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Capitulo

III

Estratgia

ptulo III

strategl

1.

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tctica

nn .onrnso rehdventc

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.rr o\ g,trto\ (rtigi.r, qfr r.nNL, nu J!t i,ul.,Jsr riirrl!ol{n
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deb2alhs, hdrsubm$odoinihigosm conbirer:'cnlormc$scnasunTzu.
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.o .onscs ser r ni. fohe.cdon dc bdr e $ioJ do u neudo. oDm lekurt
Fo$ivcl, rodrvjr, pder se ? rccomcndr io sentido d idopo de D'1 n!gh
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c implcnenrr r$mtlgic?, r. .onse8uc ascgumr o su.sso dl orgmizrer no hdio

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oD, p.r e*mplo. rvr de ua politici dc prcos r8r$r.

sndooptr,".nrm.n.

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:hn:ov4xor8izropod.rdopur!,sastodcsunTzu.rclidvlnrEiromacomo
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ros hudoscqisoi recomp.nq. pohoy.n

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.onruno do.re.Loro8r z&onr\


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& em. cap?cidadc do scncrJ (ssm, p Qhr'dar (lidr) aJ $a ropa Grcu$s
o r nc ,n pio p tr ooL --n tuo "."kn,"o.om
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m dd dc 970, quindo contnou tr Pdr d d,zrr, orBndo novc agn
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.ddiLrc.rcs,qtr.

lrc. d:tenode um quJquddoshdosdRqudcqud.do

Un 6on ernpl de m sngi de gnnlr, con!c m esrtsir doptada por


Jos L.i. Mftinlo, r.{d.rie a Llguetrs, que.on.cnrou os r rccu6os nxor
11, Ns d lts l.:liz1das m regio d. vi312, de sxprtos d Jo qualidxdc, com tan.nho{ sp.ilmar grxnder (quevftrm are o nneb t0 eo nnrot) c.ujos
pro5 vrrifr dre or I t0 e .s 300 eur.i Eru e{ngir fo poeiorncnk rclorrdr
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e$.tgn U c(. de I nos, com 1sdia4o d. unun.oneDdrspe.iJ dc sapnos
p Cj.to Clrud,lsL\iei.inhoconej n r.ein de clEnres,.onr on..n.scon o Cn a Carl,all e. Cba ,Etitd.
er.Eia ddoped pel i,l ,:r...oritui od. exempl de umr emrs de
gueilh, qtrndo olece uh prodo Go de uo) trb b$lto ds prcdrd erisz uml
tonvcis ofre.idor pclor lideres d. meudo (o!os co llortt,
'lre
ncc$idade.mplemente dircn G n6ridrde detra).
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vir, nor se8uinres itioJl
A dftrno,lorprtdo guilhio, dos ru6oJe..rpetn.is ne.esiri
A erensio.ofr que. novo rgnrito Fdnite obE bnl.ios rehivos:o.om
podno dos .uror, dsi8ndfrenk rr.vs de.oionia de s.rl dr gfr
A r:.dvidde do 5e8ftn to, des igndamcntc rd nirel do icu
.inmo e nrgns de ludo unitiJ.

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sdaSncrr'innucn.irdoseinquinadospor,.aarcscmo.ioMn,$ntincnnert.tivos

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do ddpo \ uio.n, qb.L
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cx-

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cuidadosmrci

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inB

.ndaro Bmri!r qm. rBundo

r.

sucss fici

desgirr oporunidadc

tu e T,r ( 1t86), c

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ron.eio e xor Princos in!'n:rcs'r.om E.uo tund,n nFlmcnk rongcm nriliardo
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