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8/8/2019 Managing Organizational Conflict and Negotiation
http://slidepdf.com/reader/full/managing-organizational-conflict-and-negotiation 1/42
KJGJFNGF ORFJGNXJ]NOGJECOGAENC] JGM GDFO]NJ]NOG
FROT\ 0
NXXVJGM^ BNG KJKJ] \+SK<<0:/<>
@JMN SJARNJGMJ \+SK<<3:/<>
RNSVJGMN \+SK<::=/<>
JARNXJE \+SK<<:=/<>
SJRHJGTMMNG \+SK<:23/<>
SC@OOE OA SOCNJE SCNDGCDS
TGNQDRSN]N SJNGS KJEJ^SNJ
S\J 4<38 ORFJGNXJ]NOGJE KJGJFDKDG]
8/8/2019 Managing Organizational Conflict and Negotiation
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V`j} ns Cogaenc}?
Mdangdm js j s}rtffed or cog}ds} bd}vddg|do|ed vn}` o||osngf gddms% nmdjs% bdendas%
qjetds% or fojes'
"Cogaenc}'" ]`ns ns j vorm }`j} cjtsds kos} oa
ts j frdj} mdfrdd oa mnscokaor}% jgfdr%
arts}rj}nog% sjmgdss% jgm |jng'
8/8/2019 Managing Organizational Conflict and Negotiation
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Mo ~ot sdd j ~otgf vokjg or oem
vokjg?
8/8/2019 Managing Organizational Conflict and Negotiation
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]~|d oa Cogaenc}s
Ng}rj|dr sogje8 cogaenc} vn}`ng }`d ngmnqnmtje (aor dpjk|ed% j
|drsog v`o cjggo} kjid mdcnsnogs.'
Ng}dr |dr sogje8 cogaenc} jkogf }vo or kord ngmnqnmtjes (aor
dpjk|ed% jg jrftkdg} bd}vddg j bo~arndgmjgm fnrearndgm% or bd}vddg j s}tmdg} jgm
`dr/`ns }djc`dr% or c`nem jgm |jrdg}% or
bd}vddg arndgms/coeedjftds.'
Ng}rjfr ot|8 cogaenc} vn}`ng j frot| (aor dpjk|ed% bd}vddg
kdkbdrs oa }`d sjkd vori or aoo}bjee }djk.'Ng}drfr ot|8 cogaenc} bd}vddg }vo or kord frot|s (aor
dpjk|ed% bd}vddg }vo mnaadrdg} ~ot}` fjgfs%
or bd}vddg s}tmdg}s jgm }`d sc`ooe ajcte}~.'
8/8/2019 Managing Organizational Conflict and Negotiation
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Ng }`d vori|ejcd% j snk|ed mnsjfrddkdg} bd}vddg}djk kdkbdrs% na tgr dsoeqdm% kj~ dscjej}d ng}ojqonmjgcd% ngjbnen}~ }o vori }ofd}`dr % qdrbjejssjte}s% jgm r dsdg}kdg}' Ng }`d vors} cjsds% n} kj~jeso edjm }o `os}nen}~ jgm dqdg}tje sd|jrj}nog arok }`dorfjgnxj}nog' ]`drdaord% n} ns nk|or}jg} }`j} }`d cogaenc}
bd rdsoeqdm js soog js |ossnbed'
8/8/2019 Managing Organizational Conflict and Negotiation
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]rjmn}nogje qndv + jee cogaenc} ns bjm% kts}
bd jqonmdm
@tkjg rdej}nogs qndv + cogaenc} ns gj}trjejgm ngdqn}jbed ot}cokd ng jg~
orfjgnxj}nog
Ng}dr jc}nogns} qndv + sokd cogaenc} nsgdcdssjr~ aor orfjgnxj}nog }o |draork
daadc}nqde~
Qndv oa }`d Cogaenc}
8/8/2019 Managing Organizational Conflict and Negotiation
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Atgc}nogje jgm M~satgc}nogje Cogaenc}
Atgc}nogje cogaenc} ns cogs}rtc}nqd jgm
`de|s }jsi |draorkjgcd8 enid
coo|drj}nog jgm nmdj oa crdj}nqn}~ M~satgc}nogje ns mds}rtc}nqd jgm `tr}s
}jsi |draorkjgcd 8 kjid mnaancte} aor
frot| }o jc`ndqd }`dnr foje
]`ns mns}ngc}nog md|dgms og }`d }~|d oa
cogaenc} jgm `ov }`d cogaenc} ns `jgmedm'
8/8/2019 Managing Organizational Conflict and Negotiation
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Cjtsds oa Cogaenc}
]rnffdr oa Cogaenc}
Cogaenc} ns jee ingms oa o||osn}nog or
jg}jfogns}nc ng}drjc}nogs bd}vddg }vo or
kord |jr}nds
Cogaenc} orfjgnxj}nogs (orfjgnxj}nogje
cogaenc}. ns }`d ejci cogaorkn}~ bd}vddg 8
º ]vo or kord kdkbdrs
º Kdkbdrs oa frot|s9 or
º Frot|s oa orfjgnxj}nogs
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J cogaenc} }rnffdr ns cnrctks}jgcd }`j}
ngcrdjsd oa ng}drfrot| or ng}dr|drsogje
cogaenc}' Js eogf js j cogaenc} }rnffdr
j||djrs }o s}nktej}d cogs}rtc}nqd
cogaenc}% n} cjg bd jeeovdm }o cog}ngtd
Cjtsds oa Cogaenc} ©cog}'
8/8/2019 Managing Organizational Conflict and Negotiation
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:' Qdr}ncje cogaenc}
Occtrs bd}vddg `ndrjrc`ncje edqdes
2' @ornxog}je cogaenc}'
Occtrs bd}vddg |drsogs or frot|s j} }`d
sjkd `ndrjrc`ncje edqde
3' Jkbnftots or Oqdrej||ngf Htrnsmnc}nog
Tgcedjr hob botgmjrnds oa}dg crdj}d
cok|d}n}nog aor rdsotrcd jgm cog}roe
Cjtsds oa Cogaenc} ©cog}'
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=' Cok|d}n}nog aor Scjrcd RdsotrcdRdsotrcd ngcetmd atgm% |drsoggde% jt}`orn}~%
|ovdr% jgm qjetjbed ngaorkj}nog
4' Cokktgncj}nog Brdjimovg
N} ns djs~ }o knstgmdrs}jgm jgo}`dr |drsog
or frot| oa |do|ed na }vo+vj~
cokktgncj}nog ns `jk|drdm ng sokd vj~ ngsokd vj~'
Cjtsds oa Cogaenc} ©cog}'
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1' ]nkd \rdsstrdMdjmengds jgm o}`dr aork oa }nkd |rdsstrdcjg s}nktej}d |rok|} |draorkjgcd or }rnffdrs mds}rtc}nqd dko}nogje rdjc}nog'
6' Tgrdjsogjbed S}jgmjrm% Rteds% \oencnds or \rocdmtrds
]`dsd }rnffdrs fdgdrjee~ edjm }o m~satgc}nogcogaenc} bd}vddg kjgjfdr jgm }`d |do|ed
}`d~ kjgjfd'
Cjtsds oa Cogaenc} ©cog}'
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0' \drsogjen}nds Cejs`dsN} ns qdr~ mnaancte} }o c`jgfd ogd±s |drsogjen}~ og}`d hob'
>' S}j}ts Mnaadrdg}njes Js eogf js |romtc}nqd orfjgnxj}nogs cog}ngtd }obd jrrjgfdm `ndrjrc`ncjee~% }`ns }rnffdr tgjqonmjbed'
:<' Tgrdjenxdm Dp|dc}j}nog
Mnssj}nsajc}nog frov v`dg dp|dc}j}nog ord go}kd}' Mds}rtc}nqd cogaenc} cjg bd jqonmdm ng }`nsjrdj b~ }jingf }nkd }o mnscoqdr% v`j} |do|ed
dp|dc} arok }`dnr dk|eo~kdg}'
Cjtsds oa Cogaenc} ©cog}'
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@ov }o Mdje vn}` Cogaenc}s
Cogaenc} rdsoet}nog
º J sn}tj}nog ng v`nc` }`d tgmdre~ngf
rdjsogs aor j fnqdg mds}rtc}nqd cogaenc} jrddenkngj}dm
º Daadc}nqd rdsoet}nog bdfngs vn}` j
mnjfgosns oa }`d s}jfd }o v`nc` cogaenc}
`js mdqdeo|dm jgm rdcofgn}nog oa }`d
cjtsd(s. oa }`d cogaenc}
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Aotr S}r tc}trje ]dc`gnztds aor
Cogaenc} Rdsoet}nog
:' Cejrnancj}nog oa hob dp|dc}j}nogs
+ }o cejrna~ v`j} djc` ngmnqnmtje jgm stb tgn}ns dp|dc}dm }o jccok|ens`
2' Coormngj}ngf jgm ng}dfrj}ngf kdc`jgnsk
+ }o tsdm coormngj}ngf kdc`jgnsk ns }`d
c`jng oa cokkjgm
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3' St|drormngj}d Obhdc}nqds
+ Obhdc}nqds }`j} rdztnrd }`d coeejborj}nog
oa }vo or kord ngmnqnmtjes% frot|s or
md|jr}kdg} }o bd j}}jngdm stccdssatee~
=' Rdvjrm S}rtc}trd
+ Rdvjrm cjg bd tsdm }o kjgjfd cogaenc}
b~ ngaetdgcngf |do|ed }o bd`jqd ng vj~s
}`j} jqonm m~satgc}nogje cogsdztdgcds
Aotr S}r tc}trje ]dc`gnztds aor
Cogaenc} Rdsoet}nog ©cog}'
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@ov }o Mdje vn}` Cogaenc}s
S}jfds oa cogaenc}
º Cogaenc} jg}dcdmdg}s
Sd} }`d cogmn}nogs aor cogaenc}
º \drcdnqdm cogaenc}
Stbs}jg}nqd or dko}nogje mnaadrdgcds jrd sdgsdm
º Ade} cogaenc}
]dgsnog crdj}ds ko}nqj}nog }o jc}
º Kjgnads} cogaenc}
Cogaenc} rdsoet}nog or st||rdssnog
Cogaenc} ja}drkj}`
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Ngmnr dc} cogaenc} kjgjfdkdg}
j||r ojc`ds
º Rdmtcdm ng}drmd|dgmdgcd
º J||djes }o cokkog fojes
º @ndrjrc`ncje rdadrrje
º Je}drj}nogs ng }`d tsd oa k~}`oeof~ jgm
scrn|}s
@ov }o Mdje vn}` Cogaenc}s ©cog}'
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Cogaenc}s cjg bd |r dqdg}dm or
kjgjfdm b~8
º Mnscn|engd8 Kjng}jngngf mnscn|engd cjg
bd tsdm }o kjgjfd jgm |rdqdg}
cogaenc}s
º Cogsnmdrj}nog oa dp|drndgcd ng S}jfds
oa Enad
@ov }o Mdje vn}` Cogaenc}s ©cog}'
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º Cokktgncj}nog8 J foom
cokktgncj}nog vnee crdj}d j}`drj|dt}nc dgqnrogkdg} jgm
cogmtcnqd'
º Jc}nqd ens}dgngf8 ens}dgngf jc}nqde~ nsdssdg}nje }o kjgjfd cogaenc}s'
@ov }o Mdje vn}` Cogaenc}s ©cog}'
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Sdqdrje vj~s }o `jgmed cogaenc}
daadc}nqde~8
º Ng}ros|dc}nog9 @ov jrd vd tstjee~ mdjevn}` cogaenc}? V`j} s}~ed ns tstjee~ tsdm?
V`j} ns }`d bjsns jgm otr |drcd|}nog'
º Dqjetj}ngf }`d |jr}nds ngqoeqdm9 N} ns
nk|or}jg} aor ts }o igov }`d |jr}nds
ngqoeqdm'
@ov }o Mdje vn}` Cogaenc}s ©cog}'
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º Nmdg}na~ sotrcds oa cogaenc}
º Igovngf }`d cogaenc} rdsoet}nog
o|}nogs jqjnejbed jgm c`oosngf }`d
rnf`}
@ov }o Mdje vn}` Cogaenc}s ©cog}'
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Cogaenc} Kjgjfdkdg} S}~eds
©'cogaenc} kjgjfdkdg} s}~ed ns }`d|j}}drg oa bd`jqnotr jg ngmnqnmtje
mdqdeo|s ng rds|ogsd }o cogaenc} vn}`
o}`drs stc` js mnaadrdgcds oa o|ngnog'
Cogaenc} kjgjfdkdg} s}~eds jrd }`d
s}rj}dfnds or kd}`oms tsdm b~ djc`
ngmnqnmtje }o mdje vn}` cogaenc} sn}tj}nogs
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Fdgdrje j||rojc` }o cogaenc}kjgjfdkdg} ns mnqnmdm ng}o 4 s}~eds%
jkogf o}`drs9
:':' Coeejborj}nogCoeejborj}nog
2'2' JqonmJqonm
3'3' Cok|d}ngfCok|d}ngf
='=' Jccokkomj}ngfJccokkomj}ngf
4'4' Cok|roknsdCok|roknsd
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OVE
Coeejborj}ngf
N vng% ~ot vng
]tr}ed
Jqonmngf
^ ot bdgm% N bdgm
S`jri
Cok|d}ngf
N vng% ~ot eosd
]dmm~ Bdjr
Jccokkomj}ngf
N eosd% ~ot vng
S~kboe8
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Aop
Cok|r oknsngf
^ ot bdgm% N bdgm
Kjgjfdkdg} kts} bd jbed }o rdmtcd n}s dpcdssnqd
cok|d}n}nog (v`nc` fjqd bnr}` }o j cogaenc} }`j} ns
m~satgc}nogje. }`j} jc}tjee~ mjkjfd }`d s|nrn} oa
s~gdrfnsk orfjgnxj}nog vn}`ot} aorfd}}ngf }`dcog}ngtots rd+dk|ovdrkdg}' ]`drd jrd 4 }~|ds oa
cogaenc} kjgjfdkdg} }`j} cjg bd sdedc}dm }o `jgmed
cogaenc}s }`j} jrnsd (Mjvg K' Bjsidrqneed% :>>3814.
gjkde~8
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Coeejborj}ngf
N vng% ~ot vng
Atgmjkdg}je |rdknsd8 ]djkvori jgm coo|drj}nog ̀ de| dqdr~ogd jc`ndqd}`dnr fojes v`ned jeso kjng}jngngf rdej}nogs`n|s
S } r j} dfnc |`neoso|`~8 ]`d |rocdss oa voringf }`rotf` mnaadrdgcds vnee edjm
}o crdj}nqd soet}nogs }`j} vnee sj}nsa~ bo}` |jr}nds& cogcdrgs
V`dg } o t sd8V`dg }`drd ns j `nf` edqde oa }rts}
V`dg ~ot mog&} vjg} }o `jqd atee rds|ogsnbnen}~
V`dg ~ot vjg} o}`drs }o jeso `jqd "ovgdrs`n|" oa soet}nogs
V`dg }`d |do|ed ngqoeqdm jrd vneengf }o c`jgfd }`dnr }`ngingf js kord
ngaorkj}nog ns aotgm jgm gdv o|}nogs jrd stffds}dm
V`dg ~ot gddm }o vori }`rotf` jgnkosn}~ jgm `jrm addengfs
Mr jvbjcis8
]`d |rocdss }jids eo}s oa }nkd jgm dgdrf~
Sokd kj~ }jid jmqjg}jfd oa o}`dr |do|ed&s }rts} jgm o|dggdss
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Jqonmngf
Go vnggdrs% go eosdrs
Atgmjkdg}je |rdknsd8 ]`ns nsg&} }`d rnf`} }nkd or |ejcd }o jmmrdss }`ns nsstd
S } r j} dfnc |`neoso|`~8 Jqonms cogaenc} b~ vn}`mrjvngf% snmds}d||ngf% or
|os}|ogngf
V`dg } o t sd8
V`dg }`d cogaenc} ns skjee jgm rdej}nogs`n|s jrd j} s}jidV`dg ~ot&rd cotg}ngf }o }dg }o cooe oaa
V`dg kord nk|or}jg} nsstds jrd |rdssngf jgm ~ot adde ~ot mog&} `jqd }nkd
}o mdje vn}` }`ns |jr}nctejr ogd
V`dg ~ot `jqd go |ovdr jgm ~ot sdd go c`jgcd oa fd}}ngf ~otr cogcdrgs
kd}
V`dg ~ot jrd }oo dko}nogjee~ ngqoeqdm jgm o}`drs jrotgm ~ot cjg soeqd}`d cogaenc} kord stccdssatee~
V`dg kord ngaorkj}nog ns gddmdm
Mr jvbjcis8
Nk|or}jg} mdcnsnogs kj~ bd kjmd b~ mdajte}
\os}|ogngf kj~ kjid kj}}drs vors}
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Cok|d}ngf
N vng% ~ot eosd
Atgmjkdg}je |rdknsd8 Jssocnj}ds " vnggng f" j cogaenc} vn}` cok|d}n}nog
S } r j} dfnc |`neoso|`~8 V`dg fojes jrd dp}rdkde~ nk|or}jg}% ogd kts} sokd}nkds
tsd |ovdr }o vng
V`dg } o t sd8
V`dg ~ot igov ~ot jrd rnf`}
V`dg }nkd ns s`or} jgm j ztnci mdcnsnog ns gddmdm
V`dg j s}rogf |drsogjen}~ ns }r~ngf }o s}djkroeedr ~ot jgm ~ot mog&} vjg}
}o bd }jidg jmqjg}jfd oa
V`dg ~ot gddm }o s}jgm t| aor ~otr rnf`}s
Mr jvbjcis8
Cjg dscjej}d cogaenc}
Eosdrs kj~ rd}jenj}d
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Jccokkomj}ngf
N eosd% ~ot vng
Atgmjkdg}je |rdknsd8 Voringf }ovjrm j cokkog |tr|osd ns kord nk|or}jg} }`jg jg~
oa }`d |drn|`drje cogcdrgs9 }`d }rjtkj oa cogarog}ngf mnaadrdgcds kj~ mjkjfd arjfned
rdej}nogs`n|s
S } r j} dfnc |`neoso|`~8 J||djsd o}`drs b~ movg|ej~ngf cogaenc}% }`ts |ro}dc}ngf }`d
rdej}nogs`n|
V`dg } o t sd8V`dg jg nsstd ns go} js nk|or}jg} }o ~ot js n} ns }o }`d o}`dr |drsog
V`dg ~ot rdjenxd ~ot jrd vrogf
V`dg ~ot jrd vneengf }o ed} o}`drs edjrg b~ kns}jid
V`dg ~ot igov ~ot cjggo} vng
V`dg n} ns go} }`d rnf`} }nkd jgm ~ot votem |rdadr }o snk|e~ btnem crdmn} aor }`d
at}trd
V`dg `jrkog~ ns dp}rdkde~ nk|or}jg}V`dg v`j} }`d |jr}nds `jqd ng cokkog ns j foom mdje kord nk|or}jg} }`jg }`dnr
mnaadrdgcds
Mr jvbjcis8
Ogd&s ovg nmdjs mog&} fd} j}}dg}nog
Crdmnbnen}~ jgm ngaetdgcd cjg bd eos}
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Cok|roknsngf
^ot bdgm% N bdgm
Atgmjkdg}je |rdknsd8 Vnggngf sokd}`ngf v`ned eosngf j en}}ed ns OI
S } r j} dfnc |`neoso|`~8 Bo}` dgms jrd |ejcdm jfjngs} }`d knmmed ng jg j}}dk|} }o
sdrqd }`d "cokkog foom " v`ned dgstrngf djc` |drsog cjg kjng}jng sokd}`ngf
oa }`dnr ornfngje |osn}nog
V`dg } o t sd8
V`dg |do|ed oa dztje s}j}ts jrd dztjee~ cokkn}}dm }o fojes
V`dg }nkd cjg bd sjqdm b~ rdjc`ngf ng}drkdmnj}d sd}}edkdg}s og
ngmnqnmtje |jr}s oa cok|edp nsstds
V`dg fojes jrd komdrj}de~ nk|or}jg}
Mr jvbjcis8
Nk|or}jg} qjetds jgm eogf+}drk obhdc}nqds cjg bd mdrjnedm ng }`d |rocdss
Kj~ go} vori na ngn}nje mdkjgms jrd }oo frdj}
Cjg s|jvg c~gncnsk% ds|dcnjee~ na }`drd&s go cokkn}kdg} }o `ogor }`d
cok|roknsd soet}nogs
8/8/2019 Managing Organizational Conflict and Negotiation
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Vd gddm }o rdkdkbdr }`j} ng c`oosngf j s}~ed }`j}
vnee bd tsdm b~ j |drsog or orfjgnxj}nog ng
cogaenc} kjgjfdkdg} vnee bd `nf`e~ md|dgmdg}
jgm ngaetdgcdm b~ }`d 8
:' |drcd|}nog
2' |drsogjen}~ / c`jrjc}dr
3' Ko}nqj}nog
=' Jbnen}~ or
4' Rdadrdgcd frot| `dem b~ j |drsog or
orfjgnxj}nog'
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N} cotem bd jrftdm }`j} }`d c`oncd oa ogdoa }`d s}~ed }o kjgjfd cogaenc} ns jatgc}nog oa s|dcnanc cogmn}nogs jgm bjsncorndg}j}nog oa j |drsog or }`dnr bd`jqnor ng }`d ajcd }`d cogaenc} v`nc` ns jesordej}dm }o }`d qjetd (qjetd. stc` |drsog' J} }`d edqde oa stbcte}trd (stbcte}trd.%s`jrdm qjetds cjg bd tsdm }o |rdmnc} j
|drsog og }`d s}~eds o|}nog ng rdsoeqngf}`d cogaenc} j} `jgm' Stbcte}trd ogd nsdp|dc}dm }o jaadc} }`d bd`jqnor }`j} vneeaork }`d sjkd bd`jqnor vn}` }`d cte}trd
(K' Ijkne Ioxjg% 2<<28>3+>1.'
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Gdfo}nj}nog
\rngcn|eds8
bjsdm og }`d jsstk|}nog }`j} vd qjetd
rdej}nogs`n|s jgm }`d |do|ed vd mobtsngdss vn}`% vori vn}`% jgm }`d |do|ed
vd enqd vn}`
Gdfo}nj}nog ns j ajc} oa dqdr~mj~ enad
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Ng jg orfjgnxj}nogje cog}dp}%
gdfo}nj}nog kj~ }jid |ejcd8
:'bd}vddg }vo |do|ed
2'vn}`ng j frot|3'bd}vddg frot|s
='oqdr }`d Ng}drgd}
Gdfo}nj}nog ©cog}'
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Dedkdg}s oa Gdfo}nj}nogs
:' Sokd mnsjfrddkdg} or cogaenc} dpns}s
2' ]`drd ns sokd mdfrdd oa
ng}drmd|dgmdgcd bd}vddg }`d |jr}nds
3' ]`d sn}tj}nog kts} bd cogmtcnqd }o
o||or}tgns}nc ng}drjc}nog
=' ]`drd dpns}s sokd |ossnbnen}~ oa
jfrddkdg}
Dedkdg}s oa Gdfo}nj}nogs
:' Sokd mnsjfrddkdg} or cogaenc} dpns}s
2' ]`drd ns sokd mdfrdd oa
ng}drmd|dgmdgcd bd}vddg }`d |jr}nds
3' ]`d sn}tj}nog kts} bd cogmtcnqd }o
o||or}tgns}nc ng}drjc}nog
=' ]`drd dpns}s sokd |ossnbnen}~ oa
jfrddkdg}
Gdfo}nj}nog ©cog}'
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Vng+eosd gdfo}nj}ngf Cejssncje qndv }`j} gdfo}nj}nogs jrd j
aork oa j x dro+stk fjkd
º n'd'% }o v`j}dqdr dp}dg} ogd |jr}~ vngssokd}`ngf% }`d o}`dr |jr}~ eosds
Jeso igovg js mns}rnbt}nqd gdfo}nj}ngf º n'd'% }`d |rocdss oa ³mns}rnbt}ngf½ scjrcd
rdsotrcds
Gdfo}nj}nog ©cog}'
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Vng+vng gdfo}nj}ngf J |osn}nqd+stk j||rojc`
º n'd'% sn}tj}nogs v`drd djc` |jr}~ fjngs
vn}`ot} j corrds|ogmngf eoss aor }`d o}`dr |jr}~
Mods go} kdjg }`j} dqdr~ogd fd}s
dqdr~}`ngf }`d~ vjg}dm
Jg jfrddkdg} `js bddg jc`ndqdm
v`nc` edjqds jee |jr}nds bd}}dr oaa }`jg
}`d~ vdrd |rnor }o }`d jfrddkdg}
Gdfo}nj}nog ©cog}'
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Qjrnjbeds }`j} jaadc} gdfo}nj}nogs8 ]`drd ns go ogd bds} vj~ }o gdfo}nj}d
]`d sdedc}nog oa s|dcnanc gdfo}nj}nog
s}rj}dfnds jgm }jc}ncs md|dgms og8:' ]`d gj}trd oa }`d nsstds bdngf gdfo}nj}dm
2' ]`d dgqnrogkdg} ng v`nc` }`d gdfo}nj}nogs }jid
|ejcd
3' ]`d gj}trd oa }`d ot}cokds mdsnrdm arok }`d
gdfo}nj}nogs
Gdfo}nj}nog ©cog}'
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