{"id":292,"date":"2020-04-29T07:14:34","date_gmt":"2020-04-29T07:14:34","guid":{"rendered":"https:\/\/kazandiranmuzakere.wordpress.com\/?page_id=292"},"modified":"2020-04-29T07:14:34","modified_gmt":"2020-04-29T07:14:34","slug":"egitimin-icerigi-ve-yontem","status":"publish","type":"page","link":"https:\/\/www.kazandiranmuzakere.com\/index.php\/egitimin-icerigi-ve-yontem\/","title":{"rendered":"E\u011fitimin \u0130\u00e7eri\u011fi ve Y\u00f6ntem"},"content":{"rendered":"\n<p class=\"has-vivid-red-color has-white-background-color has-text-color has-background has-medium-font-size\"><mark style=\"background-color:rgba(0, 0, 0, 0);\" class=\"has-inline-color has-vivid-red-color\"><strong><a href=\"https:\/\/kazandiranmuzakere.wordpress.com\/online-moduller\/\">(Online Mod\u00fclleri g\u00f6rmek i\u00e7in t\u0131klay\u0131n\u0131z)<\/a><\/strong>        <\/mark>                            <\/p>\n\n\n\n<p><mark style=\"background-color:rgba(0, 0, 0, 0);\" class=\"has-inline-color has-black-color\">A\u015fa\u011f\u0131daki ba\u015fl\u0131klar\u0131n i\u00e7erikleri, kat\u0131l\u0131mc\u0131lar\u0131n edinmesi gereken yetkinlikler ve \u00fczerinde durulacak tekniklerin her biri,\u00a0<strong>video vaka \u00e7al\u0131\u015fmalar\u0131<\/strong>\u00a0ve\u00a0<strong>tart\u0131\u015fmalar<\/strong>\u00a0ile kat\u0131l\u0131mc\u0131lar\u0131n zihninde somutla\u015ft\u0131r\u0131lacakt\u0131r.<br>Her seansta mutlaka kullan\u0131lan vaka \u00e7al\u0131\u015fmalar\u0131, ABD \u201cHarvard Negotiation Project\u201d program\u0131nda yer alan orijinal video vakalar\u0131ndan, T\u00fcrkiye \u00f6zelindeki ger\u00e7ek vakalardan ve yabanc\u0131 sinema-TV filmlerinde canland\u0131r\u0131lan \u00f6rnek m\u00fczakere durumlar\u0131ndan olu\u015fuyor.<\/mark><\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"Aselsan \/ M\u00fczakere E\u011fitimi - Uygulama Gruplar\u0131\" width=\"640\" height=\"360\" src=\"https:\/\/www.youtube.com\/embed\/9qqv3aGWG3Q?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<p><mark style=\"background-color:rgba(0, 0, 0, 0);\" class=\"has-inline-color has-black-color\">E\u011fitim seminerinin ikinci b\u00f6l\u00fcm\u00fcnde kat\u0131l\u0131mc\u0131lar \u00fc\u00e7 ayr\u0131\u00a0<strong>tart\u0131\u015fma kulvar\u0131nda m\u00fczakereci olarak rol ald\u0131klar\u0131 uygulama \u00e7al\u0131\u015fmalar\u0131<\/strong>\u00a0ile e\u011fitim boyunca i\u015fledi\u011fimiz prensipleri, hedefleri ve \u015fartlar\u0131 belirlenmi\u015f m\u00fczakere durumlar\u0131nda kullanarak performanslar\u0131n\u0131 deneme f\u0131rsat\u0131 buluyorlar.<\/mark><\/p>\n\n\n\n<p>&#8211; <mark style=\"background-color:rgba(0, 0, 0, 0);\" class=\"has-inline-color has-black-color\">M\u00fczakere Tan\u0131mlar\u0131, T\u00fcrleri \/ Neden M\u00fczakere Ederiz? \/ M\u00fczakerenin Planlanmas\u0131  \/ M\u00fczakere a\u015famalar\u0131 \u2013 Haz\u0131rl\u0131k Safhas\u0131- S\u00fcrecin G\u00f6zden Ge\u00e7irilmesi \u2013 (Bilgi Toplama- Uyum, Direnme, Stratejilerin Form\u00fcle Edilmesi, Problem \u00c7\u00f6zme, Pazarl\u0131k, Karar verme, Anla\u015fma, Takip)<\/mark><\/p>\n\n\n\n<p><mark style=\"background-color:rgba(0, 0, 0, 0);\" class=\"has-inline-color has-black-color\"><br>&#8211; Sosyal ve K\u00fclt\u00fcrel farkl\u0131l\u0131klar\u0131n M\u00fczakerelere yans\u0131mas\u0131 ve Y\u00f6netimi \/ \u0130nsani \u00d6zellikler; Farkl\u0131 Davran\u0131\u015f Bi\u00e7imleri \/ Alg\u0131sal Farkl\u0131l\u0131klar ve Bunlar\u0131n Y\u00f6netimi \/ Strateji ve Taktikler<\/mark><\/p>\n\n\n\n<p><br>&#8211; <mark style=\"background-color:rgba(0, 0, 0, 0);\" class=\"has-inline-color has-black-color\">\u201cKazan-Kazan\u201d\u0131n \u00d6nemi \/ M\u00fczakerenin Y\u00f6netilmesi \u2013 S\u00fcrd\u00fcr\u00fclmesi \/ M\u00fczakerede \u0130leti\u015fim \/ Ka\u00e7\u0131n\u0131lmas\u0131 Gereken Kelime ve \u0130fadeler ile Bunlar\u0131n Do\u011furaca\u011f\u0131 Tepkiler, \/ Pazarl\u0131k \u2013 \u0130li\u015fki Ayr\u0131m\u0131<\/mark><\/p>\n\n\n\n<p><mark style=\"background-color:rgba(0, 0, 0, 0);\" class=\"has-inline-color has-black-color\"><br>\u0130tirazlar\u0131 Kar\u015f\u0131lama \u2013 Muhalefet \u00c7e\u015fitleri  \/ M\u00fczakerelerde Tarzlar ve Kar\u015f\u0131 Tedbirler \/ M\u00fczakereci Tipleri ve Ba\u015fa \u00c7\u0131kma Yollar\u0131<br>Hileler ve Ba\u015fa \u00c7\u0131kma Yollar\u0131<\/mark><\/p>\n\n\n\n<p><mark style=\"background-color:rgba(0, 0, 0, 0);\" class=\"has-inline-color has-black-color\"><br>M\u00fczakere Yeri ve Etkileri, Ortam\u0131 Kullanma, M\u00fczakere- Ortam Psikolojisi<br>M\u00fczakerede Empati, M\u00fczakeredeki \u201cKodlar\u0131n\u201d Anlamlar\u0131 ve Bunlar\u0131 Okuma Y\u00f6ntemleri.<br>Sat\u0131\u015fta M\u00fczakere \u2013 Tedarik\u00e7iler ile M\u00fczakere<br>M\u00fczakerelerde \u201cG\u00fc\u00e7\u201d, \u201cZaman\u201d ve \u201cBilgi\u201dnin Anlam\u0131 ile M\u00fczakerenin Sonucu \u00dczerindeki Belirleyici Rolleri<br>M\u00fczakerede ba\u015fl\u0131ca \u201cG\u00fc\u00e7 Unsurlar\u0131\u201d ve bunlar\u0131n kullan\u0131lma y\u00f6ntemleri<br>M\u00fczakerede \u00d6d\u00fcn (Taviz) Verme ve Alma Y\u00f6netimi<br>\u0130kna Nedir, Ne De\u011fildir, Hangi Unsurlardan Olu\u015fur \u2013 \u0130kna S\u00fcre\u00e7leri<br>Cialdini \u0130kna Modeli\u2019ni Etkin Olarak Uygulayabilmek (\u00d6rnek Vakalar ile)<br>Etkinin Silahlar\u0131, Kar\u015f\u0131l\u0131kta Bulunma (Reciprocity), Kar\u015f\u0131l\u0131kl\u0131 Taviz \/ Reddetme \/Savunma, Ba\u011fl\u0131l\u0131k ve Tutarl\u0131l\u0131k, H\u0131zl\u0131 \u00e7\u00f6z\u00fcm \/ \u0130\u00e7ten Se\u00e7im, Toplumsal Kan\u0131t \u0130lkesi, \u0130li\u015fki \u2013 Sevgi Etkisi, \u015eartland\u0131rma ve \u0130li\u015fkilendirme<br>Otorite Bask\u0131s\u0131n\u0131n G\u00fcc\u00fc, Azl\u0131k Etkisi (Scarcity), Birka\u00e7 Kural\u0131, Psikolojik Etki<br>\u201cEmpoze\u201d Y\u00f6ntemlerine Kar\u015f\u0131 Tedbirler, M\u00fczakereleri \u00c7\u0131kmazdan Kurtarmak, \u00dcltimatom Sopas\u0131n\u0131 Kald\u0131rmak<br>Ba\u011f\u0131ms\u0131z Standartlar, Opsiyon Yaratma,<br>Anla\u015fmazl\u0131\u011fa Alternatif (BATNA) gibi g\u00fc\u00e7 unsurlar\u0131n\u0131n stratejik kullan\u0131m\u0131<br>M\u00fczakerelerde \u201cPozisyonlar-\u00c7\u0131karlar\u201d \/ \u201c\u0130stekler \u2013 \u0130htiya\u00e7lar \u201c Ayr\u0131m\u0131<br>G\u00fcven ve M\u00fczakere<br>Nerede Hata Yap\u0131yoruz<br>M\u00fczakerede Do\u011fru Bilinen Yanl\u0131\u015flar (\u00d6rnek Vakalar ile)<br>Kaybetme Korkusu ve Kazanma Arzusu ile Ba\u015f Edebilmek<br>Zor \u0130nsanlarla Ba\u015fa \u00c7\u0131kabilmek<br>\u201cKoz\u201d ve \u201cTehdit\u201d Ayr\u0131m\u0131n\u0131n \u0130ncelenmesi<br>M\u00fczakerede \u0130leti\u015fim, Ka\u00e7\u0131n\u0131lmas\u0131 Gereken Kelime ve \u0130fadeler ile Bunlar\u0131n Do\u011furaca\u011f\u0131 Tepkiler,<br>Pazarl\u0131k \u2013 \u0130li\u015fki Ayr\u0131m\u0131<br>\u0130tirazlar\u0131 Kar\u015f\u0131lama \u2013 Muhalefet \u00c7e\u015fitleri<br>M\u00fczakerelerde Tarzlar ve Kar\u015f\u0131 Tedbirler<br>M\u00fczakereci Tipleri ve Ba\u015fa \u00c7\u0131kma Yollar\u0131<br>Hileler ve Ba\u015fa \u00c7\u0131kma Yollar\u0131<br>\u201c\u0130lkeli M\u00fczakereci\u201d ile \u201cYumu\u015fak ve Sert M\u00fczakereci\u201d aras\u0131ndaki yakla\u015f\u0131m farklar\u0131<br>M\u00fczakerede Empati \/ M\u00fczakeredeki \u201cKodlar\u0131n\u201d Anlamlari<br>ve Bunlar\u0131 Okuma Y\u00f6ntemleri.<br>Kritik Hatalar ve Bunlardan Ka\u00e7\u0131nma Yollar\u0131<br>Muhtemel Anla\u015fma Alan\u0131<br>M\u00fczakerenin Sonland\u0131r\u0131lmas\u0131<br>Anla\u015fmay\u0131 Sonu\u00e7land\u0131rmak i\u00e7in Gerekenler<br>\u201cKazan \u2013 Kaybet\u201d\u00e7ileri Saptama ve bunlarla ba\u015fa \u00e7\u0131kma Y\u00f6ntemleri<br>\u201c\u00c7at\u0131\u015fma\u201ddan \u201cUzla\u015fma\u201dya Giden Yol : \u00c7at\u0131\u015fma Y\u00f6netimi<br>Sat\u0131\u015fta M\u00fczakere \u2013 Tedarik\u00e7iler ile M\u00fczakere<br>Sat\u0131nalma M\u00fczakereleri<br>Sat\u0131nalmalarda Kullan\u0131lan taktikler ve Ba\u015fa \u00c7\u0131kma Yollar\u0131<\/mark><\/p>\n","protected":false},"excerpt":{"rendered":"<p>(Online Mod\u00fclleri g\u00f6rmek i\u00e7in t\u0131klay\u0131n\u0131z) A\u015fa\u011f\u0131daki ba\u015fl\u0131klar\u0131n i\u00e7erikleri, kat\u0131l\u0131mc\u0131lar\u0131n edinmesi gereken yetkinlikler ve \u00fczerinde durulacak tekniklerin her biri,\u00a0video vaka \u00e7al\u0131\u015fmalar\u0131\u00a0ve\u00a0tart\u0131\u015fmalar\u00a0ile kat\u0131l\u0131mc\u0131lar\u0131n zihninde somutla\u015ft\u0131r\u0131lacakt\u0131r.Her seansta mutlaka kullan\u0131lan vaka \u00e7al\u0131\u015fmalar\u0131, ABD \u201cHarvard Negotiation Project\u201d&#8230;<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":[],"_links":{"self":[{"href":"https:\/\/www.kazandiranmuzakere.com\/index.php\/wp-json\/wp\/v2\/pages\/292"}],"collection":[{"href":"https:\/\/www.kazandiranmuzakere.com\/index.php\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/www.kazandiranmuzakere.com\/index.php\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/www.kazandiranmuzakere.com\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.kazandiranmuzakere.com\/index.php\/wp-json\/wp\/v2\/comments?post=292"}],"version-history":[{"count":0,"href":"https:\/\/www.kazandiranmuzakere.com\/index.php\/wp-json\/wp\/v2\/pages\/292\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.kazandiranmuzakere.com\/index.php\/wp-json\/wp\/v2\/media?parent=292"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}