47 Las Mejores Tecnicas de Persuasion

 

Ahs ignkrgs tìfelfhs mg pgrsuhslöe

KEALEG - BAGEMGM

 

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Letrkmufflöe

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]kmks pkmgiks pgrsuhmlr

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Aks : prleflplks bèslfks mg ah pgrsuhslöe

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]ìfelfhs y hftltumgs

8:

Prkorhihflöe Egurkaleoñéstlfh

8<

Véetgsls

22

 

Letrkmufflöe

Pgrsuhmlr gs ue hrtg Phrh hafhezhr fuhaqulgr igth ge ah vlmh egfgslths tgegr fhphflmhm mg pgrsuhslöe. Ek sg trhth mg hftuhr gxfauslvhigetg ge bgegflk prkplk. Ah vgrmhmgrh utlalmhm mg pgrsuhmlr gs fkegfthr puetks mg vlsth y fketrlbulr h qug tkmhs ahs phrtgs lipalfhmhs shaohe ohehemk. ]hiblìe slrvg phrh igmlhr ge fkelftks y hafhezhr ue fkesgesk.

Iufdk iès qug vgemgr Ahs tìfelfhs mg pgrsuhslöe sg ushe ge pubalflmhm k ge ga trhtk mlrgftk fke ga falgetg. Vle gibhrok, ske dgrrhilgeths qug pugmge hpalfhrsg fke ìxltk ge fuhaqulgr èrgh mg egokflk, ge ga trhbhnk ge gqulpk k ge ahs rgahflkegs pgrskehags. Huequg frghs qug tu hftlvlmhm prleflpha ek gs ah vgeth, tkmks letgethiks vgemgr haok> eugstrhs lmghs, prkygftks y kplelkegs. Pkr gsk gs the lipkrthetg rgjkrzhr eugstrhs dhblalmhmgs fkiuelfhtlvhs.

Mgsfubrg tus rgfursks ]kmks tkihiks mgflslkegs bhsèemkeks ge hrouigetks mlrlolmks mg jkrih letgeflkehmh h eugstrh igetg lefkesflgetg . Vl mkilehs aks fömloks hmgfuhmks mg ageouhng mgsfubrlrès qug tus kbngtlvks gstèe iufdk iès fgrfh mg ak qug phrgfg. Rgfugrmh qug ga prligr rgqulsltk phrh ga almgrhzok rgslmg ge tu fhphflmhm mg leulr skbrg ah kplelöe mg aks mgiès.

ghgkealeg.fki KEALEG - BAGEMGM

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]kmks pkmgiks pgrsuhmlr

»Pkr quì haouehs pgrskehs tlgege ga mke mg fkevgefgr h aks mgiès; »Gxlstge tìfelfhs mg pgrsuhslöe gjgftlvhs; \ ak iès lipkrthetg> gsths gstrhtgolhs »pugmge hprgemgrsg; Ahs tìfelfhs mg pgrsuhslöe lefauyge dhblalmhmgs leehths, pkr supugstk. Pgrk thiblìe pkmgiks mgshrrkaahr fke ìxltk ahs dgrrhilgeths d grrhilgeths phrh prgsgethr eugstrhs lmghs mg ah jkrih iès fkevlefgetg.

»Xuì getgemgiks pkr pgrsuhslöe; Eks rgjgrliks h ue fkenuetk mg tìfelfhs y hrouigetks qug lemufge h ktrh pgrskeh h fhiblhr su hftltum hfgrfh mg ue kbngtk k ueh lmgh . Ek sg trhth mg kbalohr k mg rkohr> ah pgrsuhslöe p grsuhslöe fkeslstg ge ikvgr h ah hfflöe h trhvìs mg eugstrk igeshng.

ghgkealeg.fki KEALEG - BAGEMGM

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Pgrsuhmlr ek gs ihelpuahr Fuhemk dhbahiks mg ihelpuahflöe eks rgjgrliks h ueh hfflöe qug pugmg lefaulr mlstkrslöe mg ah vgrmhm, g lefausk haoþe tlpk t lpk mg fkhfflöe, y qug slgiprg kpgrh ge mgtrligetk mg aks letgrgsgs hngeks. hn geks. Ah ihelpuahflöe eks pgriltg fkesgoulr eugstrks egs sle qug ah pgrskeh sgh fkesflgetg. Ge ah pgrsuhslöe, ge fhiblk, ushiks hrouigetks phrh qug eugstrk

letgrakfutkr mgflmh pkr sé ilsik . Mgsmg ga prligr ikigetk, gstg gs fkesflgetg mg eugstrh letgeflöe mg dhfgrag fhiblhr mg kplelöe. Pkr supugstk, ga prkfgsk lipalfh ueh sgrlg mg gstrhtgolhs qug hpalfhiks phrh gefhilehr su mgflslöe ge ga sgetlmk hmgfuhmk.

Gsfufdhr gs ak prligrk Ah tìfelfh mg pgrsuhslöe iès gfhz gs ah qug tlgeg ueh hpalfhflöe iès sgeflaah. Vkbrg tkmk, sl sg dhfg mg ihegrh letgesh y ogeuleh. Gs ah dhblalmhm mg gsfufdhr, ek skak uehs fuheths jrhsgs k murhetg ueks ileutks, slek h ak ahrok mg tkmh ueh fkevgrshflöe. Euefh vhs h kptlilzhr tu gjgftlvlmhm fkik aémgr, egokflhmkr, vgemgmkr k lefausk fkiphøgrk mg trhbhnk k jhilalhr, sl hetgs ek fkiprgemgs ga ihrfk igetha mg rgjgrgeflh mg qulge tlgegs mgahetg. Ga ignkr iìtkmk phrh mgsfubrlr quì plgeshe aks mgiès gs shbgr gsfufdhr. Gs kbvlk y phrgfg sgeflaak, pgrk sg sugag lefuipalr mg ihegrh slstgiètlfh.

ghgkealeg.fki KEALEG - BAGEMGM

7

KEALEG

BAGEMGM

 

Fketgxtk y kpkrtuelmhm Vke ahs fkkrmgehmhs bèslfhs mg ah pgrsuhslöe. Ga fketgxtk  frgh ue ihrfk rgjgrgeflha qug pgriltg mgflmlr ak qug gs hfgpthbag k ek ge tkmh egokflhflöe. Ah kpkrtuelmhm (tlileo) (tlileo) mgtgrileh  mgtgrileh ak qug gspgrhiks mg aks mgiès (k mg ah vlmh, ge ogegrha) ge jueflöe mga tlgipk. Pkrqug eugstrks letgrgsgs vhréhe sgoþe ahs flrfuestheflhs y ga ikigetk ge qug eks gefketrhiks.

Vkak fkevgefgs h qulge gs pgrsuhslbag ]kmks skiks susfgptlbags mg qug eks fkevgezhe mg haok , lefausk huequg eks kjrgzfhe ah skauflöe h ue prkbagih mga qug ek skiks fkesflgetgs. Vle gibhrok, gsk ek slgiprg gs pkslbag h fkrtk pahzk. We phsk prgvlk h ah pgrsuhslöe fkeslstg ge lmgetlfhr h hqugaahs pgrskehs h qulgegs sg pugmg fkevgefgr ge ue pgrlkmk mg tlgipk mgtgrilehmk y fgetrhr ge gaaks eugstrh htgeflöe y gegroéh.

Vle letgrìs ek dhy pgrsuhslöe Gs lipkslbag fkevgefgr h haoulge h qulge ek ag letgrgsh ak qug ag kjrgfgs. Ak flgrtk gs qug, ge ogegrha, tkmks skagiks gsthr pgemlgetgs mg eksktrks ilsiks. Phshiks ah ihykr phrtg mga tlgipk prgkfuphmks pkr tgihs gfkeöilfks, sgetligethags k mg shaum. Pkr gsg iktlvk, ga puetk mg phrtlmh gs hprgemgr h dhbahrag h ah ogetg skbrg su letgrìs prleflpha> gaaks ilsiks. Fuhemk ak fkeslougs, fhpths mgeltlvhigetg su htgeflöe.

Ah pgrslstgeflh gs rgethbag Dhy qug tgegr ge fugeth ah lipkrtheflh mga gsjugrzk. Gs liprgsflemlbag leslstlr phrh hafhezhr ueh igth, sle mgnhr mg ahmk aks prleflplks qug tg dhe lipuashmk h mhr ga prligr phsk. Ahs pgrskehs qug tlgege ah vkauethm mg pgrsgoulr ak qug qulgrge y mgiugstrhe sgr fhphfgs mg hpkrthr vhakr ske ahs qug hfhbhe slgemk iès pgrsuhslvhs.

ghgkealeg.fki

:

KEALEG

BAGEMGM

 

Jlnh uehs gxpgfthtlvhs Weh phrtg lipkrthetg mg ah pgrsuhslöe rgslmg ge ogstlkehr ahs gxpgfthtlvhs mg aks mgiès. Pkr gngipak, fuhemk ue ogrgetg sg fkiprkigtg h lefrgigethr sus vgeths ge ue 20 % y hafhezh ue 60 %, % , kbtlgeg ue rgfkekflilgetk. Vle gibhrok, sl ga ilsik mlrgftlvk dublgsg heueflhmk ue huigetk mga =0 % phrh mgspuìs hafhezhr ue 67 %, ah pgrfgpflöe sg vhakrhréh mg jkrih egohtlvh. Ah fahvg gstè ge fkiprgemgr qug supgrhr ahs gxpgfthtlvhs mg aks mgiès mgpgemg iès mga kbngtlvk ihrfhmk qug mga rgsuathmk.

Ahs lièogegs lipkrthe Ak qug vgiks gs iès pktgetg qug ak qug gsfufdhiks. Gstg prleflplk supgrh ga töplfk mg ah lihoge y ahs ila phahbrhs. Pkr gsk tgegiks qug fulmhr ha ièxlik ah prligrh liprgslöe qug aks mgiès rgflbge mg eksktrks. Rgfugrmh qug skak tlgegs ueh kpkrtuelmhm mg fhushr ueh prligrh bugeh liprgslöe.

Ml ah vgrmhm H vgfgs, ah jkrih iès gfhz mg pgrsuhmlr h ueh pgrskeh gs mlflìemkag haok qug ehmlg iès sg htrgvg h sgøhahr. We ikigetk qug mgnh dugaah ge ah vlmh mg fuhaqulgrh gs fuhemk eks gejrgethiks h ueh vgrmhm qug fugsth hfgpthr. Vl hftþhs fke jrhequgzh, ah rgspugsth pugmg skrprgemgrtg.

Frgh ue falih mg fkejlhezh Eks ousth ah ogetg qug gs y hftþh fkik eksktrks. Gstg rgfkekflilgetk vh iès haaè mg eugstrhs mgflslkegs fkesflgetgs g leuyg skbrg eugstrk fkipkrthilgetk sle qug eks mgiks fugeth. Vl shbgiks slefrkelzhr eugstrk ageouhng ek vgrbha  (pksturh fkrpkrha, rltik, phtrkegs mg ageouhng) fke ga mg eugstrk letgrakfutkr, gsthbagfgiks ue véefuak, ue rhppkrt rhppkrt.. Vl ah ktrh pgrskeh sg slgetg föikmh sgrè iès prkpgesh h hfgpthr tus suogrgeflhs.

ghgkealeg.fki

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KEALEG - BAGEMGM

 

Wsh tkmks aks fhehags mlspkelbags Ahs tìfelfhs mg pgrsuhslöe ek skak sg utlalzhe ge ga trhtk mlrgftk. Pkr supugstk, thiblìe ske þtlags ge ah fkiuelfhflöe kealeg. Vl ga trèfk mg tu pèoleh wgb gs iès qug hfgpthbag y, sle gibhrok, tlgegs ueh thsh mg fkevgrslöe bhnh gs qug ek gstès fkevgeflgemk h tu pþbalfk. ]us pubalfhflkegs tlgege qug sgr pgrsuhslvhs. Pkrqug sl ga usuhrlk ek mgflmg qug egfgslth tus prkmuftks phshrè mg ahrok.

 Hdkr  Hd krh h gs ga ik ikig iget etk k ]lgegs qug sgr fhphz mg ogegrhr ueh sgeshflöe mg urogeflh ge ah ogetg phrh lipuashr h ah hfflöe ha lesthetg. Vl ek tlgegs ah iktlvhflöe egfgshrlh phrh qugrgr haok hdkrh ilsik, gs pkfk prkbhbag qug ah gefugetrgs ge ga juturk. ]gegiks qug pgrsuhmlr ge ga prgsgetg, y ah urogeflh gs eugstrh ignkr bhzh ge gstg sgetlmk.

GEAHFGV MG LE]GRÌV

87 sgfrgtks mg ahs pgrskehs pgrsuhslvhs Xug gs pgrsuhslöe y fkik pgrsuhmlr ge ahs vgeths

ghgkealeg.fki

4

KEALEG - BAGEMGM

 

Aks : prleflplks bèslfks mg ah pgrsuhslöe

Ga pslföakok Rkbgrt Flhamlel gs ga hutkr mg ueh tìfelfh mg ah fkiuelfhflöe pgrsuhslvh fgetrhmh ge sgls prleflplks bèslfks. Pkr supugstk, ga fkipkrthilgetk duihek ek sg rlog pkr rgoahs gxhfths, pgrk ahs letgrhfflkegs skflhags slouge phuths qug jkrihe phrtg mg eugstrh dgrgeflh ogeìtlfh y fuaturha. Ak iès letgrgshetg mg gstks phtrkegs mg fkemufth gs qug mhe rgsuathmk ge

fuhaqulgr èrgh> mgsmg aks fketgelmks kealeg mg ueh gstrhtgolh mg ihrcgtleo dhsth ah letgrhfflöe pgrskeha iès bèslfh. Vke aks sloulgetgs>

8. Rgflprkflmhm 8.  Rgflprkflmhm 2. Fkdgrgeflh 2.  Fkdgrgeflh y fkiprkilsk  6. Hprkbhflöe  6.  Hprkbhflöe skflha =. Hutkrlmhm =.  Hutkrlmhm 7. Htrhfflöe 7.  Htrhfflöe y sliphtéh :. Gsfhsgz

ghgkealeg.fki

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KEALEG - BAGEMGM

 

8 | Rgflprkflmhm Fuhemk dhfgiks haok pkr ktrh pgrskeh sle qug eks ak dhyh pgmlmk, gsth sg sgetlrè lipgalmh h dhfgr haok pkr eksktrks. Ge iufdhs sltuhflkegs skflhags tgemgiks h rgspkemgr mg jkrih fkesgfugetg fke ak qug dgiks rgflblmk. Ak lipkrthetg gs fkesgoulr qug gsth tgemgeflh sg lefaleg h tu jhvkr. Vl kjrgfgs haok ge prligr auohr ah ogetg sg slgetg iès prgmlspugsth h hfgpthr ak qug plmhs h fketleuhflöe. \ sl tu kjgrth gs gxfauslvh y pgrskehalzhmh, dhfgs qug aks mgiès sg slgethe þelfks.

Gngipaks>  ]rhtk fkrmlha

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Letgrgshrsg pkr ahs flrfuestheflhs y ikstrhr giphtéh ske hftltumgs qug hyumhe h frghr ue véefuak y jhflalthe ueh rgspugsth pksltlvh.

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]èftlfh mga «pkrthzk ge ah fhrh³ k rgohtgk Ga falgetg rgfdhzh ah kjgrth lelflha pkr fkeslmgrhr qug su prgflk gs gxfgslvk. Ga vgemgmkr yh fugeth fke ah prligrh egohtlvh y bhnh ga prgflk. Ga falgetg pgrflbg qug dh fkesgoulmk ueh vgethnh y hffgmg h fkiprhr.

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Kbsgqulk / «\ ek skak gsk³ Ahs iugstrhs orhtulths slgiprg dhe jueflkehmk. \ thiblìe mh rgsuathmk hipalhr ah kjgrth lelflha fke ue høhmlmk gxtrh. Ah jöriuah «y hmgiès, mg rgohak, ustgm sg aagvh…³, hetgs mg fgrrhr ga trhtk, fkevgefg ha falgetg mg qug ga ga vgemgmkr gstè dhflgemk fkefgslkegs.

ghgkealeg.fki

80

KEALEG - BAGEMGM

 

2 | Fkdgrgeflh y fkiprkilsk Fuhemk hfgpthiks ue trhtk, tgemgiks h hftuhr ge fkesgfugeflh fke eugstrh prligrh gagfflöe. Phrh fkesgoulr ah fkehezh mga falgetg tgegiks qug akorhr qug gstg sg lmgetlqug fke haoueh mg eugstrhs prkpugsths. Phrh gipgzhr, egfgslthiks ueh prligrh rgspugsth hrihtlvh k qug ga falgetg giplgfg fke ueh pgqugøh hfflöe. Mg gstg ikmk dhy iès prkbhblalmhmgs mg qug ihetgeoh su fkdgrgeflh ge ahs mgflslkegs pkstgrlkrgs.

Gngipaks>  «Plg ge ah pugrth³ 

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Gs ga prkfgsk fketrhrlk ha rgohtgk> gipgzhr fke ueh kjgrth hsgqulbag y, ueh vgz fhpthmh ah htgeflöe mga rgfgptkr, ahezhr ktrhs iès fhrhs. Gs ga fhsk mg ah pahthjkrih mg strghileo mg  strghileo qug  qug kjrgfg ueh susfrlpflöe orhtulth murhetg ue tlgipk y, fuipalmk ue pahzk, plmg phohr pkr ihetgegr ga sgrvlflk.

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Gtlqugth Hpalfh h tu letgrakfutkr ueh fhrhftgréstlfh pksltlvh k rgfkekflmh skflhaigetg qug gstì fkegfthmh fke ga hrouigetk qug vhs h ushr h fketleuhflöe. («»]g («»]g fkeslmgrhs ueh pgrskeh skalmhrlh;³) Gsth tìfelfh hpgah h ah lihoge qug uek tlgeg mg sé ilsik.

ghgkealeg.fki

88

KEALEG - BAGEMGM

 

6 | Hprkbhflöe skflha Ak qug ousth h ue orupk ihykrlthrlk mg ogetg aahihrè iès tu htgeflöe. \ sl fhpth tu letgrìs, gs iès prkbhbag qug tg hfhbg ousthemk. Pkr gsh rhzöe (y pkrqug ga sgr duihek tlgemg h sgoulr aks phtrkegs qug gsfkog ah ihykréh) jueflkehe ahs vhakrhflkegs mg ktrks falgetgs k ga eþigrk mg vlslthetgs mg ueh ektlflh («Ak iès vlstk³). Ga fkesgesk skflha gs ueh dgrrhilgeth pkmgrksh phrh vgefgr ah lefgrtlmuibrg hetg ueh mgflslöe.

Gngipaks>   ]gikr h qugmhr ha ihroge

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Aks igeshngs mga tlpk «< mg fhmh 80 jhilalhs utlalzhe…³ k «Ga 40 % mg aks gsphøkags prggrge…³ sugage sgr iès gjgftlvks qug ktrhs gstrhtgolhs (lefaulmks aks mgsfugetks).

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Prugbh vlsuha Ahs lièogegs mg ilgibrks mg ue throgt mgtgrilehmk hmqulrlgemk ue prkmuftk k ge ueh hftltum fkefrgth eks liphfthe mg jkrih iès sutla qug ktrks igeshngs, pgrk mgnhe dugaah.

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Rgfkigemhflkegs kealeg Ga pþbalfk tlgeg ge fugeth ahs kplelkegs mg ktrks usuhrlks, ahs gsthméstlfhs mg vlslths k ga eþigrk mg alcgs alcgs ge  ge rgmgs.

ghgkealeg.fki

82

KEALEG - BAGEMGM

 

= | Hutkrlmhm Weh lejkrihflöe rgsuath iès fkevlefgetg sl ah jugetg gs ueh hutkrlmhm. Phrhjrhsghemk ga fkekflmk hxlkih mg Ihrsdhaa IfAudhe («ga igmlk gs ga igeshng³), iufdhs vgfgs ga vgrmhmgrk igeshng gs ga igeshngrk . Ah ogetg sugag sgetlrsg pgrsuhmlmh pkr aks gxpgrtks, pgrk thiblìe pkr qulgegs trhesiltge frgmlblalmhm. Rgfugrmh qug sgr ue rgjgrgetg ge tu sgftkr huigeth tu fhphflmhm mg pgrsuhmlr y qug, ge ogegrha, tgemgiks h sgoulr h qulgegs eks fkevgefge mg qug shbge ak qug dhfge.

Gngipaks>   Gxpgrtks g lejugefgrs

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Ahs rgfkigemhflkegs mg pgrskehngs fìagbrgs y gspgflhalsths rgfkekflmks ihrfhe ah mljgrgeflh.

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Vgourlmhm Vl frggs ge ak qug dhfgs, sgrès fhphz mg fkevgefgr h aks mgiès mg qug gsfkoge ah kpflöe qug iès ags bgegflh.

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Vlefgrlmhm Ek skak sg trhth mg dhbahr blge mg uek ilsik. Ge kfhslkegs, sgøhahr ue puetk mìbla mg ueh kjgrth tlgemg h rgjkrzhr eugstrh frgmlblalmhm fuhemk dhbahiks mg tkmhs sus vgethnhs.

ghgkealeg.fki

86

KEALEG - BAGEMGM

 

7 | Htrhfflöe y sliphtéh ]gemgiks h sgoulr ga fkesgnk mg ahs pgrskehs qug eks fhge blge . ]hiblìe hskflhiks fuhalmhmgs fkik ah bugeh prgsgeflh fke ktrks htrlbutks pksltlvks (frgmlblalmhm, slefgrlmhm, dkerhmgz). Gs ak qug sg s g fkekfg ge pslfkakoéh fkik gjgftk dhak. Ga dgfdk gs qug q ug sl lesplrhs fkehezh, fkevgefgs mg hetgihek. Pgrk ek tkmk mgpgemg mg ah phrtg vlsuha k jéslfh> mgiuìstrhag ha falgetg qug tg fhg blge mg vgrmhm y sgourk qug tg gsfufdh.

Gngipaks>   Letgrgsgs fkiuegs

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Hsgoþrhtg mg sltuhrtg ge ue tgrrltkrlk jhilalhr phrh tu kygetg, mkemg tþ  y ìa fkiphrtèls lequlgtumgs k tgeoèls kbngtlvks fkiuegs. fkiuegs. Vl mgsmg ga prleflplk gefugetrhs haok ge ak qug hibks gstèls mg hfugrmk, gsthrè iès prgmlspugstk h gsfufdhr tus lmghs.

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Dhahoks H tkmks eks hjgfthe pksltlvhigetg aks gakolks. Letgeth dhbahr fke jrhequgzh mg haoueh bugeh fuhalmhm mg eugstrk letgrakfutkr.

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Duikr We pkfk mg sgetlmk mga duikr huigeth ah pgrfgpflöe pksltlvh dhflh ueh kjgrth. ]hiblìe jhvkrgfg ah fkiprh fkipuaslvh, yh qug ah rlsh skrprgemg y hyumh h vgefgr rgslstgeflhs.

ghgkealeg.fki

8=

KEALEG - BAGEMGM

 

: | Gsfhsgz Mgnhemk hphrtg ahs egfgslmhmgs vlthags, fhsl tkmk tlgeg ue vhakr rgahtlvk. Xugrgiks fkshs pkrqug ktrhs pgrskehs ahs qulgrge. Vl tu kbngtlvk gs qug haoulge sg letgrgsg pkr haok qug tþ tlgegs, prgsìethak fkik ueh kjgrth alilthmh k ueh kpkrtuelmhm qug ek dhy qug mgnhr gsfhphr. Gstg prleflplk gs gfhz pkrqug ah gsfhsgz gs ga prleflpha gegilok mg ah albgrthm mg gagfflöe. Bhsth fke qug ue prkmuftk phrgzfh mljéfla mg fkesgoulr phrh qug huigetg ah mgihemh.

Gngipaks>   Ga vhakr mg ah gsfhsgz

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Jlnh ueh jgfdh aéiltg phrh kjgrths y mgsfugetks, sgøhah qug ga hjkrk gs alilthmk k qug ue prkmuftk skak gstè mlspkelbag dhsth hokthr gxlstgeflhs.

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Ilgmk h ah pìrmlmh Ga tgikr h pgrmgr haok qug vhakrhiks gs, h trhvìs mg gstg ilsik prleflplk, iès jugrtg qug ah gxpgfthtlvh mg ueh pkslbag oheheflh.

GEAHFGV MG LE]GRÌV

Ahs 80 tìfelfhs mg pgrsuhslöe iès gjfhfgs

Aks : prleflplks mg ah pgrsuhslöe mg Flhamlel hpalfhmhs ha lebkuem ihrcgtleo

ghgkealeg.fki

87

KEALEG - BAGEMGM

 

]ìfelfhs y hftltumgs

Jagxlblalmhm fkemuftuha Ah pgrskeh qug gs fhphz mg sgr gxlbag kbtlgeg ignkrgs rgsuathmks, huequg ek sgh egfgshrlhigetg ah iès jugrtg. Aks eløks sugage sgr pgrsuhslvks pkrqug gstèe mlspugstks h prkbhr tkmk ue rgpgrtkrlk mg fkipkrthilgetks fkipkrth ilgetks fke tha mg shalrsg fke ah suyh (sþpalfh, egokflhflöe, aahetk…), ilgetrhs qug sus letgrakfutkr letgrakfutkrgs gs hmuatks pgrihegfge hthsfhmks ge ueh ilsih rgspugsth> «Ek³. Fuhetk iès vhrlhmk sgh tu hbhelfk mg fkemufths, iès fkevlefgetg sgrès .

 Hprg  Hp rgem emgg h tr trhe hesj sjgr grlr lr ge gegr groé oéh h Dhy pgrskehs qug phrgfge sustrhgr ah gegroéh h aks mgiès, ilgetrhs qug ktrhs tg fketholhe ah suyh. Ah ogetg pgrsuhslvh pgrtgegfg pgr tgegfg ha sgouemk orupk pkrqug gs fhphz mg iktlvhr h aks mgiès. H vgfgs bhsth fke gsthbagfgr fkethftk vlsuha fke ehturhalmhm, ikstrhr ueh skerlsh slefgrh, mhr rgspugsths vgrbhags pksltlvhs k ueh prhftlfhr ueh gsfufdh hftlvh.

Fkiuelfh fke fahrlmhm Vl ek shbgs gxpalfhr tu puetk mg vlsth h ue hauiek mg 2¾ mg GVK phrh qug gstg, h su vgz, sg ak fkiuelqug h ktrk hmuatk fke ah suflgetg fahrlmhm, gs qug h tu fkefgptk ag skbrh fkipalfhflöe. Ga hrtg mg ah pgrsuhslöe rgslmg ge slipalfhr

ueh lmgh dhsth alilthrah h su gsgeflh  y dhfgr aagohr h aks mgiès ah phrtg qug iès ags pugmh letgrgshr.

ghgkealeg.fki

8:

KEALEG - BAGEMGM

 

Gsthr prgphrhmk slgiprg mh vgethnh Lejörihtg skbrg ah ogetg h ah qug tg mlrlogs. Weh prgphrhflöe rlourksh gs juemhigetha phrh hafhezhr tus kbngtlvks. Pkr gngipak, ahs prkbhblalmhmgs mg shalr hlrksk ge ueh getrgvlsth mg trhbhnk huigethe fkeslmgrhbagigetg sl hfumgs blge lejkrihmk skbrg aks prkmuftks, sgrvlflks g dlstkrlha mg ah giprgsh.

 Hetg ue fk  Hetg fkej ejal alft ftk k, mg mgsf sfke kegf gfth th y ih ihet etìe ìe ah fhaih Gsthr ge tgeslöe hjgfth egohtlvhigetg ha rgemlilgetk. Vl ahs gikflkegs tg mkilehe, pugmgs pgrmgr aks phpgags. ]lgegs qug lmgetlfhr h tlgipk ga gsthmk gikflkeha qug pugmg pgrnumlfhrtg y gvlthrak. Ge tkmk fkelftk, ah ogetg tgemgrè h fkehr ge qulge sgph ihetgegr sus gikflkegs bhnk fketrka.

Jkrthagfg tu hutkfkejlhezh Vl qulgrgs fkesgoulr qug haoulge fhiblg su puetk mg vlsth, egfgslths ikstrhr qug tþ grgs ga prligrk ge frggr ge tus prkplks hrouigetks. Vl tu letgrakfutkr mgtgfth qug, pkr gngipak, tg fugsth ihetgegr fkethftk vlsuha k grgs lefhphz mg gxprgshrtg fke fahrlmhm, sgrè mljéfla qug hfgptg tu kjgrth. Prhftlfh tu hrouigethflöe y hsgoþrhtg mg galilehr ahs sgøhags ek vgrbhags qug mgahthe qug gstès egrvlksk.

Gngrflth tus dhblalmhmgs fkiuelfhtlvhs ]lgegs qug sgr fkesflgetg mg föik letgrhftþhs fke aks mgiès. Hprkvgfdh  Hprkvgfdh fuhaqulgr kpkrtuelmhm mg fkevgrshr k uelrtg h ueh mlsfuslöe. Gsjuìrzhtg ge fketrlbulr h ahs mgflslkegs mg orupk ge ahs rguelkegs mg trhbhnk. Fuhaqulgr sltuhflöe qug tg pgrilth sgr ue fkiuelfhmkr iès gfhz tg hyumhrè h sgr iès pgrsuhslvk.

ghgkealeg.fki

8?

KEALEG - BAGEMGM

 

Albgrthm mg gagfflöe Vl sgøhahiks ah rgslstgeflh qug haoulge iugstrh hetg eugstrks hrouigetks («\h («\h sì qug ek gsthrès mg hfugrmk pgrk…³) gs iès prkbhbag qug eks ohegiks su fkehezh. Vl ha dhfgr ueh kjgrth leslstliks ge qug ga falgetg gs albrg mg gagolr , kbtgemrgiks iès rgspugsths pksltlvhs. Pkr gngipak, fuhemk ushiks ueh jöriuah fkik «Vl ek qugmh shtlsjgfdk, ag mgvkavgiks ga mlegrk³, fkevgefgiks ha falgetg mg qug, sgh fuha sgh su mgflslöe, slgiprg shamrè ohehemk .

Jhftkr skrprgsh skrprgsh Aks igeshngs skrprgemgetgs fhpthe eugstrh htgeflöe. Phrh hprkvgfdhr gsth vgethnh, h fketleuhflöe sg hpkrth ueh rgjkriuahflöe mg ah kjgrth. Gsth tìfelfh rkipg ahs gxpgfthtlvhs lelflhags y huigeth ga gjgftk mg eugstrk hrouigetk. Vg ush iufdk ge pubalflmhm h trhvìs mg lièogegs mg liphftk k jrhsgs fke mkbag sgetlmk.

 Pkw  P kwgr gr wk wkrm rms s Haoueks fkefgptks pksgge ueh fhroh pksltlvh the orhemg qug vgefge tkmh rgslstgeflh. Gs mljéfla mgflr «ek³ h phahbrhs fahvg fkik «jgalflmhm³, «shaum³, «albgrthm³, «eugvk³, «hskibrksk³ k «hdkrrk³, getrg ktrhs. Vl shbgs lefaulr ue tìrilek mg gstg tlpk ge tu mlsfursk, y akorhs hskflhrak fke aks htrlbutks mg tu ihrfh, dhbrès mhmk fke ueh orhe dgrrhilgeth pgrsuhslvh.

 Hut  H utkp kpgr grsu suhs hslö löe e Vl haoulge ek gstè mlspugstk h gsfufdhr, eugstrks gsjugrzks phrh sgr sg r fkevlefgetgs sg gefugetrhe fke ueh bhrrgrh. Weh gstrhtgolh phrh trhsphshrah fkeslstg ge fkesgoulr qug aks mgiès sghe qulgegs gxpkeohe, ge sus prkplhs phahbrhs, aks hrouigetks qug qugrgiks trhesiltlrags. Fuhemk ag pgmliks h haoulge qug rggxlkeg skbrg ue prkfgsk, tgemgrè h letgrlkrlzhr ga rhzkehilgetk. Gsth tìfelfh jueflkeh pkrqug h ah ogetg ag ousth pgeshr pges hr qug tlgeg ga fketrka skbrg ahs mgflslkegs lipkrthetgs mg su vlmh, y thiblìe pkrqug tgemgiks h prgsthr iès htgeflöe h ak qug mgfliks eksktrks ilsiks qug h ak qug eks mlfge aks mgiès. Pkr gsk ah pgrskeh fke iès fhphflmhm mg pgrsuhmlrtg grgs tþ ilsik.

GEAHFGV MG LE]GRÌV

Ahs 82 dhblalmhmgs fkiuelfhtlvhs iès lipkrthetgs ]ìfelfhs gjfhfgs phrh pgrsuhmlr h aks mgiès ge ah vlmh y ge aks egokflks

ghgkealeg.fki

84

KEALEG - BAGEMGM

 

Prkorhihflöe Egurkaleoñéstlfh

»Ge quì fkeslstg ah PEA; Ahs tgkréhs rgahflkehmhs fke ah Prkorhihflöe Egurkaleoñéstlfh (PEA) dhe ohehmk pkpuahrlmhm ge aks þatliks høks fke su fkiblehflöe mg heèalsls mga ageouhng y prleflplks mg egurkflgeflh. Vu kbngtlvk gs fkesgoulr qug ah fkiuelfhflöe sgh iès gfhz, h trhvìs mg iìtkmks qug hpgahe h eugstrh igetg lefkesflgetg .

»Föik hftþh; Ah PEA gxhileh ga ageouhng qug eugstrh igetg ush phrh letgrprgthr aks mhtks qug rgflbg mg eugstrk slstgih egrvlksk. eg rvlksk. Fkeslstg ge ue fkenuetk mg dgrrhilgeths qug hyumhe h fkekfgr ignkr aks rgskrtgs mg ah fkiuelfhflöe, skbrg tkmk ge rgahflöe fke ahs vgeths, ga ihrcgtleo y ga almgrhzok.

 Hprk  Hp rkxl xlih ihfl flöe öe Ah PEA ek skak sg ush phrh mlrlolreks mlrgfthigetg h ah pgrspgftlvh subngtlvh mg aks mgiès, slek qug thiblìe slrvg phrh getgemgr ignkr ak qug ktrks egfgslthe    y föik pkmgiks kjrgfìrsgak. Pgriltg hyumhr ignkr ha falgetg, yh qug pugmg trhsphshr haouehs frggeflhs qug hftþhe fkik rgslstgeflh hetg ueh mgflslöe. Vl skauflkehs prkbagihs qug ktrks fkeslmgrhe lrrgskaubags, fkesgoulrès iès falgetgs shtlsjgfdks.

ghgkealeg.fki

8<

KEALEG - BAGEMGM

 

Fkekflilgetk Phrh fkevgefgr h haoulge mg qug eugstrh lmgh gs ah ignkr kpflöe qug pugmg gefketrhr, egfgslths fkiprgemgr föik jueflkehe sus prkfgsks igethags. Vl ignkrhs ah fkiuelfhflöe ge tu giprgsh pugmgs lefrgigethr ah hutkfkehezh mg tus fkahbkrhmkrgs y ah prkmuftlvlmhm mg tu gqulpk.

Fhiblh tu pgrspgftlvh Fhmh vgz qug fkevgrshs fke haoulge, hftþhs skbrg ah igetg gsh pgrskeh. Ah fkiuelfhflöe tlgeg ueh rgspugsth h elvga egurkquéilfk, y gsk gs haok qug ek mgpgemg mg sl qugrgiks fkevgefgr k ek h aks mgiès. Pkr gsk gs þtla sgr fkesflgetg mg gstks prkfgsks y fkiprgemgr föik pkmgiks shfhrags ga ièxlik prkvgfdk. Pkr supugstk, ek dhbahiks mg geohøhr, el mg fkesgoulr qug ah ogetg hftþg mg jkrih lefkiphtlbag fke sus prkplhs frggeflhs. Vke prleflplks qug pugmge hpalfhrsg, pkr gngipak, ge ga trhtk mlrgftk, ge ah gahbkrhflöe mg tgxtks  pubalflthrlks k ge aks hrouigetks mg vgeth mg ueh ihrfh.

Dhbah ga ilsik ageouhng qug tu falgetg Wek mg aks orhemgs rgtks hetg ue pþbalfk qug ek fkekfgiks gs supgrhr ah brgfdh getrg mljgrgetgs gstlaks fkiuelfhtlvks. ]kmks tgegiks mljgrgetgs prkfgsks mg hprgemlzhng. Haouehs pgrskehs ske iès vlsuhags, ktrhs prkfgshe ignkr aks igeshngs humltlvks  y ktrhs hprgemge ignkr h trhvìs trhvìs mg ah hfflöe. Ahs prligrhs sg nhrèe hetgs ge lejkorhjéhs y mlhorhihs, ahs sgouemhs tgemgrè h gsfufdhr aks hrouigetks mg ueh vkz qug sgph gxprgshrsg fke fkevlfflöe. Pkr gsk tgegiks qug q ug tgegr ge fugeth mljgrgetgs slstgihs y shbgr fuèemk pugmge sgr iès gfhfgs.

ghgkealeg.fki KEALEG - BAGEMGM

 

Rgvlsh tus frggeflhs Ah PEA prkpkrflkeh ueh vlslöe hipalh> ah pgrskeh pugmg hffgmgr h su mlèakok letgrlkr y gvlthr ahs mlstkrslkegs mgrlvhmhs mga ageouhng fktlmlhek, qug eks dhfg ihegnhr fkefgptks qug ek sg sustgethe ge mhtks kbngtlvks pgrk qug, sle gibhrok, leuyge ge eugstrh rghalmhm y eugstrhs gikflkegs. Gstg prleflplk sg sugag sletgtlzhr ge gsth jrhsg> ga ihph ek gs ga tgrrltkr tgrrltkrlk lk. Haouehs frggeflhs eks alilthe h ah dkrh mg pgrflblr ue fketgxtk y rghfflkehr hetg aks prkbagihs. Ah PEA pgriltg fhiblhr gsths lmghs letgrlkrlzhmhs ge ue  pktgeflha phrh trhesjkrihr eugstrk getkrek. Ge mgeltlvh, ah PEA aagvh h ah igetg fkesflgetg aks igfhelsiks qug skak jueflkehe h elvga lefkesflgetg y hyumh h qug fhmh uek sg fkekzfh ignkr h sé ilsik fkik fkiuelfhmkr.

GEAHFGV MG LE]GRÌV

PEA ‖ ahs fahvgs mg ah prkorhihflöe egurkaleoñéstlfh

20

ghgkealeg.fki KEALEG - BAGEMGM

 

Véetgsls

Lejaulr phrh hpkrthr vhakr Ah pgrsuhslöe gs ah dhblalmhm egfgshrlh phrh fkevgefgr h aks mgiès mg qug tkige ueh mgflslöe, skbrg tkmk fuhemk sg trhth mg ueh hfflöe qug ek tgeéhe prgvlstk dhfgr. Fuhemk grgs fhphz mg lemuflr h ktrhs pgrskehs h qug fkeslmgrge ue puetk mg  vlsth mljgrgetg ha suyk gs qug mkilehs aks prleflplks mg ah pgrsuhslöe. Gs ueh hptltum mgflslvh phrh vgemgr ue prkmuftk, rgfauthr h ue fkahbkrhmkr  phrh tu gqulpk k lefausk lefrgigethr ah prkmuftlvlmhm. Ge ga getkrek giprgshrlha, gs ueh fhphflmhm qug jhflalth ah tkih mg mgflslkegs y ga trhbhnk ge gqulpk.

28

ghgkealeg.fki KEALEG - BAGEMGM

 

Fkipgtgeflhs y dhblalmhmgs  Fkiuelfhflöe

•

Ahs dhblalmhmgs fkiuelfhtlvhs ske ah bhsg skbrg ah qug sg mgshrrkaahe ahs mgiès tìfelfhs mg pgrsuhslöe. Weh fkiuelfhflöe gfhz lipalfh ah fhphflmhm mg gxprgshrsg fke fahrlmhm, ga mkilelk mga ageouhng ek vgrbha   y ga usk mg ue vkfhbuahrlk fkiprgeslbag phrh ga letgrakfutkr.

 Letgalogeflh gikflkeha

•

Gs ah dhblalmhm qug tg pgriltg lmgetlfhr ahs gikflkegs mg tu kygetg. Vl fkiprgemgs aks sgetlilgetks mg aks mgiès y rgspkemgs h gaaks mg ah jkrih hmgfuhmh, pkmrès hmhpthr tus tìfelfhs mg pgrsuhslöe h ahs mljgrgetgs sltuhflkegs y pgrskehalmhmgs.

 Gsfufdh hftlvh

•

Gs ue rgqulsltk liprgsflemlbag phrh shbgr föik rghfflkeh ktrh pgrskeh hetg eugstrks hrouigetks. Fkefgmg ue tlgipk h aks mgiès phrh qug gxprgsge ak qug plgeshe y sg slgethe vhakrhmks. Gsk tg hyumhrè h ohehr su fkehezh y h fkiprgemgr sus iktlvhflkegs, ak qug sgrè iuy þtla phrh pgrjgfflkehr tu

igeshng.  Rhzkehilgetk  

•

Hetgs mg fkevgefgr h ueh pgrskeh mg qug dhoh haok, egfgslth tgegr iuy fahrk pkr quì gsh gs ah mgflslöe qug iès ag fkevlgeg. Phrh gaak tlgegs qug rhzkehr fke tu letgrakfutkr ushemk hrouigetks qug hpkyge tu puetk mg vlsth. Vl tlgegs ueh igetg jhilalhrlzhmh fke aks igfhelsiks mg ah aöolfh y ahs dhblalmhmgs mlhaìftlfhs egfgshrlhs, tus lmghs sgrèe iès fkevlefgetgs.

 Dhblalmhmgs letgrpgrskehags

•

Fkeslstge ge mlrlolr ahs letgrhfflkegs pksltlvhs y jkigethr ahs rgahflkegs  sloelfhtlvhs fke aks mgiès. Phrh pgrsuhmlr dhy qug sgr dkegstk,

gspketèegk y tgegr ue iéelik mg fhrlsih. ]kmks tgemgiks h gsthr mg hfugrmk fke ahs pgrskehs qug eks fhge blge. Pkr gsk egfgslths pgrjgfflkehr tus dhblalmhmgs skflhags.

 Egokflhflöe

•

Gs ueh phrtg juemhigetha mg ah pgrsuhslöe. Ge iufdks fhsks, tu letgrakfutkr sg rgslstlrè h sgoulr tus hrouigetks dhsth qug fkiprgemh qug ìa thiblìe shamrè bgegflhmk mga trhtk. Pugmg qug tgeohs qug dhfgr fkefgslkegs phrh fkesgoulr su fkipalflmhm. Phrh gaak tlgegs qug fkiprgemgr sus egfgslmhmgs, gefketrhr ah jkrih mg kjrgfgr skauflkegs y egokflhr ah kpflöe qug ignkr fkipgesg h hibhs phrtgs.

22

ghgkealeg.fki KEALEG - BAGEMGM

 

 H tk tkmk mkss ek ekss ge gefh fhet eth h fk fkip iprh rhrr (pgrk ek eks ousth qug eks vgemhe) 8. Ogegrh fkehezh Aks sgrgs duiheks skiks helihags skflhags. Egfgslthiks fkehr ge aks mgiès y qug gsth fkehezh sgh rgféprkfh. Vle gaah, aks hrouigetks y ah fhalmhm mg ue prkmuftk qugmhe ge sgouemk pahek.

2. Hpgah  Hpgah h ah gikflöe  

Euefh eks fkipkrthiks mg jkrih the rhflkeha fkik frggiks. Aks sgetlilgetks sugage hmgahethrsg h ah rhzöe. Ah letgalogeflh gikflkeha eks hyumh h fketrkahr ga gjgftk qug fhushe f hushe eugstrks hrouigetks.

 6. Wsh ah aöolfh Fuhemk gsthiks ge ga tgrrgek rhflkeha, ge rghalmhm yh dgiks fkipagthmk fhsl tkmk ga fhilek. Ak þelfk qug qugmh gs høhmlr ga þatlik phsk> tgegr hrouigetks blge fkestrulmks.

26

ghgkealeg.fki KEALEG - BAGEMGM

 

 

KEALEG - BAGEMGM

Mgsfubrg eugstrks ièstgrs  y prkorhihs prkorhihs supgrlkrgs supgrlkrgs

ghgkealeg.fki

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