Dialogue Avec Un AmiDialogue avec un ami athee Athee

March 11, 2017 | Author: grindaizer | Category: N/A
Share Embed Donate


Short Description

Download Dialogue Avec Un AmiDialogue avec un ami athee Athee...

Description

c     

?

?  ? À   



à ? ?  ?

0RXVWDID0DKPRXG? èDEOHGHVPDWL©UHV? 3UªVHQWDWLRQGHOըRXYUDJH? m,OQըHQJHQGUHSDV,OQըHVWSDVHQJHQGUª|? 6LPHVDFWLRQVVRQWGªFUªWªHVSDU'LHXSRXUTXRLPHMXJHW,O"? 3RXUTXRL'LHXDW,OFUªªOHPDO"? (WTXHOOHHVWODIDXWHGHFHX[TXLLJQRUHQWOH&RUDQ"? /HSDUDGLVHWOHIHXGHOըHQIHU"? /DUHOLJLRQHVWHOOHXQRSLXP"? (WODIHPPH"4XըHVWHOOHGHYHQXHGDQVOըLVODP"? /ըHVSULW? /DFRQVFLHQFH? /HVULWHVGXS©OHULQDJHVRQWLOVGXSDJDQLVPH"? 3RXUTXRLOH&RUDQQըHVWSDVOըĔXYUHGH0XKDPPDG"? ,OHVWLPSRVVLEOHTXHOH&RUDQVRLWXQHĔXYUHKXPDLQH? /H&RUDQ¡OըªSUHXYHGXGRXWH? /DUHOLJLRQHWODWKªRULHGHOըªYROXWLRQ? SURSRVGHODIRUPXOHm,OQը\DSDVGHGLHXVDXI'LHX? m.DIKD\DէD\QVDG|? /HPLUDFOH? 6LJQLILFDWLRQGHODUHOLJLRQ? QRXVOHERQKHXUGըLFLEDV¡YRXVOHVU«YHV?  

?

 



£  ? ?  ?

/H GRFWHXU 0RXVWDID 0DKPRXG HVW O XQH GHV ILJXUHV OHV SOXV PDUTXDQWHV GH OD OLWWªUDWXUH ªJ\SWLHQQH FRQWHPSRUDLQH1RXYHOOLVWHHVVD\LVWHGUDPDWXUJHFHWªFULYDLQDSOXVG XQHFRUGH¡VRQDUF6HVRXYUD JHVRQWUªJXOL©UHPHQWªWªSRUWªV¡O ªFUDQ? 'HODUHODWLYLWªHLQVWHLQLHQQH¡ODVFLHQFHILFWLRQGHVGRQQªHVGHO KLVWRLUHDQFLHQQHDXGHVWLQSURPªWKªHQ TXL JXHWWH O KXPDQLWª GHV YDVWHV KRUL]RQV GH O HWKQRORJLH RX GH O DVWURQRPLH DX[ PLOOH HW XQH TXHVWLRQV VXVFLWªHVSDUO ªWXGHGHFHP\VWªULHX[FHQWUDOTX HVWOHFHUYHDXKXPDLQO DXWHXUVXUSUHQGSDUO DPSOHXU GHVHVFRQQDLVVDQFHVHWGHVDFXULRVLWª? / RXYUDJH GRQW QRXV SURSRVRQV LFL XQH QRXYHOOH WUDGXFWLRQ UHYXH HW FRUULJªH VH VLWXH GDQV XQH YHLQH G LQVSLUDWLRQTXH0RXVWDID0DKPRXGDGHSXLVSOXVLHXUVGªFHQQLHVH[SORUªHDYHFODFRQVFLHQFHGXFKHU FKHXUGHYªULWªTXHQRXVOXLFRQQDLVVRQV$SSHORQVODSRXUVLPSOLILHUODOLWWªUDWXUHUHOLJLHXVH? 4XHO RQQHVHPªSUHQQHSDVWRXWHIRLV0RXVWDID0DKPRXGQ HVWSDVXQVKD\NK,OVHGªIHQGELHQGHO «WUH G DLOOHXUV6RQWHPSªUDPHQWGHEDWWDQWHWG DSRORJLVWHQHOHFRQGXLWSDV¡IDLUHĔXYUHGHFRPPHQWDLUHGX WH[WHFRUDQLTXH¡ODOXPL©UHGHVVXEWLOLWªVGX'URLWUHOLJLHX[HWGHVVXEWLOLWªVGHODODQJXHDUDEH&HUWHV O DXWHXUQHQRXVIDLWSDVO DIIURQW G LJQRUHUFHVªWXGHVDFDGªPLTXHVTXLV LPSRVHQW¡WRXWHUªIOH[LRQUHOL JLHXVHDXWKHQWLTXH0DLVVRQFHQWUHG LQWªU«WHVWDLOOHXUV? 0RXVWDID0DKPRXGHVWXQPXVXOPDQFRQYDLQFXTXLDVDQVFHVVHUHFRXUV¡OD3DUROHFRUDQLTXHSRXUUª SRQGUHDX[VLOHQFHVHWDX[LQWHUURJDWLRQVGHO KRPPHFRQWHPSRUDLQ&HWWHFHUWLWXGHVHUHLQHGDQVODIRLQH OXLIDLWSDVRXEOLHUSRXUDXWDQWOHFKHPLQSDUFRXUX$\DQWTX«WªGHSRUWHHQSRUWHOHPRLQGUHVRXS¨RQGH OXPL©UHVXUOH4X HVWFHTXHO KRPPH"SHUGXXQPRPHQWGDQVOHGªGDOHGHVSKLORVRSKLHVLOVDLWWURSFH TXHVLJQLILHPHQGLHUODYªULWªSRXURXEOLHUODSªQLEOHDVFHQVLRQGXGRXWH¡ODIRLTX LODªWªDPHQªOXLOH SUHPLHU¡VXLYUH' RºO DFFHQWDXWRELRJUDSKLTXHTXDVLPHQWFRQVWDQWGDQVVHVRXYUDJHV? &HQWIRLV0RXVWDID0DKPRXGUHIHUDFHS©OHULQDJHYHUVODOXPL©UHFKDTXHIRLVLOJODQHXQQRXYHOªOª PHQWGHUªIOH[LRQTXLV LPSRVH¡OXLDYHFODEU¼ODQWHªYLGHQFHGHODYªULWª? ,OFRQWLQXHGHUHJDUGHUG ªSLHUG ªFRXWHUG LQWHUURJHUGHV LQWHUURJHUOXLP«PH,ODXVFXOWHO XQLYHUVGH O LQILQLPHQWSHWLW¡O LQILQLPHQWJUDQG,OVHSDVVLRQQHSRXUOHVGªFRXYHUWHVOHVSOXVUªFHQWHVGHODVFLHQFH WRXW HQ UHODWLYLVDQW OHXU SRUWªH ,O V DUU«WH SDUIRLV ¡ WHO FDUUHIRXU GH OD SHQVªH O¡ Rº OHV SKLORVRSKLHV OHV SOXVFRQWUDVWªHVV HQWUHFKRTXHQW0DLVWRXMRXUVLOHPER¯WHOHSDVGHVRQFRPSDJQRQGHGHVWLQO KRPPH ªSHUGXSRXUTXLODYLHHWODPRUWQHVRQWTX XQHªQLJPHWHQDFHO KRPPHDYHXJOªSDUOHVVWXSªILDQWHVUª XVVLWHVGHODVFLHQFHPRGHUQHO KRPPHTXLQ D\DQWSOXVODIRUFHGHW£WRQQHUVHUªIXJLHGDQVVRQUHIXV VRQIDQDWLVPHRXGHVIDX[IX\DQWV? 'DQVVRQ'LDORJXHDYHFXQDPLDWKªHFRPPHGDQVQRPEUHGHVHVDXWUHVRXYUDJHV0RXVWDID0DKPRXG IDLWGªOLEªUªPHQWOHSDULGHODVLPSOLFLWªGDQVOHODQJDJHDGRSWª&HIDLVDQWLOHVWFRQVFLHQWGHVULVTXHV HQFRXUXVG DXWDQWSOXVTX LODSDUIRLVªWªSULVVRXVOHIHXGHVSªFLDOLVWHVHQVFLHQFHUHOLJLHXVHTXLWURXYH URQWWRXMRXUV¡UHGLUH¡GHWHOVVLPSOLVPHV? 3RXUªWD\HUVDGªPDUFKHLQWHOOHFWXHOOHLOXWLOLVHOHVGRQQªHVGHODVFLHQFHO DSSRUWGHVSKLORVRSKLHVHWGHV GLIIªUHQWHVUHOLJLRQVOHVªWXGHVDFDGªPLTXHVFRQVDFUªHVDX0HVVDJHFRUDQLTXH0DLVLOQHYLVHSDV¡IDL UH ĔXYUH VFLHQWLILTXH SKLORVRSKLTXH RX P«PH UHOLJLHXVH VHORQ O DFFHSWLRQ FODVVLTXH GH FH WHUPH /XL UHSURFKHUDWRQGHFKHUFKHU¡DFWXDOLVHUOHODQJDJHUHOLJLHX["/XLHQVDXUDWRQJUªDXFRQWUDLUH",OHVW ªYLGHQWHQWRXWFDVTXH0RXVWDID0DKPRXGGªUDQJHODGRXFHTXLªWXGHGHFHX[SRXUTXLODYªULWªHVWXQ ELHQTXHO RQDFFDSDUHHWQRQOHWHUPHVDQVFHVVHIX\DQWG XQHLQODVVDEOHUHFKHUFKH? 3OXV TX XQH FRQYHUVDWLRQ ILFWLYH DYHF XQ DPL LPDJLQDLUH OH SUªVHQW RXYUDJH QRXV DSSDUD¯W GDYDQWDJH FRPPHXQGLDORJXHGHO DXWHXUDYHFOXLP«PHDYHFVDSURSUHFRQVFLHQFH4XRLTXHSDUYHQXVXUOD9RLH 'URLWH 0RXVWDID 0DKPRXG ªSURXYH OH EHVRLQ DXWDQW GH IRLV TXH VD VHQVLELOLWª YLEUH DX[ FRQTX«WHV RX   

DX[GªIDLWHVGHQRWUHVL©FOHGHVHMXVWLILHU¡OXLP«PHODUDVVXUDQWHFHUWLWXGHTX DSSRUWHODIRLHQXQ$X GHO¡HQXQ'LHX&UªDWHXU0D¯WUHGXGHVWLQGHO KRPPHHWGHO XQLYHUV? 6DQV SUªVRPSWLRQ QL DUURJDQFH PDLV DXVVL DYHF WRXWH O DXGDFH GH FHOXL D FKHPLQª ORQJWHPSV GDQV OHV WªQ©EUHVF HVWXQWªPRLJQDJHTX LOQRXVSURSRVH)DFHDX[SHUVLVWDQWHVWHQWDWLRQVGHO DWKªLVPHQªJDWHXU GHWRXWHWUDQVFHQGDQFHLOQ DSOXVOHGURLWGHVHWDLUH,OYHXWSURXYHUSDUO H[HPSOHGHVDSURSUHH[SªULHQ FHTXHIRLPXVXOPDQHHWPRQGHPRGHUQHQHVRQWSDVFRQWUDGLFWRLUHVPDLVFRPSOªPHQWDLUHV? 3DUGHO¡OHVIURQWL©UHVYLVLEOHVHWVRXYHQWWURPSHXVHVGHO DSSDUWHQDQFHUHOLJLHXVHF HVWDXVVL¡PRLTX LO V DGUHVVHVLM DGPHWVDYHFOXLTXHODFRQVFLHQFHUHOLJLHXVHRXWRXWVLPSOHPHQWKXPDLQHLJQRUHOHVOLPLWHV GXWHPSVGHO HVSDFHHWP«PHGHVUHOLJLRQV? 4XH FHW HVVDL GH WUDGXFWLRQ VRLW XQ KXPEOH WªPRLJQDJH GH JUDWLWXGH SRXU O DPLWLª TXL D LOOXPLQª FKDTXH SKUDVHFKDTXHPRWGHFHGLDORJXH 0DUF&KDUWLHU 

?

 



? ?    ?? ? ??   ??

0RQDPLHVWXQKRPPHTXLVHFRPSOD¯WGDQVODGLVSXWHHWDGRUHSDUOHU,OSHQVHTXHFUR\DQWVQD°IVTXH QRXVVRPPHVQRXVYLYRQVGHU«YHVHWQRXVULGLFXOLVRQVQRXVP«PHVDYHFQRVKLVWRLUHVGHSDUDGLVHWGH KRXULVRXEOLHX[GHVSODLVLUVHWVªGXFWLRQVG LFLEDV? 0RQDPLDIDLWVHVªWXGHVVXSªULHXUHVHQ)UDQFH,O\DREWHQXXQGRFWRUDWSDUWDJªODYLHGHVKLSSLHVHW DEDQGRQQªWRXWHFUR\DQFH? ,OPHGLWVXUXQWRQPRTXHXU? 9RXVDIILUPH]TXH'LHXH[LVWH9RWUHDUJXPHQWDWLRQUHSRVHVXUOHSULQFLSHGHFDXVDOLWªHQYHUWXGXTXHO WRXWREMHWIDEULTXªVXSSRVHXQDUWLVDQWRXW«WUHFUªªXQFUªDWHXUWRXWH[LVWDQWXQ«WUHOXLGRQQDQWO H[LV WHQFH/HWLVVXSRUWHO HPSUHLQWHGXWLVVHUDQGOHWDEOHDXGXSHLQWUHODVFXOSWXUHGXVFXOSWHXUSDUWLU G XQHWHOOHORJLTXHO XQLYHUVHVWVHORQYRXVODSUHXYHPDQLIHVWHGX'LHXèRXW3XLVVDQWTXLO DFUªª %LHQ$GPHWWRQVO H[LVWHQFHGHFH&UªDWHXU0DLVHQVXLYDQWYRWUHORJLTXHQHQRXVHVWLOSDVSHUPLVGH GHPDQGHU4XLDFUªªOH&UªDWHXU"4XLDFUªªFH'LHXGRQWYRXVSDUOH]"1 HVWFHSDVODVXLWHORJLTXHGH ODGªPRQVWUDWLRQXWLOLVªHSRXUUHVSHFWHUOHP«PHSULQFLSHGHFDXVDOLWª"4XHGLWHVYRXVGHFHSL©JHFKHU 0RQVLHXU" 1RXVOXLUªSRQGRQV? èDTXHVWLRQQ DDXFXQVHQV,OQ \DQLSL©JHQLTXRLTXHFHVRLWèXDGPHWVO H[LVWHQFHG XQ'LHX&UªD WHXUHWWXGHPDQGHV4XLO DFUªª"èXHQIDLV¡ODIRLVXQ&UªDWHXUHWXQHFUªDWXUH0RUDOLWªWXWHFRQWUH GLVWRLP«PH èDTXHVWLRQQ DDXFXQVHQVSRXUXQHVHFRQGHUDLVRQèXWHUHSUªVHQWHVHQHIIHWOH&UªDWHXUFRPPHªWDQW VRXPLVDX[ORLVGHVHVFUªDWXUHVDORUVTXHOHSULQFLSHGHFDXVDOLWªQHFRQFHUQHTXHQRXVTXLVRPPHVOLªV DXPRQGHVSDWLRWHPSRUHO&UªDWHXUGXWHPSVHWGHO HVSDFH'LHXHQHVWQªFHVVDLUHPHQWLQGªSHQGDQWHW QHSHXW«WUHOLª¡VHVORLV& HVW/XLTXLDFUªªOHSULQFLSHGHFDXVDOLWª,OQ \HVWGRQFSDVVRXPLVHWQRXV QHSRXYRQVSDVQRXVOHUHSUªVHQWHUDXWUHPHQW /HVRSKLVPHDLGDQWWXSDUOHVGH'LHXFRPPHOHIHUDLHQWGHVURERWV¡SURSRVGHOHXULQYHQWHXUVRXWHQDQW TX LOGHYUDLWOXLDXVVL«WUHP¼SDUXQPªFDQLVPH¡UHVVRUW/HXUREMHFWHULRQVQRXVm1RQ,OVHPHXWOXL P«PH|LOVUªSRQGUDLHQWm,PSRVVLEOH,OQ HVWSDVSRVVLEOHTXHTXHOTXHFKRVHVHPHXYHVSRQWDQªPHQW ,OHQHVWDLQVLGDQVQRWUHPRQGHèRXWHVWP¼SDUGHVUHVVRUWV| èXQHSHX[LPDJLQHUSDUH[HPSOHTXH'LHXH[LVWHSDU/XLP«PHVDQVSHUVRQQHSRXU/XLGRQQHUO H[LV WHQFHSRXUODVLPSOHHWERQQHUDLVRQTXHWRXWFHTXHWXYRLVDXWRXUGHWRLQªFHVVLWHXQHFDXVHSRXUOHIDL UHH[LVWHU? 3HQVHUDLVWXSDUKDVDUGTXH'LHXDLWEHVRLQG XQSDUDFKXWHSRXUIDLUHGHVFHQGUHVD3DUROHVXUOHVKRPPHV "2XG XQYªKLFXOHUDSLGHSRXUHQWUHUHQFRQWDFWDYHFVHV3URSK©WHV"4XHOOHVLGªHVVLPSOLVWHVHXªJDUG DX'LHXèUDQVFHQGDQW? 'DQVVD&ULWLTXHGHOD5DLVRQSXUHOHSKLORVRSKH(PPDQXHO.DQWDªWDEOLTXHODUDLVRQQHSHXWSDVFHU QHUOHVYªULWªVXQLYHUVHOOHVFDUGHSDUVDQDWXUHHOOHHVWVHXOHPHQWDSWH¡VDLVLUOHVYªULWªVSDUWLHOOHV(OOH QHSHXWFRQQD¯WUHO H[LVWHQFHDEVROXHWHOOHO H[LVWHQFHGH'LHX'LHXHVWFRQQXSDUODFRQVFLHQFHPRUDOH QRQSDUODUDLVRQQRWUHDUGHQWGªVLUGHMXVWLFHQRXVSURXYHO H[LVWHQFHGX'LHX-XVWHGHP«PHTXHQRWUH VRLIG HDXQRXVSURXYHO H[LVWHQFHGHO HDX? $ULVWRWHV HVWEDVªTXDQW¡OXLVXUOHOLHQGHFDXVDOLWªOHVL©JHYLHQWGXERLVOHERLVGHO DUEUHO DUEUH GH OD JUDLQH  OD JUDLQH GX VHPHXU FHW HQFKD¯QHPHQW FDXVDO SRXUVXLYL MXVTX ¡ O LQILQL GHYDQW QRXV  



DFKHPLQHU DX WRXW GªEXW YHUV XQH FDXVH LQGªSHQGDQWH GH WRXWH DXWUH FDXVH XQH &DXVH 3UHPL©UH XQ 3UHPLHU0RWHXUQ D\DQWSDVEHVRLQG «WUHP¼XQ&UªDWHXULQFUªª& HVWH[DFWHPHQWFHTXHQRXVDIILUPRQV GH'LHX? m 4XL D FUªª OH &UªDWHXU " |  OH SKLORVRSKH P\VWLTXH PXVXOPDQ ,EQ $UDE¯ YR\DLW HQ FHWWH TXHVWLRQ OD SUHXYHG XQHUDLVRQFRUURPSXH& HVW'LHXTXLHVWODSUHXYHGHO H[LVWHQFHQRQOHFRQWUDLUH,OHQYDGH P«PHORUVTXHQRXVDIILUPRQVTXHODOXPL©UHMXVWLILHO H[LVWHQFHGXMRXU1RXVFRPSUHQGULRQVWRXW¡O HQ YHUVVLQRXVDIILUPLRQVTXHOHMRXUGªPRQWUHO H[LVWHQFHGHODOXPL©UH? m-HVXLV¡0RLP«PHPDSURSUHSUHXYHGLW'LHX-HQ DLSDVEHVRLQTXHO RQSURXYHPRQH[LVWHQFH|? 'LHXHVWOD3UHXYHTXLQ DSDVEHVRLQGHSUHXYH,OHVWOD9ªULWªªYLGHQWHSDUHOOHP«PHHQODTXHOOHWRXWH FKRVHWURXYHVDUDLVRQG «WUH'LHXVHPDQLIHVWHGDQVO RUGUHODSUªFLVLRQODEHDXWªODSHUIHFWLRQGDQVOD IHXLOOHGHO DUEUHODSOXPHGXSDRQO DLOHGXSDSLOORQOHSDUIXPGHODURVHOHFKDQWGXURVVLJQROGDQV O KDUPRQLHGHVªWRLOHVHWGHVSODQ©WHVDXVHLQGHFHSR©PHV\PSKRQLTXHTXLDSRXUQRPO XQLYHUV? 3UªWHQGUHTXHWRXWFHODHVWOHIUXLWGXKDVDUGUHYLHQGUDLW¡FURLUHTX HQMHWDQWHQO DLUGHVFDUDFW©UHVG LP SULPHULHRQREWLHQGUDLWDXWRPDWLTXHPHQWXQSR©PHGH6KDNHVSHDUHVDQVO LQWHUYHQWLRQG DXFXQªFULYDLQ? (QTXHOTXHVPRWVWU©VªORTXHQWVDYHFXQHFODUWªWUDQFKDQWHHWVDQVFLUFRQORFXWLRQVOH&RUDQQRXVªSDU JQHWRXWHFHWWHDUJXPHQWDWLRQ? m'LV'LHXHVW8Q?A / ,PSªQªWUDEO,OQ USDVVSDVUª1VªD ¡/ |? &RUD ? (WQRWUHDPLGHUHODQFHUDYHFVRQDLUQDUTXRLV? 3RXUTXRLGLWHVYRXVTXH'LHXHVW8Q"3RXUTXRLSDVXQHPXOWLWXGHGHGLHX[TXLVHUªSDUWLUDLHQWOHVW£ FKHV"? 1RXVOXLUªSRQGURQVDYHFVDSURSUHORJLTXHF HVW¡GLUHHQQRXVEDVDQWVXUODVFLHQFHQRQVXUOH&RUDQ? 1RXVOXLGLURQVTXHOH&UªDWHXUHVWXQLTXHSDUFHTXHO XQLYHUVHQWLHUHVWFRQVWUXLW¡SDUWLUG XQP«PHPDWª ULDX HW G XQ SODQ XQLTXH /HV  ªOªPHQWV GH OD WDEOH GH 0HQGHOH°HY GªULYHQW WRXV GH O K\GURJ©QH GH OD P«PHID¨RQSDUIXVLRQHWSURGXFWLRQG ªQHUJLHDWRPLTXHFHWWHªQHUJLHTXLGRQQHDX[ªWRLOHVOHXULQFDQ GHVFHQFHHWUHQGOXPLQHX[OHVDVWUHVGXILUPDPHQW? èRXWO ªGLILFHGHODYLHHVWFRQVWUXLW¡SDUWLUGHFRPSRVªVGXFDUERQH OHVYLYDQWVGHWRXWHVHVS©FHVVRQW UªGXLWVSDUFRPEXVWLRQ¡O ªWDWGHFKDUERQ DYHFXQHDQDWRPLHLGHQWLTXH4XHFHVRLWFKH]ODJUHQRXLOOHOH ODSLQOHSLJHRQOHFURFRGLOHODJLUDIHRXODEDOHLQHRQUHWURXYHWRXMRXUVOHVDUW©UHVOHVYHLQHVOHVFDYLWªV GXFĔXUHWXQHªJDOHUªSDUWLWLRQGHVRV/ DLOHGXSLJHRQFRUUHVSRQG¡ODSDWWHGHODJUHQRXLOOH/HVRV VRQWOHVP«PHVDYHFGHOªJ©UHVYDULDWLRQV'DQVOHFRXGHODJLUDIHPDOJUªVDORQJXHXUQRXVWURXYRQV H[DFWHPHQWOHVVHSWYHUW©EUHVTXLH[LVWHQWGDQVOHFRXGHO RXUVLQ/HV\VW©PHQHUYHX[HVWWRXMRXUVLGHQWL TXHXQFHUYHDXXQHPRHOOHªSLQL©UHGHVQHUIVVHQVLWLIVHWGHVQHUIVPRWHXUV(WGHP«PHSRXUOHV\VW© PHGLJHVWLI XQHVWRPDFXQGXRGªQXPXQLQWHVWLQJU«OHHWXQJURVLQWHVWLQ O DSSDUHLOJªQLWDO OHVRYDLUHV O XWªUXVOHVWHVWLFXOHVHWOHXUVFDQDX[ HWO DSSDUHLOXULQDLUH OHVUHLQVO XUHW©UHODYHVVLH / XQLWªDQDWRPL TXHUHSRVHHQRXWUHVXUODFHOOXOHFDUFHOOHFLHVWLGHQWLTXHSRXUOHVSODQWHVO DQLPDOHWO KRPPH(OOHD WRXMRXUVOHVP«PHVFDUDFWªULVWLTXHVHOOHUHVSLUHVHPXOWLSOHPHXUWHWHVWIRUPªHGHODP«PHID¨RQ? 4X \DWLOG ªWUDQJHDORUV¡FHTXHQRXVDIILUPLRQVO 8QLFLWªGX&UªDWHXU"? 3RXUTXRLO ‹WUH3DUIDLWGHYUDLWLO«WUHPXOWLSOH"6RXIIUHWLOG XQGªIDXWOHUHQGDQWWULEXWDLUHG XQDXWUHSRXU DWWHLQGUHVDSHUIHFWLRQ"6HXOVVRQWPXOWLSOHVOHV«WUHVLPSDUIDLWV?  



6 LO\DYDLWXQHPXOWLSOLFLWªGHGLYLQLWªVGHVGLYHUJHQFHVH[LVWHUDLHQWHQWUHHOOHV&KDFXQHV RFFXSHUDLWGH VDFUªDWLRQˆDVHUDLWOHFKDRV? 'LHXHVW*UDQGHWèRXW3XLVVDQW&HVDWWULEXWVQHVRXIIUHQWDXFXQSDUWDJH /H'LHX6HLJQHXUGRQWQRXVSDUORQVIDLWVRXULUHQRWUHLQWHUORFXWHXU 1 HVWLOSDVªWUDQJHFH6HLJQHXUHW0D¯WUHTXLV LPPLVFHHQWRXWMXVTXHGDQVOHPRLQGUHGªWDLODXSRLQW G H[HUFHUVXUWRXWHFKRVHXQFRQWUµOHDEVROX"& HVW/XLTXLSRXVVHOHVDEHLOOHV¡FKHUFKHUXQDEULGDQVOD PRQWDJQH3DVODPRLQGUHIHXLOOHQHWRPEH¡VRQLQVX$XFXQQRXYHDXIUXLWQ ªFKDSSH¡VRQGªQRPEUH PHQW$XFXQHIHPHOOHQHSRUWHQLQHPHWEDVVHVSHWLWVVDQVTX ,OOHVDFKH4XHOHSLHGWUªEXFKHHQFKH PLQTX XQPRXFKHURQWRPEHGDQVOHSODWTX LO\DLWXQHSDQQHGHWªOªSKRQHTXHODSOXLHFHVVHRXWRPEH ¡YHUVHF HVW'LHXTXLHQHVWODFDXVH0DLVDYHFXQHWHOOHLGªHGHYRWUH'LHXQH/XLFRQILH]YRXVSDV WURSG RFFXSDWLRQVGªULVRLUHV" -HQHVDLVFHTX HQSHQVHQRWUHLQWHUORFXWHXUPDLV'LHXVHUDLW,OGDYDQWDJH6HLJQHXUV ,OV H[HPSWDLW/XL P«PHGHVHVUHVSRQVDELOLWªVV ,OSUHQDLWFRQJªHQVHGªVLQWªUHVVDQWGHO XQLYHUVTX ,ODFUªªHQODLVVDQW VHVFUªDWXUHVV HQWUHGªFKLUHU" 3RXU«WUHUªHOOHPHQW6HLJQHXU'LHXGRLW,O«WUHDXFKµPDJH"'RLW,O«WUHLQFRQVFLHQWVDQVHQWHQGUHQL YRLUQLUªSRQGUHQLVHSUªRFFXSHUGHVHVFUªDWXUHV"'HVXUFUR¯WG RºQRWUHLQWHUORFXWHXUWLHQWLOTXHWHOOH FKRVHHVWLQVLJQLILDQWHQHPªULWDQWSDVO LQWHUYHQWLRQGLYLQHHWWHOOHDXWUHLPSRUWDQWHHWGHYDOHXU" 3RXUOXLOHPRXFKHURQHVWGHSHXG LPSRUWDQFH,OQHVHVRXFLHSDVGHVDYRLUV LOWRPEHRXQRQGDQVOD QRXUULWXUH(WSRXUWDQWDXVVLPLQLPHTXHVRLWFHGªWDLOOHGLWPRXFKHURQSHXWFKDQJHUODIDFHGXPRQGH,O SHXWWUDQVPHWWUHOHFKROªUD¡XQHDUPªHHQWL©UHHWDYRLUGHO LQIOXHQFHVXUO LVVXHG XQHEDWDLOOH,OSHXWSDU O¡ERXOHYHUVHUOHFRXUVGHO KLVWRLUH? 8QPRXVWLTXHQ HVWLOSDV¡O RULJLQHGHODPRUWG $OH[DQGUHOH*UDQG"? /DSOXVEDQDOHGHV SUªPLVVHVSHXWFRQGXLUHDXUªVXOWDWOHSOXVJUDYHRXDXFRQWUDLUHQHGªERXFKHUVXU ULHQGXWRXW6HXO&HOXLTXLFRQQD¯WOH0\VW©UHVDLWODYDOHXUGHWRXWHFKRVH? 1RWUHDPLV LPDJLQHUDLWLOSDUKDVDUG«WUHOHWXWHXUGH'LHXSRXU/XLGªOLPLWHUOHFKDPSGHVHVFRPSªWHQ FHV"/H'LHX6DLQWQHSHXW«WUHDIIXEOªG XQHUHSUªVHQWDWLRQDXVVLVLPSOLVWH? /HVHXO'LHXTXLPªULWHGHO «WUHHVW&HOXLTXLHQJOREHWRXWGDQVVD6FLHQFH&HOXL¡TXLULHQQ ªFKDSSH VXUODWHUUHHWGDQVOHVFLHX[OH'LHXTXLHQWHQGVHVFUªDWXUHVTXLOHXUUªSRQGHWVHVRXFLHG HOOHV

Î ? ? ??  ?? ? ? ?  ??

0RQDPLPHGLWDYHFPDOLFHV LPDJLQDQWTX LOP DYDLWSULV¡ODJRUJHHWTXHMHQHSRXYDLVOXLªFKDSSHU? 9RXVDIILUPH]TXH'LHXWLHQWWRXWHFKRVHHQVRQ3RXYRLUHWTXHULHQQHVHSURGXLWLQGªSHQGDPPHQWGH VRQ'ªFUHWWRXWSXLVVDQW9RXVSUªWHQGH]TXH QRVDFWLRQVQRXVVRQWLPSRVªHVSDUXQHSUªGªWHUPLQDWLRQ GLYLQH6 LOHQHVWDLQVLSRXUTXRL'LHXQRXVGHPDQGHW,OGHVFRPSWHV" 1H PH UªSRQGV SDV FRPPH G KDELWXGH TXH WX HV OLEUH  ,O Q HVW SDV SOXV HIIURQWª PHQVRQJH'LVPRL XQ SHX$LMHFKRLVLOHMRXUGHPDQDLVVDQFHPRQVH[HPDKDXWHXUPDJURVVHXUPDFRXOHXUPDSDWULH" 'ªSHQGLOGHPRLTXHOHVROHLOVHO©YHHWTXHODOXQHVHFRXFKH"&HODIDLWLOSDUWLHGHPDOLEHUWªTXHOH GHVWLQPHIUDSSHTXHODPRUWPHSUHQQH¡O LPSURYLVWHRXTXHMHVRLVGDQVXQHVLWXDWLRQVLGªVHVSªUªHTXH OHFULPHP DSSDUDLVVHFRPPHODVHXOHLVVXHSRVVLEOH"3RXUTXRL'LHXPHFRQWUDLQW,O¡DFFRPSOLUWHORXWHO DFWHSRXUHQVXLWHPHFK£WLHUGHO DYRLUFRPPLV"/RUVTXHWXSUªWHQGV«WUHOLEUHHWSRVVªGHUXQHYRORQWª  



DXWUHTXHOD9RORQWªGLYLQHQHS©FKHVWXSDVSDUFHWWHDGMRQFWLRQGHYRORQWªVFRQWUHO 8QLFLWªGLYLQH"(W TXHGLVWXGHO LQIOXHQFHGXPLOLHXHWGHVFLUFRQVWDQFHV"4XHOHVWWRQDYLVVXUOHGªWHUPLQLVPHTXHGªIHQ GHQWOHVDGHSWHVGXPDWªULDOLVPHKLVWRULTXHRXDXWUH" 6RQRIIHQVLYHWHUPLQªHPRQDPLHXWXQSURIRQGVRXSLUGHVRXODJHPHQW,OSHQVDLWP DYRLUSRUWªXQFRXS PRUWHO,OQHOXLUHVWDLWSOXVTX ¡SUªSDUHUPRQOLQFHXO? &DOPHPHQWMHUHSULV?  èX FRPPHWV XQ FHUWDLQ QRPEUH G HUUHXUV èHV DFWLRQV F HVW YUDL VRQW FRQQXHV GH 'LHX HW FRQVLJQªHV GDQV VRQ /LYUH &HSHQGDQW HOOHV QH WH VRQW SDV LPSRVªHV GH IRUFH /D SUªGªWHUPLQDWLRQ UHO©YH XQLTXH PHQWGHOD3UªVFLHQFHGLYLQH,OHQYDGHP«PHORUVTXHSDUODFRQQDLVVDQFHTXHWXDVGHWRQILOVWXSUª YRLVTX LOV DGRQQHUD¡ODGªEDXFKH6LFHODVHSURGXLWGHIDLWO DXUDVWXFRQWUDLQW"1HV DJLWLOSDVSOXWµW G XQHSUªYLVLRQTXLV HVWDYªUªHH[DFWH" èXSDUOHVHQVXLWHGHODOLEHUWªFRPPHG XQHLQYHQWLRQGHO HVSULWHQUDSSHODQWSRXUMXVWLILHUWHVGLUHVTXH WXQ DVSDVFKRLVLOHMRXUGHWDQDLVVDQFHQLWRQVH[HQLWDKDXWHXUQLWDFRXOHXUQLWDSDWULH2XHQFRUH TXHWXHVLQFDSDEOHGHFKDQJHUODSRVLWLRQGXVROHLO? 8QHIRLVHQFRUHWXFRQIRQGVWRXWèRQHUUHXUWLHQWDXIDLWTXHWXQHFRQ¨RLVSDVODOLEHUWªFRPPHQRXV OHVFUR\DQWV& HVWG XQHOLEHUWªDEVROXHTXHWXSDUOHVORUVTXHWXGHPDQGHVm3RXYDLVMHPHFUªHUPRL P«PHEODQFRXQRLU"(VWLOHQPRQSRXYRLUGHFKDQJHUOHVROHLOGHSODFHRXG DUU«WHUVRQFRXUV"0DLVRº GRQFHVWPDOLEHUWª"|? 1RWUHUªSRQVHHVWODVXLYDQWHFHWWHOLEHUWªVXUODTXHOOHWXW LQWHUURJHVHWTXLVHUDLWFHOOHG DJLU¡WDJXLVH GDQVO XQLYHUVQRXVQHSUªWHQGRQVSDVQRXVQRQSOXVODSRVVªGHU(OOHHVWXQSULYLO©JHGLYLQ? m7RQ6HLJQHXUFUªHHWFKRLVLWFHTX ,OYHXWOHVKRPPHVQ RQWSDVGHFKRL[|?

&RUDQ ?

3HUVRQQHQ DODOLEHUWªGHFKRL[SRXUFHTXLFRQFHUQHODFUªDWLRQ'LHXFUªHFHTX ,OYHXWFRPPH,OOHYHXW ,OQHWHGHPDQGHUDSDVGHFRPSWHVVXUODSHWLWHVVHGHWDWDLOOH,OQHWHEO£PHUDSDVSRXUWDJUDQGHXU,OQH WHFK£WLHUDSDVSRXUQ DYRLUSXDUU«WHUODFRXUVHGXVROHLO? /DTXHVWLRQVHOLPLWHDXGRPDLQHGHODUHVSRQVDELOLWªTXLW DªWªFRQILªHFDUO¡WXHVOLEUH1RXVQ DIILU PRQVULHQGHSOXV? èXHVOLEUHGHUªIUªQHUWHVSDVVLRQVGHPD¯WULVHUWRQFRPSRUWHPHQWG HQJDJHUODOXWWHFRQWUHWRLP«PHGH FRPEDWWUHWHVPDXYDLVHVLQWHQWLRQVHWFXOWLYHUWHVERQQHVWHQGDQFHV? èXSHX[GRQQHUJªQªUHXVHPHQWGHWRLP«PHHWGHWRQDUJHQW?èXSHX[GLUHODYªULWªRXPHQWLU?èXSHX[ W DEVWHQLUGHW HQULFKLUPDOKRQQ«WHPHQW?èXSHX[GªWRXUQHUWRQUHJDUGGHVIDLEOHVVHVG DXWUXL?èXSHX[ªYL WHUG LQVXOWHUGHFDORPQLHURXGHGLIIDPHUWRQSURFKDLQ?'DQVFHGRPDLQHQRXVVRPPHVOLEUHV?'DQVFH GRPDLQHQRXVVHURQVLQWHUURJªVHWMXJªV? /DOLEHUWªGRQWLOHVWLFLTXHVWLRQHVWUHODWLYHHWQRQDEVROXHF HVWFHOOHGHO KRPPHIDFHDX[UHVSRQVDELOL WªVTXLVRQWOHVVLHQQHV? &HWWHOLEHUWªHVWUªHOOH1RXVHQYRXORQVSRXUSUHXYHO LQWXLWLRQTXHQRXVDYRQVGHQRWUHUHVSRQVDELOLWªHW GHQRWUHUHPRUGVSRXUXQHIDXWHFRPPLVHRXGHODVDWLVIDFWLRQTXHQRXVªSURXYRQVSRXUXQHERQQHDF WLRQFKDTXHLQVWDQWQRXVVDYRQVTXHQRXVDYRQV¡FKRLVLU¡SHVHUOHVPXOWLSOHVSRVVLELOLWªVTXLV RI IUHQW¡QRXV%LHQSOXV1RWUHUDLVRQDSRXUIRQFWLRQSUHPL©UHG ªYDOXHUOHSRXUHWOHFRQWUHGHVDOWHUQDWL YHVHQWUHOHVTXHOOHVHOOHD¡FKRLVLU?  



1RWUHPDLQSHXWWUHPEOHUGHIL©YUHHOOHSHXWDXVVLVHPRXYRLUSRXUªFULUHXQHOHWWUH1RXVSHUFHYRQVOD GLIIªUHQFHGHID¨RQFODLUHHWGªFLVLYH1RXVQHPD¯WULVRQVSDVOHSUHPLHUGHFHVPRXYHPHQWV LOQHGª SHQGDEVROXPHQWSDVGHQRWUHYRORQWª/HVHFRQGHVWOLEUHHWYRORQWDLUH6LQRXVªWLRQVFRQWUDLQWVGDQVOHV GHX[FDVQRXVQHVHULRQVSDV¡P«PHGHIDLUHODGLIIªUHQFH? 1RXVOHVDYRQVHWFHODYLHQWFRQILUPHUODOLEHUWªGRQWQRXVSDUORQVLOHVWLPSRVVLEOHTXHOOHTXHVRLWOD SUHVVLRQXWLOLVªHGHFRQWUDLQGUHOHFĔXU¡DLPHUPDOJUªOXLèXSHX[FHUWHVREOLJHUXQHIHPPHVRXVOD PHQDFHHWHQODPDOWUDLWDQW¡VHGªY«WLU0DLVHQGªSLWGHWRXWHSUHVVLRQRXPHQDFHWXQHSHX[DEVROX PHQWSDVO REOLJHU¡W DLPHU&HODVLJQLILHTXH'LHXDPLVQRVFĔXUV¡O DEULGHWRXWHVVRUWHVGHFRQWUDLQWH RXGHYLROHQFH,OOHVDFUªªVOLEUHV? 1RXVVHURQVGRQFMXJªVSDU'LHXVXUOHVLQWHQWLRQVVHFU©WHVGHQRWUHFĔXU/HFUR\DQWTXLEODVSK©PHRX UHQLHVDIRLHQSDUROHVVHXOHPHQWVRXVOHFRXSGHODPHQDFHHWGHODWRUWXUHQ DXUDSDVGHFRPSWHV¡UHQ GUHSRXUFHODWDQWTXHVDIRLHVWHQUDFLQªHHQVRQFĔXU,OªFKDSSHDXEO£PHGLYLQHW¡OXLV DSSOLTXHO H[ FHSWLRQ? m1RQSDVFHOXLTXLVXELWXQHFRQWUDLQWH? FĔUUVVU DVVDI |

& UD ?

8QHDXWUHFRQIXVLRQDSSDUD¯WLFL&HUWDLQVFRPSUHQQHQWODOLEHUWªKXPDLQHFRPPHOHIDLWGHQHGªSHQGUH G DXFXQHYRORQWªQLG DYRLUG RUGUH¡UHFHYRLUGHSHUVRQQH,OVUHSURFKHQWGRQFDX[GªIHQVHXUVGHODOLEHU WªGHGRQQHU¡'LHXGHVDVVRFLªVGHVªJDX[TXLGªFU©WHQWHWMXJHQWFRPPH/XL? & HVWFHTXHWXHQWHQGDLVWRLP«PHORUVTXHWXSDUODLVGHSOXUDOLWªGHVYRORQWªV0DLVF HVWXQHHUUHXUFDU ODOLEHUWªGHO KRPPHQHVLWXHSDVFHOXLFLDXGHVVXVGHOD9RORQWªGLYLQH? 'LHXQRXVDGRQQªODOLEHUWªGHQHSDVIDLUHFHTXL/XLSOD¯W F HVWFHODOHSªFKª PDLV,OQ DGRQQª¡SHU VRQQHODOLEHUWªGHVHSODFHUDXGHVVXVGHVD 9RORQWª& HVWXQDXWUHDVSHFWGHODUHODWLYLWªGHODOLEHUWª KXPDLQH? èRXWFHTXHQRXVIDLVRQVHQWUHGDQVOD9RORQWªGLYLQHHWHQGªSHQGP«PHVLQRVFRPSRUWHPHQWVGªSODL VHQW¡'LHXHWHQIUHLJQHQWVD/RL? 1RWUHOLEHUWªHVWXQHIDYHXUGLYLQHXQGRQGX&UªDWHXU1RXVQHOD/XLDYRQVSDVGªUREªHGHIRUFH? 1RWUHOLEHUWªHVWDXFĔXUP«PHGHVD9RORQWªFRPPHO LQGLTXHOHYHUVHWFRUDQLTXHVXLYDQW? m9RXVQHOHYRXGUH]TXHVL'LHXOHYHXW|

&RUDQ ?

1RWUHYRORQWªHVWLPPDQHQWH¡VD9RORQWª(OOHHVWXQHIDYHXUGHVDSDUWXQGRQGHVD*ªQªURVLWªGHVD *U£FH (OOH FRUUHVSRQG H[DFWHPHQW ¡ FH TX ,O YHXW $XFXQ GXDOLVPH $XFXQH FRQWUDGLFWLRQ $XFXQH FRQFXUUHQFHGHQRWUHSDUWDX[2UGUHVGLYLQV? /DOLEHUWªDLQVLFRPSULVHQHQLHSDVO 8QLFLWªGLYLQH(OOHQHGRQQHSDV¡'LHXGHVªJDX[TXLGªFUªWHUDLHQW HWMXJHUDLHQWFRPPH/XL1RWUHOLEHUWªªPDQHGH'LHX& HVW/XLTXLO DGªFUªWªHWHQDYRXOXDLQVL? 8QHDXWUHFRQIXVLRQ SHXWDSSDUD¯WUH6XUODTXHVWLRQGXSUªGªWHUPLQLVPHHWGHODOLEHUWªRXDEVHQFHGH OLEHUWª KXPDLQH FHUWDLQV RQW FRPSULV FH SUªGªWHUPLQLVPH FRPPH XQH FRQWUDLQWH LPSRVªH ¡ O KRPPH FRPPHXQHYLROHQFHIDLWH¡VDQDWXUHèXDVWRLDXVVLFRPPLVO HUUHXU? 3DUODQWGH/XLP«PH'LHXQLHFDWªJRULTXHPHQWSDUHLOOHFRQWUDLQWH?

 



m6  VY  V1 VU UU VF 6  VF UEUD D UV FK  D  | & UD ? /DV  I FD F UVV ' DII UPT /  D S VV F UD UVK PPV¡ DI V PS VD¡[SDUVVSU  V,DFSDSDV  FDU D SDVVDPD ©U ID U? m3DVF UD U  ?D9 AU V V FUUU|  & UD ? m6  6 UD D  F  D V  VVKD DVDUUDUD FU7U   F UD UVK PPV¡FU U"| & UD  ? /DF UD ID SDVSDU VPĔUV V? /SU  UP  VPSF V VUDVID T' I UFUD VK PPV¡D UF UUDU $F UD U FT'  FU©S UFKDTK PPV M UVDVD      UFK PP$FD VP' F  V VU USU F V P ºF F FK V  U P  DU & ID VD  , V F I UP D[ DVS UD V   V T   K PP  UU   V  I U  U U? m1 VDFFU VV VFKDPS?T  V UFKDPSD IU?1 VUD  VTV SU  V?F   V UFKDPSD FP | & UD  mUFĔUVPDDA DUD FPDD | & UD ? m& V  VUD9 AU  A V U F UP | & UD  ? A V DUVVDFDS IVFVUPV? m6 A    VFĔUV , VDFF UUDV VP UVF  V    U V| & UD  ? 3 U F UV U K PPPUV A FU F  A VF I UPD  V UF©FĔUKPD , DDVVV S SU VSDU K PP F F  SS UPD   DF UD U  FK V VV ? &DU  U   VDFF UD F / PSV   UDU UKPD I   ? A  VF   º VD V DVVFU UFĔU FK V  DU$F V FFD $FF UD 3DVDP U FF U UDU? mF  SUD  DPµFUD A  ?F  DVD UDF  DVU«PU F P V ? VDF   VDFF©VD U?D DU DV U FVVV ?F    V FDVU«PU F PV ? VDF   VDFF©VDPDU| & UD  ? m&VDV V V>V FU DV@D  V PD VFVA  VD V| & UD  ?

 



'DQVFHGHUQLHUH[HPSOHOHFRXSSRUWªSDUO KRPPHVHFRQIRQGDYHFOHFRXSGªFUªWªSDU'LHX? èHOOHHVWODVROXWLRQGHO ªQLJPHGXSUªGªWHUPLQLVPH/ LQWHQWLRQUHYLHQW¡O KRPPHHWLODSSDUWLHQW¡'LHX GHODFRQVROLGHUHQELHQRXHQPDOVHORQO RSWLRQUHWHQXHSDUO KRPPH? /DOLEHUWªKXPDLQHQ DSDVWRXMRXUVODP«PHPHVXUH5HODWLYHHOOHHVWVXVFHSWLEOHG DFFURLVVHPHQW? / KRPPHSHXWWRXWG DERUGDXJPHQWHUVDOLEHUWªSDUODVFLHQFH'HIDLWJU£FH¡O LQYHQWLRQG LQVWUXPHQWV GHPDFKLQHVHWGHPR\HQVGHFRPPXQLFDWLRQLODSXVHVRXPHWWUHODWHUUHVXSSULPHUOHVGLVWDQFHVEULVHU OHVFKD¯QHVGXWHPSVHWGHO HVSDFH3DUO ªWXGHGHVORLVGHVRQHQYLURQQHPHQWLODSXFRQWUµOHUFHOXLFLHW OHPHWWUH¡VRQVHUYLFH,ODDSSULV¡YDLQFUHODFKDOHXUOHIURLGHWOHVWªQ©EUHV,ODDLQVLHIIHFWLYHPHQWGª FXSOªVDOLEHUWª? 'HX[L©PHVRXUFHGHSURJU©VSRXUODOLEHUWªODUHOLJLRQO DSSXLFKHUFKªHQ'LHXHQVHUDSSURFKDQWGH/XL OD5ªYªODWLRQODFRQQDLVVDQFHHWODFHUWLWXGHUH¨XHVGX&UªDWHXU& HVWODYRLHHPSUXQWªHSDUOHV3URSK© WHVHWFHX[TXLPDUFK©UHQW¡OHXUVXLWH? $YHFO DLGHHWO DVVLVWDQFHGLYLQHV6DORPRQDREWHQXODVRXPLVVLRQGHVGªPRQV ,OV HVWVHUYLGHVYHQWV FRPPHPRQWXUHHWDSDUOªDX[RLVHDX[0R°VHDIHQGXODPHU-ªVXVDUHVVXVFLWªO DYHXJOHQªOHVOªSUHX[ HWOHVDYHXJOHV? /DYLHGHVVDLQWVQRXVDSSUHQGTXHFHX[FLRQWDFFRPSOLGHVPLUDFOHV/DWHUUHOHXUªWDLWVRXPLVHHWOHV P\VW©UHVOHXUªWDLHQWGªYRLOªV? &HVRQWDXWDQWGHGHJUªVVXSSOªPHQWDLUHVGHOLEHUWªTX LOVRQWDFTXLVJU£FH¡OHXUFRPEDWVSLULWXHOVXUOD YRLHGXFXOWHUHQGX¡'LHXSRXUVHUDSSURFKHUGH/XLHW/XLPDQLIHVWHUOHXUDPRXU? 'LHXOHXUDDERQGDPPHQWFRPPXQLTXªGHVD6FLHQFHFDFKªH,OV DJLWELHQHQHIIHWG XQHVFLHQFHPDLV FHWWHIRLVFLGLUHFWHPHQWWUDQVPLVHSDU'LHX? $E¼+£PLGDO*K£]DO¯UªVXPHHQGHX[SKUDVHVFHWWHTXHVWLRQGXSUªGªWHUPLQLVPH? /ըKRPPHHVWOLEUHGDQVOHGRPDLQHGHFHTX LOFRQQD¯W LOQHO HVWSDVGDQVOHGRPDLQHGHFHTX LOLJQRUH 3DU FRQVªTXHQW FKDTXH IRLV TXH O KRPPH DXJPHQWH VD VFLHQFH TX HOOH VRLW FRQFU©WH RX P\VWLTXH OH FKDPSGHVDOLEHUWªV DFFUR¯WªJDOHPHQW? /HVPDWªULDOLVWHVFRPPHWWHQWOHXUSOXVJURVVL©UHHUUHXUORUVTX LOVVHUHSUªVHQWHQWO KRPPHFRPPHSULVRQ QLHUGHVGªWHUPLQLVPHVGHO KLVWRLUHHWGHODGLYLVLRQHQFODVVHVVRFLDOHV,OVOHUªGXLVHQWDLQVL¡Q «WUHTXH OHPDLOORQG XQHFKD¯QHGRQWLOQHSHXWVHOLEªUHU$XFXQHSRVVLELOLWªSRXUOXLG ªFKDSSHUDX[ORLVªFRQRPL TXHVHWDXFRXUVGHO KLVWRLUHFRPPHV LOQ ªWDLWTX XQIªWXGHSDLOOHEDOORWWªSDUOHVIORWVXQ«WUHVDQVEUDV HWFRPSO©WHPHQWDPRUSKH? / H[SUHVVLRQTX LOVUªS©WHQWHWUDE£FKHQWLQODVVDEOHPHQWFRPPHV LOV DJLVVDLWG XQHORL OHFDUDFW©UHLQªOXF WDEOHGHODOXWWHGHVFODVVHV HVWIDXVVHVRXVO DQJOHGHO DQDO\VHVFLHQWLILTXHFDULOQ H[LVWHSDVGHQªFHVVL WªVLQªOXFWDEOHVVXUXQSODQKXPDLQèRXWDXSOXVSHXWRQSDUOHUGHSUREDELOLWªVG ªYHQWXDOLWªV? /¡HVWWRXWHODGLIIªUHQFHHQWUHO KRPPHHWOHVURXDJHVOHVPDFKLQHVHWOHVREMHWVPDWªULHOV2QSHXWSUª YRLUXQHªFOLSVHGHVROHLO¡ODPLQXWHYRLUH¡ODVHFRQGH(WGHP«PHSRXUOHVPRXYHPHQWVGHFHVROHLO SRXUOHVMRXUVSRXUOHVDQQªHV¡YHQLU0DLVSRXUFHTXLFRQFHUQHO «WUHKXPDLQSHUVRQQHQ HVWHQPHVXUH GHVDYRLUFHTX LOUHF©OHDXWUªIRQGVGHVDFRQVFLHQFHQLFHTX LOIHUDGHPDLQRXDSU©VGHPDLQ2QQHSHXW WDEOHU TXH VXU GHV K\SRWK©VHV GHV SUREDELOLWªV GHV VXSSRVLWLRQV ¡ FRQGLWLRQ HQFRUH TXH O RQ SRVV©GH VXIILVDPPHQWG LQIRUPDWLRQVSRXUVHIRUJHUXQMXJHPHQW?  



èRXWHV OHV SUªGLFWLRQV GH .DUO 0DU[ VH VRQW DYªUªHV IDXVVHV /H FRPPXQLVPH Q HVW SDV Qª FRPPH LO O DYDLW SUªYX GDQV XQ SD\V ªFRQRPLTXHPHQW DYDQFª PDLV GDQV XQ SD\V VRXVGªYHORSSª /D OXWWH HQWUH FDSLWDOLVPHHWFRPPXQLVPHQ DSDVHPSLUªOHVGHX[VHVRQWUDSSURFKªVSRXUHQDUULYHU¡XQHVLWXDWLRQGH FRH[LVWHQFHSDFLILTXH4XLSOXVHVWOHVSD\VFRPPXQLVWHVRQWRXYHUWOHXUVSRUWHVDX[FDSLWDX[DPªULFDLQV /HVFRQWUDGLFWLRQVGDQVODVRFLªWªFDSLWDOLVWHQHVHVRQWSDVDJJUDYªHVDXSRLQWG HQJHQGUHUODIDLOOLWH¡ ODTXHOOH V DWWHQGDLW .DUO 0DU[$X FRQWUDLUH O ªFRQRPLH FDSLWDOLVWH HVW GHYHQXH IORULVVDQWH DORUV TXH GHV GLVVHQVLRQVHWGHVGLYHUJHQFHVVRQWQªHVDXVHLQGXEORFVRFLDOLVWH? èRXVOHVFDOFXOVGH0DU[RQWGRQFªWªIDX[SURXYDQWSDUO¡O HUUHXUGHO DEVROXWLVPHGHVDPªWKRGH>@ /DSHQVªHPDWªULDOLVWHQ DSDVUªXVVL¡FRPSUHQGUHO KRPPHRXO KLVWRLUHHWHOOHV HVWIRXUYR\ªHGDQVVRQ DSSUªFLDWLRQGXIXWXU¡FDXVHG XQHHUUHXUIRQGDPHQWDOHHOOHV HVWUHSUªVHQWªO KRPPHFRPPHXQPRX FKHURQSULVRQQLHUG XQUªVHDXGHIDWDOLWªVRXEOLDQWWRWDOHPHQWTX LOHVWOLEUHUªHOOHPHQWOLEUH? 4XDQW¡FHTXHSUªWHQGHQWOHVPDWªULDOLVWHVVXUO LQIOXHQFHGXPLOLHXGHODVRFLªWªHWGHVFLUFRQVWDQFHVRX HQFRUHVXUOHIDLWTXHO KRPPHQHYLWSDVVHXOHWTXHVDOLEHUWªQ ªYROXHSDVGDQVOHYLGHYRLFLQRWUHUª SRQVH  LO HVW YUDL TXH OH PLOLHX OD VRFLªWª HWOHV FLUFRQVWDQFHV V RSSRVHQW ¡ OD OLEHUWªLQGLYLGXHOOH /HXU HPSULVHWRXWHIRLVQ HVWSDVXQHQªJDWLRQGHODOLEHUWªHOOHHQVRXOLJQHODSRUWªHGLDOHFWLTXH/DOLEHUWª LQGLYLGXHOOHQHV DIILUPHHQHIIHWTXHIDFH¡XQHUªVLVWDQFHTX HOOHGRLWYDLQFUH6LO KRPPHH[HU¨DLWVDOL EHUWª GDQV OH YLGH VDQV DYRLU ¡ DIIURQWHU OD PRLQGUH UªVLVWDQFH LO QH VHUDLW SDV YªULWDEOHPHQW OLEUH FRQIRUPªPHQW DX VHQV TXH QRXV GRQQRQV ¡ FH PRW ,O Q DXUDLW DXFXQ REVWDFOH ¡ VXUPRQWHU SDU OHTXHOLO SURXYHUDLWVDOLEHUWª?

£ ? ? ?? ? ?? èRXMRXUVDXVVLQDUTXRLVPRQDPLPHGLW? &RPPHQWSRXYH]YRXVSUªWHQGUHTXHYRWUH'LHXHVW3DUIDLW0LVªULFRUGLHX[%RQHW*ªQªUHX[DORUVTX ,O DFUªªWRXVOHVPDX[TXLDFFDEOHQWQRWUHPRQGHODPDODGLHODYLHLOOHVVHODPRUWOHVWUHPEOHPHQWVGH WHUUHOHVYROFDQVOHVPLFUREHVOHSRLVRQODFKDOHXUWRUULGHHWOHIURLGJODFLDOOHVVRXIIUDQFHVGXFDQFHU TXL Q ªSDUJQHQW QL OH SHWLW HQIDQW QL OH YLHLOODUG " 6L 'LHX HVW $PRXU V ,O HVW %HDXWª HW %RQWª SRXUTXRL FUªHW,OODKDLQHODODLGHXUHWOHPDO"? /DTXHVWLRQTXHVRXO©YHLFLPRQDPLUHO©YHGHVSUREO©PHVIRQGDPHQWDX[GHODSKLORVRSKLHVRQVXMHW OHVªFROHVGHSHQVªHVHVRQWGLYLVªHVHWOHVRSLQLRQVRQWGLYHUJª? 1RXVDIILUPRQVSRXUQRWUHSDUWTXH'LHXHVW0LVªULFRUGHHW%RQWª&HQ HVWSDV/XLTXLRUGRQQHOHPDO PDLVGDQVVD6DJHVVH,OOHSHUPHW? mA  V U DVF PPUVDFVD P D V?A U VVU F V  U"?A V0 6 UD U  DV F?7 U U VD  U U| & UD ? / RUGUHGLYLQSRUWHXQLTXHPHQWVXUODMXVWLFHO DPRXUODELHQIDLVDQFHOHSDUGRQOHELHQ6HXOHVOHVERQ QHVDFWLRQVVRQWDJUªDEOHV¡'LHX? 3RXUTXRLODLVVHW,ODORUVOHW\UDQOHFULPLQHOHWOHYROHXUFRPPHWWUHOHXUVPªIDLWV"& HVWSDUFHTX ,OQRXVD YRXOXV OLEUHV HW TXH ODOLEHUWª LQFOXW QªFHVVDLUHPHQW O ªYHQWXDOLWª GH O HUUHXU 1RWUH OLEHUWª Q DXUDLW DXFXQ VHQVVLQRXVQ DYLRQVSDVOHGURLWGHIDLUHQRWUHSURSUHH[SªULHQFHDYHFGHX[SRVVLELOLWªVVHSUªVHQWDQW¡ QRXV O HUUHXURXODYªULWªOHSªFKªRXO REªLVVDQFH HWHQWUHOHVTXHOOHVQRXVDYRQV¡FKRLVLUOLEUHPHQW? 'LHXSRXYDLWIDLUHGHQRXVGHV«WUHVSDUIDLWVHQQRXVFRQWUDLJQDQW¡O REªLVVDQFH0DLV,OGHYDLWSRXUFHOD QRXVSULYHUGHQRWUHOLEHUWªGHFKRL[?  



,OHVWGHODORLHWGHODFRXWXPHGLYLQHVTXHODOLEHUWªMRLQWH¡ODVRXIIUDQFHHVWSRXUO KRPPHSOXVQREOH TXHOHERQKHXUGDQVODVHUYLWXGH& HVWODUDLVRQSRXUODTXHOOH'LHXQRXVODLVVHWLUHUOHVOH¨RQVGHQRVHU UHXUVHWGHQRVVRXIIUDQFHVèHOOHHVWODVDJHVVHLQFOXVHGDQVOHIDLWTX ,ODLWSHUPLVOHPDO? 1ªDQPRLQVXQUHJDUGREMHFWLIHWLPSDUWLDOQRXVUªY©OHTXHOHELHQHVWOHIRQGHPHQWGHO H[LVWHQFHHWTXHOH PDOUHVWHXQHGªURJDWLRQ¡FHWRUGUH3DUUDSSRUW¡ODVDQWªTXHFRQQDLVVHQWQRUPDOHPHQWOHVKRPPHVOD PDODGLHHVWXQHH[FHSWLRQ3RXUODSOXVJUDQGHSDUWLHGHQRWUHYLHQRXVVRPPHVHQERQQHVDQWªHWODPD ODGLHQHQRXVUHQGYLVLWHTXHTXHOTXHVMRXUV? /HVWUHPEOHPHQWVGHWHUUHSULVJOREDOHPHQWUHSUªVHQWHQWTXHOTXHVPLQXWHVVHXOHPHQWGDQVO £JHWRWDOGX JOREHWHUUHVWUHTXLHVWªYDOXª¡SOXVLHXUVPLOOLRQVG DQQªHV(WDLQVLGHVYROFDQVRXHQFRUHGHVJXHUUHV TXLQHVRQWGDQVODYLHGHVSHXSOHVTXHGHFRXUWHVVHFRXVVHVVXUYHQDQWDXPLOLHXGHORQJXHVHWGXUDEOHV SªULRGHVGHSDL[? (QRXWUHQRXVYR\RQVHQWRXWPDOXQFHUWDLQDVSHFWELHQIDLVDQW/DPDODGLHHQJHQGUHOHVPHVXUHVSUª YHQWLYHV /D VRXIIUDQFH HVW XQH ªFROH GH IHUPHWª G HQGXUDQFH HW GH SDWLHQFH /HV VHFRXVVHV VLVPLTXHV VRQW SRXUODWHUUHXQHVRXSDSH GHGªFRPSUHVVLRQHOOHVHPS«FKHQWO ªFODWHPHQWGHO ªFRUFHWHUUHVWUHHW UHPHWWHQWOHVPRQWDJQHV¡OHXUSODFHFRPPHGHVFHLQWXUHVHWGHVSRLGVVWDELOLVDQWFHWWHªFRUFH/HVYRO FDQVFUDFKHQWGHVPªWDX[HWOHVULFKHVVHVUHWHQXHVVHFU©WHVGDQVOHVHQWUDLOOHVGHODWHUUHOHVPDWL©UHV TX LOVUHMHWWHQWIRUPHQWVXUOHVROXQHFRXFKHIHUWLOH/HVJXHUUHVPªODQJHQWOHVSHXSOHVSDUHOOHVLOVV LQ WHUSªQ©WUHQW HW V DVVHPEOHQW HQ EORFV HQ DOOLDQFHV HQ DVVHPEOªH LQWHUQDWLRQDOH &HOD GRQQH ILQDOHPHQW QDLVVDQFH¡XQ&RQVHLOGHVªFXULWªVRUWHGHWULEXQDOPRQGLDOD\DQWSRXUPLVVLRQGHUHFHYRLUOHVSODLQWHV UªFLSURTXHVHWG ĔXYUHU¡ODUªFRQFLOLDWLRQHQWUHOHVQDWLRQV? /HV SOXV JUDQGHV LQYHQWLRQV RQW YX OH MRXU DX FRXUV GHV JXHUUHV  SªQLFLOOLQH ªQHUJLH DWRPLTXH IXVªHV DYLRQV¡UªDFWLRQHWFèRXWHVFHVLQYHQWLRQVVRQWVRUWLHVGXEUDVLHUGHVFRQIOLWVDUPªV? / DQWLGRWHSURYLHQWGXYHQLQGHVHUSHQW? /HYDFFLQHVWIDEULTXª¡SDUWLUGXPLFUREH? 6LQRVD°HX[Q ªWDLHQWSDVPRUWVQRXVQ DXULRQVSDVQRWUHHPSORLDFWXHO? /HPDOGDQVO XQLYHUVHVWFRPPHO RPEUHGDQVXQWDEOHDX6LRQO H[DPLQHGHSU©VFHWWHRPEUHDSSDUD¯W FRPPH XQH LPSHUIHFWLRQ FRPPH XQ GªIDXW 0DLV HQ UHFXODQW SRXU DYRLU XQH YLVLRQ G HQVHPEOH RQ Gª FRXYUHTX HOOHHVWDEVROXPHQWLQGLVSHQVDEOHHWTX HOOHMRXHVRQUµOHGDQVO HVWKªWLTXHHWODGLVSRVLWLRQJOR EDOHGHO ĔXYUH? 1RXVVHUDLWLOSRVVLEOHVDQVODPDODGLHGHVDYRLUFHTX HVWODVDQWª"/DVDQWªHVWFRPPHXQHFRXURQQH SRVªHVXUQRWUHW«WH1RXVQHODYR\RQVSDVHWF HVWXQLTXHPHQWORUVTXHQRXVVRPPHVPDODGHVTXHQRXV QRXVUHQGRQVFRPSWHGHFHTX HOOHUHSUªVHQWH? 'HP«PHLOQRXVVHUDLWLPSRVVLEOHVDQVODODLGHXUGHVDYRLUFHTX HVWODEHDXWª,PSRVVLEOHGHVDYRLUFH TXLHVWQDWXUHOVDQVODFRQQDLVVDQFHGHFHTXLHVWDQRUPDO? & HVWSRXUTXRLOHSKLORVRSKH$E¼+DP¯GDO*KD]£O¯DIILUPHTXHO LPSHUIHFWLRQGHO XQLYHUVHVWLQVªSDUDEOH GHVDSHUIHFWLRQ3RXU«WUHXWLOHO DUFGRLW«WUHFRXUEH6LQRQLOQ DXUDLWDXFXQHIRUFHGHSURSXOVLRQ? /HVGLIILFXOWªVHWOHVVRXIIUDQFHVRQWXQHDXWUHIRQFWLRQ(OOHVRS©UHQWXQWULSDUPLOHVKXPDLQVSRXUQRXV UªYªOHUGHTXHOOHªWRIIHLOVVRQWE£WLV? m6DQVODGLIILFXOWªWRXVOHVKXPDLQVVHUDLHQWVHLJQHXUV/DJªQªURVLWªDSSDXYULWO DXGDFHHVWPHXUWUL©UH |?  



/DVRXIIUDQFHHVWXQWHVWSRXUQRXVFRQQD¯WUHQRXVP«PHVXQHªSUHXYHTXLSHUPHWG ªYDOXHUFHTXHQRXV YDORQVDX[\HX[GH'LHX? /DYLHG LFLEDVSULVHGDQVVDWRWDOLWªQ HVWTX XQVHXOFKDSLWUHG XQORQJURPDQ/DPRUWQHFRQVWLWXHSDV ODILQGHO KLVWRLUHHOOHQ HQHVWTXHOHGªEXW? 1RXVQHSRXYRQVSDVDSSUªFLHUXQHSL©FHGHWKª£WUHHQQRXVEDVDQWVXUXQVHXODFWHQLUHIXVHUXQOLYUH VRXVSUªWH[WHTXHODSUHPL©UHSDJHQHQRXVSOD¯WSDV/HMXJHPHQWVHUDLWIDX[,OIDXW«WUHSDUYHQX¡ODILQ SRXUWLUHUODFRQFOXVLRQ? 'HVXUFUR¯W¡TXRLSHQVHQRWUHLQWHUORFXWHXUOXLTXLQRXVTXHVWLRQQHVXUXQWRQPRTXHXU"4XHVRXKDLWH UDLWLODXOLHXGHVFRQGLWLRQVGHYLHGRQWQRXVSDUORQVLFL"8QHYLHG RºVHUDLHQWDEVHQWHVODPRUWODPDOD GLHODYLHLOOHVVHOHVGªILFLHQFHVOHVLQFDSDFLWªV"8QHYLHVDQVUHVWULFWLRQVQLWULVWHVVHVQLVRXIIUDQFHV"? ([LJHUDLWLOODSHUIHFWLRQDEVROXH"? ,OQ HVWGHSHUIHFWLRQDEVROXHTX HQ'LHX? / ‹WUHSDUIDLWHVWXQLTXH3RXUTXRLGHYUDLW,O«WUHXQSDUPLWDQWG DXWUHV"4XH/XLPDQTXHWLOTX LOSXLVVH WURXYHUHQTXHOTX XQG DXWUH"? &HODVLJQLILHTXHQRWUHDPLGªVLUHHQIDLW«WUH'LHXHQSHUVRQQH& HVWOHFRPEOHGHO RUJXHLO? QRXVGHQRXVPRTXHU¡QRWUHWRXU/XLHWVHVVHPEODEOHVIRQWSDUWLHGHFHV«WUHVTXLQHV ªPHUYHLOOHQW GHULHQ? (X[TXLYRXGUDLHQWTXHQRWUHWHUUHVRLWXQSDUDGLVTX RQWLOVIDLWSRXUOHPªULWHU"? 4X DRIIHUWQRWUHDPL¡O KXPDQLWªSRXUVHIDLUHO ªJDOGX'LHX8QLTXHèRXW3XLVVDQWHW&UªDWHXU"? 0D JUDQGP©UH HVW GH ORLQ SOXV LQWHOOLJHQWH TXH QRWUH LOOXVWUH GRFWHXU GLSOµPª GH O 8QLYHUVLWª IUDQ¨DLVH ORUVTX HOOHGLWWRXWERQQHPHQWm/HELHQYLHQWGH'LHXOHPDOGHQRXVP«PHV|? &HQHVRQWO¡TXHTXHOTXHV PRWVPDLVTXLUªVXPHQWILG©OHPHQWODTXHVWLRQ'LHXDHQYR\ªOHYHQW,OD PLVOHIOHXYHHQPRXYHPHQW0DLVOHFDSLWDLQHGXEDWHDXSRXVVªSDUVRQDYLGLWªDVXUFKDUJªVRQHPEDU FDWLRQGHSDVVDJHUVHWGHPDUFKDQGLVHV/HEDWHDXDVRPEUªHWOHFDSLWDLQHV HVWPLV¡PDXGLUH'LHXHWOH GHVWLQ0DLVTXHOOHHVWODIDXWHGH'LHX"'LHXQ DDJLTXHSRXUOHERQKHXUHWOHELHQGHVKXPDLQV&H VRQWO DYLGLWªHWO DPELWLRQGªPHVXUªHTXLRQWFKDQJªOHELHQHQPDO? 4XHOOHYªULWªGDQVFHWWHPDJQLILTXHH[SUHVVLRQm/HELHQYLHQWGH'LHXOHPDOGHQRXVP«PHV|?

p? ? ? ? ? ?  ? ?  ? ?!?? 1RWUHFKHUGRFWHXUVHJUDWWDODW«WH?

,OªWDLWªYLGHQWTX LOIDLVDLWDSSHO¡WRXWHVRQªUXGLWLRQSRXUPHWHQGUHXQHHPE¼FKHXQSL©JHTXLPHI¼W IDWDO? ,OPHGLWFDOPHPHQWSHVDQWVHVPRWV? %LHQ4XHGLVWXGHFHWKRPPHTXLLJQRUHOH&RUDQ¡TXLDXFXQ/LYUHQ DªWªUªYªOª¡TXLDXFXQ3UR SK©WHQHV HVWDGUHVVª"2ºHVWVDIDXWH"4X DGYLHQGUDWLOGHOXLVHORQYRXVDX-RXUGX-XJHPHQW"/HV (VTXLPDX[ SDU H[HPSOH RX OHV 1RLUV GHV IRU«WV WURSLFDOHV TXHO VHUD OHXU VRUW ORUVTX LOV FRPSDUD¯WURQW GHYDQW'LHXDX'HUQLHU-RXU"?  



-HOXLUªSRQGLV?  3HUPHWVPRL WRXW G DERUG G DSSRUWHU TXHOTXHV SUªFLVLRQV DX[ LQIRUPDWLRQV GRQW WX GLVSRVHV èHV TXHV WLRQVUHSRVHQWVXUXQHSUªPLVVHHUURQªH'LHXDHQHIIHWGªFODUªTX ,OQ DYDLWSULYªSHUVRQQHGHVD0LVªUL FRUGHGHVD5ªYªODWLRQGHVD3DUROH m,OQ HVWSDVGHFRPPXQDXWª? V DVV $ U VVU| & UD ? m VD VPDD 3U ?FDF PPD |

& UD ?

/HVHQYR\ªVPHQWLRQQªVGDQVOH&RUDQQHVRQWSDVWRXVOHVHQYR\ªV,OHQHVWGHVPLOOLHUVG DXWUHVGRQW QRXVQHFRQQDLVVRQVULHQ'LHXGLW¡0XKDPPDG? m,OHQHVWSDUPLHXFHUWDLQVGRQWRXVW DYRQVQDUUªO KLVWRLUH ?DUV  V D V DVDUU  V U| & UD ? 'LHXPDQLIHVWHVD5ªYªODWLRQ¡WRXW«WUHP«PHDX[DEHLOOHV? m7RQ'LHXDLWDX[DEHLOOHV,QVWDOOHYRVQLVDQVOHVPRQWDQHVDQVOHVDUEUHVHWOHVUXFHV | &RUDQ  /D5ªYªODWLRQSHXWV DFFRPSOLUHLYHUVHVID¨RQVXQ/LYUHWUDQVPLVSDU*DEULHOXQHOXPL©UHFRPPXQL TXªHSDU'LHXDXFĔXUHO RPPHXQHLOOXPLQDWLRQLQWªULHXUH(OOHSHXWUªVLHUDQVXQHVDHVVHXQH YªULWªXQDFWHHFRPSUªHQVLRQ(OOHSHXW«WUHOLªH¡XQHDWWLWXH XPLOLWªHIUD\HXUHSLªWª? FRQLWLRQTX LORXYUHVRQFĔXUHWVHVRUHLOOHVDXFXQ«WUHXPDLQQHSHXW«WUHSULYªHOD)DYHXULYLQH 6LQRQP«PHXQHPXOWLWXHH/LYUHVUªYªOªVH3URS©WHVHWHPLUDFOHVQHVHUDLWSRXUOXL DXFXQHXWLOL Wª? 'LHXDLWTX ,OUªVHUYHVD0LVªULFRUH¡TXL,OYHXWHWTX ,OQ DSDV¡«WUHTXHVWLRQQªVXUFHTX ,OIDLW? ,OVHSHXWTXHDQVVD6DHVVHLOHVWLQHVRQ0HVVDH¡WHORPPHHWTX ,OHQSULYHWHODXWUHDFFHSWDQW HFHHUQLHUXQHUªPRLQUHHIRL? (WTXLVDLW"/RUVTX XQ1RLUSULPLWLIWRXUQHYHUVOHVFLHX[XQUHDUH IUD\HXUFHWWHVLPSOHDWWLWXHHVW SHXW«WUHSOXVVDOXWDLUHSOXVDUªDEOH¡'LHXTXHQRWUHSUL©UH? 7RXWHIRLVXQHªWXHDWWHQWLYHHVUHOLLRQVHFHV1RLUVSULPLWLIVPRQWUHTXHFHX[FLRQWHXOHXUV(QYR\ªV HWOHXUV0HVVDHVUªYªOªVDXP«PHWLWUHTXHQRXV? 6XUODWULEXHV0DX0DXSDUH[HPSOHQRXVOLVRQVTXHFHVRPPHVFURLHQWHQXQLHXDSSHOªm0XD\L |/HVDWWULEXWVTX LOVOXLUHFRQQDLVVHQWVRQWOHVVXLYDQWVLOHVWXQLTXHLOQ DSDVHQHQUªQLQ DªWªHQ HQUªLOQ DSDV ªDOQLHVHPEODEOHLQYLVLEOHLOQHSHXW«WUHFRQQXTXHSDUVHVRHXYUHVHWVHVDF WLRQV,OHVWFUªDWHXUHWSRXUYRLWDX[EHVRLQVHVRPPHV,OHVWªQªUHX[HWPLVªULFRULHX[,OXªULWOHV PDODHVVHFRXUWOHVQªFHVVLWHX[IDLWWRPEHUODSOXLHHWªFRXWHOHVSUL©UHV/ ªFODLUHVWVRQODLYHHWOHWRQ QHUUHOHEUXLWHVHVSDV? &Hm0XD\L|Q HVWLOSDVLHQWLTXH¡QRWUH'LHX"&RPPHQWVHVDHSWHVRQWLOVSXDFFªHU¡XQHWHOOH FRQQDLVVDQFHVLFHQ HVWSDUO LQWHUPªLDLUH XQ(QYR\ªSUªVHQWDQVOHXULVWRLUH"3DUODVXLWHOHWHPSV DIDLWVRQRHXYUH/HVVXSHUVWLWLRQVHWOHVSUDWLTXHVPDLTXHVVHVRQWLPPLVFªHVªQDWXUDQWODSXUHWªUHOL LHXVHHFHWWHFUR\DQFH?  



/DWULEXGHV1LDP1LDPFURLWªJDOHPHQWHQXQGLHXXQLTXHDSSHOªm0ERO\|SDUODYRORQWªGHTXLWRXWVH PHXWGDQVODIRU«W&HGLHXIDLWWRPEHUODIRXGUHVXUOHVKRPPHVTXLFRPPHWWHQWOHPDO,OUªFRPSHQVHOHV ERQVHQOHXUDVVXUDQWOHXUVXEVLVWDQFHHQOHXUDFFRUGDQWVDEªQªGLFWLRQHWVDSURWHFWLRQ? & HVWHQFRUHHQXQGLHXXQLTXHTXHFURLHQWOHV6KLORNHWOHV'LQND/HVSUHPLHUVO DSSHOOHQWm-RNH|HW DIILUPHQWTX LOHVW¡ODIRLVFDFKªHWPDQLIHVWHLOHVWGDQVOHVFLHX[HWHQWRXWOLHXLOHVWFUªDWHXUGHWRXWHV FKRVHV /HV VHFRQGV O DSSHOOHQW m 1LDODN | PRW TXL VH WUDGXLW OLWWªUDOHPHQW SDU m &HOXL TXL HVW GDQV OHV FLHX[OHSOXVKDXW|? 4XHOQRPGRQQHU¡FHVFUR\DQFHVVLQRQFHOXLG ,VO£P"? 4XHVRQWHOOHVVLQRQGHV0HVVDJHVUªYªOªVWUDQVPLVSDUGHV0HVVDJHUVSUªVHQWVGDQVO KLVWRLUHGHVSHX SOHV"? m/DUHOLJLRQHVWXQLTXH|? m&HX[TXLFURLHQWFHX[TXLSUDWLTXHQWOH-XGD°VPH?V&U  V V6D V ?F FU  A DAU U- U ?F   ? VFU  U UU F PVDUV U6 U?,V U  U VDFFUD VU DVD  V| & UD  ? 2XL0«PHOHV6DEªHQV,OVRQWDGRUªOHVROHLOFRPPHXQHPHUYHLOOHGHOD&UªDWLRQGLYLQH,OVRQWFUXHQ XQ'LHXXQLTXH¡O $XGHO¡¡OD5ªVXUUHFWLRQHWDX-XJHPHQW'HUQLHU,OVVHVRQWFRPSRUWªVDYHFGURLWXUH 3RXUWRXWHVFHVUDLVRQVXQHUªFRPSHQVHOHXUHVWUªVHUYªHDXSU©VGHOHXU6HLJQHXU? 1RXVOHVDYRQVOD0LVªULFRUGHGLYLQHV H[SULPHGHGLYHUVHVID¨RQV? &HUWDLQVQDLVVHQWDYHXJOHVG DXWUHVSRVV©GHQWODYXH&HUWDLQVRQWYªFXDXWHPSVGH0R°VHHWO RQWYXGH OHXUV\HX[IHQGUHODPHUDYHFVRQE£WRQ' DXWUHVRQWYªFXDXWHPSVGX&KULVWHWO RQWYXUHVVXVFLWHUOHV PRUWV3RXUQRWUHSDUWQRXVQHFRQQDLVVRQVFHVSURGLJHVTXHSDUWUDQVPLVVLRQRUDOH? $SSUHQGUHRUDOHPHQWXQIDLWHWHQ«WUHWªPRLQRFXODLUHVRQWGHX[UªDOLWªVGLIIªUHQWHV(WSRXUWDQWODIRLHW OHUHIXVGHFURLUHQHVRQWSDVOLªVDX[PLUDFOHV? /HVRUJXHLOOHX[HWOHVREVWLQªVFRQVWDWHQWOHVSURGLJHVDFFRPSOLVSDUOHXUV3URSK©WHVPDLVLOVQ RQWULHQ G DXWUH¡GLUHTXHm& HVWVLPSOHPHQWGHODPDJLH|? 1RWUHGRFWHXUTXLQRXVDUULYHGH)UDQFHDVDQVGRXWHSULVFRQQDLVVDQFHGHVWURLV/LYUHVTXHVRQWO $QFLHQ èHVWDPHQWO ŠYDQJLOHHWOH&RUDQ0DLVFHODQHOXLDVHUYLTX ¡O HQIRQFHUGDQVVRQHVSULWTXHUHOOHXU3RXU HQILQLUDYHFOHVXMHWLODWUDQVSRVªWRXWOHGªEDWVXUFHSDXYUH«WUHSHUGXDXIRQGGHODMXQJOHHWDXTXHO Q HVWSDUYHQXDXFXQ/LYUHUªYªOªm4XHSHQVH]YRXVGHFHWKRPPHTXLQ DHXFRQQDLVVDQFHQLGX&RUDQ QLG DXFXQHDXWUH5ªYªODWLRQªFULWH"|,OFUR\DLWSDUO¡DYRLUPLVOHGRLJWVXUXQHIDLOOHGDQVOD-XVWLFHGLYL QHRXELHQLOVHOHXUUDLWOXLP«PHHQSHQVDQWTX LOQHV DJLVVDLWTXHG XQMHX? ' Rº VD TXHVWLRQ m 3RXUTXRL OD 0LVªULFRUGH GLYLQH V H[SULPHWHOOH GH GLYHUVHV ID¨RQV " 3RXUTXRL 'LHX YHXW,OTXHWHOOHSHUVRQQHVRLWOHWªPRLQGLUHFWGHVHV0HUYHLOOHVDORUVTXHWHOOHDXWUHQ HQSUHQGFRQQDLVVDQ FHTXHSDUWUDGLWLRQRUDOH"|? ,OVHSHXWVHORQQRXVTX LOV DJLVVHQRQSDVGH0LVªULFRUGHPDLVGHYHQJHDQFH'LHXDGªFODUªDX[GLVFL SOHVGX&KULVWTXLDYDLHQWGHPDQGªTX XQHWDEOHGHVFHQG¯WGHVFLHX[? m(QYªULWªMHODIDLVGHVFHQGUHVXUYRXV-HFK£WLHUDLG XQHPDQL©UHGRQWMHQ DLHQFRUHFK£WLªSHU VRQQHGDQVO XQLYHUVFHOXLGHYRXVTXLDSU©VFHODUHVWHUDLQFUªGXOH| &RUDQ ?  



(QHIIHWODUªDOLVDWLRQGHPLUDFOHVV DFFRPSDJQHWRXMRXUVG XQDFFURLVVHPHQWGXFK£WLPHQWSRXUTXLUHIX VHGHFURLUH? %LHQKHXUHX[FHX[TXLDXURQWFUXSDUFHTX LOVDXURQWHQWHQGXVDQVDYRLUYXDXFXQPLUDFOH? 0DOKHXU¡FHX[TXLDXURQWYXPDLVQ DXURQWSDVFUX? /H&RUDQTXHWXGªWLHQVHVWXQHPLVHHQJDUGH6LWXUHIXVHVGHFURLUHLOSODLGHUDFRQWUHWRLHWOH-RXUGX -XJHPHQWWXPªULWHUDVOD9HQJHDQFHGH'LHXQRQVD0LVªULFRUGH? &HWWHDFFXVDWLRQH[SOLFLWHQHFRQFHUQHSDVO (VTXLPDX(OOHSRXUUDDXFRQWUDLUHOXLVHUYLUG H[FXVHOH-RXU GX-XJHPHQWHWOXLGRQQHUGURLW¡OD0LVªULFRUGHHWDX3DUGRQGH'LHX,OVHSHXWªJDOHPHQWTXHOHUHJDUG SRUWªYHUVOHVFLHX[¡XQFHUWDLQPRPHQWGHVDYLHSDUFHW«WUHLJQRUDQWOD9ªULWªUªYªOªHVRLWVXIILVDQW SRXUTXH'LHXO DFFHSWHFRPPHXQFUR\DQWVLQF©UH? 0DLVSRXUTXRL'LHXIDLW,OPLVªULFRUGH¡O XQSOXWµWTX ¡O DXWUH"? &HWWHGLVWLQFWLRQUHO©YHGHODVFLHQFHTXH'LHXDGHVFĔXUV? m,OFRQQDLVVDLWOHVHFUHWGHOHXUVFĔXUV,ODIDLWGHVFHQGUHVXUHX[VD3UªVHQFH,OOHVDUªFRPSHQ VªVSDUXQHYLFWRLUHUDSLGH| &RUDQ ? /DVFLHQFHTXH'LHXDGHQRXVP«PHVHWGHQRVFĔXUVUHPRQWHSOXVORLQTX DXPRPHQWRºQRXVI¼PHV HQJHQGUªV ORUVTXH QRXV ªWLRQV DXSU©V GH 'LHX GHV HVSULWV HQWRXUDQW VRQ èUµQH 3DUPL QRXV FHUWDLQV V DVVHPEO©UHQW DXWRXU GH VD /XPL©UH  G DXWUHV V HQ ªORLJQ©UHQW RXEOLHX[ GH OD EHDXWª GH OHXU &UªDWHXU SRXUSURILWHUGHVSODLVLUVGX5R\DXPHFªOHVWH'©VORUVFHVGHUQLHUVPªULW©UHQWOHGHJUªOHSOXVEDV/HXU VRUWªWDLWGªM¡IL[ª& HVWDLQVLTXHV H[SULPHQWFHX[TXLYRLHQW'LHXSDUOHFĔXU? &HTXHQRXVVDYRQVGHQRWUHFRXUWHYLHLFLEDVQ HVWSDVOHWRXWGHQRWUHKLVWRLUH? /DVDJHVVHTXHUHF©OHWRXWHVRXIIUDQFHRXSULYDWLRQQ HVWFRQQXHTXHGH&HOXLTXLHVW2PQLVFLHQW? FHOXLTXLGHPDQGH SRXUTXRLOHSRUFDªWªFUªªWHOSDU'LHXMHQHSHX[TXHUªSRQGUHHQFHVWHUPHV 'LHXDFKRLVLSRXUOHSRUFO DVSHFWH[WªULHXUTXLªWDLWFRQIRUPH¡ODQDWXUH GHFHWDQLPDOFHOOHGX SRUF &UªHUDLQVLUªSRQGGRQFSOHLQHPHQW¡ODMXVWLFH? èRXWFHTXLGDQVQRWUHPRQGHHVWPªULWªHVWFRQIRUPH¡ODMXVWLFH,OQ HVWFHSHQGDQWSDV¡ODSRUWªHGH WRXVGHSHUFHYRLUFHWWHMXVWLFHQLGHFRQQD¯WUHO HQWL©UHVDJHVVHTX HOOHUHQIHUPH? 6DQVGRXWHHVWFHSRXUFHWWHUDLVRQTX LOH[LVWHXQ$XGHO¡XQ-RXURºOHVEDODQFHVGX-XJHPHQWVHURQW ªULJªHV'DQVVD6FLHQFH'LHXQRXVIHUDFRQQD¯WUHDORUVWRXWFHVXUTXRLQRVRSLQLRQVDXURQWGLYHUJª? -HYRXGUDLVWRXWHIRLVWHUDVVXUHUHQWHGRQQDQWXQDUJXPHQWGªFLVLI'LHXGLWHQHIIHWGDQVOH&RUDQTX ,O FK£WLHUDXQLTXHPHQWFHX[TX ,ODXUDDXSDUDYDQWDYHUWLVSDUVHV3URSK©WHV? mRXVQ DYRQVMDPDLVFK£WLªXQSHXSOH?D D D U  3U |

& UD ?

èHVHQVWXDSDLVªPDLQWHQDQW"? &KHUDPLSHUPHWVPRLG DMRXWHUFHFLO DVSHFWOHSOXVªWUDQJHGHWDTXHVWLRQHVWTX HOOHVHPEOHªPDQHUGH WDIRLèXGRQQHVO LPSUHVVLRQG DYRLUSLWLªGHFHPDOKHXUHX[1RLUDXTXHOªFKDSSHFHTXHUHQIHUPHOH&R UDQGH/XPL©UHGH'URLWH*XLGDQFHHWGH0LVªULFRUGHGLYLQH(QIDLWWXUHQLHVOH&RUDQHWVRQ0HVVDJH  



èDTXHVWLRQHVWGRQFRQQHSHXWSOXVVRXUQRLVHHWWURPSHXVH5LHQGHSOXVLJQREOHTXHO DXWRFRQWUDGLFWLRQ TX HOOHWUDKLWFDUWXHVVDLHVGHQRXVLPSRVHUXQDUJXPHQWTXLQ HVWSRXUWRLQXOOHPHQWSUREDQW? 1HFRQVWDWHVWXSDVDYHFPRLFKHUDPLTXHWDORJLTXHDEHVRLQG «WUHVªULHXVHPHQWUHYXH"?

Ê ? ? ? ? ? ?   ??

1RWUHFKHUGRFWHXUªWDLWFHWWHIRLVFLWRWDOHPHQWV¼UGHOXL&DOPHPHQWLOSHVDLWVHVPRWVSRXUOHXUGRQQHU O HIIHWG XQHERPEH? &RPPHQW'LHX/XLOH0LVªULFRUGLHX[SHXW,OQRXVLQIOLJHUXQFK£WLPHQWªWHUQHOգOHIHXGHO HQIHUգSRXU XQHIDXWHOLPLWªHGDQVOHWHPSV"4XHVRPPHVQRXV"4XHYDORQVQRXVIDFH¡OD0DMHVWªGH'LHXSRXU TX ,OVHYHQJHGHFHWWHID¨RQ"4X HVWFHTXHO KRPPHVLQRQXQDWRPHXQJUDLQGHSRXVVL©UHGDQVO XQL YHUV")DFH¡OD6SOHQGHXUGLYLQHLOHVWP«PHSOXVLQVLJQLILDQWHQFRUH,OQ HVWULHQ? 3RXU DSSRUWHU TXHOTXHV UHFWLILFDWLIV DX[ LQIRUPDWLRQV GH QRWUH GRFWHXU QRXV OXL GLURQV WRXW G DERUG TXH QRXVQHVRPPHVQLGHVDWRPHVQLGHVJUDLQVGHSRXVVL©UHSHUGXVGDQVO XQLYHUV$X[\HX[GH'LHXQRXV QHVRPPHVSDVLQVLJQLILDQWVORLQGHO¡'LHXQ DW,OSDVLQVXIIOªHQQRXVGHVRQ(VSULW"/HV$QJHVQHVH VRQWLOVSDVSURVWHUQªVGHYDQWQRXV"'LHXQHQRXVDW,OSDVSURPLVHQKªULWDJHOHVFLHX[HWODWHUUH",OGLW ¡QRWUHVXMHW? m VD V  DV D V VDP VVD V U VVUDUUUPVUV PUV  V V D V UD  V FV  UU UV  V V D V U  U V  DF   F VD VFU V| & UD ? 1RXVDYRQVHQQRXVXQHSDUWGHO (VSULWGLYLQ? 1RQ1RXVQHVRPPHVSDVGHVDWRPHVRXGHVJUDLQVGHSRXVVL©UHSHUGXVGDQVO XQLYHUV,OHQHVWDLQVL DSSDUHPPHQWYXODSHWLWHVVHGHQRWUHFRUSV0DLVO XQLYHUVLQILQLGDQVOHTXHOQRXVVRPPHVLPPHUJªVQH OHUHQIHUPRQVQRXVSDVDXGHGDQVGHQRXV"1RWUHUDLVRQQHO DSSUªKHQGHWHOOHSDV"1RXVFRQQDLVVRQV VHV ORLV HWOHV FRUSV GRQW LO VH FRPSRVH 3RXU FKDTXH DVWUH QRXV SRXYRQV WUDFHU XQH RUELWH(W ORUVTXH O DVWURQDXWHGHVFHQGVXUODOXQHLOGªFRXYUHTXHWRXWFHTXHQRXVDYLRQVGªFRXYHUWVXUODWHUUHDYHFQRWUH UDLVRQªWDLWH[DFWHWTXHWRXVQRVSODQVªWDLHQWSUªFLV? &HODQHSURXYHWLOSDVTXHSDUQRWUHHVSULWQRXVGRPLQRQVO XQLYHUVHWTXHQRXVOHUHQIHUPRQVHQQRXV" /HSR©WHDYDLWUDLVRQGHV DGUHVVHU¡O KRPPHHQFHVWHUPHV? m7XW HVWLPHV«WUHXQFRUSVPLQXVFXOHDORUVTX HQWRLJ¯WO LPPHQVLWªGXPRQGH|? 3RXUOHVP\VWLTXHVPXVXOPDQVO KRPPHHVWXQOLYUHTXLUHQIHUPHHQVHVSDJHVO XQLYHUVHQWLHU? ,OHVWGRQFXQ«WUHªPLQHQWHWJUDQGLRVH? ,OªPDQHGHO (VSULWGLYLQ? 6HVDFWLRQVPªULWHQWG «WUHSHVªHV? SURSRVGHODIDXWHOLPLWªHGDQVOHWHPSVHWSRXUODTXHOOH'LHXQRXVLQIOLJHXQFK£WLPHQWLOOLPLWªHWªWHU QHOQRWUHFKHUGRFWHXUWRXWV¼UTX LOªWDLWDFRPPLVXQHDXWUHEªYXH? /RUVTXHFHX[TXLRQWªWªFRQGDPQªVDXIHXªWHUQHOGHPDQGHQW¡UHWRXUQHUVXUODWHUUHSRXUDJLUDXWUHPHQW TX LOVQ RQWIDLW'LHXGªFODUH¡OHXUVXMHW?

 



m6 V D UDP VVUDUUVU  VU UUD F U D  U &V  VPUV| & UD  ? $UP  UID D SDV P  PS UP(USU V VS V  F VD  VU S UD DVPSV6 V D UDP VVUDUU  VU UUD    V V U S FK ? ,VDJ  FUD SUPD£P FKDFF  F UF VDF  P«PDFF  DY  F EDV? (DU   V FV FU V? m- U A VUVVVF UD V ? V U VVUPVF PP V VD VD 

V V PD DUUD VUF VV  V  VDVVPUV"| & UD  ? /HXU DWWLWXGH UªVROXH HW SURYRFDWULFH SUHQG LFLXQH DXWUH DOOXUH ,OV YRQW P«PH MXVTX ¡ DIIURQWHU 'LHX HQ D\DQWUHFRXUVDX[PHQVRQJHVHWDX[IDX[VHUPHQWV(WSRXUWDQWOHVYRLFLFRPSDUDLVVDQWGHYDQW/XLHQFH -RXUVXEOLPHRºOHVSHQVªHVVRQWPLVHV¡QX& HVWOHVXPPXPGHO RUJXHLOHWGHO DUURJDQFH? 1RXVQHVRPPHVSDVHQSUªVHQFHG XQHIDXWHWHPSRUDLUH& HVWXQHIDXWHFRQWLQXHGDQVOHWHPSV(WORUV TXHOHWHPSVDHQWL©UHPHQWDUU«WªVRQFRXUVO £PHSRUWHHQHOOHVRQPDOªWHUQHO? /HFK£WLPHQWTXLOXLHVWLQIOLJªSRXUO ªWHUQLWªQ HVWGRQFTXHMXVWLFH/HYHUVHWFRUDQLTXHHVWFODLU¡FHSUR SRV? m,OVQHSRXUURQWSDVV H[WUDLUHGXIHX|

&RUDQ ?

,EQ$UDE¯DIILUPHTXHSRXUOHVFRQGDPQªVDXIHXªWHUQHOODPLVªULFRUGHFRQVLVWHHQFHTX LOVV KDELWXH URQW¡OHXUVXSSOLFH/HIHXGHYLHQGUD¡WRXWMDPDLVOHPLOLHXTXLOHXUHVWªFKX? ,OQHIDLWSDVGHGRXWHTX LOH[LVWHXQHDIILQLWªHQWUHOHIHXHWFHUWDLQHV£PHVFULPLQHOOHV&HV£PHVVRQWHQ HIIHWXQYªULWDEOHIR\HUGHSDVVLRQVHQYLHUDQFRHXUFXSLGLWªMDORXVLHKDLQHFRO©UHYHQJHDQFHUªEHO OLRQVHQWLPHQWVFULPLQHOVGHWRXWHVVRUWHV(OOHVVRQWUªHOOHPHQWFRPSDUDEOHVDXIHX? 'HWHOOHV£PHVQHSHXYHQWYLYUHHQSDL[(OOHVQHSHXYHQWUHVWHUXQHVHXOHKHXUHVDQVDOOXPHUXQHJXHUUH DXWRXUG HOOHVVDQVSURYRTXHUOHIHXSDUFHTXHOHIHXHVWOHXUPLOLHXHWOHXUQDWXUH? ? &RQGDPQªHVDXIHXHOOHVQ RQWTXHFHTX HOOHVPªULWHQW/HVRUWTXLHVWOHOHXUUHVSHFWHODORLYRXODQWTXH FKDTXHFKRVHVRLW¡VDSODFH6LHOOHVHQWUDLHQWDXSDUDGLVHOOHVQHO DSSUªFLHUDLHQWSDV? 1 RQWHOOHVSDVUHIXVªODSDL[VXUODWHUUH"? /HIHXGHO HQIHUHWOHSDUDGLVGRLYHQW«WUHFRPSULVVHORQXQHLQWHUSUªWDWLRQODUJH/H IHXGDQVO $XGHO¡ Q HVWSDVXQEUDVHUR,OQHIODPEHSDVFRPPHOHVLQFHQGLHVTXHQRXVFRQQDLVVRQVLFLEDV/HVSªFKHXUV TXLV \WURXYHQWQRXVGLW'LHXSDUOHQWHWVHPDXGLVVHQWPXWXHOOHPHQW'DQVFHIHXVHWURXYHXQDUEUHSRU WDQW GHV IUXLWV O DUEUH GH =DTTRXP TXL VRUW GX IRQG GH OD IRXUQDLVH  DLQVL TXH GH O HDX ERXLOODQWH GRQW V DEUHXYHQWOHVGDPQªV?

 



&HIHXRºVHWURXYHQWXQDUEUHHWGHO HDXHWGDQVOHTXHORQSDUOHHVWQªFHVVDLUHPHQWGLIIªUHQWGHFHOXLTXH QRXVFRQQDLVVRQV? m&DTXHIRLVTX XQHFRPPXQDXWªSªQªWUHUDGDQVOHIHX HOOHPDXGLUDVDVĔXU4XDQGHOOHVV UH WURXYHURQWUªXQLHV ?DU U  UDDUP U?6 U9 F F  V    VUUU, U F  F£ PA U  UDFDFUF UD    PD V VVD U | & UD  ? &HIHXGDQVOHTXHORQSDUOHHWmTX HVWQRXUU GRPPHVHWGHS HUUHV| &RUDQ UHO©YHGXP\VW©UH &HTX HQHVWG WOHVWSDUV PSOHVPªWDSRUHV? 2QQHGR WWRXWHIR VSDVFRQFOXUHGHFHVSURSRVTXHQRXVQ RQVOH[ VWHQFHGXQF£W PHQWFRUSRUHOSRXU QH UHWHQ U TXH OHF£W PHQW PRUDO (QHIIHW OH[ VWHQFH GX SUHP HU HVW DXVV FOD UHPHQW DII UPªH ,O QHVW QXOOHPHQWSHUP VGHQGRXWHUHWQRXV\FUR\RQV1RXVG VRQVFHSHQGDQWTXHOHVFDUDFWªU VW TXHVSUªF VHV HWGªWD OOªHVGHFHF£W PHQWFRUSRUHOQRXVªFDSSHQW(OOHVUHO©YHQWGXP\VW©UHFRPPHGD OOHXUVOHIHX GHOHQIHUHQMXJHUGDSU©VOHVPªWDSRUHVFRUDQ TXHV ODSSDUD¯WTXHFHIHXHVWG IIªUHQWGHFHOX G F  EDV,OVHPEOHDXVV TXHOHVFRUSVD\DQW¡OHQGXUHUVR HQWG IIªUHQWVGHVFRUSVWHUUHVWUHVHWGªO FDWVTXH VRQWOHVQµWUHV F EDV? ,OHQYDGHP«PHSRXUOHSDUDG V&HQHVWSDVXQPDUFªGHOªJXPHVGHGDWWHVGHJUHQDGHVHWGHUD V Q /HV GHVFU SW RQV TXHQ GRQQH OH &RUDQ VRQW ¡ QRXYHDX GH V PSOHV PªWDSRUHV GHV H[HPSOHV GHV DS SUR[ PDW RQV? m9R F FRPPHQWVHSUªVHQWHOH-DUG QSURP V¡FHX[TX FUD JQHQWA HX O\DXUDGHVU Y ©UHV¡ OHDX QFRUUXSW EOHHWGHVIOHXYHVGHOD WDXJR¼W QDOWªUDEOH| &RUDQ ? &HWWHGHVFU SW RQQHVWTXXQH OOXVWUDW RQSRXUP HX[ID UHFRPSUHQGUHèRXWHIR VODUªDO WªSUªF VHUHVWH P\VWªU HXVH? m1XOQHFRQQD¯WODMR HTXH-HOHXUUªVHUYHHQUªFRPSHQVHGHOHXUVDFW RQV| &RUDQ ? m8QMDUG QODUJHFRPPHOHVF HX[HWODWHUUH|

&RUDQ ?

&HQHVWGRQFSDVXQEDQDOMDUG Q? m8QHDERQGDQFHGHIUX WVQRQFXH OO V¡ODYDQFHQ  QWHUG WV|

&RUDQ ?

AHVIUX WVG IIªUHQWVGHVQµWUHVSDUFRQVªTXHQW? m8QY QGRQW OVQHVHURQWQ  QG VSRVªVQ HQ YUªV|

&RUDQ ?

,OQHVDJ WGRQFSDVGHQRWUHY QTX GRQQHGHVPDX[GHW«WHHWID WSHUGUHODUD VRQ? A HXG WGHVDE WDQWVGXSDUDG V? m1RXVDYRQVH[WUD WGHOHXUVFĔXUVODD QHTX \FRXYD WHQFRUH|

&RUDQ ?

/DSXU I FDW RQGHFHV£PHVVRS©UHGXQHID¨RQTX QRXVªFDSSH?  



/HSDUDGLVUHO©YHGRQFOXLDXVVLGXP\VW©UH'HWHOVSURSRVQHVRQWHQULHQXQHQªJDWLRQGXERQKHXUVHQ VLEOH 1RXV FUR\RQV HQ HIIHW TXH OD YLH SDUDGLVLDTXH HVW XQ ERQKHXU ¡ OD IRLV VHQVLEOH HW VSLULWXHO WRXW FRPPHOHIHXGHO HQIHUHVWXQFK£WLPHQWDYHFFHVGHX[P«PHVFDUDFWªULVWLTXHV/HSRLQWVXUOHTXHOQRXV YRXORQVLQVLVWHUHVWOHVXLYDQWOHVFLUFRQVWDQFHVGªWDLOOªHVGHFHERQKHXUHWGHFHFK£WLPHQWVRQWP\VWª ULHXVHV(QWRXWFDVOHSDUDGLVQ HVWSDVXQPDUFKªGHIUXLWVHWGHOªJXPHVHWOHIHXGHO HQIHUQ HVWSDV XQHUµWLVVRLUH? 3DUOHFK£WLPHQWGDQVO $XGHO¡'LHXQHYHXWSDVGªPRQWUHUVD3XLVVDQFHHQGªWULPHQWGHVHVVHUYLWHXUV ,OYHXWVHXOHPHQWOHVSXULILHUOHVDPHQHU¡ODFRQQDLVVDQFHOHVFRUULJHUHWOHXUPDQLIHVWHUVD0LVªULFRUGH? m3RXUTXRL'LHXQRXVLQIOLJHUDLW,OXQFK£WLPHQW?V  V«VUF D VVDVV  VFU "| & UD ? ? /HIRQGHPHQWGXFRPSRUWHPHQWGLYLQHVWO DEVHQFHGHFK£WLPHQW? ,OQ \DSDVGHSXQLWLRQSRXUOHFUR\DQWSDUYHQX¡ODFRQQDLVVDQFHGH'LHX/HFK£WLPHQWGLYLQVHGªYHUVH XQLTXHPHQWVXUO LQILG©OHREVWLQªVXUFHOXLSRXUTXLWRXVOHVPR\HQV RQWªFKRXªSRXUOHFRQGXLUHVXUOH 'URLW&KHPLQSDUODYRLHGHODFRQQDLVVDQFHHWGHODFRPSUªKHQVLRQ? m VVXUªPHQW RXV OHXU IHURQV R¼WHU XQ FK£WLPHQW LPPªGLDW? DV D  UD F£ P? 3UU U  V"| & UD ? & HVWDLQVLTXH'LHXVHFRPSRUWH,OIDLWJR¼WHUDX[KXPDLQVXQFK£WLPHQWPRLQGUHLFLEDVSRXUOHVUªYHLO OHUGHOHXUWRUSHXUSRXUOHVIDLUHVRUWLUGHOHXUVXUGLWªHWGHOHXUOªWKDUJLHm3HXWWUHUHYLHQGURQWLOV"|? 6LOHVLQILG©OHVV REVWLQHQWGDQVOHXUUHIXVGHFURLUHWRXVOHVPR\HQVXWLOLVªVV ªWDQWUªYªOªVLQHIILFDFHVLO QHUHVWHSOXV¡'LHXTX ¡OHVH[SRVHUDXFK£WLPHQWYªULWDEOHSRXUOHVDPHQHU¡ODFRQQDLVVDQFH(WIDLUH FRQQD¯WUHODYªULWªQ HVWFHSDVODPLVªULFRUGHPPH"? 6L'LHXOHVODLVVDLWGDQVOHXUDYHXJOHPHQWOHXULJQRUDQFHHWOHXUQªJOLJHQFH,OVHUDLWLQMXVWH0DLVTX ,O VRLWH[DOWªm,OHVWªOHYª¡XQHJUDQGHKDXWHXU|DXGHVVXVGHSDUHLOOHªYHQWXDOLWª,OIDLWPRQWUHGHVD 3URYLGHQFHHQH[SRVDQWFHVLJQRUDQWVDXIHXGHO HQIHU? èRXW FH TX ,O IDLW HVW LQVSLUª SDU VD 0LVªULFRUGH  ,O HQYRLH O LQILG©OH HQ HQIHU SRXU O ªGXTXHU HW OXL IDLUH FRQQD¯WUHFHTX LODYRXOXLJQRUHU,OUªVHUYHOHSDUDGLVDXFUR\DQWSRXUOXLPDQLIHVWHUVDIDYHXUHWVD*ª QªURVLWª? m0D0LVªULFRUGHV ªWHQG¡WRXWHFKRVH|

&RUDQ ?

2XL'LHXDYRXOXTXHVD0LVªULFRUGHV ªWHQGH¡WRXWHFKRVHPPHDXFK£WLPHQW? 4XHO RQPHSHUPHWWHXQHQRXYHOOHIRLVG LQWHUURJHUQRWUHFKHUGRFWHXUVRQDYLV'LHXVHUDLW,OSOXVMXVWH V ,OQHPHWWDLWDXFXQHGLIIªUHQFHHQWUHRSSUHVVHXUVHWRSSULPªVHQWUHDVVDVVLQVHWYLFWLPHVHWV ,ORUJDQL VDLWXQHIWHGDQVO $XGHO¡HQO KRQQHXUGHWRXVVDQVGLVWLQFWLRQ"(VWLOMXVWHVHORQQRWUHGRFWHXUTXHOH EODQFHWOHQRLUVRLHQWGHVFRXOHXUVLGHQWLTXHV"? ?

 



' DXFXQVSHQVHQWTXHOHFK£WLPHQWHVWLQGLJQHGH'LHX1RXVOHXUUªSRQGRQV'LHXQHQRXVSXQLW,OSDV GHIDLWLFLEDV"4XHVRQWODYLHLOOHVVHODPDODGLHHWOHFDQFHUVLQRQGHUªHOVFK£WLPHQWV"(WTXLDFUªªOHV PLFUREHV"? &HVUªDOLWªVQHVRQWHOOHVSDVDXWDQWG DYHUWLVVHPHQWVTXHQRXVVRPPHVHQSUªVHQFHG XQ'LHXTXLSHXW SXQLU"?

Ê?  ?  ?? ?? 0RQDPLPHGLWHQFOLJQDQWGHV\HX[?

6HORQFHUWDLQVODUHOLJLRQHVWXQRSLXPSRXU OHVSDXYUHVHWOHVRSSULPªV3RXUOHVHQGRUPLUOHXUIDLUH RXEOLHUOHXUSDXYUHWªHWO LQMXVWLFHGHOHXUªWDWHOOHOHVWUDQVSRUWHGDQVGHVU«YHVGHSDUDGLVHWGHKRXULV 'DQVOHP«PHWHPSVHOOHDIIHUPLWOHVULFKHVGDQVOHXURSXOHQFHVRXVSUªWH[WHTX HOOHOHXUUHYLHQWGHGURLW 'LHX D\DQW FUªª OHV KRPPHV VHORQ GLYHUV UDQJV 4X HQ SHQVHVWX " 4XHSHQVHVWXHQVXLWHGHFHX[TXLSUªWHQGHQW TXHODUHOLJLRQQ D SDVªWªUªYªOªHSDU'LHX PDLVTX HOOH SURYLHQWG LFLEDVHWTX HOOHHVWQªHG XQFRQWH[WHVRFLDOSRXUVHUYLUG DUPHDXSURILWGXQHFODVVHFRQWUHXQH DXWUH"? 0RQDPLIDLVDLWDOOXVLRQDX[PDWªULDOLVWHVHW¡OHXUVWKªRULHV-HOXLUªSRQGLV? 5LHQGHSOXVLQFRKªUHQWTXHFHWWHHUUHXUVHORQODTXHOOHODUHOLJLRQVHUDLWXQRSLXP(QUªDOLWªODUHOLJLRQ HVWIDLWHG REOLJDWLRQVG HQJDJHPHQWVGHFRQVFLHQFHGHVUHVSRQVDELOLWªV(OOHQHIDYRULVHSDVODGªPLV VLRQRXO DEGLFDWLRQ(OOHQ HVWSDVXQHIXLWHGHVUHVSRQVDELOLWªV(OOHQ HVWSDVXQRSLXP? 1RWUHUHOLJLRQHQFRXUDJHO DFWLRQQRQODIDLQªDQWLVH? mALVDJLVVHALHXYHUUDYRVDFWLRQV|

&RUDQ ?

6 LOIDXWVHORQQRXVV DEDQGRQQHU¡ALHXFHODQHVLJQLILHSDVVHUªVLJQHUSDVVLYHPHQW/ DEDQGRQ¡ALHX VXSSRVHTXHO RQVRLWIHUPHGDQVVDGªFLVLRQTXHO RQIDVVHWRXWVRQSRVVLEOHTXHO RQGªSHQVHOHPD[L PXPGHVRQªQHUJLHHWGHVRQHVSULWLQYHQWLISRXUV HQUHPHWWUHHQVXLWHDXAªFUHWHW¡OD6DJHVVHGHALHX? m/RUVTXHWXDVSULVXQHGªFLVLRQSODFHWDFRQILDQFHHQALHX|

&RUDQ ?

0DLVODGªFLVLRQG DERUG? FHOXLTXLYHXWODLVVHUVDFKDPHOOHHQOLEHUWªHQV HQUHPHWWDQW¡ODJDUGHGHALHXOH3URSK©WHGªFODUHm $WWDFKHODHWPHWVWDFRQILDQFHHQALHX|$XWUHPHQWGLW)DLVG DERUGWRXWWRQSRVVLEOH$WWDFKHVROLGH PHQWWDFKDPHOOHHWPHWVHQVXLWHWDFRQILDQFHHQALHX? /DUHOLJLRQVXSSRVHGHODSDUWGHO KRPPHTX LOVRLWªYHLOOªDWWHQWLIYLJLODQW(QWRXWHDFWLRQSDUROHRXGª FLVLRQLOGRLWMDXJHUOHVPRXYHPHQWVGHVRQ£PHHWH[DPLQHUVDFRQVFLHQFH2UFHODQ HVWOHFDVGHFHX[ TXLIRQWXVDJHGHO RSLXP? /HYªULWDEOHRSLRPDQHHVWHQIDLWOHPDWªULDOLVWHTXLQLHODUHOLJLRQSRXUIXLUVHVUHVSRQVDELOLWªVHWQHSDV DYRLU¡VXSSRUWHUOHVFRQVªTXHQFHVGHVHVDFWHV2XELHQFHOXLTXLV LPDJLQHTXHOHSUªVHQWOXLDSSDUWLHQW VDQVSHUVRQQHSRXUOHVXUYHLOOHUHWOXLGHPDQGHUGHVFRPSWHV2XHQFRUHFHOXLSRXUTXLLOQ \DSDVGHUª VXUUHFWLRQDSU©VODPRUWGHWHOOHVRUWHTX LOSXLVVHIDLUHWRXWFHTXLOXLSOD¯W0DLVTXHOOHUHVVHPEODQFHHQWUH XQWHOKRPPHHWOH0XVXOPDQUHOLJLHX[TXLV HVWLPHUHVSRQVDEOHGHVRQSURFKDLQHWTXLG©VTX XQVHXOGH

 



VHVVHPEODEOHVDIDLPRXTXHO RQIUDSSHXQDQLPDOVHUHSURFKH¡OXLP«PHGHQHSDVDYRLUDFFRPSOLFH TXHVDUHOLJLRQOXLLPSRVH"? (QRXWUHLOQ HVWSDVH[DFWTXHODUHOLJLRQSURYLHQQHG LFLEDVHWTX HOOHVRLWQªHG XQFRQWH[WHVRFLDOSRXU VHUYLUG DUPHDXSURILWG XQHFODVVHFRQWUHXQHDXWUHSRXUPDLQWHQLUOHULFKHGDQVVRQRSXOHQFHHWOHSDX YUHGDQVVDPLV©UH? $XFRQWUDLUH/ ,VODPHVWYHQXSU«FKHUODUªYROWHFRQWUHOHVULFKHVFRQWUHFHX[TXLWKªVDXULVHQWFRQWUH FHX[TXLH[SORLWHQWHWRSSULPHQWDXWUXL,ODRUGRQQªFODLUHPHQWTXHO DUJHQWQHVRLWSDVXQPRQRSROHH[ FOXVLIGHVULFKHVPDLVXQGURLWSRXUWRXV? m$QQRQFHXQSªQLEOHFK£WLPHQW¡FHX[TXLDPDVVHQWO RUHWO DUJHQW?VDVU  VUVUF P A | &RUD ? ,OHVWWRXWG DERUGQªFHVVDLUHGHV DFTXLWWHUGHO DXPµQHOªJDOHVRLWGHVHVUHYHQXV(QVXLWHOLEUH¡ FKDFXQGHGLVWULEXHUWRXWVRQDYRLUGHWHOOHVRUWHTX LOQHOXLUHVWHTXHVRQSDLQTXRWLGLHQ? m,OVW LQWHUURJHQWDXVXHWGHO DXPµQHALVGRQQHYRWUHVXSHUOX| &RUDQ ? /HVXSHUOXHVWWRXWFHTXLH[F©GHOHQªFHVVDLUHSRXUYLYUH? / ,VODP D GRQF DLW OH OLHQ HQWUH O REOLJDWLRQ LPSRVªH SDU OD /RL PXVXOPDQH HW FHOOH GªFRXODQW G XQ OLEUH FKRL[GHODFRQVFLHQFH&HODHVWSOXVUHVSHFWXHX[GHO KRPPHTXHQHOHVHUDLWODVSROLDWLRQGHVELHQVSDU ODRUFHHWODFRQLVFDWLRQ? ? 2QSDUYLHQWDLQVL¡XQSRXUFHQWDJHVXSªULHXU¡VDQVTX DXFXQHFRQWUDLQWHQHVRLWH[HUFªH? / ,VODPHVWDSSDUXQRQSDVSRXUHQFRXUDJHUO LQXVWLFHGHVRSSUHVVHXUVPDLVSRXUSU«FKHUODUªYROWHRX YHUWHFRQWUHHX[6DYHQXHGªFOHQFKDODJXHUUHFRQWUHOHVW\UDQVHWOHVGHVSRWHV? /HVPDWªULDOLVWHVDFFXVHQWODUHOLJLRQG «WUHUªWURJUDGHHWGHDYRULVHUODGLYLVLRQGHODVRFLªWªHQFODVVHV VRFLDOHV,OVVHUª©UHQWLFLDX[YHUVHWVVXLYDQWV? mALHXDDYRULVªFHUWDLQVG HQWUHYRXVSOXVTXHG DXWUHV| &RUDQ ? m& HVWRXVTXLªOHYRQVGHTXHOTXHVGHJUªVFHUWDLQVG HQWUHHX[DXGHVVXVGHVDXWUHV| &RUDQ ? RXVUªSRQGRQVTXHFHVFLWDWLRQVV DSSOLTXHQWWRXWDXWDQW¡3DULV%HUOLQHW0RVFRXTX DX&DLUH¡ADPDV RX¡-HGGD(QQRXVSURPHQDQW¡0RVFRXQRXVUHQFRQWURQVGHVJHQVTXLVHGªSODFHQW¡SLHGG DXWUHV¡ ELF\FOHWWHG DXWUHVHQ0RVFRYLWFKG DXWUHVHQLQHQYRLWXUHGHOX[H?  HVWFH SDV OD SUHXYH TXH WRXV Q RQW SDV OH P«PH QLYHDX GH YLH OD P«PH VLWXDWLRQ VRFLDOH OH P«PH VWDQGLQJ"/DGLVSDULWªHQWUHOHVKRPPHVHVWXQHUªDOLWªTXHOHFRPPXQLVPHQ DSDVSXVXSSULPHU? 0«PHOHVPDWªULDOLVWHVHWOHVDQDUFKLVWHVOHVSOXVDQDWLTXHVQ RQWSDV SUµQªO H[LVWHQFHGHO ªJDOLWªFDU HOOHHVWLPSRVVLEOH&RPPHQWGªFODUHUªJDX[GHV«WUHVTXLQHOHVRQWSDV"? A©VOHXUQDLVVDQFHOHVKRPPHVVRQWLQªJDX[(QLQWHOOLJHQFHHQRUFHHQEHDXWªHQWDOHQWVHQWRXWHV FKRVHV GHV GHJUªV OHV VªSDUHQW /HV GRFWULQHV ªFRQRPLTXHV RQW SX WRXW DX SOXV DVSLUHU ¡O ªJDOLWª GHV  



FKDQFHVRIIHUWHV¡WRXVSRXUTXHFKDFXQDLWDFF©VDXP«PHWLWUHTXHOHVDXWUHV¡O LQVWUXFWLRQ¡O DLGH PªGLFDOHDXPLQLPXPYLWDO? & HVWH[DFWHPHQWFHTXHSU«FKHQWOHVUHOLJLRQV? >@? ? /DUHOLJLRQQHUHVWHSDVVLOHQFLHXVHGHYDQWOHVGLVSDULWªVTXLVªSDUHQWOHVULFKHVGHVSDXYUHV$XFRQWUDLUH HOOH RUGRQQH TXH FHWWH VLWXDWLRQ VRLWUªWDEOLH VXU GHV EDVHV SOXV ªTXLWDEOHV HQ DFFRUGDQW DX SDXYUH XQH SDUWGHVELHQVGXULFKH6HORQHOOHFHVGLIIªUHQFHVVRQWXQHªSUHXYHXQWHVW? m RXV IDLVRQV GH FHUWDLQV G HQWUH HX[?  D   U V DUV ? D   VD U V  V V F VDV| & UD  ? 9R\RQV4XHIHUDOHSXLVVDQWGHVDIRUFH"6 HQVHUYLUDWLOSRXUVHFRXULUOHVIDLEOHVRXELHQSRXUIUDSSHU WXHUV LPSRVHUVXUFHWWHWHUUH"4XHIHUDOHULFKHGHVDULFKHVVH"/ XWLOLVHUDWLOSRXURSSULPHUOHVDXWUHV" /DJDVSLOOHUDWLOLQXWLOHPHQWRXV HQVHUYLUDWLOSRXUIDLUHOHELHQHWVRXODJHUOHVEHVRLQVG DXWUXL"4XH IHUDOHSDXYUHGHVDSDXYUHWª"6HODLVVHUDWLOJXLGHUSDUO HQYLHHWODKDLQH"6 DGRQQHUDWLODXYROHWDX SLOODJHRXELHQWUDYDLOOHUDWLOSUHQGUDWLOGHODSHLQHSRXUV HIIRUFHUG ªOHYHUVRQQLYHDXGHYLHHQUHVSHF WDQWODORLHWODMXVWLFH"? (QRUGRQQDQWODMXVWLFHHWO DPªOLRUDWLRQGHODFRQGLWLRQVRFLDOHVXUODEDVHGHSRVVLELOLWªVªJDOHVRIIHUWHV¡ WRXVODUHOLJLRQUDSSHOOHODPHQDFHGXFK£WLPHQWGDQVO $XGHO¡(OOHDIILUPHTX LO\DXUDGDQVFHW$XGHO¡ GHVGHJUªVHQFRUHSOXVQHWWHPHQWPDUTXªVSRXUTXHVRLHQWILQDOHPHQWUªDOLVªHVOHVUªIRUPHVTXLQHO DX URQWSDVªWªLFLEDV? m,O\DXUDGHVGHJUªVªOHYªVGDQVODYXHIXWXUH?V U U  VUDF U| & UD ? FHX[TXLDFFXVHQWO ,VODPG «WUHUªWURJUDGHVXUOHSODQSROLWLTXHQRXVUªSRQGRQVTX LOQ \DSDV GHORL SOXVSURJUHVVLVWHFRQFHUQDQWOHV\VW©PHGHJRXYHUQHPHQWTXHFHOOHDSSRUWªHSDUO ,VODP? /HUHVSHFWGHODSHUVRQQH\DWWHLQWVRQVRPPHW/ ,VODPDHQFHODSUªFªGªHWGªSDVVªOD'ªFODUDWLRQGHV 'URLWVGHO +RPPH3RXUOXLHQHIIHWO LQGLYLGXªTXLYDXW¡O KXPDQLWªHQWL©UH? m&HOXLTXLDWXªXQKRPPHTXLOXLP«PHQ DSDVWXª?  DDVF PP V FVUDU U ?VF V  U F PPDD  VV PPV?F  VD V PP?VF V  U  F PPDDVD  VV PPV| & UD  ? 4X XQ UHVSRQVDEOH SROLWLTXH DLW ¡ VRQ DFWLI GHV UªDOLVDWLRQV GHV UªIRUPHV GHV SURMHWV G XUEDQLVDWLRQ OD FRQVWUXFWLRQGHEDUUDJHVHWG XVLQHVHWFSHXLPSRUWH6 LOWXHXQHVHXOHSHUVRQQHLQMXVWHPHQWHQYXHGH WHOOHRXWHOOHUªIRUPHLOVHUDFRQVLGªUªFRPPHD\DQWWXªWRXVOHVKRPPHV? $XFXQHGRFWULQHSROLWLTXHGXSDVVªRXGXSUªVHQWQ HVWSDUYHQXH¡XQWHOVRPPHWGDQVOHUHVSHFWGHO LQ GLYLGX$ORUVTX LODXQHYDOHXUUHODWLYHGDQVWRXWHVOHVGRFWULQHVSROLWLTXHVO LQGLYLGXDHQ,VODPXQHYD OHXUDEVROXH,OHVWLQYXOQªUDEOHGDQVVDGHPHXUHVHVVHFUHWV SDVG HVSLRQQDJHQLGHFDORPQLH VRQDU JHQWVHVPR\HQVGHVXEVLVWDQFHVHVELHQVVDOLEHUWª? èRXW D VD SODFH GDQV OH &RUDQ P«PH OHV VDOXWDWLRQV P«PH OD PDQL©UH G DFFXHLOOLU OHV DXWUHV HW G «WUH FRXUWRLV¡OHXUªJDUG?  



'LHXGLWDX3URSK©WHVLSDUIDLWHWFRPSªWHQWVRLWLO? m7XQHVSDVSRXUHXXQGHVSRWH| &RUDQ ? m)DLVHQWHQGUHOH5DSSHO7XQHVXHFHOXLXLIDLWHQWHQGUHOH5DSSHO?VDVFDU V VU  U| &RUD ? mVFU DVV UUV| & UD ? 'LXDLUGLGUGUXFXODX[J XYUDVGGªLLUOVJUDGVGFP G? mXODUPL XVVG G6LJXUG UVG'LX| & UD ? m7 6LJXUDGªFUªªXY XVDG ULXXL|

& UD ?

,ODF GDPªOVULJUªJDLUODGªPDJ JLODV XPLVVL DYXJO¡ODPDM ULªU PXV? mDOXDUGV PPVVDYUL| & UD ? mDOXDUGV PPVF PUDV| & UD ? mDOXDUGV PPVFU LDV| & UD ? m,OVVXLYXGVF MFXUVLOVVF GVX VLL V|

& UD ?

? m,OVV F PDUD OVX¡GX ªDLO?V DU VF U  AU &P | & UD  ? ,ODFRQGDPQªOHUDFLVPHHWOHFKDXYLQLVPH? mHOXVQR OHGHQWUHYRXV DXUVGHALHX HVWOHOXVLHXGHQWUHYRXV| &RUDQ   m&HVWXLXLYRXVDFUªªVGXQVHXOWUH|

&RUDQ  ?

,VODPDRªUªODMRQFWLRQHWODV\QWKVHHQWUHOHPDWªULDOLVPHGX-XGD°VPHHWOHVLULWXDOLVPHGX&KULV WLDQLVPHHQWUHODMXVWLFHDXVWUHXLGªFODUHVFKHPHQWm2HLORXURHLO GHQWRXUGHQW|HWODFKDULWª OD WROªUDQFHHWUPHXLIDLWGLUHmFHOXLXLWHIUDHVXUODMRXHGURLWH UªVHQWHHQFRUHODJDXFKH|? H&RUDQHVWYHQXUªDOLVHUOHMXVWHPLOLHXHQWUHO$QFLHQèHVWDPHQW>@HWOŠYDQJLOH>@,ODQQRQFHODORL GHODPLVªULFRUGH V\QWKVHGHMXVWLFHHWGHFKDULWª,ODIILUPHODOªJLWLPLWªGHODXWRGªIHQVH WRXWHQUªIª UDQWFHHQGDQWOLQGXOJHQFHHWOHDUGRQGHVRIIHQVHV? m&HOXLXLHVWDWLHQWHWXLDUGRQQHIDLWPRQWUHGHVPHLOOHXUHVGLVRVLWLRQV|

&RUDQ  ?

6LOHFDLWDOLVPHDUHFRQQX¡OLQGLYLGXODOL HUWªGXJDLQDOODQWMXVX¡OHORLWDWLRQGDXWUXL DORUVXHOH FRPPXQLVPHDDQQLKLOªHQWLUHPHQWFHWWHOL HUWª O,VODPDUªFRQLVªXQHVROXWLRQPªGLDQH?  



m8DUFV PPVDU DF VDUUV  UVUU UDDUF VPPVDU DF VDUUV  UVUU UD| & UD ? /  V EUUFUFUJD PD V  DDVU  DFFDDUU U V U    DUªD Vª8DUVP U DUU DD U¡ U DPµ E JD U    D UDD¡&DUF V DV EªUD ª D UVU  ' VUJD ( ªUDFDUDJ ,VDPDPU  VPF U Eª¡VD JDUU¡D VD  EUª  U D U? /& UDD FDUD PUD V V DUVVU¡D& PPDªPVPDFVUPV m VD VD  V& PPDªª JªVUPV|

& UD ?

/ ,VDPVDU J MVP  ? /& UD VDDV P VªUªJ P   ªUP ª PD ©UJ  UUP  V PªD ªFDU' VD D VF UF VDFVD V FDJDV,V V   PP  D UD¡V VU     UªDE UUVF V  V V  ª   PV( UV0VPDV D UVU  UV¡ ªFDJVF D VVDFV V U UD ¡¡  ª VDVVUUPUVUF V  UªF V? 3 UFUD V & UDV VF ª UVUF PPDD V   VJªªUDV  ªª  VªVVD ª P VFDUDFªU V V J  UP ªD, VDDV P Vª ª U UªF V& V¡ VVFUVV FDUDF©UP UDFV FF DV   F DF   PUF ?  VF VD V F VV& UD¡ D DJDU VVª U VU JUVV V V? F   DFFV D U J   PP E  VP   VDJD   V Uª  V     D MDPD V ªª D V  U ,VDP$F UD U ,VDPD M UVD U VªDF PD DUª  ª   FDJP/V UVVF UD V¡FVMUªVDFDPE J°ª? m' V3DUF UDUUF V ªUF PP, F PPFP¡DFUªD | & UD ? m4  PPF V ©U FF¡DU U  DªªFUªª,DªªFUªª J  DUª DU D UV PEVVFµV| & UD ? mF V ©U VDVF PPVFDPD ªªFUªªVF PPF Dªªª ªF P PVP DJV ªªDFªVF PPDUUDªªDD "| & UD ? /& UD VPD ª UF PP  PPVD PDVP DJVUFUªªV, V   ¡ EVU U D P V F FV   ªF UF UUVU VF  V F UV FªVV F EU  F V V VM UVDUJª  J DVU  P DD P \V  J E  J P EU\  J ? , VPDF U F P  UUDUUUDVVPEUVU V U V UPU MJPª UV VF FUDF PPFPD&UªD &F D VVDFF UUV  ¡F VVD VDFPDUVVF FV ª  ?

 



/ HUUHXUQHGRLWSDVIDLUHSHXU? / ,VODPUªFRPSHQVHHQHIIHWFHOXLTXLFRQVDFUHVHVHIIRUWV¡ODUHFKHUFKHP«PHV LOVHWURPSH3RXUFHOXL TXLSDUYLHQW¡ODYªULWªODUªFRPSHQVHVHUDGRXEOH? 2QQHVDXUDLWSUªWHQGUHTXHODUHOLJLRQIXWSRXUQRXVXQHFDXVHGHVRXVGªYHORSSHPHQWHWTXHO DWKªLVPH IXWSRXUO 2FFLGHQWVRXUFHGHSURJU©V(QIDLWQRXVDYRQVSULVGXUHWDUGORUVTXHQRXVDYRQVDEDQGRQQªFH TXH QRXV SUHVFULYDLW QRWUH UHOLJLRQ 0DLV ORUVTXH OHV 0XVXOPDQV REªLUHQW DX[ LQMRQFWLRQV GX &RUDQ LOV FRQQXUHQWXQUªHOSURJU©VHWO RQYLWDSSDUD¯WUHXQŠWDWV ªWHQGDQWGHO RFªDQ$WODQWLTXH¡ODSªQLQVXOH$UD ELTXH& HVWDORUVTXHILUHQWOHXUDSSDULWLRQGHVVDYDQWVFRPPH$YLFHQQHHQPªGHFLQH$YHUUR©VHQSKLOR VRSKLH,EQDO+D\WKDPHQPDWKªPDWLTXHV,EQDO1DI¯VHQDQDWRPLHHW-£ELU,EQ+D\\£QHQFKLPLH? /HPRQGHHQWLHUQRXVHPSUXQWDLWQRVVFLHQFHV-XVTX ¡QRVMRXUVOHVFRQVWHOODWLRQVJDUGHQWOHXUVDSSHOOD WLRQV DUDEHV GDQV OHV GLFWLRQQDLUHV HXURSªHQV / DSSDUHLO VHUYDQW ¡ OD GLVWLOODWLRQ V DSSHOOH HQ IUDQ ¨DLVDODPELFPRWTXLYLHQWGHO DUDEHDOLPE¯T? / HVVRUGHO 2FFLGHQWHXWSRXUFDXVHQRQSDVO DWKªLVPHPDLVODVFLHQFH? /DFRQIXVLRQUHPRQWHDX0R\HQƒJHORUVTXHO ŠJOLVHH[HU¨DVDW\UDQQLHHWTX HOOHLQVWDXUDOHVWULEXQDX[ GHO ,QTXLVLWLRQ(OOHV RSSRVDDORUV¡ODVFLHQFHHWDX[VDYDQWV*DOLOªHIXWHPSULVRQQª*LRUGDQR%UXQR IXWFRQGDPQªDXE¼FKHU? / ŠJOLVHGHYLQWXQIDFWHXUGHUHWDUGORUVTX HOOHGªWLQWO DXWRULWªSROLWLTXHHWTXHODSDSDXWªGªYLDGHVHVQR EOHV PLVVLRQV /HV FULWLTXHV VXSHUILFLHOV RQW SHQVª TXH FH FRQVWDW V DSSOLTXDLW ªJDOHPHQW ¡ O ,VODP PDLV F HVWXQHHUUHXUGHOHXUSDUW,OQ \HQHIIHWQLSDSHQLFOHUJªHQ,VODP'LHXQ DªWDEOLDXFXQPDQGDWDLUHRX LQWHUPªGLDLUHHQWUH/XLHWOHV0XVXOPDQV? /RUVTXHO ,VODPGªWLQWOHSRXYRLULOIXWHIIHFWLYHPHQWXQIDFWHXUGHSURJU©V1RXVO DYRQVGªM¡GªPRQWUªHW F HVWFHTX DWWHVWHO KLVWRLUH¡O HQFRQWUHGHVDVVHUWLRQVVXSHUILFLHOOHVPHQVRQJ©UHV? (QWHUPHVH[SOLFLWHVOH&RUDQHQFRXUDJHODVFLHQFH,OODSUHVFULWP«PHVDQVPHWWUHHQWUHHOOHHWODUHOL JLRQODPRLQGUHFRQWUDGLFWLRQ? m'LV0RQ6HLJQHXU$FFURLVPDVFLHQFH| &RUDQ ? m/HVVDYDQWVHWOHVLJQRUDQWVVRQWLOVªJDX["| &RUDQ ? m'LHXWªPRLJQHDLQVLTXHOHV$QJHVHWFHX[TXLVRQWGRWªVG LQWHOOLJHQFH? DA   | &RUD ? 'DQVFHGHUQLHUYHUVHWOHV$QJHVHWFHX[TXLSRVV©GHQWODVFLHQFHVRQWDVVRFLªVGDQVOHXUDSSDUWHQDQFH¡ 'LHXHWO KRQQHXUGHSURFODPHUVRQ1RP? /HSUHPLHUYHUVHWFRUDQLTXH¡DYRLUªWªUªYªOªFRPPHQFHSDUFHPRWm/LV|/HVSOXVKDXWHVGLVWLQF WLRQVVRQWSURPLVHVDX[VDYDQWV? m'LHXSODFHUD¡GHVGHJUªVªOHYªVFHX[G HQWUHYRXVTXLFURLHQWHWFHX[TXLDXURQWUH¨XOD6FLHQFH | &RUDQ ? /HPRWVFLHQFHHWVHVGªULYªVVRQWUªSªWªVDSSUR[LPDWLYHPHQWIRLVGDQVOH&RUDQ&RPPHQWSHXWRQ DORUVSDUOHUHQFRUHGHFRQWUDGLFWLRQHQWUHUHOLJLRQHWVFLHQFH"&RPPHQWSUªWHQGUHTXHODUHOLJLRQIDLWREV WDFOH¡ODVFLHQFH"?  



'DQVOHVHQVG XQHPHLOOHXUHFRPSUªKHQVLRQGHODUHOLJLRQO KLVWRLUHGHO ,VODPHVWUHPSOLHGHPRXYHPHQWV JXLGªVSDUXQVRXFLGHUHQRXYHDXHWG ªYROXWLRQ/H&RUDQHVWGRQFLQQRFHQWGHO DFFXVDWLRQSRUWªHFRQWUH OXL GH V RSSRVHU DX[ KRPPHV èRXW GDQV QRWUH UHOLJLRQ HVW VXVFHSWLEOH G ªYROXHU èRXW VDXI O HVVHQFH P«PHGXGRJPHHWOHPHVVDJHFHQWUDOGHOD/RLUªYªOªHO 8QLFLWªGH'LHX'LHXQHSHXWGHYHQLUGHX[RX WURLV & HVW XQH YªULWª DEVROXH 'H P«PH OH PDO UHVWHUD WRXMRXUV OH PDO HW OH ELHQ WRXMRXUV OH ELHQ /H PHXUWUHQHVHUDMDPDLVXQHYHUWXQLOHYROXQHERQQHDFWLRQ/HPHQVRQJHQHGHYLHQGUDMDPDLVXQIOHXURQ GRQWSRXUUDLHQWVHSDUHUOHVKRPPHVYHUWXHX[? &HV YªULWªV HVVHQWLHOOHV PLVHV ¡ SDUW OD UHOLJLRQ HVW RXYHUWH ¡ OD UªIOH[LRQ ¡ OD UHFKHUFKH DX[ FRPSOª PHQWVHW¡O ªYROXWLRQ? / ,VODPHQFRXUDJHO XVDJHGHODUDLVRQHWGHODORJLTXHSXLVTXHGDQVVRQHVVHQFHLOHVWOXLP«PHUDWLRQ QHOHWORJLTXH,ODGPHWODGLVFXVVLRQHWOHGLDORJXH? (QPDLQWVHQGURLWV GDQVGHQRPEUHXVHVSDJHVGX&RUDQQRXVUHQFRQWURQVFHWWHTXHVWLRQ m1HFRP SUHQQHQWLOVSDV"|? 3RXUQRXVOHVKRPPHVUHOLJLHX[VRQWFHX[TXLVRQWGRWªVG LQWHOOLJHQFH? m/HVSLUHVGHVE«WHVDX[HX[GH'LHXVRQWOHVVRXUGVHWOHVPXHWVTXLQHFRPSUHQQHQWULHQ| &RUDQ ? ? m1HSDUFRXUHQWLOVSDVODWHUUH"?  VDVFĔU UF PUUV U V U U"| & UD ? /HFĔXUP«PHGHODUHOLJLRQHVWOHUHVSHFWGHODUDLVRQ/HVHQVSRVLWLIHVWOHQHUITXLODPHXWHWODUªYROX WLRQO HVSULWTXLODJXLGH? / ,VODPQ DMDPDLVHQFRXUDJªODO£FKHWªHWO HVSULWQªJDWLI? mIIURQWHVXUOHFKHPLQGHALHXFHXTXLYRXVFRP DWWHQW| &RUDQ ? mALHXDLPHHQYªULWªFHXTXLFRP DWWHQWVXUVRQFKHPLQHQUDQJVVHUUªVFRPPHV LOVIRUPDLHQW XQªGLILFHFRQVROLGªDYHFGXSORP | &RUDQ ? &RP DWWUHVXUOHFKHPLQGHALHXSDUOHGRQGHVDSHUVRQQHGHVHV LHQVGHVHVHQIDQWVOXWWHUIHUPH VDQV DWWUHHQUHWUDLWHIDLUHIURQWDXGªVHVSRLUSDUO HQGXUDQFHHWODFRKªVLRQGHVIRUFHVWHOHVWOHFĔXU GHQRWUHUHOLJLRQ? &RPPHQWHVWLOSRVVL OHDORUVG DFFXVHUXQHUHOLJLRQDXVVLVRXSOHUDWLRQQHOOHVFLHQWLILTXHSRVLWLYHHWUª YROXWLRQQDLUH"&RPPHQWSHXWHOOH«WUHWDªHG LPPR LOLVPHHWGHVWDJQDWLRQVLQRQSDUTXHOTX XQTXLWHO QRWUHFKHUGRFWHXUQHFRQQD¯WSDVOH D DGHVDUHOLJLRQHWQ DMDPDLVULHQOXGX&RUDQ"

p? ?  ??"  ?   ? ?   ?? 0RQDPLPHGLW?

 1 HVWX SDV G DFFRUG DYHF PRL SRXU UHFRQQD¯WUH TXH O ,VODP D XQH SRVLWLRQ UªWURJUDGH ¡ O ªJDUG GH OD IHPPH"?  



,OFRPPHQ¨D¡ªQXPªUHUVXUVHVGRLJWV? /DSRO\JDPLHODFODXVWUDWLRQOHYRLOHOHGURLWGHGLYRUFHUªVHUYª¡O KRPPHOHVFK£WLPHQWVFRUSRUHOV O KLVWRLUHGHVFDSWLYHVGHJXHUUHO DXWRULWªPDVFXOLQHODGRXEOHSDUWTX DO KRPPHVXUO KªULWDJH? -HUªSRQGLVHQUHSUHQDQWPRQVRXIIOH?  /HV DFFXVDWLRQV SOHXYHQW FHWWH IRLVFL ,O \ D EHDXFRXS ¡ GLUH &RPPHQ¨RQV SDU OH FRPPHQFHPHQW ¡ O ªSRTXHGHO LJQRUDQFHTXLSUªFªGDODYHQXHGHO ,VODP-HSHQVHTXHWXGRLV«WUHSDUIDLWHPHQWLQIRUPª GHFHTXLVHSDVVDLWDORUV¡OHXUQDLVVDQFHOHVILOOHVªWDLHQWHQWHUUªHVYLYDQWHVGDQVOHVDEOHO KRPPH SRXYDLW ªSRXVHU MXVTX ¡ GL[ YLQJW IHPPHV  LOFRQWUDLJQDLW VHV VHUYDQWHV ¡OD SURVWLWXWLRQ HW F HVW OXL TXL HPSRFKDLW O DUJHQW /RUVTXH O ,VODP DSSDUXW SHUPHWWDQW G ªSRXVHU TXDWUH IHPPHV F HVW ELHQ XQH OLPLWH TX LOHVWYHQXDSSRUWHU,OYHQDLWVDXYHUODIHPPHGHODKRQWHGHODPRUWGHODVHUYLWXGHGHO KXPLOLDWLRQ? /DIHPPHHVWHOOHDFWXHOOHPHQWSOXVKHXUHXVHHQ(XURSHDYHFODGªSUDYDWLRQGHVPĔXUVVLUªSDQGXHO¡ EDVDYHFODPXOWLSOLFDWLRQG DPDQWHVTXLHVWGHYHQXHXQHUªDOLWªGDQVGHWU©VQRPEUHX[PªQDJHV"? 1 HVWLOSDVSOXVKRQRUDEOHSRXUODIHPPHG «WUHODGHX[L©PHªSRXVHGHTXHOTX XQTX HOOHDLPHHQMRXLV VDQWGHWRXVVHVGURLWVG ªSRXVHTXHG «WUHXQHDPDQWHTXLGRLWVHFDFKHUSRXUGªUREHUTXHOTXHSODLVLU"? 1RWRQV¡FHSURSRVTXHO ,VODPDIDLWGHODSRO\JDPLHXQHSHUPLVVLRQTXDVLPHQWYDLQHªWDQWGRQQªTX LOO D OLªH¡XQHFRQGLWLRQGLIILFLOHPHQWUªDOLVDEOH¡VDYRLUODMXVWLFHHQYHUVWRXWHVOHVªSRXVHV? m6LYRXVFUDLJQHGHQ «WUHSDVªTXLWDEOHV?UVPP| &RUD ? m9 V  UDUD P  D V? DUFDF VPPV ?PPV  V D  V U| & UD  ? / ,VODP D GRQF QLª OD SRVVLELOLWª G «WUHMXVWH P«PH SRXU FHOXL TXL OH GªVLUHUDLW 6HXOV IRQW H[FHSWLRQ OHV KRPPHVGRWªVG XQHIRUFHSOXVTXH QRUPDOHGHGªWHUPLQDWLRQFRPPHOHV3URSK©WHVOHVVDLQWVHWFHX[ TXLVXLYHQWOHXUYRLH? 4XDQWDXIDLWTXHOHVIHPPHVGRLYHQWUHVWHU¡O LQWªULHXUGHVPDLVRQVFHODHVWGLWGHVªSRXVHVGX3URSK©WH 0XKDPPDGHQOHXUTXDOLWªG ªSRXVHVPRG©OHVm5HVWHGDQVYRVPDLVRQV| &RUDQ (QWHQGRQV SDUO¡TXHODIHPPHVRLWXQHP©UHHWXQHPD¯WUHVVHGHPDLVRQHQWL©UHPHQWFRQVDFUªHDX[VLHQVèHOHVW O LGªDO? 2QSHXWLPDJLQHU ELHQV¼UXQSD\VRºOHVIHPPHVWUDYDLOOHUDLHQWHQGHKRUVGHFKHHOOHVGDQVGHVEX UHDX[SDUH[HPSOHDSU©VDYRLUPLVOHXUVHQIDQWV¡ODFU©FKHRXGDQVXQHJDUGHULH0DLVHVWFHO LGªDO" 1 HVWLO SDV SUªIªUDEOH TXH OD IHPPH H[HUFH VRQ UµOH GH P©UH HW GH PD¯WUHVVH GH PDLVRQ ªOHYDQW HOOH P«PHVHVHQIDQWVDXVHLQG XQHIDPLOOHRºFKDFXQDFFRPSOLWODW£FKHTXLHVWODVLHQQH"? /DUªSRQVHHVWªYLGHQWH 1ªDQPRLQVO ,VODPQ DSDVQLªTX LOSXLVVH«WUHQªFHVVDLUH¡ODIHPPHGHVRUWLUHWGHWUDYDLOOHUKRUVGHVD PDLVRQ,O\DHXGDQVO KLVWRLUHGHO ,VODPGHVIHPPHVMXULVWHVGHVSRªWHVVHVHWF/HVIHPPHVSDUWLFL SDLHQWDX[JXHUUHVDX[WUDYDX[VFLHQWLILTXHV? /HYHUVHWFRUDQLTXHFLWªSOXVKDXWYLVDLWXQLTXHPHQWOHVIHPPHVGX3URSK©WHHQWDQWTXHIHPPHVPRG© OHV0DLVHQWUHO LGªDOOHSRVVLEOHHWODUªDOLWªOHVSDOLHUVVRQWQRPEUHX[? /HVIHPPHVGX3URSK©WHO DFFRPSDJQ©UHQWGDQVVHVH[SªGLWLRQVPLOLWDLUHV2QQHSHXWGRQFULHQUHSUR FKHU¡XQHIHPPHTXLODLVVHVDPDLVRQSRXUDLGHUVRQPDULGDQVXQQREOHFRPEDW?  



9HQRQVHQPDLQWHQDQW¡ODTXHVWLRQGXYRLOH? 1RXVSHQVRQVTX LOHVWGDQVO LQWªU«WGHODIHPPH? / ,VODPSHUPHW¡ODIHPPHG DYRLUOHVPDLQVHWOHYLVDJHGªFRXYHUWV0DLVOHUHVWHGHVRQFRUSVGRLWUHVWHU FDFKª? 2UF HVWELHQFRQQXFHTXLHVWFDFKªHVWREMHWGHGªVLU/HVFKDUPHVG XQHIHPPHVRQWHQFRUHSOXVDW WUD\DQWVORUVTX LOVQHVRQWSDVH[SRVªV? 'DQVOHVWULEXV SULPLWLYHVKDELWXªHV¡ODQXGLWªWRWDOHOHGªVLUGLVSDUD¯WWRWDOHPHQWHWODFXULRVLWªFHVVH / KRPPHQ DGHUHODWLRQVVH[XHOOHVDYHFVDIHPPHTX XQHVHXOHIRLVSDUPRLV6LHOOHHVWHQFHLQWHLOV HQ DEVWLHQWGHX[DQQªHVGXUDQW? /RUVTXHOHVFRUSVV DPRQFHOOHQWVXUODSODJHHQªWªH[SRVDQWOHXQXGLWª¡WRXVOHVUHJDUGVLOVQHSUªVHQ WHQWSOXVDXFXQDWWUDLWQLDXFXQFKDUPH,OVGHYLHQQHQWTXHOTXHFKRVHGHEDQDOTXLQ H[FLWHSOXVODFXULRVL Wª? ,OQHIDLWSDVGHGRXWHTX LOHVWGHO LQWªU«WGHODIHPPHG «WUHGDYDQWDJHVªGXLVDQWHHWQRQSDVUªGXLWH¡ XQHWHOOHEDQDOLWª?? $XWUHTXHVWLRQOHGLYRUFH? &RPSDUDWLYHPHQWDXGURLWGRQWGLVSRVHO KRPPHODIHPPHDHOOHªJDOHPHQWOHGURLWGHGHPDQGHUOHGL YRUFH(OOHSHXWGDQVFHEXWDYRLUUHFRXUVDXWULEXQDOHWREWHQLUJDLQGHFDXVHVLHOOHSURGXLWOHVSUHXYHV VXIILVDQWHV? /RUVGXFRQWUDWGHPDULDJHHOOHSHXWHQFRUHH[LJHUOHPDLQWLHQGHVRQGURLW¡ODGHPDQGHGLUHFWHGHGLYRU FH¡ªJDOLWªDYHFO KRPPH? ? >@? &HTX DIILUPHOH&RUDQGXFK£WLPHQWFRUSRUHOHWGHODFODXVWUDWLRQFRQFHUQHXQLTXHPHQWODID¨RQGHWUDLWHU O ªSRXVHUªFDOFLWUDQWH$XWUHPHQWODIHPPHDGURLW¡O DIIHFWLRQHW¡ODWHQGUHVVHGHVRQPDUL? /HVDIILUPDWLRQVFRUDQLTXHVIRQWSUHXYHLFLG XQHªWRQQDQWHFRPSUªKHQVLRQGHFHTX HVWODYLRODWLRQGHV GURLWVPDULWDX[(OOHVFRUUHVSRQGHQWDX[SOXVUªFHQWHVGªFRXYHUWHVGHODSV\FKRORJLHUHODWLYHV¡O ªWXGHGX FRPSRUWHPHQWSDWKRORJLTXHGHO «WUHKXPDLQ? R@? 1RWUHLQWHUORFXWHXUIDLWHQVXLWHDOOXVLRQDX[FDSWLYHVGHJXHUUHTXHO KRPPHSHXWªSRXVHU? /HV2ULHQWDOLVWHVDFFXVHQWO ,VODPGHIDYRULVHUO HVFODYDJH(QIDLWLODªWªODVHXOHUHOLJLRQ¡HQUªFODPHU O DEROLWLRQ? R@? $YDQW O ,VODP O HVFODYDJH ªWDLW XQH UªDOLWª WU©V FRXUDQWH HW OHV UHOLJLRQV UHFRPPDQGDLHQW DX[ HVFODYHV G «WUHVRXPLV¡OHXUVPD¯WUHV3XLVOH&RUDQIXWUªYªOªSUHPLHU/LYUHFªOHVWH¡SDUOHUGXUDFKDWGHVFDSWLIV HWGHO DIIUDQFKLVVHPHQWGHVHVFODYHV?

 



&HUWHVO ,VODPQ DSDVLQWHUGLWH[SOLFLWHPHQWO HVFODYDJH,OQ DSDVGRQQªO RUGUHGHOLEªUHUDXVVLWµWWRXVOHV HVFODYHVFDULOVªWDLHQWDORUVGHVFHQWDLQHVGHPLOOLHUVVDQVSRVVLELOLWªDXFXQHG HPSORLGDQVO LQGXVWULH OHV VHUYLFHV SXEOLFV RX O $GPLQLVWUDWLRQ 8QH FDWDVWURSKH VRFLDOH DXUDLW ªWª LQªYLWDEOH ' LQQRPEUDEOHV PHQGLDQWVDXUDLHQWªWªGªYHUVªVSDUOHVFKHPLQVIDLVDQWO DXPµQHRXSUDWLTXDQWOHYROHWODGªEDXFKHSRXU XQHERXFKªHGHSDLQ)DFH¡XQHWHOOHªYHQWXDOLWªTXLDXUDLWDJJUDYªODVLWXDWLRQODVROXWLRQSURSRVªHSDU OH &RUDQ D ªWª GH VWRSSHU WRXW G DERUG O H[WHQVLRQ GX IOªDX SXLV G ªOLPLQHU HQVXLWH O HVFODYDJH H[LV WDQWŠWDQWGRQQªTXHODVRXUFHG HVFODYHVªWDLWDORUVOHVFDSWLIVGHJXHUUHOH&RUDQDGRQQªO RUGUHVXLYDQW m9RXVFKRLVLUHHQWUHOHXUOLEªUDWLRQHWOHXUUDQ¨RQ| &RUDQ &HTXLUHYLHQW¡GLUHYRXVGHYH JUDFLHUOHVSULVRQQLHUVHWOHVUHPHWWUHHQOLEHUWªVDQVFKHUFKHUG DXWUHUªFRPSHQVHTXHFHOOHG DFFRPSOLUOD 9RORQWªGLYLQH2XELHQUHO£FKHOHVPR\HQQDQWXQHUDQ¨RQ0DLVYRXVQHGHYHSDVOHVSUHQGUHFRPPH HVFODYHV? 4XDQW¡O HVFODYDJHH[LVWDQWGHIDLWVRQDEROLWLRQVHIHUDSURJUHVVLYHPHQWSDUO DIIUDQFKLVVHPHQWGHVHV FODYHV HQ VLJQH G H[SLDWLRQ GH IDXWHV YªQLHOOHV HW JUDYHV 'H FHWWH ID¨RQ O HVFODYDJH GLVSDUD¯WUD SHX ¡ SHX0DLVDYDQWFHWWHVXSSUHVVLRQWRWDOHFRPPHQWOHPD¯WUHWUDLWHUDWLOVDFDSWLYHGHJXHUUH"/ ,VODPOXL DSHUPLVGHODSUHQGUHFRPPHªSRXVH,OHVWLQGXELWDEOHTXHSRXUXQHIHPPHHVFODYHOHIDLWG «WUHSULVH FRPPHªSRXVHUHSUªVHQWDLWDORUVXQKRQQHXUHWQRQXQHKXPLOLDWLRQRXXQPªSULV? 1 RXEOLRQVSDVTXHO ,VODPDGHVXUFUR¯WIDLWGHO HVFODYHXQIU©UHDORUVTX LOªWDLWFRQVLGªUªDXSDUDYDQW FRPPHXQYXOJDLUHHWPªSULVDEOHVHUYLWHXU? m/HVFUR\DQWVVRQWIU©UHV| &RUDQ ? m& HVW/XLTXLYRXVDFUªªVG XQVHXO«WUH| &RUDQ ? m1XOSDUPLYRXVQHVHGRQQHGH6HLJQHXUHQGHKRUVGH'LHX|

&RUDQ ?

/HSURSK©WH0XKDPPDGDG DLOOHXUVGRQQªOXLP«PHO H[HPSOHHQDGRSWDQWXQVHUYLWHXUHVFODYH=D\G,EQ +£ULWKD,OO DIIUDQFKLWHWOHWUDLWDFRPPHVRQILOV3XLVLOOHPDULD¡XQHIHPPHOLEUHGHVDSURSUHIDPLOOH =D\QDEILOOHGH-DKVK6RQLQWHQWLRQªWDLWSDUO¡GHEULVHUWRXWRUJXHLORXHVSULWGHFODQ,OYRXODLWIDLUHGH ODOLEªUDWLRQGHVHVFODYHVXQH[HPSOH¡VXLYUH,OWHQDLW¡SURXYHUSDUOHVIDLWVHW SDUO H[HPSOHTXHVD PLVVLRQªWDLWODVXSSUHVVLRQGHO HVFODYDJH? R@? /DSRVLWLRQGHO ,VODPYLV¡YLVGHODIHPPHHVWJXLGªHSDUODMXVWLFH? /D ELRJUDSKLH GX 3URSK©WH QRXV UDSSRUWH TXH FHOXLFL WUDLWDLW VHV ªSRXVHV DYHF DPRXU DIIHFWLRQ HW WHQ GUHVVH,ODP«PHGLWm'DQVYRWUHPRQGHM DLSUªIªUªOHVIHPPHVHWOHVSDUIXPVM DLIDLWPHVGªOLFHVGH ODSUL©UH|? & HVWELHQGHVDSDUWXQHPDUTXHVXSU«PHG HVWLPH¡O ªJDUGGHVIHPPHVTXHGHOHVDVVRFLHUDX[SDU IXPVHW¡ODSUL©UH5DSSHORQVILQDOHPHQWTXHGDQVVRQGHUQLHUSUµQHDYDQWGHPRXULULODFRQFOXHQGH PDQGDQWGHSUHQGUHVRLQGHVHVIHPPHV? 6L'LHXDFKRLVLODIHPPHSRXUODPDLVRQHWO KRPPHSRXUOHWUDYDLODXGHKRUVF HVWSDUFHTX ,ODFRQILª¡ FHOXLFLODFKDUJHG ªGLILHUHWGHFRQVWUXLUHHWTX ,ODUªVHUYª¡ODIHPPHXQHW£FKHSOXVJUDQGHHWSOXVQR EOHO ªGXFDWLRQGHO «WUHKXPDLQ? & HVWXQHJORLUHSRXUODIHPPHG DYRLUªWªLQYHVWLHG XQHWHOOHPLVVLRQ? (VWLOSRVVLEOHDORUVG RVHUSUªWHQGUHTXHO ,VODPDªWªLQMXVWHHQYHUVODIHPPH"?  



Ê  ?

0RQDPLVDYDLWTXHODTXHVWLRQ¡DERUGHUVHUDLWFRPSOH[H? 4XHOOHSUHXYHSRVV©GHVWXPHGLWLOSRXUDIILUPHUTXHO KRPPHDXQHVSULWTX LOUHVVXVFLWHUDDSU©VOD PRUWTX LOQ HVWSDVXQLTXHPHQWXQFRUSVFRQGDPQª¡UHWRXUQHUHQSRXVVL©UH"(WTX DIILUPHYRWUHUHOLJLRQ GXVSLULWLVPH" $SU©VXQPRPHQWGHUªIOH[LRQMHUªSRQGLV &HUWHVOHSUREO©PHHVWDUGXèRXWFHTXHO RQSHXWGLUHVXUO HVSULWUHVWHWU©VYDJXHHWOHVYªULWªVGRQWRQ GLVSRVHVRQWSOXWµWUDUHV&HVYªULWªVWRXWHIRLVVRQWGHQRWUHFµWªQRQGXYµWUH -HP LQWHUURPSLVTXHOTXHVLQVWDQWVHQFRUHSRXUUDVVHPEOHUPHVLGªHV3XLVMHUHSULV? 5ªIOªFKLVVRQVHQVHPEOH/HSUHPLHULQGLFHSRXYDQWQRXVVHUYLU¡SURXYHUO H[LVWHQFHGHO HVSULWF HVWTXH O KRPPHSRVV©GHXQHGRXEOHQDWXUH? ,O\DWRXWG DERUGO KRPPHH[WªULHXUDSSDUHQWYLVLEOH& HVWVRQFRUSVTXLDWRXWHVOHVSURSULªWªVGHOD PDWL©UHLOSHXW«WUHSHVªPHVXUªGªOLPLWªGDQVO HVSDFHHWOHWHPSV' XQªWDW¡O DXWUHG XQPRPHQW¡ O DXWUHLOHVWSHUSªWXHOOHPHQWHQFKDQJHPHQW HQPRXYHPHQWHQ GHYHQLU/HFRUSVFRQQD¯WHQHIIHWXQH DOWHUQDQFH G ªWDWV  VDQWªPDODGLH FRUSXOHQFHPDLJUHXU URXJHXUS£OHXU DFWLYLWªQRQFKDODQFH VRPPHLO ªYHLO IDLPUDVVDVLHPHQWFH FRUSV HVW DGMRLQWH XQH VXLWH LQLQWHUURPSXH G ªPRWLRQV G DIIHFWLRQV GH SDVVLRQVHWGHFUDLQWHVTXLVHVXFF©GHQWGDQVOHFHUYHDX 3XLVTXHOHFRUSVHWOHVªPRWLRQVTXLOXLVRQWOLªHVRQWOHVSURSULªWªVGHODPDWL©UHQRXVDIILUPRQVTXHOH FRUSVGHO KRPPHHWVRQ£PHDQLPDOHSURYLHQQHQWGHODPDWL©UH? 0DLVLO\DDXVVLO KRPPHLQWªULHXUHQWL©UHPHQWGLVWLQFWGXSUHPLHU& HVWXQKRPPHG XQDXWUHJHQUHTXL VH FDUDFWªULVH SDU OD VWDELOLWª OD GXUªH OD QRQVRXPLVVLRQ ¡ O HVSDFH HW DX WHPSV &HW KRPPH LQWªULHXU HQJOREH OD UDLVRQ DYHF VHV QRUPHV VHV FULW©UHV HW VHV FDWªJRULHV OD FRQVFLHQFH PRUDOH DYHF VHV MXJH PHQWV OH VHQV HVWKªWLTXH HW OH 0RL GDQV OHTXHO VRQW UHJURXSªV WRXV OHV DWWULEXWV TXL SUªF©GHQW  UDLVRQ FRQVFLHQFHVHQVHVWKªWLTXHVHQVPRUDO? /H0RLHVWWRWDOHPHQWGLVWLQFWGXFRUSVHWGHO £PHDQLPDOHTXLHVWXQIR\HUG DSSªWLWVHWGHYLOVGªVLUV? /H0RLHVWO «WUHSURIRQGHWDEVROXSDUOHTXHOO KRPPHDSOHLQHFRQVFLHQFHGHOXLP«PHGHVRQH[LVWHQFH GHVRQVHQWLPHQWG «WUHXQHSHUVRQQH¡VDSODFHHQFHPRQGH? &HVHQWLPHQWHVW VWDEOHFRQWLQXHWQRQ VXMHWDXFKDQJHPHQW/HVªWDWVGXFRUSV FRUSXOHQFHPDLJUHXU PDODGLH QHO DIIHFWHQWSDV,OQ HVWSDVWULEXWDLUHGXWHPSVSDVVªSUªVHQWHWDYHQLUQ RQWDXFXQLPSDFW VXUOXL,OV DJLWG XQSUªVHQWFRQWLQXHOTXLQHGLVSDUD¯WSDVFRPPHOHSDVVªPDLVTXLV H[SULPHGDQVXQH VHQVDWLRQGHGXUªHGHSHUPDQHQFH? ,OV DJLWGRQFG XQHDXWUHVRUWHG H[LVWHQFHTXLLJQRUHHOOHOHVSURSULªWªVGHODPDWL©UH$XFXQHYDULDWLRQ QHVXUYLHQWHQHOOH(OOHQ HVWSDVGªOLPLWªHSDUXQHVSDFHRXXQWHPSV(OOHQHSHXW«WUHQLSHVªHQLPH VXUªH$XFRQWUDLUHHOOHHVWODUªIªUHQFHSDUODTXHOOHQRXVªYDOXRQVWRXWFKDQJHPHQWO DEVROXSDUOHTXHO QRXVFRQQDLVVRQVFHTXLHVWUHODWLIGDQVOHPRQGHPDWªULHO? /DPHLOOHXUHPDQL©UHGHGªILQLUFHWWHH[LVWHQFHHVWGHGLUHTX HOOHHVWGHQDWXUHVSLULWXHOOH? 2QSHXWG©VORUVVHGHPDQGHUOHTXHOGHVGHX[GªILQLWYUDLPHQWO KRPPHVRQFRUSVRXVRQHVSULW"? 3RXUUªSRQGUH¡FHWWHTXHVWLRQLOIDXWWRXWG DERUGUHFKHUFKHUOHTXHOGHVGHX[FRPPDQGH¡O DXWUH?

 



6HORQOHVPDWªULDOLVWHVO KRPPHQ HVWTX XQFRUSVHWF HVWOXLTXLFRPPDQGH4XDQW¡WRXWFHTXHM DLPHQ WLRQQªSOXVKDXWգUDLVRQORJLTXHVHQVHVWKªWLTXHVHQVPRUDOFRQVFLHQFHգHW¡FHWWHVRLGLVDQWDIIDEXOD WLRQTXHVHUDLWOH0RLWRXWFHODVHUDLWVHORQHX[XQVXSSOªPHQWG LPSRUWDQFHVHFRQGDLUHD\DQWSRXUIRQF WLRQG REªLUDXFRUSVG H[ªFXWHUVHVRUGUHVG «WUH¡VRQVHUYLFHGHVDWLVIDLUHVHVSDVVLRQVHWVHVFDSULFHV? 9RLO¡FHTXHSUªWHQGHQWQRVFKHUVPDWªULDOLVWHV0DLVLOVRQWWRUW(QUªDOLWªF HVWOHFRUSVTXLGRLWVXLYUH OHVRUGUHVHWQRQOHVGRQQHU? ,ODUULYHTXHOHFRUSVVRLWDIIDPªHWTXHQRXVUHIXVLRQVGHOXLGRQQHUVDUDWLRQGH QRXUULWXUHSDUFHTXH SRXUSODLUH¡'LHXQRXVDYRQVGªFLGªGHMH¼QHU1RXVSRXYRQVIDLUHREVWDFOH¡VHVSDVVLRQV? /HPDWLQDXUªYHLOOHFRUSVQHVHPHWLOSDVVSRQWDQªPHQW¡H[ªFXWHUOHSODQGHWUDYDLOTXHOXLDIL[ªOD UDLVRQHW¡OHVXLYUHSRLQWSDUSRLQWG KHXUHHQKHXUH"4XLREªLWLFL"4XLFRPPDQGH"? /RUVTX XQ KRPPH DFFHSWH GH VDFULILHU VD YLH HQ DWWDFKDQW DXWRXU GH VRQ FRUSV XQH FHLQWXUH G H[SORVLIV SRXUDOOHUGªWUXLUHXQFKDUHWVHVRFFXSDQWVTXHOUµOHMRXHOHFRUSV¡FHPRPHQWO¡"2ºHVWOHSURILWPDWª ULHOTXHOXLYDXGUDVDPRUW"4XLGDQVFHFDVFRPPDQGH"4XHO HVSULWGªFLGHODPRUWGXFRUSVHQ XQ PRPHQW G LGªDO DXVVL LQWHQVH DXFXQH GRFWULQH PDWªULDOLVWH QH SHXW O H[SOLTXHU SDU XQ JDLQ PDWªULHO /H FRUSVQHSHXWUªVLVWHU¡O RUGUHTXLOXLHVWGRQQª,OQ HQDSDVODIRUFH,OQ DSOXVTX ¡V HIIDFHUWRWDOHPHQW ,FLDSSDUD¯WFHOOHGHVGHX[H[LVWHQFHVTXLHVWVXSªULHXUH¡O DXWUHFHOOHTXLGªILQLWYªULWDEOHPHQWO KRPPH? 1RXVGLVSRVRQVGHSOXVG XQHSUHXYHSRXUDIILUPHUTXHF HVWO «WUHFRUSRUHOTXLHVWVHFRQGDLUH4XHO RQVH UªI©UHSDUH[HPSOHDX[DPSXWDWLRQVHWDX[JUHIIHVG RUJDQHVUªDOLVªVDXMRXUG KXL2XHQFRUH¡FHVDXWUHV LQYHQWLRQVTXHVRQWOHFĔXUHWOHUHLQDUWLILFLHOVODEDQTXHGXVDQJHWGHV\HX[OHVPDJDVLQVG DFFHVVRLUHV GXFRUSVKXPDLQRºO RQPRQWHGHVMDPEHVGHVEUDVGHVFĔXUV? 1RXVQHSODLVDQWRQVSDV,OVHSHXWTXHGDQVXQSURFKHDYHQLUOHQRXYHDXPDULªHQWUHGDQVODFKDPEUH GHVRQªSRXVHHWTX LO\WURXYHFHOOHFLHQWUDLQG µWHUVRQGHQWLHUVDSHUUXTXHVHVVHLQVHQVLOLFRQHVRQ ĔLOGHYHUUHHWVDMDPEHGHERLV,OQHUHVWHUDSOXVG HOOHTX XQWURQFWHOOHODFDUFDVVHGHYRLWXUHGRQWRQ DXUDLWUHWLUªOHVJDUQLWXUHVOHVVL©JHVOHVSRUWL©UHVHWF? 6LO RQSDUYLHQWDLQVL¡GªPRQWHUUHPRQWHUHWUHPSODFHUOHVPHPEUHVGXFRUSVVDQVSRXUDXWDQWFKDQJHUOD SHUVRQQDOLWªF HVWTXHOHEUDVODMDPEHODFKHYHOXUHO ĔLOOHVHLQHWFQHVRQWSDVO «WUHKXPDLQ? 6LOHVPHPEUHVSHXYHQW«WUHWUDQVSODQWªVªFKDQJªVRXVXEVWLWXªVSDUGHVEDWWHULHVGHVªFURXVHWGHVSL© FHVHQDOXPLQLXPVDQVDXFXQFKDQJHPHQWSRXUODSHUVRQQDOLWªGHO KRPPHF HVWTXHFHOOHFLHVWDLOOHXUV / KRPPHUªVLGHGDQVO HVSULWTXLSLORWHFHWWHPDFKLQHDSSHOªFRUSV? / HVSULW GLULJHOHFRQVHLO G DGPLQLVWUDWLRQ FRPSRVª GHV FHOOXOHV GX FHUYHDX PDLV LO Q HVW SDV OH FHUYHDX &HOXLFLHVWVHPEODEOHDX[FHOOXOHVGXFRUSV,OH[ªFXWHHWWUDGXLWOHVRUGUHVTXLOXLVRQWGRQQªV0DLVHQ GªILQLWLYHLOQ HVWULHQGHSOXVTX XQJDQWXWLOLVªSDUFHWWHPDLQFDFKªHTX HVWO HVSULWSRXUVHPRXYRLUHQFH PRQGHPDWªULHO &HVGLIIªUHQWHVSUHXYHVSHUPHWWHQWGHFRPSUHQGUHTXHO KRPPHHVWGRWªG XQHGRXEOHQDWXUH,O\HQOXL FHTXLHVWHVVHQWLHOHWVRXYHUDLQ¡VDYRLUVRQHVSULW,O\DG DXWUHSDUWVRQFRUSVTXLHVWªSKªP©UHHWMRXH XQUµOHVHFRQGDLUH? $XPRPHQWGHODPRUWO KRPPHWUDQVLWRLUHGLVSDUD¯WHWO KRPPHLPPRUWHOUHMRLQWO ªWHUQLWª/HFRUSVUHGH YLHQWSRXVVL©UHHWO HVSULWUHWURXYHOHPRQGHªWHUQHOTXLHVWOHVLHQ? 3RXUOHVSDVVLRQQªVGHSKLORVRSKLHYRLFLXQDXWUHDUJXPHQWSURXYDQWO H[LVWHQFHGHO HVSULW 1RXVO HP SUXQWRQV¡O DQDO\VHGXPRXYHPHQWHWGHVHVFDUDFWªULVWLTXHV/HPRXYHPHQWQHSHXW«WUHREVHUYªTXHGH

 



OըH[WªULHXUèXQHSHX[OHSHUFHYRLUVLWXHVSULVGDQVVDVSK©UH3RXUFHIDLUHWXDVEHVRLQGHWըDUU«WHU¡XQ VHXLOH[WªULHXUUHWHQXFRPPHSRLQWGըREVHUYDWLRQ? /RUVTXHWXWHWURXYHVGDQVOըDVFHQVHXUHQPDUFKHLOHVWXQPRPHQWRºWXLJQRUHVVըLOHVWDUU«WªRXVըLOHVW HQPRXYHPHQWFDUWXQHIDLVTXըXQDYHFOXLGDQVVRQPRXYHPHQW3RXUOHVDYRLULOWHIDXWUHJDUGHUSDUOD SRUWHOHSDOLHUTXLGHPHXUHLPPRELOH¡OըH[WªULHXU? èXDVODP«PHVHQVDWLRQGDQVXQWUDLQURXODQWOHQWHPHQWVXUOHVUDLOV6LWXHV¡OըLQWªULHXUGHFHWUDLQWX SHU¨RLVVRQPRXYHPHQWXQLTXHPHQW¡OըLQVWDQWRºLOVHPHWHQPDUFKHRXELHQORUVTXըLOFRPPHQFH¡UD OHQWLU SRXU VըDUU«WHU RX HQFRUH ORUVTXH WX UHJDUGHV SDU OD IHQ«WUH OH TXDL TXL GHPHXUH LPPRELOH ¡ OըH[WªULHXU? 'HP«PHWXQHSRXUUDLVREVHUYHUOHVROHLOVLWXWHWURXYDLV¡VDVXUIDFHPDLVWXOHSHX[¡SDUWLUGHODOXQH RXGHODWHUUHèRXWFRPPHWXQHSHX[REVHUYHUODWHUUHDORUVTXHWX\KDELWHVPDLVFHODWըHVWSRVVLEOH¡ SDUWLUGHODOXQH? èXQHSHX[VDLVLUXQHVLWXDWLRQTXHGHO H[WªULHXU& HVWSRXUTXRLLOQRXVVHUDLWLPSRVVLEOHGHFRQQD¯WUHOH FRXUVGXWHPSVV LOQ \DYDLWHQQRXVXQHSDUWLHFRJQLWLYHTXLV DUU«WH¡XQVHXLOH[WªULHXUVªSDUªGXIOX[ WHPSRUHO FRQWLQX 6L QRWUH IDFXOWª GH FRQQDLVVDQFH ERXJHDLW ¡ WRXW LQVWDQW DYHF O DLJXLOOH GHV VHFRQGHV QRXV QH SRXUULRQV MDPDLV SHUFHYRLU FHV GHUQL©UHV 1RWUH SHUFHSWLRQ SDVVHUDLW FRPPH SDVVHQW OHV VH FRQGHVVDQVULHQUHPDUTXHU? 1RXV SDUYHQRQV DLQVL ¡ XQ UªVXOWDW VXUSUHQDQW 9RLFL XQH SDUWLH GH QRWUH «WUH TXL HVW HQ GHKRUV GX IOX[ WHPSRUHOHOOHHVWªWHUQHOOH'XVHXLOG RºHOOHO REVHUYHLPSDVVLEOHHOOHSHU¨RLWOHWHPSVVDQV«WUHHPSRU WªHSDUOXL3RXUHOOHSRLQWGHFURLVVDQFHQLGHYLHLOOHVVH3RLQWGHGªFUªSLWXGHQLGHGLVSDULWLRQ/HMRXU RºOHFRUSVUHWRPEHUDHQSRXVVL©UHHOOHGHPHXUHUDWHOOHTX HOOHHVWYLYDQWGHVDYLHSURSUHXQHYLHLQ WHPSRUHOOH&HWWHSDUWLHHVWO HVSULW? &KDFXQGHQRXVSHXWVHQWLUHQOXLFHWWHH[LVWHQFHVSLULWXHOOHFRPPHXQHSUªVHQFHFRQWLQXHOOH¡OXLP«PH ,OVHVDLW«WUHOXLP«PHHWHQP«PHWHPSVWRWDOHPHQW¡SDUWGHO H[LVWHQFHPDWªULHOOHTXLHVWHPSRUWªHSDU OHFKDQJHPHQWO LQVWDELOLWªHWO DJLWDWLRQGXWHPSVH[WªULHXU? &HWªWDWTXHQRXVSHUFHYRQVDX[PRPHQWVGHOXFLGLWªLQWªULHXUHHWTXHM DSSHOOHªWDWGHSUªVHQFHF HVWOD FOªTXLQRXVFRQGXLW¡O H[LVWHQFHVSLULWXHOOH¡O LQWªULHXUGHQRWUH«WUHHWTXLPHW¡QRWUHSRUWªHFHWWHªQLJ PHD\DQWSRXUQRPO HVSULW? 8QHDXWUHSUHXYHGHQRWUHQDWXUHVSLULWXHOOHHVWOHVHQWLPHQWLQQªTXHQRXVDYRQVGHQRWUHOLEHUWª2UFH VHQWLPHQWQ DXUDLWDXFXQVHQVVLQRXVQ ªWLRQVTXHGHVFRUSVPDWªULHOVHQIHUPªVGDQVOHFDUFDQGHODYLH PDWªULHOOHHWVRXPLVDXGªWHUPLQLVPHGHVORLVGHODPDWL©UH? 1RXVSRVVªGRQVGRQFXQHVSULWTXLªFKDSSH¡O HPSULVHGXWHPSVTXLVXUSDVVHODPRUWHWOHVGªWHUPLQLV PHVGHODPDWL©UH? 4XHGLUHDORUVGHODUªVXUUHFWLRQ"? $XFXQPRUWQ HVWUHYHQXQRXVLQIRUPHUGHFHTXLOXLªWDLWDUULYªHWOH-RXUGHOD5ªVXUUHFWLRQQ HVWSDVHQ FRUHDUULYªSRXUTXHQRXVSXLVVLRQVGLVSRVHUG XQHSUHXYHWDQJLEOHHWGLUHFWH? èRXWFHTXHO RQSHXWGLUHLFLF HVWTXHOD5ªVXUUHFWLRQHVWXQHYªULWªUHOLJLHXVHGRQWODYUDLVHPEODQFHHVW DWWHVWªHSDUODUDLVRQHWODVFLHQFH? &RPPHQW"?

 



(QIDLWFHTXHQRXVSRXYRQVFRQVWDWHUGHVSKªQRP©QHVGHO H[LVWHQFHQRXVLQGLTXHTX LO\DSRXUWRXWH FKRVHXQF\FOHHWXQSHUSªWXHOUHFRPPHQFHPHQW$SU©VOHMRXUYLHQWODQXLWSXLVF HVW¡QRXYHDXOHMRXU /HVROHLOVHO©YHVHFRXFKHVHO©YH¡QRXYHDXHWF? ,O\DO ªWªO DXWRPQHO KLYHUOHSULQWHPSV3XLVOHF\FOHUHFRPPHQFHHWVHUªS©WHªWªDXWRPQHKLYHU? $SU©VO ªYHLOYLHQWOHVRPPHLOGHODQXLWDXWHUPHGXTXHOQRXVQRXVªYHLOORQV¡QRXYHDX? èRXWFHODUHQGYUDLVHPEODEOHOHIDLWTX DXVRPPHLOGHODPRUWVXFFªGHUDOHUªYHLOGHOD5ªVXUUHFWLRQ,O\D HQHIIHWXQUHWRXUSRXUWRXWHFKRVHHW'LHXVHQRPPH/XLP«PHGDQVOH&RUDQ&HOXLTXLFUªHHWUHQRX YHOOH? ? m'HP«PHTX ,OYRXVDFUªªV? VU UU | & UD ? m&V   F PPFPDFU D  ? V,DU  UD|

& UD ?

èRXWH FKRVH GH O DWRPH ¡ OD JDOD[LH Q HVWHOOH SDV SULVH GDQV XQH URWDWLRQ " 0«PH OHV FLYLOLVDWLRQV GH O KLVWRLUHRQWOHXUF\FOH? &HUHWRXUªWHUQHOHWXQLYHUVHOUHQGYUDLVHPEODEOHOD5ªVXUUHFWLRQ? 8QHDXWUHSUHXYHUªVLGHGDQVO RUGUHSDUIDLWTXLU©JQHGDQVO XQLYHUVXQRUGUHVDQVODPRLQGUHIDLOOH'HOD SOXVLPSRVDQWHJDOD[LHDXSOXVSHWLWDWRPHHW¡O ªOHFWURQLQYLVLEOHQRXVVRPPHVHQSUªVHQFHG XQRUGUHHW G XQHORLUªJLVVDQWWRXWHFKRVH0«PHO ªOHFWURQLQILQLPHQWSHWLWQHSHXWVHGªSODFHUG XQHRUELWH¡O DXWUH DXVHLQGHO DWRPHVDQVDYRLUGRQQªRXSULVXQHFHUWDLQHTXDQWLWªG ªQHUJLHªTXLYDOHQWH¡VRQPRXYHPHQW FRPPHV LOV DJLVVDLWG XQYR\DJHXUHQWUDLQTXLQHSHXWVHUHQGUH¡XQHTXHOFRQTXHGHVWLQDWLRQVDQVDYRLU SD\ªDXSUªDODEOHVRQELOOHW&RPPHQWSHXWRQFRQFHYRLUTXHGDQVXQRUGUHDXVVLSDUIDLWXQDVVDVVLQRX XQRSSUHVVHXUSXLVVHªFKDSSHUDXFK£WLPHQWTX LOPªULWHSRXUOHVLPSOHIDLWTX LODGªMRXªODVXUYHLOODQFH GHODSROLFH"/DUDLVRQYHXWTXHOHFULPLQHOUH¨RLYHLQªYLWDEOHPHQWVDSXQLWLRQ,OHVWDEVROXPHQWQªFHV VDLUHTX LO\DLWXQDXWUHPRQGHRºOHVFRPSWHVVHURQWªWDEOLVªTXLWDEOHPHQW& HVWODMXVWLFHTXLO H[LJH? 1RXV VRPPHVFUªªVDLQVLSDU'LHXQRXVDVSLURQV¡ODMXVWLFHQRXVO DLPRQVHWODUHFKHUFKRQV QRXV HVVD\RQVGHO DFFRPSOLU? (WSRXUWDQWODMXVWLFHQ HVWSDVGHFHPRQGH? /DSKLORVRSKLHO DIILUPHVLODVRLIG HDXHVWXQHSUHXYHGHO H[LVWHQFHGHO HDXODVRLIGHMXVWLFHHVWXQH SUHXYHTXHODMXVWLFHH[LVWH(WVLFHWWHMXVWLFHQ H[LVWHSDVLFLEDVLOGRLWQªFHVVDLUHPHQW\DYRLUXQMRXU XQHKHXUHRºHOOHVHUDHIIHFWLYHPHQWUªDOLVªH? 9RLFL GRQF DXWDQW GH SUHXYHV HW G DUJXPHQWV HQ IDYHXU GH O H[LVWHQFH GH OD 5ªVXUUHFWLRQ GX -XJHPHQW 'HUQLHUGHO $XGHO¡? 0DLVOHFUR\DQWTXLV HQUHPHW¡ODYªULWªGX&RUDQQ DSDVEHVRLQGHWRXWHVFHV GªPRQVWUDWLRQV/DIRL KDELWHVRQFRHXUOHGLVSHQVDQWG DYRLUUHFRXUV¡SDUHLOOHDUJXPHQWDWLRQ? ,OQRXVUHVWHFHSHQGDQW¡QRXVGHPDQGHUTX HVWFHTXHO (VSULW"? m,OVW LQWHUURJHQWDXVXMHWGHO (VSULW?A VVU U F& PPDP 6 U?,  VD    VF F| & UD ?  



/ (VSULWHVWXQHªQLJPH2QLJQRUHDEVROXPHQWWRXWGHOXL? 1RXVUHOHYRQVXQIDLWªWUDQJHFKDTXHIRLVTXHO (VSULWHVWPHQWLRQQªGDQVOH&RUDQLOHVWGLWTX LOSURF©GH GX&RPPDQGHPHQWGX6HLJQHXU? m/ (VSULWTXLSURYLHQWGHVRQ&RPPDQGHPHQW?·  · VVVU UV| & UD ? m·D VFUVVD FVU  U V & PPDP?VU ·  VVVU UV|? &RUDQ ? mVVVU VFUDF >D5 D & UD@?D FDUP VV  U6 U UU U F V| & UD ? m VD VD V U  VU  U  U& PPDP| & UD ? /& PPDP' V VU "? /D3DU ' VVU "? ' D - VV, D m9U  PDD/ 6  PV0VV - VV V0DU  | & UD mVD3DU ,D 0DU VU  PDD/ | & UD ? /9U & PPDPVU FVP VV  VV\ \PV"2 V PVDV V" VD D U  VD&  V2P VF ? 9 VPD D¡DV V U  VP? 3RXUQRWUHSDUWQRXVªPHWWRQVGHVGRXWHVVXUFHVSKªQRP©QHVTXLVXUYLHQGUDLHQWGDQVXQHFKDPEUHREV FXUHHWDXUDLHQWSRXUFDXVHODSUªVHQFHGHO HVSULWG XQWHORXG XQWHO? 8QªPLQHQWSHQVHXUFRPPH+HQUL6RXGUHVRXWLHQWTXHFHVSKªQRP©QHVRQWSRXURULJLQHOHVXEFRQVFLHQW HWOHVIDFXOWªVVSLULWXHOOHVGXPªGLXP4XDQW¡ODSUªVHQFHG XQHVSULWDEVROXPHQWULHQGHFHODQHVHSUR GXLW? /HVSHQVHXUV KLQGRXVDIILUPHQWTXHFHVRQWOHVPDXYDLVHVSULWVTXLVH GLVVLPXOHQWGDQVOD SHUVRQQH GX PªGLXPDXFRXUVGHODVªDQFHGHVSLULWLVPH&HVHVSULWVRQWFHUWDLQHVFRQQDLVVDQFHVVXUOHVPRUWVHWLOV OHVXWLOLVHQWSRXUVHPRTXHUGHVDVVLVWDQWVHWULGLFXOLVHUOHXUFUªGXOLWª? /HV P\VWLTXHV PXVXOPDQV SHQVHQW SRXU OHXU SDUW TXH FH Q HVW SDV O HVSULW TXL HVW SUªVHQW GXUDQW FHV VªDQFHVPDLVVRQFRPSDJQRQ¡VDYRLUOHGªPRQTXLDFFRPSDJQDLWOHGªIXQWDXFRXUVGHVDYLHWHUUHV WUHHWTXLFRQQD¯WGRQFWRXVVHVVHFUHWVŠWDQWGRQQªTX LOHVWPDLQWHQXHQYLHSDU'LHXFHGªPRQQHGLV SDUD¯WSDV¡ODPRUWGHFHOXLTX LODFFRPSDJQDLW$XFRXUVGHVVªDQFHVRºF HVWOXLTXLHVWSUªVHQWLOGLYXO JXHOHVVHFUHWVGHVRQGªIXQWLPLWHVDYRL[HWVHVKDELWXGHVGDQVOHEXWGHVHMRXHUGHO DVVLVWDQFH& HVW DLQVLTXHSURF©GHQWOHVGªPRQVSRXUPDQLIHVWHU¡O KRPPHOHXUKRVWLOLWª? /HVP\VWLTXHVPXVXOPDQVDMRXWHQWVLQRXVVRQQRQV¡ODSRUWHG XQEXUHDXF HVWOHVHUYLWHXUTXLUªSRQG FDU0RQVLHXUOH'LUHFWHXUQHGªUDQJHSDVSRXUVLSHX,OHQHVWGHP«PHGDQVOHPRQGHGHVHVSULWV&H VRQWOHVPDXYDLVHVSULWVOHVGªPRQVHWOHXUVVHPEODEOHVTXLVRQWSUªVHQWVDX[VªDQFHVGHVSLULWLVPHSRXU ULGLFXOLVHUO DVVLVWDQFH? 4XDQWDX[HVSULWVGHVKXPDLQVLOVVRQWGDQVXQDXWUHPRQGHOH%DUDNKHWLOHVWLPSRVVLEOHG LQYRTXHU OHXUSUªVHQFH,OVSHXYHQWFHSHQGDQWDXFRXUVG XQU«YHFRPPXQLTXHUDYHFFHX[TX LOVDLPHQW&HODSHXW HQFRUHVHSURGXLUH¡O ªWDWGHYHLOOHVLOHVFRQGLWLRQVUHTXLVHVVRQWUHPSOLHV?  



(QQRXVEDVDQWVXUOHVQRPEUHXVHVVªDQFHVDX[TXHOOHVQRXVDYRQVDVVLVWªDLQVLTXHVXUQRWUHH[SªULHQFH SHUVRQQHOOHHQFHGRPDLQHQRXVSUªWHQGRQVTX LOQ H[LVWHDXFXQHSUHXYHSRXUGªPRQWUHUTXHOHVSKªQR P©QHVVHSURGXLVDQW¡O LQWªULHXUGHODFKDPEUHREVFXUHRQWSRXUFDXVHODSUªVHQFHGHO HVSULWLQYRTXª? / RSLQLRQGHV P\VWLTXHV PXVXOPDQVHVW SHXW«WUHODSOXVDSWH¡IRXUQLUO LQWHUSUªWDWLRQGHVIDLWV(QWRXW FDVODTXHVWLRQHVWWRXMRXUV¡O ªWXGH0DOKHXUHXVHPHQWOHVIXPLVWHULHVDERQGHQWLFLSOXVTXHOHVYªULWªV HWOHGHUQLHUPRWQ DSDVHQFRUHªWªGLW? -HQHGRXWHSDVFKHUDPLTXHOHVPRWVGªPRQPDXYDLVHVSULWVHWFRPSDJQRQWHIDVVHQWULUHèXDV WHVH[FXVHVFDUVLWXQHFURLVSDV¡WRQSURSUHHVSULWFRPPHQWSHX[WXFURLUH¡PRQGªPRQ"6LWXQ DG PHWVSDVO H[LVWHQFHGH'LHXFRPPHQWDWWHQGUHGHWRLTXHWXDGPHWWHVFHOOHGHVPDXYDLVHVSULWV"? (WSRXUWDQWHQVXSSRVDQWTXHWXVRLVQªLO\DFHQWDQVGHFHODHWTXHTXHOTX XQVRLWYHQXWHWURXYHUSRXU WHSDUOHUGHUD\RQVODVHUFDSDEOHVGHWUDQVSHUFHUOHIHURXELHQG LPDJHVWUDQVPLVHVSDUOHVDLUVDXGHO¡ GHVFRQWLQHQWVHQPRLQVG XQHVHFRQGHRXHQFRUHG XQDVWURQDXWHPDUFKDQWVXUODOXQHQHVHUDLVWXSDV WRPEª¡ODUHQYHUVH"1 DXUDLVWXSDVSRXIIªGHULUHGHX[IRLVSOXVIRUWTXHPDLQWHQDQW"1 DXUDLVWXSDV GLW9RLFLXQKRPPHTXLV HVWªFKDSSªGHO KµSLWDOSV\FKLDWULTXH? (W SRXUWDQW DXVVL H[WUDRUGLQDLUHV VRLHQWHOOHV FHV UªDOLWªV SHXYHQW SDUIDLWHPHQW «WUH FRQVWDWªHV GH QRV MRXUV

Ê?  ? 0RQDPLPHGLW?

9RXVSDUOH]GHODFRQVFLHQFHDYHFXQHWHOOHYªQªUDWLRQTX HOOHVHPEOH«WUHSRXUYRXVXQDEVROXDORUV TX HOOHHVWHQIDLWXQSURGXLWGHODVRFLªWªXQHPRQQDLHULHQGHSOXVIUDSSªHHWIRQGXHGDQVOHFUHXVHW GHVUHODWLRQVVRFLDOHV3RXUQRXVFHWWHFRQVFLHQFHHVWTXHOTXHFKRVHGHIOXFWXDQW6HVMXJHPHQWVHWVHV SUªFHSWHVYDULHQWDXJUªGHVLQWªU«WV' XQHYDOHXUXWLOHQRXVGLVRQVTX HOOHHVWXQmELHQ|3DUFRQWUH QRXV DSSHORQV m PDO | WRXWH YDOHXU FDXVDQW XQ SUªMXGLFH V DJLUDLWLO P«PH GH FHWWH LQWªJULWª ¡ ODTXHOOH YRXVWHQH]FRPPH¡ODSUXQHOOHGHYRV\HX[? -HUªSRQGLVFDOPHPHQW? 2XL6LM DLELHQHQWHQGXF HVWO¡ODSRLQWGHYXHG XQSKLORVRSKHPDWªULDOLVWH/DFRQVFLHQFHDXUDLWSRXU IRQFWLRQG LPSRVHUGHVUHVWULFWLRQVHWGHVOLPLWHV(OOHVHUDLWQªHGHVFRQWUDLQWHVVRFLDOHV(OOHVHUDLWOHIUXLW G XQHH[SªULHQFHTXLGLII©UHVHORQOHVSHUVRQQHVOHVªSRTXHVHWOHVSD\V& HVWFHTXHYRXVDIILUPH]? 0DLVODUªDOLWªHVWDXWUHFDUODFRQVFLHQFHHVWXQHOXPL©UHGªSRVªHSDU'LHXGDQVQRWUHQDWXUH(OOHHVWXQ LQGLFDWHXUXQJXLGH XQH ERXVVROH TXH QRXV SRVVªGRQVG©VQRWUH QDLVVDQFHHW TXLQRXVFRQGXLWYHUVOD YªULWª/ DFTXLVVRFLDOQ DSDVG DXWUHUµOHTXHGHQHWWR\HUHWSROLUOHYHUUHGHFHWWHERXVVROH? 1RXVSRVVªGRQVGHVDUJXPHQWVSRXUDSSX\HUQRVGLUHVHWUªGXLUH¡QªDQWOHVYµWUHV? 2EVHUYHOHPRQGHDQLPDORºQ H[LVWHDXFXQHYLHHQVRFLªWª5HJDUGHOHFKDWSDUH[HPSOH/RUVTX LOIDLW VHVEHVRLQVLOVHUHWRXUQHSRXUUHFRXYULUGHWHUUHVHVH[FUªPHQWV/HFKDWYLWLOHQVRFLªWªSRXUDYRLUDS SULV¡VHSOLHU¡XQHWHOOHFRQWUDLQWH"(WFRPPHQWDWLODSSULV¡IDLUHODGLVWLQFWLRQHQWUHVDOHWªHWSURSUHWª "/RUVTX LOGªUREHXQSRLVVRQHWTXHWXO DWWUDSHVSRXUOXLGRQQHUXQHWDSHVXUODW«WHWXOHYRLVEDLVVHUOH QH] WRXW KRQWHX[ ,O HVW FODLU TX LO UHVVHQW VDFXOSDELOLWª /RUVTX LO MRXH DYHF OHV HQIDQWV ¡ OD PDLVRQ HW TX DXFRXUVGXMHXLOFDVVHXQYDVHTXHVHSDVVHWLO",OVHPHW¡FRXULUDYHFIUD\HXUSRXUDOOHUVHFDFKHU VRXVOHVFKDLVHV,OVDLWWU©VELHQTX LODFRPPLVXQHIDXWH?

 



èRXVFHVFRPSRUWHPHQWVVRQW GHVWUDLWVUªYªODWHXUVG XQHFRQVFLHQFH2ULOQ H[LVWHSDV GDQV OHPRQGH GHVFKDWVGHUDLVRQV¡O DSSDULWLRQG XQHWHOOHVHQVLELOLWª(WUDSSHORQVTX DX SRLQWGHGªSDUW QRXVQ RE VHUYRQVSDVGHYLHHQVRFLªWªSDUPLOHVFKDWV? 9RLFLG DXWUHVH[HPSOHVOHVWUDGLWLRQVGHILGªOLWªDXFRXSOHFKH]OHVSLJHRQVODQREOHVVHGXFKHYDOGDQV O DWWDFKHPHQW¡VRQPD¯WUHMXVTX ¡ODPRUWO RUJXHLOGXOLRQTXLQHFRQGHVFHQGSDV¡DWWDTXHUVDSURLHSDU O DUUL©UH  OH KRQWH GX FKDPHDX TXL LQWHUURPSW O DFFRXSOHPHQW DYHF VD IHPHOOH ORUVTX LO UHPDUTXH TX RQ O REVHUYH? 2QVHVRXYLHQWDXVVLGXJUDYHDFFLGHQWTXHWRXVOHVVSHFWDWHXUVRQWSXYRLUDXFLUTXHDO+ªORXDX&DLUH ORUVTX XQOLRQVDXWDSDUO DUUL©UHVXUOHGRPSWHXU0XKDPPDGDO+ªORXHWTX LOOXLSODQWDVHVJULIIHVGDQVOHV ªSDXOHVOHEOHVVDQW¡PRUW? /HVUHVSRQVDEOHVGXFLUTXHQRXVUDFRQWHQWOHVVXLWHVGHO DFFLGHQWOHOLRQUHIXVDWRXWHQRXUULWXUHHWLOVH FRQILQDGDQVVDFDJHVDQVODTXLWWHUXQLQVWDQW2QOHWUDQVSRUWDHQVXLWHDX]RRRº RQOXLSUªVHQWDXQH OLRQQHSRXUOHGLVWUDLUHPDLVLOODIUDSSDHWODUHMHWD,OGHPHXUDDLQVLUHIXVDQWGHPDQJHUMXVTX DXMRXU RºUDJHXULOGªFKLTXHWDVDSDWWHFULPLQHOOHSURYRTXDQWXQHKªPRUUDJLHGRQWLOPRXUXW? 8QDQLPDOTXLVH VXLFLGHGHUHPRUGVHQUHSHQVDQWDXFULPHTX LODFRPPLV 'HTXHOOHVRFLªWªGDQVOH PRQGHGHVIDXYHVOHOLRQDWLODSSULVXQWHOUªIOH[H"'DQVODVRFLªWªGHVIDXYHVOHPHXUWUHG XQKRPPH HVWLOXQFULPHTXLDSSHOOHOHVXLFLGH"? 1RXVVRPPHVLFLHQSUªVHQFHG XQHQREOHVVHG XQHPRUDOHHWG XQHFRQVFLHQFHTXHQRXVQHUHQFRQWURQV SDVFKH]FHUWDLQVKXPDLQV? /DUHSUªVHQWDWLRQHWO LQWHUSUªWDWLRQPDWªULDOLVWHVGHODUªDOLWªVRQWYRXªHVLFL¡O ªFKHF/DUHOLJLRQQRXV DSSRUWHODVHXOHH[SOLFDWLRQSRVVLEOHODFRQVFLHQFHHVWXQH/XPL©UHGªSRVªHSDU'LHXGDQVQRWUHQDWXUH èRXWOHUµOHGHO DFTXLVVRFLDOHVWGHQHWWR\HUODURXLOOHGHO £PHSRXUTXHWUDQVSDUDLVVHFHWWH/XPL©UHGLYL QH? & HVWFHTXLV HVWSDVVªHQWUHOHOLRQHWVRQGRPSWHXU/ DPRXUHWO LQWLPLWªGHVUDSSRUWVRQWDIILQªOHSV\ FKLVPHGHO DQLPDOUDQLPDQWHQOXLODIODPPHGHODSLWLª(WYRLFLTXHOHOLRQVRXVOHFRXSGHODWULVWHVVHHW GXUHPRUGVVHVXLFLGHFRPPHOHIHUDLHQWOHVKRPPHV? m/HSHUPLVHWOHGªIHQGXDIILUPHQRWUH3URSK©WHVRQWPDQLIHVWHV|? ? m&RQVXOWHWRQFĔXUPPHVLO RQW DGRQQªXQHVHQWHQFHOªJDOH|? 1RXVQ DYRQVEHVRLQG DXFXQHIDFXOWªGHOD/RLUHOLJLHXVHSRXUGLVWLQJXHUODIDXWHGHFHTXLHVWMXVWHOD YªULWª GHO HUUHXU OH GªIHQGX GX SHUPLV 'LHX D HQ HIIHW GªSRVª FHWWH IDFXOWª GDQV OH FRHXUGH FKDFXQ G HQWUH QRXV ,O QRXV D IDLW GRQ G XQ FULW©UH LQIDLOOLEOH ,O QRXV HVW GHPDQGª XQLTXHPHQW GH OLEªUHU QRWUH FRHXU GH OD JDQJXH TXL O HQYHORSSH HW GHV SDVVLRQV TXL O REVFXUFLVVHQW 1RXV SRXUURQV DORUV SHUFHYRLU UHJDUGHUFRQQD¯WUHHWGLVFHUQHUVDQVTXHVRLWQªFHVVDLUHO DLJXLOORQGHO DFTXLVVRFLDO,OVXIILWGHOD/XPL© UHGLYLQHTXLDSRXUQRPODFRQVFLHQFH? m•YRXVTXLFUR\H]6LYRXVFUDLJQH]'LHX,OYRXVDFFRUGHUDODSRVVLELOLWª? V U  PD| &RUD ? 'LHXGLWGH/XLP«PHHQV DGUHVVDQWDXP\VWLTXH0XKDPPDG,EQ$EGDO-DEE£Um& PPHQWG VHV UHVWXGHP LDO UVTXH DLPLVHQW QF HXUFHOXLTXLPHUHU VHQWHHWDUOHHQP QQ P"|?  



O LQVWDUGHODUªDOLWªGHODFRQVFLHQFHOHVSULQFLSHVPRUDX[IRQGDPHQWDX[VRQWLPPXDEOHVèXHUXQLQ QRFHQWQHGHYLHQGUDMDPDLVXQDFWHYHUWXHX['HP«PHOHYROOHPHQVRQJHO RIIHQVHIDLWH¡DXWUXLODIRU QLFDWLRQODGªEDXFKHO LQGªFHQFHODJURVVL©UHWªODFUXDXWªO K\SRFULVLHHWODWUD¯WULVHWRXVFHVGªIDXWVOH UHVWHURQWMXVTX ¡ODILQGHVWHPSVORUVTXH'LHXmKªULWHUDGHODWHUUHHWGHWRXVFHX[TXLV \WURXYHQW|? 3DUFRQWUHO DPRXUODPLVªULFRUGHODVLQFªULWªODPDQVXªWXGHOHSDUGRQHWODERQWªUHVWHURQWWRXMRXUVGHV YHUWXVHWQHGHYLHQGURQWMDPDLVGHVFULPHV¡PRLQVTXHWRXWQHVHFRUURPSHGDQVOHVFLHX[HWVXUODWHU UH&HVHUDLWDORUVOHWULRPSKHGHODIROLHHWODILQGHODUDLVRQ?

Ê ?  ? ?   ? ? ?  ??

0RQDPLVHIURWWDLWOHVPDLQVO DLUVDWLVIDLW,ODIILFKDLWDXERUGGHVO©YUHVXQVRXULUHPDOLFLHX[TXLODLVVDLW HQWUHYRLUVHVGHQWV'DQVVHV\HX[EULOODLWFHWªFODLUDSSDUDLVVDQWVXUOHYLVDJHGXER[HXUTXLV DSSU«WH¡ SRUWHUOHFRXSGªFLVLI,OPHGLW? 1HUHPDUTXHVWXSDVDYHFPRLTXHOHVULWHVGHYRWUH3©OHULQDJH¡/D0HNNHVRQWGXSXUSDJDQLVPH" &HWWHFRQVWUXFWLRQHQSLHUUHOD.DD DTXHYRXVWRXFKH]HWGRQWYRXVIDLWHVSOXVLHXUVIRLVOHWRXUODOD SLGDWLRQGH6DWDQODFRXUVHHQWUHDO6DI£HWDO0DUZDOD3LHUUH1RLUHTXHYRXV DLVH]HWFHWWHKLVWRL UHGXFKLIIUH"6HSWIRLVFRQVªFXWLYHVYRXVDFFRPSOLVVH]FHVULWHV&HVRQWOHVYHVWLJHVGXQHVXSHUVWL WLRQOLªHDX[FKLIIUHVPDJLTXHVGDQVODVRUFHOOHULHGHODQFLHQWHPSV(WILQDOHPHQWSRXUTXRLFHWWHSL©FH GªWRIIHGRQWYRXVUHY«WH]YRWUHFRUSVGªQXGªSRXUYRXVPHWWUHHQªWDWGHVDFUDOLVDWLRQULWXHOOH"([FXVH PRLVLMHWLQFRPPRGHDYHFPDIUDQFKLVH0DLVODSXGHXUQHFRPSWHSDVG©VTXLOVDJLWGHVFLHQFH? /HQWHPHQWLOWLUDTXHOTXHVERXIIªHVGHVDFLJDUHWWHWRXWHQPHORUJQDQWGHGHUUL©UHVHVOXQHWWHV? -HUªSRQGLVHQJDUGDQWPRQFDOPH? 1HUHPDUTXHVWXSDVDYHFPRL¡WRQWRXUTXHOHVORLVGHODPDWL©UHYHXOHQWTXHOHSOXVSHWLWWRXUQHDX WRXUGXSOXVJUDQG"/ ªOHFWURQGHO DWRPHJUDYLWHDXWRXUGXQR\DXODOXQHDXWRXUGHODWHUUHODWHUUH DXWRXUGXVROHLOOHVROHLODXWRXUG XQHJDOD[LHODJDOD[LHDXWRXUG XQHSOXVJUDQGHJDOD[LH)LQDOHPHQW QRXV SDUYHQRQV¡&HOXLTXLHVWOH3OXV*UDQG'LHX1HGLVRQVQRXVSDVmOO£X DU'LHXHVWOH 3OXV*UDQG|"3DUFRQVªTXHQWHWFRQIRUPªPHQW¡WDORLVFLHQWLILTXHLOHVWLQªYLWD OHTXHWRXWJUDYLWHDX WRXUGH/XL& HVW LHQFHTXHWXIDLVWRLP«PHHQFHWLQVWDQW LHQPDOJUªWRLSXLVTXHWXHVSULVGDQVOH V\VW©PHVRODLUHGRQWWXIDLVSDUWLH4XHWXOHYHXLOOHVRXQRQWXHVHPSRUWªSDUXQPRXYHPHQWGHJUDYLWD WLRQ5LHQQ HVWVWD OHGDQVO XQLYHUVH[FHSWª'LHX/XLO ,PSªQªWUD OHO ,PSDVVL OHDXWRXUGHTXLWRXWHVW PRXYHPHQWèHOOHHVWODORLGXSOXVSHWLWHWGXSOXVJUDQGTXHWXDVDSSULVHHQS\VLTXH? 4XDQW¡QRXVQRXVWRXUQRQVLQWHQWLRQQHOOHPHQWDXWRXUGHOD'HPHXUHGH'LHXFDUF HVWODSUHPL©UHTXH O RPPH DLW DGRSWªH SRXU YªQªUHU VRQ 6HLJQHXU 'HSXLV OHV WHPSVOHV SOXV UHFXOªV HOOH HVW GHYHQXH XQ V\P ROH1HGªILOH]YRXVSDVDX.UHPOLQDXWRXUG XQRPPHHP DXPªTXHYRXVRQRUH]GXWLWUHGHm %LHQIDLWHXUGHO XPDQLWª|"6LYRXVDSSUHQLH]TX RQDªULJªXQPRQXPHQW¡ODJORLUHGH6DHVSHDUH YRXVLULH]OHYLVLWHUDYHFHQFRUHSOXVG HPSUHVVHPHQWTXHQRXVP«PHVORUVTXHQRXVDOORQVYLVLWHUOHWRP HDXGHQRWUH3URS©WH0XDPPDG? 1HGªSRVH]YRXVSDVXQHFRXURQQHGHIOHXUVVXUXQWRP HDXTXLSRXUYRXVV\P ROLVHOH6ROGDW,QFRQQX "3RXUTXRLDORUVQRXVUHSURFHUGHMHWHUGHVSLHUUHVFRQWUHXQPRQXPHQWV\P ROLTXHTXLSRXUQRXVUH SUªVHQWH6DWDQ"? /DYLHQ HVWHOOHSDVXQHPDUFHUDSLGHGHODQDLVVDQFH¡ODPRUW"(WORUVTXHWXGLVSDUDLVF HVWWRQILOVTXL SUHQGOHUHODLV& HVWH[DFWHPHQWFHTXHVLJQLILHOHWUDMHWV\P ROLTXHHQWUHDO6DI£ GRQWOHQRPVLJQLILHm FODUWª|mYLGH|FRPPHV\P ROHGXQªDQW HWDO0DUZD ODVRXUFHV\P ROHGHYLH 'XQªDQW¡O H[LV WHQFHSXLVGHO H[LVWHQFHDXQªDQWQ HVWFHSDVOHPRXYHPHQWSHQGXODLUHGHWRXWHFUªDWXUH"1HYRLVWX  



SDVGDQVOHVULWHVGHQRWUH3©OHULQDJHXQUªVXPªV\PEROLTXHHWULFKHGHVHQVGHWRXWHVFHVUªDOLWªVP\V WªULHXVHV"? /HFKLIIUHWHIDLWULUH"/DLVVHPRLGDQVFHFDVWHGHPDQGHUSRXUTXRL\DWLOVHSWQRWHVGDQVODJDP PHHWVHSWVHXOHPHQWQRQSDVKXLW"$SU©VODVHSWL©PHRQUHSUHQGODQRWHGXGªEXWHWDLQVLGHVXLWH,O \DHQFRUHOHVVHSWFRXOHXUVGXVSHFWUHOXPLQHX[OHVVHSWVSK©UHVG ªOHFWURQVJUDYLWDQWDXWRXUGXQR\DX GHO DWRPHOHVHSWL©PHPRLV¡SDUWLUGXTXHOOHIRHWXVHVWSOHLQHPHQWIRUPªGDQVOHVHLQGHVDP©UH V LO QD¯WDYDQWLOPHXUW 5DSSHORQVHQILQTXHOHVMRXUVGHODVHPDLQHQRQVHXOHPHQWFKH]QRXV PDLVGDQV WRXWHVOHVFLYLOLVDWLRQVVRQWDXQRPEUHGHVHSWèRXVOHVKRPPHVRQWDGRSWªFHWWHP«PHUªSDUWLWLRQVDQV TX LOVDLHQWHX¡VHFRQVXOWHUSRXUVHPHWWUHG DFFRUG1 HVWFHSDVVLJQLILFDWLI"2XELHQWRXWHVFHVUªDOLWªV VRQWHOOHVHOOHVDXVVLGHODPDJLHHWGHODVRUFHOOHULH"? /RUVTXHWXEDLVHVODOHWWUHTXHWXDVUH¨XHGHWDELHQDLPªHHVWXXQSD°HQ"3RXUTXRLDORUVQRXVUHSUR FKHUGHEDLVHUOD3LHUUH1RLUHFRPPHOHILWQRWUH3URSK©WH0XKDPPDGORUVTX LOODILWDSSRUWHUHQYHORSSªH GDQVVRQPDQWHDX",OQ \DDEVROXPHQWDXFXQSDJDQLVPHHQFHOD'DQVOHVULWHVGX3©OHULQDJHFHQ HVW SDVOD3LHUUHFRPPHWHOOHTXHQRXVYªQªURQVèRXWHQRWUHDWWHQWLRQYDDX[VLJQLILFDWLRQVSURIRQGHVDX[ V\PEROHVDX[VRXYHQLUVªYRTXªV? èRXVFHVULWHVVRQWDXWDQWG RFFDVLRQVSRXUQRXVIDLUHUªIOªFKLUªYHLOOHUQRVVHQWLPHQWVHWVXVFLWHUODSLªWª HQQRVFĔXUV? 4XDQW¡ODSL©FHG ªWRIIHTXLGRLW«WUHVDQVFRXWXUHVHWGRQWQRXVFHLJQRQVQRWUHFRUSVQXSRXUQRXVPHW WUHHQªWDWGHVDFUDOLVDWLRQULWXHOOHHOOHV\PEROLVHO DEDQGRQGHVYDLQHVSDUXUHVG LFLEDVHWOHGªSRXLOOH PHQWWRWDOHQSUªVHQFHGX&UªDWHXU& HVWH[DFWHPHQWGDQVFHWªWDWTXH QRXVVRPPHVORUVTXHQRXVHQ WURQVGDQVFHPRQGHHQYHORSSªVGHODQJHV& HVWDLQVLTXHQRXVVRPPHVHQFRUHORUVTXHQRXVOHTXLWWRQV HWTX RQQRXVGªSRVHHQYHORSSªVG XQOLQFHXOGDQVODWRPEH? 8QHFHUWDLQHWHQXHRIILFLHOOHQ HVWHOOHSDVGHULJXHXUSRXUUHQFRQWUHUOHURL"1RXVDIILUPRQVSRXUQRWUH SDUW TX DXFXQH WHQXH Q HVW DGªTXDWH IDFH ¡ OD 6SOHQGHXU GLYLQH VLQRQ OH GªSRXLOOHPHQW WRWDO GHV RUQH PHQWVGHFHPRQGH'LHXHVWHQHIIHWVXSªULHXU¡WRXVOHVURLV2QQHSHXWVHSUªVHQWHU¡/XLTXHGDQV O KXPLOLWªHWOHGªSRXLOOHPHQW/ KDELWWRXWVLPSOHTXHUHY«WHQWGHYDQW'LHXOHULFKHOHSDXYUHOHPDKDUD MDK HW OH PLOOLRQQDLUH VLJQLILH HQFRUH TXH WRXV OHV KRPPHV VRQW IU©UHV TXHOOH TXH VRLW OD GLIIªUHQFH GH UDQJVHWGHULFKHVVHVTXLOHVVªSDUH? /H3©OHULQDJHHVWSRXUQRXVXQHDVVHPEOªHVROHQQHOOHHWXQUDVVHPEOHPHQWDQQXHO,OHVW¡O LPDJHGHOD 3UL©UHULWXHOOHGXYHQGUHGLFHSHWLWUDVVHPEOHPHQWRºQRXVQRXVUHWURXYRQVFKDTXHVHPDLQH? ? 3RXUTXL\UªIOªFKLWHWOHVPªGLWHWRXVFHVULWHVRQWXQHVLJQLILFDWLRQJUDQGLRVH,OVVRQW¡FHQWOLHXHVGX SDJDQLVPH? &KHUDPLVLWXDFFRPSOLVVDLVDYHFPRLODVWDWLRQVXUOHPRQW$UDIDWSHUGXGDQVODIRXOHGHSOXVLHXUVPLO OLRQVGHSHUVRQQHVTXLVFDQGHQWm$OO£KX$EDU'LHXHVWOH3OXV*UDQG|TXLUªFLWHQWOH&RUDQHWSVDO PRGLHQWm/DEED\D$OO£KXPPDODEED\D0HYRLFLµPRQ'LHXGHYDQWèRL|VLWXOHVYR\DLVSOHXUHU WHOOHPHQWHVWLQWHQVHO DPRXUGDQVOHVFRHXUVWXVHUDLVWRLDXVVLHQODUPHVHQWHIRQGDQWGDQVFHWWHIRXOH KXPDLQHèXUHVVHQWLUDLVWRQQªDQWIDFH¡OD*UDQGHXUGH'LHXFH5RLèRXW3XLVVDQW0D¯WUHGHO XQLYHUV?

£ ? ?!? ?? # ? ?  ?? 0RQDPLPHGLWHQFKRLVLVVDQWVHVPRWV?

 



-HQHYRXGUDLVSDVW RIIXVTXHUFDUMHVDLV¡TXHOSRLQWWXYªQ©UHVOH&RUDQ-HVXLVG DFFRUGDYHFWRLSRXU UHFRQQD¯WUH TX LO V DJLW G XQ OLYUH G XQH YDOHXU LQHVWLPDEOH 0DLV SRXUTXRL 0XKDPPDG Q HQ VHUDLWLO SDV O DXWHXU"4X XQKRPPHGHVDWUHPSHªFULYHXQOLYUHG XQHWHOOHVSOHQGHXUQ DXUDLWULHQGHVXUSUHQDQW&H VHUDLWP«PHEHDXFRXSSOXVORJLTXHTXHG DIILUPHUm& HVW'LHXTXLO DUªYªOªHQOHIDLVDQWGHVFHQGUHGHV FLHX[VXUOHVKRPPHV|1RXVQ DYRQVMDPDLVYX'LHXIDLUHTXRLTXHFHVRLWGHVHPEODEOH(QRXWUHQRXV VRPPHV¡XQHªSRTXHRºLOHVWGLIILFLOHGHFRQYDLQFUHOHVKRPPHVGHO H[LVWHQFHG XQDQJHDSSHOª*D EULHOTXLDXUDLWDSSRUWªGHVFLHX[XQOLYUHSRXUOHUªYªOHU¡XQ«WUHKXPDLQ? -HUªSRQGLVFDOPHPHQW? %LHQDXFRQWUDLUH1RXVYLYRQV¡XQHªSRTXHRºLOHVWRQQHSHXWSOXVIDFLOHGHFURLUH¡O H[LVWHQFHG DQ JHVLQYLVLEOHVHWGHYªULWªVSRXYDQW«WUHFRPPXQLTXªHVDX[KRPPHVSDUUªYªODWLRQ2QSDUOHDXMRXUG KXL G RYQLVGHVFHQGDQWVXUODWHUUHHQSURYHQDQFHGHORLQWDLQHVSODQ©WHV,OH[LVWHGHVFHUYHDX[ªOHFWURQLTXHV SRXUGLULJHUOHVXVLQHVGHVUD\RQVODVHUTXLWXHQWGHVRQGHVUDGLRTXLDWWHLJQHQWOHXUVREMHFWLIVGHVLPD JHVWUDQVIRUPªHVHQRQGHVªOHFWURPDJQªWLTXHVFDSWªHVSDUXQDSSDUHLOJURVFRPPHXQSDTXHWGHFLJDUHW WHV GHV FDPªUDV SRXU ILOPHU FH TXL LQYLVLEOH ¡ O RHLO QX GHV DSSDUHLOV SRXU YRLU GDQV OHV WªQ©EUHV / KRPPHPDUFKHVXUOD/XQHGHVVDWHOOLWHVVHSRVHQWVXU0DUV? ,OQ HVWGRQFSOXVªWUDQJH G HQWHQGUHGLUHTXH 'LHXDPDQGDWªXQ«WUHLQYLVLEOHO XQGHVHV$QJHV SRXU FRPPXQLTXHUVD5ªYªODWLRQ¡XQ3URSK©WH/ H[LVWHQFHGH*DEULHOHVWP«PHGHYHQXHXQHUªDOLWªGHVH FRQGUDQJPRLQVVXUSUHQDQWHTXHFHTXHQRXVYR\RQVHWHQWHQGRQVTXRWLGLHQQHPHQW? 3RXUTXHOOHUDLVRQ0XKDPPDGQ HVWSDVVHORQQRXVO DXWHXUGX&RUDQ"9RLFLGDQVVDIRUPHPRUSKROR JLTXHHWV\QWD[LTXHDYHFWRXWVRQFRQWHQXGHFRQQDLVVDQFHVVFLHQWLILTXHVRXDXWUHVGHVHFUHWVUªYªOªV GHEHDXWªOLWWªUDLUHHWGHSUªFLVLRQGXYRFDEXODLUHOH&RUDQGªSDVVHOHVFDSDFLWªVG XQDXWHXUKXPDLQ6L QRXVDMRXWRQVTXH0XKDPPDGªWDLWDQDOSKDE©WHTX LOQ DMDPDLVIUªTXHQWªO ªFROHHWTX LOQ DMDPDLVTXLWWª ODSªQLQVXOH$UDELTXHSRXUVHP«OHU¡XQHDXWUHFLYLOLVDWLRQLOHVWLPSRVVLEOHG ªPHWWUHOHPRLQGUHGRXWH RXODPRLQGUHTXHVWLRQ¡FHVXMHW? /HVLQFUªGXOHVGHWRQHVS©FHTXLV HQW«WHQW¡SUªWHQGUHTXHOH&RUDQDªWªFRPSRVªSDUXQKRPPH'LHX OHVGªILHHQFHVWHUPHV? m'LV3URGXLVHGRQFXQHVRXUDWHVHPEODEOH ¡FHFLHWLQYRTXHTXLYRXVSRXUUHHQGHKRUVGH 'LHX| &RUDQ ? $SSHOH¡O DLGHOHVGªPRQVOHVDQJHVOHVJªQLHVGHO KXPDQLWªHWPRQWUHPRLXQHVRXUDWHVHPEODEOH¡ FHFLOHGªILHVWWRXMRXUVODQFªHWLOQ HVWSHUVRQQHTXLDLWSXOHUHOHYHU? 6LQRXVH[DPLQRQVOH&RUDQDYHFLPSDUWLDOLWªHWREMHFWLYLWªQRXVH[FOXURQVWRWDOHPHQWTXH0XKDPPDGDLW SXHQ«WUHO DXWHXU? 6 LOHQªWDLWDXWUHPHQW0XKDPPDGDXUDLWODLVVªGDQVOH&RUDQXQHWUDFHGHVHVVRXFLVSHUVRQQHOVHWGHVD WULVWHVVH (Q XQH P«PH DQQªH LO SHUGLW HQ HIIHW VD IHPPH .KDG¯MD HW VRQ RQFOH SDWHUQHO $E¼ è£OLE OHV GHX[VHXOV«WUHVVXUOHVTXHOVLOSRXYDLWV DSSX\HUHQFHPRQGH6DGRXOHXUIXWLPPHQVH2UGDQVOH&R UDQDXFXQHPHQWLRQQ HVWIDLWHGHFHVGHX[«WUHVFKHUV3DVOHPRLQGUHPRW'HP«PHORUVTXHOH3URSK© WHSOHXUHVRQILOV,EU£KLPTXLYLHQWGHPRXULUOH&RUDQUHVWHPXHW/DSHUVRQQHGH0XKDPPDGQ LQWHUYLHQW DEVROXPHQWSDV? 4XLSOXVHVWOHVYHUVHWVFRUDQLTXHVSHXYHQWDOOHU¡O HQFRQWUHGHFHTXHIDLWRXSHQVHIDLUH0XKDPPDG 3DUIRLVF HVWXQHUªSULPDQGHFRPPH¡SURSRVGHFHWDYHXJOHGRQWOH3URSK©WHV ªWDLWGªWRXUQªSRXUV LQ WªUHVVHUDX[JHQVGH4XUD\VKVDSURSUHWULEX?

 



m·VVUU  VV  U DUFD V  4 UDVD UV  U F F VU   V U  F V U5D V U  D "| & UD  ? 3DU V FV VD ? m·DDU DV3U D UVFD VDVU VUDUU  VDV  V FU V?; VDV UD VFP A    U V D; U6   UVFU    A   D  DV   U    UU  F£ P V DUD  D V  FDVV V  V VVPDU V| & UD  ? 3DUIRLVHQFRUHOH&RUDQRUGRQQH¡0XKDPPDGGHGLUH¡VHVILG©OHVFHTX LOQHSRXUUDLWSDVGLUHV LOSDUODLW GHVRQSURSUHFKHI? mALV-HQH VXLVSDVXQLQQR DWHXUSDUPL RVSURSK©WHV- LQRUHFH TXHO RQIHUD GHPRLHW GH

RXV| &RUDQ ? ,O Q H[LVWH DXFXQ SURSK©WH TXL SXLVVH VH SRUWHU RORQWDLUH GH VRQ SOHLQ Uª SRXU GLUH ¡ VHV DGHSWHV m - LQRUHFHTXHO RQIHUDGHPRLHWGH RXV-HQHGªWLHQVSRXU RXVFRPPHSRXUPRLQLGRPPDHQL SURILW|/DGLVSHUVLRQGHVDGHSWHVVHUDLWLQª LWDEOH? (WSRXUWDQWF HVWELHQFHTXLHVWDUUL ª¡0XKDPPDG/HV-XLIVRQWXWLOLVªOH HUVHWSUªFLWªFRPPHSUªWH[WH SRXU GªFODUHU  4XHOOH HVW O XWLOLWª GH FH SURSK©WH TXL LQRUH FH TXH O RQ IHUD GH OXL HW GH QRXV " 1RXV Q D RQVDXFXQD DQWDH¡OHVXL UH? 6L0XKDPPDGD DLWHXO LQLWLDWL HGX&RUDQMDPDLVLOQ DXUDLWªFULWGHWHOV HUVHWV? 8QH[DPHQPLQXWLHX[GXVW\OHFRUDQLTXHQRXVSURX HTX LOHVWQRX HDXHWXQLTXHHQVRQHQUHADQVVD FRKªVLRQVDFRPSRVLWLRQHWVDVWUXFWXUHLOQ DSDVVRQVHPEODEOHGDQVODOLWWªUDWXUHDUDEHTX HOOHVRLWDQ WªULHXUHRXSRVWªULHXUHDX&RUDQ¡WHOSRLQWTXHO RQSHXWUªSDUWLUODODQXHDUDEHHQWURLVUDQGHVVHFWLRQV ODSRªVLHODSURVHHWOH&RUDQ1RXVVRPPHVHQSUªVHQFHG XQHODQXHTXLDVDWUDPHSURSUHVDQV«WUH GHODSURVHRXGHODSRªVLH? /DPXVLFDOLWªGHODSRªVLHUHSRVHVXUOHU\WKPHHWODULPHŠFRXWRQVSDUH[HPSOHOHSR©WH,EQDO$EUDV DO$VDG¯? mDUDP D   )DDVD ZD£|? m/RLQGHVVLHQVTX LODDEDQGRQQªV'DQVVRQVLOHQFH$E¯GV HVWFRQILQª|? /DPXVLFDOLWªHVWGXHLFL¡ODFªVXUHHW¡ODULPHVXUOHGSURORQJª& HVWXQHPXVLFDOLWªH[WHUQHDORUVTXH FHOOHGX&RUDQHVWLQWHUQH? m:DGGX£ZDOODOLLG£VD£|



m3DUODFODUWªGXRXU3DUODQXLWTXDQGHOOHV ªWHQG|

&RUDQ?

$XFXQH FªVXUH DXFXQH ULPH GDQV FHWWH VLPSOH H[SUHVVLRQ (W SRXUWDQW OD PXVLTXH ILOWUH ¡ WUDYHUV HOOH SURYHQDQWGHO LQWªULHXUP«PHGHODSUDVH? (WFHVDXWUHVYHUVHWV? m5D LLQQZDDQDO DPXPLQQ?  



:D !VDDDDUU£VVD DZDDP?  £ D5D VD D|

?

m0R6H JHU0HVRVVRDIID  VPD«HD DF 0R6H JHU-DPD VHHSU DMH D ªªPDHUH[| &RUD? ? m 7DD  0£ DD£ DDD "U£D  DV£  £ D UDD  PD DV£  DD P P PDDDDDUDZDVVDPDZ£ £DU5DP£D£DUV !VDZ£| ?

mèD+D1RXVQ DYRQVSDVIDLWGHVFHQGUHVXUWRLOH&RUDQSRXUWHUHQGUHPDOKHXUHX[PDLVFRPPH XQ5DSSHOSRXUTXLFRQTXHFUDLQW'LHXFRPPHXQH5ªYªODWLRQGH&HOXLTXLDFUªªODWHUUHHWOHV FLHX[ªOHYªV/H0LVªULFRUGLHX[VHWLHQWHQPDMHVWªVXUOHèUµQH| &RUDQ? /RUVTXHOHVYHUVHWVSUHQQHQWOHWRQGHODPHQDFHODSKUDVHVHPEOHFRQVWUXLWHHWVFXOSWªHGDQVOHURFèHO XQFOLTXHWLVGHFXLYUHVTXLV HQWUHFKRTXHQWOHU\WKPHGHYLHQWLUULWDQWSRXUO RUHLOOH? m·QQ£DUVDOQ£ DOD\KLPULKDQVDUVDUDQ\DZPLQQDKVLQPXVWDPLUU LQ!? 7D £VDDDPD£D PD U !|

?

m1RVDYRVGªFD¯ªFRWUHH[YHWPJ VVDWHRU WHUP DEHHWIHVWH&HYHW DUUDFD WHVRPPHVFRPPHV VDYD HWªWªGHVVRFHVGHSDP HUVGªUDF ªV| &RUD? 'HVPRWVFRPPHVDUVDUD mPXJLVVDW| PXDL L  mGªUDFLª| HWFRWODGXUHWªGHODSLHUUH? /RUVXH OHV YHUVHWV FRUDLXHV DRFHW XH RXYHOOH IDEXOHXVH FRPPH OD IL GX GªOXJH OH VW\OH GH YLHW KDFKª 2 GLUDLW GX PRUVH /HV YHUVHWV HWLHUV UHVVHPEOHW ¡ GHV PHVVDJHV WªOªJUDSKLXHV WU©V FRFLVGRWOHIIHWHVWLPSUHVVLRDW? m ·O IXW GLW •WHUUH  EVRUEH FHWWH HDX XL WDSSDUWLHW •FLHO  UUWHWRL  /HDX IXWDEVRUEªH ORUGUHIXWHªFXWª| &RUD ? 'DVOHFKRLGXPRWªYRFDWHXUODFRPSRVLWLRHWOHU\WKPHGHODSKUDVHHIRFWLRGXVHV¡GRHURX GXVHWLPHW¡ªYHLOOHUOH&RUDDWWHLWXHYDULªWªLªJDODEOH6RVW\OHHVWFRXODWVDVUHGRGDFHL DIIHFWDWLR? 3RXUVXLYDWRWUHDDO\VHRXVGªFRXYURV GDVOH&RUD XHWU©V JUDGH SUªFLVLRHWXHVWXSªILDWH HDFWLWXGH /D PRLGUH SUªSRVLWLR HVW MXVWH ¡ OD SODFH XLO IDXW L DYDW L DSU©V ·O HVW LPSRVVLEOH GH UHPSODFHUXPRWSDUXDXWUHRXXHSUªSRVLWLRSDUXHDXWUH&KDXHPRWDªWªFKRLVLSDUPLXHPXO WLWXGHGDXWUHVHIRFWLRGHFULW©UHVWU©VSUªFLV? 3RXU LOOXVWUHU FHWWH SUªFLVLRQ H[WU«PH LQWURXYDEOH HQ DXFXQ DXWUH ªFULW UHPDUTXRQV OH PRWODZ£TLD m FDUJªV GH ORXUGV QXDJHV |  GDQV OH YHUVHWm :D DUVDOQ£ UUL£ ODZ£TLD | m 1RXV DYRQV HQYRª OHV YHQWVFDUJªVGHORXUGVQXDJHV|&RUDQ 2QGRQQDLWDXWUHIRLV¡FHPRWO LQWHUSUªWDWLRQPªWDSR ULTXHVXLYDQWHOHVYHQWVDJLWHQWOHVQXDJHVHWIRQWWRPEHUODSOXLHTXLmIªFRQGH|ODWHUUHTXLODUHQGm IHUWLOH|1RXVVDYRQVDXMRXUG XLTXHOHVYHQWVHQWUD¯QHQWOHVQXDJHVFDUJªVG ªOHFWULFLWªSRVLWLYHHWTX LOV OHV SURMHWWHQW ¡ O LQWªULHXU G DXWUHV QXDJHV FDUJªV G ªOHFWULFLWª QªJDWLYH &HWWH UHQFRQWUH SURGXLW OHV ªFODLUVOHWRQQHUUHHWODSOXLH6HORQFHWWHH[SOLFDWLRQOHVYHQWVVRQW¡QRXYHDXDJHQWVGHmIªFRQGDWLRQ| 1RXVVDYRQVILQDOHPHQWTX LOVWUDQVSRUWHQWGHVJUDLQVGHSROOHQG XQDUEUHYHUVO DXWUH,OV DJLWDORUVG XQH mIªFRQGDWLRQ|DXVHQVSUHPLHUGXWHUPH?   

1RXVYRLFLGRQFHQSUªVHQFHG XQPRWTXLHVWH[DFWVHORQVHVDFFHSWLRQVPªWDSKRULTXHOLWWªUDOHHWVFLHQWL ILTXHRXWUHVRQDJUªDEOHVRQRULWª? 8QDXWUHYHUVHWLOOXVWUHUDFHWWHSUªFLVLRQGDQVOHFKRL[GXPRWªYRFDWHXU? m1HGªYRUHSDVWRUWYRVELHQVHQWUHYRXVQ HQIDLWHVSDVSUªVHQW>WXGO¼@DX[XJHVGDQVOHEXW GHPDQJHULQXVWHPHQWXQHSDUWGHVELHQVG DXWUXL?; VVD DUD P| & UD ? 1RWRQVOHPRWWO¼RmODLVVHUSHQUHODLVVHUWRPEHU|@%LHQTHOHMJH¡TLVRQWUHPLVOHVELHQVVRLW KDWSODFªOH&RUDQUªWDEOLWODVLWDWLRQ(QHIIHWODPDLQTLUH¨RLWQSRWHYLQV DJLUDLWLOHODPDLQ  QMJHOHUH¨RLWmSDUHVVRV|' RºO H[SUHVVLRQmODLVVHUWRPEHUDQVODPDLQHVMJHV|TLWUDLW DYHFQHªORTHQFHVDQVSDUHLOOHODEDVVHVVHHFHOLTLVHODLVVHFRUURPSUH? 'DQVOHYHUVHWMLK£? m" DYHYRV"RUVT RQYRVLWŠODQFHYRVVUOH&KHPLQH'LHYRVYRVWHVDSSH VDQWLVRLWKWK£TDOWP@VUODWHUUH|?  &RUDQ ? /H&RUDQHPSORLHOHPRWLWW£DOWPDOLHGHWDW£DOWPDYHFIVLRQGHVGH[WFROOªVO Q¡O D WUH,OYHWVJJªUHUSDUO¡ODFRDUGLVHGHFH[LFROOHQWDVROHWV \UHFURHYLOOHQWGHSHUORUV LOV VRQWDSSHOªVDFRPEDW/DPRUSRORJLHGPRWHVWGRQFªYRFDWULFHSDUHOOHP«PH? /HYHUVHWUHODWLIDPHUWUHGHVHQIDQWVSRUFDVHGHSDYUHWªVHSUªVHQWHVRVGH[IRUPHV? mHWHSDVYRVHQIDQWV¡FDVHGHYRWUHSDYUHWªRVYRVDFFRUGHURQVYRWUHVEVLVWDQFH DYHFODOHU| &RUDQ ? mHWHSDVYRVHQIDQWVSDUFUDLQWHGHODSDYUHWªRVOHUDFFRUGHURQVOHUVEVLVWDQFHDYHF ODYµWUH| &RUDQ ? /DYDULDQWHHQWUHFHVGH[YHUVHWVQ HVWSDVGHDDVDUG(OOHREªLW¡GHVUDLVRQVSUªFLVHV/RUVHOH PHUWUH HVW YRO m ¡ FDVH GH OD SDYUHWª | FHOD VLJQLILH H OHV SDUHQWV YLYHQW DFWHOOHPHQW GDQV OD SDYUHWª' RºmRVYRVDFFRUGHURQVYRWUHVEVLVWDQFHDYHFODOHU|/RUVHSDUFRQWUHOHPHUWUH GHVHQIDQWVHVWSUªPªGLWªmSDUFUDLQWHGHODSDYUHWª|FHODVLJQLILHHOHVSDUHQWVSUªYRLHQWODSDYUHWª SRUO DYHQLU' RºO DOOVLRQIDLWHSDUOH&RUDQD[HQIDQWVHQSUHPLHUOLHmRVOHUDFFRUGHURQVOHU VEVLVWDQFHDYHFODYµWUH|'HWHOOHVQDQFHVQHSRYDLHQWYHQLU¡O HVSULWG QDWHUPDLQ? 4 Q PRW SUªF©GH R VLYH Q DWUH LO \ D WRMRUV QH VDJHVVH VRVMDFHQWHSURSRV G YRO SDU H[HPSOHOH&RUDQSDUOHGHO RPPHHQSUHPLHUOLHHWHQVLWHGHODIHPPH3RUODGªEDFHF HVWO LQ YHUVH/DUDLVRQHVWªYLGHQWHGDQVOHYROO RPPHMRHQUµOHSOVDFWLIHODIHPPHDORUVHGDQVOD GªEDFHF HVWODIHPPHLSUHQGO LQLWLDWLYH'©V HOOHUHY«WQHPLQLMSHHW HOOHV LQVWDOOHGHYDQW VRQPLURLUSRUVHSDUIPHUHWVHPDLOOHUHOOHHVWSU«WH¡SUHQGUHDSL©JHO RPPH HOOHDWWHQG? m)UDSSHODGªEDFªHHWOHGªEDFªGHFHQWFRSVGHIRHWFDFQ| &RUDQ ? m7UDQFHODPDLQGYROHUHWGHODYROHVH|

&RUDQ ?

(QHOHVHLHHQGURLWVOH&RUDQPHQWLRQQHOHVHQVGHO R°HDYDQWFHOLGHODYH? m,OYRVDGRQQªO R°HODYHGHVYLVF©UHV|  



&RUDQ ? mRVUD RQVRQQ VRU VVVFĔUV| &RUDQ ? mQQV R VF UDUU UD| &RUDQ ? m·VUDDVVU PQPDQ FRPRR#D FĔU| &RUDQ ? m ;RV Q R  RV FDFU D R Q  Q  RV RU V Q  RV  Q  VVQ  PR QU FRQU RV|? &RUDQ ? m5 V P VV  ·V&    DUD P| & UD ? &V M UV ° VP ªDUP ©U·VU  ªVVDUD V     UJDU 1 V  V V ªP V   V  V \ V DV V 3U K©V   '   DUªPD VUV DMDPD V &VDUD  0KDPPDDU¨DUª ªD  & UD8P©UVFDD  V JUVUVV  VUDVD P«PV   V JUV  VDJ'UDV PP K PPF  UV  U UVª  ª D UVVV\[V  UP V&V F [DPDD P DDU D  U   F F V DF Vª FDUªF V UJDD ? 5 VF PPDU[PDP V VPDªU VD DVDV? m>@- U  VU FVVV  VDVVU  VVD UF VU VU  A D FFĔUU| & UD  ? m; VU FVVV VDVV D  D UVU F PV  P  VU   DUVA | & UD   mV VVDVV FU VUVU U U F UA ; F VU  DFF  VDV)  VPUU  UP| & UD  ? m3V VUDFF UDV VVDV  VV P VU U " F UD U  V DVF VF F| & UD  ? m"UVU FVVVUVDV PU  DVA  DUVF£ U F | & UD  ? m6DFD FP V  U VVP  D DUU  D  U

V U D  DVD DF VU FVVVVDVVVP D    D

 D UVD VD V FU V| & UD  ? VPV  VD DUD V VDPD U  VVU UVU FVVVPD  U VDDV?? 1RXVUHPDUTXRQVHQVXLWHGDQVODJUDPPDLUHFRUDQLTXHXQHSUªFLVLRQTXLWLHQW¡GHVQXDQFHVWU©VILQHV 3DUH[HPSOHGDQVOHYHUVHW? m:DLQW£LIDW£QLPLQDOPXPLQQD? !DD$D !V $ DDP£|

?

m6 GH[JURSHVGHFURDVVHFRP DH?UªWDEOLVVH]ODSDL[HQWUHHX[|  



&RUDQ? 'DQVXQFDVO DFFRUGDYHFOHPRWW£ DW£Q  mGHX[JURXSHV| HVWD WDXSOXU HO WDWDO$ mVHFRPEDW WHQW| GDQVO DXWUH OHVWD WDXGXHOD VO $EDQDXP£ mUªWDEO VVH]ODSD [HQWUHHX[GHX[| /D UD VRQGHFHWWHYDU DQWHHVWWU©VVXEW OHGXUDQWOHFRPEDWOHVGHX[JURXSHVV DURQWHQWHWGHY HQQHQWXQH FROOHFW RQ XQmSOXU HO| GHEUDVX EDWWHQWOHVXQVFRQWUHOHVDXWUHV$XPRPHQWGHODWU«YH OVVHVªSD UHQW¡QRXYHDXHQmGHX[|JURXSHVFDFXQHQYRDQWVRQªP VVD UH' RºODRUPXODW RQDGRSWªHGDQVOH YHUVHW? 'DQVOH&RUDQP«PHOHVSUªSRV W RQVHWOHVFRQMRQFW RQV VRQWSODFªHVRXRP VHVSRXUGHVUD VRQVWU©V SUªF VHV HQ RQFW RQ G XQH QWHQW RQ P QXW HXVHPHQW RUPXOªH 3DU H[HPSOH OH PRWDV DO$QDD m OV W QWHUURJHQW| DSSDUD¯WWU©VVRXYHQWGDQVOH&RUDQ? m·V UU DVVDPµVA VA  UVU| & UD  m·V UU DVVU A VVU U F& PPDPP 6 U| & UD ? ? m·V UU DVV  VVA VFV   UV PPV V  FD V  UUP UV  V3U D| & UD  ? &D  V  D U  V F PPF DU m  V |  0D V  UV  V V  V P DV DV 

UV m ·V  UU  VU V V P DV A V >D@  P  6 U V U  UD   U | & UD  DU  VF PPFDUDD /DUD V FDFVDV 

D  DV V FDV U F V  D V  D D    F P  V   D UV    D  DV  P«PDVU UFDV  VV UU VU DP DVD DU V F VD5 VUUF  A VPED UPUm6 V UU DVVP DV  VD UV>D@|/D F  DV¡UD V U F V? ADV UVm-V VU F U  DPVVU UV UU ¡P V U  V¡ D P  | & UD  P V P V FDUDV  UVU0   A VVD¡U  UDV/ P«P?? &RQFHUQDQWO HPSORLGHVSURQRPVSHUVRQQHOVm-H|HWm1RXV|'LHXSDUOHHQXWLOLVDQWOHm1RXV|ORUV TX HVWH[SULPªHXQH$FWLRQRºVRQWDVVRFLªVWRXVOHV$WWULEXWVGLYLQVFRPPHOD&UªDWLRQOD5ªYªODWLRQOD VDXYHJDUGHGX&RUDQHWF? m1RXVDYRQVDLWGHVFHQGUHOH5DSSHO1RXVHQVRPPHVOHJDUGLHQ| &RUDQ ? m&V V  VD VFU V6 VP VUF D VV D U  | & UD ? m2  VD VD VFU>& UD@UDD A FU| & UD ? m  VDVF PP VU"VF V FU FD  V PPV  V&U DU"| & UD ? m VVD VFU V VD V  V  PUV UVPD V UV V  U V VVUPDFU VDUVUVVP D V| & UD ?  



'DQVOHVFDVSUªFLWªVOHm1RXV|WUDGXLWXQHQVHPEOHG $WWULEXWVGLYLQVTXLVRQWWRXV¡O ĔXYUHGDQVXQH LQWHUYHQWLRQJUDQGLRVHFRPPHFHOOHGHOD&UªDWLRQSDUH[HPSOH0DLVORUVTXHOHYHUVHWUHODWHXQHQWUHWLHQ HQWUH'LHXHWO XQGHVHVVHUYLWHXUV 0R°VHSDUH[HPSOH F HVWOHSURQRPSHUVRQQHOVLQJXOLHUTXLHVWHP SOR\ª? m0RLHQYªULWªHVXLV'LHX·OQ \DGH'LHXTXH0RL$GRUHPRLGRQF2EVHUYHODSULUHHQLQ YRTXDQWPRQ1RP| &RUDQ  'DQVFHFDV'LHXGLWm-H|FDUF HVWOH0RLGLYLQTXLSDUOHHWO DWWHQWLRQHVWDWWLUªHVXUOHIDLWHWODSURFOD PDWLRQGHO 8QLFLWªGLYLQH?? $XWUHH[HPSOHGHFHWWHH[WU«PHSUªFLVLRQGHX[YHUVHWVLGHQWLTXHVFRQVDFUªV¡ODSDWLHQFH/DVHXOHGLI IªUHQFHWLHQW¡O HPSORLGDQVXQFDVGHODOHWWUHODP? /XTP£QGLW¡VRQILOVm6XSSRUWHSDWLHPPHQWFHTXLW DUULYHWXIHUDVPRQWUHGHVPHLOOHXUHVGLVSRVLWLRQV ·QQDG£OLDPLQ DPLOXP$U| &RUDQ ? (WQRXVOLVRQVGDQVOHVHFRQGYHUVHWm0DLVFHOXLXLHVWDWLHQWHWXLDUGRQQHDLWPRQWUHGHVPHLOOHX UHVGLVRVLWLRQV·QQDG£OLDODPLQDPLOXP$U| &RUDQ ? /HODPGHFRUURERUDWLRQHPOR\ªGDQVOHVHFRQGFDVLQGLXHXQHFHUWDLQHLQVLVWDQFH/DDWLHQFHGRLW«WUH GRXEOH ORUVXHOOH HVW H[HUFªH GDQV OH FDGUH GXQH RVWLOLWª XPDLQH HW XLO HVW GHPDQGª ¡ ORPPH GH DUGRQQHU¡VRQULYDO&HWWHDWLHQFHHVWEHDXFRXOXVGLLFLOHXHFHOOHH[LJªHDFHDX'ªFUHWGLYLQXL H[FOXWWRXWHUXVH?? /DP«PHUHPDUTXHVXUO HPSORLGXODPHVW¡IDLUHHQGHX[YHUVHWVVXUODSOXLHTXH'LHXIDLWWRPEHUHWVXU OHVVHPHQFHVTX ,OIDLWFUR¯WUH? mYHYRXVFRQVLG U O HDXTXHYRXVEXYH"VWFHYRXVTXLO DYHIDLWGHVFHQGUHGHVQXDHV" 2XELHQVRPPHVRXVFHOXLTXLODIDLWGHVFHQGUH"6LRXVOHYRXOLRQV RXVODUHQGULRQVVDXP£ WUH| &RUDQ  ? m  VF V  U F VF "?VF V VPF   V PPV V  VPU " 6   V   V   V  UU V F PP VF DZ DV£DDD£ £PD|  & UD  ? /HDPGH FRUURERUDWLRQ HVW XWLLVª GDQV H VHFRQG FDV FDU  LQVLVWDQFH HVW QªFHVVDLUH (Q HIIHW FHUWDLQV SRXUUDLHQWSUªWHQGUHTX LHXUSRVVLEHG LPLWHUH&UªDWHXUHQGªWUXLVDQWHVVHPHQFHVHWHQHVUHQGDQW FRPS©WHPHQWV©FKHV0DLVQXQHSRXUUDLWSUªWHQGUHTX LHVWHQVRQSRXYRLUGHIDLUHWRPEHUGHVFLHX[ XQHHDXVDXP£WUH/ DIILUPDWLRQQHQªFHVVLWHGRQFSDVLFLG «WUHUHQIRUFªHSDUHDP? 1RXVQRWRQVHQFRUHDP«PHSUªFLVLRQGDQVDGHVFULSWLRQTX $EUDKDPIDLWGHVRQ6HLJQHXU? m·PHIHUDPRXULUSXLV·PHUHQGUDDYLH| &RUDQ ? m& HVW/XLTXLPHQRXUULWHWTXLPHGRQQHERLUHգ:DDGKKXZDXW LPXQZDDVTQ|? &RUDQ ? /HSURQRP%D mF HVW/LTL| HVWDMRWªGDQVOHVHFRQGYHUVHWSRUVROLJQHUO $FWLRQGLYLQH(Q HIIHWQ LPSRUWHTLSRUUDLWSUªWHQGUHT LOSHWOLDVVLGRQQHU¡PDQJHUHW¡ERLUH¡$EUDDP0DLV SHUVRQQHQHVDUDLWSUªWHQGUHLPLWHU'LHGDQVOHIDLWGHIDLUHPRULUHWGHUHQGUHODYLH?  



/DMXVWHVVHGHODODQJXHFRUDQLTXHHVW¡QRXYHDXªYLGHQWHGDQVO H[HPSOHTXLVXLW/RUVTXH'LHXV DGUHVVH DX[0XVXOPDQV,OOHIDLWHQFHVWHUPHVm6RXYHQHYRXVGH0RL-HPHVRXYLHQGUDLGHYRXV| &RUDQ  4XDQWDX[-XLIV,OOHXUGLWm6RXYHQHYRXVGHV LHQIDLWVGRQW-HYRXVDLFRP OªV| &RUDQ  ? /HV-XLIVGRQWLOHVWLFLTXHVWLRQVRQWHQHIIHWGHVPDWªULDOLVWHVTXLQHVHVRXYLHQQHQWGH'LHXTXHSRXUVHV LHQIDLWVHW¡FDXVHGHVDYDQWDJHVTX LOVSHXYHQWUHWLUHUGH/XL/HV0XVXOPDQVRQWTXDQW¡HX[XQFĔXU SOXVOLPSLGH,OVVDYHQWFHTXHVLJQLILHVHVRXYHQLUGH'LHXSRXU/XLP«PHVDQVODUHFKHUFKHGXPRLQGUH LQWªU«WLPPªGLDW? 'LHXGLWGHP«PH¡XQHFHUWDLQHªOLWHm• XV OHV PPHVG XªVGLQWHOOLHQFH FUDLQHP L| &  UDQ  3XLV,OD HUWLWOHF PPXQGHVP UWHOVGHFHWWHID¨ Qm&UDLQHOH)HXXLD XUDOLPHQWOHV  PPHVHWOHVLHUUHV| & UDQ  &HVGHUQLHUVQHF PUHQQHQWHQHIIHWXHOHODQDHGHODHXU 3DUF QWUH OHV PPHVG XªVGLQWHOOLHQFH QWOHUL LO©HGHF PUHQGUHXH'LHXHVWOXVXLVVDQWXH OHIHXHWX,OHXW V,OOHGªVLUH HQIDLUHXQD UHGHIUD¯FHXUHWGHDL[? 'DQVOHGLVF XUVX,EO¯VR6DWDQ@WLHQW¡V Q6HLQHXU LOOXLIDLWOHVHUPHQWVXL DQWm3DUWD3XLVVDQFH H OHVªDUHUDLW XV| & UDQ  ,EO¯VXUHG QFXQLXHPHQWDUOD3XLVVDQFHGL LQH,OU X HDLQVLVD HUVLFDFLWªHWV QVD LU&HVWHQHIIHWHQ HUWXGHVD3XLVVDQFHXH'LHXQDDVEHV LQGHVHVFUªDWX UHV4XHOHV PPHVFU LHQW XQ Q LOVV QWOLEUHV0DLVX LXLOHQV LW LOVQH UWHU QWQXOOHPHQWUª XGLFH¡'LHX6Dè XWH3XLVVDQFHOHUHQGLQGªHQGDQWGHVFUªDWXUHVHWGHOXQL HUVHQWLHU? &RPPHQW,EO¯VV \SUHQGUDWLOSRXUWHQWHUOHVKXPDLQV"? m-VUD VUD; AU   VVDUFUD DU DDUUU U ?VUUD FVUUU |? & UDQ ? ,OPHQWLRQQHGRQFTXDWUHGLUHFWLRQVPDLVLORPHWmSDUGHVVXV|HWmSDUGHVVRXV|FDUOHmGHVVXV|VLJQLILH OD6HLJQHXULHGH'LHXHWOHmGHVVRXV|O KXPLOLWªGDQVO DGRUDWLRQ&HOXLTXLVHWLHQWFRQVWDPPHQWGDQV O KXPLOLWªIDFH¡OD*UDQGHXUGHVRQ6HLJQHXUHVW¡O DEULGHVDWWDTXHVGH6DWDQ? ,EO¯V LQGLTXH HQ RXWUH TXH VRQ SRVWH SUªIªUª SRXU DFFRPSOLU VD EDVVH EHVRJQH GH WHQWDWHXU HVW OD 9RLH 'URLWHOHFKHPLQGXELHQOHWDSLVGHSUL©UH&HOXLTXLGªODLVVHODSUL©UHO LYURJQHHWOHTXHUHOOHXUQ RQW SDVEHVRLQG ,EO¯VSRXU«WUHLQGXLWVHQHUUHXU,OVVHVXIILVHQW¡HX[P«PHV&HVRQWGHVORTXHVKXPDLQHV ,EO¯VHVWXQYROHXUUXVªTXLQ DLPHSDVSHUGUHVRQWHPSV¡UµGHUDXWRXUGHPDLVRQVHQUXLQHV? 'DQVOH&RUDQLOHVWIDLWPHQWLRQGXSDUGRQHWGHODPLVªULFRUGHDYDQWOHFK£WLPHQWHWODFRO©UH? '©VODSUHPL©UHVRXUDWH'LHXHVWSUªVHQWªFRPPHmOH0LVªULFRUGLHX[|DYDQWG «WUHmOH5RLGX-RXUGX -XJHPHQW|,OHVWFRQVWDPPHQWGLWGH/XLTX ,OUªVHUYHVRQSDUGRQHWVRQFK£WLPHQW¡TXL,OYHXW? /HSDUGRQGLYLQSUªF©GHGRQFVRQFK£WLPHQW6DXIHQGHX[HQGURLWV? èRXWG DERUGGDQVXQYHUVHWUHODWLI¡O DEODWLRQGHODPDLQGXYROHXU m·OSXQLWXL·OYHXW ·OSDUGRQQH¡XL ·O YHXW | &RUDQ      SDUFH XH FHWWH VDQFWLRQ UHSUªVHQWH XQ FK£WLPHQW WHPSRUHO XL VHUDVXLYL G XQ SDUGRQGDQVO $XGHO¡? (QVXLWH GDQVOHVSDUROHVGH-ªVXVOH-RXUGHOD5ªVXUUHFWLRQ ¡SURSRVGHVLQILG©OHVXLO DXURQWDGRUªHQ GªODLVVDQW'LHXm6LWXOHVFK£WLHVLOVVRQWYUDLPHQWWHVVHUYLWHXUV6LWXOHXUSDUGRQQHVèXHV HQYªUL Wª OH3XLVVDQW OH-XVWH| &RUDQ  ? 2XWUHOHIDLWX ·OFLWHOHFK£WLPHQWDYDQWOHSDUGRQ -ªVXVQHGLWSDVmèXHV HQYªULWª OH0LVªULFRUGLHX[ XLSDUGRQQHSDUELHQYHLOODQFH| ªWDQWGRQQªO H[WU«PHJUDYLWªGHODIDXWHFRPPLVH?  



1RWUHGHUQLHUH[HPSOHHVWODPDQL©UHGRQWOH&RUDQSDUOHGXWHPSV'DQVODERXFKHGX&UªDWHXUOHIXWXU HVWPHQWLRQQªFRPPHªWDQWGXSDVVªQRWDPPHQW¡SURSRVGHFHTXLDUULYHUDOH-RXUGHOD5ªVXUUHFWLRQ? m2QVRXIIOHUDGDQVODWURPSHWWH| &RUDQ ? mF VUDVUD D F- U| & UD  ? m)DDUDUDF V D  DU V| & UD  ? m·VVU U V VUDV D 6 U|

& UD  ?

è VVD V U VVUV VV  MU  VDVD6F F 3 U'    VDF PV  FDFKU' VDVVVPVVDF&V U  VUF U V DU V FUD V UVV V F UD V     V V PD P  PV   UV  DDUP PF UD F UV? m&UU' DUU FKUFKDVK£UVD |

& UD  ?

&UUV MVU ·DDU DDVV ( UD ' VDUVVDK PPVUPD DDVFKUFKUK£UVD  F PPV VD VVD  PU FD VD V D PVV MU  DVD6F F  PD VDVF UDVFVK PPV ·\DDFF UD F FD PD V PDU DDF UD VP  FV U«PPU F V(V UVV   FD V D VFDFK VU PD FD VUDU F V ? 8VFUVDF DVUVV  FK VP VP VU  V  V DF PD  DF V VU  FKDF V  D DF    U    FV D  V  VU V DU  V PV  VDF  UD FU DUK PP VVU  VDV& UD? & UDD DUD UVDU VDV V U  V UUVF    VD UU VF DVVM DVFKD U V ?

 ? ?  ? ? ?!? ? ?# ?  ?

&KHUDPLFHTXHMHWHGLUDLDXMRXUG KXLGHVUDSSRUWVHQWUHOH&RUDQHWODVFLHQFHYDSDVVLRQQHUSOXVTXH QRWUHSUªFªGHQWHQWUHWLHQWRQHVSULWVFLHQWLILTXH? / DVWURQRPLHPRGHUQHODSK\VLTXHQXFOªDLUHODELRORJLHHWO DQDWRPLHQ H[LVWDLHQWSDV¡O ªSRTXHRºLO\D SOXVGHDQVGHFHODIXUHQWUªYªOªVOHVYHUVHWVFRUDQLTXHVUHODWLIVDXFRVPRV(WSRXUWDQWORUVTX LO\ HVWTXHVWLRQGHVFLHX[GHODWHUUHGHVªWRLOHVGHVSODQ©WHVGHODFUªDWLRQGHO HPEU\RQHWGHODIRUPDWLRQ GHO KRPPHFHVYHUVHWVVRQWHQDFFRUGDYHFOHVVFLHQFHVOHVSOXVUªFHQWHV? 9HQXHQWRXWSUHPLHUOLHXWUDQVPHWWUHXQGRJPHXQHªWKLTXHHWXQHORLOH&RUDQQ DSDVWUDLWªGHFHV VXMHWVGDQVWRXVOHXUVGªWDLOVHWDYHFWRXWHODFODUWªG XQ RXYUDJHVFLHQWLILTXHVSªFLDOLVª6LQRQLODXUDLW KHXUWªOHV$UDEHVTXLQ HQWHQGDLHQWULHQ¡FHJHQUHGHSURSRV,ODGRQFHXUHFRXUV¡XQVW\OHDOOXVLIVRXV IRUPHG DSHU¨XVUDSLGHVTXHOHVVFLHQFHVHWOHVGªFRXYHUWHV¡YHQLUVHFKDUJHUDLHQWG H[SOLFLWHUSOXVLHXUV FHQWDLQHVG DQQªHVSOXVWDUG$LQVLGHJªQªUDWLRQHQJªQªUDWLRQOHVKXPDLQV\YHUUDLHQWGHVVLJQHVPLUD FXOHX[SURXYDQWTXHOH&RUDQDUªHOOHPHQWªWªUªYªOªSDUOH'LHXGH9ªULWª?

 



m  V U PD VU V '  V 6 V ? DV  UV   PPV ? V F  V

FD UP? FF VD; U  ? V  DV 6 U? V  P   F V"| & UD  ? ,OQ DGRQFSDVVXIILDX[LQILG©OHVTXH'LHXI¼WWªPRLQGHODYªUDFLWªGHVRQ/LYUH,ODG¼FRPPH,OOHGª FODUH/XLP«PHOHXUPRQWUHUG DXWUHVVLJQHVUªYªODWHXUV? 'HMRXUHQMRXUHWWRXMRXUVSOXVOH&RUDQFRQWLQXHGHQRXVGªYRLOHUFHVVLJQHV? ,ODIILUPHWU©VFODLUHPHQWTXHODWHUUHHVWURQGHXWLOLVDQWHQWUHDXWUHVOHPRWHQURXOHUSRXUGªFULUHODQXLW HWOHMRXUFRPPHGHX[GHPLVSK©UHVJOLVVDQWDXWRXUGXJOREH? m,OHQURXOHODQXLWVXUOHMRXU?·U  UVUD |

& UD ?

/H&RUDQGªFULWSOXVSUªFLVªPHQWODWHUUHFRPPHªWDQWGHIRUPHRYDOH? m·ODHQVXLWHªWHQGX>GD£@OD7HUUH|

&RUDQ ?

/HYHUEHGD£HVWOHVHXOPRWGXGLFWLRQQDLUHVLJQLILDQWTX XQHFRVHHVW¡ODIRLVSODWHHWDUURQGLH2UO RQ VDLWWU©VELHQTXHODWHUUHHVWDSSDUHPPHQWSODWHPDLVTX HOOHHVWURQGHHQUªDOLWª(OOHDSOXVH[DFWHPHQW ODIRUPHG XQRHXI? 1RXVOLVRQVHQVXLWHXQHFODLUHDOOXVLRQDXIDLWTXHOHVPRQWDJQHVIORWWHQWGDQVOHVDLUVHWGRQFTX LOHQHVW GHP«PHSRXUODWHUUHFHOOHFLQHIRUPDQWTX XQWRXWDYHFVHVPRQWDJQHV? m7XYHUUDVOHVPRQWDJQHV?FU D V PP V DVVUF PPVDV?&VĔ U A ?·D D  F V| & UD  ? /HVPRQWDJQHVSDUDLVVHQWIL[HVHWLPPRELOHV(QIDLWHOOHVIORWWHQWGDQVOHVDLUVFRPPHOHVQXDJHV&HWWH FRPSDUDLVRQIDLWG DLOOHXUVDOOXVLRQ¡XQHDXWUHUªDOLWªGHP«PHTXHOHVQXDJHVVHFRPSRVHQWGHJRXWWH OHWWHVODPDWL©UHHVWFRQVWLWXªHGHPLQXVFXOHVSDUFHOOHV¡VDYRLUOHVDWRPHV? /H&RUDQSDUOHHQRXWUHGHODVXFFHVVLRQGDQVOHWHPSVGXMRXUHWGHODQXLWGXGªEXW¡ODILQGHOD&UªD WLRQ? m/HVROHLOQHSHXWUDWWUDSHUODOXQH? D DFU U|

& UD ?

/D URWRQGLWª GH OD WHUUH HVW ¡ QRXYHDX LQGLTXªH LFL SXLVTXH OH MRXU HW OD QXLW RQW FRPPHQFª HQVHPEOH FRPPHGHX[GHPLVSK©UHVG©VO LQVWDQWRº'LHXFUªDO XQLYHUV? /RUVTXH VXUYLHQGUD OH 'HUQLHU -RXU OD WHUUH VHUD SORQJªH GDQV OH MRXU HW OD QXLW FRQIRQGXV FRPPH DX FRPPHQFHPHQWGHVWHPSV? m"XDQGODWHUUHUHYWVDSDUXUHHWV HPEHOOLW?VVD DVV PD  VV U  UVU ? U&UU D UV    U? VD V VFDPP VV  ?F PPV D

  D D DV   U VVD| & UD  ?

 



m'HMRXURXGHQXLW|FRQILUPHFHWWHVXFFHVVLRQGDQVODWHPSVTXLQHSHXWV H[SOLTXHUTXHVLXQHPRLWLª GHODWHUUHHQYHUWXGHODURWRQGLWªGHFHOOHFLHVWSORQJªHGDQVOHVWªQ©EUHVQHUHFHYDQWSDVODOXPL©UH GX VROHLO DORUV TXH O DXWUH PRLWLª HVW H[SRVªH DX VROHLO HW LOOXPLQªH 6L OD WHUUH ªWDLW SODWH HOOH Q DXUDLW TX XQHVHXOHIDFHHWLOQHVHUDLWSOXVH[DFWGHGLUHTXHmODQXLWQHSHXWGHYDQFHUOHMRXU|? /DPXOWLSOLFDWLRQGHV2ULHQWVHWGHV2FFLGHQWVGRQWSDUOHOH&RUDQHVWªJDOHPHQWULFKHGHVHQV'LHXHVW GªFULW FRPPHm OH 6HLJQHXU GHV 2ULHQWV HW GHV 2FFLGHQWV | &RUDQ     FRPPHm OH 6HLJQHXU GHV GHX[2ULHQWVHWOH6HLJQHXUGHVGHX[&RXFKDQWV| &RUDQ 2UVLODWHUUHªWDLWXQHVXUIDFHSODWHLO Q \DXUDLWQL2ULHQWQL2FFLGHQW/DSOXVJUDQGHGLVWDQFHVXUFHWWHWHUUHQHVHUDLWSDVFHOOHVªSDUDQWGHX[ 2ULHQWVFRPPHO LQGLTXHQWOHVSDUROHVGHO KRPPH¡VRQGªPRQOH-RXUGHOD5ªVXUUHFWLRQ? m+ªODV6LVHXOHPHQWLO\DYDLWHQWUHPRLHWWRLODGLVWDQFHTXLVªSDUHOHVGHX[2ULHQWV| &RUDQ ? 'DQVODGHVFULSWLRQTX HQGRQQHOH&RUDQOHVFLHX[VRQWGLWVmWUDYHUVªVGHUDLHV|  LOVSRVV©GHQW GHVVHQWLHUVGHVYRLHVGHVHVSDFHV,OHVWGLWDXVVLTX LOVmIRQWUHYHQLU|  /HVFLHX[UHQGHQWHQ HIIHW¡ODWHUUHWRXWFHTXLV ªO©YHYHUVHX[ODYDSHXUG HDXVRXVIRUPHGHSOXLHOHVFRUSVJU£FH¡O DWWUDF WLRQWHUUHVWUHOHVRQGHVUDGLRUHQYR\ªHVSDUO LRQRVSK©UHOHVUD\RQVLQIUDURXJHVTXLUªFKDXIIHQWODWHUUH GXUDQWODQXLW? 'HP«PHTX LOVUHQYRLHQWWRXWFHTXLHVWSURMHWªYHUVHX[¡SDUWLUGHODWHUUHOHVFLHX[DEVRUEHQWUHQYRLHQW HWGLVSHUVHQWWRXWFHTXLOHXUSURYLHQWGHO XQLYHUVH[WUDWHUUHVWUHSURWªJHDQWDLQVLODWHUUHGHVUD\RQVPRU WHOVTXLODERPEDUGHQW UD\RQVFRVPLTXHVUD\RQVXOWUDYLROHWV ,OVVHUYHQWGHFRXYHUWXUH? mRXVDYRQVIDLWGXILUPDPHQWXQHYR$WHSURWHFWULFH| &RUDQ ? mWOHFLHO"RXVO DYRQVVROLGHPHQWFRQVWUXLW? D V   DVVU  U V|? & UD ? & HVWFHSKªQRP©QHDXTXHORQGRQQHDXMRXUG KXLOHQRPG H[SDQVLRQFRQWLQXHGHO XQLYHUV? $X WHPSV Rº OH &RUDQ IXW UªYªOªOH SRLGV GH O DWRPH ªWDLW FRQQX FRPPH OH SOXV SHWLW SRVVLEOH / DWRPH ªWDLWGªFULWFRPPHXQHSDUWLFXOHªOªPHQWDLUHLQGLYLVLEOH3XLVOH&RUDQHVWDSSDUXSDUODQWGHSRLGVSOXV SHWLWVHQFRUH&HIXWOHSUHPLHUOLYUH¡PHQWLRQQHUO H[LVWHQFHGHTXHOTXHFKRVHGHSOXVSHWLWTXHO DWRPH? m/HSRLGVG XQDWRPHQH/XLªFKDSSHQLGDQVOHVFLHX[QLVXUODWHUUH?  VU V  VUDFD? V  VFU DV U F | & UD ? (QWHUPHVWU©VFODLUVWRXVFHVDSHU¨XVVRQWUªYªODWHXUVGHYªULWªVªWRQQDQWHV URWRQGLWªGHODWHUUHQDWXUH GHVFLHX[QDWXUHGHO KRPPH VLO RQWLHQWFRPSWHGXIDLWTXHMDGLV¡O ªSRTXHGHOD5ªYªODWLRQFRUDQL TXHGHWHOOHVYªULWªVQHSRXYDLHQWYHQLU¡O HVSULWG DXFXQKRPPHVHQVªRXIRX? 6XU OD FUªDWLRQ GH O KRPPH OH &RUDQ IDLW ¡ QRXYHDX SUHXYH G XQH VFUXSXOHXVH H[DFWLWXGH ,O SDUOH GH OD JRXWWHGHVSHUPHTXL¡HOOHVHXOHGªWHUPLQHOHVH[HGHO HQIDQW¡QD¯WUH? mALHXDFUªªOHFRXSOHP£OHHWIHPHOOHG XQHJRXWWHGHVSHUPH?DUVD  VP | &RUDQ ? & HVWVHXOHPHQWGHSXLVSHXTXHQRXVVRPPHVSDUYHQXV¡ODFRQQDLVVDQFHGHFHWWHYªULWªELRORJLTXHOD W«WHGXVSHUPDWR]R°GHHWHOOHVHXOHFRQWLHQWOHVIDFWHXUVGªWHUPLQDQWOHVH[H? 6XUOHPRGHG XQGªILODQFª¡SURSRVGHODUªVXUUHFWLRQGHVFRUSV'LHXUDSSHOOHTX ,OHVWFDSDEOHGHUHVWL WXHU¡FKDTXHKRPPHVHVSKDODQJHVHWP«PHVHVHPSUHLQWHVGLJLWDOHV?  



m PPV  VUDVVP U VDVVV VVPV"?&  VD V  U UPUDFVVDDV| & UD ? /H&RUDQVRXVHQWHQGLFLXQHUªDOLWªTXHWRXWXQFKDFXQSHXWFRQVWDWHULOQ \DSDVGHX[HPSUHLQWHVGLJL WDOHVTXLVHUHVVHPEOHQW? 6HORQOH&RUDQODSOXVIUDJLOHGHVGHPHXUHVHVWFHOOHGHO DUDLJQªH'LHXQHGLWSDVOHmILO|GHO DUDLJQªH PDLVVDmGHPHXUH|FDUOHILOGHO DUDLJQªHFRPPHRQVDLWHVWTXDWUHIRLVSOXVUªVLVWDQWTXHWRXWDXWUH /DIUDJLOLWªUªVLGHXQLTXHPHQWGDQVODGHPHXUHFHOOHFLªWDQWOHSLUHGHVDEULVSRXUTXLV \UªIXJLH(OOHHVW XQSL©JHSRXUOHVLQWUXVTXL\WRPEHQW(OOHHVWPHXUWUL©UH\FRPSULVSRXUVHVKDELWDQWV/ DUDLJQªHIHPHO OHPDQJHVRQP£OHDSU©VODIªFRQGDWLRQHWVHVSHWLWVDSU©VO LQFXEDWLRQ? 'LHXQHSRXYDLWGRQQHUH[HPSOHSOXV SDUODQWGHPDXYDLVDEULHWG LVVXHIDWDOH2UWHOHVWOHVRUWGHTXL FKHUFKHXQUHIXJHHQGHKRUVGH'LHX& HVWFHTXHVXJJ©UHªORTXHPPHQWOHYHUVHWVXLYDQW? m&HX[TXLSUHQQHQWGHVPDWUHVHQGHKRUVGH'LHX?V VP D VDUD  ?FF VVD ¨  PU?PD VDPUDUD  VDVUD VPUV| & UD ? &HYHUVHWVHWHUPLQHSDUm6LVVDYDLHQW|LQGLTXDQWSDU¡TXLVDJLWGXQHVFLHQFHTXLDSSDUD¯WUDSXV WDUG(WHQHIIHWFHVWELHQDSU©VTXHFHVP\VW©UHVGHDELRRJLHIXUHQWGªFRXYHUWV? 1RXVLVRQVGDQVDVRXUDWHGHD&DYHUQH? m·VUHVW©UHQWGDQVHXUFDYHUQHWURLVFHQWVDQVDXTXHVVRQWDRXWªHVQHXIDQQªHV| &RUDQ ? 2URQVDLWPDLQWHQDQWTXHDQQªHVGXFDHQGULHUVRDLUHFRUUHVSRQGHQWHDFWHPHQW¡DQQªHVGX FDHQGULHUXQDLUHDXRXU¡DPLQXWH¡DVHFRQGHSU©V? 'DQVDVRXUDWH0DULH'LHXGLW? ? mHVGRXHXUVGHHQIDQWHPHQWVXUSULUHQW0DULHDXSU©VGXWURQFGXSDPLHU? 0DU P "V V P U  DP   ?D VU  D VV VDUDVVUD V VDVU V7 6 UDD D  UU VVDV V6F  UV U F DP U·UD P UVU VDVUDFVP$UV0D UDUDF V FVV UU| & UD  ? 3RXUTXRLGHVGDWWHVIUD¯FKHV"(VWFHXQHSXUHFR°QFLGHQFH"8QVLPSOHPRWSULVDXKDVDUG"8QHªWXGH UªFHQWH VXU FH IUXLW UªY©OH TX LO FRQWLHQW XQ ªOªPHQW TXL FRQWUDFWDQW O XWªUXV IDFLOLWH O DFFRXFKHPHQW HW FRQWULEXH¡HPS«FKHUXQHªYHQWXHOOHKªPRUUDJLHH[DFWHPHQWFRPPHO R[\WRFLQH,OFRQWLHQWªJDOHPHQWXQ ªOªPHQWOD[DWLI2UO RQVDLWTXHPªGLFDOHPHQWSDUODQWOHVOD[DWLIVYªJªWDX[FRQWULEXHQWHQQHWWR\DQWOH FµORQ¡IDFLOLWHUO DFFRXFKHPHQWHW¡HQJDUDQWLUOHERQGªURXOHPHQW? &RPSWHWHQXGHFHTX DIILUPHODVFLHQFHVXUOHVSURSULªWªVGHVGDWWHVIUD¯FKHVRQQHSHXWTXHQRWHUODSHU WLQHQFHGXIDLWGHPDQJHUGHFHIUXLWDXPRPHQWP«PHGHVSUHPL©UHVGRXOHXUVGHO DFFRXFKHPHQW? &HV H[HPSOHV GH SUªFLVLRQ VFLHQWLILTXH PªWDSKRULTXH HW OLWWªUDOH LOOXVWUHQW FH TXH 'LHX YHXW IDLUH FRP SUHQGUHORUVTX ,OGªFULWOH&RUDQDLQVL?

 



mUUUV VVDU| &RUD ? m6 F F  D DUA  VUR UD PD VFRUD F RV| &RUD ? ,VUR UD VFRUD F RVU UVVFRFUDV ªU ªVªDE VV DUVVF FV 1RVUFRURVIIFRVDPPFUFRUD F RVDVV UVªFU VDUVKRPPV &VRUR VDUVR DRUUVDMRVVVUVV RVVPR I FD RVD[R  Vª  RVUVR UDVVKªRU VVV VªPPP4VR VR VRF   UªF V R  DU RPE RMRUV DV D FRUD F R $D  ªIDV  RV  U FRURVDVDV&RUD? DU UFRVD&RUDDDUD¯FRPPP UDF[,RV IRUPVUDVVª DDVªª FRV ªDUK VR U,Uª D  U PUFRUFDFKª? VP VUª F RV&RUDVVRD ªUªV[DFV3DU[PDV UVV D? mV5$PRªª D FVDVDV R V ?PD V VVU  D UVVD VDUV U D | & UD ? /HPRWmTXHOTXHV|VLJQLILHXQFKLIIUHHQWUHHW(IIHFWLYHPHQWODYLFWRLUHGHV5¼PHVWVXUYHQXHDSU©V VHSWDQQªHV? ,OHQIXWGHP«PHSRXUODYLFWRLUHGH%DGU? m&HWWHDVVHP OªHVHUDGLVSHUVªHHWLOVWRXUQHURQWOHGRV|

&RUDQ ?

2XHQFRUHSRXUODYLVLRQGHO HQWUªH¡/D0HNNH? m2XLALHXFRQILUPHODYªUDFLWªGHODYLVLRQDFFRUGªH¡VRQ3URSK©WH;RXVSªQªWUHUHGRQFHQ VªFXULWªGDQVOD0RVTXªHVDLQWHVLALHXOHYHXWODW«WHUDVªHHWOHVFKHYHXFRXSªVHWYRXVVH UHVDQVFUDLQWH|? &RUDQ ? (WLOHQIXWDLQVL? 'HV SUªGLFWLRQV FRUDQLTXHV QH FHVVHQW GH VH UªDOLVHU VRXV QRV \HX[ŠFRXWRQV O LQYRFDWLRQ DGUHVVªH SDU $EUDKDP¡VRQ6HLJQHXU? m0RQ6HLJQHXU? !D  D  DU  PVVFDVDV  D V U  DUVD 0D V VDFU ?• U6 U  VVDF DU U D VV UVF UV  FUD V  PPV V F  UV  FF UU V U V  U  V  VV V  UU U 3U D UV VU  VUF D VVDV| & UD  ? 'DQVVDSUL©UH$EUDKDPVROOLFLWHO DLGHGLYLQHSRXUTXHODYDOOªHVWªULOHSXLVVHYLYUH& HVWDORUVTXH'LHX SURPHWDX[KDELWDQWVGH/D0HNNHTX ,OOHXUDFFRUGHUDO DERQGDQFHHWODULFKHVVH? /RUVTXH'LHXOHXULQWLPHO RUGUHG HPS«FKHUOHVLQILG©OHVGHYLVLWHUOD0DLVRQVDFUªHROD.D DED@OHV0HN NRLVFUDLJQHQWODUXLQHªFRQRPLTXHHWODSHUWHGHOHXUFOLHQW©OHFDUOHXUFRPPHUFHGªSHQGDLWGX3©OHULQD JH3RXUOHVUDVVXUHU'LHXOHXUGLW?

 



m6  VFUD D U  A  VU F UD 'VV D V|

& UD  ?

1 V \ VFU PVVVU D VUDM U  V V V\[ DV U T MD  ¡ V  VU VU [P M UM U2F UDVVP V UD PTFDFFV VUV T UU VV UFU FVVV   VD ? /& UD VDUV P VVDVVUPVU©VP\V U [ TDV   F UD V     F  UD U TFUD VP\V TVU©V[ U P V0D VV VU¨ TT[ FD   V VDU ¡ F UTTP\V©U FDF °F  M UVD FVD UPD VF UD TV? 3 UFT F FUD   T DP UD VV\V©PV  UP DUU DD [  F  P   DV F  PDU DD F MD F V M UV& UDT DU UP ? ( FV  PD V    V D U    VD  DUD  T  D U F   D A FDUD  V AU V   + PP FD DVV\ TP  [UVV VU  D F D   UD U  TFT  F  U  DD DV  V UDDDUD ? / UVT  UU D, D $UD ¯VUVFUFDUDF©U  P D & UD  U    P  & UDVDm9 U  D V |3DUF U VT VVD UDUPD  F VDU  U¡  U   UD  / PD[ PP  F ¡ T    VV U U  F V  UDVFU U  ©P F T  U¨ 2UFDP V   PPV M UVUVU  FDF VDPP&DF U  VFUUDVFD U  PD V DUVDVFV  FD,UDUV VDU  F V PDTDD V VDUVDFVDU D  /D U  ¡DT DU V M UVUD ? A V VV©D6F F D5DUDUD / VVFDD   UD9 U  D V  3 VT& UD[U PF9 U  D V VU F V FD VDP©¡F FUT U  A ? F[T TV ©UVU& UD 0DPPDU   ? , V  UPVUFT D D V  MP UP UVUV UFVT [ V U V  VD FFT  UDDU©V V,VD3DU  F V T  DU   V F UVU ,V6D5D,V  F $ DFA ,VAU &P 4 F T  D VVDUDUU DF A  U 4 F TFUFDAU * DF UV A   DU$ F VDVVU PDVVVU VV U DV/ D DFVV U  VV  VDVVVD DV V MDPD VUDVVDV V6VPU  VDU VVDV &UDP V U/ U? è VFVTD  VT  VV© V U VVUT D «U FU DU PP

Ê ?!?$?   ? ?  ? 0RQDPLUHSDUWLW¡O DWWDTXH

èXDVEHDXGLUHWRXWFHTXHWXYRXGUDVOH&RUDQVHFRQWUHGLWOXLP«PH/DSUHXYHDYHFOHVYHUVHWVVXL YDQWV m"XHFHOXLTXLOHYHXWFURLHHWTXHFHOXLTXLOHYHXWUHVWHLQFU GXOH| &RUDQ  ?

m; V U?V A  |  



&RUDQ  ?

,OHVWGLWTXHOHVSªFKHXUVVHURQWLQWHUURJªVORUVGX-XJHPHQW mHXUWªPRLJQDJHHVWFRQVLJQªSDUªFULWLOVVHURQWLQWHUURJªV| &RUDQ  m&HFLHVWXQ5DSSHOSRXUWRLHWWRQSHXSOH RXVVHUH LHQW'WLQWHUURJªVVRQSURSRV| &RUDQ  3DUFRQWUH mHVFRXSD OHVQHVHURQWSDVLQWHUURJªVVXUOHXUVSªFKªV| &RUDQ  mHVSªFKHXUVVHURQWUHFRQQXVOHXUVPDUTXHV?LOVVHURQWVDLVLVSDUOHVFKH HXHWOHVSLHGV| &RUDQ   H&RUDQDIILUPHTXHSHUVRQQHQHVHUDHQFKD¯QªFRPPHXQFULPLQHOHWTXHmQXOQHFKDUJHUDSHUVRQQHGH FKD¯QHV|  &KDFXQDVVXPHUDVRQSURSUHFK£WLPHQW mRXVDWWDFKRQVDXFRXGHFKDTXHKRPPHVRQGHVWLQ?HRXUGHOD5ªVXUUHFWLRQQRXVOXLSUªVHQ WHURQVXQOL UHTXLOWURX HUDRX HUWLVWRQOL UH,OVXIILWDXRXUGKXLSRXUUHQGUHFRPSWHGHWRL PPH| &RUDQ  0DLVQRXVOLVRQVSDUDLOOHXUV?? mWWDFKHOHHQVXLWHD HFXQHFKD¯QHGHVRLDQWHGLFRXGªHV|

&RUDQ 

-HUªSRQGLV ,OQHLVWHGDQVFHV HUVHWVDXFXQHFRQWUDGLFWLRQ5ªIOªFKLVVRQVHQVHP OH m"XHFHOXLTXLOH HXWFURLHHWTXHFHOXLTXLOH HXWUHVWHLQFUªGXOH|FH HUVHWLQGLTXHFODLUHPHQWTXH OKRPPHHVWOL UHGHFKRLVLUFRPPHLOOHQWHQG&HSHQGDQWVDOL HUWªQHVWSDVGªUR ªH'LHXRXVQHOD FRQTXªURQVSDVGHIRUFH&HVW'LHXTXLQRXVODGRQQªHVHORQVD9RORQWª'RºOH HUVHWVXL DQWm9RXV QHOH RXGUHTXHVL'LHXOH HXW|DOL HUWªGXVHU LWHXUHVWOLQWªULHXUPPHGHOD9RORQWªGHVRQ6HL JQHXUHOOHQHLVWHSDVLQGªSHQGDPPHQWGHOOH &HUWHVODOL HUWªKXPDLQHSHXWGªSODLUH'LHXHQFKRLVLVVDQWOHSªFKªPDLVHOOHQHSHXWDOOHUOHQFRQWUH GHFHWWH9RORQWªSXLVTXHFHVWGHOOHTXHGªSHQGVRQHLVWHQFH RXV D RQV Gª HSOLTXª FH SRLQW GªOLFDW  SURSRV GX SUR O©PH GH OD SUªGªWHUPLQDWLRQ GL LQH RXV D RQV DIILUPª TXH FHWWH SUªGªWHUPLQDWLRQ HW OD OL HUWª KXPDLQH VRQW LQGLVVRFLD OHV &H TXH 'LHX FKRLVLW SRXUOKRPPHFRUUHVSRQGOLQWHQWLRQQªHGXFRHXUKXPDLQ'LHX HXWSRXUOKRPPHHDFWHPHQWFHTXH OKRPPHDGªOL ªUªPHQWFKRLVLSRXUOXLPPHHQVRQIRULQWªULHXUKRPPHHVWSUªGHVWLQªOR HWGHVRQ SURSUH FKRL XFXQH FRQWUDLQWH HQ FHOD DXFXQ GXDOLVPH DXFXQH FRQWUDGLFWLRQ  3UªGHVWLQDWLRQ HW OL UH DU LWUH QH IRQW TXXQ &HVW O OXQH GHV TXHVWLRQV OHV SOXV GªOLFDWHV FRQFHUQDQW OD FRPSUªKHQVLRQ GH OªQLJPH GH OD SUªGHVWLQDWLRQ 0DLV HQ SDUODQW FRPPH WX OH IDLV GH FRQWUDGLFWLRQ WX ª DFXHV HQ IDLW OH P\VW©UH

 



4XDQWDX[YHUVHWVUHODWLIVDX-XJHPHQWFKDFXQG HQWUHHX[YLVHXQJURXSHGLIIªUHQW&HUWDLQVKRPPHVHQ HIIHWVHURQWLQWHUURJªVHWRQOHXUGHPDQGHUDG DYRXHUOHXUVDFWHV,OHQHVWG DXWUHVGRQWOHVIDXWHVVHURQW VLQRPEUHXVHVTX LOVVHURQWWUDKLVSDUOHXUYLVDJHLOVVHURQWUHFRQQXV¡OHXUVPDUTXHVSXLVVDLVLVSDUOHV FKHYHX[HWOHVSLHGV' DXWUHVTXLV REVWLQHURQW¡QLHUDXURQW¡VXELUOHWªPRLJQDJHGHOHXUVPDLQVHWGH OHXUVSLHGV m&H-RXUO¡QRXVPHWWURQVXQVFHDXVXUOHXUVERXFKHVPDLVOHXUVPDLQVQRXVSDUOHURQWHWOHXUV SLHGVWªPRLJQHURQWGHFHTX LOVDXURQWIDLW| &RUDQ  ?

' DXWUHVHQFRUHVHURQWOHXUVSURSUHVMXJHVLOVLQIOLJHURQW¡OHXU£PHOHVXSSOLFHGXUHPRUGVHWOHVVHXOHV FKD¯QHVDX[TXHOOHVLOVVHURQWDWWDFKªVVHURQWFHOOHVGHO DIIOLFWLRQ ,O\DHQILQOHVJUDQGVFULPLQHOVOHVW\UDQVRGLHX[VLLPSRUWDQWHTXHVRLWO +HXUHGX-XJHPHQWLOVDIIURQ WHURQW'LHXHQD\DQWUHFRXUVDX[VHUPHQWVHWDX[PHQVRQJHV mH-RXUR'LHXOHVUHVVXVFLWHUDWRXVLOVXLIHURQW GHVVHUPHQWVFRPPHLOVYRXVHQIDLVDLHQW SHQVDQWDLQVLV DSSX\HUVXUTXHOTXHFKRVHGHVROLGH?HVRQWLOVSDVPHQWHXUV"| &RUDQ  &HX[O¡VHURQWWUD¯QªVIDFHFRQWUHWHUUHHWVROLGHPHQWOLªV¡OHXUVFKD¯QHVFHOOHVFLªWDQWG DSU©V$E¼+D P¯GDO*KD]£O¯FHOOHVGHVFDXVHV O HQFKD¯QHPHQWFDXVDO  4XHOHVWWRQDYLVVXUOHVYHUVHWVFRUDQLTXHVTXLWUDLWHQWGHOD6FLHQFHGLYLQH" mD6FLHQFHGHO +HXUHDSSDUWLHQW¡'LHX,OIDLWGHVFHQGUHODSOXLHGLOXYLHQQH,OVDLWFHTXHUHQ IHUPHOHVHLQGHVP©UHVXOQHVDLWFHTX LODFTXHUUDGHPDLQQXOQHVDLWHQTXHOOHWHUUHLOPRXU UD| &RUDQ ? H&RUDQDMRXWHTXHFHWWH6FLHQFHHVWGªWHQXHH[FOXVLYHPHQWSDU'LHX? m,OSRVV©GHOHVFOªVGXP\VW©UHTXHXLVHXOFRQQD¯WSDUIDLWHPHQW|

&RUDQ ?

4XHSHQVHVWXDORUVGXJ\QªFRORJXHTXLSHXWFRQQD¯WUH¡O DYDQFHOHVH[HG XQHQIDQWTXHODP©UHSRUWH HQFRUHHQVRQVHLQ"2XELHQGHFHVVDYDQWVTXLHQD\DQWUHFRXUV¡ODFKLPLHSURGXLVHQWDUWLILFLHOOHPHQW ODSOXLH" H&RUDQQ DSDVSDUOªG XQHSOXLHRUGLQDLUHPDLVGHODSOXLHmGLOXYLHQQH|GHFHWWHSOXLHVLDERQGDQWH TX HOOHVXIILW¡FKDQJHUOHGHVWLQG XQSD\VHQWLHUHQOXLDSSRUWDQWOHVHFRXUVQªFHVVDLUHHWHQWUDQVIRUPDQW VRQ VRO DULGH HQ WHUUHV IHUWLOHV HW ULFKHV 8QH WHOOH SOXLH QH SHXW «WUH SURYRTXªH DUWLILFLHOOHPHQW 2XL 'LHX VDLW FH TXH SHXW UHQIHUPHU OH VHLQ G XQH P©UH 6D 6FLHQFH QH VH OLPLWH FHSHQGDQW SDV ¡ OD FRQQDLVVDQFHGXVH[HGXIXWXUQRXYHDXQªHOOHHVWXQLYHUVHOOHHOOHHQJOREHWRXW'LHXVDLW¡O DYDQFHTXL VHUDFHWHQIDQW¡QD¯WUHFHTX LOGHYLHQGUDFHTX LOIHUDGHVDYLHHWTXHOOHVHUDVRQKLVWRLUHGXMRXUGHVD QDLVVDQFH¡FHOXLGHVDPRUW8QHWHOOHVFLHQFHQ HVWSDV¡ODSRUWªHGXPªGHFLQ (WPDLQWHQDQWTXHOOHHVWFHWWHKLVWRLUHGH6L©JHGLYLQGRQWYRXVDIILUPH]TX LOmV ªWHQGVXUOHVFLHX[HW VXU OD WHUUH| " 4XHO HVW FH èUµQH TXL VHUDLW SRUWª SDU KXLW DQJHV "  èRQ LQWHOOLJHQFH ¡ WRL SDXYUH KRPPH LQVLJQLILDQW V ªWHQG DX[ GLPHQVLRQV GH OD WHUUH HW GHV FLHX[ &RPPHQWQHSRXUUDLWLOSDVHQ«WUHGHP«PHSRXUOHèUµQHGLYLQ"DWHUUHOHVROHLOOHVSODQ©WHVOHVªWRL OHVHWOHVJDOD[LHVVRQWSRUWªHVSDUOD3XLVVDQFHGH'LHXGDQVO HVSDFH&RPPHQWSHX[WXW ªWRQQHUTX XQ WUµQH\VRLWDXVVLSRUWª"   

0DLVTXHOHVWFH6L©JH"(WFHèUµQH" 'LVPRLWRXWG DERUGFHTX HVW XQªOHFWURQHW MHWHGLUDLFHTX HVWFH6L©JHGLYLQ'LVPRLFHTXHVRQW O ªOHFWULFLWªOD JUDYLWDWLRQ OH WHPSV èX LJQRUHV WRXW GH WRXWH FKRVH HW WX PH GHPDQGHV FH TXH VRQW OH 6L©JHHWOHèUµQHGLYLQV& HVWO XQGHFHVVHFUHWVGRQWQRWUHPRQGHHVWUHPSOL (WFHWWHIRXUPLTXLSUHQGODSDUROHSRXUDYHUWLUVHVFRPSDJQHVGHO DUULYªHGH6DORPRQ¡ODW«WHGHVRQ DUPªH m8QHIRXUPLGLW•YRXVOHVIRXUPLV5HQWUHGDQVYRVGHPHXUHVGHSHXUTXH6DORPRQHWVRQ DUPªHQHYRXVªFUDVHQW| &RUDQ  6LWXDYDLVODPRLQGUHQRWLRQG HQWRPRORJLHWXQHPHSRVHUDLVSDVSDUHLOOHTXHVWLRQ&HWWHVFLHQFHFRP SRUWHHQHIIHWGHVªWXGHVQRPEUHXVHVHWGªWDLOOªHVVXUOHODQJDJHGHVIRXUPLVHWFHOXLGHVDEHLOOHV /HODQJDJHGHVIRXUPLVHVWGªVRUPDLVXQIDLWDFTXLV,OHVWLPSRVVLEOHGHFRQFHYRLUOHVGLYHUVHVIRQFWLRQV O RUJDQLVDWLRQHWODWUDQVPLVVLRQGHVRUGUHV¡O LQWªULHXUG XQHIRXUPLOL©UHGHSOXVLHXUVFHQWDLQHVGHPLOOLRQV G LQGLYLGXVVLFHVLQVHFWHVQHSRVV©GHQWSDVXQODQJDJHSRXUVHFRPSUHQGUHHQWUHHX[,OQ \DGRQFSDV OLHXGHV ªWRQQHUTX XQHIRXUPLDLWUHFRQQX6DORPRQ/ KRPPHQ HVWLOSDVSDUYHQX¡ODFRQQDLVVDQFHGH 'LHX" &RPPHQWFRPSUHQGUHFHYHUVHW m'LHXHIIDFHRXFRQILUPHFHTX ,OYHXW/D0©UHGX/LYUHRDUFKªW\SHFªOHVWHGX&RUDQ@VHWURXYH DXSU©VGH/XL|" &RUDQ  9RWUH'LHXVHWURPSHUDLW,OFRPPHQRXV QRXVWURPSRQVGDQVXQ SUREO©PHGHFDOFXO"'RLW,OVHUHOLUH FRPPHQRXVOHIDLVRQVQRXVP«PHV" 'LHXHIIDFHOHVPDXYDLVHVDFWLRQVSRXUQRXVLQVSLUHUOHVERQQHVSDUFHTXHmOHVERQQHVDFWLRQVGLVVL SHQWOHVPDXYDLVHV| &RUDQ  'LHXGLWHQVXLWHGHVMXVWHVSDUPLVHVVHUYLWHXUV mRXVOHXUDYRQVLQVSLUªGHERQQHVDFWLRQVODSUL©UHHWO DXPµQH|

&RUDQ 

'LHXHIIDFHGRQFVDQVHIIDFHUèHOOHHVWODVLJQLILFDWLRQP\VWªULHXVHGXYHUVHWTXHWXDVPHQWLRQQª  8QH QRXYHOOH IRLV FRPPHQW FRPSUHQGUH FH YHUVHW m!H Q DL FUªª OHV 'MLQQV HW OHV KRPPHV TXH SRXU TX LOVPHYªQ©UHQW|" &RUDQ 'LHXDXUDLW,OEHVRLQGHTXHOTX XQSRXUO DGRUHU" RQ& HVWQRXVTXLDYRQVEHVRLQG DGRUHU'LHX $GRUHVWXXQHIHPPHSDUSXUGHYRLU"èRQDPRXUQHWHUHQGLOSDVSOXWµWLYUHGHERQKHXU" HVWXSDV KHXUHX[ GHVDYRXUHUODEHDXWª GHFHOOHTXHWX FKªULV",OHQHVWDLQVL SRXU'LHX/XLTXLVXUSDVVHWRXWH EHDXWª6LWXUHFRQQDLVVD6SOHQGHXUVD%HDXWªHWVDèRXWH3XLVVDQFHWXO DGRUHVHWWURXYHVHQFHWWHYª QªUDWLRQOHFRPEOHGXERQKHXUHWGHO LYUHVVH /HFXOWHGH'LHXVHORQQRXVQHSHXWSURFªGHUTXHGHODFRQQDLVVDQFH6FLHQFHHWDGRUDWLRQVRQWLQVªSD UDEOHV/DFRQQDLVVDQFHGH'LHXHVWHQHIIHWOHFRXURQQHPHQWGHWRXVOHVVDYRLUVOHWHUPHG XQORQJSª ULSOHFRPPHQ¨DQW¡ODQDLVVDQFH  



/DSUHPL©UHFKRVHTXHFRQQD¯WOHQRXYHDXQªF HVWOHVHLQGHVDP©UH,O\WURXYHVDSUHPL©UHVDWLVIDFWLRQ 3XLVLODSSUHQG¡FRQQD¯WUHVDP©UHVRQS©UHVDIDPLOOHVDVRFLªWªVRQPLOLHX,OHQWUHSUHQGGHWLUHUSURILW GHFHPLOLHXHQO H[SORLWDQW/HVHQWUDLOOHVGHODWHUUHV RIIUHQW¡OXLFRPPH XQHVRXUFHDERQGDQWHGHUL FKHVVHVGHSURILWVHWGHSODLVLUVRUGLDPDQWVSHUOHVIUXLWVSURGXLWVGHODQDWXUH6XUOHFKHPLQGXVD YRLULOFRQQD¯WLFLVDGHX[L©PHVRXUFHGHVDWLVIDFWLRQ3XLVGªSDVVDQWFHWWHFRQQDLVVDQFHGHVUªDOLWªVWHU UHVWUHVLOHQWUHSUHQGG H[SORUHUO HVSDFH,OPHWOHSLHGVXUOD/XQH,OODQFHVHVVDWHOOLWHVHQGLUHFWLRQGH 0DUV'DQVFHYROYHUVO LQFRQQXLOVDYRXUHXQHDXWUHMRLHSOXVLQWHQVHHQFRUHODFRQTX«WHGHO XQLYHUV? 'HUHWRXUVXUWHUUHQRWUHYR\DJHXUHQYLHQWDORUV¡VHGHPDQGHU¡OXLP«PH4XLVXLVMHPRLTXLDLDF FXPXOªWRXWHVFHVFRQQDLVVDQFHV"3RXUOXLXQQRXYHDXYR\DJHFRPPHQFHPDLVFHWWHIRLVFL¡O LQWªULHXU GH OXLP«PH & HVW VRQ £PH TX LO YHXW VRQGHU DILQ G HQ FRQWUµOHU OHV SXLVVDQFHV HW OD YRORQWª SRXU VRQ SURSUHELHQHWFHOXLG DXWUXLQRXYHDXLO\WURXYHXQHVDWLVIDFWLRQVXSSOªPHQWDLUH? )LQDOHPHQWDSU©VODFRQQDLVVDQFHGHO £PHYLHQWFHOOHGH'LHX&UªDWHXUGHO £PH& HVWOHGHJUªVXSU«PH HW XOWLPH GH OD FRQQDLVVDQFH Rº O KRPPH FRQQD¯W OH VRPPHW GX ERQKHXU ,O \ UHQFRQWUHO ‹WUH 3DUIDLW HW èUDQVFHQGDQWTXLVXUSDVVHWRXWHEHDXWª? èHOHVWO LWLQªUDLUHGHO KRPPHVXUOHFKHPLQTXLOHFRQGXLW¡O DGRUDWLRQGHVRQ6HLJQHXU XQFKHPLQUH FRXYHUWGHURVHVHWUHPSOLGHGªOLFHV6LODYLHSUªVHQWHTXHOTXHDVSHFWSªQLEOHF HVWSDUFHTX HQFXHLOODQW OHVURVHVRQQHSHXWªYLWHUOHVªSLQHVTXLªJUDWLJQHQWOHVPDLQV3RXUWURXYHUO DEULGHO ,QILQLLOIDXWOXWWHU SRXU\SDUYHQLU? 0DLVTXHOOHMRLHLQGLFLEOHSRXUTXLDFF©GH¡ODFRQQDLVVDQFHGHVRQ6HLJQHXUHWGRQWOHV\HX[V RXYUHQW WRXW¡FRXS¡ODOXPL©UH4XRLTXHUHY«WXGHKDLOORQVOHP\VWLTXHV H[FODPHm6LOHVURLVVDYDLHQWTXHO ERQKHXUHVWOHQµWUHLOVQRXVHQYRXGUDLHQWHWQRXVWXHUDLHQWGHOHXUVªSªHV|(QFHODUªVLGHOHERQKHXU TXHSURFXUHOHYªULWDEOHFXOWHUHQGX¡'LHX,OHVWUªVHUYª¡FHOXLTXLDGRUHVRQ6HLJQHXU? 'LHXSRXUWDQWQ DSDVEHVRLQGHQRWUHDGRUDWLRQWRXWFRPPH,OQ DQXOEHVRLQGXPRQGHFUªª1RXVQH O DGRURQV SDV DYHXJOªPHQW SDU SXU GHYRLU PDLV ELHQ SDUFH TXH QRXV DYRQV UHFRQQX VD *ORLUH HW VD 6SOHQGHXU1RXVQHWURXYRQV GDQVFHFXOWHSDVOHPRLQGUHDYLOLVVHPHQWPDLVSOXWµWXQHOLEªUDWLRQHWOD IªOLFLWªXQHOLEªUDWLRQGHVHVFODYDJHVGHFHPRQGHGHVSDVVLRQVGHVEDVLQVWLQFWVGHVDPELWLRQVHWGHV ULFKHVVHV1RXVQHFUDLJQRQVTXH'LHXVHXO1RXVQHQRXVSUªRFFXSRQVGHSHUVRQQHG DXWUHTXH/XL/D FUDLQWHGH'LHXHVWDXGDFH/HFXOWHTXL/XLHVWUHQGXHVWOLEHUWª/DSURVWHUQDWLRQGHYDQW/XLHVWXQKRQ QHXU/HFRQQD¯WUHF HVWSDUYHQLU¡O HQWL©UHFHUWLWXGH? èHOHVWOHFXOWHUHQGX¡'LHXèRXVOHVDYDQWDJHVWRXWHVOHVMRLHVTXLHQGªFRXOHQWVRQW¡QRWUHVHXOSURILW FDU'LHXQ DEHVRLQGHULHQ,OQRXVDFUªªVQRQSDVSRXUQRXVGHPDQGHUTXRLTXHFHVRLWPDLVSDUSXUH OLEªUDOLWª,OQRXVDFUªªVSRXUQRXVUHY«WLUGHVHV3HUIHFWLRQV/XLTXLYRLWHWHQWHQGWRXW,OQRXVDGRQQª O RX°HHWOHUHJDUG/XLTXLVDLWWRXW,OQRXVDGRQQªXQHUDLVRQHWGHVVHQVSRXUTXHQRXVSXLVVLRQVEªQªIL FLHUGHVD6FLHQFH,OGLW¡O KRPPHTXLV HVWDSSURFKªGH/XLSDUOHFXOWHm0RQVHUYLWHXU&EªLVPRLHW MHWHUHY«WLUDLGHPD6HLJQHXULHèXGLUDV¡WHOOHFKRVH6RLV(WHOOHVHUD|? 'LHXQHV HVW,OSDVFRPSRUWªDLQVLHQYHUV-ªVXV"& HVWDYHFVRQFRQVHQWHPHQWTXH-ªVXVUHVVXVFLWDLWOHV PRUWVTX LOFUªDLWOHVRLVHDX[¡SDUWLUGHO DUJLOHTX LOJXªULVVDLWOHVPXHWVHWOHVOªSUHX[? (XªJDUG¡'LHXODVHUYLWXGHSUHQGXQVHQVFRQWUDLUH¡FHOXLTXHQRXVGRQQRQVKDELWXHOOHPHQW¡FHPRW 3RXUQRXVHQHIIHWHOOHVLJQLILHTXHOHPD¯WUHV DSSURSULHOHPHLOOHXUGHVRQVHUYLWHXU&UF HVWOHFRQWUDLUH SRXU'LHXF HVW/XLOH0D¯WUHVXSU«PHTXLDFFRUGH¡VRQVHUYLWHXUGHVIDYHXUVVDQVOLPLWHVHWOHUHY«W G XQHLQILQLWªGHSHUIHFWLRQV? /RUVTXH'LHXGLWm-HQ DLFUªªOHV'MLQQVHWOHVKRPPHVTXHSRXUTX LOVPHYªQ©UHQW|,ODIILUPHHQUªD OLWªm-HQ DLFUªªOHV'MLQQVHWOHVKRPPHVTXHSRXUOHXUDFFRUGHUPHVIDYHXUVO DPRXUOHELHQO KRQ QHXUODJORLUHSRXUOHVUHY«WLUGHGLJQLWªHWHQIDLUHPHVUHSUªVHQWDQWV|?  



/H6HLJQHXUèRXW3XLVVDQWQ DDEVROXPHQWSDVEHVRLQGHQRWUHDGRUDWLRQ& HVWQRXVTXLHQDYRQVEHVRLQ FDUHOOHHVWSRXUQRXVVRXUFHG KRQQHXUGHJORLUHGHGLJQLWªGHGRQVHWGHELHQVVDQVOLPLWHV? 'DQV VD 0DJQDQLPLWª 'LHX QRXV D SHUPLV GH QRXV SUªVHQWHU GHYDQW /XL ¡ WRXW PRPHQW VDQV UHQGH] YRXVGHUHVWHUHQVDSUªVHQFHWRXWOHWHPSVTXHQRXVYRXORQVHWGH/XLIDLUHWRXWHVOHVGHPDQGHVSRV VLEOHV,OQRXVVXIILWG ªWHQGUHQRWUHWDSLVGHSUL©UHHWGHGLUHmOO£KXEDU'LHXHVWOH3OXV*UDQG| SRXUTXHQRXVQRXVVR\RQVHQVDSUªVHQFHHWTXHQRXVSXLVVLRQV/XLGHPDQGHUFHTXHQRXVYRXORQV2º HVWFHURLTXLIL[HGHVUHQGH]YRXVSUªFLVHWQHQRXVSHUPHWSDVGHUHVWHUHQVDSUªVHQFHDXWDQWTXHQRXV YRXORQV"? /H VKD\K 0DWZDOO¯ DO6KD U£Z¯ ªFULYDLW ¡ FH SURSRV m,O PH VXIILW FRPPH JORLUH G WUH VHUYLWHXU 6DQV UHQGH]YRXVHVXLVUH¨XSDUPRQ6HLJQHXU'DQVVD*ORLUH,OWU'QHHQPDHVWª0DLVHIUDSSH¡VDSRUWH FKDTXHIRLVTX LOPHSOD¯W|? (WOHVKD\KG DRXWHUm0RQWUH]PRLXQHDFWLRQ¡DFFRPSOLUFLQTIRLVSDURXURLOPHQWLRQQDLWSDUO¡OHV FLQTSUL©UHVULWXHOOHVGHO ,VODP@VDQVWUHVXHWWH¡XVXUH|? èHOHVWOHVHQVFDFKªGXYHUVHWTXLDSURYRTXªWHVGRXWHVm!HQ DLFUªªOHV'LQQVHWOHVKRPPHVTXH SRXUTX LOVP DGRUHQW|6LWXOHPªGLWDLVLOQHVXVFLWHUDLWTXHWRQªPHUYHLOOHPHQW

Ê?  ? ? ? ? ?   ? 0RQDPLPHGLW?

(WPDLQWHQDQWWXQ DXUDVSDVOHUµOHIDFLOHèXGHYUDVPHSURXYHUTXHODFUªDWLRQGHO KRPPHDHXOLHX FRPPHOHSUªWHQGWDUHOLJLRQSDUXQWRXUGHSDVVHSDVVHOH&UªDWHXUSUHQGXQSHXG DUJLOH,OODSªWULW VRXIIOHGHVVXVHWYRLO¡$GDPIDLWVRQDSSDULWLRQ/HVVFLHQFHVGHO ªYROXWLRQFRQWUHGLVHQWFDWªJRULTXH PHQWGHWHOVSURSRV(OOHVDIILUPHQWTXHWRQDPL$GDPHVWDSSDUXDXWHUPHG XQHVªULHGHSKDVHVDQLPD OHVDQWªULHXUHVHWTXHOHOLHQQ DSDVªWªURPSXHQWUHOXLHWVDJUDQGHIDPLOOHODJHQWDQLPDOH/ KRPPHHW OHVLQJHVRQWGHVFRXVLQVJHUPDLQVTXLVHUHMRLJQHQWGDQVXQDQF«WUHFRPPXQ8QHUªHOOHUHVVHPEODQFH GDQV OHV GªWDLOV GH OD VWUXFWXUH DQDWRPLTXH SURXYH TXH O KRPPH HW O HQVHPEOH GHV DQLPDX[ VRQW WRXV PHPEUHVG XQHP«PHIDPLOOH? -HUªSRQGLVPHSUªSDUDQW¡XQHMRXWHVFLHQWLILTXHGHJUDQGHHQYHUJXUH?  3HUPHWVPRL G DSSRUWHU TXHOTXHV SUªFLVLRQV DX[ LQIRUPDWLRQV GRQW WX GLVSRVHV èRXW G DERUG 'LHX Q D SDVFUªª$GDPSDUXQWRXUGHPDJLH/DYHUVLRQ TXH QRXVUDSSRUWHOH&RUDQGHFHUªFLWHVWWRWDOHPHQW GLIIªUHQWHODFUªDWLRQG $GDPDHXOLHXSDUªWDSHVSDUSKDVHVVXFFHVVLYHVHQUHVSHFWDQWXQORQJèHPSV GLYLQ/ KRPPHQHSURYLHQWSDVG XQHYXOJDLUHPRWWHGHWHUUH mRXVDYRQVFUªªO KRPPHG DUJLOHILQH|

&RUDQ 

$XWRXWGªEXWO KRPPHªWDLWTXHOTXHFKRVHG LQVLJQLILDQW mHV HVWLOSDVªFRXOªSRXUO KRPPH?DVPVD?  D DVF V P U DUP  "| & UD ? 3XLVVHGªURXO©UHQWOHVSKDVHVGHODFUªDWLRQ? m3RXUXRLQDWWHQGH RXVSDVGHALHXXQFRPSRUWHPHQWGLQHGHXLSXLVX·O RXVDFUªªVSDU SKDVHVVXFFHVVL HV"|  



&RUDQ  m& RV RVD RQVFU V RVD RQVPR V? VRVD RQV DQV?3URVU Q RV DQDP?·VVURVUQUQVD· V| &RUDQ ? m7 6 U DV&  D VFU UDU UP U? UVDUD DUP   VPD¨  ?DUD  V  P VU  ?U VU V D | & UD  ? ,O\HXWGRQFGLYHUVHVªWDSHVODFUªDWLRQOHGRQG XQHIRUPHKDUPRQLHXVHPHQWªODERUªHO LQVXIIODWLRQGH O HVSULW&HWWHVXFFHVVLRQGDQVOHèHPSVGLYLQUHFRXYUHGHVPLOOLRQVG DQQªHV? m8QVHXORXUSRXUALHXHVWFRPPHPLOOHDQV?DUV UD¨ F PU|

& UD ?

HPDUTXHGDQVOHVYHUVHWVVXLYDQWVODVXFFHVVLRQGHVªWDSHVGHODFUªDWLRQ? m ALHX!DFRPPHQFªODFUªDWLRQGHORPPHSDUWLUGHODULOH? V· DVVF  VF DF?DU UD ?·D UP  PPDUP  VP?·D V  V V U ?·DFU  U V # D  V VFUV| & UD  ? 'HVHVGªEXWVLQVLJQLILDQWVDXPRPHQWRºO (VSULWHVWLQVXIIOªHQOXLO KRPPHSDVVHSDUXQHVªULHGHSKD VHVSURJUHVVLYHV/ DSSDULWLRQG $GDPHVWXQWHUPHQRQXQGªEXWDEVROXFRPPHSDUXQFRXSGHEDJXHWWH PDJLTXH? m'LHXYRXVDIDLWFURWUHGHODWHUUH?F PPVDV|

& UD ?

/DFURLVVDQFHGHO KRPPHHVWGRQFVHPEODEOH¡FHOOHGHVSODQWHVG XQVWDGH¡O DXWUHHOOHQªFHVVLWHOH IDFWHXUWHPSV? 0DLVTXHOOHVIXUHQWFHVSKDVHVHWFHVªWDSHV"/ ªQLJPHUªVLGHGDQVFHWWHTXHVWLRQ? èRXVOHVYLYDQWVRQWLOVXQP«PHS©UH"? 'X SRLQW GH YXH GH OHXU V\QWK©VH FKLPLTXH VRQWLOV WRXV ID¨RQQªV G DUJLOH "  OHXU PRUW UHWRXUQHQWLOV WRXVHQSRXVVL©UHWHOVTX LOVªWDLHQW¡O RULJLQH"2XLF HVWYUDL0DLVSDUOHPRWS©UHQRXVVLJQLILRQV TXHOTXHFKRVHGHSOXV? /DTXHVWLRQHVWODVXLYDQWH
View more...

Comments

Copyright ©2017 KUPDF Inc.
SUPPORT KUPDF