The Art of Public Speaking (10e)

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8LIQENSVYWIWSJL]TRSWMWXSHE]EVIXSGSRXVSPTEMRMR
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ERHFIRIJMXWSJL]HVSKIRJYIPGIPPW
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(IZIPSTIHEWELMKLP]IJJMGMIRXJSVQSJIRIVK]L]HVSKIR
JYIPGIPPWYWIWSTLMWXMGEXIHXIGLRSPSK]ERHSJJIVERYQFIVSJ
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8LIJMVWXWXITMWHIWMKRMRKXLI[MRHS[
8LIWIGSRHWXITMWGYXXMRKXLIKPEWWXSJMXXLIHIWMKR
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TVSTSWEPWJSVSRPMRIZSXMRK
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3YVWXEXIWLSYPHRSXETTVSZISRPMRIZSXMRKFIGEYWIMX[MPP
MRGVIEWIZSXIVJVEYHERHHMWJVERGLMWITISTPI[MXLSYX-RXIV
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1EMR4SMRXW
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HMWJVERGLMWITISTPI[MXLSYXEGGIWWXSXLI-RXIVRIX
291&)63*1%-243-287
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SVJMZIQEMRTSMRXWERHQSWXWTIIGLIW[MPPGSRXEMRSRP]X[SSVXLVII6IKEVH
PIWWSJLS[PSRKEWTIIGLQMKLXVYRMJ]SYLEZIXSSQER]QEMRTSMRXWXLI
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1EMR4SMRXW
-
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---
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PS[XLITVSKVIWWMSRSJMHIEW
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786%8)+-'36()63*1%-243-287
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[MPPTVIWIRXXLIQ8LIQSWXIJJIGXMZISVHIVHITIRHWSRXLVIIXLMRKWh]SYVXSTMG
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SJSVKERM^MRKMRJSVQEXMZIWTIIGLIWERHTIVWYEWMZIWTIIGLIW,IVI[IPSSOFVMIJP]
EXXLIJMZIFEWMGTEXXIVRWSJSVKERM^EXMSRYWIHQSWXSJXIRF]TYFPMGWTIEOIVW
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7TIIGLIWEVVERKIHGLVSRSPSKMGEPP]JSPPS[EXMQITEXXIVR8LI]QE]REVVEXIE
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GSRRIGXPYGEWGSQ
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9RMXMRK1MRH&SH]ERH
7TMVMXrMRXLISRPMRI1IHME
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GLVSRSPSKMGEPSVHIV
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FYMPX
1EMR4SMRXW
0YGEW8LI%VXSJ4YFPMG
7TIEOMRK8IRXL)HMXMSR
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XLI7TIIGL
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1EMR4SMRXW
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SJi &'
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GSRRIGXPYGEWGSQ
:MI[ERI\GIVTXJVSQq8LI
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SRPMRI1IHME0MFVEV]JSVXLMW
GLETXIV:MHIS'PMT
7TIGMJMG4YVTSWI 8SMRJSVQQ]EYHMIRGISJXLIWXITWMRPEWIVEWWMWXIHGSVVIG
XMZII]IWYVKIV]
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8LIVIEVIXLVIIQEMRWXITWMRPEWIVEWWMWXIHGSVVIGXMZII]I
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1EMR4SMRXW
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MVWXEXLMRPE]IVMWWPMGIHSJJXLIWYVJEGISJXLII]IXS
I\TSWIXLIGSVRIE
-- 7IGSRHERYPXVEZMSPIXPEWIVMWYWIHXSVIWLETIXLI
GSVRIE
--- 8
LMVHXLIXLMRPE]IVWPMGIHSJJEXXLIFIKMRRMRKSJXLI
WYVKIV]MWVIEJJM\IHXSXLII]I
%WXLMWSYXPMRIWLS[WGLVSRSPSKMGEPSVHIVMWIWTIGMEPP]YWIJYPJSVMRJSVQEXMZI
WTIIGLIW
7TEXMEP3VHIV
WTEXMEPSVHIV
%QIXLSHSJWTIIGLSVKERM^EXMSR
MR[LMGLXLIQEMRTSMRXWJSPPS[E
HMVIGXMSREPTEXXIVR
7TIIGLIW EVVERKIH MR WTEXMEP SVHIV JSPPS[ E HMVIGXMSREP TEXXIVR 8LEX MW XLI
QEMRTSMRXWTVSGIIHJVSQXSTXSFSXXSQPIJXXSVMKLXJVSRXXSFEGOMRWMHIXS
SYXWMHIIEWXXS[IWXSVWSQISXLIVVSYXI*SVI\EQTPI
7TIGMJMG4YVTSWI 8SMRJSVQQ]EYHMIRGIEFSYXXLIWXVYGXYVISJELYVVMGERI
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%LYVVMGERIMWQEHIYTSJXLVIITEVXWKSMRKJVSQMRWMHIXS
SYXWMHI
1EMR4SMRXW
- %
XXLIGIRXIVSJELYVVMGERIMWXLIGEPQGPSYHJVIII]I
-- 7YVVSYRHMRKXLII]IMWXLII]I[EPPEHIRWIVMRKSJ
GPSYHWXLEXTVSHYGIWXLIQSWXMRXIRWI[MRHERHVEMRJEPP
--- 6
SXEXMRKEVSYRHXLII]I[EPPEVIPEVKIFERHWSJGPSYHW
ERHTVIGMTMXEXMSRGEPPIHWTMVEPVEMRFERHW
3V
7TIGMJMG4YVTSWI 8SMRJSVQQ]EYHMIRGIEFSYXXLIXLVIIQENSVVIKMSRWMR
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2SVXLIVRGIRXVEPERHWSYXLIVR-XEP]LEZIXLIMVS[RMHIRXM
XMIWERHEXXVEGXMSRW
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GEREPW
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0YGEW8LI%VXSJ4YFPMG
7TIEOMRK8IRXL)HMXMSR
3VKERM^MRKXLI&SH]SJ
XLI7TIIGL
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8LIQEMRTSMRXWSJEWTIIGL
WLSYPHFISVKERM^IHXSGSQ
QYRMGEXIXLIWTIEOIVtWQIW
WEKI'LVSRSPSKMGEPSVHIV
[SYPH[SVOZIV][IPPJSVE
WTIIGLSRXLILMWXSV]SJXLI
97WTEGITVSKVEQ
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XVIEWYVIW
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XVEHMXMSRW
7TEXMEP SVHIV PMOI GLVSRSPSKMGEP SVHIV MW YWIH QSWX SJXIR MR MRJSVQEXMZI
WTIIGLIW
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7TIIGLIWEVVERKIHMRGEYWEPSVHIVSVKERM^IQEMRTSMRXWWSEWXSWLS[EGEYWI
IJJIGXVIPEXMSRWLMT;LIR]SYTYX]SYVWTIIGLMRGEYWEPSVHIV]SYLEZIX[S
QEMRTSMRXWhSRIHIEPMRK[MXLXLIGEYWIWSJERIZIRXXLISXLIVHIEPMRK[MXL
MXW IJJIGXW (ITIRHMRK SR ]SYV XSTMG ]SY GER IMXLIV HIZSXI ]SYV JMVWX QEMR
TSMRXXSXLIGEYWIWERHXLIWIGSRHXSXLIIJJIGXWSV]SYGERHIEPJMVWX[MXLXLI
IJJIGXWERHXLIR[MXLXLIGEYWIW
7YTTSWI]SYVWTIGMJMGTYVTSWIMWq8STIVWYEHIQ]EYHMIRGIXLEXEKVS[MRK
WLSVXEKISJEMVXVEJJMGGSRXVSPPIVWMWEWIVMSYWTVSFPIQJSV97EZMEXMSRr8LIR
]SY[SYPHFIKMR[MXLXLIGEYWIWSJXLIWLSVXEKIERH[SVOXS[EVHMXWIJJIGXW
GEYWEPSVHIV
%QIXLSHSJWTIIGL
SVKERM^EXMSRMR[LMGLXLIQEMR
TSMRXWWLS[EGEYWIIJJIGX
VIPEXMSRWLMT
7TIGMJMG4YVTSWI 8STIVWYEHIQ]EYHMIRGIXLEXEKVS[MRKWLSVXEKISJUYEPMJMIH
EMVXVEJJMGGSRXVSPPIVWMWEWIVMSYWTVSFPIQJSV97EZMEXMSR
'IRXVEP-HIE
8LIKVS[MRKWLSVXEKISJGIVXMJMIHEMVXVEJJMGGSRXVSPPIVW
XLVIEXIRWXLIWEJIX]SJEMVXVEZIP
1EMR4SMRXW
- 8LI97EZMEXMSRW]WXIQJEGIWEKVS[MRKWLSVXEKISJUYEPM
JMIHEMVXVEJJMGGSRXVSPPIVW
-- -JXLMWWLSVXEKIGSRXMRYIWMX[MPPGVIEXIWIVMSYWTVSFPIQW
JSVEMVPMRIWEJIX]
1EMR4SMRXW
0YGEW8LI%VXSJ4YFPMG
7TIEOMRK8IRXL)HMXMSR
3VKERM^MRKXLI&SH]SJ
XLI7TIIGL
8I\X
8LI1G+VE[n,MPP
'SQTERMIW
;LIRXLIIJJIGXW]SYEVIHMWGYWWMRKLEZIEPVIEH]SGGYVVIH]SYQE][ERX
XS VIZIVWI XLI SVHIV ERH XEPO JMVWX EFSYX XLI IJJIGXW ERH XLIR EFSYX XLIMV
GEYWIWhEWMRXLMWWTIIGLEFSYXXLI1E]ERGMZMPM^EXMSRSJ'IRXVEP%QIVMGE
7TIGMJMG4YVTSWI 8SMRJSVQQ]EYHMIRGIEFSYXXLITSWWMFPIGEYWIWJSVXLI
GSPPETWISJ1E]ERGMZMPM^EXMSR
'IRXVEP-HIE
8LIGEYWIWJSVXLIGSPPETWISJ1E]ERGMZMPM^EXMSRLEZIRSX
]IXFIIRJYPP]I\TPEMRIH
1EMR4SMRXW
- 1
E]ERGMZMPM^EXMSRJPSYVMWLIHJSVSZIVEXLSYWERH
]IEVWYRXMP %([LIRMXQ]WXIVMSYWP]FIKERXS
HMWMRXIKVEXI
-- 7GLSPEVWLEZIEHZERGIHXLVIIQENSVI\TPEREXMSRWJSV
XLIGEYWIWSJXLMWHMWMRXIKVEXMSR
&IGEYWI SJ MXW ZIVWEXMPMX] GEYWEP SVHIV GER FI YWIH JSV FSXL TIVWYEWMZI
WTIIGLIWERHMRJSVQEXMZIWTIIGLIW
4VSFPIQ7SPYXMSR3VHIV
TVSFPIQWSPYXMSRSVHIV
%QIXLSHSJWTIIGLSVKERM^EXMSR
MR[LMGLXLIJMVWXQEMRTSMRX
HIEPW[MXLXLII\MWXIRGISJE
TVSFPIQERHXLIWIGSRHQEMR
TSMRXTVIWIRXWEWSPYXMSRXSXLI
TVSFPIQ
7TIIGLIWEVVERKIHMRTVSFPIQWSPYXMSRSVHIVEVIHMZMHIHMRXSX[SQEMRTEVXW
8LIJMVWXWLS[WXLII\MWXIRGIERHWIVMSYWRIWWSJETVSFPIQ8LIWIGSRHTVIWIRXW
E[SVOEFPIWSPYXMSRXSXLITVSFPIQ*SVI\EQTPI
7TIGMJMG4YVTSWI 8STIVWYEHIQ]EYHMIRGIXLEXEGXMSRMWRIIHIHXSGSQFEXXLI
EFYWIWSJTYTT]QMPPW
'IRXVEP-HIE
4YTT]QMPPWEVIEWIVMSYWTVSFPIQXLEXGERFIWSPZIHF]E
GSQFMREXMSRSJPIKMWPEXMSRERHMRHMZMHYEPMRMXMEXMZI
1EMR4SMRXW
- 4
YTT]QMPPWEVIEWIVMSYWTVSFPIQEGVSWWXLI9RMXIH
7XEXIW
-- 7SPZMRKXLITVSFPIQVIUYMVIWPIKMWPEXMSRERHMRHMZMHYEP
MRMXMEXMZI
3V
GSRRIGXPYGEWGSQ
:MI[ERI\GIVTXJVSQq8LI
,SVVSVWSJ4YTT]1MPPWrMRXLI
SRPMRI1IHME0MFVEV]JSVXLMW
GLETXIV:MHIS'PMT
7TIGMJMG4YVTSWI 8STIVWYEHIQ]EYHMIRGIXLEXXLIIPIGXSVEPGSPPIKIWLSYPHFI
EFSPMWLIH
'IRXVEP-HIE
&IGEYWIXLIIPIGXSVEPGSPPIKIHSIWRSXKMZIIUYEP[IMKLXXS
XLIZSXISJIEGLGMXM^IRMXWLSYPHFIVITPEGIH[MXLHMVIGX
TSTYPEVIPIGXMSRSJXLI4VIWMHIRX
1EMR4SMRXW
- 8
LIIPIGXSVEPGSPPIKIMWEWIVMSYWTVSFPIQMRXLI97
TSPMXMGEPW]WXIQFIGEYWIMXHSIWRSXKMZIIUYEP[IMKLXXS
IEGLGMXM^IRtWZSXIMRIPIGXMRKXLI4VIWMHIRX
-- 8LITVSFPIQGERFIWSPZIHF]EFSPMWLMRKXLIIPIGXSVEP
GSPPIKIERHIPIGXMRKXLI4VIWMHIRXF]TSTYPEVZSXI
%W XLIWI I\EQTPIW MRHMGEXI TVSFPIQWSPYXMSR SVHIV MW QSWX ETTVSTVMEXI JSV
TIVWYEWMZIWTIIGLIW
',%48)6 36+%2->-2+8,)&3(=3*8,)74))',
0YGEW8LI%VXSJ4YFPMG
7TIEOMRK8IRXL)HMXMSR
3VKERM^MRKXLI&SH]SJ
XLI7TIIGL
8I\X
8LI1G+VE[n,MPP
'SQTERMIW
8STMGEP3VHIV
8STMGEPSVHIVVIWYPXW[LIR]SYHMZMHIXLIWTIIGLXSTMGMRXSWYFXSTMGWIEGLSJ
[LMGLFIGSQIWEQEMRTSMRXMRXLIWTIIGL
7YTTSWI ]SYV WTIGMJMG TYVTSWI MW q8S MRJSVQ Q] EYHMIRGI SJ XLI QENSV
OMRHW SJ JMVI[SVOWr 8LMW XSTMG HSIW RSX PIRH MXWIPJ XS GLVSRSPSKMGEP WTEXMEP
GEYWEP SV TVSFPIQWSPYXMSR SVHIV 6EXLIV ]SY WITEVEXI XLI WYFNIGXhOMRHW SJ
JMVI[SVOWhMRXSMXWGSRWXMXYIRXTEVXWWSXLEXIEGLQEMRTSMRXHIEPW[MXLEWMRKPI
OMRHSJJMVI[SVOW=SYVGIRXVEPMHIEERHQEMRTSMRXWQMKLXPSSOPMOIXLMW
XSTMGEPSVHIV
%QIXLSHSJWTIIGLSVKERM^EXMSR
MR[LMGLXLIQEMRTSMRXWHMZMHI
XLIXSTMGMRXSPSKMGEPERH
GSRWMWXIRXWYFXSTMGW
7TIGMJMG4YVTSWI 8SMRJSVQQ]EYHMIRGISJXLIQENSVOMRHWSJJMVI[SVOW
'IRXVEP-HIE
8LIQENSVOMRHWSJJMVI[SVOWEVIWO]VSGOIXW6SQERGERHPIW
TMR[LIIPWERHPERGIW
1EMR4SMRXW
- 7
O]VSGOIXWI\TPSHILMKLMRXLIEMVTVSHYGMRKXLIQSWX
HVEQEXMGIJJIGXWSJEPPJMVI[SVOW
-- 6SQERGERHPIWWLSSXSYXWITEVEXIKVSYTWSJWTEVOWERH
GSPSVIHJPEQIW[MXLEWIVMIWSJFSSQMRKRSMWIW
--- 4MR[LIIPWXLVS[SJJWTEVOWERHJPEQIWEWXLI][LMVPSR
XLIIRHSJEWXMGO
-: 0ERGIWEVIXLMRGSPSVJYPJMVI[SVOWYWIHMRKVSYRHHMWTPE]W
8SXEOIERSXLIVI\EQTPIPIXtWWE]]SYVWTIGMJMGTYVTSWIMWq8SMRJSVQQ]
EYHMIRGIEFSYXXLIEGLMIZIQIRXWSJ-HE;IPPW&EVRIXXr;IPPW&EVRIXXER%JVM
GER %QIVMGER [LS PMZIH EX XLI XYVR SJ XLI XL GIRXYV] [EW ER SYXWTSOIR
GLEQTMSRSJWSGMEPERHTSPMXMGEPNYWXMGIJSVLIVVEGI=SYGSYPHSVKERM^I]SYV
WTIIGL GLVSRSPSKMGEPP]hF] HMWGYWWMRK ;IPPW&EVRIXXtW I\TPSMXW HYVMRK IEGL
HIGEHI SJ LIV GEVIIV 3R XLI SXLIV LERH ]SY GSYPH EVVERKI XLI WTIIGL
XSTMGEPP]hF]HMZMHMRK;IPPW&EVRIXXtWEGGSQTPMWLQIRXWMRXSGEXIKSVMIW8LIR
]SYVGIRXVEPMHIEERHQEMRTSMRXWQMKLXFI
7TIGMJMG4YVTSWI
8SMRJSVQQ]EYHMIRGIEFSYXXLIEGLMIZIQIRXWSJ-HE;IPPW
&EVRIXX
'IRXVEP-HIE
-HE;IPPW&EVRIXX[EWEQYPXMXEPIRXIHJMKYVIMRXLIJMKLXJSV
VEGMEPNYWXMGI
1EMR4SMRXW
- %
WEXIEGLIV;IPPW&EVRIXXWTSOISYXEKEMRWXMRJIVMSV
WGLSSPJEGMPMXMIWJSV%JVMGER%QIVMGERGLMPHVIR
-- %WENSYVREPMWX;IPPW&EVRIXXGEQTEMKRIHEKEMRWX
P]RGLMRK
--- %WEGMZMGSVKERM^IV;IPPW&EVRIXXLIPTIHJSYRHXLI
2%%'4
2SXMGILS[XLIQEMRTSMRXWWYFHMZMHIXLIWTIIGLXSTMGPSKMGEPP]ERHGSR
WMWXIRXP])EGLQEMRTSMRXMWSPEXIWSRIEWTIGXSJ;IPPW&EVRIXXtWEGLMIZIQIRXW
&YXWYTTSWI]SYVQEMRTSMRXWPSSOPMOIXLMW
- %WEXIEGLIV;IPPW&EVRIXXWTSOISYXEKEMRWXMRJIVMSVWGLSSPJEGMPMXMIWJSV
%JVMGER%QIVMGERGLMPHVIR
-- %WENSYVREPMWX;IPPW&EVRIXXGEQTEMKRIHEKEMRWXP]RGLMRK
--- -RXLIIEVP]XLGIRXYV];IPPW&EVRIXXI\TERHIHLIVEGXMZMXMIWERHXLI
WGSTISJLIVMRJPYIRGI
1EMR4SMRXW
0YGEW8LI%VXSJ4YFPMG
7TIEOMRK8IRXL)HMXMSR
3VKERM^MRKXLI&SH]SJ
XLI7TIIGL
'LIGOPMWX
=)7
8I\X
8LI1G+VE[n,MPP
'SQTERMIW
1EMR4SMRXW
23
(SIW XLI FSH] SJ Q] WTIIGL GSRXEMR X[S XS JMZI QEMR
TSMRXW#
%VI Q] QEMR TSMRXW SVKERM^IH EGGSVHMRK XS SRI SJ XLI
JSPPS[MRKQIXLSHWSJSVKERM^EXMSR#'LIGOXLISRIXLEX
ETTPMIW
GSRRIGXPYGEWGSQ
8LMWGLIGOPMWXMWEPWSEZEMP
EFPIMRXLISRPMRI7XYH]
8SSPWJSVXLMWGLETXIV
'LVSRSPSKMGEPSVHIV
7TEXMEPSVHIV
'EYWEPSVHIV
8STMGEPSVHIV
4VSFPIQWSPYXMSRSVHIV
%VIQ]QEMRTSMRXWGPIEVP]WITEVEXIJVSQSRIERSXLIV#
%W QYGL EW TSWWMFPI LEZI - YWIH XLI WEQI TEXXIVR
SJ[SVHMRKJSVEPPQ]QEMRTSMRXW#
,EZI - VSYKLP] FEPERGIH XLI EQSYRX SJ XMQI HIZSXIH
XSIEGLQEMRTSMRX#
-W IEGL QEMR TSMRX FEGOIH YT [MXL WXVSRK GVIHMFPI
WYTTSVXMRKQEXIVMEPW#
(S - YWI GSRRIGXMZIW XS QEOI WYVI Q] EYHMIRGI ORS[W
[LIR-EQQSZMRKJVSQSRIQEMRTSMRXXSERSXLIV#
8LMW[SYPHRSXFIEKSSHXSTMGEPSVHIVFIGEYWIQEMRTSMRX---MWMRGSRWMWXIRX
[MXLXLIVIWXSJXLIQEMRTSMRXW-XHIEPW[MXLE TIVMSHMR;IPPW&EVRIXXtWPMJI
[LIVIEWQEMRTSMRXW-ERH--HIEP[MXLOMRHWSJEGXMZMWQ
&IGEYWI MX MW ETTPMGEFPI XS EPQSWX ER] WYFNIGX ERH XS ER] OMRH SJ WTIIGL
XSTMGEPSVHIVMWYWIHQSVISJXIRXLERER]SXLIVQIXLSHSJWTIIGLSVKERM^EXMSR
8-47*3646)4%6-2+1%-243-287
/IIT1EMR4SMRXW7ITEVEXI
)EGLQEMRTSMRXMREWTIIGLWLSYPHFIGPIEVP]MRHITIRHIRXSJXLISXLIVW'SQ
TEVIXLIWIX[SWIXWSJQEMRTSMRXWJSVEWTIIGLEFSYXXLITVSGIWWSJTVSHYGMRK
E&VSEH[E]TPE]
-RIJJIGXMZI
1SVI)JJIGXMZI
- 8
LIJMVWXWXITMWGLSSWMRKXLI
TPE]
-- 8LIWIGSRHWXITMWWIPIGXMRK
XLIGEWX
--- 8
LIXLMVHWXITMWGSRHYGXMRK
VILIEVWEPWERHXLIRTIVJSVQMRK
XLITPE]
- 8LIJMVWXWXITMWGLSSWMRKXLI
TPE]
-- 8LIWIGSRHWXITMWWIPIGXMRK
XLIGEWX
--- 8LIXLMVHWXITMWGSRHYGXMRKXLI
VILIEVWEPW
-: 8LIJSYVXLWXITMWTIVJSVQMRK
XLITPE]
',%48)6 36+%2->-2+8,)&3(=3*8,)74))',
0YGEW8LI%VXSJ4YFPMG
7TIEOMRK8IRXL)HMXMSR
3VKERM^MRKXLI&SH]SJ
XLI7TIIGL
8I\X
8LI1G+VE[n,MPP
'SQTERMIW
8LITVSFPIQ[MXLXLIPIJXLERHPMWXMWXLEXTSMRX---GSRXEMRWX[SQEMRTSMRXW
-XWLSYPHFIHMZMHIHEWWLS[RMRXLIVMKLXLERHPMWX
8V]XS9WIXLI7EQI4EXXIVRSJ;SVHMRKJSV1EMR4SMRXW
'SRWMHIVXLIJSPPS[MRKQEMRTSMRXWJSVERMRJSVQEXMZIWTIIGLEFSYXXLIFIR
IJMXWSJI\IVGMWI
-RIJJIGXMZI
1SVI)JJIGXMZI
- 6IKYPEVI\IVGMWIMRGVIEWIW]SYV
IRHYVERGI
-- =SYVWPIITMRKTEXXIVRMW
MQTVSZIHF]VIKYPEVI\IVGMWI
--- -XMWTSWWMFPIXSLIPTGSRXVSP
]SYV[IMKLXF]VIKYPEV
I\IVGMWI
- 6IKYPEVI\IVGMWIMRGVIEWIW]SYV
IRHYVERGI
-- 6IKYPEVI\IVGMWIMQTVSZIW]SYV
WPIITMRKTEXXIVR
--- 6IKYPEVI\IVGMWILIPTWGSRXVSP
]SYV[IMKLX
8LI WIX SJ QEMR TSMRXW SR XLI VMKLX JSPPS[W E GSRWMWXIRX TEXXIVR SJ [SVHMRK
XLVSYKLSYX8LIVIJSVIMXMWIEWMIVXSYRHIVWXERHERHIEWMIVXSVIQIQFIVXLER
XLIWIXSRXLIPIJX
=SY[MPPJMRHXLEXMXMWRSXEP[E]WTSWWMFPIXSYWIXLMWOMRHSJTEVEPPIP[SVH
MRK7SQIWTIIGLIWNYWXHSRtXPIRHXLIQWIPZIWXSWYGLEXMH]EVVERKIQIRX&YX
XV]XSOIIT XLI [SVHMRK TEVEPPIP [LIR]SYGERJSV MX MW E KSSH[E]XS QEOI
]SYVQEMRTSMRXWWXERHSYXJVSQXLIHIXEMPWWYVVSYRHMRKXLIQ
&EPERGIXLI%QSYRXSJ8MQI(IZSXIHXS1EMR4SMRXW
&IGEYWI]SYVQEMRTSMRXWEVIWSMQTSVXERX]SY[ERXXSFIWYVIXLI]EPPVIGIMZI
IRSYKL IQTLEWMWXSFIGPIEVERHGSRZMRGMRK 8LMW QIERW EPPS[MRKWYJJMGMIRX
XMQIXSHIZIPSTIEGLQEMRTSMRX7YTTSWI]SYHMWGSZIVXLEXXLITVSTSVXMSRSJ
XMQIHIZSXIHXS]SYVQEMRTSMRXWMWWSQIXLMRKPMOIXLMW
- TIVGIRX
-- TIVGIRX
--- TIVGIRX
%FVIEOHS[RSJXLMWWSVXMRHMGEXIWSRISJX[SXLMRKW)MXLIVTSMRXW--ERH---
EVIRtXVIEPP]QEMRTSMRXWERH]SYLEZISRP]SRIQEMRTSMRXSVTSMRXW--ERH
---LEZIRtXFIIRKMZIRXLIEXXIRXMSRXLI]RIIH-JXLIPEXXIV]SYWLSYPHVIZMWI
XLIFSH]SJXLIWTIIGLXSFVMRKXLIQEMRTSMRXWMRXSFIXXIVFEPERGI
8LMWMWRSXXSWE]XLEXEPPQEMRTSMRXWQYWXVIGIMZII\EGXP]IUYEPIQTLEWMW
FYXSRP]XLEXXLI]WLSYPHFIVSYKLP]FEPERGIH*SVI\EQTPIIMXLIVSJXLIJSP
PS[MRK[SYPHFIJMRI
- TIVGIRX
-- TIVGIRX
--- TIVGIRX
- TIVGIRX
-- TIVGIRX
--- TIVGIRX
8LI EQSYRX SJ XMQI WTIRX SR IEGL QEMR TSMRX HITIRHW SR XLI EQSYRX ERH
GSQTPI\MX]SJWYTTSVXMRKQEXIVMEPWJSVIEGLTSMRX
1EMR4SMRXW
0YGEW8LI%VXSJ4YFPMG
7TIEOMRK8IRXL)HMXMSR
3VKERM^MRKXLI&SH]SJ
XLI7TIIGL
8I\X
8LI1G+VE[n,MPP
'SQTERMIW
7YTTSVXMRK1EXIVMEPW
&]XLIQWIPZIWQEMRTSMRXWEVISRP]EWWIVXMSRW%W[IWE[MR'LETXIVPMWXIR
IVW RIIH WYTTSVXMRK QEXIVMEPW XS EGGITX [LEX E WTIEOIV WE]W ;LIR XLI WYT
TSVXMRKQEXIVMEPWEVIEHHIHXLIFSH]SJEWTIIGLPSSOWPMOIXLIJSPPS[MRKMR
SYXPMRIJSVQ
WYTTSVXMRKQEXIVMEPW
8LIQEXIVMEPWYWIHXSWYTTSVXE
WTIEOIVtWMHIEW8LIXLVIIQENSV
OMRHWSJWYTTSVXMRKQEXIVMEPW
EVII\EQTPIWWXEXMWXMGWERH
XIWXMQSR]
- ,]TRSWMWMWYWIHMRWYVKIV]EWEREHNYRGXXSGLIQMGEPERIWXLIWME
%,]TRSWMWVIHYGIWFSXLXLITL]WMGEPERHTW]GLSPSKMGEPEWTIGXWSJ
TEMR
,]TRSWMWGERHSYFPIETIVWSRtWTEMRXLVIWLSPH
-XEPWSVIHYGIWXLIJIEVXLEXMRXIRWMJMIWTL]WMGEPTEMR
&,]TRSWMWMWQSWXYWIJYPMRGEWIW[LIRXLITEXMIRXMWORS[RXSLEZI
TVSFPIQW[MXLKIRIVEPERIWXLIWME
5YSXEXMSRJVSQ(V,EVSPH;EMRSJ;EPXIV6IIH%VQ],SWTMXEP
7XSV]SJ0MRHE/YE]
7XEXMWXMGWJVSQ4W]GLSPSK]8SHE]
-- ,]TRSWMWMWYWIHXSLIPTTISTPIWXSTWQSOMRK
%1ER]XLIVETMWXWYXMPM^IL]TRSWMWXSLIPTTISTPIFVIEOXLIMVEHHMGXMSR
XSGMKEVIXXIW
8LI97(ITEVXQIRXSJ,IEPXLERH,YQER7IVZMGIWGSRWMHIVW
L]TRSWMWEWEJIERHIJJIGXMZIQIERWSJWXSTTMRKWQSOMRK
7YGGIWWVEXIWEVIEWLMKLEWTIVGIRX
E 7XSV]SJ%PI\,EQMPXSR
F 5YSXEXMSRJVSQ2I[=SVOTW]GLMEXVMWX(V,IVFIVX7TMIKIP
&,]TRSWMWHSIWRSX[SVOJSVEPPWQSOIVW
%TIVWSRQYWX[ERXXSWXSTWQSOMRKJSVL]TRSWMWXS[SVO
%TIVWSRQYWXEPWSFIVIWTSRWMZIXSL]TRSXMGWYKKIWXMSR
--- ,]TRSWMWMWYWIHXSLIPTWXYHIRXWMQTVSZIXLIMVEGEHIQMGTIVJSVQERGI
%,]TRSWMWIREFPIWTISTPIXSYWIXLIMVQMRHWQSVIIJJIGXMZIP]
8LIGSRWGMSYWQMRHYWIWEFSYXTIVGIRXSJETIVWSRtWQIRXEP
EFMPMX]
,]TRSWMWEPPS[WTISTPIXSXETQSVISJXLIMVQIRXEPTS[IV
&7XYHMIWWLS[XLEXL]TRSWMWGERLIPTTISTPISZIVGSQIQER]SFWXEGPIW
XSEGEHIQMGWYGGIWW
-XMQTVSZIWEFMPMX]XSGSRGIRXVEXI
-XMRGVIEWIWVIEHMRKWTIIH
-XVIHYGIWXIWXER\MIX]
-R 'LETXIV [I HMWGYWWIH XLI QENSV OMRHW SJ WYTTSVXMRK QEXIVMEPW ERH
LS[XSYWIXLIQ,IVI[IRIIHWXVIWWSRP]XLIMQTSVXERGISJSVKERM^MRK]SYV
WYTTSVXMRKQEXIVMEPWWSXLI]EVIHMVIGXP]VIPIZERXXSXLIQEMRTSMRXWXLI]EVI
WYTTSWIHXSWYTTSVX1MWTPEGIHWYTTSVXMRKQEXIVMEPWEVIGSRJYWMRK,IVItWER
I\EQTPI
- 8LIVIEVIWIZIVEPVIEWSRW[L]TISTPIMQQMKVEXIXSXLI9RMXIH7XEXIW
%3ZIVXLI]IEVWQMPPMSRWSJTISTPILEZIMQQMKVEXIHXSXLI9RMXIH
7XEXIW
&1ER]TISTPIMQQMKVEXIMRWIEVGLSJIGSRSQMGSTTSVXYRMX]
'3XLIVWMQQMKVEXIXSEXXEMRTSPMXMGEPJVIIHSQ
(7XMPPSXLIVWMQQMKVEXIXSIWGETIVIPMKMSYWTIVWIGYXMSR
',%48)6 36+%2->-2+8,)&3(=3*8,)74))',
0YGEW8LI%VXSJ4YFPMG
7TIEOMRK8IRXL)HMXMSR
3VKERM^MRKXLI&SH]SJ
XLI7TIIGL
8I\X
8LI1G+VE[n,MPP
'SQTERMIW
8LIQEMRTSMRXHIEPW[MXLXLIVIEWSRWMQQMKVERXWGSQIXSXLI9RMXIH7XEXIW
EWHSWYTTSVXMRKTSMRXW&'ERH(7YTTSVXMRKTSMRX%q3ZIVXLI]IEVWQMP
PMSRW SJ TISTPI LEZI MQQMKVEXIH XS XLI 9RMXIH 7XEXIWr HSIW RSX -X MW SYX SJ
TPEGIERHWLSYPHRSXFIMRGPYHIH[MXLXLMWQEMRTSMRX
-J]SYJMRHWYGLEWMXYEXMSRMR]SYVS[RWTIIGLIWXV]XSVISVKERM^I]SYV
WYTTSVXMRKTSMRXWYRHIVETTVSTVMEXIQEMRTSMRXWPMOIXLMW
- 3ZIVXLI]IEVWQMPPMSRWSJTISTPILEZIMQQMKVEXIHXSXLI9RMXIH7XEXIW
%7MRGIXLI%QIVMGER6IZSPYXMSREPQSWXQMPPMSRTISTPILEZI
MQQMKVEXIHXSXLI97
&8SHE]XLIVIEVIQMPPMSR%QIVMGERW[LS[IVIFSVRMRSXLIVGSYRXVMIW
-- 8LIVIEVIWIZIVEPVIEWSRW[L]TISTPIMQQMKVEXIXSXLI9RMXIH7XEXIW
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SVKERM^I]SYVWTIIGL=SYVQENSVGLSMGIWEVIGLVSRSPSKMGEPSVHIVTVSFPIQWSPYXMSR
SVHIVERHXSTMGEPSVHIV;LEXQMKLXFIXLIQEMRTSMRXWSJ]SYVWTIIGL[MXLIEGL
SJXLIWIQIXLSHWSJSVKERM^EXMSR#)\TPEMR[LMGLQIXLSH]SYXLMRO[SYPHFIQSWX
IJJIGXMZIJSV]SYVTVIWIRXEXMSR
',%48)6 36+%2->-2+8,)&3(=3*8,)74))',