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Ne Beklenmemeli? Ne / Nas1l Yap1l1yor? fV (  VInce bir soru:(FBir mzakerenin ba_ar1l1 olabilmesi iin olmazsa-olmaz 2 ko_ul neler olabilir? Ko_ul 1: Ne istediini bilmek. Ko_ul 2: 0steinin arkas1nda yeterli g bulundurmak.^`" dN  .1Bir soru ve bir cevap daha: p 0steinin arkas1ndaki g deyimi daha a1ka ne demek? 0steklerinin yerine getirilmesini zorlayabilecek  koz lar demektir. (Koz konusuna bir dier sunumda geni_ olarak deinilecek)P:d :  0%Peki, en vazgeilemez koz hangisidir? &Mzakere edecek olanlar1n temsil ettikleri payda_lar1n, mzakerelerde kullan1lacak fikirler evresinde  uzla_1 iinde olmalar1 kozudur. Aksi halde mzakereciler sadece kendi _ahsi fikirlerini savunabilirler; bu zay1f kozun kazanma _ans1 ise yoktur. Tabii ki daha da iyisi, bu uzla_1lm1_ fikirlerin ba_ka kozlarla da destekleniyor olmas1d1r.XV@h q  [ V2zAma,  Uzla_1lm1_ Fikirlere Sahip Olmak Pek Kolay Salanamaz!>>   >O halde, herhangi bir mzakereden hemen nce bu sorun zlmeli. Peki ama nas1l? 0 Uzla_ma, nndeki engelleri kald1rarak salanabilir. En nemli engel,  fikirlerin sahiplenilmesi (snap-on) olarak adland1r1labilecek olgudur. f o  " ;Fikirler sahiplenilir, nk: nok say1da seenek aras1nda karars1zl1k korkusunu yener, Her fikir bir kimliktir ve de bedavad1r, Fikirsizlik toplumda yad1rgan1r, Her insan, rol model olarak benimsedii ki_ilerin fikirlerini de benimsemek eilimindedir, Sahiplenen, sahiplendii fikri destekleyecek kan1t retmek, bulmak, grmek eilimindedir,V8P oZ9)![  Z 8 PSahiplenilen fikir k1sa sre iinde ona uymayanlar1 szp atan bir filtreye dn_r; o fikir ki_inin paradigmas1n1n bir paras1 haline gelir, Fikir ile sahibinin ya_am1 aras1nda bir paralellik olu_ur, 0nsanlar, fikirsizlik durumundaki merak ve retkenlii -ounlukla- deneyimlememi_ olabilirler.L)@ o;_   )<*Bir fikrin paralar1! Fikir = iindeki kavramlara yklenen anlamlar + istenen / istenmeyenler + zlem / beklenti /korkular + cevab1 aranan sorular + balant1l1 dier fikirlerin (ideoloji, inan vb) benimsenmesini zorunlu k1ld11 ba_ka fikirler ilh.=d0    $$((,,rn0044%88<< BSonu: Her biri bu trl paralardan olu_an fikirlerin dorudan uzla_mas1 mmkn mdr? (hay1r)X`0  `D(Genel olarak) Dei_ik fikirleri uzla_t1rmaya al1_mak yerine, onlar1 olu_turan paralar aras1nda benzerlikler aramak daha dorudur.vv v xK1br1s sorunu konusunda herkesin farkl1 geni_lik / derinlikte bilgileri var, Bunlardan bir sentez yapmak ok gtr, Bu bilgiler asl1nda kk paralardan olu_ur; bunlar kk, nisbeten daha basit sorular1n cevaplar1d1r, 0_te biz, o paralar aras1nda uzla_1lar bulup, o uzla_1lardan sentezler yapma yoluna gideceiz.\=P oZM(h_  <.! SK sonunda ne(ler) beklemeyelim?""":Problemlerimizin btnyle zlmesini, Dier payda_lardan taleplerimizin -varsa- tamamen kar_1lanmas1n1, Payda_lar1n her konuda fikir birliine varmalar1n1.N`" d(B3  8SK sonunda ne(ler) bekleyelim?4 Sahip olduumuz paradigmalar1m1z, n-yarg1lar1m1z, d_nce kal1plar1m1z, doru olduklar1 kanaatiyle hi sorgulamad11m1z yakla_1mlar1m1z varsa onlardan ku_kulanmay1, Birbirine kar1_m1_ problemler -varsa- onlar1 bir sistem iinde ele almay1, Kk-sorunlar yerine, zerine eildiimiz hayalet-sorunlar1 farketmeyi, Problemin -en az1ndan- baz1 paralar1 iin zmleri zerinde uzla_may1, Geri kalan paralar1n ise zm yollar1 zerinde uzla_may1 bekleyebiliriz..`" dK   7&  $$((&/P'(/3 4 5 9 =>CGJ  P` ___3f3` 3f3` ___` 3f3>?" dd@ ?uAd@   F " @ `"  n?" dd@   @@``@n?" dd@  @@``PR    @ ` ` p>> -  (    Ngֳgֳ ?  T Click to edit Master title style! !.  Hr)gֳgֳ ?0  RClick to edit Master text styles Second level Third level Fourth level Fifth level!     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