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Arab British Academy for Higher Education. 
 
 
www.abahe.co.uk 
 
1
‫ات‬‫ر‬‫ﻣﻬﺎ‬‫اﻟﺘﺴﻮﻳﻖ‬‫اﳋﻤﺴﺔ‬
‫ورﺷﺔ‬‫اﻟﺘﺴﻮﻳﻖ‬
‫ات‬‫ر‬‫اﻟﻤﻬﺎ‬‫اﻟﺘﺴﻮﻳﻘﻴﺔ‬)‫اﻟﻘﻮاﻋﺪ‬‫اﻟﺨﻤﺴﺔ‬‫ﻓﻲ‬‫اﻟﺘﻔﺎوض‬.(
1.‫اﻟﻌﺮض‬‫اﻟﺘﻘﺪﱘ‬‫و‬) :‫إﻛﺴﺮ‬‫اﳊﺎﺟﺰ‬‫اﻟﻨﻔﺴﻲ‬)‫اﳉﻠﻴﺪ‬(‫ﻣﻊ‬‫ﺑﻮن‬‫ﺰ‬‫اﻟ‬‫ﺑﺄﻳﺔ‬‫ﻋﺒﺎرة‬‫ﳐﺘﺼﺮة‬‫ﻋﻦ‬‫ﺣﺴﻦ‬‫اﻻﺳﺘﻘﺒﺎل‬‫وﻗﺒﻮل‬‫ﻳﺎرة‬‫ﺰ‬‫اﻟ‬‫أو‬‫ﺗﻌ‬‫ﺎﻣﻞ‬
‫ﻣﻮﻇﻔﻲ‬‫ﻛﺔ‬‫اﻟﺸﺮ‬‫أو‬‫ﻋﻦ‬‫ﲰﻌﺔ‬‫ﻛﺔ‬‫اﻟﺸﺮ‬‫ﰲ‬‫اﺠﻤﻟﺘﻤﻊ‬(‫ﰒ‬‫ﺑﺪأ‬‫ﻳﻒ‬‫ﺮ‬‫ﺑﺎﻟﺘﻌ‬‫ﻋﻦ‬‫ﺑﻮن‬‫ﺰ‬‫اﻟ‬‫ﺑﺎﻻﺳﻢ‬‫وﻋﻦ‬‫ﻧﻔﺴﻚ‬‫ﻛﺘﻚ‬‫وﺷﺮ‬. 
2.‫اﻹﻗﻨﺎع‬‫اﻟﺘﺄﺛﲑ‬‫و‬:‫ﻣﻦ‬‫ﺧﻼل‬‫ح‬‫ﻃﺮ‬‫اﻳﺎ‬‫ﺰ‬‫اﳌ‬‫وﺗﻌﻈﻴﻢ‬‫اﳌﻨﺎﻓﻊ‬‫ﺑﻮن‬‫ﺰ‬‫ﻟﻠ‬‫اﻟﱵ‬‫و‬‫ﺳﻴﺤﺼﻞ‬‫ﻋﻠﻴﻬﺎ‬‫ﻣﻦ‬‫اﳌﻨﺘﺞ‬‫ﺑﻌﺪ‬‫اﺋﻪ‬‫ﺮ‬‫ﺷ‬. 
3.‫اﻹﺻﻐﺎء‬:‫ﻳﻘﺔ‬‫ﺮ‬‫ﺑﻄ‬‫ﻓﺎﻋﻠﺔ‬‫ﺑﺎﻷذن‬‫اﻟﻌﲔ‬‫و‬‫اﻟﻮﺟﻪ‬‫و‬‫اﻹﳝﺎءات‬‫و‬‫اﻻﺑﺘﺴﺎﻣﺔ‬‫و‬‫اﳌﺘﻼﺣﻘﺔ‬‫دون‬‫ﻣﻘﺎﻃﻌﺔ‬‫ﺑﻮن‬‫ﺰ‬‫اﻟ‬‫إﻻ‬‫ﻋﻨﺪ‬‫اﻟﻀﺮورة‬‫ﺑﻌﺪ‬
‫اﻻﺳﺘﺌﺬان‬. 
4.‫اﻟﺮد‬‫ﻋﻠﻰ‬‫اﺿﺎت‬‫ﱰ‬‫اﻻﻋ‬‫ﺑﻠﻴﺎﻗﺔ‬‫اﺧﺘﺼﺎر‬‫و‬‫وﻓﻖ‬‫ﻣﺒﺪأ‬)‫ﻧﻌﻢ‬‫ﻟﻜﻦ‬‫و‬( . .‫ﻟﻴﺲ‬‫و‬‫ﺑﻜﻠﻤﺔ‬)‫ﻻ‬(‫ادﻋﻢ‬‫و‬‫ﺣﺪﻳﺜﻚ‬‫اﺑﻚ‬‫ﻮ‬‫وﺟ‬‫اﻫﲔ‬‫ﱪ‬‫ﺑ‬
‫وﺣﺎﻓﻆ‬‫ﻋﻠﻰ‬‫ﻫﺪوﺋﻚ‬. 
5.‫اﻹﻏﻼق‬‫اﻟﺒﻴﻌﻲ‬) :‫ﻛﺮر‬‫اﻳﺎ‬‫ﺰ‬‫اﳌ‬‫اﳌﻨﺎﻓﻊ‬‫و‬‫اﻟﺜﻨﺎء‬‫و‬‫ﻋﻠﻰ‬‫ﺑﻮن‬‫ﺰ‬‫اﻟ‬.( 
 
‫ﲨﻴﻊ‬‫اﳊﻘﻮق‬‫ﳏﻔﻮﻇﺔ‬©‫اﻷﻛﺎدﳝ‬‫ﻴﺔ‬‫ﺑﻴﺔ‬‫ﺮ‬‫اﻟﻌ‬‫ﻳﻄﺎﻧﻴﺔ‬‫ﱪ‬‫اﻟ‬‫ﻟﻠﺘﻌﻠﻴﻢ‬‫اﻟﻌﺎﱄ‬ 
 

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