mg 1351 - principles of management copy
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/)24+0%+2.'51(/#0#)'/'06
'UUC[3WGUVKQPUCPF#PUYGTU
&GHKPG /CPCIGOGPV 9JCV CTG VJG HWPEVKQPU OCPCIGTU RGTHQTO VQ
CVVCKPVJGUGVIQCNU!
/CPCIGOGPVKUVJGCTVQHIGVVKPIVJKPIUFQPGVJTQWIJVJGRGQRNG
2NCPPKPI1TICPK\KPI5VCHHKPI&KTGEVKPI%QPVTQNNKPI
9JCVCTGFKHHGTGPVV[RGUQH2NCPU!'ZRNCKP
/KUUKQP QT RWTRQUG )QCNU CPF 1DLGEVKXGU 5VTCVGIKGU
2QNKEKGURTQEGFWTGUTWNGU2TQITCOOGUCPFRTQLGEVU$WFIGV
#DTKGHFKUEWUUKQPCDQWVCNNV[RGUQHRNCPUCTGTGSWKTGF
9JCVKU2NCPPKPI!'ZRNCKPVJGUVGRUKPXQNXGFKP2NCPPKPI
&GEKUKQPOCMKPIHQTVJGHWVWTGKUECNNGF2NCPPKPI
5VGRUKP2NCPPKPI$GKPICYCTGQHQRRQTVWPKV['UVCDNKUJKPIIQCNU
CPFQDLGEVKXGUEQPUKFGTCVKQPQH2NCPPKPI2TGOKUGU+FGPVKHKECVKQP
QHCNVGTPCVKXGU'XCNWCVKQPQH#NVGTPCVKXGU5GNGEVKQPQHVJGDGUV
CNVGTPCVKXGOCMKPIUWRRQTVKXGRNCPU0WODGT\KPIVJGRNCPU
9JCV KU /$1! 'ZRNCKP VJG UVGRU KPXQNXGF KP /$1 %QORTGJGPUKXG
OCPCIGOGPVHWPEVKQPKVJCUYKFGTCRRNKECVKQPUNKMGRNCPPKPIOQVKXCVKQP
RGTHQTOCPEGGXCNWCVKQP
5VGRUKP/$1
'UVCDNKUJKPIGPVGTRTKUGQDLGEVKXGU%QPUKFGTKPI2NCPPKPI2TGOKUGU
-G[4GUWNV#TGCU#RRTQRTKCVG1TICPK\CVKQP5GVVKPIQDLGEVKXGU
HQTUWRGTKQTU UWRGTKQTU4GEQOOGPFCVKQPQHUWDQTFKPCVGUQDLGEVKXGU
UWDQTFKPCVGUUVCVGOGPV QHVJGKTQYP QDLGEVKXGU /CVEJKPIYKVJ
TGUQWTEGU5GVVKPIUWDQTFKPCVGUQDLGEVKXGU#EVWCNRGTHQTOCPEG
2GTHQTOCPEG4GXKGY%QTTGEVKXG#EVKQP
&KUEWUUKPFGVCKNVJG5GNGEVKQP2TQEGUU
5ETGGPKPI#RRNKECVKQP(QTOU5GNGEVKQP6GUVU+PVGTXKGYU
%JGEMKPI 4GHGTGPEGU 2J[UKECN 'ZCOKPCVKQP #RRTQXCN $[
CRRTTQRTKCVGCWVJQTKV[2NCEGOGPV
'ZRNCKPVJGEQPEGRVQHHWPEVKQPCNCWVJQTKV[*QYFQ[QWFGNGICVGKV!
&GRCTVOGPVCN NGXGN CWVJQTKV[ +V UJQWNF DG FGNGICVGF VJTQWIJ RTQRGT
OCPPGT
&KUEWUUVJGOGTKVUCPFFGOGTKVUQHEGPVTCNK\CVKQPCPFFGEGPVTCNK\CVKQP
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K %QPVKPWKV[ KP QRGTCVKQP KK #VVCKPOGPV QH 3WCNKV[ KKK .GUU
OCKPVGPCPEGEQUVKX,QD5CVKUHCEVKQPX5CHGV[CPF5GEWTKV[
9JCVCTGVJGKORQTVCPVVQQNUCPFVGEJPKSWGUCXCKNCDNGHQTU[UVGOFGUKIP
CPFKORTQXGOGPV!
K 1RGTCVKQPU TGUGCTEJ OQFGN KK .22 KKK +PXGPVQT[ 2NCPPKPI CPF
%QPVTQNKX&KUVTKDWVKQP.QIKUVKEUX6KOGGXGPV#PCN[UKUXK3%XKK
%#&%#//#2GVE
'ZRNCKPFKHHGTGPVUV[NGUQHNGCFGTUJKRDCUGFQPCWVJQTKV[!
'ZRNCPCVKQPQPK#WVQETCVKEKK$GPGXQNGPVCWVQETCVKEKKK&GOQETCVKE
KXHTGGTGKP
9JCV CTG VJGFKHHGTGPV V[RGUQH %QOOWPKECVKQP! &KUEWUU KP FGVCKNCNN
VJGCDQXGOGVJQFU!
+$CUGFQPQTICPK\CVKQP5VTWEVWTG
WRYCTF %QOOWPKECVKQP &QYPYCTF %QOOWPKECVKQP
*QTK\QPVCN%QOOWPKECVKQP&KCIQPCN%QOOWPKECVKQP
++$CUGFQP/QFGQH%QOOWPKECVKQP
9TKVVGP %QOOWPKECVKQP 1TCN %QOOWPKECVKQKP )GUVWTG
#WFKQ8KUWCN%QOOWPKECVKQP
9JCV KU FGRCTVOGPVCVKQP! 9JCV CTG VJG FKHHGTGPV DCUGU QH
FGRCTVOGPVCVKQP! )TQWRKPI TGNCVGF CEVKXKVKGU VQIGVJGT KU ECNNGF
FGRCTVOGPVCVKQP
(WPEVKQPU6GTTKVQT[%WUVQOGTU2TQEGUU2TQFWEV
/CVTKZ
&KUEWUUKPFGVCKNCP[HQWTOGVJQFUQHRGTHQTOCPEGCRRTCKUCN
4CPMKPI)TCFKPI(QTEGF%JQKEG&GUETKRVKXG9TKVKPI
9JCVKUQTICPK\KPI!'ZRNCKPNKPGCPFUVCHHTGNCVKQPUJKR
+FGPVKHKECVKQP QH CEVKXKVKGUITQWRKPITGNCVGF CEVKXKVKGU VQIGVJGT HQTOKPI
FGRCTVOGPVU RTQXKFKPI CWVJQTKV[ CPF EQQTFKPCVKPI FGRCTVOGPVCNCEVKXKVKGUVQIGVJGT
8KGY2QKPVQH.KPG2GQRNG
8KGY2QKPVQH5VCHH
0CVWTGQHNKPGCPF5VCHH4GNCVKQPUJKR
9JCVKUNGCFGTUJKR!'ZRNCKPEJCTCEVGTKUVKEUQHFKHHGTGPVNGCFGTUJKRUV[NGU
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6YQOCTMSWGUVKQPUCPF#PUYGTU
9JCVFQ[QWWPFGTUVCPFD[OCPCIGOGPVUEKGPEGVJGQT[!
/CPCIGOGPVUEKGPEG VJGQT[ WVKNKUGU XCTKQWUSWCPVKVCVKXG VGEJPKSWGUVQ
OCZKOKUG TGUQWTEGU 3WCPVKVCVKXG /CPCIGOGPV 1RGTCVKQPU/CPCIGOGPV6QVCN3WCNKV[/CPCIGOGPVCPF/CPCIGOGPV+PHQTOCVKQP
5[UVGOCTGEQOKPIWPFGT/CPCIGOGPV5EKGPEG6JGQT[
9J[KUKVKORQTVCPVVQUVWF[VJGXCTKQWUOCPCIGOGPVVJGQTKGUVJCVJCXG
DGGPFGXGNQRGF!
K6QOCMGCWPKHKGFINQDCNVJGQT[QHOCPCIGOGPV
KK6QWVKNKUGVJGGZRGTKGPEGUQHRKQPGGTU
9JCVCTGVJGHWPEVKQPUQHOCPCIGTU!
2NCPPKPIQTICPKUKPIUVCHHKPIFKTGEVKPICPFEQPVTQNNKPICTGVJGHWPEVKQPU
QHOCPCIGOGPV
/GPVKQP VJG VJTGG CRRTQCEJGU IGPGTCNN[ CFQRVGF D[ OCPCIGTU KP
UGNGEVKPICPCNVGTPCVKXG
'ZRGTKGPEG'ZRGTKOGPVCVKQPCPF4GUGCTEJCPCN[UKU
'ZRNCPEJCKPQHEQOOCPF
7PDTQMGPNKPGQHCWVJQTKV[KUMPQYPCUEJCKPQHEQOOCPF6JGNKPGQH
CWVJQTKV[HNQYUHTQOVQRVQDQVVQOVJTQWIJVGJEJCKPQHEQOOCPF
9JCVCTGVJGDGPGHKVUQHOCPCIGOGPVD[QDLGEVKXGU!
C 'ORNQ[GGU ECP DG OQVKXCVGF DGECWUG VJG[ RCTVKEKRCVG KP
VJGIQCNUGVVKPIRTQEGUU
D 2GTHQTOCPEG ECP DG KORTQXGF DGECWUG /$1 EQPEGPVTCVGU
QPQDLGEVKXGU
E 7PPGEGUUCT[ GHHQTVU YKNN DG OKPKOKUGF DGECWUG QDLGEVKXGU
CTGUGVENGCTN[
F /$1 JGNRU OCPCIGTU VQ GZGTEKUG DGVVGT EQPVTQN QXGT
GORNQ[GGU
9JCVFQ[QWOGCPD[CUVTCVGI[!
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5VTCVGI[ KU FGHKPGF CU VJGFGVGTOKPCVKQPQH NQPIVGTO QDLGEVKXGU QH CP
QTICPKUCVKQP/CMKPIVJGDGUVEJQKEGUHQTVJGHWVWTGCPFCNNQECVKPIVJG
TGUQWTEGUPGEGUUCT[VQCEEQORNKUJVJGQDLGEVKXGU
9JCVKUFGEKUKQPOCMKPI!
&GEKUKQPOCMKPIKUFGHKPGFCUVJGUGNGEVKQPQHCEQWTUGQHCEVKQPCOQPI
CNVGTPCVKXG EQWTUGU QH CEVKQP &GEKUKQP OCMKPI UJQWNF DG TCVKQPCN
&GEKUKQPOCMKPIKPXQNXGUCEJQKEGCOQPICNVGTPCVKXGU
9JCVKUVJGRWTRQUGQHRNCPPKPI!
C 6QFGVGTOKPGVJGFKTGEVKQPQHCPQTICPKUCVKQP
D 6QRTQXKFGCDCUKUHQTVGCOYQTM
E VQOKPKOKUGYCUVCIGUKPVJGHWVWTG
F 6QHCEKNKVCVGFGEKUKQPOCMKPI
G 6QKORTQXGOQTCNGQHVJGGORNQ[GGU
5VCVGCP[VYQFGEKUKQPOCMKPIUVTCVGIKGU
C &GEKUKQPVTGGOGVJQF
D 1RGTCVKQPUTGUGCTEJ
E $TGCMGXGPCPCN[UKU
F 5KOWNCVKQPQTUVQEJCUVKEVGEJPKSWGU
9JCVCTGVJGQDLGEVKXGUQHRNCPPKPI
C 6QFGVGTOKPGVJGFKTGEVKQPQHCPQTICPKUCVKQP
D 6QOKPKOKUGYCUVCIGU
E 6QTGFWEGVJGTKUMQTWPEGTVCKPKV[
F 6QHCEKNKVCVGEQPVTQN
9JCVFQ[QWVGTODQWPFGFTCVKQPCNKV[KPFGEKUKQPOCMKPI!
+HRGQRNGCTGJCXKPIVKOGCPFEQPIPKVKXGCDKNKV[HQTOCMKPIFGEKUKQPUKV
KUUCKFVQDGDQWPFGFTCVKQPCNKV[
9JCVCTGVJGXCTKQWUV[RGUQHFGEKUKQPOCMKPIOQFGNU!
C %NCUUKECNFGEKUKQPOCMKPIOQFGNU
D #FOKPKUVTCVKXGFGEKUKQPOCMKPIOQFGNU
E 2QNKVKECNFGEKUKQPOCMKPIOQFGNU
&GHKPGVJGVGTO2NCPPKPI2TGOKUGU!
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2NCPPKPI RTGOKUGU CTG FGHKPG CUVJG CPVKEKRCVGF GPXKTQPOGPV KP YJKEJ
RNCPUCTGGZRGEVGFVQQRGTCVG2TGOKUGUCTGVJGCUUWORVKQPUQPYJKEJ
RNCPUCTGHQTOWNCVGF
9JCVFQ[QWOGCPD[RNCPPKPI!
2NCPPKPI KU C RTQEGUU D[ YJKEJ C OCPCIGT NQQMU VQ VJG HWVWTG CPF
FKUEQXGTU CNVGTPCVKXG EQWTUGU QH CEVKQP +P QVJGT YQTFU RNCPPKPI KU
CPVKEKRCVQT[FGEKUKQPOCMKPI2NCPPKPIKUVJGRTQEGUUWUGFD[OCPCIGTU
VQKFGPVKH[CPFUGNGEVIQCNUCPFEQWTUGUQHCEVKQPQHVJGQTICPKUCVKQP
9J[KUKPHQTOCNQTICPKUCVKQPPGGFGF!
6JG URGGF QH EQOOWPKECVKQP HNQY VJTQWIJ VJG KPHQTOCN EJCPPGNU KU
HCUVGTVJCPHQTOCNEJCPPGNU/CP[VCUMUYJKEJECPPQVDGCEEQORNKUJGF
D[ HQTOCN QTICPKUCVKQP ECP DG EQORNGVGF D[ KPHQTOCN QTICPKUCVKQP
+PHQTOCN QTIVCPKUCVKQP GPEQWTCIGU EQQRGTCVKQP DGVYGGP RGQRNG
+PHQTOCNQTICPKUCVKQPRTQXKFGULQDUCVKUHCEVKQPRGTUQPCNCVVCEJOGPVCPFUVCVWU VQ YQTMGTU 6JWU KPHQTOCN QTIVCPKUCVKQP KU PGGFGF HQT CP[
QTICPKUCVKQP
)KXGVYQGZCORNGUHQTNKPGQTICPKUCVKQP
C/KNKVCT[
D5OCNNGPVGTRTKUGU
5VCVGVJG/CUNQYUJKGTCTEJ[QHPGGFU
/CUNQYXKGYGFJWOCPPGGFUKPVJGHQTOQHJKGTCTEJ[6JGJKGTCTEJ[QHPGGFUCTG
K 2J[UKQNQIKECNPGGFU
KK 5CHGV[PGGFU
KKK 5QEKCNPGGFU
KX 'UVGGOPGGFU
X 5GNHCEVWCNKUCVKQPPGGFU
&KUVKPIWKUJDGVYGGPOQVKXCVKQPCPFUCVKUHCEVKQP
/QVKXCVKQP 5CVKUHCEVKQP
/QVKXCVKQPKUVJGRTQEGUUQH 5CVKUHCEVKQPKUVJGGPF
KPURKTKPICPFCEVWCVKPIVJG TGUWNVQHOQVKXCVKQP
YQTMGTUVQCEEQORNKUJVJG
QDLGEVKXGUQHVJGQTICPKUCVKQP
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/QVKXCVKQPNGCFUVQJKIJGT 5CVKUHCEVKQPOCMGU
NGXGNUQHRTQFWEVKXKV[ EJCPIGUKPVJGDGJCXKQWU
QHGORNQ[GGU
'ZRNCKPNGCFKPI
.GCFKPI KU VJG RTQEGUU QH KPUVTWEVKPI EQWPUGNNKPI IWKFKPI CPF
OQVKXCVKPIVJGJWOCPHCEVQTVQCEJKGXGQTICPKUCVKQPCNIQCNUGHHGEVKXGN[
/GPVKQPVJGXCTKQWUV[RGUQHNGCFGTUJKRUV[NGU
C #WVQETCVKENGCFGTUJKR
D &GOQETCVKEQTRCTVKEKRCVKXGNGCFGTUJKR
E .CKUUG\HCKTGNGCFGTUJKR
F $GPGXQNGPVCWVQETCVKENGCFGTUJKR
G 5WRRQTVKXGNGCFGTUJKR
9JCVCTGVJGFKHHGTGPVDCUGUQHFGRCTVOGPVCVKQP!
6KOG (WPEVKQPCN 2TQFWEV 2TQEGUU )GQITCRJ[ /CVTKZ
%WUVQOGTUGVE
9JCVKU.GRNCP!
+P (TCPEG #NN DWUKPGUU WPKVU YKNN HQNNQY VJG EGPVTCNK\GF RNCP QH VJG
IQXGTPOGPV5WEJRNCPUCTGHQTOWNCVGFYKVJVJGXKGYQH/CZKOK\CVKQP
QHPCVKQPCNTGUQWTEGUCPFCXQKFCPEGQHWPGEQPQOKECNCTGCU
9JCVCTGVJGYC[KPVGTPCVKQPCNK\CVKQPKUVCMGURNCEG!
'ZRQTVKPI.KEGPUKPI/CPCIGOGPVEQPVTCEVU,QKPV8GPVWTGU
/WNVKPCVKQPCN%QORCPKGU
9JCVKU/0%%QORCP[!
/0%EQORCP[KUCEEQORCP[JCXKPIDWUKPGUUQRGTCVKQPUOQTGVJCPQPG
EQWPVT[DWVKVUJGCFSWCTVGTUKUNQECVGFCVKVUJQOGEQWPVT[
9JCVKU'EQPQOKEGPXKTQPOGPV!
8CTKQWUGEQPQOKECEVKXKVKGUCHHGEVKPIDWUKPGUUQHCPCVKQPKUMPQYPCU'EQPQOKE GPXKTQPOGPV 'EQPQOKE GPXKTQPOGPV KPENWFGU GEQPQOKE
EQPFKVKQPUGEQPQOKEU[UVGOCPFGEQPQOKERQNKEKGU
&KUVKPIWKUJDGVYGGPIQCNUCPFQDLGEVKXGU
)QCNUCTGURGEKHKECPFUJQTVVGTOQTKGPVGFQPG
1DLGEVKXGUCTGIGPGTCNCPFNQPIVGTOQTKGPVGFQPG
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9JCVKU$WFIGV!
$WFIGVKUCV[RGQHRNCPYJKEJKUGZRTGUUGFKPPWOGTKECNFCVC
9JCVCTGVJGFKHHGTGPVV[RGUQHKPXGPVQTKGU!
4CY OCVGTKCNU 9QTM KP 2TQITGUU (KPKUJGF 2TQFWEVU
5RCTGUCPFEQORQPGPVU
9JCVKU,QDGPTKEJOGPV!
/CMKPIVJGLQDUOQTG KPVGTGUVKPICPF EJCNNGPIKPIQPGKUMPQYPCULQD
GPTKEJOGPV +V KUWUGF VQ OQVKXCVG CPFUCVKUH[ VJG YQTMHQTEGU KP VJG
YQTMRNCEG
&KUVKPIWKUJDGVYGGPFGEKUKQPWPFGTTKUMCPFWPEGTVCKPV[!
/CMKPIFGEKUKQPHQTVJGWPMPQYPUVCVGKUFGEKUKQPWPFGTWPEGTVCKPV[
/CMKPIFGEKUKQPUYKVJQWVEQPUKFGTKPIVJGEQPUGSWGPEGKUFGEKUKQPWPFGT
TKUM
&GHKPG.GCFGTUJKR
.GCFGTUJKRKUVJGCDKNKV[VQKPHNWGPEGQVJGTUCPFGPVJWUKCUVKECNN[OCMKPI
VJGOVQCEJKGXGVJGFGUKTGFTGUWNVU
9JCVCTGVJGKORQTVCPEGQHRNCPPKPI!
6Q 1HHUGV WPEGTVCKPVKGU 6Q +PVGITCVG 4GUQWTEGU #EJKGXKPI
2TQFWEVKXKV[
9JCVCTGVJGGZVGTPCN5QWTEGUQHTGETWKVOGPV!
#FXGTVKUGOGPV'ORNQ[OGPV#IGPEKGU%CORWU4GETWKVOGPV9GDUKVGU
&GHKPG%QOOWPKECVKQP
EQOOWPKECVKQP KU VJG RTQEGUU QH GZEJCPIKPI KFGCU QRKPKQPU HGGNKPIU
VJTQWIJCPOGFKWOCPFIGVVKPIHGGFDCEMHQTVJGUCOG
9JCVKU/$1!
%QORTGJGPUKXG OCPCIGOGPV 5[UVGO +V KU WUGF HQT IQCN UGVVKPI
/QVKXCVKQPCPFRGTHQTOCPEGCRRTCKUCN
9JCVKUOQVKXCVKQP!
/QVKXCVKQPKUVJGRTQEGUUQHKPFWEVKPIJWOCPGHHQTVUD[CNVGTKPIKPVGTPCN
CPFGZVGTPCNXCTKCDNGUYJKEJCTGCHHGEVKPIQPGUYQTMCDKNKV[
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/QVKXCVKQP8CNGPEG:'ZRGEVCPE[
9JCVKU$%)/CVTKZ!
+VKUVQQNWUGFHQTVJGUVTCVGI[HQTOWNCVKQP +VCPCN[UKU+PFWUVT[ITQYVJ
TCVGCPFOCTMGVUJCTGQHVJGEQORCP[CPFKPFKECVGUFKHHGTGPVDWUKPGUU
RQUKVKQPUCPFUVTCVGIKGUNKMGECUJEQYFQI3WGUVKQPOCTMUVCT
9JCVCTGVJGFKHHGTGPVV[RGUQHFGEKUKQP!
.QIKECNGOQVKQPCNNCVGTCN2TQITCOOGF0QPRTQITCOOGFGVE
&KUVKPIWKUJDGVYGGP2QNKEKGUCPF2TQEGFWTGU
2QNKE[KUVJGRTGXCKNKPIEQPFKVKQPCPFWPFGTUVCVKPI
2TQEGFWTGKUVJGUGSWGPEGQHCRTQRQUGFCEVKXKVKGU
&GHKPG&KTGEVKPI
+VKUVJGCEVQHKPUVTWEVKPIIWKFKPIKPURKTKPIRGQRNGKPCPQTICPK\CVKQPVQ
CEJKGXGQTICPK\CVKQPCNTGUWNVU
9JCVKU1TICPK\KPI!
+FGPVKHKECVKQP QH CEVKXKVKGUITQWRKPITGNCVGF CEVKXKVKGU VQIGVJGT HQTOKPI
FGRCTVOGPVU RTQXKFKPI CWVJQTKV[ CPF EQQTFKPCVKPI FGRCTVOGPVCN
CEVKXKVKGUVQIGVJGT
9JCVCTGVJGPCVWTGQHRNCPPKPI!
&[PCOKE )QCN QTKGPVGF QPG 2TQEGUU 2TKOCT[ VQ QVJGT OCPCIGOGPVHWPEVKQPU
9JCVCTGVJG+PVGTPCN5QWTEGUQHTGETWKVOGPV!
'ORNQ[GGU7PKQP)CVG*KTKPI&GRWVCVKQP
9JCVKUTGETWKVOGPV!
4GETWKVOGPVKUVJGRTQEGUUQHKPFWEKPIRQVGPVKCNECPFKFCVGUCRRN[KPIHQT
CLQDRQUKVKQPKPCPQTICPK\CVKQP
9JCVKUHQTOCNQTICPK\CVKQP!
#PQTICPK\CVKQPKUETGCVGFFGNKDGTCVGN[YKVJEQOOQPIQCNCPFRWTRQUG
+VJCUCYGNNGUVCDNKUJGFCWVJQTKVCVKXGTGNCVKQPUJKRCOQPIOGODGTU
&GHKPG&GEKUKQP/CMKPI
&GEKUKQP OCMKPI KPXQNXGU UGNGEVKQP QH DGUV EQWTUG QH CEVKQP COQPI
FKHHGTGPVCNVGTPCVKXGUEQWTUGUQHCEVKQP
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&KUVKPIWKUJDGVYGGPEGPVTCNK\CVKQPCPFFGEGPVTCNK\CVKQP
$CUGFQP FGNGICVKQPQH CWVJQTKV[ QTICPK\CVKQPUCTG ENCUUKHKGF KPVQ VYQ
V[RGU%GPVTCNK\CVKQP'PVKTG2QYGTKUXGUVGFKPVJGJCPFUQHHGYUGNGEVGF
RGTUQPU PQTOCNN[ VQR OCPCIGTU CTG JQNFKPI VJG RQYGT QH VJG
QTICPK\CVKQP
&GEGPVTCNK\CVKQP 1TICPK\CVKQPCN CWVJQTKV[ KU UJCTGF QPG #NN VJG
OGODGTUCTGJCXKPI UQOGCOQWPV QHHTGGFQO KPVJGKTYQTMDCUGFQP
VJGKTRQUKVKQPKPVJGQTICPK\CVKQPCNUVTWEVWTG
9JCVKU*WOCPTGUQWTEG/CPCIGOGPV!
2NCPPKPI CPF GZGEWVKPI CNN VJQUG CEVKXKVKGU CTG CUUQEKCVGF YKVJ
TGETWKVOGPV UGNGEVKQP VTCKPKPI CPF 2GTHQTOCPEG CRRTCKUCN CPF ECTGGT
FGXGNQROGPVKPMPQYPCUJWOCPTGUQWTEGOCPCIGOGPV
9JCVCTGVJGFKHHGTGPVUQWTEGUQHRQYGT!
.GIKVKOCVG2QYGT'ZRGTV2QYGT4GHGTGPV2QYGT4GYCTF
2QYGT%QGTEKXGRQYGT
9JCVCTGVJGKORQTVCPEGQH&GEGPVTCNK\CVKQP!
9QTM CWVQPQO[ 3WKEM FGEKUKQPU 5GNH TGURQPUKDKNKV[
%QPVKPWQWUKPXQNXGOGPV$GVVGTEQPVTQN
9JCV[QWOGCPD[QTICPK\CVKQPCNGHHGEVKXGPGUU!
1TICPK\CVKQPCNGHHGEVKXGPGUUKUOGCUWTGFKPVGTOUQHUVTWEVWTCNHGZKDKNKV[RTQFWEVKXKV['ORNQ[GGKPXQNXGOGPV,QDUCVKUHCEVKQPGVE
9JCVKUKPHQTOCNQTICPK\CVKQP!
1TICPK\CVKQP CTG ETGCVGF HQT RGTUQPCN KPVGTGUV CPF UCVKUHCEVKQP QH VJG
RGQRNG
9JCVCTGVJGKORQTVCPEGQH%CTGGTFGXGNQROGPV!
,QD UCVKUHCEVKQP %QPVGPVKQWU +ORTQXGOGPV .GUU GORNQ[GG VWTPQXGT
QTICPK\CVKQPCNFGXGNQROGPV
9JCVKUFGNGICVKQPQHCWVJQTKV[!
5JCTKPI QTICPK\CVKQPCNCWVJQTKV[ VQFKHHGTGPVNGXGNU CPF RQUKVKQPUQH CP
QTICPK\CVKQP
&KUVKPIWKUJDGVYGGP2QYGTCPFCWVJQTKV[
2QYGTKUECRCEKV[VQEQOOCPF
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#WVJQTKV[KUVJGTKIJVVQEQOOCPF
9JCVCTGVJG+PVGTPCN5QWTEGUQHTGETWKVOGPV!
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9JCVCTGVJGUQWTEGUQHEQPHNKEV!
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5VTCVGIKGUKUVJG$CUKE2NCP
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+PETGCUG2TQFWEVKXKV[4GFWEG#DUGPVGGKUO4GFWEGU.CDQWT
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5VQRVCNMKPI2WVVJGVCNMGTCVGCUG#VVGPVKQP *QNF[QWT
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