<\/p>\n\n\n\n
Uluslararas\u0131 m\u00fczakere \u00fcstad\u0131 Herb Cohen, \u201cYou Can Negotiate Everything\u201d <\/em>adl\u0131 kitab\u0131nda ; \u201cger\u00e7ek d\u00fcnya, herkesin birbiriyle m\u00fczakereye girdi\u011fi dev bir g\u00f6r\u00fc\u015fme masas\u0131d\u0131r ve kabul edin veya etmeyin, siz de bu m\u00fczakerelerin bir par\u00e7as\u0131s\u0131n\u0131z\u201d<\/em><\/strong> diyor.<\/p>\n\n\n\n \u015e\u00f6yle bir d\u00fc\u015f\u00fcnd\u00fc\u011f\u00fcm\u00fczde, \u00fcstad\u0131n ne kadar hakl\u0131 oldu\u011funu g\u00f6rebiliyoruz.<\/p>\n\n\n\n \u201cM\u00fczakere\u201dyi, \u201cfarkl\u0131 fikirler ve farkl\u0131 ihtiya\u00e7lar \u00fczerinde anla\u015fma imkanlar\u0131n\u0131 g\u00f6rmek i\u00e7in ya\u015fanan ileti\u015fim s\u00fcreci\u201d <\/em>olarak tan\u0131mlayabiliriz.<\/p>\n\n\n\n Ya\u015famda isteyebilece\u011fimiz her \u015fey i\u00e7in \u015fu ya da bu \u015fekilde bir m\u00fczakere s\u00fcrecinden ge\u00e7iyoruz. \u201cPrestij\u201d, \u201c\u00f6zg\u00fcrl\u00fck\u201d, \u201cpara\u201d, \u201cadalet\u201d, \u201cstat\u00fc\u201d, \u201cg\u00fcvenlik\u201d, \u201c\u015f\u00f6hret\u201d, hatta bazen \u201csevgi\u201d\u2026 Bunlar\u0131n her biri i\u00e7in bir m\u00fczakere s\u00fcreci ya\u015famak gerekebiliyor.<\/p>\n\n\n\n \u0130\u015f hayat\u0131na d\u00f6necek olursak, \u00fcretti\u011fimiz mal\u0131 veya hizmeti satarken, sat\u0131n al\u0131rken, hangi sekt\u00f6rde olursa olsun, bir projeye ba\u015flarken, hangi konuda olursa olsun, bir yat\u0131r\u0131ma kalk\u0131\u015f\u0131rken, ne b\u00fcy\u00fckl\u00fckte olursa olsun, bir ortakl\u0131\u011fa giri\u015firken yapt\u0131\u011f\u0131m\u0131z, hatta mensubu oldu\u011fumuz kurumun i\u00e7inde bir \u00e7ok konuda anla\u015fmaya veya ortak bir anlay\u0131\u015fa varmay\u0131 gerektiren \u00e7e\u015fitli durumlarda yapt\u0131\u011f\u0131m\u0131z; \u201cm\u00fczakere\u201dden ba\u015fka bir \u015fey de\u011fil.<\/p>\n\n\n\n \u00d6yleyse \u201cm\u00fczakere\u201d konusu, istisnas\u0131z her i\u015f kolunu ilgilendiriyor.<\/p>\n\n\n\n M\u00fczakere hayat\u0131m\u0131z\u0131n vazge\u00e7ilemez ger\u00e7eklerinden biri oldu\u011funa ve hem \u00f6zel hem de i\u015f hayat\u0131m\u0131zda hepimiz, her g\u00fcn, bir \u015feyleri \u2013do\u011fru veya yanl\u0131\u015f, ba\u015far\u0131yla veya kaybederek\u2013 m\u00fczakere etti\u011fimize g\u00f6re, \u015fu soru ortaya \u00e7\u0131k\u0131yor:<\/p>\n\n\n\n “\u0130yi m\u00fczakere etmek” \u00f6\u011frenilebilir bir yetkinlik midir, yoksa baz\u0131 insanlarda do\u011fu\u015ftan olan, baz\u0131 insanlarda da maalesef bulunmayan -fiziksel \u00f6zellik gibi- bir \u015fey midir?<\/p>\n\n\n\n Yani \u201cne yapay\u0131m, ben de b\u00f6yle yarat\u0131lm\u0131\u015f\u0131m, kaderime raz\u0131y\u0131m\u201d<\/em> m\u0131 denmelidir?<\/p>\n\n\n\n Cevap \u015fu; “\u0130yi m\u00fczakere etmek” \u00f6\u011frenilebilir bir yetkinlik. Riske at\u0131p, \u015fansa veya do\u011fal yetene\u011fe b\u0131rakabilece\u011fimiz, el yordam\u0131yla yap\u0131lacak bir \u015fey de\u011fil. Ciddiye al\u0131nmay\u0131 hak eden bir beceridir. Teori, pratik ve bilginin do\u011fru bile\u015fimi ile m\u00fczakere yetkinliklerimizi olu\u015fturup geli\u015ftirebilmemiz m\u00fcmk\u00fcn.\u201d<\/strong><\/p>\n\n\n\n G\u00fcn\u00fcm\u00fcz\u00fcn k\u00fcreselle\u015fen d\u00fcnyas\u0131nda birbirinden \u00e7ok farkl\u0131 i\u015f yapma tarzlar\u0131, yepyeni i\u015fbirli\u011fi modelleri ve rekabet t\u00fcrleri kar\u015f\u0131m\u0131za \u00e7\u0131k\u0131yor. Bu durumda “iyi m\u00fczakere etmek”, ba\u015far\u0131 i\u00e7in bize laz\u0131m olan en \u00f6nemli i\u015f yetkinliklerinden biri haline geldi. Zaten m\u00fczakere dersinin ABD\u2019nin \u00f6nde gelen \u00fcniversitelerinin MBA programlar\u0131n\u0131n pek \u00e7o\u011funda zorunlu dersler aras\u0131na girmesinin nedeni de bu.<\/p>\n\n\n\n \u00d6\u011frenmenin sonu yok. Okulda g\u00f6rmedi\u011fimiz bir \u00e7ok konudaki becerilerimizi okul sonras\u0131 s\u00fcre\u00e7lerde geli\u015ftirdi\u011fimiz gibi m\u00fczakere becerilerimiz i\u00e7in de bir \u015feyler yapabiliriz.<\/p>\n\n\n\n Son s\u00f6z Dr.Chester Karrass\u2019dan: \u201c\u0130\u015f hayat\u0131nda da \u2013hayatta oldu\u011fu gibi- hak etti\u011finize de\u011fil, m\u00fczakere edebildi\u011finize ula\u015f\u0131rs\u0131n\u0131z\u201d.<\/em><\/strong><\/p>\n\n\n\n <\/p>\n\n\n\n <\/p>\n\n\n\n <\/p>\n\n\n\n <\/p>\n\n\n\n <\/p>\n\n\n\n <\/p>\n\n\n\n <\/p>\n","protected":false},"excerpt":{"rendered":" Uluslararas\u0131 m\u00fczakere \u00fcstad\u0131 Herb Cohen, \u201cYou Can Negotiate Everything\u201d adl\u0131 kitab\u0131nda ; \u201cger\u00e7ek d\u00fcnya, herkesin birbiriyle m\u00fczakereye girdi\u011fi dev bir g\u00f6r\u00fc\u015fme masas\u0131d\u0131r ve kabul edin veya etmeyin, siz de bu m\u00fczakerelerin bir par\u00e7as\u0131s\u0131n\u0131z\u201d diyor. \u015e\u00f6yle bir…<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[2],"tags":[],"_links":{"self":[{"href":"https:\/\/www.kazandiranmuzakere.com\/index.php\/wp-json\/wp\/v2\/posts\/11"}],"collection":[{"href":"https:\/\/www.kazandiranmuzakere.com\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.kazandiranmuzakere.com\/index.php\/wp-json\/wp\/v2\/types\/post"}],"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=11"}],"version-history":[{"count":0,"href":"https:\/\/www.kazandiranmuzakere.com\/index.php\/wp-json\/wp\/v2\/posts\/11\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.kazandiranmuzakere.com\/index.php\/wp-json\/wp\/v2\/media?parent=11"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.kazandiranmuzakere.com\/index.php\/wp-json\/wp\/v2\/categories?post=11"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.kazandiranmuzakere.com\/index.php\/wp-json\/wp\/v2\/tags?post=11"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}