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Iaaeaeoia?iaeiay Aeaaeaiey Aeciana e Aaieianeiai Aeaea

Oaeoeueoao Oi?aaeaiey e Oeiainia

?AOA?AO

ii eo?no “Oaoieea naiii?aaiecaoeee”

ia oaio: “I?acaioaoeey: niune, iacia/aiea, niaea?aeaiea”

Nooaeaioa Eoaea?iaa Iaeneia

1 eo?na a?oiiu OO-61

niaoeeaeueiinoe 060400

oeiainu e e?aaeeo

Oieueyooe 1996

NIAeA?AEAIEA

1.
Aaaaeaiea………………………………………………………
………………………………………………………………
…………………………………………… 3

2. Iaci? eeoa?aoo?u ii
oaia…………………………………………………………..
……………………………………………………………..
4

2.1 *oi oaeia i?acaioaoeey, aa iacia/aiea e
niune………………………………………………………….
…………… 5

2.2 Iiaeaioiaea
i?acaioaoeee……………………………………………………
………………………………………………………………
………..7

2.3 Aiaeec
oeaee………………………………………………………….
………………………………………………………………
…………………………. 7

2.4 Aiaeec
aoaeeoi?ee……………………………………………………..
………………………………………………………………
……………… 10

2.5 Ieaie?iaaiea ?a/e eee
i?acaioaoeee……………………………………………………
………………………………………..14

2.6 ?ac?aaioea aeaaiie
eaeae………………………………………………………….
………………………………………………………………
15

2.7 ?anieaie?iaaiea
a?aiaie………………………………………………………..
……………………………………………………………..1
5

2.8 I?eia?u ieaie?iaee
?a/e…………………………………………………………..
…………………………………………………………16

2.9 I?iaiic
aeeeiu…………………………………………………………
………………………………………………………………
……………………….17

2.10 Auai?
noeey………………………………………………………….
………………………………………………………………
………………………….17

2.11 ?ac?aaioea ?a/e eee
i?acaioaoeee……………………………………………………
…………………………………………….18

2.11.1
Anooieaiea……………………………………………………..
………………………………………………………………
…………………………18

2.11.2 Iniiaiay
/anoue…………………………………………………………
………………………………………………………………
…………….19

2.11.3 Caeeth/aiea (the final
summary)……………………………………………………….
……………………………………….20

2.11.4 Ia?eiae caaeaaaiey e ioaaoia ia aii?inu (quetion-and-answer
period)………………………………………………………..
………………………………………………………………
…………………………………………21

2.11.5 Eniieueciaaiea iaaeyaeiuo iaoiaeia e iaoa?eaeia (visual
aids)………………………………………………………….
………………………………………………………………
…………………………………………….21

2.12 Ianoa?noai ioee/iie
i?acaioaoeee……………………………………………………
…………………………………………..27

2.13 Iiaeaioiaea e oniaoiie
?a/e…………………………………………………………..
…………………………………………………28

2.14 Oniaoiay
?a/ue………………………………………………………….
………………………………………………………………
………………….28

2.15 Ioaaou ia
aii?inu………………………………………………………..
………………………………………………………………
…………..30

3 Iiaiea aaoi?a
?aoa?aoa……………………………………………………….
………………………………………………………………
……33

4.
Caeeth/aiea…………………………………………………….
………………………………………………………………
……………………………………32

5. Nienie eniieueciaaiiie
eeoa?aoo?u……………………………………………………..
………………………………………….34

1. AAAAeAIEA

Aeaaiui iniiaaieai aeey iaienaiey yoiai aeiaieueii iauaiiiai ?aoa?aoa
yaeyaony auiieiaiea oo?aoiie ?aaiou ii eo?no “Oaoieea naiii?aaiecaoeee”
eae iaeii ec iieo/aiey ca/aoa ii eo?no.

Niioaonoaaiii oeaeyie auiieiaiey yoie ?aaiou yaeythony:

Auiieiaiea oo?aoiie ?aaiou.

Cae?aieaiea iaoa?eaea ii eo?no eioi?iaoeeiiiie eoeueoo?u (“aeaeeioa/iia
aeaei”)

Iieo/aiea iaaueia iaienaiey e ioi?ieaiey ?aoa?aoia.

Aeaiiue ?aoa?ao niaea?aeeo aeiaieueii iiae?iaioth eioi?iaoeeth i
i?acaioaoeee e iniaaiii oeaiai oai, /oi iaienai n eniieueciaaieai
eeoa?aoo?u ia aiaeeeneii ycuea, o.e. ia ?onneii ycuea eeoa?aoo?a
iaeaieaa niioaaonaothuay oaia ?aoa?aoa iinea aeieaeo iineia ia auea
iaeaeaia.

2. IACI? EEOA?AOO?U

Iaeoe eeoa?aoo?o ia yoo aeiaieueii i?inooth oaio, e oai aieaa iaienaoue
ii yoie eeoa?aoo?a ?aoa?ao aieueoa 30-oe no?aieoe ieacaeinue neiaeiaa,
/ai y i?aaeiieaaae. Any iaeaeaiiay ia ?onneii ycuea eeoa?aoo?a eeoue
aneieuecue eanaeanue iaiaoiaeeiie oaiu. Auee a /anoiinoe iaeaeaiu
neaaeothuea eieae:

A?ioth?a Caeaiiaie “Eoeueoo?a aeaeiaiai iauaiey”. A aeaaa
“I?acaioaoeey” aeeeiie a 2 no?aieoeu iaaieueoiai oi?iaoa
?anniao?eaathony eeoue iauea iiiyoey i?acaioaoeee oe?iu, a oaeaea
aniaeou aeaeiaiai yoeeaoa i?acaioaoeee. Eioi?iaoeey ec yoie eieae a
?aoa?ao ia aeeth/aia.

A. Aa?iai. “Ia?eaoeia”. A yoie aeiaieueii aiooeoaeueiie eieaa
i?acaioaoeey oaeaea oeacaia eae iaeei ec niiniaia i?iaeaeaeaiey
(promotion) i?iaeoeoa. Oaeaea niaea?aeeo oeaee i?acaioaoeee, iaeiaei
eioi?iaoeee iiyoue aea e?aeia ia aeinoaoi/ii (1 no?aieoea).

Anee iinii?aoue a iaeaieaa aeeceoth e oaia eieao Ae. Ea?iaae (ii
eioi?ie aieueoeinoai ?aoa?aoia ia yoo oaio e ienaeinue) “Eae
au?aaaouaaoue oaa?aiiinoue a naaa e aeeyoue ia ethaeae, aunooiay
ioaee/ii”, oi iia yaeyaony naiie iiaeoiaeyuae ec iaeaeaiiuo a
aeaeeioaeao ai?iaea eiea. Iaeiaei neaaeoao ioiaoeoue niiaa, /oi
iienuaaaiua ioieou a iae aeiaieueii iiaa?oiinoiu.. Eieaa, aeaaea noaey
ii a? iacaaieth, iienuaaao eeoue /anoue i?acaioaoeee, a eiaiii – ?a/ue
i?aoi?a.

Iaeaieaa iiaeoiaeyuay eieaa – “Business communication today (second
edition)” eioi?ay auea iieiaeaia a iniiao yoiai ?aoa?aoa. Iia niaea?aeeo
iieioth iiae?iaioth eioi?iaoeeth i oai?ee i?acaioaoeee.

Eiaiii ii iineaaeiae eieaa e iaienai aeaiiue ?aoa?ao.

2.1 *OI OAEIA I?ACAIOAOeEss, AA IACIA*AIEA E NIUNE

“I?acaioaoeey, io eao. praesentatio –

I?aaenoaaeaiea, i?aaeuyaeaiea ia?aaiaeiiai aaenaey eeoeo, iaycaiiiio
niaa?oeoue ieao?ae (o?annaoo).

Iauanoaaiiia i?aaenoaaeaiea /aai-eeai iiaiai, iaaeaaii iiyaeaoaainy,
nicaeaiiiai, iai?eia?: eieae, aeo?iaea, eeiioeeueia, oaeai?ia?aiiu,
i?aaiecaoeee.”*

Ioia/o oaeaea, /oi a aieueoeinoaa ?aoa?aoia ia aeaiioth oaio eiaao ianoi
ioeaea: ?onneia neiai “i?acaioaoeey” i?iecioei ia io aiaeeeneiai
Presentation, a io eaoeineiai (ni. auoa).

Oae cia/aiea neiaa “i?acaioaoeey” oieeoao Nia?aiaiiue neiaa?ue
eiino?aiiuo neia (1993). N?aco neaaeoao ioiaoeoue, /oi aeaiiue ?aoa?ao
iienuaaao iacia/aiea, niune e niaea?aeaiea i?acaioaoeee oieueei ai
aoi?ii cia/aiee yoiai neiaa.

Eoae, i?acaioaoeey anoue i?aaenoaaeaiea iauanoaaiiinoe /aai-oi iiaiai, n
ii?aaeaeaiiuie oeaeyie.

I?acaioaoeee auaatho neaaeothueo aeaeia:

SYMBOL 183 \f “Symbol” I?acaioaoeey iauanoaaiiie i?aaiecaoeee (oe?iu,
aeoeeiia?iiai iauanoaa, ei?ii?aoeee e o.i.). Oeaeyie oaeie i?acaioaoeee
yaeythony: nicaeaiea eieaeaea oe?iu n?aaee aeaeiauo e?oaia, nicaeaiea
eee ainnicaeaiea aeaaii?eyoiiai ia?aca oe?iu, ?aeeaia eiaie oe?iu. Ii
nooe naiae oaeay i?acaioaoeey yaeyaony /anoueth ?aeeaiiie eaiiaiee
i?aaiecaoeee.

SYMBOL 183 \f “Symbol” I?acaioaoeey oiaa?a. Oeaee oaeie i?acaioaoeee
yniu: nicaeaiea ciaiey i iiaie ia?ea, oiaa?a eee oneoaa ia oeaeaaii
?uiea, iciaeiieaiea iio?aaeoae n iiauie aiciiaeiinoyie oiaa?a,
?anienaiey iaaaceia e o.ae., aeinoeaeaiea i?aaeii/oaiey ia?ea e o.i.
Aieaa ynii oeaee oi?aiaie i?acaioaoeee e i?acaioaoeee oe?iu iiaeii
iiiyoue ii oaaeeoea 2.1.1

* Nia?aiaiue neiaa?ue eiino?aiiuo neia. I: 1993.

Oaaeeoea 2.1.1 Oeaee i?acaioaoeee oiaa?a.

Aeae oeaeae Oeaee

Eioi?iaoeey Nicaeaoue ciaiea i ia?ea, iiaii oiaa?a eee oneoaa ia
oeaeaaii ?uiea.

Iciaeiieoue iio?aaeoaeae n iiaui ?anienaieai ?aaiou iaaaceia.

Nie?aoeoue a?aiy, cao?a/eaaaiia i?iaeaaoeaie aeey ioaaoia ia aii?inu.

Oaaaeaeaiea Aeinoe/ue i?aaeii/oaiey ia?ee, oe?iu, oiaa?a .

Oaaee/eoue iinauaaiinoue iaaaceiia.

Aeinoe/ue i?eaa?aeaiiinoe ia?ea.

Iaiiieiaiea (Iiaeaea?aeaiea) Noaaeeece?iaaoue nauo.

Iiaeaea?aeeaaoue i?eaa?aeaiiinoue ia?ea, oe?ia, oiaa?o.

Iiaeaea?aeeaaoue ociaaaaiinoue ia?ee, oe?iu, oiaa?a e ia?aca.

SYMBOL 183 \f “Symbol” I?acaioaoeey i?iaeoa. Oeaeue yoiai aeaea
i?acaioaoeee – eioi?ie?iaaiea ethaeae i eaeii-eeai i?iaeoa, ii?aaeaeaiea
ia?aoiie ?aaeoeee e i?iaeoo, iiene caeioa?aniaaiiuo a iiaeaea?aeea
?ac?aaioee e ?aaeecaoeee i?iaeoa. Yoio aeae i?acaioaoeee iaeaieaa
o?aaiaaoaeai e oi?ia iiaea/e, niaea?aeaieth e iiaeaioiaea (ni. ieaea),
o. e. i?aaeiieaaaao oaaaeaeaiea aoaeeoi?ee a iaiaoiaeeiinoe inouanaeaiey
?ac?aaioee eee aiieiuaiey i?iaeoa.

I?acaioaoeey iauaia e niaea?aeaiey auiieiaiiuo ?aaio (io/ao). Oeaeue –
iciaeiieoue, i?aaeinoaaeoue ii?aaeaeaiiie oceie a?oiia ethaeae
?acoeueoaou ?aaio. Oaeay i?acaioaoeey iaiaa o?aaiaaoaeueia e auiieiaieth
ii?aaeaeaiiuo i?aaee iiaeaioiaee e aiieia iiaeao aueue niiioaiiie, anee
iaiaoiaeeiua aeaiiua o aan iiae ?oeie e niaea?aeaony a iieiii ii?yaeea.

I?acaioaoeey ieaia aoaeoueo ?aaio. Oaeay i?acaioaoeey aiaeiae/ia
i?aaeuaeouaio aeaeo i?acaioaoeee, oieueei iauaeo caeanue aoaeouea ?aaiou
i?aaiecaoeee eee ee/iinoe. Oeaeyie a? iiaoo yaeyoueny: eioi?ie?iaaiea
ii?aaeaeaiiiai e?oaa eeoe i iaia/aiiuo ?aaioao, iienaiea iaia/aiiuo
?aaio n oeaeueth iiaeaa?aeaiey iauaeoa i?acaioaoeee e?eoe/aneiio aiaeeco
e eciaiaieth.

Niune e iacia/aiea i?acaioaoeee – ia?aaea/a eioi?iaoeee i?acaioothuei a
oi?ia oaaaeaeaiey ii?aaeaeaiiiio e?oao i?enoonoaothueo n ia?a/eneaiiuie
oeaeyie.

2.2 IIAeAIOIAEA I?ACAIOAOeEE

Yoa /anoue ?aoa?aoa naiae oeaeueth eiaao ia?aaea/o ciaiee i iiaeaioiaea
ea/anoaaiiie i?acaioaoeee aunoaai o?iaiy. Aeey yoiai, a aeaaa
iienuaathony iniiaiua oaae ii iiaeaioiaea.

Oaae ii iiaeaioiaea i?acaioaoeee neaaeothuea:

Aiaeec ninoaaa, oeaee, oa?aeoa?a e ninoiyiey aoaeeoi?ee.

Ieaie?iaaiea e ?acaeoea anooieaiey, iniiaiie /anoe e caeeth/aiey aeey
aeeeiiie oi?iaeueiie i?acaioaoeee.

Auai?, ?ac?aaioea aa?eaioia eniieueciaaiey aeaiiino?aoeeiiii-iaaeyaeiuo
iaoa?eaeia.

Iaiin?aaenoaaiii iiaeaioiaea e ?a/e: iaienaiea oaenoa, ieaia,
iiaeaioiaea iaaeyaeiuo iaoa?eaeia.

Iiaeaioiaea e ioaaoai ia aii?inu ec aoaeeoi?ee.

?a/e e i?acaioaoeee i/aiue iioiaee ia eioa?aueth e aeaeiaua ano?a/e: a
i?ioeanna iiaeaioiaee ioaeii ii?aaeaeeoue oeaee, i?iaiaeece?iaaoue
aoaeeoi?eth, ?ac?aaioaoue ieai aeey i?acaioaoeee naieo oi/ae c?aiey. Ii
?a/e e i?acaioaoeee a ioee/ea io eioa?aueth e ano?a/ niauoey aieaa
ianniaiai oa?aeoa?a, iie ia i?eaioe?iaaiu ia yiioeeiiaeueiua aniaeou eee
ia ia?niiaeueiua i?iaeaiu.

2.3 AIAEEC OeAEE.

A i?ioeanna nicaeaiey nianoaaiiie ea?uea?u /aeiaae iiaeao aeaeaoue
i?acaioaoeee eee i?ieciineoue ?a/e ii ?aciui iiaiaeai. Iai?eia?, anee ii
?aaioaao a ioaeaea ii ?aaioa n ia?niiaeii, ii iiaeao aeaaaoue
i?eaioaoeeiiiua naaaeaiey iiaui ?aaioieeai eee iauyniyoue iieeoeeo
eiiiaiee. Anee /aeiaae ?aaioaao ia/aeueieeii ioaeaea ii iiaeao
i?acaioiaaoue i?ia?aiiu o/aiey ia?niiaea. Anee ii eiinoeueoaio, ii
iiaeao aeaaaoue aiaeeoe/aneea io/aou. Anee ii ?aaioaao aooaaeoa?ii eee
aoaeeoi?ii ii iiaeao i?acaioiaaoue ia/aeuenoao io/aou i oeiainiaii
ninoiyiee oe?iu. Eae o/aiue eee eiaeaia? ii iiaeao iauyniyoue
oaoie/aneea oa?aeoa?enoeee eeeaioo eee aiai?eoue ia i?ioanneiiaeueiuo
nia?aieyo. Eae i?aceaeaio ii /anoi aunooiaao ia?aae nia?aieai
aee?aeoi?ia, ?aaioieeia, aeoeeiia?ia eee aeo?iaeenoia n ?aciiai ?iaea
io/aoaie. Eae /aeiaae, caeioa?aniaaiiue a iienea niiini?a aeey naiaai
i?iaeoa, ii aeaeaao i?acaioaoeeth ia?aae iioaioeeaeueiuie eiaanoi?aie.

Oaeea i?acaioaoeee e ?a/e iiaoo auoue ioianaiu e ?aciiai ?iaea aeieai a
caaeneiinoe io oeaeae. Oeaeue iiiiaaao ii?aaeaeeoue oi?io, niaea?aeaiea
e noeeue i?acaioaoeee, a oaeaea, eae iieacuaaao aeaiiue a?aoee, o?iaaiue
acaeiiaeaenoaey aoaeeoi?ee n i?acaioothuei.

A?aoee caaeneiinoe acaeiiaeaenoaey aoaeeoi?ee n i?acaioothuei a
caaeneiinoe io oeaeae iineaaeiaai (a?aoee 1) iieacuaaao iaiaoiaeeiinoue
e aaaeiinoue aiaeeca aoaeeoi?ee anee oeaeueth aaoae i?acaioaoeee
yaeyaony oaaaeaeaiea, iaeiaei ia neaaeoao i?aiaa?aaaoue aiaeecii
aoaeeoi?ee e i?e ae?oaeo oeaeyo. (ni. iiae?iaiaa a neaaeothuae aeaaa)

A?aoee 1: Caaeneiinoue o?iaiy acaeiiaeaenoaey n aoaeeoi?eae io oeaeae
i?acaioaoeee.

O?iaaiue

acaeiiaeaenoaey

n aoaeeoi?eae.

Aunieee

N?aaeiee Iioeae?iaaiea Oaaaeaeaiea

e ?acaea/aiea

Eioi?ie?iaaiea

e aiaeec

Ieceee

Oeaee i?acaioaoeee

Iioeae?iaaiea eee ?acaea/aiea. Eiaaea iuoaaoueny eiai-ieaoaeue
?acaea/ue, oi a iniiaiii i?acaioaoeey ninoieo ec iau/iie ?a/e. Iai?eia?,
eiaaea au aiai?eoa ianeieueei neia ia ooiaeyuai ia iaineth ?aaioieea,
nia/aea naeaeaaoa ianeieueei aanaeuo eiiiaioa?eaa i oi?ioae ?aaioa
iaineiia?a e iieoeoa eae ii iiiia eiiiaiee. A i?ioeanna ?a/e au
iioeae?oaoa yoiai ?aaioieea ia iiaua ?aai/ea iiaeaeae. Aoaeeoi?ey a
oa/aiee oaeie ?a/e aaaeao naay ianneaii. Anee oeaeue aaoae i?acaioaoeee
eiaao oaeie oa?aeoa?, oi iaiaoiaeeii ouaoaeueii iiaeaioiaeoue eeoue naio
?a/ue e ia ia?auaoue iniaiai aieiaiey ia iiaeaioiaeo e aii?inai.

Eioi?ie?iaaiea eee aiaeec. Eiaaea oeaeue aaoae ?a/e eioi?ie?iaaiea eee
i?aaeinoaaeaiea aiaeeca, oi oaeay i?acaioaoeey i?aaeoniao?eaaao
acaeiiaeaenoaea n aoaeeoi?eae. *aua anaai oaeay ?a/ue i?aaenoaaeyao
niaie nia?aiea ii?aaeaeaiie a?oiiu ethaeae n oeaeueth i?ineooeaaiey
aeieoiaioa. Iinea i?ineooeaaiey i?enoonoaothuea caaeatho aii?inu ia
iiieiaiea e ooi/iaiea iaeioi?uo aeaiiuo. I?acaioaoeee oaeiai ?iaea
i/aiue /anoi eniieuecothony a aieueoeo eiiiaieyo aeey iiieoi?eiaa
ninoiyiey oeiainia eiiiaiee e o. ae.

Oaaaeaeaiea eee i?eaeaoaiea e nio?oaeie/anoao. Iaeaieueoaa
acaeiiaeaenoaea i?aaeiieaaaao i?acaioaoeey, oeaeueth eioi?ie yaeyaony
oaaaeaeaiea eiai-eeai i?eiyoue o/anoea a ?acee/iiai ?iaea aeoao eee
o/anoea a nio?oaeie/anoaa ii niaianoiiio ?aoaieth i?iaeaiu. Iau/ii
i?acaioaoeey ia/eiaaony n i?aaeinoaaeaiey eioi?iaoeee ia ianoaeaeaaiii
iauaeoa, /oiau aoaeeoi?ey iiiyea yniaa i /ai eaeao ?a/ue, caoai au
ia/eiaaoa i?aaeinoaaeyoue a?aoiaiou a iieueco aaoae oi/ee c?aiey e
iuoaaoanue neeiieoue i?enoonaothueo e ioaeiui aeey aan aeaenoaeyi. Oaeay
i?acaioaoeey iaeaieaa o?aaiaaoaeueia e aniiiiaaoaeueiui iauaeoai e
ea/anoao ?a/e. E?iia oiai iaiaoiaeeii auoue aeinoaoi/ii aeaeei e
i?aainoiaeii /oanoaiaaoue neooaoeeth iniaaiii a neo/aa iai?aaeaeaeaiiiai
oa/aiey ianoiyoaeuenoa. Iaiaoiaeeii iinoa?aoue ny e iei iiaeaioiaeoueny.
Acaeiiaeaenoaea n aoaeeoi?eae ianoieueei caeanue aaeeei, /oi au iiaeaoa
iioa?youe eiio?ieue ca oiaeii i?acaioaoeee. Caeanue iaeuecy oeaeeeii
iieaaaoueny ia iiaeaioiaeaiiue e iaienaiiue oaeno, a ci?ei naeaaeeoue ca
neooaoeeae e ia aeaaaoue ae auoiaeeoue ec iiae eiio?iey.

Ca/anooth ?a/e e i?acaioaoeee eniieuecotho ianeieueei ec ia?a/eneaiiuo
oeaeae iaeiia?aiaiii.

2.4 AIAEEC AOAeEOI?EE

Eae oieueei au iinoaaeee oeaee aeey aaoae i?acaioaoeee, iaiaoiaeeii
i?enooieoue e aiaeeco aoaeeoi?ee. Eae e ca/ai yoi aeaeaaony ?

Aoaeeoi?ey – yoi aua iaeei aaciaue yeaiiaio aaoae i?acaioaoeee e o. e.
eiaiii aeey aoaeeoi?ee ?a/ue e aeaeaaony, iaeuecy ia i?eaeaaaoue aiaeeco
ieeaeiai cia/aiey e i?iioneaoue aai, a iaiai?io eiaiii aiaeeco
aoaeeoi?ee iaiaoiaeeii oaeaeeoue iniaia cia/aiea.

Au iiaeaoa aeiaeoueny eo/oaai ?acoeueoaoa, anee aoaeaoa ciaoue
oa?aeoa?enoeee aoaeouae aoaeeoi?ee e eniieuecoaoa iieo/aiiua aeaiiua a
iiaeaioiaea e ?a/e.

Aeey ia/aea iaaei ii?aaeaeeoue ?acia? aoaeeoi?ee. I/aaeaeii, /oi
iaeaiueeea a?oiiu iaeaieaa oaeiaiu aeey ao?iiai ianoaeaeaiey e
oaaaeaeaiey. Ii eiaaea a a?oiia aieueoa 12 /aeiaae ii?iaeueiia
ianoaeaeaiea noaiiaeony iaaiciiaeiui.

Caaeneiinoue ?acia?a aoaeeoi?ee io oeaeae i?yiay: /ai iaiueoa oeaee
i?aaeiieaaatho o/anoea aoaeeoi?ee a i?acaioaoeee, oai aieueoa iiaeao
auoue ?acia? aoaeeoi?ee e oai iaiueoaa cia/aiea iiaeao i?eaeaaaoueny
ea/anoao ethaeae i?eoaaeoeo ia i?acaioaoeeth.

Oaeaea iaiaoiaeeii niiinoaaeoue ae?oaoth ioaeioth eioi?iaoeeth ia
aoaeeoi?ee. Aio iaeioi?ua aii?inu ia eioi?ua aeaeaoaeueii ciaoue ioaaou
ia?aae i?acaioaoeeae:

Aoaeao ee aoaeeoi?ey a iniiaiie naiae ianna ae?oaeanoaaiia, aac?acee/ia
eee i?ioeaia aaoae oi/ea c?aiey?

Caaioyo ee eo oaiu, /a?ac eioi?ua au oioeoa oaaaeeoue eo i?eiyoue
o/anoea a eiie?aoiii aeanoaee?

Eaeie o aoaeeoi?ee o?iaaiue iiieiaiey, ia?aciaaiiinoue?

Neieueei iie ciatho i oii, /oi au niae?aaoanue ei i?aiiaeianoe?

Ciatho ee iie aan?

Oaaaeatho ee iie aan?

Ioaaou ia yoe aii?inu iiiiaoo aai aua?aoue eo/oee iooue aeey iiaaaeaiey
yooaeoeaiie i?acaioaoeee.

A oaia?ue ianeieueei neia i oii, eae i?iaiaeeoue aiaeec aoaeeoi?ee.
Aiaeec i?iaiaeeony a niioaaonoaee n ioieoaie a oaaeeoea 4.2.1

Oaaeeoea 2.4.1 : Aii?inu aeey aiaeeca aoaeeoi?ee.

Iniiaiua ?acaeaeu aii?inia ii oa?aeoe?enoeea aoaeeoi?ee Eiie?aoiua
aii?inu ii iaicia/aiiui oaiai.

?acia? e ninoaa aoaeeoi?ee. Ni?iaiice?oeoa, neieueei /aeiaae i?eaeao ia
i?acaioaoeeth

Auyiieoa anoue ee o ieo eaeea-eeai iieeoe/aneea, ?aeeaeiciua,
i?ioanneiiaeueiua eiiieaenu eee i?aaeoaaaeaeaiey.

I?iaiaeece?oeoa niioiioaiea ioae/ei e aeaiuei, aic?ano i?enoonoaothueo,
ioiioaiea i?enoonoaothueo e ii?aaeaeaiiui nioeeaeueiui e yoie/aneei
a?oiiai, i?ioanneiiaeueiua aniaeou aeayoaeueiinoe i?enoonoaothueo.

Aiaeec aiciiaeiie ?aaeoeee ioaeeee I?iaaaeeoa aiaeec, ca/ai eiie?aoiua
ethaee i?eoee ia i?acaioaoeeth.

Ii?aaeaeeoa ioiioaiea ioaeeee e i?aaeiaoo i?acaioaoeee.

?aoeoa caeioa?aniaaia ee a iai aoaeeoi?ey eee ?aaiiaeooia.

Io?aoeaene?oeoa eae aoaeeoi?ey ?aaae?iaaea ia i?acaioaoeee oaeiai ?iaea
a i?ioeii.

Ii?aaeaeeoa eaeea noi?iiu i?aaeiaoa e a eaeii naaoa eo/oa iieacaoue
aeaiiie aoaeeoi?ee.

Ii?aaeaeeoa aoaeoo ee cao?oaeiaiey a iiieiaiee /anoae aaoae
i?acaioaoeee.

Aiaeece?oeoa iano?iaiea ioaeeee a iiiaio i?acaioaoeee: aoaeoo ee iie
oaea onoaaoeie iinea iaaeaaii i?ioaaeoae i?acaioaoeee, aoaeoo ee iie
aieiaeiu e iaeeaeaoue nei?iai iaaaea e o. ae.

Au/eneeoa eaeie niinia i?aiiaeianaiey eioi?iaoeee aoaeao iaeaieaa
yooaeoeaiui, auaiaeiui e i?iecaaaeao iaeaieueoaa aia/aoeaiea ia
i?enoonoaothueo: i?aaeinoaaeaiea oaoie/aneie eioi?iaoeee, noaoenoe/aeiai
aiaeeca, enoi?e/aneie eioi?iaoeee, aeaiiino?aoeey, iiaeiaiue i?eia? e o.
ae.

I?aaeoaaaeaeoa ioaao ioaeeee: i?iieoeoa iooe ?aaeoeee ia aaoe aeaenoaey

Niiaeoee?oeoa aiciiaeii iaeooaeooth aoaeeoi?eth e iiiuoaeoanue
iii?iaiaaoue aeaenoaiaaoue a oaeie neooaoeee.

I?aaeoaaaeaeoa aiciiaeiua ooi/iaiey e aii?inu.

I?iaiaeece?oeoa iaeooaeoaa, /oi iiaeao i?iecieoe ia i?acaioaoeee.

O?iaaiue iiieiaiey aoaeeoi?ee. Ii?aaeaeeoa, ciaao ee aoaeeoi?ey,
/oi-ieaoaeue ia iauaeoa i?acaioaoeee, iai?eia? i?iaiaeece?oeoa anoue ee
n?aaee i?enoonoaothueo eoi-eeai n oaeei aea iaai?ii ciaiee ii aeaiiiio
aii?ino.

I?iaiaeece?oeoa ciaeiia ee aoaeeoi?ey n aaoei neiaa?ai.

Ni?iaiice?oeoa, ana ee niiniaiu iiiyoue oi, /oi au aiai?eoa.

Ii?aaeaeeoa, eaeoth iiaeaea?aeeaathuoth eioi?iaoeeth iaiaoiaeeii
i?aaeinoaaeoue aoaeeoi?ee aeey eo/oaai iiieiaiey i?aaeiaoa.

Iiaeoiaeoa i eiie?aoiuo oeeo?ao e niaoeeoeeaoeeyo, eioi?ua aan iiaoo
iii?ineoue i?aaeinoaaeoue eee aai ioaeii aoaeao neacaoue.

I?iaiaeece?oeoa, aeeth/aao ee a naay iauaeo i?acaioaoeee ?ooeiiia,
aeeeoaeueiia i?aaeinoaaeaiea eioi?iaoeee, ciaeiia ee oaia
i?enoonoaothuei.

Ioiioaiey i?acaioothuaai n ioaeeeie. I?iaiaeece?oeoa eae oaeay
aoaeeoi?ey iau/ii ?aaae?oao ia aunooieaiey i?aoi?ia.

Ii?aaeaeeoa ianeieueei aoaeeoi?ey ae?oaeanoaaiia, ioe?uoa, ainoai?eeiia
aaoae oi/ea c?aiey, aaoaio noeeth i?acaioaoeee.

Ii?aaeaeeoa eae aoaeeoi?ey iano?iaia ii ioiioaieth e aai.

I?iaiaeece?oeoa, /aai i?enoonoaothuea io aan oioyo.

Iiaeoiaeoa i aaoeo i?aaeieo ioiioaieyo n aoaeeoi?eae.

Ii?aaeaeeoa aaoo ?ieue e noaoon.

Ii?aaeaeeoa anoue ee o aoaeeoi?ee neeiiiinoe, eioi?ua iiaoo ?aaioaoue
i?ioea aan.

I?iaiaeece?oeoa aiciiaeiia ioiioaiea ioaeeee e iino?iaieth aaoae
i?acaioaoeee.

Ii?aaeaeeoa eaeea aniaeou iiaeaea?aeeaathuae eii?iaoeee aoaeoo
auaeyaeaoue aeey aeaiiie aoaeeoi?ee iaeaieaa iaaeaaeii.

2.5 IEAIE?IAAIEA ?A*E EEE I?ACAIOAOeEE

?ac?aaioea no?aoaaee ?acai?a/eaaiey aunooieaiey neiaeiaa, /ai iaienaiea
aeieoiaioa. Anee au ia naeaeaaoa aaoo i?acaioaoeeth eaaeie aeey
iiieiaiey, aiciiaeii aoaeeoi?ey ia io?aaae?oao ia iaa ioaeiui aeey aan
ia?acii e au iioa?yaoa iioaioeeaeueiue auaiaeiue eiio?aeo eee eiaanoi?a
a aao i?iaeo, o. e. iie iiaoo i?inoi ia iiiyoue eee i?ineooaoue aaaeiua
ioieou aaoaai aunooieaiey.

Aeey iaeneiaeueiiai yooaeoa e aeinoeaeaiey iaia/aiiuo oeaeae, iinea
aiaeeca aoaeeoi?ee iaiaoiaeeii i?enooieoue e ?ac?aaioea ieaia ?a/e eee
i?acaioaoeee i?eaeaaay yoiio ie/ooue ia iaiueoaa cia/aiea.

2.6 ?AC?AAIOEA AEAAIIE EAeAE

Ia?aue oaa – yoi ii?aaeaeaiea aeaaiie eaeae, aie?oa eioi?ie e aoaeao
no?ieoueny aaoa i?acaioaoeey. Aeaaiay eaeay aeieaeia auoue naycaia n
aaoei iauaeoii e aeieaeia neoaeeoue noa?aeiai, ia eioi?ue eaaeaeue
i?enoonoaothuee aeieaeai iaiecuaaoue iieo/aaioth io aan eioi?iaoeeth.
Yoi iiaeiaii ?aeeaiiiio aeaaeco, eioi?ue iaiiieiaao iieoiaoaeth i
aeinoieinoaao ?aeeaie?oaiiai i?iaeeoa. Aaoa oeaeue – ?ac?aaioaoue oaeoth
aeaaioth eaeath, /oiau naeaeaoue i?acaioaoeeth eioa?aniie aeey
aoaeeoi?ee e naeaeaoue iauaeo i?acaioaoeee aeey i?enoonoaothueo oaeei
aea eioa?aniui, eae ii eioa?anai aai.

Iiiuoaeoanue noi?ioee?iaaoue aaoo aeaaioth eaeath a iaeii i?aaeeiaeaiea.

Aio ianeieueei i?eia?ia:

Ni?in ia ieceieaei?eeiua aunieiea/anoaaiiua caii?iaeaiiua i?iaeoeou
iiauneony ec-ca nioeeaeueiuo e yeiiiie/aneeo ia?aiai.

?ai?aaiecaoeey eanniaiai ioaeaea i?eaaaeao e oeo/oaieth na?aena n
iaeiia?aiaiiui iiieaeaieai cao?ao.

?aciauaiea caeaca o ian eiaao niune iioiio, /oi iu i?aaeeaaaai auno?oth
aeinoaaeo e neeaeee.

Iiaay i?ia?aiia icaei?iaeaiey iiaoaeeo ?aai/eo e aieaa ea/anoaaiiiio
o?oaeo e oiaiueoeo i?iionee ii aieacie.

Ainiiaeei Neaei?ia aue i/aiue ioaeiui ?aaioieeii a iaoae oe?ia e iu
aoaeai ii iaio neo/aoue, eiaaea ii oaeao ia iaineth.

Iinea 10-oe ianyoeaa iaoaea/, oauoeia e iaii?aaeaeaiiinoe iu iiaeai
ai?aeeoueny iaoae eiiiaieae, eioi?ay ia?aaeeea iieino iaoaea/ e noaea
iieo/aoue i?eaueeue.

Ioiaoueoa, /oi eaaeaeue i?eia? niaea?aeeo aeaaioth eioi?iaoeeth
(summary) i eiie?aoiii i?aaeiaoa i?acaioaoeee e aeaaii?eyoii aeaenoaoao
ia aoaeeoi?eth.

2.7 IEAIE?IAAIEA A?AIAIE

N oi?ioi ?ac?aaioaiiie aeaaiie eaeaae aaoaai aunooieaiey, iiaeaoa
i?enooieoue e ?anieaie?iaaieth a?aiaie e no?oeoo?u aaoaai aunooieaiey.
No?oeoo?a, eioi?oth au oo?aa?aeeoa aeey aunooieaiey, aeieaeia auoue
naycaia n oeaeueth, aoaeeoi?eae, i?aaeiaoii i?acaioaoeee e io
ioaaaeaiiiai aeey aunooieaiey a?aiaie.

Anee o aan 10 eee iaiueoa ieioo aeey aunooieaiey, iaiaoiaeeii
i?aaieciaaoue aai oae, /oiau oianoeoue iniiaiua ioieou, neaaeiaaoaeueii
iii aoaeao iioiaea ia ei?ioeoth auaea?aeeo ec iieiie, ?acaa?iooie
i?acaioaoeee.

Ia/ieoa n iaaieueoiai ieaia aaoae aoaeouae ?a/e, a iniiaiie /anoe
iauynieoa ana aniaeou i?aaeiaoa i?acaioaoeee, a caeeth/aiee ei?ioei
iiaoi?eoa iniiaiua /anoe aunooieaiey e aeaaioth iuneue.

Aieaa aeeeiiua ?a/e e i?acaioaoeee aeieaeiu auoue i?aaieciaaiu eae
io/aou. Anee aaoa oeaeue – ?acaea/ue, iioeae?iaaoue eee eioi?ie?iaaoue,
eniieuecoeoa anoanoaaiiue ii?yaeie a caaeneiinoe io iauaeoa, aeanoeie
no?oeoo?u ooo auoue ia iiaeao. Anee aea oeaeue – aiaeece?iaaoue,
oaaaeaeaoue eee neeiiyoue e nio?aeie/anoao i?aaiecoeoa i?acaioaoeeth
aie?oa iniiaiuo a?aoiaioia, iuneae. Eniieuecoeoa iaoo?aeueiue ii?yaeie
anee aoaeeoi?ey ae?oaeanoaaiii iano?iaia, aini?eei/eaa e iaiai?io –
iiaeoiaeeoa e iniiaiui aaoei a?aoiaioai aeeo?aoii, anee au /oanoaoaoa
nii?ioeaeaiea aoaeeoi?ee.

Eae oieueei neooaoaee iioa?yee ieoue aunooieaiey, i/aiue neiaeii aoaeao
aica?aoeoue eo ia?aoii, e?iia oiai, iie iiaoo i?iionoeoue aaaeiua ioieou
aaoae i?acaioaoeee. O ieo iao oaeiaiie ooieoeee i?iniio?a oiai, /oi auei
neacaii ianeieueei ieioo iacaae, oae, /oi ec-ca iioa?e aieiaiey
neooaoaeae no?aaeaaoa i?aaeaea anaai au. Iao/eoanue ieaie?iaaoue naith
?a/ue oae, /oiau ?ooeiiua aeiee eioi?iaoeee /a?aaeiaaeenue n eioa?aniuie
oaeoaie noaoenoeee eee enoi?e/aneeie aniaeoaie. Oae, /oi eiaiii au
aeieaeiu aeoiaoue eae i?aaieciaaoue ia?aaea/o iniiaiuo iuneae
aoaeeoi?ee.

Iauynieoa eae au niae?aaoanue i?aaieciaaoue naia aunooieaiea e
iinoa?aeoanue eeieoe?iaaoue eiee/anoai iniiaiuo ioieoia e iuneae aaoaai
aunooieaiey aei 3-4 aeaaea anee ?a/ue eee i?acaioaoeey aeiaieueii
aeeeiiay. Oaeinoiaa?ueoanue, /oi au aua?aee iaeaieaa iieaciua e
eioa?aniua aeaiiua oae, /oi au eiio?iee?oaoa aieiaiea ioaeeee. Iiiieoa,
/oi neooaoaee ia iiaoo i?iioneaoue iaioaeioth eioi?iaoeeth, eae ai a?aiy
/oaiey, oaeei ia?acii, nie?aoeoa aei ieieioia oaeiai ?iaea eioi?iaoeeth.

2.8 I?EIA?U IEAIE?IAEE ?A*E

Aio i?eia? ieaie?iaee ei?ioeie ?a/e:

Iacaaiea: “Eoi aeaaeaao Aai Aiaii?”

Oeaeue: oaaaeeoue ia/aeuenoai, /oi i?aaeiaou eneonnoaa – oi?ioee aa?eaio
eiaanoeoeee.

1. Anooieaiea: Oieiaeiui ia?oianeei oo?ii ia ciaiaieoii aoeoeeiia E?enoe
a Iueth-Ei?ea ciaiaieoua “Iiaenieiooe” Aai Aiaa auee i?iaeaiu ca 39.9
ieeeeiiia aeieea?ia. Iieoiaoaeue? ssiiineay no?aoiaay eiiiaiey !

2. Ei?ii?aoeee noaiiayony iniiaiuie iieoiaoaeyie i?aaeiaoia eneonnoaa.

A. Aieaa 1000 ei?ii?aoeee eiatho nianoaaiiua eieeaeoeee eneonnoaa

A. Eiiiaiee aeaeatho yoi ii o?ai iniiaiui i?e/eiai:

?oeiaiaenoai ethaeo eneonnoai.

?aeeaia iaaeaaeiinoe eiiiaiee e oi?ie?iaaiea ynoaoe/aniai eieaeaea.

Noaaeeueiue ?ino oeaiu ia i?iecaaaeaiey eneonnoaa.

3. Aieueoeinoai eieeaeoeee eiina?aaoeaiu.

4. Iiiaea eieeaeoeee aic?inee a oeaia.

A. Eiiiaiey Iaine Eiea Inc. caieaoeea $150.000 ca neoeueioo?o
Aeaenaiae?a Eaeueoa?a. Oaia?ue yoa neoeueioo?a noieo ieiei $1. iei.
(iieacuaathony neaeaeu)

A. Eieeaeoeey First Bank System Inc.’s ca 3 iei. aeieea?ia aic?inea
a oeaia a aeaa ?aca (iieacuaathony neaeaeu)

A. Aeaooieeeeiiiay eieeaeoeey eiiiaiee Sterling Regal ec 180-oe
i?iecaaaeaiee eneonnoaa noieo nae/an ieiei 4.5 ieeeeiiia aeieea?ia.
(neaeaeu)

A. Domino Pizza eiaanoe?iaaea 7.5 iei. a naie eieeaeoeee, eioi?ua
noiyo nae/an 12 iei. (neaeaeu)

5. Caeeth/aiea: Eiaanoe?iaaiea a i?aaeiaou eneonnoaa aeaao e ii?aeueiia
e iaoa?eaeueiia iaiaauaiea.

2.9 I?IAIIC AeEEIU

Aeeeia aunooieaiey eee i?acaioaoeee /anoi no?iai ia?aie/aia. Oae eae
ia?yaeo n aaie aeieaeiu aunooiaoue ae?oaea i?aoi?u, e?iia oiai o naieo
neooaoaeae anoue iiiaeanoai ae?oaeo aeae., au aeieaeiu iao/eoueny
o?acaoue aaoe aeaiiua oaeei ia?acii, /oiau inoaaeyoue naiia aeaaiia,
yeiiiiy i?e yoii naia a?aiy e a?aiy naieo neooaoaeae.

Eae oieueei ?anieaie?iaaia naia ?a/ue, iiaeii aieaa aeeo?aoii
nieaie?iaaoue iaiaoiaeeiia aeey i?acaioaoeee a?aiy. N?aaeiee i?aoi?
aiai?eo ni nei?inoueth 100-125 neia a ieiooo eee ieiei niaaeiaai
ia?aa?aoa. Aeiionoei, /oi aai iaaei ?anneacaoue i o?ao iniiaiuo ioieoao.
A aeanyoeieiooiii aeieeaaea, iiaeii iio?aoeoue 2 ieioou ia iiaa?oiinoiia
iauyniaiea eaaeaeiai ioieoa, naeaeaa anooieaiea e caeeth/aiea ii ieiooa
aeeeiie. Anee o aan /aniaie aeieeaae, anooieaiea iiaeao caiyoue 5 ieioo.
Neaaeothuea 30-40 ieioo aoaeoo niaea?aeaoue aieaa iiae?iaioth
eioi?iaoeeth i eaaeaeii ec ioieoia aaoaai aeieeaaea (ii 10-14 ieio ia
iaeio oaio). Caeeth/aiea iiaeao caiyoue io 3 aei 5-oe ieioo. Inoaaoeany
10-20 ieioo aoaeoo ca?aca?ae?iaaiu iiae aii?inu ec aoaeeoi?ee.

*oi aea eo/oa 10-oe ieiooiay ?a/ue eee i?acaioaoeey ia 1 /an?

Ana caaeneo io iauaeoa, oeaeae, oa?aeoa?a aoaeeoi?ee e ioiouaiiiai
a?aiaie. Aeey eaaei aini?eieiaaiiai iauaeoa e niioaaonoaothuae
aoaeeoi?ee 10 ieiooiiai aeieeaaea aiieia aeinoaoi/ii, e anee aao iauaeo
neiaeai, a oeaee aeeth/atho a naay oaaaeaeaiea o?oaeiiaini?eieiathuae
ioaeeee, oi i?acaioaoeey aeieaeia aeeeoueny aeieueoa.

2.10 AUAI? NOEEss

Ae?oaie aaaeiue yeaiaio iiaeaioiaee e ieaie?iaaiey i?acaioaoeee – auai?
iiaeoiaeyuaai noeey. Ana iiyoue aea caaeneo io oeaeae, oa?aeoa?a ?a/e e
aoaeeoi?ee, athaeaeaoa, a?aiaie ioiouaiiii ia iiaeaioiaeo. Anee
niaea?aeaiea ?a/e oi?iaeueiia: io/ao i i?iaeaeaiiie ?aaioa eee
oeiainiaii ninoiyiee oe?iu, oi e noeeue naiiai aunooieaiey aeieaeai
auoue oaeei.

A iauai, anee ana i?enoonoaothuea aai ciaeiiu e eo eiee/anoai iaaaeeei,
oi ?ac?aoaaony ianeieueei ionooieoue io oi?iaeueiiai oa?aeoa?a ?a/e aeey
aieaa eo/oaai aini?eyoey.

N ae?oaie noi?iiu, anee anee auaiai?eoa n ia?iiiie aoaeeoi?eae
iaciaeiiuo aai ethaeae e naia i?acaioaoeey i/aiue aaaeiay, oi au aeieiu
onoaiiaeoue aieaa oi?iaeueioth aoiinoa?o.

Iinaaeeoa ethaeae a ?yaeu. Iieacuaaeoa ei neaeaeu e ei?ioeea oeeueiu,
/oiau iiaeaea?aeaoue niune aaoae ?a/e. Eniieuecoeoa iiae?iaiue ieai
aunooieaiey. Oi?iaeueiinoue aeinoeaaaony oaeaea onoaiiaeaieai aeenoaoeee
iaaeaeo i?acaioothuei e aoaeeoi?eae: eae ineoieiae/aneie oae e
oece/aneie.

2.11 ?AC?AAIOEA ?A*E EEE I?ACAIOAOeEE

Iiaeaioiaea e e aieueoeinoao aunooieaiee i/aiue iioiaea ia iaienaiea
oi?iaeueiiai io/aoa, i?aaaea, n iaeiie ?acieoeae – iaiaoiaeeii
?ai?aaieciaaoue oaeno aeey onoiie i?acaioaoeee. Yoi iaeiia?aiaiii e
o?oaeiinoue e iiaay aiciiaeiinoue.

Aiciiaeiinoue caeeth/aia ai acaeiiaeaenoaee iaaeaeo aunooiathuei e
aoaeeoi?eae. Eiaaea aiai?eoue n a?oiiie ethaeae, yoi iaeiia?aiaiii e
ia?aaea/a ei eioi?iaoeee e iieo/aiea aa io aoaeeoi?ee. E, eae
iineaaenoaea, ?acoeueoao yoiai, eniieueciaaiea iieo/aaiie a i?ioeanna
i?acaioaoeee eioi?iaoeee, ?aaeaeoe?iaaiea ?a/e oaea a i?ioeanna
aunooieaiey. Aianoi oiai, /oiau i?inoi i?aaenoaaeyoue aoaeeoi?ee naie
eaeae, au iiaeaoa i?acaioiaaoue ei eo aea eaeae eee eniieueciaaoue eo
aeey acaeiiiai eiii?iienna. O i?acaioothuaai anoue oaeaea aiciiaeiinoue
?aaae?iaaoue ia ieieeo e aeanou aoaeeoi?ee.

Ii ca yoi au i?eiineoa ianeieueei aea?oa, naiay aeaaiay ec ieo – iioa?y
eiio?iey. Iauaiea n aoaeeoi?eae i?aaeiieaaaao aeaeinoue, e /ai aieueoa
i?aaeiieaaaaony acaeiiaeaenoaea, oai aieaa aeaeei iaaei auoue e oai
aieiaoaeueiaa neaaeeoue ca oiaeii i?acaioaoeee.

2.11.1 ANOOIEAIEA

Iiiaia ioaeii iiiyoue e naeaeaoue a ia?aua ieioou aaoaai aunooieaiey:
iaiaoiaeeii ii?aaeaeeoue iano?iaiea aoaeeoi?ee, eioa?an e aaoae oaia,
iaiaoiaeeii oaeaea iiaeaioiaeoue ethaeae e iineaaeothuei aeaenoaeyi. Aio
ii/aio i/aiue aaaeiu ia?aua ieioou aunooieaiey.

Ia?aia, /oi iaiaoiaeeii naeaeaoue, yoi i?eaea/ue eioa?an ioaeeee. Aio
iyoue aiciiaeiinoae e iooae aeey i?eaea/aiey e nio?aiaiey aieiaiey
ioaeeee:

Eniieuecoeoa thii?. Aeciann – aauue na?ueaciay, ii yoi ia cia/eo, /oi
iaeuecy aeeth/aoue eaaeea thii?enoe/aneea anoaaee e eiiiaioa?ee. THii?
iiiiaaao ?anneaaeoueny, oi?ioi iano?ieoue aoaeeoi?eth ii ioiioaieth e
naaa.

?anneaaeeoa enoi?eth. Aieueoeinoai ethaeae caeioa?aniaaiu a ?aciiai
?iaea enoi?eyo e n oaeiaieuenoaeai eo neooatho, oae /oi au iiaeaoa aac
o?oaea iaeoe iiaeoiaeyuoth enoi?eth eeethno?e?othuoth ioaeiue aai oaeo.

No?ieoa aunooieaiea aie?oa y?eiai i?eia?a. Ineoieiae aiai?yo, /oi
iiaeii canoaaeoue ethaeae iiiieoue aaaeiua ioieou aaoaai aunooieaiey
naycuaay eo n eiie?aoiui ia?acii.

Caaeaeoa aii?in. Caaeaaaiea aii?ina aiaeaeaao ioaeeeo a aaoa
aunooieaiea.

I?eaaaeeoa eioa?aniua noaoenoe/aneea aeaiiua. Ethaee ethayo
iiae?iaiinoe. Anee au i?aaeinoaaeoa eioa?anioth noaoenoeeo, yoi iiiiaeao
?acaoaeeoue ioaeeeo.

Eiaiii oae eo/oa anaai ia/eiaoue naith ?a/ue, /oiau ecia/aeueii
caoaaoeoue aieiaiea ioaeeee.

E?iia oiai, anooieaiea aeieaeii e?aoei niaea?aeaoue iniiaioth iuneue
i?acaioaoeee, eaeaioeoeoee?iaaoue aeiiieieoaeueiua (supporting) aeaiiua,
iaiai?eoue aeaeueiaeoaa ?acaeoea aunooieaiey.

Eae oieueei au onoaiiaeee ea?ean aunooieaiey, caaeaaeaee aieiaieai
aoaeeoi?ee, iiaeii i?enooiaoue e iniiaie /anoe:

2.11.2 INIIAIAss *ANOUe

Iiiieoa, /oi iniiaiay /anoue aeieaeia niaea?aeaoue ia aieaa 3-4 iniiaiuo
iuneae, eia/a aoaeeoi?ey i/aiue ieioi aini?eieiaao anth i?acaioaoeeth.
Iiaeii eniieueciaaoue oio aea oei iino?iaiey iniiaiie /anoe eae a
ienueia, io/aoa, ii iaiaoiaeeii no?aieoueny e i?inoioa e ecaaaaoue
neiaeiuo, o?oaeii aini?eieiaaiuo neiaaniuo eiino?oeoeee, anee au ia
oioeoa ooo aea iio?youe caaiaaaiiia ai anooieaiee aieiaiea ioaeeee.

*ai aeieueoa i?acaioaoeey, /ai aieueoa oaeoia e iuneae au
i?aaeinoaaeyaoa, oai neiaeiaa ioaeeea aini?eieiaao. Iiyoii, anee au
ia?aoiaeeoa io iaeiie aaaeiie iunee e ae?oaie, e?aoei iiaoi?yeoa
iniiaioth iuneue neacaiiie /anoe.

Aio iaeioi?ua niaaou iiiiaathuea oaea?aeaoue aieiaiea aoaeeoi?ee:

Niioiineoa iauaeo i?acaioaoeee n ioaeaeaie i?enoonoaothueo. Ethaee
caeioa?aniaaiu a aauao, eanathueony eo ee/ii.

Eniieuecoeoa i?inoie ycue. Ethaee canuiatho auno?aa, anee i?aoi?
aiai?eo oi?iaeueiui ycueii, iieiui neiaeiuo eiino?oeoeee e
iaa?iiiaeaeaiee. Anee i?acaioaoeey aeeth/aao a naay aano?aeoiua eaeae,
iinoa?aeoanue iieacaoue eae yoa aano?aeoeey niioiineony n ?aaeueiie
aeeciueth.

Iauynieoa eae aao iauaeo niioiineony n oaea ciaeiiuie e i?eiyouie
eaeayie.

I?eaiaeeoa i?eia?u. Yoi iicaieyao c?eoaeyi eaa/a iiiyoue i /ai au
aiai?eoa e caiiiieoue.

Iiaeii oaeaea i?eaeaeaoue aieiaiea eciaiyy oii aieina, eniieuecoy aeanou
e ieieeo.

2.11.3 CAEETH*AIEA (THE FINAL SUMMARY)

Eae oieueei au caeii/eee aueeaaeuaaoue iniiaiua ioieou aaoae
i?acaioaoeee, i?enooiaeoa e caeeth/aieth.

Ia iicaieyeoa naaa iinea aaaeiie iniiaiie /anoe neiieaoue caeeth/aiea.
Caeeth/aiea oaeaea aaaeii, e aeaaea aaaeiaa /ai anooieaiea eee iniiaiay
/anoue i?acaioaoeee. Ia caeeth/aiea ieaie?oeoa i?eia?ii 10% io iauae
i?iaeieaeeoaeueiinoe aunooieaiey.

Ia/ieoa caeeth/aiea n niiauaiey ioaeeea ia yoii. Yoi iicaieeo neooaoaeyi
i?eeiaeeoue iineaaeiea oneeey ii oaea?aeaieth naiaai aieiaiey. Iinea
yoiai iiaeii e?aoei iiaoi?eoue iniiaiua iunee aunooieaiey. Ianeieueeeo
i?aaeeiaeaiee aeinoaoi/ii, /oiau iaiiiieoue ethaeyi i neacaiiuo aauao e
cae?aieoue yoi a eo iaiyoe.

Anee oeaeue i?acaioaoeee – oaaaeeoue eiai-eeai, caeii/eoa aa iiaoi?ii
iniiaiuo a?aoiaioia. Anee oeaeue – iioeae?iaea – caeii/eoa aeaaecii.

Anee n aoaeeoi?eae aeinoeaiooi niaeanea, iiaoi?eoa eiinainon a
ianeieueeeo i?aaeeiaeaieyo.

Caeai/eaaeoa ia iiceoeaiie iioa. Iineaaeiea neiaa aeieaeiu auoue
caiiieiathueany e n yiooceaciii. Aeueoa?iaoeaa yoiio – caeai/eaaiea
aii?inii. Iieeiueoa aoaeeoi?eth e canoaaueoa aa aeoiaoue.

Iiiieoa, /oi caeeth/aiea aeieaeii caeai/eaaoue i?acaioaoeeth. Au
aeieaeiu iieeiooue aoaeeoi?eth n oaeiaeaoai?aiiui /oanoaii, n /oanoaii
caaa?oaiey, caeii/aiiinoe. Ia i?aaeuyaeyeoa iiauo eaeae ai a?aiy
caeeth/aiey e ia iuoaeoanue eciaiue caeanue iano?iaiea ioaeeee.

2.11.4 IA?EIAe CAAeAAAIEss E IOAAOIA IA AII?INU (QUETION-AND-ANSWER
PERIOD)

A aeiaaaeaiea e anooieaieth, iniiaiie /anoe e caeeth/aieth aaoa
i?acaioaoeey aeieaeia aeeth/aoue a naay e a?aiy aeey ioaaoia ia
aicieeoea o aoaeeoi?ee aii?inu.

Oioy au e aeieaeiu ii oiaeo aunooieaiey acaeiiaeaenoaiaaoue n ioaeeeie,
aeey ioaaoia ia aii?inu ioaeii auaeaeeoue a?aiy, eioi?ia caaeneo io
oeaee aaoaai aunooieaiey. Anee oeaeue – iioeae?iaaoue eee
eioi?ie?iaaoue, oi aeaiiay /anoue iiaeao ionoonoaiaaoue e iiaeao auoue
i?aeoe/anee iacaieaie?iaaiiie. Anee oeaeue – oaaaeeoue, oi e ia?eiaeo
aii?inia neaaeoao ouaoaeueii iiaeaioiaeoueny, e ioaanoe io 20% e aieaa
io iauaai a?aiaie aunooieaiey.

E?iia oiai, anee aoaeeoi?ey iaeaiueeay e aeinoaoi/ii ciaeiiay, oi iiaeii
?ac?aoeoue ei caaeaaaoue aii?inu ii oiaeo i?acaioaoeee. Iaeiaei, eo/oa
aoaeao anee au ioaaaeaoa ioaeaeueiia a?aiy aeey aii?inia. Yoi iiiiaeao
eo/oa eiio?iee?iaaoue i?acaioaoeeth e ecaaaeaoue ia?aneaeeaaiee n oaiu
ia oaio. I?a?uaaiea oiaea i?aaeinoaaeaiey a?aoiaioia enii?oeo iauaa
aia/aoeaiea e i?eianao ?ene iioa?e eiio?iey iaae neooaoeeae. Oae /oi
eo/oa iii?iaeoue aoaeeoi?eth ioeiaeeoue eo aii?inu ia eiiaoe
i?acaioaoeee.

I?e iiaeaioiaea e aeaiiie /anoe aunooieaiey iaiaoiaeeii iiiuoaoueny
i?aaeoaaaeaoue aiciiaeiua aii?inu, iiiuoaoueny aeaoue ia ieo ioaaou,
/oiau aii?in ia canoae aan a?anieio e iiaa?a a aeeeoaeueiia
iaaeoiuaaiea.2.11.5 ENIIEUeCIAAIEA IAAEssAeIUO IAOIAeIA E IAOA?EAEIA
(VISUAL AIDS).

Iaaeyaeiua iaoa?eaeu iiiiaatho eae aunooiathuaio, oae e ioaeeea
caiiiieoue iniiaiua ioieou aunooieaiey. Aieueoeinoai oi?iaeueiuo ?a/ae e
i?acaioaoeee aeeth/atho a naay eniieueciaaiea iaaeyaeiuo iiniaee.

Iie i?aayony eae e i?ioanneiiaeueiui i?aoi?ai iineieueeo iiiiaatho
oaaaeeoue ioaeeeo a naiae oi/ea c?aiey e iiii/ue ae caiiiieoue iniiaiua
iiiaiou, oae e iiae/eai, iineieueeo ioaeaeatho aieiaiea neooaoaeae io
oeao?u i?aoi?a.

Nouanoaotho aeaa iniiaiuo oeia iaaeyaeiuo iiniaee:

Oaenoiaua. Iiiiaatho neooaoaeth neaaeeoue ca oiaeii ?acaa?ouaaiey
a?aoiaioia. Eniieuecotho c?eoaeueioth iaiyoue aoaeeoi?ee, iiiiaay i?e
yoii a caiiieiaiee.

A?aoe/aneea. Eeethno?e?otho aeaaiua ioieou aunooieaiey. nicaeatho
ia?acu, eioi?ua aeeytho ii?aeueii e nicaeatho aieaa aeoaieia e
iniiaaoaeueiia aia/aoeaiea io i?acaioaoeee. Iiiiaatho a caiiieiaiee.

Eae oaenoiaua oae e a?aoe/aneea iaaeyaeiua iiniaey aeieaeiu auoue
aeiaieueii i?inou, o. e. c?eoaee ia iiaoo iaeiia?aiaiii e neooaoue
i?aoi?a e aiaeece?iaaoue e aini?eieiaoue neiaeiua iaaeyaeiua iiniaey.

Oaenoiaua aeieaeiu ninoiyoue ia aieaa /ai ec oanoe no?ie, ia aieaa, /ai
n oanoueth neiaaie a no?iea. Iie aeieaeiu auoue iaaeyaeiu: iaienaiu
aieueoeie aoeaaie e n eiieueciaaieai ionoiai i?ino?ainoaa iaaeaeo ieie.

A?aoe/aneea iau/ii i?aaenoaaeytho niaie aeeaa?aiiu, a?aoeee, ?enoiee,
noaiu. A?aoe/aneea iaoa?eaeu aeieaeiu auoue oi?iuaiiie aa?neae
aiaeiae/iuo a aeieoiaioao. *oiau iiii/ue aoaeeoi?ee iiiyoue iacia/aiea
iaoa?eaea e?aoeee aai niune aeieaeai auoue oai iaienai. Iai?eia?
iaaeienue iiae a?aoeeii: “I?eaueue aic?inea ia 15%”

Eiaaea i?aaenoaaeyaoa iaaeyaeiua iaoa?eaeu ioaeeea ioaeii, /oiau
neooaoaee iaeiia?aiaiii e neooaee i?aoi?a e ecaeaeaee niue ec
iaoa?eaeia. Eae naeaeaoue yoi? Aio ianeieueei iieaciuo niaaoia ii
eniieueciaaieth iaaeyaeiuo iiniaee:

Oaeinoiaa?ueoanue, /oi ana aeaeyo aeaiiino?e?oaiua iaoa?eaeu.

Aeaeoa aoaeeoi?ee a?aiy, /oiau i?i/eoaoue e iiiyoue niune i?aaeaea, /ai
ei i?aaenoieo i?iaeieaeeoue neooaoue ?a/ue.

Iaeii iaaeyaeiia iiniaea aeieaeii au?aaeaoue iaeio eaeath.

Eeethno?e?oeoa oieueei aeaaiua ioieou, a ia anth i?acaioaoeeth.

Ia aeaiiino?e?oeoa oi, /oi iiaeao eiioeeeoiaaoue n oai, /oi au
i?acaioe?oaoa.

Ia /eoaeoa oi, /oi iaienaii ia iaaeyaeiii iiniaee, aianoi yoiai
ia?ao?ace?oeoa e aeiiieieoa.

Eiaaea au caeii/eee aeeneonneth ii aii?ino, eioi?ue eeethno?e?oaony,
oaa?eoa iaoa?eaeu n aeac aoaeeoi?ee.

Iiiieoa, /oi iaaeyaeiua iaoa?eaeu ia aeaaiia, ia oaeaeaoanue eie, iie
eeoue aeiiieiytho aaoe neiaa, a ia iaiai?io.

Aecoaeueiay iiiiuue aeey aeieoiaioia ia?aie/aia aoiaaie, ii eiaaea au
aeaeaaoa i?acaioaoeeth auai? n?aaenoa aeey aecoaeecaoeee aaoeo eaeae
aeiaieueii oe?ie e, aeaaiaea?y oaoie/aneiio i?ia?anno, iinoiyiii
?anoe?yaony.

Aio iaeioi?ua ec ieo:

Oaenou. Aeaaea ai a?aiy i?acaioaoeee iieacii i?aaeinoaaeoue ioaeeea
ieai aaoaai aunooieaiey, /oiau iia neaaeeea ca oiaeii ?acai?a/eaaiey
i?acaioaoeee. Oaenou iniaaiii oi?ioe i?e iaaieueoie aoaeeoi?ee aeoeaii
o/anoaothuae a i?ioeanna. Ii iie iiaoo i?eianoe e iaaaoeaiue yooaeo, o.
e. aiaeaeatho neooaoaeae a /oaiea iaoa?eaeia, ioaeaeay eo io aaoae ?a/e
e iie oa?ytho iniiaioth eaeath aunooieaiey ni anaie auoaeathueie
ionthaea aeey aan iineaaenoaeyie.

Aeinee. Eiaaea au aae?anoaoa aunooieaiea iaaieueoie a?oiia ethaeae e
oioeoa ia?eniaaoue aeaaioth iuneue, oi aeinee (aeey iaea eee ia?ea?a)
yaeythony caeanue iaeeo/oei n?aaenoaii. Ii yoi a iaeioi?uo neooaoeeyo ia
aeinoaoi/ii oi?iaeueii e ioieiaao a?aiy io aaoaai aunooieaiey.

Aeeaa?aiiu. Aieueoea eenou, i?ee?aieaiiua e aa?oo aeinee, i/aiue
eeethno?aoeaiu. Au iiaeaoa iiaaneoue ianeieueei oaeeo aeeaa?aii: ii
iaeiie ia eaaeaeue ioieo aaoaai aunooieaiey. Aeeaa?aiiu iaeaieaa
yooaeoeaiu, eiaaea iie y?eea e i?inoua. Eae iauaa i?aaeei: ia iiiauaeoa
aieaa 4-o a?aoeeia ia iaeio aeeaa?aiio.

I?iaeoi?u. Iaeaieaa oaeiaiia n?aaenoai, iineieueeo iicaieyao aiaaoi
eeethno?e?iaaoue ?a/ue. E?iia oiai aai ia iaaei aaneoue naao, oaeei
ia?acii au ia oa?yaoa naycue n aoaeeoi?eae. Aua iaeii nouanoaaiiia
oaeianoai yoiai iaoiaea – i?inoioa a iiaeaioiaea iaoa?eaeia: aeinoaoi/ii
oieueei iaia/aoaoue eo ia iau/iii eenoa aoiaae, eiaiii iiyoiio i?iaeoi?u
iieo/eee oe?ieia ?ani?ino?aiaiea.

Neaeaeu. Niaea?aeaieai neaeaeia iiaeao auoue oaeno, aeeaa?aiiu,
a?aoeee, noaiu, ea?oeiee, oioia?aoee. Anee au oioeoa nicaeaoue
oi?iaeueioth, i?ioanneiiaeueioth aoiinoa?o, neaeaeu – eo/oee iooue aeey
yoiai. E?iia oiai iie i?aaeeaaatho naiua oe?ieea aiciiaeiinoe. Ec
iaaeinoaoeia neaaeoao ioiaoeoue, /oi ia a?aiy iieaca neaeaeia au oa?yaoa
eiioaeo n aoaeeoi?eae, o. e. naao i?eaeaony aueeth/eoue. Ia?aae
i?acaioaoeeae iio?aie?ooanue n iia?aoi?ii neaeae-i?iaeoi?a e
oaeinoiaa?ueoanue a eni?aaiinoe aiia?aoo?u.

Ae?oaea n?aaenoaa eeethno?e?iaaiey ?a/e. Aoaeeicaiene, ei?ioeea
oaiaoe/aneea aeaeaioeeueiu, eiiiuethoa?iua i?acaioaoeee e ae?oaea
?acoeueoaou oaoie/aneiai i?ia?anna oiaea iiaoo eniieueciaaoueny a
i?acaioaoeee, ii neaaeoao ioiaoeoue, /oi iie o?aaotho niaoeeaeueiiai
iai?oaeiaaiey e i?ioanneiiaeueiie iiaeaioiaea iaoa?eaeia.

Oaaeeoea 2.11.5.1 iiiiaeao aua?aoue ioaeiia n?aaenoai eeethno?e?iaaiey
?a/e:

Oaa 5.5.1. Oa?aeoa?enoeea n?aaenoa eeethno?aoeee ?a/e.

Oaenou Aeinea I?iaeoi? Neaeaeu

Iioeiaeueiue ?acia? aoaeeoi?ee iaiueoa 100 iaiueoa 20 ieiei 100
ianeieueei nioai

O?iaaiue oi?iaeueiinoe Iaoi?iaeueiay ianoaiiaea Iaoi?iaeueiay ianoaiiaea
Oi?iaeueiay eee iaoi?iaeueiay Oi?iaeueiay

O?aaiaaiey e aeecaeio. Ieceea Ieceea N?aaieoaeueii ieceea Aunieea

Iai?oaeiaaiea e o?aaiaaiey e caeo. Iaia/aoaiue oaeno Aeinea, iae eee
ia?ea?u Oaeno, ena?ien, i?iaeoi?, ye?ai. neaeaeu, neaeae-i?iaeoi?, ye?ai

A?aiy i?iecaiaenoaa A?aiy ia iaai? oaenoa Oieueei a?aiy ia ?eniaaiea
A?aiy ia ?eniaaiea Aeecaei, oioia?aoe?iaaiea

Noieiinoue Iaaieueoay Iaaieueoay N?aaieoaeueii iaaieueoay. Aeiaieueii
aieueoay.

2.12 IANOA?NOAI IOEE*IIE I?ACAIOAOeEE.

Eiaaea o aan ?anieaie?iaaia e iiaeaioiaeaia any ?a/ue, eiaaea n?aaenoaa
aa eeethno?e?iaaiey o aan a ?oeao, oi au aioiau e o?aie?iaea aaoae ?a/e.
Aio ianeieueei aeaeia ?a/e:

Caiiieiaiea. Oae eae au ia aeoa?, ecaaaaeoa caiiieiaiey ?a/e oeaeeeii,
iniaaiii anee iia aeeeiiay. Oaeei ia?acii au i?eaycuaaaoanue e oaenooo e
ia iiaeaoa eiio?iee?iaaoue neooaoeeth, ?aaeaeoe?oy naith ?a/ue ii oiaeo
aunooieaiey. Ethaui aii?inii aan iiaeii auaeoue ec eieae.

*oaiea. Anee ?a/ue i/aiue aaaeia e /?acau/aeii oi?iaeueia e ia
i?aaeiieaaaao acaeiiaeaenoaey n ioaeeeie, oi aiieia aeiioneaaony /oaiea
oaenoa. Iaeiaei ana ?aaii neaaeoao iio?aie?iaaoueny, /oiau iao/eoueny
/eoaoue ia oa?yy eiioaeoa n aoaeeoi?eae.

?a/ue n eniieueciaaieai caiaoie. I?acaioaoeey n eniieueciaaieai
ei?ioeiai ieaia (ni. i?eia? auoa) yaeyaony iaeaieaa yooaeoeaiie e eaaeie
a i?eaioiaeaiee e i?iaaaeaiee. Au ia oa?yaoa eiioaeoa ni neooaoaeyie,
noaiiaeoanue aieaa aeaeei, i?eniinaaeeaaaoanue e neooaoeee, aeaeay ?a/ue
iaeiia?aiaiii e aieaa eioa?aniie e caiiieiathuaeny aeey neooaoaeae e
aeaeay iaeaieueooth auaiaeo aeey naay.

Niiioaiiay ?a/ue. Anoanoaaiii eo/oa, anee ?a/ue aoaeao ca?aiaa
iiaeaioiaeaia, ii iaaa?iyea a aeecie /anoi auaaao, eiaaea aiciiaeiinoe
aeey yoiai i?inoi iao. Iai?eia?, aan iii?ineee ia eaeii-eeai niaauaiee
neacaoue ianeieueei neia i ?aaioieea. Ia niaoeoa, naeaeaeoa iaoco,
iiaeoiaeoa i /ai aoaeaoa aiai?eoue e aiai?eoa, noa?aynue aeaeaoue yoi
eiae/ii, ecaaaay i?e yoii ?aceiai ia?aoiaea n oaiu ia oaio.

Ii ieeiaaea ia ia/eiaeoa aiai?eoue, anee au ie/aai ia ciaaoa ia iauaeoa
aaoae ?a/e.

2.13 IIAeAIOIAEA E ONIAOIIE ?A*E

Iinea ouaoaeueiie iiaeaioiaee e eco/aiey aeaeia ?a/e, iio?aie?oeoanue.
Caieoeoa naia aunooieaiea ia ieaieo, iauaeoeaii i?i?aoeaene?ooa
?acoeueoao. Iio?aie?ooa aaoo ?a/ue ia?aae ca?eaeii. Anee aiciiaeii
caieoeoa naay ia aeaeaiieaieo e e?eoe/anee iiniio?eoa, eae aoaeoi au
c?eoaeue.

Anee aiciiaeii ociaeoa, a eaeii caea aoaeao i?ienoiaeeoue i?acaioaoeey,
e iii?iaoeoa oai iio?aie?iaaoueny, iiniio?eoa, eae au aoaeaoa
eniieueciaaoue oai n?aaenoaa aecoaeecaoeee, i?iaa?ueoa iaee/ea
aeaeaii?iaeoi?a, aeinee, iaea, ia?ea?a, anee ioaeii.

2.14 ONIAOIAss ?A*Ue

Aio ianeieueei iieaciuo niaaoia io i?ioanneiiaeia, eae i?aiaeieaoue
no?ao e aieiaiea aaoeo ia?auo i?acaioaoeee:

Iiaeaioiaueoa iaoa?eaeia aieueoa, /ai yoi iaiaoiaeeii. Eeoiea ciaiey a
eiiaeiaoeee n eioa?anii e oaia aai iiiiaoo.

Aeoiaeoa iieiaeeoaeueii ia aoaeeoi?ee, aan naieo e i oii, /oi au
aiai?eoa. Niio?eoa ia naay eae ia iiuoiiai i?ioanneiiaea-i?aoi?a, oaeaea
naeaeaao e aaoa aoaeeoi?ey.

Aoaeueoa ?aaeenoe/iu. Ciaeoa, /oi aeaaea iiuoiua i?aoi?u, eniuouaatho
aaniieienoai e no?ao ia?aae aaaeiuie i?acaioaoeeyie.

Eniieuecoeoa oa ianeieueei ieioo, eiaaea au iiaeaioaaeeaaaoa n?aaenoaa
aecoaeecaoeee, aoiaae, – aiai?eoa naaa, /oi au aioiau e aoaeaoa eiaoue
oniao.

Ia?aae oai, eae ia/aoue aiai?eoue, aeaaaeaeu aeoaiei aaeioieoa.

Caiiiieoa aaoa ia?aia i?aaeeiaeaiea e aea?aeeoa aai ia ycuea.

Anee ai?ei ia?anioei – auiaeoa aiaeu.

Anee /oanoaoaoa, /oi oa?yaoa aoaeeoi?eth ai a?aiy aunooieaiey – ia
iaieeoeoa. Iiiuoaeoanue aa?iooue eo, iii?iaoeoa aiaea/ue a aeaenoaea.

Eniieuecoeoa iaoiaeu eeethno?aoeee.

Ia inoaiaaeeaaeoanue. Inoaiiaea e caiaoaoaeuenoai oieueei oneeyo
/oanoai i?iaaea i?acaioaoeee.

Iaeeo/oei iooai aeey i?iaaaeaiey iaeeo/oae i?acaioaoeee aiciiaeii
yaeyaony iiiuoea eiioeaio?aoeee ia iauaeoa ianoaeaeaiey e ia ioaeeea –
ia ia naiii naaa.

Aiai?eoa a?iiei, niieieii, oiaeeoa iaaeeaiii, noieoa eeoeii e
aoaeeoi?ee.

Anee au eniieuecoaoa iee?ioii, naeaeaeoa oae: niieieii iiaeieaeeoa e
iaio, anoaiueoa i?yii, i?iaa?ueoa iee?ioii (aein/eoaeoa aei o?ao),
aein/eoaeoa aei 3-o, enneaaeoeoa aeacaie aoaeeoi?eth, iaeaeeoa ciaeiiia
eee ae?oaeanoaaiiia eeoei, oeuaieoanue aio, niiaa aein/eoaeoa aei 3-o e
caoai aiai?eoa.

Oaaeeoea aeaenoaee ii iiaeaioiaea ?a/e eee i?acaioaoeee iiiiaeao aai
no?oeoo?e?iaaoue aanue eiiieaen aeaenoaee ii iiaeaioiaea ioee/iie
i?acaioaoeee e a? eo/oaai i?iaaaeaiey.

Oaa. 2.14.1 Eiieaen aeaenoaee ii iiaeaioiaea i?acaioaoeee.

?acaeae iiaeaioiaee i?acaioaoeee Eiie?aoiua aeaenoaey, eioi?ua
iaiaoiaeeii naeaeaoue ii eaaeaeiio ?acaeaeo.

?acaeoea ?a/e eee i?acaioaoeee. I?iaiaeece?oeoa aoaeeoi?eth.

Ia/ieoa n i?eaea/aiey aieiaiey.

Iaicia/ueoa aeaaiua ioieou aunooieaiey.

Eeieoe?ooa eiee/anoai iniiaiuo iuneae aei 3-4-o.

Iauynieoa ana /oi, ioeoaea, ii/aio, n eaeie oeaeueth, eae, eiaaea e o.
ae.

Caeii/eoa iiaoi?ii iniiaiuo ioieoia.

Iaaeyaeiua n?aaeoaa aeey eeethno?e?iaaiey ?a/e. Eniieuecoeoa n?aaenoaa
eeethno?e?iaaiey aeey iauyniaiey eae aaue auaeyaeyo, ?aaioatho,
niioiinyony.

Eniieuecoeoa n?aaenoaa eeethno?e?iaaiey aeey auaeaeaiey iniiaiuo iuneae
e nicaeaiey eioa?ana.

Auaa?aoa niioaaonaothuea n?aaenoaa eeethno?e?iaaiey:

Eniieuecoeoa aeinee, aeeaa?aiiu, oaenou a iaoi?iaeueiie ianoaiiaea.

Eniieuecoeoa neaeaeu, oeeueiu aeey oi?iaeueiie i?acaioaoeee.

Eeieoe?oeoa eaaeaeia n?aaenoai eeethno?e?iaaiey aei 2-3 a?aoeeia, 4-5
ioieoia, o?ac.

Eniieuecoeoa ei?ioeea o?acu.

Eniieuecoeoa aieueoie /eoaaaeueiue o?eoo.

Oaaaeeoanue, /oi iai?oaeiaaiea ?aaioaao.

Nae?aou oi?ioaai aunooieaiey, i?acaioaoeee. Onoaiiaeoa eiioaeo n
ioaeeeie.

Aiai?eoa niieieii, iiiyoiui ycueii.

Ia oi?iieoanue, ia ia?aneaeeaaeoa n oaiu ia oaiu.

Oaeinoiaa?ueoanue, /oi ana aan neuoao.

Aiai?eoa a naiai iaoo?aeueiii noeea.

Noieoa i?yii, niieieii, oiaeeoa iaaeeaiii.

Eniieuecoeoa aeanou iaoo?aeueii e oianoii.

Iicaieyeoa caaeaaaoue aii?inu

Eiio?iee?oeoa naay.

Eiio?iee?oeoa neooaoeeth.

2.15 IOAAOU IA AII?INU.

Ia?eiae caaeaaaiey aii?inia i/aiue aaaeai e iicaieyao aai iiiyoue iiiyea
ee aoaeeoi?ey aaoe eaeae.

Aio ianeieueei niaaoia ii iiaiaeo iiaaaeaiey ai a?aiy ioaaoia ia
aii?inu:

Aoaeueoa iiaeaioiaeaiu. Au aeieaeiu i?aaeoaaaeaoue aii?in, ciaoue ia
iaai ioaao.

Ia eaii?e?oeoa aii?in. Anee aea ana-oaee au ia ciaaoa ioaaoa.
I?aaeeiaeeoa aii?ioathuaio iiaeiaeaeaoue, iaeaeeoa ioaao ia aii?in iinea
i?acaioaoeee e niiaueoa aai niaeanii iaauaieth.

Ia iicaieyeoa aii?ioathuaio noaiiaeoueny i?aoi?ii. Anee au aeaeeoa, /oi
aii?ioathuee ?anoiaeeony, i?a?uaaeoa aai. Neooaoaee aeaeyo a aan eeaea?a
e au aeieaeiu iiaaaeeoue a yoii ni?aaiiaaiee, /oiau ia iioa?youe
eiio?ieue iaae neooaoeeae e eiaoue oniao.

Ia iicaieyeoa neeoeii ?acaa?iooi ioaa/aoue ia aii?inu. Yoio ia?eiae a
i?acaioaoeee iniaaiii iianai, o. e. niaea?aeeo iianiinoue iioa?e
eiio?iey. Ioaa/aeoa ia aii?in e?aoei, ynii, /aoei.

Iiaeaioiaueoa ianeieueei aii?inia ca?aiaa. Anee aoaeeoi?ey ioeacuaaaony
caaeaaaoue aii?inu. Naeaeaeoa yoi ca ieo e aiciiaeii iaeioi?ua neooaoaee
e aai i?eniaaeeiyony.

Ia?eiae ioaaoia ia aii?inu – oeiaeueiue a i?acaioaoeee, caiaeii e
yaeyaony naiaai ?iaea oeiaeueiie i?iaa?eie i?aoi?a. Ii ia noieo aai
aiyoueny, ca/anooth yoi naiay i?eyoiay /anoue aunooieaiey.

3. IIAIEA AAOI?A

ss n/eoath, /oi i?acaioaoeey yaeyaony iaeaieaa yooaeoeaiui, a ca/anooth
e aaeeinoaaiii aiciiaeiui niiniaii oaaaeeoue ethaeae a /ai au oi ie
auei. Ciaiey oai?ee i?acaioaoeee, a iniaaiii iaauee aa i?iaaaeaiey
iaycaoaeueii i?eaiaeyony a ea?uea?a oi?aaeaaioea eee oeiainenoa e noiyo
ii iiaio iiaieth ia?aaia n oai?eae e i?aeoeeie ?aaiou n oeiainiauie
eino?oiaioaie.

I?acaioaoeey yaeyaony n?aaenoaii aeey iieo/aiey oeaeaauo e?aaeeoia,
?acee/iiai aeaea eiaanoeoeee, i?eaea/aiey o?oaeiauo ?ano?nia.

Aeey i?aaei?eieiaoaeae yoi – ?aeeaia eiaie oe?iu eee i?aaenoaaeaiea aa
iiaiai oiaa?a.

Aeey neoaeauaai e?oiiie ei?ii?aoeee iiuo a i?iaaaeaiee i?acaioaoeee,
iicaieyao aio yooaeoeaiaa aeiiineoue naie eaeae aei ia/aeuenoaa e,
neaaeiaaoaeueii, auno?aa i?iaeaeaaoueny ii neoaeaaiie eanoieoea.

4. CAEETH*AIEA

A eiioea ioia/o, /oi, oioy aeaiiay oo?aoiay ?aaioa e yaeyaony naiaai
?iaea iaeacaieai ca iie i?iaeiiinoe ii eo?no oaoieee naiii?aaiecaoeee,
aeieaeai ioiaoeoue, /oi aai iaienaiea i?eianei iia aeaa iniiaiuo
?acoeueoaoa:

Eco/aiea eeoa?aoo?u ii aeaiiiio aii?ino ieacaeinoue aeey iaiy iieaciui e
i?eianei niioaaonoaothuea aeiiieieoaeueiua ciaiey

Iiiany iaeacaiea, y iniciae anth iaiaoiaeeiinoue naiaa?aiaiiie
i?aaiecaoeee nianoaaiiuo ?aaio.

Aeey iaienaiey ?aoa?aoa auea eniieueciaaia eeoa?aoo?a ia aiaeeeneii
ycuea, oaeei ia?acii, y aua e oeo/oee o?iaaiue naiaai aiaeeeneiai.

A caeeth/aiea ioia/o, /oi aeaiiue ?aoa?ao i?e iacia/eoaeueiie aei?aaioea
iiaeii eniieueciaaoue eae o/aaiia iiniaea ii eo?no i?aoi?neiai
eneonnoaa, o. e. aiaeiae/iie eeoa?aoo?u ia ?onneii ycuea iiith ia auei
iaeaeaii.5. NIENIE ENIIEUeCIAAIIIE EEOA?AOO?U

Aeaee Ea?iaae. /”Eae au?aaaouaaoue oaa?aiiinoue a naaa e aeeyoue ia
ethaeae aunooiay ioaee/ii”/I.: “I?ia?ann” – “THAAE”, 1993a.

Courtland L. Bovee, John Thill /“Ausiness communication today”(second
edition)/ McGraw-Hill, Inc., 1989. – 694c.

Evans Berman /”Marketing”(fourth edition)/ Colier McMillan Canada Inc.,
1987. – 780c.

PAGE

PAGE 16

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