{"id":14117,"date":"2021-05-17T11:24:23","date_gmt":"2021-05-17T11:24:23","guid":{"rendered":"https:\/\/www.yuksekbilgili.com\/wordpress\/?p=14117"},"modified":"2024-03-23T08:23:56","modified_gmt":"2024-03-23T05:23:56","slug":"ikna-ve-muzakere-teknikleri-kurumsal-egitimi","status":"publish","type":"post","link":"https:\/\/www.yuksekbilgili.com\/wordpress\/ikna-ve-muzakere-teknikleri-kurumsal-egitimi\/","title":{"rendered":"\u0130kna ve M\u00fczakere Teknikleri E\u011fitimi"},"content":{"rendered":"<div id=\"pl-14117\"  class=\"panel-layout\" ><div id=\"pg-14117-0\"  class=\"panel-grid panel-has-style\" ><div class=\"panel-row-style panel-row-style-for-14117-0\" ><div id=\"pgc-14117-0-0\"  class=\"panel-grid-cell\" ><div id=\"panel-14117-0-0-0\" class=\"so-panel widget widget_sow-headline panel-first-child\" data-index=\"0\" ><div\n\t\t\t\n\t\t\tclass=\"so-widget-sow-headline so-widget-sow-headline-default-3bde6836ba87-14117\"\n\t\t\t\n\t\t><div class=\"sow-headline-container \">\n\t<h1 class='sow-headline'>\u0130kna ve M\u00fczakere Teknikleri E\u011fitimi<\/h1>\t\t\t\t\t<div class=\"decoration\">\n\t\t\t\t\t\t<div class=\"decoration-inside\"><\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div><\/div><\/div><div id=\"panel-14117-0-0-1\" class=\"so-panel widget widget_media_image\" data-index=\"1\" ><div class=\"panel-widget-style panel-widget-style-for-14117-0-0-1\" ><img width=\"1200\" height=\"600\" src=\"https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/05\/inka.jpg?fit=1200%2C600&amp;ssl=1\" class=\"image wp-image-20634  attachment-full size-full\" alt=\"\" decoding=\"async\" style=\"max-width: 100%; height: auto;\" srcset=\"https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/05\/inka.jpg?w=1200&amp;ssl=1 1200w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/05\/inka.jpg?resize=300%2C150&amp;ssl=1 300w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/05\/inka.jpg?resize=1024%2C512&amp;ssl=1 1024w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/05\/inka.jpg?resize=768%2C384&amp;ssl=1 768w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/05\/inka.jpg?resize=150%2C75&amp;ssl=1 150w\" sizes=\"(max-width: 1200px) 100vw, 1200px\" \/><\/div><\/div><div id=\"panel-14117-0-0-2\" class=\"so-panel widget widget_lsow-accordion\" data-index=\"2\" ><div\n\t\t\t\n\t\t\tclass=\"so-widget-lsow-accordion so-widget-lsow-accordion-default-d75171398898-14117\"\n\t\t\t\n\t\t>\n<div class=\"lsow-accordion style1\" data-toggle=\"true\" data-expanded=\"true\"><div class=\"lsow-panel\" id=\"\"><div class=\"lsow-panel-title\">E\u011fitimin Amac\u0131<\/div><div class=\"lsow-panel-content\"><p>M\u00fczakerelerde kar\u015f\u0131la\u015f\u0131lan sorunlar\u0131n \u00fcstesinden gelmek ve ba\u015far\u0131ya ula\u015fmak i\u00e7in hangi konuda, kiminle ne t\u00fcr bir diyalo\u011fa girmemiz, nelerden ka\u00e7\u0131nmam\u0131z gerekti\u011fini, uygulanmas\u0131 gereken y\u00f6ntem ve ikna taktiklerini \u00f6\u011frenmek, kar\u015f\u0131la\u015ft\u0131\u011f\u0131m\u0131z sorunlar\u0131 \u00e7\u00f6zmek i\u00e7in kar\u015f\u0131 taraf\u0131 tan\u0131mak ve yap\u0131lan m\u00fczakerelerde uzla\u015fmaya varabilmenin y\u00f6ntemleri \u00fczerinde tart\u0131\u015fmak bu e\u011fitimin amac\u0131n\u0131 te\u015fkil etmektedir.<\/p>\n<\/div><\/div><!-- .lsow-panel --><div class=\"lsow-panel\" id=\"\"><div class=\"lsow-panel-title\">E\u011fitim \u0130\u00e7eri\u011fi<\/div><div class=\"lsow-panel-content\"><p>\u0130KNA<br \/>\n\u0130kna Nedir?<br \/>\n\u0130kna \u0130\u00e7in Do\u011fru Dil Kal\u0131plar\u0131<br \/>\n\u0130kna Etmek \u0130\u00e7in Dinlemek<br \/>\n\u0130kna Etmek \u0130\u00e7in Empati<br \/>\n\u0130kna Uygulamas\u0131<br \/>\nTemel \u0130kna Teknikleri<br \/>\nM\u00dcZAKERE TEKN\u0130KLER\u0130<br \/>\nM\u00fczakere Nedir?<br \/>\nM\u00fczakere Durumunun \u00d6zellikleri<br \/>\nM\u00fczakere ve Pazarl\u0131k<br \/>\nM\u00fczakere Alan\u0131<br \/>\nM\u00fczakerede Hatalar<br \/>\nM\u00fczakere Stratejileri<br \/>\nM\u00fczakerede Anahtar Kavramlar:<br \/>\n- BATNA<br \/>\n- ZOPA<br \/>\nTurta Teoremi<br \/>\nKar\u015f\u0131lama Taktikleri<\/p>\n<\/div><\/div><!-- .lsow-panel --><div class=\"lsow-panel\" id=\"\"><div class=\"lsow-panel-title\">Ortam<\/div><div class=\"lsow-panel-content\"><p>Bu e\u011fitimi s\u0131n\u0131f e\u011fitimi veya online olarak alabilirsiniz.<\/p>\n<ul>\n<li><strong>S\u0131n\u0131f e\u011fitimi<\/strong> <strong>2 g\u00fcn<\/strong>,<\/li>\n<li><strong>Online e\u011fitim<\/strong> <strong>2 g\u00fcn <\/strong>s\u00fcrmektedir.<\/li>\n<\/ul>\n<\/div><\/div><!-- .lsow-panel --><div class=\"lsow-panel\" id=\"\"><div class=\"lsow-panel-title\">E\u011fitim Teklifi Al\u0131n<\/div><div class=\"lsow-panel-content\"><p><div class=\"wpforms-container wpforms-container-full\" id=\"wpforms-16027\"><form id=\"wpforms-form-16027\" class=\"wpforms-validate wpforms-form wpforms-ajax-form\" data-formid=\"16027\" method=\"post\" enctype=\"multipart\/form-data\" action=\"\/wordpress\/wp-json\/wp\/v2\/posts\/14117\" data-token=\"32f6520efc25516202bd84484a736ab1\"><noscript class=\"wpforms-error-noscript\">Bu formu bitirebilmek i\u00e7in taray\u0131c\u0131n\u0131zda JavaScript&#039;i etkinle\u015ftirin.<\/noscript><div class=\"wpforms-field-container\"><div id=\"wpforms-16027-field_0-container\" class=\"wpforms-field wpforms-field-name\" data-field-id=\"0\"><label class=\"wpforms-field-label\" for=\"wpforms-16027-field_0\">Ad\u0131n\u0131z Soyad\u0131n\u0131z <span class=\"wpforms-required-label\">*<\/span><\/label><input type=\"text\" id=\"wpforms-16027-field_0\" class=\"wpforms-field-medium wpforms-field-required\" name=\"wpforms[fields][0]\" required><\/div><div id=\"wpforms-16027-field_4-container\" class=\"wpforms-field wpforms-field-name\" data-field-id=\"4\"><label class=\"wpforms-field-label\" for=\"wpforms-16027-field_4\">Kurulu\u015funuzun Ad\u0131 <span class=\"wpforms-required-label\">*<\/span><\/label><input type=\"text\" id=\"wpforms-16027-field_4\" class=\"wpforms-field-medium wpforms-field-required\" name=\"wpforms[fields][4]\" required><\/div><div id=\"wpforms-16027-field_1-container\" class=\"wpforms-field wpforms-field-email\" data-field-id=\"1\"><label class=\"wpforms-field-label\" for=\"wpforms-16027-field_1\">Email Adresiniz <span class=\"wpforms-required-label\">*<\/span><\/label><input type=\"email\" id=\"wpforms-16027-field_1\" class=\"wpforms-field-medium wpforms-field-required\" name=\"wpforms[fields][1]\" required><\/div><div id=\"wpforms-16027-field_3-container\" class=\"wpforms-field wpforms-field-text\" data-field-id=\"3\"><label class=\"wpforms-field-label\" for=\"wpforms-16027-field_3\">Telefon Numaran\u0131z <span class=\"wpforms-required-label\">*<\/span><\/label><input type=\"text\" id=\"wpforms-16027-field_3\" class=\"wpforms-field-medium wpforms-field-required\" name=\"wpforms[fields][3]\" required><\/div><div id=\"wpforms-16027-field_5-container\" class=\"wpforms-field wpforms-field-checkbox\" data-field-id=\"5\"><label class=\"wpforms-field-label\" for=\"wpforms-16027-field_5\">E\u011fitim Ortam\u0131 <span class=\"wpforms-required-label\">*<\/span><\/label><ul id=\"wpforms-16027-field_5\" class=\"wpforms-field-required\"><li class=\"choice-1 depth-1\"><input type=\"checkbox\" id=\"wpforms-16027-field_5_1\" name=\"wpforms[fields][5][]\" value=\"S\u0131n\u0131f \u0130\u00e7i E\u011fitim\" required ><label class=\"wpforms-field-label-inline\" for=\"wpforms-16027-field_5_1\">S\u0131n\u0131f \u0130\u00e7i E\u011fitim<\/label><\/li><li class=\"choice-2 depth-1\"><input type=\"checkbox\" id=\"wpforms-16027-field_5_2\" name=\"wpforms[fields][5][]\" value=\"Canl\u0131 \/ \u00c7evirimi\u00e7i E\u011fitim\" required ><label class=\"wpforms-field-label-inline\" for=\"wpforms-16027-field_5_2\">Canl\u0131 \/ \u00c7evirimi\u00e7i E\u011fitim<\/label><\/li><li class=\"choice-3 depth-1\"><input type=\"checkbox\" id=\"wpforms-16027-field_5_3\" name=\"wpforms[fields][5][]\" value=\"Video E\u011fitim\" required ><label class=\"wpforms-field-label-inline\" for=\"wpforms-16027-field_5_3\">Video E\u011fitim<\/label><\/li><\/ul><\/div><div id=\"wpforms-16027-field_2-container\" class=\"wpforms-field wpforms-field-textarea\" data-field-id=\"2\"><label class=\"wpforms-field-label\" for=\"wpforms-16027-field_2\">Teklifini \u0130stedi\u011finiz Di\u011fer E\u011fitimler<\/label><textarea id=\"wpforms-16027-field_2\" class=\"wpforms-field-medium\" name=\"wpforms[fields][2]\" ><\/textarea><\/div><\/div><div class=\"wpforms-submit-container\"><input type=\"hidden\" name=\"wpforms[id]\" value=\"16027\"><input type=\"hidden\" name=\"wpforms[author]\" value=\"1\"><button type=\"submit\" name=\"wpforms[submit]\" id=\"wpforms-submit-16027\" class=\"wpforms-submit\" data-alt-text=\"G\u00f6nderiliyor...\" data-submit-text=\"G\u00f6nder\" aria-live=\"assertive\" value=\"wpforms-submit\">G\u00f6nder<\/button><img src=\"https:\/\/www.yuksekbilgili.com\/wordpress\/wp-content\/plugins\/wpforms-lite\/assets\/images\/submit-spin.svg\" class=\"wpforms-submit-spinner\" style=\"display: none;\" width=\"26\" height=\"26\" alt=\"Y\u00fckleniyor\"><\/div><\/form><\/div>  <!-- .wpforms-container --><\/p>\n<p>T\u00fcm e\u011fitim taleplerinizi <a href=\"mailto:info@yuksekbilgili.com\">info@yuksekbilgili.com<\/a> adresine iletebilirsiniz.<\/p>\n<\/div><\/div><!-- .lsow-panel --><\/div><!-- .lsow-accordion --><\/div><\/div><div id=\"panel-14117-0-0-3\" class=\"so-panel widget widget_lsow-accordion panel-last-child\" data-index=\"3\" ><div\n\t\t\t\n\t\t\tclass=\"so-widget-lsow-accordion so-widget-lsow-accordion-default-d75171398898-14117\"\n\t\t\t\n\t\t>\n<h3 class=\"widget-title\">Konu \u0130le \u0130lgili Makaleler<\/h3><div class=\"lsow-accordion style1\" data-toggle=\"true\" data-expanded=\"true\"><div class=\"lsow-panel\" id=\"\"><div class=\"lsow-panel-title\">Kar\u015f\u0131l\u0131kl\u0131l\u0131k \u0130lkesi<\/div><div class=\"lsow-panel-content\"><p><strong>\u2013 Dr.Zeki Y\u00dcKSEKB\u0130LG\u0130L\u0130 \u2013<\/strong><\/p>\n<div class=\"wp-block-image\">\n<figure class=\"alignleft size-full is-resized\"><img class=\"wp-image-15288 entered litespeed-loaded\" src=\"https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/09\/karsiklilik-ilkesi-1.jpg?resize=407%2C407&amp;ssl=1\" sizes=\"(max-width: 407px) 100vw, 407px\" srcset=\"https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/09\/karsiklilik-ilkesi-1.jpg?w=650&amp;ssl=1 650w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/09\/karsiklilik-ilkesi-1.jpg?resize=300%2C300&amp;ssl=1 300w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/09\/karsiklilik-ilkesi-1.jpg?resize=150%2C150&amp;ssl=1 150w\" alt=\"\" width=\"407\" height=\"407\" data-lazyloaded=\"1\" data-src=\"https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/09\/karsiklilik-ilkesi-1.jpg?resize=407%2C407&amp;ssl=1\" data-srcset=\"https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/09\/karsiklilik-ilkesi-1.jpg?w=650&amp;ssl=1 650w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/09\/karsiklilik-ilkesi-1.jpg?resize=300%2C300&amp;ssl=1 300w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/09\/karsiklilik-ilkesi-1.jpg?resize=150%2C150&amp;ssl=1 150w\" data-sizes=\"(max-width: 407px) 100vw, 407px\" data-ll-status=\"loaded\" \/><\/figure>\n<\/div>\n<p>1974 y\u0131l\u0131nda bir sosyolog olan Phillip Kunz, evine gelen y\u0131lba\u015f\u0131 tebrik kartlar\u0131ndan esinlenerek bir deney tasarlad\u0131<a href=\"https:\/\/www.yuksekbilgili.com\/wordpress\/karsiklilik-ilkesi\/#_ftn1\">[1]<\/a>, civar\u0131nda oturan, hi\u00e7 tan\u0131mad\u0131\u011f\u0131 600 ailenin adreslerini tespit etti ve bu ailelere her y\u0131lba\u015f\u0131 el yaz\u0131s\u0131 ile tebrik mektuplar\u0131 yollad\u0131. Sonu\u00e7lar ilgin\u00e7ti; \u00f6nce 15-20 daha sonra 200 aileden cevap gelmeye ba\u015flad\u0131. Cevaplar detayl\u0131yd\u0131 \u2013bazen 3 hatta 4 sayfa-, aile ile ilgili foto\u011fraflar i\u00e7eriyordu. Kunz, tamamen yabanc\u0131 bir ki\u015fiye niye bu kadar \u00f6zel bilginin yolland\u0131\u011f\u0131n\u0131, niye bu kadar detayl\u0131 yaz\u0131ld\u0131\u011f\u0131n\u0131 incelemeye ba\u015flad\u0131.<\/p>\n<p>Kunz\u2019un cevab\u0131 ise, Arizona State \u00dcniversitesinde \u00e7al\u0131\u015fan Robert Cialdini taraf\u0131ndan verilmi\u015fti; kar\u015f\u0131l\u0131kl\u0131l\u0131k ilkesi. K\u0131saca tan\u0131mlamak gerekirse, \u0130nsanlar iyili\u011fi iyilikle kar\u015f\u0131lama, kendilerine yap\u0131lan bir ho\u015flu\u011fu kar\u015f\u0131l\u0131ks\u0131z b\u0131rakmama e\u011filimindedirler. Dolay\u0131s\u0131yla bizler, kendimize yap\u0131lan iyili\u011fi iyilik ile kar\u015f\u0131lar\u0131z, bize do\u011fum g\u00fcn\u00fcnde hediye alan arkada\u015f\u0131m\u0131za biz de hediye al\u0131r\u0131z, bize kutlama mesaj\u0131 yollayan arkada\u015flar\u0131m\u0131za biz de kutlama mesajlar\u0131 yollar\u0131z.<\/p>\n<p>Cialdini bir deneyde<a href=\"https:\/\/www.yuksekbilgili.com\/wordpress\/karsiklilik-ilkesi\/#_ftn2\">[2]<\/a>\u00a0bu ilkenin ne kadar etkili ortaya koymu\u015ftur. Bir restoranda, yemek sonras\u0131 hesap getiren garsonlar \u00f6nce sadece hesab\u0131, sonra s\u0131ras\u0131yla hesapla birlikte bir ve daha sonra iki tane nane \u015feker ile hesab\u0131 birlikte getirmi\u015fler ve bah\u015fi\u015f miktar\u0131 \u00f6l\u00e7\u00fcmlenmi\u015ftir. Bir nane \u015fekeri verildi\u011finde bah\u015fi\u015flerin % 3, iki nane \u015fekeri verildi\u011finde ise % 14 artt\u0131\u011f\u0131 g\u00f6zlemlenmi\u015ftir. (Ayn\u0131 deneyde bir farkl\u0131 bak\u0131\u015f a\u00e7\u0131s\u0131 denenmi\u015f, garson tek bir nane \u015fekerini hesap ile beraber sunduktan sonra duraksay\u0131p geri d\u00f6nerek \u201cSiz tatl\u0131 m\u00fc\u015fteriler i\u00e7in bir tane de benden\u201d diyerek b\u0131rakt\u0131\u011f\u0131 ikinci nane \u015fekeri sonucunda ise bah\u015fi\u015fin %23 oran\u0131nda artt\u0131\u011f\u0131 ortaya koyulmu\u015ftur).<\/p>\n<p>Asl\u0131nda, bu tekni\u011fi t\u00fcm perakende kullan\u0131r; bir ma\u011fazaya girdi\u011fimizde sat\u0131\u015f dan\u0131\u015fman\u0131n\u0131n bizi kar\u015f\u0131lamas\u0131n\u0131n, bizimle ilgilenmesinin, sohbet etmesinin,\u00a0 temel sebeplerinden biri de budur.<\/p>\n<p>Gelelim bizlere\u2026 Bug\u00fcnlerde bir\u00e7ok i\u015fletme m\u00fc\u015fterilerini ikna etmekte zorlan\u0131yor. Malum ekonomik ko\u015fullar sebebi ile m\u00fc\u015fteriler sat\u0131n almalar\u0131 erteleme davran\u0131\u015flar\u0131 sergiliyorlar. Dolay\u0131s\u0131yla onlar\u0131 sat\u0131n almaya ikna etmek gittik\u00e7e daha da zorla\u015f\u0131yor. \u0130\u015fte bu a\u015famada, kar\u015f\u0131l\u0131kl\u0131l\u0131k ilkesi devreye giriyor; m\u00fc\u015fterileri ikna etmek i\u00e7in onlar\u0131 bor\u00e7lu b\u0131rak\u0131n ve onlar da kar\u015f\u0131l\u0131klar\u0131n\u0131 sat\u0131n alma yaparak versinler\u2026 \u0130\u015fletmeniz olarak verebilecekleriniz s\u0131n\u0131rs\u0131z olabilir. Bu promosyon malzemelerinden, vade uzatmaya kadar giden uzun \u00e7e\u015fitlilik \u00fczerinde hareket eder. Bunun muhakkak bir maddi kar\u015f\u0131l\u0131\u011f\u0131 olmas\u0131 da gerekmez. \u00d6rne\u011fin m\u00fc\u015fterinize baz\u0131 konularda \u00fccretsiz dan\u0131\u015fmanl\u0131k verebilirsiniz, ihtiyac\u0131 olan konularda \u00fccretsiz e\u011fitimler verebilirsiniz, sorunlar\u0131n\u0131 \u00e7\u00f6zece\u011fine inand\u0131\u011f\u0131n\u0131z bir e-kitap yollayabilirsiniz.<\/p>\n<p>Unutmay\u0131n; iyili\u011fi ilk yapan olmak, ikna g\u00fcc\u00fcn\u00fc art\u0131r\u0131r.<\/p>\n<hr class=\"wp-block-separator\" \/>\n<p>[1]\u00a0Kunz, Phillip R &amp; Woolcott, Michael \u00a0() Season\u2019s greetings: From my status to yours, Social Science Research, 5 (3): \u00a0269-278 [DOI: https:\/\/doi.org\/10.1016\/0049-089X(76)90003-X]<\/p>\n<p>[2]\u00a0Cialdini, R. B. (1993). Influence: Science and practice (3rd ed.). New York: Harper Collins.<\/p>\n<\/div><\/div><!-- .lsow-panel --><div class=\"lsow-panel\" id=\"\"><div class=\"lsow-panel-title\">Karar Verme S\u00fcrecini Etkilemek<\/div><div class=\"lsow-panel-content\"><p>Yeti\u015fkin bir insan g\u00fcnde ortalama 35.000 adet farkl\u0131 karar veriyor. Cornell University b\u00fcnyesinde Wansink and Sobal taraf\u0131ndan yap\u0131lan bir ara\u015ft\u0131rmaya g\u00f6re her \u00f6\u011f\u00fcnde sadece yemekle ilgili 226,7 farkl\u0131 karar vermek zorunda kal\u0131yoruz (Ne yiyece\u011fiz?, nas\u0131l yiyece\u011fiz?, hangi s\u0131rayla yiyece\u011fiz?, nerede yiyece\u011fiz?, yan\u0131nda ne i\u00e7ece\u011fiz?, kimle yiyece\u011fiz?, nerede oturaca\u011f\u0131z?, sos kullanacak m\u0131y\u0131z?, baharat atacak m\u0131y\u0131z?, hangi baharattan ne kadar ataca\u011f\u0131z?, lezzetli mi? gibi\u2026). Uyand\u0131\u011f\u0131m\u0131z andan itibaren binlerce farkl\u0131 konuda karar vererek hayat\u0131m\u0131za devam ediyoruz.<\/p>\n<p>Sat\u0131\u015f ise tam da bu noktada bizim kararlar\u0131m\u0131z\u0131 etkilemek i\u00e7in var. Sat\u0131c\u0131lar\u0131n temel ama\u00e7lar\u0131 karar s\u00fcre\u00e7lerimizi etkilemekten ibaret, i\u015fte bu y\u00fczden karar s\u00fcre\u00e7lerini etkileyebilen t\u00fcm sat\u0131c\u0131lar sat\u0131\u015f kapatmada standart sat\u0131c\u0131lara g\u00f6re inan\u0131lmaz ba\u015far\u0131lar elde ediyorlar. Peki, karar s\u00fcre\u00e7lerinde ger\u00e7ekten ba\u011f\u0131ms\u0131z m\u0131y\u0131z? Ger\u00e7ekten kararlar\u0131m\u0131z\u0131 kendi ba\u015f\u0131m\u0131za m\u0131 veriyoruz? Ve daha da \u00f6nemlisi bu kararlar etkilenebilir mi?<\/p>\n<p>Bu sorunun cevab\u0131n\u0131 ara\u015ft\u0131ran Dan Ariely harika bir istatistik ile yan\u0131tlamaya \u00e7al\u0131\u015fm\u0131\u015f. A\u015fa\u011f\u0131da bulunan grafik, belirli \u00fclkelerde bulunan s\u00fcr\u00fcc\u00fclerin organ ba\u011f\u0131\u015flama y\u00fczdelerini g\u00f6steriyor. Dikkat ederseniz grafik en az organ ba\u011f\u0131\u015f\u0131 yap\u0131lan s\u00fcr\u00fcc\u00fclerin grupland\u0131r\u0131lmas\u0131 ile olu\u015fturulmu\u015f.<\/p>\n<div class=\"wp-block-image\">\n<figure class=\"alignleft size-large is-resized\"><img class=\"wp-image-11528 entered litespeed-loaded\" src=\"https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/01\/organ-bagisi-grafigi.png?resize=451%2C362&amp;ssl=1\" sizes=\"(max-width: 451px) 100vw, 451px\" srcset=\"https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/01\/organ-bagisi-grafigi.png?w=868&amp;ssl=1 868w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/01\/organ-bagisi-grafigi.png?resize=300%2C242&amp;ssl=1 300w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/01\/organ-bagisi-grafigi.png?resize=768%2C618&amp;ssl=1 768w\" alt=\"\" width=\"451\" height=\"451\" data-lazyloaded=\"1\" data-src=\"https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/01\/organ-bagisi-grafigi.png?resize=451%2C362&amp;ssl=1\" data-srcset=\"https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/01\/organ-bagisi-grafigi.png?w=868&amp;ssl=1 868w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/01\/organ-bagisi-grafigi.png?resize=300%2C242&amp;ssl=1 300w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/01\/organ-bagisi-grafigi.png?resize=768%2C618&amp;ssl=1 768w\" data-sizes=\"(max-width: 451px) 100vw, 451px\" data-ll-status=\"loaded\" \/><\/figure>\n<\/div>\n<p>Grafikte g\u00f6r\u00fclen bu \u00f6nemli fark\u0131n sebebi ne olabilir? K\u00fclt\u00fcr, din, dil, ya\u015fam tarz\u0131, e\u011fitim\u2026 \u00d6zellikle \u00fclkelere dikkat \u00e7ekmek istiyorum, Almanya ve Avusturya her konuda birbirine benzemesine ra\u011fmen, organ ba\u011f\u0131\u015f\u0131 konusunda tamamen z\u0131t \u015fekilde hareket ediyorlar, ayn\u0131 \u015fekilde \u0130sve\u00e7 ve Danimarka, \u0130ngiltere ve Fransa organ ba\u011f\u0131\u015f\u0131 konusunda tam ters \u015fekilde hareket eden \u00fclkeler. \u0130\u015fte fark\u0131n sebebini bulmaya \u00e7al\u0131\u015fan ara\u015ft\u0131rmac\u0131lar en sonunda bu farkl\u0131 yap\u0131n\u0131n ortaya \u00e7\u0131kma sebebinin basit bir formada yatt\u0131\u011f\u0131n\u0131 bulmu\u015flar:<\/p>\n<ul>\n<li>Danimarka, Hollanda, \u0130ngiltere ve Almanya\u2019da, bir s\u00fcr\u00fcc\u00fc ehliyet almak i\u00e7in ba\u015fvuru yapt\u0131\u011f\u0131nda, doldurdu\u011fu formda organ ba\u011f\u0131\u015flama program\u0131na kat\u0131lmak i\u00e7in bir kutucu\u011fu i\u015faretliyor.<\/li>\n<li>Avusturya, Bel\u00e7ika, Fransa, Polonya, Portekiz ve \u0130sve\u00e7\u2019te ise doldurdu\u011fu formda organ ba\u011f\u0131\u015flama program\u0131na kat\u0131lmak istemiyorsa bir kutucu\u011fu i\u015faretliyor.<\/li>\n<\/ul>\n<p>Yani ilk grupta adaylar formdaki kutucu\u011fu i\u015faretlemiyorlar ve programa kat\u0131lm\u0131yorlar, ikinci grupta ise adaylar formu i\u015faretlemiyorlar ve programa kat\u0131l\u0131yorlar.<\/p>\n<p>T\u0131pk\u0131 bu \u00f6rnekte oldu\u011fu gibi, asl\u0131nda \u00f6nemli kararlar\u0131 verirken d\u00fc\u015f\u00fcnd\u00fc\u011f\u00fcm\u00fcz kadar iyi de\u011filiz. B\u00fcy\u00fck sorumluluklar alt\u0131na girmemiz gerekti\u011finde (organ ba\u011f\u0131\u015flamak, \u00f6nemli bir sat\u0131n alma karar\u0131 vermek, do\u011fru tedarik\u00e7iyi se\u00e7mek gibi\u2026) oldu\u011fu gibi b\u0131rakmay\u0131 tercih ediyoruz.<\/p>\n<p>\u015eimdi gelelim sat\u0131c\u0131lara; insanlar\u0131n organ ba\u011f\u0131\u015flamak gibi \u00f6nemli bir karar\u0131nda bile bir formun tasar\u0131m\u0131 kararda etkili olabiliyor, bu y\u00fczden \u00f6zellikle sat\u0131\u015f kapatma a\u015famas\u0131nda sorulan sorulara, sunulan alternatiflere, bu alternatiflerin s\u0131ras\u0131na \u00e7ok dikkat etmek gerekiyor.<\/p>\n<p>Not: Bu konu hakk\u0131nda daha detayl\u0131 bilgi almak isteyenler davran\u0131\u015fsal ekonomi \u00fczerine \u00e7al\u0131\u015fmalar y\u00fcr\u00fcten Dan Ariely\u2019in Optimist Yay\u0131nlar\u0131 taraf\u0131ndan bas\u0131lan \u201cAk\u0131ld\u0131\u015f\u0131 Ama \u00d6ng\u00f6r\u00fclebilir\u201d kitab\u0131na ba\u015fvurabilirler.<\/p>\n<\/div><\/div><!-- .lsow-panel --><div class=\"lsow-panel\" id=\"\"><div class=\"lsow-panel-title\">Se\u00e7im Paradoksu<\/div><div class=\"lsow-panel-content\"><p><strong>\u2013 Dr.Zeki Y\u00dcKSEKB\u0130LG\u0130L\u0130 \u2013<\/strong><\/p>\n<div class=\"wp-block-image\">\n<figure class=\"alignleft size-large is-resized\"><img class=\"wp-image-12041 entered litespeed-loaded\" src=\"https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/02\/secim-paradoksu.jpg?resize=366%2C366&amp;ssl=1\" sizes=\"(max-width: 366px) 100vw, 366px\" srcset=\"https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/02\/secim-paradoksu.jpg?w=626&amp;ssl=1 626w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/02\/secim-paradoksu.jpg?resize=300%2C300&amp;ssl=1 300w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/02\/secim-paradoksu.jpg?resize=150%2C150&amp;ssl=1 150w\" alt=\"\" width=\"366\" height=\"366\" data-lazyloaded=\"1\" data-src=\"https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/02\/secim-paradoksu.jpg?resize=366%2C366&amp;ssl=1\" data-srcset=\"https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/02\/secim-paradoksu.jpg?w=626&amp;ssl=1 626w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/02\/secim-paradoksu.jpg?resize=300%2C300&amp;ssl=1 300w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2021\/02\/secim-paradoksu.jpg?resize=150%2C150&amp;ssl=1 150w\" data-sizes=\"(max-width: 366px) 100vw, 366px\" data-ll-status=\"loaded\" \/><\/figure>\n<\/div>\n<p>Y\u0131llard\u0131r sat\u0131\u015f e\u011fitimlerinde binlerce sat\u0131\u015f profesyoneli ile bir araya gelme \u015fans\u0131m oldu. Bu e\u011fitimler s\u0131ras\u0131nda \u00f6zellikle tecr\u00fcbeli sat\u0131\u015f profesyonellerinin hep ayn\u0131 mant\u0131kla hareket ettiklerini g\u00f6zlemledim; \u201cM\u00fc\u015fteriye \u00e7ok se\u00e7enek sun, zira \u00e7ok se\u00e7enek m\u00fc\u015fteriyi mutlu eder\u201d. Evet, hepimiz \u00e7ok se\u00e7enek aras\u0131ndan se\u00e7im yapmay\u0131 seviyoruz, evet, se\u00e7eneklerin \u00e7ok olmas\u0131n\u0131 istiyoruz, ama ayn\u0131 derecede \u00e7ok olan se\u00e7enekler ne yaz\u0131k ki sat\u0131\u015fa ger\u00e7ekten zarar veriyor.<\/p>\n<p>Konuyu Barry Schwartz \u201cThe Paradox of Choice\u201d kitab\u0131nda \u00e7ok geni\u015f bir \u015fekilde i\u015flemi\u015f ama \u00f6zetlemek gerekirse se\u00e7eneklerin fazla olmas\u0131 d\u00f6rt farkl\u0131 \u015fekilde zarar veriyor;<br \/>\n1- Se\u00e7im yapmak gittik\u00e7e zorla\u015f\u0131yor,<br \/>\n2- Se\u00e7im yapt\u0131\u011f\u0131m\u0131z durumlarda ald\u0131\u011f\u0131m\u0131z haz azal\u0131yor,<br \/>\n3- F\u0131rsat maliyeti,<br \/>\n4- Beklentilerin y\u00fckselmesi.<\/p>\n<p><strong>Se\u00e7im yapmak gittik\u00e7e zorla\u015f\u0131yor<br \/>\n<\/strong>\u201cM\u00fc\u015fteriye sunum yaparken ideal alternatif say\u0131s\u0131 ka\u00e7 olmal\u0131?\u201d, her sat\u0131c\u0131n\u0131n sunum \u00f6ncesi muhakkak kendisine sormas\u0131 gereken harika bir sorudur. Sheena Iyengar taraf\u0131ndan ABD\u2019de yap\u0131lan bir deney asl\u0131na sorunun cevab\u0131n\u0131 bulmam\u0131za yard\u0131mc\u0131 olabilir;<br \/>\nDeney i\u00e7in \u00e7ok fazla \u00e7e\u015fit \u00fcr\u00fcn\u00fcn bulundu\u011fu bir s\u00fcpermarket se\u00e7iliyor. S\u00fcpermarketin giri\u015fine bir tad\u0131m stand\u0131 koyuluyor. Deneyin ilk par\u00e7as\u0131nda, standa 24 farkl\u0131 \u00e7e\u015fit re\u00e7el koyuluyor. M\u00fc\u015fteriler istedikleri kadar \u00fcr\u00fcn\u00fc tadabiliyorlar. Sonu\u00e7; ma\u011fazaya girenlerin %60\u2019\u0131 24 farkl\u0131 \u00e7e\u015fit olan standa u\u011fruyorlar. Deneyin ikini k\u0131sm\u0131nda, ayn\u0131 stanttaki re\u00e7el \u00e7e\u015fidi 6\u2019ya indiriliyor. Bu durumda ise, ma\u011fazaya girenlerin %40\u2019\u0131 standa u\u011fruyor. Ama 24 farkl\u0131 \u00e7e\u015fit olan re\u00e7el stand\u0131ndan, standa u\u011frayanlar\u0131n sadece % 3\u2019\u00fc sat\u0131n alma yap\u0131yor. 6 farkl\u0131 \u00e7e\u015fit olan re\u00e7el stand\u0131ndan sat\u0131n alma yapanlar\u0131n oran\u0131 ise % 30. Yani daha \u00e7ok se\u00e7enek, karar vermeyi g\u00fc\u00e7le\u015ftiriyor ve akabinde t\u00fcketici karar vermemeyi se\u00e7iyor. Se\u00e7eneklerin s\u0131n\u0131rl\u0131 olmas\u0131 sat\u0131\u015flar\u0131 artt\u0131r\u0131yor.<\/p>\n<p><strong>Se\u00e7im yapt\u0131\u011f\u0131m\u0131z durumlarda ald\u0131\u011f\u0131m\u0131z haz azal\u0131yor.<br \/>\n<\/strong>Se\u00e7im yapt\u0131\u011f\u0131m\u0131z \u00fcr\u00fcn veya hizmet ile ilgili herhangi bir problemle kar\u015f\u0131la\u015ft\u0131\u011f\u0131m\u0131zda, se\u00e7medi\u011fimiz alternatifin daha iyi oldu\u011fu konusunda kendimizi otomatik olarak inand\u0131r\u0131yoruz. Dolay\u0131s\u0131yla yapt\u0131\u011f\u0131m\u0131z se\u00e7imden dolay\u0131 pi\u015fmanl\u0131k duyuyoruz ve bu pi\u015fmanl\u0131k bizlerin yapt\u0131\u011f\u0131m\u0131z se\u00e7imden elde edece\u011fimiz tatminin azalmas\u0131na sebep oluyor. Yani, ne kadar \u00e7ok alternatif varsa, o se\u00e7imler sonras\u0131nda elde edece\u011fimiz tatmin o kadar azal\u0131yor.<\/p>\n<p><strong>F\u0131rsat maliyeti<br \/>\n<\/strong>Ekonomistler f\u0131rsat maliyetini \u201cherhangi bir mal\u0131n \u00fcretimini bir birim art\u0131rmak i\u00e7in ba\u015fka bir maldan vazge\u00e7ilmesi, feragatta bulunulmas\u0131 gereken mal ve\/veya kazan\u00e7 miktar\u0131 ya da ba\u015fka bir deyi\u015fle iktisadi bir se\u00e7im yap\u0131l\u0131rken vazge\u00e7ilmek zorunda kal\u0131nan ikinci en iyi alternatif\u201d olarak a\u00e7\u0131kl\u0131yorlar. Her se\u00e7imin bir f\u0131rsat maliyeti vard\u0131r. Hepimiz \u2013bilin\u00e7sizce- bir se\u00e7im yapt\u0131ktan sonra f\u0131rsat maliyetini akl\u0131m\u0131za getirip kar\u015f\u0131la\u015ft\u0131rma yap\u0131yoruz. Yani f\u0131rsat maliyeti her zaman hazdan \u00e7al\u0131yor. Do\u011fal olarak alternatiflerin say\u0131s\u0131 \u00e7ok olunca da, bu alternatiflerin kendine has \u00f6zellikleri (bizim se\u00e7imimizde olmayan) bize f\u0131rsat maliyeti olarak yans\u0131yor.<\/p>\n<p><strong>Beklentilerin y\u00fckselmesi<br \/>\n<\/strong>Alternatiflerin \u00e7o\u011falmas\u0131, beklentilerimizin de artmas\u0131na yol a\u00e7\u0131yor. Her se\u00e7enek ile yeni bir \u00f6zellik ortaya \u00e7\u0131kt\u0131\u011f\u0131ndan, bu \u00f6zelliklere ihtiyac\u0131m\u0131z olmasa da istek duymaya ba\u015fl\u0131yoruz ve bu da beklentilerimizin artmas\u0131na sebep oluyor.<\/p>\n<p>K\u0131saca, se\u00e7eneklerinizi g\u00f6zden ge\u00e7irin, sadele\u015ftirin, azalt\u0131n. Aksi halde mutsuz m\u00fc\u015fterilerinizin say\u0131s\u0131 artacak.<\/p>\n<\/div><\/div><!-- .lsow-panel --><div class=\"lsow-panel\" id=\"\"><div class=\"lsow-panel-title\">\u0130kna Teknikleri<\/div><div class=\"lsow-panel-content\"><p>\u0130kna etmek, bir fikri, bir \u00fcr\u00fcn\u00fc veya bir hizmeti ba\u015fkalar\u0131na kabul ettirmek veya onlar\u0131 belirli bir eylemi ger\u00e7ekle\u015ftirmeye ikna etmek anlam\u0131na gelir. \u0130\u015f d\u00fcnyas\u0131ndan g\u00fcnl\u00fck ya\u015fama kadar bir\u00e7ok alanda, etkili bir \u015fekilde ikna etmek, ba\u015far\u0131 i\u00e7in \u00f6nemli bir beceridir. Bu makalede, ikna tekniklerini ele alacak ve ba\u015far\u0131l\u0131 ileti\u015fim i\u00e7in kullan\u0131labilecek stratejileri ve \u00f6rnekleri inceleyece\u011fiz.<\/p>\n<hr class=\"wp-block-separator has-alpha-channel-opacity\" \/>\n<h3>\u0130kna Tekniklerinin \u00d6nemi<\/h3>\n<p>\u0130kna etme, i\u015f d\u00fcnyas\u0131nda liderlik, sat\u0131\u015f, m\u00fc\u015fteri ili\u015fkileri, pazarlama ve daha bir\u00e7ok alanda kritik bir beceridir. \u0130\u015fletmeler, m\u00fc\u015fterileri, ortaklar\u0131 ve \u00e7al\u0131\u015fanlar\u0131 ikna ederek hedeflerine ula\u015fabilirler. Ancak, etkili bir \u015fekilde ikna etmek, sadece s\u00f6zlerle de\u011fil, ayn\u0131 zamanda g\u00fc\u00e7l\u00fc ileti\u015fim ve do\u011fru stratejilerle de ilgilidir.<\/p>\n<h3>\u0130kna Teknikleri ve Stratejileri<\/h3>\n<h4>1.\u00a0<strong>Empati Kurma<\/strong><\/h4>\n<p>Empati, kar\u015f\u0131 taraf\u0131n bak\u0131\u015f a\u00e7\u0131s\u0131n\u0131 anlama ve onlar\u0131n duygular\u0131n\u0131 anlama yetene\u011fidir. \u0130kna etme s\u00fcrecinde, kar\u015f\u0131 taraf\u0131 anlamak ve onlar\u0131n ihtiya\u00e7lar\u0131na uygun bir \u00e7\u00f6z\u00fcm sunmak, g\u00fcven ve i\u015fbirli\u011fi olu\u015fturur.<\/p>\n<p><em>\u00d6rnek<\/em>: Bir m\u00fc\u015fteri, bir \u00fcr\u00fcn veya hizmeti sat\u0131n almak istemedi\u011fini belirtir. Sat\u0131\u015f temsilcisi, m\u00fc\u015fterinin endi\u015felerini anlar ve ona uygun bir \u00e7\u00f6z\u00fcm sunarak (\u00f6rne\u011fin, ek bir indirim veya ek hizmetler) ikna etmeye \u00e7al\u0131\u015f\u0131r.<\/p>\n<h4>2.\u00a0<strong>Kan\u0131t Sunma<\/strong><\/h4>\n<p>\u0130kna etme s\u00fcrecinde, sunulan iddialar\u0131n desteklenmesi \u00f6nemlidir. Kan\u0131tlar, istatistikler, m\u00fc\u015fteri referanslar\u0131, \u00f6rnek vakalar veya uzman g\u00f6r\u00fc\u015fleri gibi \u00e7e\u015fitli \u015fekillerde sunulabilir.<\/p>\n<p><em>\u00d6rnek<\/em>: Bir \u015firket, \u00fcr\u00fcnlerinin kalitesini vurgulamak i\u00e7in m\u00fc\u015fteri memnuniyet anket sonu\u00e7lar\u0131n\u0131 veya end\u00fcstri standartlar\u0131n\u0131 g\u00f6sterebilir.<\/p>\n<h4>3.\u00a0<strong>Etkili \u0130leti\u015fim<\/strong><\/h4>\n<p>Etkili ileti\u015fim, kar\u015f\u0131 taraf\u0131n anlamas\u0131n\u0131 sa\u011flamak ve mesaj\u0131n net ve a\u00e7\u0131k bir \u015fekilde iletilmesini sa\u011flamak i\u00e7in \u00f6nemlidir. Do\u011fru tonlama, v\u00fccut dili ve dil kullan\u0131m\u0131, ikna etme s\u00fcrecini olumlu y\u00f6nde etkiler.<\/p>\n<p><em>\u00d6rnek<\/em>: Bir lider, \u00e7al\u0131\u015fanlar\u0131na yeni bir proje hakk\u0131nda bilgi verirken, net ve anla\u015f\u0131l\u0131r bir dil kullanarak, proje hedeflerini ve beklentilerini netle\u015ftirir.<\/p>\n<h4>4.\u00a0<strong>Kar\u015f\u0131l\u0131kl\u0131 Kazan\u00e7 Yakla\u015f\u0131m\u0131<\/strong><\/h4>\n<p>Kar\u015f\u0131l\u0131kl\u0131 kazan\u00e7 yakla\u015f\u0131m\u0131, taraflar aras\u0131nda bir kazan-kazan durumu yaratmay\u0131 hedefler. Bu yakla\u015f\u0131m, kar\u015f\u0131 taraf\u0131n \u00e7\u0131karlar\u0131n\u0131 anlamak ve ikna etme s\u00fcrecinde onlar\u0131 g\u00f6zetmek anlam\u0131na gelir.<\/p>\n<p><em>\u00d6rnek<\/em>: Bir i\u015f g\u00f6r\u00fc\u015fmesinde, i\u015fveren ve aday aras\u0131nda bir maa\u015f pazarl\u0131\u011f\u0131 yap\u0131l\u0131rken, i\u015fveren aday\u0131n beklentilerini kar\u015f\u0131lamak i\u00e7in esnek bir maa\u015f paketi sunar.<\/p>\n<p>\u0130kna etme, etkili ileti\u015fim ve stratejik d\u00fc\u015f\u00fcnme becerilerini gerektiren kritik bir s\u00fcre\u00e7tir. Empati kurma, kan\u0131t sunma, etkili ileti\u015fim ve kar\u015f\u0131l\u0131kl\u0131 kazan\u00e7 yakla\u015f\u0131m\u0131 gibi teknikler, ba\u015far\u0131l\u0131 ikna etme s\u00fcrecinin temelini olu\u015fturur. \u0130\u015fletmeler, bu teknikleri kullanarak m\u00fc\u015fterileri, ortaklar\u0131 ve \u00e7al\u0131\u015fanlar\u0131 ikna ederek ba\u015far\u0131ya ula\u015fabilirler.<\/p>\n<\/div><\/div><!-- .lsow-panel --><div class=\"lsow-panel\" id=\"\"><div class=\"lsow-panel-title\">M\u00fczakere Teknikleri<\/div><div class=\"lsow-panel-content\"><figure class=\"wp-block-image size-full\"><img class=\"wp-image-21219 entered litespeed-loaded\" src=\"https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2024\/03\/muzakere.jpg?resize=740%2C493&amp;ssl=1\" sizes=\"(max-width: 740px) 100vw, 740px\" srcset=\"https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2024\/03\/muzakere.jpg?w=740&amp;ssl=1 740w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2024\/03\/muzakere.jpg?resize=300%2C200&amp;ssl=1 300w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2024\/03\/muzakere.jpg?resize=150%2C100&amp;ssl=1 150w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2024\/03\/muzakere.jpg?resize=272%2C182&amp;ssl=1 272w\" alt=\"\" width=\"740\" height=\"740\" data-lazyloaded=\"1\" data-src=\"https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2024\/03\/muzakere.jpg?resize=740%2C493&amp;ssl=1\" data-srcset=\"https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2024\/03\/muzakere.jpg?w=740&amp;ssl=1 740w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2024\/03\/muzakere.jpg?resize=300%2C200&amp;ssl=1 300w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2024\/03\/muzakere.jpg?resize=150%2C100&amp;ssl=1 150w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2024\/03\/muzakere.jpg?resize=272%2C182&amp;ssl=1 272w\" data-sizes=\"(max-width: 740px) 100vw, 740px\" data-ll-status=\"loaded\" \/><\/figure>\n<p>M\u00fczakere, taraflar aras\u0131nda \u00e7\u0131karlar\u0131n\u0131n \u00e7at\u0131\u015ft\u0131\u011f\u0131 durumlarda \u00e7\u00f6z\u00fcm bulmak i\u00e7in yap\u0131lan etkile\u015fimli bir ileti\u015fim s\u00fcrecidir. M\u00fczakere, i\u015f d\u00fcnyas\u0131ndan ki\u015fisel ili\u015fkilere kadar bir\u00e7ok alanda kar\u015f\u0131m\u0131za \u00e7\u0131kabilir. Ba\u015far\u0131l\u0131 bir m\u00fczakere, taraflar aras\u0131nda adil bir anla\u015fman\u0131n sa\u011flanmas\u0131yla sonu\u00e7lan\u0131r ve bu da m\u00fczakere tekniklerinin etkili bir \u015fekilde kullan\u0131lmas\u0131n\u0131 gerektirir. Bu makalede, m\u00fczakere tekniklerini tan\u0131tacak, nas\u0131l kullan\u0131laca\u011f\u0131n\u0131 a\u00e7\u0131klayacak ve \u00f6rneklerle destekleyece\u011fiz.<\/p>\n<hr class=\"wp-block-separator has-alpha-channel-opacity\" \/>\n<h3>B\u00f6l\u00fcm 1: M\u00fczakere Tekniklerine Giri\u015f<\/h3>\n<p>M\u00fczakere teknikleri, taraflar aras\u0131ndaki etkile\u015fimi d\u00fczenlemek ve m\u00fczakere s\u00fcrecini y\u00f6nlendirmek i\u00e7in kullan\u0131lan stratejilerdir. Bu teknikler, taraflar\u0131n \u00e7\u0131karlar\u0131n\u0131 korurken anla\u015fmaya varmalar\u0131n\u0131 kolayla\u015ft\u0131r\u0131r.<\/p>\n<h4>1.1. Kazan-Kazan Yakla\u015f\u0131m\u0131<\/h4>\n<p>Kazan-kazan yakla\u015f\u0131m\u0131, m\u00fczakerelerin taraflar aras\u0131nda adil ve tatmin edici bir sonu\u00e7la sonu\u00e7lanmas\u0131n\u0131 hedefler. Bu yakla\u015f\u0131m, taraflar\u0131n kar\u015f\u0131l\u0131kl\u0131 \u00e7\u0131karlar\u0131n\u0131 g\u00f6z \u00f6n\u00fcnde bulundurur ve ortak bir \u00e7\u00f6z\u00fcm bulmaya odaklan\u0131r.<\/p>\n<p>\u00d6rnek: \u0130ki i\u015fletme, bir i\u015fbirli\u011fi anla\u015fmas\u0131 yapmak i\u00e7in m\u00fczakere ediyor. Her iki i\u015fletme de kendi \u00e7\u0131karlar\u0131n\u0131 korumak istiyor ancak ortak hedeflere ula\u015fmak i\u00e7in i\u015fbirli\u011fi yapmaya istekli. Taraflar, kar\u015f\u0131l\u0131kl\u0131 olarak faydal\u0131 bir anla\u015fma yapmak i\u00e7in bir araya gelir ve sonunda kar\u015f\u0131l\u0131kl\u0131 olarak tatmin edici bir anla\u015fmaya var\u0131rlar.<\/p>\n<h4>1.2. \u0130lk Teklif \u0130lkesi<\/h4>\n<p>\u0130lk teklif ilkesi, m\u00fczakereye bir teklifle ba\u015flaman\u0131n ve ard\u0131ndan bu teklif \u00fczerinde pazarl\u0131k yapman\u0131n \u00f6nemini vurgular. \u0130lk teklif, m\u00fczakerelerde taraflar aras\u0131ndaki fiyat belirleme veya anla\u015fma \u015fartlar\u0131n\u0131 belirleme s\u00fcrecini ba\u015flat\u0131r.<\/p>\n<p>\u00d6rnek: Bir sat\u0131c\u0131, bir m\u00fc\u015fteriye bir \u00fcr\u00fcn i\u00e7in fiyat teklif eder. M\u00fc\u015fteri, bu teklife kar\u015f\u0131 bir kar\u015f\u0131 teklif sunar ve iki taraf aras\u0131nda fiyat konusunda bir pazarl\u0131k ba\u015flar. Sonunda, taraflar kar\u015f\u0131l\u0131kl\u0131 olarak kabul edilebilir bir fiyatta anla\u015f\u0131rlar.<\/p>\n<h3>B\u00f6l\u00fcm 2: Temel M\u00fczakere Teknikleri ve Uygulamalar\u0131<\/h3>\n<h4>2.1. Aktif Dinleme<\/h4>\n<p>Aktif dinleme, m\u00fczakere s\u0131ras\u0131nda kar\u015f\u0131 taraf\u0131n g\u00f6r\u00fc\u015flerini anlamak i\u00e7in kullan\u0131lan \u00f6nemli bir tekniktir. Bu teknik, kar\u015f\u0131 taraf\u0131n ifade etti\u011fi duygular\u0131 ve ihtiya\u00e7lar\u0131 anlamak i\u00e7in dikkatli bir \u015fekilde dinlemeyi i\u00e7erir.<\/p>\n<p>\u00d6rnek: Bir i\u015f g\u00f6r\u00fc\u015fmesinde, i\u015fveren aday\u0131n kariyer hedeflerini \u00f6\u011frenmek i\u00e7in aktif dinleme tekniklerini kullan\u0131r. \u0130\u015fveren, aday\u0131n ifadelerine dikkatlice odaklan\u0131r ve onun kariyer hedefleri hakk\u0131nda derinlemesine anlay\u0131\u015f kazan\u0131r.<\/p>\n<h4>2.2. Alternatiflerin Ara\u015ft\u0131r\u0131lmas\u0131<\/h4>\n<p>Alternatiflerin ara\u015ft\u0131r\u0131lmas\u0131, m\u00fczakere s\u00fcrecinde \u00e7\u0131karlar\u0131n\u0131z\u0131 korumak ve daha iyi bir anla\u015fma sa\u011flamak i\u00e7in \u00f6nemlidir. Bu teknik, en iyi alternatif olmayan\u0131 (BATNA) belirlemenizi ve bu alternatiflere dayanarak m\u00fczakere etmenizi sa\u011flar.<\/p>\n<p>\u00d6rnek: Bir ev al\u0131m\u0131 m\u00fczakeresi s\u0131ras\u0131nda, al\u0131c\u0131 evin fiyat\u0131 \u00fczerinde pazarl\u0131k yaparken bir alternatif ev bulmu\u015f olabilir. Bu alternatif ev, al\u0131c\u0131 i\u00e7in daha uygun bir fiyata sahip olabilir ve al\u0131c\u0131ya daha iyi bir pazarl\u0131k pozisyonu sa\u011flar.<\/p>\n<h4>2.3. Esneklik ve Uyum<\/h4>\n<p>Esneklik ve uyum, m\u00fczakere s\u00fcrecinde kar\u015f\u0131 taraf\u0131n ihtiya\u00e7lar\u0131n\u0131 anlamak ve uygun bir \u00e7\u00f6z\u00fcm bulmak i\u00e7in \u00f6nemlidir. Esnek olmak, taraflar aras\u0131nda daha fazla uzla\u015fma ve anla\u015fma sa\u011flamak i\u00e7in gerekli olabilir.<\/p>\n<p>\u00d6rnek: Bir i\u015f anla\u015fmas\u0131 m\u00fczakeresi s\u0131ras\u0131nda, i\u015fveren i\u015f\u00e7inin taleplerine esneklik g\u00f6sterir ve \u00e7al\u0131\u015fma saatlerini veya maa\u015f\u0131 revize etmeyi kabul eder. Bu, i\u015f\u00e7iye daha cazip bir teklif sunar ve sonunda kar\u015f\u0131l\u0131kl\u0131 olarak tatmin edici bir anla\u015fma sa\u011flar.<\/p>\n<p>M\u00fczakere teknikleri, her t\u00fcrl\u00fc durumda ba\u015far\u0131ya ula\u015fmak i\u00e7in kullan\u0131labilecek g\u00fc\u00e7l\u00fc ara\u00e7lard\u0131r. Kazan-kazan yakla\u015f\u0131m\u0131, ilk teklif ilkesi, aktif dinleme, alternatiflerin ara\u015ft\u0131r\u0131lmas\u0131 ve esneklik gibi teknikler, m\u00fczakere s\u00fcrecinde taraflar aras\u0131nda anlay\u0131\u015f\u0131 art\u0131rabilir ve ortak bir \u00e7\u00f6z\u00fcme ula\u015fmay\u0131 kolayla\u015ft\u0131rabilir. Uygulamada, bu tekniklerin karma\u015f\u0131k m\u00fczakerelerde nas\u0131l kullan\u0131labilece\u011fini ve ba\u015far\u0131l\u0131 sonu\u00e7lar elde etmek i\u00e7in nas\u0131l adapte edilebilece\u011fini anlamak \u00f6nemlidir.<\/p>\n<\/div><\/div><!-- .lsow-panel --><\/div><!-- .lsow-accordion --><\/div><\/div><\/div><div id=\"pgc-14117-0-1\"  class=\"panel-grid-cell\" ><div class=\"panel-cell-style panel-cell-style-for-14117-0-1\" ><div id=\"panel-14117-0-1-0\" class=\"so-panel widget widget_sow-headline panel-first-child\" data-index=\"4\" ><div class=\"panel-widget-style panel-widget-style-for-14117-0-1-0\" ><div\n\t\t\t\n\t\t\tclass=\"so-widget-sow-headline so-widget-sow-headline-default-0e6e2256dcc7-14117\"\n\t\t\t\n\t\t><div class=\"sow-headline-container \">\n\t<h1 class='sow-headline'>Geli\u015ftirdi\u011fi Yetkinlikler<\/h1>\t\t\t\t\t<div class=\"decoration\">\n\t\t\t\t\t\t<div class=\"decoration-inside\"><\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div><\/div><\/div><\/div><div id=\"panel-14117-0-1-1\" class=\"so-panel widget widget_sow-taxonomy\" data-index=\"5\" ><div class=\"panel-widget-style panel-widget-style-for-14117-0-1-1\" ><div\n\t\t\t\n\t\t\tclass=\"so-widget-sow-taxonomy so-widget-sow-taxonomy-default-8c98597fd4df-14117\"\n\t\t\t\n\t\t>\n\n<div class=\"sow-taxonomy\">\n\n\t\n\t\n\t\t\t\t\t\t\t\t\t<a class=\"so-taxonomy-button\" href=\"https:\/\/www.yuksekbilgili.com\/wordpress\/category\/kurum-ici-egitim\/etkili-iletisim\/\" rel=\"tag\"  >Etkili \u0130leti\u015fim<\/a>\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"so-taxonomy-button\" href=\"https:\/\/www.yuksekbilgili.com\/wordpress\/category\/kurum-ici-egitim\/ikna-becerisi\/\" rel=\"tag\"  >ikna becerisi<\/a>\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"so-taxonomy-button\" href=\"https:\/\/www.yuksekbilgili.com\/wordpress\/category\/kurum-ici-egitim\/muzakere-becerisi\/\" rel=\"tag\"  >m\u00fczakere becerisi<\/a>\n\t\t\t\t\t\n\t\n<\/div>\n<\/div><\/div><\/div><div id=\"panel-14117-0-1-2\" class=\"so-panel widget widget_sow-headline\" data-index=\"6\" ><div class=\"panel-widget-style panel-widget-style-for-14117-0-1-2\" ><div\n\t\t\t\n\t\t\tclass=\"so-widget-sow-headline so-widget-sow-headline-default-0e6e2256dcc7-14117\"\n\t\t\t\n\t\t><div class=\"sow-headline-container \">\n\t<h1 class='sow-headline'>Neler Yapt\u0131k?<\/h1>\t\t\t\t\t<div class=\"decoration\">\n\t\t\t\t\t\t<div class=\"decoration-inside\"><\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div><\/div><\/div><\/div><div id=\"panel-14117-0-1-3\" class=\"so-panel widget widget_lsow-posts-carousel\" data-index=\"7\" ><div class=\"panel-widget-style panel-widget-style-for-14117-0-1-3\" ><div\n\t\t\t\n\t\t\tclass=\"so-widget-lsow-posts-carousel so-widget-lsow-posts-carousel-default-3dd089290af6-14117\"\n\t\t\t\n\t\t><div id=\"lsow-posts-carousel-69fa5daa0cdba\" class=\"lsow-posts-carousel lsow-container\" data-settings='{\"arrows\":true,\"autoplay\":true,\"autoplay_speed\":3000,\"animation_speed\":300,\"pause_on_hover\":true,\"display_columns\":1,\"scroll_columns\":1,\"gutter\":10,\"so_field_container_state\":\"open\",\"dots\":false,\"tablet_width\":800,\"tablet_display_columns\":2,\"tablet_scroll_columns\":2,\"mobile_width\":480,\"mobile_display_columns\":1,\"mobile_scroll_columns\":1}'><div data-id=\"id-22984\" class=\"lsow-posts-carousel-item\"><article id=\"post-22984\" class=\"post-22984 post type-post status-publish format-standard has-post-thumbnail hentry category-gerceklesen-egitim tag-akademi tag-bayi tag-bayi-egitim tag-egitim tag-kurumsal-egitim tag-otomotiv tag-paydas tag-paydas-yonetimi tag-skoda tag-skoda-akademi tag-yuksekbilgili-egitim-danismanlik\"><div class=\"lsow-project-image\"><a href=\"https:\/\/www.yuksekbilgili.com\/wordpress\/skodada-is-ve-paydas-yonetimi-egitimi-5-05-2026\/\" target=\"_self\"><img width=\"272\" height=\"182\" src=\"https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2026\/05\/skoda_ispaydas.jpg?resize=272%2C182&amp;ssl=1\" class=\"attachment-sow-carousel-default size-sow-carousel-default wp-post-image\" alt=\"\" decoding=\"async\" loading=\"lazy\" srcset=\"https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2026\/05\/skoda_ispaydas.jpg?resize=272%2C182&amp;ssl=1 272w, https:\/\/i0.wp.com\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2026\/05\/skoda_ispaydas.jpg?zoom=2&amp;resize=272%2C182&amp;ssl=1 544w\" sizes=\"(max-width: 272px) 100vw, 272px\" \/><\/a><\/div><div class=\"lsow-entry-text-wrap \"><h3 class=\"entry-title\"><a href=\"https:\/\/www.yuksekbilgili.com\/wordpress\/skodada-is-ve-paydas-yonetimi-egitimi-5-05-2026\/\" title=\"Skoda&#8217;da \u0130\u015f ve Payda\u015f Y\u00f6netimi e\u011fitimi (5.05.2026)\" target=\"_self\" rel=\"bookmark\">Skoda&#8217;da \u0130\u015f ve Payda\u015f Y\u00f6netimi e\u011fitimi 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rel=\"bookmark\">BSH&#8217;da Temel Sat\u0131\u015f Teknikleri e\u011fitimi (13-14.04.2026)<\/a><\/h3><\/div><\/article><!-- .hentry --><\/div><!-- .lsow-posts-carousel-item --><\/div><!-- .lsow-posts-carousel --><\/div><\/div><\/div><div id=\"panel-14117-0-1-4\" class=\"so-panel widget widget_sow-headline\" data-index=\"8\" ><div class=\"panel-widget-style panel-widget-style-for-14117-0-1-4\" ><div\n\t\t\t\n\t\t\tclass=\"so-widget-sow-headline so-widget-sow-headline-default-0e6e2256dcc7-22958\"\n\t\t\t\n\t\t><div class=\"sow-headline-container \">\n\t<h1 class='sow-headline'>\t\t\t\t\t\t<a href=\"https:\/\/www.yuksekbilgili.com\/wordpress\/kurum-ici-kurumsal-egitimler\/\" target=\"_blank\" rel=\"noopener noreferrer\">\n\t\t\t\t\tT\u00fcm Kurumsal E\u011fitimler<\/a><\/h1>\t\t\t\t\t<div class=\"decoration\">\n\t\t\t\t\t\t<div class=\"decoration-inside\"><\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div><\/div><\/div><\/div><div id=\"panel-14117-0-1-5\" class=\"so-panel widget widget_sow-button panel-last-child\" data-index=\"9\" ><div class=\"panel-widget-style panel-widget-style-for-14117-0-1-5\" ><div\n\t\t\t\n\t\t\tclass=\"so-widget-sow-button so-widget-sow-button-flat-4125abbb134a-22958\"\n\t\t\t\n\t\t><div class=\"ow-button-base ow-button-align-left\">\n\t<a href=\"https:\/\/www.yuksekbilgili.com\/wordpress\/wp-content\/uploads\/2023\/05\/Yuksekbilgili-Kurumsal-Egitimler-2025.pdf\" class=\"ow-icon-placement-left\" download=\"\" \t\t>\n\t\t<span>\n\t\t\t<span class=\"sow-icon-fontawesome sow-far\" data-sow-icon=\"&#xf1c1;\"\n\t\tstyle=\"color: #000000\" \n\t\taria-hidden=\"true\"><\/span>\n\t\t\tE\u011fitim Katalo\u011fumuzu \u0130ndirin\t\t<\/span>\n\t<\/a>\n<\/div>\n<\/div><\/div><\/div><\/div><\/div><\/div><\/div><div id=\"pg-14117-1\"  class=\"panel-grid panel-has-style\" ><div class=\"siteorigin-panels-stretch panel-row-style panel-row-style-for-14117-1\" data-stretch-type=\"full\" ><div id=\"pgc-14117-1-0\"  class=\"panel-grid-cell\" ><div id=\"panel-14117-1-0-0\" class=\"so-panel widget widget_text panel-first-child panel-last-child\" data-index=\"10\" ><div class=\"panel-widget-style panel-widget-style-for-14117-1-0-0\" >\t\t\t<div class=\"textwidget\"><p>Etiketler<\/p>\n<\/div>\n\t\t<\/div><\/div><\/div><div id=\"pgc-14117-1-1\"  class=\"panel-grid-cell\" ><div id=\"panel-14117-1-1-0\" class=\"so-panel widget widget_sow-taxonomy panel-first-child panel-last-child\" data-index=\"11\" ><div class=\"panel-widget-style panel-widget-style-for-14117-1-1-0\" ><div\n\t\t\t\n\t\t\tclass=\"so-widget-sow-taxonomy so-widget-sow-taxonomy-default-df561630bbc9-22958\"\n\t\t\t\n\t\t>\n\n<div class=\"sow-taxonomy\">\n\n\t\n\t\n\t\t\t\t\t\t\t\t\t<a class=\"so-taxonomy-button\" href=\"https:\/\/www.yuksekbilgili.com\/wordpress\/tag\/beyaz-esya\/\" rel=\"tag\"  target=\"_blank\" rel=\"noopener noreferrer\">beyaz e\u015fya<\/a>\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"so-taxonomy-button\" href=\"https:\/\/www.yuksekbilgili.com\/wordpress\/tag\/bsh\/\" rel=\"tag\"  target=\"_blank\" rel=\"noopener noreferrer\">BSH<\/a>\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"so-taxonomy-button\" href=\"https:\/\/www.yuksekbilgili.com\/wordpress\/tag\/egitim\/\" rel=\"tag\"  target=\"_blank\" rel=\"noopener noreferrer\">e\u011fitim<\/a>\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"so-taxonomy-button\" href=\"https:\/\/www.yuksekbilgili.com\/wordpress\/tag\/kurumsal-egitim\/\" rel=\"tag\"  target=\"_blank\" rel=\"noopener noreferrer\">kurumsal e\u011fitim<\/a>\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"so-taxonomy-button\" href=\"https:\/\/www.yuksekbilgili.com\/wordpress\/tag\/satis\/\" rel=\"tag\"  target=\"_blank\" rel=\"noopener noreferrer\">sat\u0131\u015f<\/a>\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"so-taxonomy-button\" href=\"https:\/\/www.yuksekbilgili.com\/wordpress\/tag\/serkan-akgun\/\" rel=\"tag\"  target=\"_blank\" rel=\"noopener noreferrer\">serkan akg\u00fcn<\/a>\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"so-taxonomy-button\" href=\"https:\/\/www.yuksekbilgili.com\/wordpress\/tag\/temel-satis\/\" rel=\"tag\"  target=\"_blank\" rel=\"noopener noreferrer\">temel sat\u0131\u015f<\/a>\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"so-taxonomy-button\" href=\"https:\/\/www.yuksekbilgili.com\/wordpress\/tag\/yuksekbilgili-egitim-ve-danismanlik-4\/\" rel=\"tag\"  target=\"_blank\" rel=\"noopener noreferrer\">Y\u00fcksekbilgili E\u011eitim ve Dan\u0131\u015fmanl\u0131k<\/a>\n\t\t\t\t\t\n\t\n<\/div>\n<\/div><\/div><\/div><\/div><\/div><\/div><\/div>","protected":false},"excerpt":{"rendered":"<p>Etiketler<\/p>\n","protected":false},"author":1,"featured_media":14124,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"content-type":"","neve_meta_sidebar":"","neve_meta_container":"full-width","neve_meta_enable_content_width":"on","neve_meta_content_width":80,"neve_meta_title_alignment":"","neve_meta_author_avatar":"","neve_post_elements_order":"","neve_meta_disable_header":"","neve_meta_disable_footer":"on","neve_meta_disable_title":"on","_ti_tpc_template_sync":false,"_ti_tpc_template_id":""},"categories":[773,771,772],"tags":[469,340,666,774,667,367],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.3 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>\u0130kna ve M\u00fczakere Teknikleri E\u011fitimi - Y\u00fcksekbilgili E\u011fitim ve 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