{"id":7047,"date":"2022-02-07T17:00:00","date_gmt":"2022-02-07T17:00:00","guid":{"rendered":"https:\/\/im-campus.com\/?p=7047"},"modified":"2022-03-22T10:17:25","modified_gmt":"2022-03-22T10:17:25","slug":"zopa-neredeyse-yokken-pazarlik-asamasi-nasil-kolaylastirilir-veya-her-i%cc%87ki%cc%87-taraf-da-pastadan-en-buyuk-payi-almaya-calisiyorsa-ne-yapilmali","status":"publish","type":"post","link":"https:\/\/wpbackup.im-campus.com\/tr\/zopa-neredeyse-yokken-pazarlik-asamasi-nasil-kolaylastirilir-veya-her-i%cc%87ki%cc%87-taraf-da-pastadan-en-buyuk-payi-almaya-calisiyorsa-ne-yapilmali\/","title":{"rendered":"ZOPA neredeyse hi\u00e7 yokken pazarl\u0131k a\u015famas\u0131 nas\u0131l kolayla\u015ft\u0131r\u0131l\u0131r ya da her iki taraf da pastadan en b\u00fcy\u00fck pay\u0131 almak i\u00e7in \u00e7abalarsa ne yap\u0131l\u0131r?"},"content":{"rendered":"

Ticari arabuluculuk tipik olarak duygusal pazarl\u0131k a\u015famas\u0131 ile uyumludur. Buradaki kilit unsurlardan biri, taraflar aras\u0131nda ZOPA olarak bilinen potansiyel anla\u015fma alan\u0131n\u0131n belirlenmesidir. Teorik olarak, talep edilen ile teklif edilen aras\u0131ndaki fark \u00e7ok b\u00fcy\u00fckse, yani taraflar aras\u0131nda ZOPA yoksa, arabuluculuk devam etmeye de\u011fmez ve \u00e7al\u0131lar\u0131n etraf\u0131nda dola\u015fmak ve birbirlerinin zaman\u0131n\u0131 \u00e7almak anlam\u0131na gelir. Aradaki fark\u0131n \u00e7ok b\u00fcy\u00fck oldu\u011fu, taraflar\u0131n ZOPA'n\u0131n d\u0131\u015f\u0131nda kald\u0131\u011f\u0131 ve arabuluculu\u011fun kullan\u0131lacak bir se\u00e7enek olmad\u0131\u011f\u0131 sonucu, \u00f6zellikle de arabuluculukta potansiyel g\u00f6r\u00fcyorlarsa, taraflar\u0131n duymay\u0131 bekledikleri \u015fey de\u011fildir. Temel mesele, bu bo\u015flu\u011fun neyle ilgili oldu\u011funu anlamakt\u0131r. H\u0131rslarla m\u0131 ilgili? Ya da belki de bir taraf\u0131n di\u011fer taraf\u0131 bir \u015fekilde cezaland\u0131rma arzusuyla m\u0131 ilgilidir? G\u00f6steriyi kimin y\u00f6netti\u011fini g\u00f6stermek i\u00e7in mi? Daha \u00f6nce dile getirilemeyen bir \u015feyi ortaya \u00e7\u0131karmak i\u00e7in mi? Sebebi a\u00e7\u0131kl\u0131\u011fa kavu\u015fturan an m\u00fczakere dans\u0131n\u0131 \u00e7ok etkiler ve giderek daha ritmik hale getirir. Ger\u00e7ek arabuluculuk ba\u011flamlar\u0131nda, s\u00fcrecin esnekli\u011fi sadece ZOPA'n\u0131n belirlenmesine de\u011fil, ayn\u0131 zamanda taraflar\u0131n buna ula\u015fmas\u0131na da yard\u0131mc\u0131 olur.<\/p>\n\n\n\n

Arabuluculukta Caucus<\/h2>\n\n\n\n

Benim faydal\u0131 buldu\u011fum \u015fey, parti gruplar\u0131nda birbirlerinin huzurunda taviz vererek taraflar\u0131 bunaltmamak ve bu konuda y\u00fcksek duygularla \u00e7al\u0131\u015fmakt\u0131r.<\/p>\n\n\n\n

Arabulucu, \u00e7ok b\u00fcy\u00fck veya \u00e7ok k\u00fc\u00e7\u00fck olsun, taraflar\u0131n talep ve tekliflerini etkilemez veya yarg\u0131lamaz. Ancak arabulucu, belirli bir miktar paran\u0131n neden ve ne i\u00e7in talep edildi\u011fi\/teklif edildi\u011fi konusunda ortak bir anlay\u0131\u015f olu\u015fturabilir. Bazen yakalanan en b\u00fcy\u00fck pasta par\u00e7as\u0131 daha sonra y\u00f6netilebilir olmayabilir. Arabuluculuk, istenileni de\u011fil, ihtiya\u00e7 duyulan\u0131 ve y\u00f6netilebilir olan\u0131 elde etmekle ilgilidir. Ba\u015flang\u0131\u00e7 i\u00e7in iyi bir soru, talep eden taraf\u0131n talep etti\u011fi miktar\u0131 nas\u0131l buldu\u011fudur. Benim uygulamamda, bir keresinde bunun beni ilgilendirmedi\u011fi cevab\u0131n\u0131 ald\u0131m. Taraflara g\u00f6re benim i\u015fim \"\u015fu kadar para almalar\u0131na yard\u0131mc\u0131 olmakt\u0131\". Sorum sadece bo\u015f bir merak de\u011fildi. Arabuluculuk s\u00fcrecini etkili bir \u015fekilde kolayla\u015ft\u0131rmak i\u00e7in, talepte bulunan taraf\u0131n di\u011fer tarafa neden bu mebla\u011f\u0131 talep etti\u011fini a\u00e7\u0131klamam gerekir ve bunu bilmeden sa\u011flayamam. Bir taraf milyonlar talep etti\u011finde ve bunun matemati\u011fini a\u00e7\u0131klayamad\u0131\u011f\u0131nda, di\u011fer taraf bu iddiay\u0131 pek ciddiye almayacakt\u0131r. Kar\u015f\u0131 taraf bir arabulucu arac\u0131l\u0131\u011f\u0131yla rakamlar hakk\u0131nda ne kadar \u00e7ok bilgi al\u0131rsa, talep eden taraf\u0131n cazip bir miktar elde etme \u015fans\u0131 o kadar artacakt\u0131r.<\/p>\n\n\n\n

Ticari Arabuluculukta Sorular<\/h2>\n\n\n\n

A\u015fa\u011f\u0131da, ticari bir arabuluculuk davas\u0131 s\u00f6z konusu oldu\u011funda kulland\u0131\u011f\u0131m sorular yer almaktad\u0131r:<\/p>\n\n\n\n

1) Bu say\u0131 sizin taraf\u0131n\u0131z i\u00e7in ne anlama geliyor ve di\u011fer taraf i\u00e7in potansiyel olarak ne anlama geliyor?<\/p>\n\n\n\n

2) Eminim arabuluculu\u011fun ne hakk\u0131nda oldu\u011funun fark\u0131ndas\u0131n\u0131z ve bu y\u00fczden buradas\u0131n\u0131z. \u015eimdi l\u00fctfen bu hareketin\/bo\u015flu\u011fun neyle ilgili oldu\u011funu anlamama yard\u0131mc\u0131 olur musunuz?<\/p>\n\n\n\n

Pazarl\u0131k s\u00fcrecini g\u00f6rselle\u015ftirmek, taraflar\u0131 \u00f6ncelikle \"sabit ve m\u00fczakere edilemez\" rakamlardan birbirlerine olmasa da bir anla\u015fmaya varmaya yakla\u015ft\u0131ran do\u011fal ilerlemeyi g\u00f6stermek a\u00e7\u0131s\u0131ndan faydal\u0131d\u0131r. Taraflar\u0131n hareketlerini yaz\u0131 tahtas\u0131 veya beyaz tahta \u00fczerinde sabitleyen g\u00f6rsel teknikler kullanmak, taraflar\u0131 kar\u015f\u0131l\u0131kl\u0131 olarak kabul edilebilir bir miktara ula\u015fmalar\u0131 i\u00e7in motive eder.<\/p>\n\n\n\n

Taraflar bir \u00e7\u0131kmaza girdi\u011finde ve hareket etmek istemedi\u011finde veya edemedi\u011finde, parantez a\u00e7ma ve g\u00f6rsel hileyi birle\u015ftiren bir teknik kullan\u0131yorum. Bo\u015flu\u011fu parantez i\u00e7indeki ortalama rakamlarla (ye\u015fil renkle vurgulanm\u0131\u015f) ikiye ay\u0131r\u0131yorum: sol taraf talep eden taraf\u0131n talep etti\u011fi rakama daha yak\u0131n, sa\u011f taraf ise cevap veren taraf\u0131n teklif etti\u011fi rakam\u0131 g\u00f6steriyor. Elbette, arada kesin bir rakam belirtebilirsiniz, ki burada $3,875,000'dir. Yine de, de\u011ferlendirici yakla\u015f\u0131m\u0131n unsurlar\u0131n\u0131 kullan\u0131rken bile, benim g\u00f6r\u00fc\u015f\u00fcme g\u00f6re, manevra alan\u0131 b\u0131rakmak ve her ikisi i\u00e7in de tam olarak hangi rakam\u0131n kabul edilebilir olaca\u011f\u0131na karar vermelerine izin vermek esast\u0131r. G\u00f6rsel olarak \u015f\u00f6yle g\u00f6r\u00fcn\u00fcyor:<\/p>\n\n\n\n

\"\"<\/figure>\n\n\n\n

Sonra a\u015fa\u011f\u0131daki sorular\u0131 sorar\u0131m:<\/p>\n\n\n\n

1) Sizin i\u00e7in hangi se\u00e7enek tercih edilir? En olas\u0131 cevap, kendi taraf\u0131na yak\u0131n olan se\u00e7enektir (k\u0131rm\u0131z\u0131 ile vurgulanm\u0131\u015ft\u0131r).<\/p>\n\n\n\n

2) Kar\u015f\u0131 taraf\u0131n sizin se\u00e7ene\u011finize ili\u015fkin varsay\u0131m\u0131n\u0131z nedir? En olas\u0131 cevap, bunu kabul etmeyecekleri y\u00f6n\u00fcndedir.<\/p>\n\n\n\n

3) Ba\u015fka potansiyel se\u00e7enekler var m\u0131? Burada taraflar en az iki se\u00e7enek g\u00f6r\u00fcr: di\u011fer taraf\u0131n teklif etmeye\/talep etmeye haz\u0131r oldu\u011fu miktara daha yak\u0131n bir se\u00e7enek ve parantez i\u00e7inden bir rakam.<\/p>\n\n\n\n

4) Hangi se\u00e7ene\u011fi ke\u015ffetmek istersiniz? B\u00fcy\u00fck olas\u0131l\u0131kla, parantez i\u00e7inde ye\u015fil ile vurgulanan ikinci se\u00e7enek daha ilgin\u00e7tir. K\u0131rm\u0131z\u0131 ile vurgulanan ve di\u011fer tarafa yak\u0131n olan bir se\u00e7enekle kar\u015f\u0131la\u015ft\u0131r\u0131ld\u0131\u011f\u0131nda, g\u00f6rsel olarak belirgin olan her bir tarafa daha yak\u0131nd\u0131r.<\/p>\n\n\n\n

5) \u015eimdi odan\u0131zday\u0131m ve g\u00fc\u00e7 sizin elinizde. Ke\u015ffedilecek se\u00e7enekler oldu\u011funu g\u00f6rebilirsiniz. Hareket etmeye ya da etmemeye karar veriyorsunuz. Karar\u0131n\u0131z nedir?<\/p>\n\n\n\n

Herkese uyan tek bir teknik de\u011fildir, ancak \u00f6rne\u011fin bir taraf\u0131n harekete ge\u00e7me konusundaki isteksizli\u011finin h\u0131rs veya olumsuz duygulardan kaynakland\u0131\u011f\u0131 baz\u0131 durumlarda yard\u0131mc\u0131 olabilir. Bu teknik, m\u00fczakerenin duygusal y\u00f6n\u00fcnden \u00f6z\u00fcne ge\u00e7ilmesine yard\u0131mc\u0131 olur. G\u00f6rselle\u015ftirme pazarl\u0131k a\u015famas\u0131n\u0131 netle\u015ftirir ve bir dereceye kadar kolayla\u015ft\u0131r\u0131r \u00e7\u00fcnk\u00fc s\u00f6zl\u00fc pinpon genellikle kelimelerden \u00f6teye gitmez. Gezegendeki g\u00f6rsel insan say\u0131s\u0131n\u0131n 60% ile 80% aras\u0131nda de\u011fi\u015fti\u011fi d\u00fc\u015f\u00fcn\u00fcld\u00fc\u011f\u00fcnde, g\u00f6rsel olarak sunulan bilgi \u00e7ok daha etkili ve anla\u015f\u0131l\u0131rd\u0131r. S\u00fcre\u00e7 sabit ve g\u00f6r\u00fcn\u00fcr oldu\u011funda, taraflar neler olup bitti\u011fi konusunda ayn\u0131 fikirde olurlar.<\/p>","protected":false},"excerpt":{"rendered":"

Ticari arabuluculuk tipik olarak duygusal pazarl\u0131k a\u015famas\u0131 ile uyumludur. Buradaki kilit unsurlardan biri, taraflar aras\u0131nda ZOPA olarak bilinen potansiyel anla\u015fma alan\u0131n\u0131n belirlenmesidir. Teorik olarak, talep edilen ile teklif edilen aras\u0131ndaki fark \u00e7ok b\u00fcy\u00fckse, yani taraflar aras\u0131nda ZOPA yoksa, arabuluculuk devam etmeye de\u011fmez<\/p>","protected":false},"author":2,"featured_media":7049,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","_uag_custom_page_level_css":"","footnotes":""},"categories":[4],"tags":[],"class_list":["post-7047","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog"],"acf":[],"yoast_head":"\nHow to facilitate a bargaining phase when ZOPA is hardly there, or what to do if each party strives for the biggest share of the pie? - International Mediation Campus<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/wpbackup.im-campus.com\/tr\/zopa-neredeyse-yokken-pazarlik-asamasi-nasil-kolaylastirilir-veya-her-i\u0307ki\u0307-taraf-da-pastadan-en-buyuk-payi-almaya-calisiyorsa-ne-yapilmali\/\" \/>\n<meta property=\"og:locale\" content=\"tr_TR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to facilitate a bargaining phase when ZOPA is hardly there, or what to do if each party strives for the biggest share of the pie? - International Mediation Campus\" \/>\n<meta property=\"og:description\" content=\"Commercial mediation is typically aligned with the emotional bargaining phase. 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