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Скопје, 2013
ɂɡɞɚɜɚɱ: ɆɂɇɂɋɌȿɊɋɌȼɈ ɁȺ ɈȻɊȺɁɈȼȺɇɂȿ ɂ
ɇȺɍɄȺ ɇȺ ɊȿɉɍȻɅɂɄȺ ɆȺɄȿȾɈɇɂȳȺ
ɭɥ. Ɇɢɬɨ ɏɚʇɢɜɚɫɢɥɟɜ ȳɚɫɦɢɧ, ɛɛ ɋɤɨɩʁɟ

Ɋɟɰɟɧɡɟɧɬɢ:
ɉɪɨɞ. ɞ-ɪ ȼɥɚɞɢɦɢɪ Ʉɚɪɚɧɚɤɨɜ, ɒɭɦɚɪɫɤɢ ɮɚɤɭɥɬɟɬ
ɍɧɢɜɟɪɡɢɬɟɬ „ɋɜ. Ʉɢɪɢɥ ɢ Ɇɟɬɨɞɢʁ“, ɋɤɨɩʁɟ
Ⱦɢɩɥ. ɲɭɦ. ɢɧɠ. Ɉɥɝɢɰɚ Ɇɚɧɟɜɫɤɚ
ɋɍȽɋ „Ƚɟɨɪɝɢ Ⱦɢɦɢɬɪɨɜ“ ɋɤɨɩʁɟ
Ⱦɢɩɥ. ɲɭɦ. ɢɧɠ. ȿɥɟɧɚ Ⱥɧɞɨɧɨɜɫɤɚ
ɋɍȽɋ „Ƚɟɨɪɝɢ Ⱦɢɦɢɬɪɨɜ“ ɋɤɨɩʁɟ

ɋɨɪɚɛɨɬɧɢɤ: Ⱦɢɩ. ɲɭɦ. ɢɧɠ. Ɇɢɪʁɚɧɚ ȼɟɥɧɢʅ

Ʌɟɤɬɨɪ: ɇɚɞɚ Ʉɨɫɬɨɜɚ

Ʉɨɦɩʁɭɬɟɪɫɤɚ ɩɨɞɝɨɬɨɜɤɚ: ɞɢɚ. Ɇɚɪɢʁɚ ɉɚɧɱɟɜɫɤɚ

ɉɟɱɚɬɢ: Ƚɪɚɮɢɱɤɢ ɰɟɧɬɚɪ ɞɨɨɟɥ, ɋɤɨɩʁɟ

Тираж: 27

ɋɨ ɪɟɲɟɧɢɟ ɧɚ Ɇɢɧɢɫɬɟɪɨɬ ɡɚ ɨɛɪɚɡɨɜɚɧɢɟ ɢ ɧɚɭɤɚ ɧɚ


Ɋɟɩɭɛɥɢɤɚ Ɇɚɤɟɞɨɧɢʁɚ ɛɪ. 22-4411/1 ɨɞ 29.07.2010 ɝɨɞɢɧɚ
ɫɟ ɨɞɨɛɪɭɜɚ ɭɩɨɬɪɟɛɚɬɚ ɧɚ ɨɜɨʁ ɭɱɟɛɧɢɤ

CIP - Ʉɚɬɚɥɨɝɢɡɚɰɢʁɚ ɜɨ ɩɭɛɥɢɤɚɰɢʁɚ


ɇɚɰɢɨɧɚɥɧɚ ɢ ɭɧɢɜɟɪɡɢɬɟɬɫɤɚ ɛɢɛɥɢɨɬɟɤɚ „ɋɜ.Ʉɥɢɦɟɧɬ Ɉɯɪɢɞɫɤɢ“, ɋɤɨɩʁɟ

684.4(075.3)

ɌɊȺȳɄɈȼɋɄȺ, ɋɧɟɠɚɧɚ
ɉɪɨɟɤɬɢɪɚʃɟ ɧɚ ɦɟɛɟɥ : ɭɱɟɛɧɢɤ ɡɚ ɡɚɞɨɥɠɢɬɟɥɧɚ ɢ ɢɡɛɨɪɧɚ
ɧɚɫɬɚɜɚ ɡɚ ɱɟɬɜɪɬɚ ɝɨɞɢɧɚ ɫɪɟɞɧɨ ɫɬɪɭɱɧɨ ɨɛɪɚɡɨɜɚɧɢɟ : ɲɭɦɚɪɫɤɨ-
ɞɪɜɨɩɪɟɪɚɛɨɬɭɜɚɱɤɚ ɫɬɪɭɤɚ ɡɚ ɨɫɧɨɜɧɢɨɬ ɩɪɨɮɢɥ ɬɟɯɧɢɱɚɪ ɡɚ
ɦɟɛɟɥ ɢ ɟɧɬɟɪɢɟɪ / ɋɧɟɠɚɧɚ Ɍɪɚʁɤɨɜɫɤɚ. - ɋɤɨɩʁɟ : Ɇɢɧɢɫɬɟɪɫɬɜɨ ɡɚ
ɨɛɪɚɡɨɜɚɧɢɟ ɢ ɧɚɭɤɚ ɧɚ Ɋɟɩɭɛɥɢɤɚ Ɇɚɤɟɞɨɧɢʁɚ, 2010. - 106 ɫɬɪ. :
ɢɥɭɫɬɪ. ; 29 ɫɦ
ISBN 978-608-226-105-8
COBISS.MK-ID 84247818
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NRL SURHNWDQWRW SUL SURHNWLUDZHWR WUHED GD JL SULPHQL *ROHPLQDWD H
SRYU]DQDVREURMQRVWDQDVHPHMVWYRWRLRSUHPDWD

• SUHWVREMH  P²ñ
• GQHYQDVRED  P²ñ 
• WUSH]DULMD  P²ñ
• NXMQD   P²ñ
• RVWDYD  P²ñ
• GHWVNDVRED  P²ñ
• VSDOQDVRED  P²ñ
• VDQLWDULL  P²ñ 
• XWLOLWL  P²ñ

28
2ULHQWDFLMDQDSURVWRULLWH

 2ULHQWDFLMDWDQDSURVWRULLWHHYDCHQaLQLWHO]DNYDOLWHWRWQDVWDQRW
6R SUDYLOQD RULHQWDFLMD VH RYR]PRCXYDLQVRODFLMD QD SRWUHEQLWH SURVWRULL
,QVRODFLMDWD SUHWVWDYXYD RVRQaXYDZH QD SURVWRULLWH NDNR YDCHQ ]GUDYVWYHQ
LSVLKROR^NLDVSHNWYRGRPXYDZHWR 
 1R SUL NROHNWLYQRWR GRPXYDZH RGQRVQR CLYHHZHWR YR VWDQEHQD NXOD
LOLEORNQHPRCHVLWHSURVWRULLGDLPDDWQDMSRYROQDRULHQWDFLMD'ROCQRVW
QD SURHNWDQWRW H GD JL SRVWDYL VWDQRYLWH VR RSWLPDOQR LVNRULVWXYDZH QD
GREUDWDRULHQWDFLMDDVLWHSRPR^QLSURVWRULLGDJLSRVWDYLQDSRQHSRYROQD
RULHQWDFLMD
 1DMSRCHOQDRULHQWDFLMD]DSURVWRULLWH
• LVWRNVSDOQDVREDGHWVNDVREDGQHYQDVREDWUSH]DULMDNXMQD
• ]DSDGWUSH]DULMDNXMQDUDERWQDVREDVDQLWDULLXWLOLWL
• VHYHUYOH]VNDOLVDQLWDULLNXMQDRVWDYDXWLOLWL
• MXJGQHYQDVREDVSDOQDVREDGHWVNDVREDUDERWQDVREDWUSH]DULMD
 9R LQGLYLGXDOQLWH VWDQEHQL REMHNWL SROHVQR PRCH GD VH SRVWLJQH
RSWLPDOQD RULHQWDFLMD QD SURVWRULLWH SULWRD WUHED GD VH ]HPH SUHGYLG
WRSRJUDILMDWDLQIUDVWUXNWXUDWDLYL]XULWH
 2ULHQWDFLMDWD H YDCQD ]D SULURGQRWR RVYHWOXYDZH 7RD PRUD GD H
SULVXWQRLGLUHNWQRYRGQHYQDWDVREDVSDOQDWDVREDGHWVNDWDVREDUDERWQDWD
VREDNXMQDWDWUSH]DULMDWD$NRPRCRVWLWHGR]ROXYDDWPRCHGDVHVUHWQHLYR
VDQLWDUQLWHSURVWRULLSUHWSURVWRURWLXWLOLWLWR




















29
3UHWSURVWRU

 3UHWSURVWRU VH QDUHNXYD VHNRM SURVWRU NRM VOXCL ]D GLVWULEXFLMD QD
GYLCHZHWRPH_XSRYH`HSURVWRULLLOLPH_XXOLFDWDLVWDQRW
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• KRGQLNWHVHQSUHWSURVWRU
• SUHWVREMHNYDGUDWHQLOLSUDYRDJROHQSUHWSURVWRU
• VDORQJROHPSUHWSURVWRUNDUDNWHULVWLaHQ]DUDVNR^QLWHNX`LL
 VWDQRYL 
 *ROHPLQDWD QD SUHWSURVWRULWH ]DYLVL RG JROHPLQDWD QD FHOLRW VWDQ L
VRVWDYQLWHSURVWRULL

  















   2VQRYDQDKRGQLN ^PLQ VP 





 





 


 2VQRYDQDSUHWVREMH    2VQRYDQDVDORQ
 
 



30
 +RGQLNRW SRaHVWR VH XSRWUHEXYD ]D SRYU]XYDZH QD VRELWH YR VWDQRW
1HJRYDWD IRUPD QH GR]ROXYD SRVWDYXYDZH QD RSUHPD L RUJDQL]DFLMD QD
YOH]QLRWSURVWRU
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ELGHM`LJRGDYDSUYLRWYSHaDWRN]DVHPHMVWYRWRLGRPRW



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RVQRYQLWHIXQNFLL
• SULHP QD aOHQRYLWH QD VHPHMVWYRWR L JRVWL YR VWDQRW SUHWVWDYXYD
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• SRYU]XYDZHQDSURVWRULLWH
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RSUHPDGRELYDL]JOHGQDVRED]DGQHYHQSUHVWRM


  
  3UHWVREMH     6DORQ

31
2SUHPDYRSUHWVREMHWR

 2G QDYHGHQLWH IXQNFLL ]D SUHWVREMHWR SURL]OHJXYD L SRWUHEQDWD
RSUHPD
• RWYRUHQD]DNDaDONDJDUGHUREHU
• SROLFD
• HOHPHQW]DaHYOL
• HOHPHQW]DGRPD^QLSRPDJDOD
• GHNRUDWLYQLHOHPHQWL RJOHGDODVOLNLVNXOSWXULFYH`HSRVWHUL 





















JDUGHUREHU   RWYRUHQD]DNDaDOND  HOHPHQW]DREXYNLRJOHGDOR

^ VP   D VP    ^ VP G VP
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Y NY    YYLVRaLQDQDSROLFDVP


32
2UJDQL]DFLMDQDSUHWVREMHWR

 0HEHORW YR SUHWVREMHWR VH SRVWDYXYD SR RELNROQLWH \LGRYL 3ULWRD
PRUD GD VH YQLPDYD WRM OHVQR GD ELGH XSRWUHEOLY L LVWLRW GD QH SUHaL SUL
GYLCHZHWRRGYOH]RWNRQRVWDQDWLWHVREL   

'L]DMQERLLRVYHWOXYDZH

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   3UHGVREMDYRNX`LVRSULURGQRRVYHWOXYDZH

33
.XMQD

 .XMQDWD H UDERWQD SURVWRULMD YR VWDQRW L YR QHD VH SRGJRWYXYD KUDQDWD
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• UDERWQDNXMQD
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 6WDQEHQDWD NXMQD RVYHQ NXMQVNLɬɟ HOHPHQWL ]D SULJRWYXYDZH QD KUDQD
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GRPRW VHNDGH NDGH ^WR OX_HWR UDERWDW
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NDQWLQD YDNYDWD NXMQD VOXCL L NDNR
PHVWR]DMDGHZH

34
2SUHPDYRNXMQDWD
 
 2SUHPDWDYRNXMQDWDMDVRaLQXYDDW
• NXMQVNLHOHPHQWL VWRHaNLLYLVHaNL 
• ODGLOQLN
• ^SRUHW
• PD^LQD]DPLHZHQDVDGRYL
 
 .XMQVNLWHHOHPHQWL NRLVHXSRWUHEXYDDW YRNXMQLWHVHVWDQGDUGL]LUDQL
3RGHOHQLVHQDGYDWLSDVWRHaNLLYLVHaNL'ODERaLQDWDQDVWRHaNLWHHVPD
QD YLVHaNLWH VP 1LYQDWD ^LURaLQD LPD UD]OLaQD YUHGQRVW RG VP ]D
VWRHaNLWH L RG VP ]D YLVHaNLWH 'LPHQ]LLWH VH YR VRJODVQRVW VR
XSRWUHEOLYRVWDLQRVLYRVWDQDHOHPHQWLWH
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YNORSXYD YR NRMD ELOR NXMQD 'ODERaLQDWD LP H VP D ^LURaLQDWD ]DYLVL RG
SRWUHELWH QD VHPHMVWYRWR L RG JROHPLQDWD QD NXMQDWD 0D^LQDWD ]D PLHZH QD
VDGRYL PRCH GD ELGH YJUDGOLYD RGQRVQR GD VH VPHVWL SRG UDERWQDWD SORaD YR
NXMQDWD


35
2UJDQL]DFLMDQDNXMQDWD
 
 5DVSRUHGRW QD NXMQVNLWH HOHPHQWL H WHVQR SRYU]DQ VR WHKQRORJLMDWD QD
SRGJRWYXYDZH QD KUDQD NDNR L RG SRVWDYHQRVWD QD YUDWLWH SUR]RUFLWH
SURSRUFLLWHLGLPHQ]LLWHQDSURVWRULMDWDNRMDHQDPHQHWD]DNXMQD
6SRUHGRUJDQL]DFLMDWDQDNXMQVNLWHHOHPHQWLLJROHPLQDWDQDSURVWRULMDWDVH
UD]OLNXYDDWSHWWLSRYLQDUDERWQLNXMQL



 HGQRUHGQD   GYRUHGQD    YR3



 YR*VWDQEHQDNXMQD    VRFHQWUDOQRSRVWDYHQ^SRUHW


'L]DMQERLLRVYHWOXYDZH

 ɄXMQVNLRWGL]DMQHOLaHQL]ERUQDVHPHMVWYRWR1RLSRNUDMWRDGREURH
GD VH VSRPHQDW QHNRONX RGUHGQLFL SUL REOLNXYDZH QD HOHPHQWLWH NRL VH
]QDaDMQLYRXSRWUHEDWDQDNXMQDWD
• VWRHaNLWH HOHPHQWL PRCH GD VH VR SROLFL LOL ILRNL )LRNLWH
RYR]PRCXYDDɬ SRJROHPD SUHJOHGQRVW L PDQLSXODFLMD VR NXMQVNLRW
SULERU

36
• NDSDFLWH QD YLVHaNLWH HOHPHQWL PRCH GD VH L]UDERWHQL RG SROQ
PDWHULMDO LOL YR NRPELQDFLMD VR SURYLGHQ PDWHULMDO ]D SRJROHPD
SUHJOHGQRVW
• PDWHULMDOLWHGDVHOHVQRRGUCOLYLLRWSRUQLQDDEHZH
 
 ,]ERURW L NRPELQLUDZHWR QD PDWHULMDOLWH QHPD VDPR SUDNWLaQR
]QDaHZH WXNX WLH VH GHO RG GL]DMQRW 6H NRULVWL PDVLYQR GUYR LYHUND L
PHGLMDSDQ
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KUDQD 6R QLY PRUD GD VH ELGH PQRJX YQLPDWHOHQ .XMDQDWD H SURVWRU NDGH
QDMaHVWR WHUPLaNL VH REUDERWXYD KUDQDWD 2G WLH SULaLQL VH L]ELUDDW
SRVPLUHQL ERL NRL QHPD GRSROQLWHOQR GD JR YCH^WDW DPELHQWRW 6H
L]EHJQXYDFUYHQDWDERMDNDNRGRPLQDQWQD LLQWHQ]LYQDERMDNRMDSRWVHWXYDQD
RJDQLWRSOLQD1RVHNDNRLPDLLVNOXaRFL

 











 3RGRW WUHED GD H OHVHQ ]D RGUCXYDZH L RWSRUHQ QD DEHZH 2G WLH
SULaLQL QDMaHVWR VH NRULVWDW NYDOLWHWQL NHUDPLaNL SORaNL 1R ELGHMNL
GRPD`LQNDWD SRPLQXYD NRQWLQXLUDQR QHNRONX VDDWL YR NXMQD, PRCH GD VH
SRVWDYLLWRSROSRGNDNRSDUNHWLOLEURGVNLSRG1DMWRMQDaLQNXMQɚWDGRELYD
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GRPD`LQNDWD GD LPD YL]XHOHQ
NRQWDNW VR RNROLQDWD SUHNX
SUR]RUHF9RHGQRWRMELVOXCHOL
]D YHQWLODFLMD $NR PRCQRVWLWH
WRD QH JR GR]YROXYDDW VH
SRVWDYXYD YH^WDaNR VYHWOR QDG
VHNRMD UDERWQD SRYU^LQD L
FHQWUDOQRQDGFHODWDNXMQD




37
7USH]DULMD

 7USH]DULMDWD H SURVWRULMD NRMD H QDPHQHWDSUHG Vp]D MDGHZH 2EURFLWH
NDNRSRMDGRNUXaHNYHaHUDVHVHNRMGQHYHQULWXDOYRWHNRWQDNRMaOHQRYLWHQD
VHPHMVWYRWR UD]JRYDUDDW VH GUXCDW L VSRGHOXYDDW VHPHMQL QH^WD 7DND
WUSH]DULMDWDRVYHQRVQRYQDWDIXQNFLMDGRELYDLWUDGLFLRQDOHQSVLKROR^NLL
VRFLMDOHQNDUDNWHU2WWDPXSURVWRU]DWUSH]DULMDPRUDGDSRVWRLDQHM]LQDWD
RUJDQL]DFLMD `H ]DYLVL RG JROHPLQDWD QD VWDQRW 3D WDND UD]OLNXYDPH
WUSH]DULMD
• YRSRVHEQDSURVWRULMD
• YRVNORSQDVWDQEHQDNXMQD
• YRVNORSQDGQHYQDVRED


 
7USH]DULMDYRRWYRUHQSURVWRUPHɼXNXMQDLGQHYQD 7USH]DULMDYRSRVHEHQSURVWRU

2SUHPDYRWUSH]DULMDWDLQHM]LQDRUJDQL]DFLMD

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RG GHQRW PRCH GD GRELH L GUXJD QDPHQD YR ]DYLVQRVW RG QHM]LQDWD
PHVWRSRORCED RVYHWOHQRVW L JROHPLQD 9R VRJODVQRVW VR DNWLYQRVWLWH YR
WUSH]DULMDWDVHPHQXYDLRSUHPDWDYRLVWDWD
 2VQRYQLRWPHEHOYRWUSH]DULMDWDH
• WUSH]DULVNDPDVD
• WUSH]DULVNLVWRORYL
• NRPRGDYLWULQD

  
  7USH]DULVNDPDVD    7USH]DULVNDVWRO

38
 'RSROQLWHOQRPRCHGDLPD
• VHUYLHWD
• UDERWQDPDVDLVWRO
• ELEOLRWHND
• HOHPHQW]DRGPRU NDQDEHXGREQDIRWHOMD 
 
 7USH]DULVNDWD PDVD VH GLPHQ]LRQLUD VSRUHG EURMRW QD OLFDWD L
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VOHGQDYDIRUPXOD

 EURMQDOX_H x ^LURaLQD ]D
5     HGHQaRYHN 
   x 





3RWUHEQLSRYU^LQL
]DSUDYRDJROQDLNUXCQDPDVDSRaRYHN   0LQLPXPSRYU^LQD]DWUSH]DULMD


7USH]DULMDVRNOXSDYRVNORSQDVWDQEHQDWDNXMQD  7USH]DULMDYRSRVHEQDSURVWRULMD  

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MDGHZH VHUYLVLaD^LaDU^DɮLLVO 
39
 1DMGREURUH^HQLHH DNRWUSH]DULMDWDHYRSRVHEHQSURVWRUNRM VHQDR_D
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ELEOLRWHNDSURVWRU]DRGPRU

 
 


















   7USH]DULMDNRMDVOXCLNDNRPHVWR]DUDERWD

'L]DMQERLLRVYHWOXYDZH
 
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40
'QHYQDVRED

 2G VHNRJD^ GQHYQDWD VRED SUHWVWDYXYDOD FHQWDU QD VHPHMQLRW CLYRW YR
VWDQRW 7RD H SURVWRULMD YR NRMD VHPHMVWYRWR QDR_D PLU L PRCQRVW ]D RGPRU
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RWYRUHQSURVWRU
 














   3RJOHGRGGYHVWUDQLQDLVWDGQHYQDVRED

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HOHPHQWL (QWHULHURW VH QDGRSROQXYD VR SUDYLOQR SRVWDYXYDZH QD RYLH
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2SUHPDYRGQHYQDWDVRED

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aXYDZHQDSUHGPHWLSRWUHEQLYRVHNRMGQHYQRWRCLYHHZH7XNDVSD_DDW
• HOHPHQWL]DVHGHZH GYRVHGLOLSRYH`HVHGIRWHOML 
• QLVNDPDVLaND
• IRWHOMD]DRGPRU
• HOHPHQWL]DYLGHRLDXGLRRSUHPD
• ELEOLRWHND
• GHNRUDWLYQLHOHPHQWL VOLNDVNXOSWXUDFYH`HVHPHMQLIRWRJUDILL 
41

 )RWHOMD     AHWLULVHG  0DVLaND

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• UDERWQDPDVDLVWROaH
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 0HEHORW YR GQHYQDWD VRED WUHED GD H IXQNFLRQDOHQ OHVHQ SUDNWLaHQ
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SURPHQDW UDVSRUHGRW YR GQHYQDWD VRED WRM WUHED GD H IOHNVLELOHQ L OHVQR
SULODJRGOLYQDVREDWD


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GLPHQ]LMD L GL]DMQ GD H SULODJRGHQ QD GLPHQ]LLWH QD GQHYQDWD VRED 'RNRONX
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42
NRQWDNW VR LVWLRW 6H RUJDQL]LUDDW YR * LOL 3 IRUPD ]DYLVQR RG
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PRCHGDELGHGHORGHOHPHQWLWH]DVHGHZHQRPRCHLGDHL]GYRHQDYRGHORW]D
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43
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44
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47
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49

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51
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52
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53
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56
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58
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59
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60
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70
 9R RWYRUHQLRW WLS QD NDQFHODULL NDUDNWHULVWLaQR H GHND YR SRJROHP
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72
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1975
 Školske zgrade, Mate Baylon, Graÿevinska knjiga, Beograd, 1958
 Arhitektonsko projektovanje, Ernst Nojfert, Graÿevinska knjiga, Beograd,
1985

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