Negociacion Empresarial

 

Comb`kn`kðc Lkostn ao Mrnaun`kðc >. Mocornr Mocornr hbs hbs beiotkvbs beiotkvbs mocornrh mocornrhos os y ospo ospo`älk`b `älk`bss ao hn comb comb`kn`k `kn`kðc ðc 

Beiotkvb Mocornh9  

Ohomkr oh pnquoto ao mrnaun`kðc quo `udphn `bc oh pro`kb y hn `nhkana quo hbs nhudcbs aoh >: E o oc c aosnrrbhhb ao Comb` Comb`kbs kbs eus`nc.

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Beiotkvbs ospo`älk`bs9  

Eus`nr akloroctos odprosns ao brmnc brmnckzn`kðc kzn`kðc ao ovoctbs a ao o euocn `nhkana.

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Poho``kbcnr pbr hb docbs 0 odprosns brmnckznabrns ao ovoctbs quo `udphnc `bc hbs roquksktbs quo ostneho`o oh mrupb mrnaunab

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@bcsuhtnr pro`kbs y lo`gns akspbckehos pnrn hn mrnaun`kðc oc hns brmnckznabrns soho``kbcnan soho``kbcnans. s.

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Ohomkr ucn ao hns tros bp`kbcos.

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Zrosoctnr hn prbpuostn `bc hbs nhudcbs quo so vnc n mrnaunr.

5. Aolkckr Aolkckr hns luc`k luc`kbcos bcos aoh aoh häaor häaor ao hn hn com comb`kn b`kn`kðc `kðc Oh häaor ao hn comb`kn`kðc ronhkzb hbs skmukoctos pnsbs pnrn pbaor `orrnr hn comb`kn`kðc oc oh prbvooabr aoh ovoctb. 

@bctn`tnr n hns odprosns brmnckznabrns ao ovoctbs pnrn poakr hn kclbrdn`kðc ao hbs pnquotos.

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@bcvockr ucn lo`gn y humnr pnrn hn comb`kn`kðc `bc oh roprosoctnrto ao hn brmnckznabrn ao ovoctbs.

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Aotordkcnr `uîhos sorîc hbs puctbs `hnvo oc hn comb`kn`kðc `bc oh prbvooabr.

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Hhomnr n ucn comb`kn`kðc `bc oh prbvooabr pnrn quo cbs akorn hbs doibros pro`kbs.

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@orrnr oh trntb `bc oh prbvooabr

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Lkrdnr oh `bctrntb.

 

0. Ohnebrnr ucn mrîlk`n mrîlk`n ao Mnctt `bc hns n`tkvkanaos n`tkvkanaos ao hn comb`kn`kðc y hbs tkodpbs

Aän > Aän 5 A än 0 Z/ U > 5 0 1 ? > 5 0 1 ? > 5 0 1 ? Z   @b @bct ctn` n`tn tnrr n hn hns s od odpr pros osns ns br brmn mnckz ckzna nabr brns ns ao ovoctbs pnrn poakr hn kclbrdn`kðc ao hbs pnquotos. U   @bcvockr ucn lo`gn y humnr pnrn hn comb`kn`kðc Z   N`tkvkana

  `b `bc c oh ro ropr pros osoc octn tnrt rto o ao hn br brmn mnck ckzn znab abrn rn ao ovoctbs. Aotordkcnr `uîhos sorîc hbs puctbs `hnvo oc hn  comb`kn`kðc `bc oh prbvooabr. Hh Hhom omnr nr n uc ucn n co comb mb`k `kn` n`kð kðc c `b `bc c oh pr prbv bvoo ooab abrr pnrn quo cbs akorn hbs doibros pro`kbs. @orrnr oh trntb `bc oh prbvooabr. Lkrdnr oh `bctrntb.

U Z U Z U Z U Z U

                 

 

1. Aotordkcn Aotordkcn`kðc `kðc ao d dëtba ëtbabs bs y prb prb`osb `osb ao ao hn com comb`kn` b`kn`kðc. kðc. Dëtbab `bhnebrntkvb Po gnehb `bc hbs nhudcbs nhudcbs pnrn phnctonr sus co`oskan co`oskanaos aos y nsä pbaor sne sneor  or  quë os hb quo ronhdocto quoränc pnrn su mrnaun`kðc y pbaor comb`knr `bc oh prbvooabr y hhomnr n uc n`uorab dutub. >) Zb Zbsk sk`k `kbc bcos os99 Os Ostn tneh eho` o`kd kdbs bs

hn pbs pbsk` k`kð kðc c qu quo o tocä tocänc nc hbs nhu nhudc dcbs bs y hbs hbs

prbvooab prbv ooabros ros pnrn aos aospuës puës pba pbaor or

tbdnr ao` ao`kskbc kskbcos os hkerod hkerodocto octo quo

eocolk`knrn ndnens pnrtos. 5) Kct Kctoro orosos sos99 so aoto aotordk rdkcð cð `uîh `uîhos os ornc hbs kctor kctoroso osos s tnctb ao hbs nhu nhudcb dcbs s `bdb aoh prbvooabr. 0) Bp`kb Bp`kbcos9 cos9 Po eus`nrbc vnrkn vnrkns s bp`kbcos ao odprosn odprosns s brmn brmnckzna ckznabrns brns pnrn pbaor tbdnr oc`uoctrn vnrkbs puctbs y pbaor ohomkr hn doibr. 1) @rkt @rktork orkbs bs bei beiotk otkvbs vbs99 Ao Aotor tordkc dkcndb ndbs s hbs vnhb vnhbros ros y `rk `rktor torkbs kbs `bc ens enso o n

antbs ant bs ron ronhos hos y por porlo` lo`tnd tndoct octo o ost ostneh neho`k o`kabs abs (ao sor pbs pbskeh keho o `bc vnh vnhbro bros s cudërk`bs) pnrn aotordkcnr sk hn comb`kn`kðc os b cb oxktbsn. ?) Do Doib ibrr Nh Nhto torc rcnt ntkv kvn n nh N` N`uo uora rab b Co Comb mb`k `kna nab b (D (DNC NCC) C)99 Os Ostn tneh eho` o`kd kdbs bs nhtorcntkvns `bdphotndocto niocns n hn comb`kn`kðc porb quo rosbhvkorn hn prbehodîtk`n quo mocorð ak`gn comb`kn`kðc y quo ostnehoz`nc `hnrndocto hbs eocolk`kbs pnrn pbaor sor `bdpnrnabs `bc hns bp`kbcos mocornans oc hn comb`kn`kðc. tordb porsbcnhkznab pbr mrnaunab

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sgbts oc pkstn > lbtbmrnlän mrupnh oh aän aoh ovoctb (so ocvän akmktnhdocto)

ENC^_OQO 5 QKODZBP N ENPO AO ZBHHB9 $0:: ENC^_OQO 5 QKODZBP N ENPO AO UOP9 $01:  ENC^_OQO 5 QKODZBP N ENPO AO ZOP@NAB9 $07: *Zro`kb ao 0:: porsbcns oc naohncto.

 

DOCÙ

Octrnans pnrn `bdpnrtkr9 

Qbrrotn ao roquosðc `brbcnan `bc dordohnan ao `gkho nc`gb y `ruikocto ao dnäz.

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@gndpkþbcos nh nikhhb `bc `gkho nc`gb.

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Zncohn nh bhkvb nsnan sbero cbpnh nh mrkhh `bc ospoib ao snhsn dbh`nioto.

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@gkho oc gbinharo-`gkho nc`gb rohhocb ao voraurns.

sbero ospoib ao snhsn ao tros `gkhos.

Octrnans kcakvkaunhos9 

Kcak Kcakns ns vo vost stka kans ns66 lh lhbr bros os ao `n `nhn hnen enzn zn rohh rohhoc ocns ns ao qu quos osb b ao `n `ner ern, n, roebsnans oc Unvkbhk lrktb oc snhsn ao dncmb.

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@ovk`go ao puhpb oc `ndn ao phîtncb dn`gb.

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Ynrncaonab ao `ndnrðc sbero purë ao gudus.

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Znhbdktns ao `ndnrðc oc snhsn tgnk. Ocsnhnans9 Ocsn Oc snhn hnan an Eu Eurm rmbs bs (d (dkx kx ao ho`g ho`gum umns ns,, vo vora raur urns ns nh mrkh mrkhh, h, vk vkcn cnmr mrot otn n ao

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 inhnpoþb y popktn) 

Ocsnhnan Nhqukhor (dkx ao ho`gumns, nhdocarn mnrnpkþnan, porhns ao quosb ao `nern, lrosn, aurnzcb y vkcnmrotn ao lrutbs rbibs)

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Ocsnhnan Eurnh ( iktbdnto aosgkarntnab, tb`kcb ao pnvb, quosb nzuh, `gndpkþðc, zncngbrkn, n`oktucn `nhndntn y vkcnmrotn ao enhsîdk`b)

@rodns9 

Gn`kocan ao `brtës9 `gndpkþðc lros`b, ohbto auh`o, lhbr ao `nhnenzn y  iuhkncns ao pbehncb. pbehncb.

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@rodn ao tros quosbs, `bc uc aohk`nab tbquo ao rbquolbrt.

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@rodn ao erð`bhk.

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@rodn ao ohbto `bc pnc`otn.

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@rodn ao `khnctrb y cuoz.

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@rodn ao zncngbrkn `bc `gkpbtho.

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@rodn ao rnä`os ehnc`ns ( pbrb, pnpn erð`bhk y `oebhhn.)

 

Zbhhb9 

Zbhhb nzto`n9 rohhocb ao quosb y ospkcn`ns odpnckznab `bc iuhkncn ao tbrtkhhn sbero lostkvnh ao pkdkoctb dbrrðc.

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Doanhhðc ao pbhhb `bc `kcturðc ao tb`kcb sbero `uebs ao pntntn.

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Zbhhb porhn rohhocb ao quosb y ospkcn`ns sbero `ndn ao rksbttb.

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Zbhhb n hn indnk`n6 rohhocb ao voraurns y quosb, dbctnab oc gbin ao dkhpn oc `ndn ao nrrbz vorao enþnab oc snhsn ao indnk`n.

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Zbhhb rohhocb ao quosb ao `nern oc snhsn nh postb, nhengn`n, quosb pnrdosncb y `rodn.

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Zbhhb nsnab nh pnstbr `bc `us `us, pkþn y `oebhhn aoslhodnan.

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Zbhhb dkmcbcotn oc tbrtkhhn `bc `gkho gnencorb sbero purë ao pnpn.

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Zbhhb rohhocb ao `kruohn y lrutbs so`bs oc snhsn akvbr`kb `bc tb`kcb,

`gndpkþðc y dbrrðc n`bdpnþnab ao spoc`or doxk`ncb `bc vomotnhos.

 Lkhoto ao ros9 

Uomnhb ao lkhoto6 `brnzðc ao lkhoto sbero `ndn ao pnpns n hn `rodn `brbcnab `bc `gk`gnrrðc ocvuohtb oc gbin ao vîstnmb.

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@brnzðc ao lkhoto sbero lrutbs aoh guortb, oc snhsn ao lkcns gkorens `brbcnab `bc `ruikocto pbrb.

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Doanhhðc ao ros n hns tros dnctoqukhhns sbero `ndn ao `uebs ao pntntns y lrkturn ao tb`kcb oc roau``kðc ao torcorn y vkcb tkctb.

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Lkhoto progkspîck`b6 `brnzðc ao lkhoto sbero tbrtkhhn ao `gkpbtho y cbpnh nh mrkhh, enþnab `bc snhsn ao `gkho dbrktn y `brbcnab `bc `gkho tbronab.

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Zëtnhbs ao lkhoto oc snhsn ao `gndpkþbcos y quosb sbero `ndn ao purë ao `bhklhbr.

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Lkhoto oc snhsn pbdbabrb y quosb. ! Lkhoto `gkdk`gurrk `ndpork.

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@brnzðc ao lkhoto n hns gkorens lkcns `bc iuhkncn ao pkdkoctbs y gbins ao nhengn`n.

 

Zos`nab9 

Lkhoto ao snhdðc `ncnakocso sbero rksbttb n hn tkctn ao `nhndnr, oc snhsn ao `ätrk`bs, `brbcnab `bc `gk`gnrrðc ao `ndnrðc.

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Dkmcbcotn ao rbenhb n`bdpnþnan ao purë ao `bhklhbr y `ruikocto nrrbz, oc snhsn ao quosb ndork`ncb y gbcmbs.

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Pnhdðc oc snhsn ao `ätrk`bs.

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Lkhoto pnpkhhbt odpnpohnab.

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Ubenhb sbero snhsn ao ohbto auh`o `bc purë lkcb ao `oebhhn.

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Pnhdðc hnmrkdns ao cnrncin.

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Pnhdðc dnrkcnab nh postb ao `khnctrb y pkstn`go n`bdpnþnab ao `oebhhn

`nderny y iktbdnto `gorry `bclktnab sbero `ndn ao pnpn 

Pnhdbco `npkork. ! Pnhdbco so``k.

Zbstros9 

Znccn `bttn ktnhkncn ao ybmgurt `bc lrutbs rbibs.

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Ptruaoh ao dncmb n`bdpnþnab ao gohnab.

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@bpn ao lrutbs aoh ebsquo dnrkcnabs oc vkcb tkctb.

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\bh`ncb ao `gb`bhnto ndnrmb `bc gohnab.

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Znstoh dkhpn n`bdpnþnab ao ckovo ao mnrrnln.

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Pbrprosn ao euþuohb.

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@gooso`nfo `bc `buhks ao znrzndbrn b dncmb.

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\bh`îc auh`o ao ho`go. Qkrndksù.

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@rodo eruhë.

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Dkh gbins. @bhnsg ao lrutbs `bc `nrndohb ao rbc

 

Otnpns ao prb`osb ao Comb`kn`kðc 

Zro-comb`kn`kðc

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Comb`kn`kðc mruosn

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Comb`kn`kðc lkcnh Zbst-comb`kn`kðc 

Zro-comb`kn`kðc9 Po odpozð n eus`nr nhtorcntkvns pnrn ohomkr hn doibr bp`kðc oc hn `unh cbs `bctn`tndbs `bctn`tndbs `bc `nan u ucb cb ao hbs pbs pbskehos kehos prbvooabros ao ovoctb pnrn `bcb`orhns n lbcab hb quo blro`änc  Ncnhkzndbs hbs prbx y `bctrns ao `nan ucb ucb ao hns bp`kbcos a ao o pnquoto Po ohkm ohkmkð kð oh do doib ibrr pr prbv bvoo ooab abrr ao n` n`uo uora rab b n hns hns co co`o `osk skan anao aos s ao hbs hbs

nhudcbs ao >: E _tkhkz _tk hkzndb ndbs s të` të`ck` ck`ns ns pnr pnrn n qu quo o cbs ako akornc rnc hn kcl kclbrd brdn`k n`kðc ðc roq roquor uorkan kan,, promuctncab `bc kctuk`kðc, uc tbcb ndneho y skocab `brtos pnrn quo ndens pnrtos hhomnrnc nh kctorës ronh, oh `unh so trntð ao oxpbcor `nan ucb sus bpkckbcos, kc`bclbrdkanaos, prbpuostns, auans, pnrn nsä tocor  ucn uc n hhuvk hhuvkn n ao kao kaons ns y lbr lbrduh duhnr nr

uc pnq pnquot uoto o pnrn quo hns abs pnr pnrtos tos

hhomnrnc `bclbrdos nh rosuhtnab  Nhudcbs _QYn`_QYn`- @bctn`tndbs `bc hbs prb prbvooabros vooabros Zrbvooabr ‐ `nan ucb cbs ntocakð y cbs akb hn kclbrdn`kðc roquorkan  Nhudcbs .- ncnhkzndbs hn kclbrdn`kðc ao `nan prbvooabr y eus`ndbs hn bp`kðc quo `uerkorn hns co`oskanaos ao hbs nhudcbs ao >:E  Nhudcbs.- Poho``kbcndbs Poho``kbcndbs oh prbvooabr n enso ao `uerkr hns co`oskanaos ao hbs nhudcbs

 

 Nhudcbs.- cbs `bctn`tndbs `bc oh prbvooabr soho``kbcnab, y gnehndbs `bc `nan puctb n trntnr oc oh `unh so os`u`gnenc hns kaons ao hbs dkoderbs aoh oqukpb y hbs aoh prbvooabr Zrbvooabr.- Cbs ao`än hb quo so pbaän `ndeknr y hb quo cb  Nhudcbs.- ncnhkzîendbs `nan puctb, y tbdîenc ao`kskbcos (oc oqukpb) pnrn gn`or ostrntomkns pnrn hbmrnr hbs rosuhtnabs aosonabs Zr Zrbv bvoo ooab abr.r.- n` n`op optn tnen en cu cuos ostr trns ns bp bp`k `kbc bcos os y lbrd lbrduh uhnd ndbs bs uc cu cuov ovb b pnquoto pnrn hbs nhudcbs aoh >: E   

Dbekhknrkb y dbctnio (dosn `unarnan, roabcan, `bdekcnans `bc dosns ao dnaorn, skhhn vorsnhhos `gb`bhnto b ehnc`n b `rbssen`f b Huks W\ b `bdekcnans6 suiotb n akspbckekhkana)

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Dnctohorän ao huib ao su oho``kðc.

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Docù n ohomkr ao 5 tkodpbs

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Gkohb y rolros`b khkdktnab aurncto < gbrns.

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Dosorbs aurncto < gbrns.

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Hbzn kctorcn`kbcnh, torcb `nlotorb y phntb enso ao su oho``kðc.

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@rkstnhorän9 `bpn pnrn nmun, vkcb y vnsb inkebhorb.

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@octrbs ao dosn

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> docù pbr dosn

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> tordb porsbcnhkznab pbr mrnaunab

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sgbts oc pkstn > lbtbmrnlän mrupnh oh aän aoh ovoctb (so ocvän akmktnhdocto)

Comb`kn`kðc Mruosn9  Nhudcbs.- Po `bdpnrð cuovndocto oh pnquoto blro`kab `bc hbs ao btrbs prbvooabros gn`kocab ucn hkstn ao `uerkdkoctb ao co`oskanaos pbr sk ostn cb so an an,, po porb rb nh vo vorr qu quo o orn orn hn do doib ibrr bp bp`k `kðc ðc sk skmu muko korb rbc c prom promuc ucan anca cab b b `uostkbcncab dîs n`or`n aoh pro`kb, oh pnquoto ao octrnan, oh pnquoto ao hbs ckþbs ot`. [ nsä `bcsomukr `hnrndocto kaoctklk`nr hbs puctbs kdpbrtnctos pnrn >: E Zrbvooabr9

 

Encquoto 5 tkodpbs n enso ao pbhhb9 $0:: Encquoto 5 tkodpbs n enso ao ros9 $01:  Encquoto 5 tkodpbs n enso ao pos`nab9 $07: *pro`kb ao 0:: porsbcns oc naohncto.

Comb`kn`kðc lkcnh  Nhudcbs.- so phntk`ð `nan puctb n trntnr `bc oh oqukpb ao ao trnenib, y so hhomð n hn `bc`huskðc quo sk hos mustb oh pnquoto, sk mncn hn bp`kðc së ostneho`orî lo`gn, so tbdnrn oh tkodpb co`osnrkb pnrn lkrdnr, cb so lbsnrn n ckcmùc dkoderb aoh mrupb quo cb qukorn oh pnquoto Zbst comb`kn`kðc  Nhudcbs.- so eus`nrn eus`nrn uc humnr ao ndekocto n nao`unab ao`unab `bdb uc ` `nlë nlë pnrn lkrdnr 

Zrbvooabr.- n`uakrî nh humnr ostneho`kab