students are acquainted, are experiencing, how practice negotiation skills in a safe environment in the field of vocational training. This process helps students to gain experience, to master skills after graduation they would solve similar situations occur in the professional field as well as in life. 3. The experimental results have demonstrated how to organize skills training our negotiations fit psycho-physiological characteristics of student ages, high efficiency during training. Negotiation skill levels of students has increased markedly expressed in both quantitative assessment and qualitative. 4. Pedagogical Experimental results also confirmed the practice negotiation skills associated with career skills has stimulated awareness of student discipline, making them a better understanding of the nature of the profession of Management Human. Thereby, the more I love my job and the development of skills to become a renegotiation of favorable conditions to help them achieve higher academic results, confidence in life. CONCLUSIONS AND RECOMMENDATIONS 1. CONCLUSIONS 1. Negotiate a matter of necessity in life, especially in the context of international integration and globalization today. Learning to negotiate is nice to learn to live with others. Therefore, in parallel with the exercise of virtue, political, professional qualifications and professional skills, the negotiation skills training for students of human resource management is a necessary job help students complete personality, confidence to tackle the jobs in career fields as well as in life. 2. Results of the survey the status negotiation skills of students in HR suggests: negotiation skills of students in HR is limited. Therefore, failing to meet the academic requirements and especially in the later career field. The awareness of teachers and students on the need negotiation skills training is relatively sound, but the knowledge and skills necessary to organize practice negotiation skills are still limited, so has limited 20