ORGANISATION : Oaganisaton — prope pye-cletoxmined structure - goals and objectives An ORGANISATION te ++ + duo 8 mow people yorbiiy togethn to axhiove + A Goninon goal or sel af goals. besidet . technical compelinee / axils / apalijicatior Value, assessments Se Tow! Ulndvitandiig a pouon — an inde Tam Posen into wackig woh otto uh ptoups Term eu ron a Cnderstarding ergaviualion as ow tility - Oxganiaational, Dynamite 5 tos -personal veelabon FEVEL OF ANALYSIg Sndivduat — = tere 42: Group = Mitr Crgantsalusn - Macro Ly pant op Longo truviemnunt That de gens 9 t a) ened Griganticlions axe ar OFEN SY Envtronment PEOPLES peHAvIOUR : = What people do? tase - Why they do what dhitg sane doing ? G Ougit to undeutand peoples behaviour Scanned with CamScannera ee 4 hy goopld ehautiun sasscumunt i -mattow ? Q — the people an otganizatténe spawe LOTTI “foals * Understand one self + andoutand ethos behaviowe what would qn Ase Solutions to cose? ? (‘9 fe pein —_— confront Wie Gay, Tim Facgiia. (Vice Prusident, Coo) a) Top C dally - Coco, Beusident ) : Create wclivuclé oo Amelia (Atcoubig iret) eave ‘ L CONELIOS AMELIA DEV = Atraught pouwrard, needs a. Lot of pescom | outing = sult printed, = feos that Amelia tis res bards] ) — pably demanding athast finds bo ~ vety Abialioned. ~, puotective of Me team) Leam peron = open pouen DEPENDENCE “ > Aependent on other ~> When othere dove do what they axe expected lo — people become depend. OWeROeFeHDence INDE RENDeNice Idont need you / snrternenenie need you 45 ei ad how re ne 9? Scanned with CamScanneray fae 8 fF TA VN) > Balancing Advocacy & Snquiry. 2020. Who you ave 7 4 Jom Liniita + Swengths ; Ford-work 5 ststve Eeuaels vo a wards dome kind of excettence / pergeelion + Pte How do othen see me 2 + - et? itt ogee oun ¢ ‘than one Gort see bur Stl know —_Jdoit Know ae < " people working with us may g krow My, yates ‘ are . son Imay know buE others dont know ottoninge Po hg . Geno dori know otto brow : Others ‘ dort enon Aurseluse , Artefcoial . ’ > Gonduct of person “th group Bena Sdort_know . Others S many things about saad your’ owinselg that” Yow dort ‘Know bur others prow Others: dont Know Scanned with CamScannerthers know others dont Kao s ii ae Senger = preple Bones aot : é nowt — 4 danig rust 1b dows ith sot of sinus, ana, BLIND SIT ~ con de deduced by feedback 5 analysis Giang Feepeace + + Powers dehawiows = Ve- Foupn Juin /howsly ‘Controllable Vs. Unconbrollable Spetye Ne General + Batabaed Vs Smpreuionistic NN Gimaly Va bale Slogative with poate Ne only Negative + Diggatine ve. Bupectie Busriptic + Help Ver Butttetam : Receiving, / ‘courcrmng FEEDBACK : + Bite Ve Wale 5 + Lanning a dings Me eal ea "Scanned with CamScanner| Glaripy ing, vs, Assuming, * CH 6 Generally aay for one fo deny a Feedba, atte than “Accepting, - one} motion Suteuuigence ® Sond /thietnered. ST iret Enpaity 5 Pa ao esitevity vat nT unpcd 8 Happiness ore Confuseal ey a - > + Anger 7 L ay Gontendhed | cOoit express: as Sin F sje) [fam not ebony] (Sraccwwiliti) Co am fatplea] i 2. With few people (@ased on my entuittion) -—S 5 tend, to act not put by my ouaself - ( Crors) . Emotional Ineettegence.; —> Awareness \ > (dlanaging featige) A Snueultgence 4 ‘a mutt -ddmensconal conatuset | + 69) 4 + El ~ “the eapacdy Jor mcognising, oun own feelurige wand. these, Of otton fou mobiualiig, sivatlver & for managing. Lmotiins wilh in busi vealottendlups CGplenn 5 Boya txis a El xopuin a 1 dene ly mastony “ke people kills & ability te put onesely inte Ane emotional, stale oy othus Snportance of EI to Orponisations EMOTIONS §& ABILITIES (Caruso, 2005] . Seentifyeng motions : The abil Le + Saentipy peolings + Capen emotes cbiggerantiat. bn sal & Scanned with CamScanner phony anctinghee aN 6 Andorstandsig al the abil, Jo undtorstond, a + She came oy Ambion Relationship ren?’ satin ow anotine Larsson Hom ont. abe to another Managing Erelicns Tho, obi, ts + day mvs fonds gun emoliine + Solve emotional -Jaden problems svlhouk Abe pULlig, upping 5 ote ability to - Gtdowet pttontim te impordart were Seti usage ‘in dason reakangy th Oegorialin, 5 COMPONENTS © 0F EMOTIONAL INTELLIGENCE Goleman d) , She ability to ucegni, rd “sundciland, youn mtd y Awareness > Ser use au a on soon fat on oon | sa-dioot dlaruaplive: ampules | Sor Regutakin 1H aby, to sont moods « the pnpanly, 1 Auapeed alge ~ hit sion oobiy Mes sani ta th jr Sts Sat ge Hyped en) a A papa ae piae goal, eis A my cu any to andowtord, th araeal mnkt up of eon AL in aalog peopl co, ty ae enti phocial. kills ay me oni byt “Gunencing “baron. “Steugeice el ee eee” Scanned with CamScanneren Nes Co Va) Style tn Tours oy Rehaviowe @® Approaches ta get people do things, licten, co-operate ote + Aggronive approach the pawive approach Todos [aoe ka appre) eISTEN ACTIVELY ~ N WIN yoursclt 4 HEARING sand - eee Abou ahem, you undeutand ‘ipl your oun pi Pha tay peel atrongty » weyor hack te Abe ports ut 7 5 put socongy abOH"! Se youe goin flap Awhat thoy ; stengtp 5 Make your £ ; tohy day He E Aut stay, goeodly. Hose 18,0 onie_Sauunow - och, thin, ideas Build ore tain Ade dear [por tpose ter] He fa reds eonduict sptuléns feome Urveyonts PASSIVE BEHAVIOR, thin yo ax posite , we etd tacky Cael tapas) & fail Jo pount ow though 8 flings woe Jue enpron owueloes Ar Seeundabouk aay . ue igo] duny i cwwncns fige aneedon to Aatiiy orieas Nees AGGREsswe BEHAVIOR f | When we ane agpoisine, we lash aus verbally | prifcatly scly ily in me ater te sess] Mit 1 | Stn ox put Mon clown. We ignore tw ‘Neco sa fogs anid Aatity own ued ASSERTIVE BEHAVIOR Cpr euic Hoagie K yllngs Adactp, Openly 2 tomy DB woy that —pxpanes syed fou our a4 wel ae hw. reeds gy peolwigs co Wee ae" yee Scanned with CamScannerReasons Why people ack Pamirely — + pt on ely eion “ men oY a gouowes than diadue coun FacliTaTe —Asseerive RESIONSES + Gone FAcToRS THAT a + Gompatty + descent actively = gol, - owunteness = Exptiting ooo ferlecgs without attacking Uv posons Poawausin sig ying collD-F Signtffoant learnt ig_eapetionces ot luring (oats nha (what motivatid you To Conlin, +f Basing Ralient ‘ wilt’ that basing) 2 coven whaling — canting Chalawed) - > Being aut -prepared- LEARNING : Searing it a slop poxmanart cheye tn knowledge ot dehanbin chat —siaulle frome pracbior oe _saportibnee GE Process Or Betawourar Grange : + Clautcal Conditioning —(Lraxnieg cough association) + Qperone Cononsigy — Cdaaraing big sonar) Cacia Hew Tiny. Obsouetional dauentiy froaus) ClaseicaL coset « Sood us) = The dog salcvater Cuny _ PalL (Weutral) = No response from dog Pol Rod Custcs) > dhe dog ealivartn up) Bel (08) = Be og aalvatu copy Scanned with CamScannerf @ he celausteal —cendttionings a eweadally, Avorn, VU, the D awoetalian, REIN FORCE MoNT —THICORY + + Aopte tenave Avedon the etnteapr neat —S This awry, A te proces of shaping Jhasitoan. dy silatlag the — eonsequences oh Ue ichawocin > — Also called operant, conditioning Redngorcement both postive -rigaline alaangttora® tte adend Achowtdut and iowa the preobabildy op 1, sepdilion OPERANT CONDITIONING : — Ckinner) (+ Shaping dhe derived, Lehawio's | Ahawugh + Rewarde ¢ Puntsheente uhveough —-opurant ceondilioniy’ » An BMtoctaton 44 ‘made belivear behawiow @ eonstqpitnee of the benanioun Shas 2 Components: RCINFORCEMENT © PUNISHMENT \ Ponsnwici + Andudind behawiiwe followed Ly domulhuiy, unpleasant - Punishment & anything that weateng behaviouy % Lends to) freq \ Bubeay « Getweron; Negawwe / andusiud Aehaviior Jottowed, 44, the sumoval of pastteve cormeguences Eegrrone) POSITIVE ReINFoRCEMENT + cBlewud behauiowe us followed by someting, + { CReward heating > spllasont (09: appacéation > Cae ; swalhdrows 24 dometiuny, unpleasant uu. , | | Neqmtive Reinforce ner ; Besdad tehawiour ax followed. by Lvarsnalion/ | | I Gastiding ~¥€ outcoms | ADMINISTERING — REINFORCE MERIT» | ¥* Continuous | TECHNIQUES — oF 4 Sutermittene ww Giad snteviial Baud anv ds Lia () Nowiable iritowal, \O Peied Roe Bowed pri voile thine Bautd on fied oof susponses / uni Of oulput ) Vawaie abo; Posed pn veviable mumbor of steponces, or wll oy output” Scanned with CamScannerre SOCIAL LEARNING THEORY + = Gnittation —oued. nanniigy process) ia Wi or observaltn oF | cleaning takes place ia. vicious madihig behaueotue a’ geowe vier a -person Heanns 2 6 ; by nl » kcannitg anol, perton -peqorn behawour : e leaxnvige obseuns whether noth. puto ptonlig, a that hehowasnn on thy Cobservatioin process + The ee ac owas the ofpek of peuon Ct wuaingoreed ? ) the asmon italy ton p00 Aehowesue dp tte donne, -behoueux Lt uingorted » (she conlinny => Baty dee = ys , wich or, eA perton zmoking? Aimating ts tyfuvuéus to» Kealth aA git indulges ta mitehulg serena. fsrstbteer woe we that cemes ou . of the veal * Percertion és one ee way We Ha the 10" arund Wg .--. Hi way ue tater whal” we SHOT > Butte > Ponpien a 0 pron by antiok dardul ~ black — Segoning 6 Jnkoxpral te ipa prom these Aon ond, ~ que Meaning order bbe stay Acounany oy the prep saround than Scanned with CamScannerSELecron! Sedecron Factors velat + Sptonady / Sntrutere Crnovieie) ~ — Intonscty/ Gnnovatuce 2 Repstultive + Mew + Contrast Faclore yelaked tp percelver ad’ bo temule > Meeds @ ware ret Apnea Trained In Capecely Siorcurs/_Biases or yn Che ae what we anpect te 46 * PROgeCTION * Abstluting, ont own concn te sthow, When you are eoned, you Ace etisis a acared. Sp Feocupied wilh eon towghts 5 mot able te fee the dually >. PREDECUPATION ee » Menran ser oo + Faro Prrect : “TS gaming overall Impionion aed om fee» charactivlslice (Available, Bins) + Beviers CSreveobyping doesrt ome undu his) > Pegoertua, Derense. + Recency G Set uy Reeve Errtey (Recent sthuating bn people wale biases) + NES % wants Scanned with CamScannera q¢g™ +. doy many Suits ee pte Tak FE Wi tag? canainsy ep te diseovur B Titak oe Achtevements] Succes - le Factors that you hold. nesponsth Nor se po pActincment i pr achievensal- arreigunowt A cognide process ate tn cundutandiig / Anfessing cau of stuerls * > @ Factors: Gueenat FOTOS + Ability Seuonalty Motivation , Cyort mae we: Bxicenay Fatiors « Sauk aipioulip » luck, bon, ce -werkwa , Gedy alee Grier sHINgg 7 Sam eplavnig ‘my oun behaviour. AMR 'BUNOU ERROES 4 THe Fivonmenme Arrewonoy ator « 7 Iudency ty wv alticbct ethos hehaniowe ty Lolival satin Jian dy sain stags fete Osseo ErFoa + hay to afte, ete avin wie watibut ond poop — Seur= Serving Bas Tomineyp by abibute gach oun Aue dy. -cillvinal, causes vo ansign nds faite " Scanned with CamScannerSee 4) lel ecus oe coureen THeoRy « CRotere) “ Inter ~ Bele tral Locus 4 Bontral Believe consequencee ast from factors that the wt control # Brtienal facun 4 Gonbvol — Believe that the auld & fom external fone out of control SE sapou te how strongly people belie thoy howe oorbuat oun he Adtualions ond —enporieneer That Affect Thar ves. People axe on the hovtzontal ee Fntemal Locus of Sxternal Lows of at ‘ Gontre - pe Caasepal_an suneotain Attain) = highly destiable - p Ned ia > MANAGERS 17 PROFESSIONAL AMERICANS —SHETION BIC OLE = Accisive Saat Timely Compeliliae Pwoyal L iplornatac Bort Lebural Bengaus couTH PNDBN WORKERS, { ‘tlume, Onmnipresent p annoying L Temperamentay r SieReorire + A ptstot sb op tilly shard pereraigis obo te fpheogicel charaelecisln 0 group oe olen Hf pap’ ow L Chtiry to, poraive a porton belonging bo poialan | reap (00 catego in a dain Mgp Stereotypes based on- + Relégeow oF Community + Mysteal charactorudlis o Roe 2 Bomog phic CGenden, Age ee surnny Nhe Scanned with CamScanner- A » ATTITUDE Lelatively dasting oluuter of pecking Gposterve 0” n19hte 2 duielid Lonard 0 yker , Gu song Gest of # ‘ 1 Page ate ore? [Postene, ebipuate» egaone Ebi) dieiutminakin of deat | tis 4 * faltode towerds = Soleo / isles + Coed + or eutnls / attuations Ayeot ot Seolig “Component te eetig “Come arrirube we Gogridie Comporent- COMPONENT x Behavioural Gomponent ACTION TENDENCIES we GCharactouilis Aitreckton Rosrteve /Negalaee . hitenaily Gpecpie YS General Qutange IN EnigueTret (2 Bkapeties) we tend to conttnuce aia 7 —> Once an edqpitie. & formed s AcTuaL BeHAvCR, Cognitive DISSONANCE | Any entompatibclily bjn dor moe callicdss ox bln bohavtour and altitudes - A power fein to suduce this aversive stale though : Borawoux hanger Change of attitudes » Rationalizalton + vavoldarce of énbroduclse raw informalion. 0% pin that produce A4sonance Cescape before hand) Scanned with CamScannerbere e as [Cagnttive dtesonance) os: : EN an Moral Ground enbe ke\ mI — ie re = o PAE) face vane 2+ mane 2 ; >A person how a “elas” ~ means 9 LL SS Vatu 4 -\ Lo elon or Belief oo gal 4 me Pop. -\ vdndicatic - poupouenee a v Sndicaty — what & tingovtant bie v Amportance oy Preference or Aearable re Whale rong, and whale ght) L A ve a ab andcing ley ar a opeifie TOP oh \ eonduct 0% ondl- state of eniilinen en *\ pupae tb on opposde, oe, cormtrse medt oy ‘\ und Atal, 9 eibtenee : 2 ROKEACH'S CLASSIFICATION OF , VALUES : dermtnat the snd state of anislinee (0 goal ‘ Aras, ys 0. comportable super fomnity aout +P t ithion 2te Buy Hespick = octal secre’ \ The mode of conduct ov rian, te vieoek these goals, Snstrumenal 4 hands , ompstnes, polite» Help» veesponsitle , uate, ett + Vawes developed from + Aomily + Pewre > Tecchors Media. ‘Scanned with CamScannerVALUE ORIENTATION Theoretical : Emphasis discovery Of cboeuth Dough ebsveeati, wouilical, y sational approach Geonomic = enphastzes love oF Peples salbliion % Philante,,, Hindnon 0nd. sunaaltishaess 4 onpanes ancy af pours poses saceprulien* and infusneeng, — -ethou. cond raxenony 5 reaneig 3 Empat fou, wshanming * ¥ b Lands to be mystical , is eatoue + Emphasizes Uy » ; F Religio ne de the ot hight sobiolutily daly Nie sipisnnsy sure 4 yulote praulp Ze maui aig! vaio 5 in sisming way ‘A Gntensily + Pouton dovsit compromise “ Hleoarely of Valuer (value System) Oh Such value Career Ve Fanitly] octal Politteal Anat Thing be GConplect of Values [ eo Vow Seial 5 + Qyue- alignment: [ Personal Organisalirn fe] 1+ Fancttow of, values ee pst Dee ~ Howan Value duweloped / changed? Decision Mating », ee » Critloal decison takdne > How atd you ate ab it P Sek te procese of making a chotco flom a cue of alternatives ebeciston oven by You. Smpltcatiéne J —Lnptetiens on Youruey _ Scanned with CamScannerDecision MARIN | W Cogettive J Srdividua 7 2 Social} Interpersonal > [Fetiositanine sdtyle Format» enced. One way communceaticin — (Senior —» Gab-ordinit) Pants orders Boss was mot tnteratid in taking Cpiuon from —Mub-ordinciles — > Boss linked the petformane guards & funichrunlr Responstbility of outcomes, “"% toss i Consultative Style. No Seneton : & Way. Communtcaction (lentes Ep See evden Informal rusting . : Boss t& Imterested in Atatenong Ate Ate problems / views of Subordinate Resporatbtlity of ducteion verlrd on bose Chowevde Cub-ordinaliz also feel some Heespornsticlelyy > faxtictpa Style . : ‘t Paowiding advance (ueader + one eee Sree , Informal oo paxticipa Direct communteatan — SWRG Pinion for Sub-ovdinae lading t BAltematives > Reject Accept x Stretch. out of fers = ¢ Fh ' iP Views wou Jaspedd > Tout tits aig > Respoaibitty op outcome vest on, gimp Managerial Becteion Making involving Sub-ordimates , by room + A NAWE an andwuinge hip cha a apuiifie mode of conduct De tnd-ale 14 ssilinee is pouonally/ secally payprobte, oan sppeil Oe eonuesie mpd. ne -nmerdunt ond, Alale -0f taltnee Scanned with CamScannerAN USO 4 Biggoring Levels of Participation provided 18 Cuborda, (Yuk, 1998) > sutociatie eBectsion axing . aug Lnforrscttion aurtlebte with. wonesely Cotainag ingornalion om eubeardlinedes ond tide en, wwnis own - > — Comultation With dndini + with group AF sub-ovdinates collechissly > Kine Ateteron making a6 & Group Shaun Or BECEION MAKING > Sa How outidal us the voceeptonce of the dub-ordinalu? Time + “Te trap (From ‘ttdain Taps th peciaton Making >) + Anchoring. + uonp apap zg in thy fal sf you venue + Glotu quo + Tewowurg, oltornolives chat poypotuaty the oausluyy Aull + Gunk costs. Making hod in a, way that gisipis padty pow chttes © Gonptining , lentng information that evtdene — .exithip pelat nf, -vlur dupperls four + Battmating & PKG Avedy inglureced, by vivid: o ovecatting when eating, Scanned with CamScanner7 8 Neeo : & biological or fycholagical Med ong 66 fied an 6 lei or fated 7 on, thot = dues te ddaot an. tndividual *% Zinbardo, 944) a eortain gout * worive * . 8g wondilien, asuolly socal Houve may 66 Aigined _ 5 : dinset oe peyototogical » hich ‘a ardo, (24) we evttain gpa C= atid hone —> neo 4 imbalance ant h . Need esta akan colt _ of friends ™ ee a dpe when personality (on wee gtiernRcny THEORY ——— = * “5G are Fiystologteal ALD ELFER?s ERG THEORY . Grewite : « Relatedtnea + palstence- * : Scanned with CamScanner Les we ve ee weeraN I Mado f ntderjot stterarehy _ of needs Theory | Seyy- Actualtxatien Guowth “Esem 226 oe Sxial Pelatedness Sagetiy LS Physiolageal Lxietene Meclelland? theory + Need for Achievement «Need for Powe weed for iw NEED FOR ACHIEVEMENT = Besig to ected, ome atandards of behaviour, to ut, 40 ucezed,- — People figh om Reache prefer to work on tasks 4 hag os, vodecily, halle 9g «pp which feist poyornance 1 woaluaded, feutiae) «wht, Any oon, ake puuonal Meponsibilify ond ge poumnal, sual jor oulteomer Neo FoR POWER duvs te dominals, Lnuuncs ot Lommand, disiy tp owt, Lmpatt, and to worth olin 5 diderw fo moor mak colton chan, the sage Arey” mot hove thawed othouwize Scanned with CamScannerPeople high on n- powel + . Lonjoy eligi charge x ative foe nfunee, ever FU + E payor 2 be ploud inte Atala --uinited, & compelitive situalions + bend te Le mora concenred, nguutnce than, 50h gpeeibe anyop geting things done Livery won tain owe “NEED FOR AFFILIATION + Deine tp tubabtish pubndly fe te te a part of Hours People fatgh on 0 Off ee, + have concen 40% dod ethos . sengoy Le -opel hey feet Bog cunts Henge veras. a- Morveroas, - Achioement 1 Enflurneed by TdB SATISFACTION aiiag , aintining «POE vatugn with pthou dim to Jexact «bo ath uit prastige ond gaining -poyormane- yy oth nethy than Jorg yoliitions with thor, by © Hp : oltws in Attmcrieng whit oy pnp tate OF PE FactORg THEORY HYGIENE _FACTORS nYgIeEN ——— + Gompany polietes Aupowsion Relationships = Work conditions , Renunercatten © dolaxy TOG digsaris FACTION Scanned with CamScanner NES OW We eset V9 -_- \\PUILDING GFFECTIWE — ONe~ TO- ONE — RELATIONSIIDS we Sal >> ANALYZING Your Network or RELATIONGHIPS inktng ill { play Key vole. sbuilcling eppectbe uworkuyy suelatconshops yee, Le one Reasoning 40, inatytieal s Absategie data - dsciven Sutexpesonal smalfot Bentify Snterdependencies —> ceggecltic retwork bublduig wecatvate tathon, than sunt roles % pot, to 6 dependencies ”° a! On whom you are dependent ? phe ce dapenduint om, You? ilangen =<—s 8 order dlapundency « om order depenceney * Gompanés breakin down -traditisinal, bouncasube — by opnsing furetival and, Ate Anke a Anos 2 Sautify polinal boseion in duwloping tically serdar slants \ What are the underlying caus a clepferences that crealid the difgounces , MUTUAL EXPECTATIONS development 0, pegnce oF yaya aon N offective ‘elation INFLUENCE Sips = @htpe Scanned with CamScannerNy Managing coneuct Sitnking Abi axe egenia form aaraging congting OD resolving Fabia Sing & sveeayy oo. porate dual § tows “ny ay out yiendoruig, & sencowage vittws to thallong, ott | Mere Leomy vitw 2° due dt ‘Glow dock it Sound to you? [i Awhat, maker ayou acme & what Baile te pre hy wouking Auch poesia * Advoegy iow inguin syually regen more, adlccaey™ now J hawe savouittd 2 dount ? ‘Tue Discipuine OF ReFLection Balanaig Lequioy & advoea. eongleet: } ‘ cg an dour Ao 24H a > Srtemal pictures of how world “reating of (ein vine) works which not only dttounit how, we Mare Abra to. would _ but aluo Shape acttons of (oat gs gaat | F > fitinde -, abstract, Conceptual VY eexonng Y Blaser : Ladder of Snferena , ~> Beoniber Lape of Abstraction’ eading to toncluision wilheut — Jegic Frople — jamp up daddoe of inporence — rowan’ Pa ean ie Gnterpret bat _7, Naluty Selec ate °C DATA w gut on lap of *eipecie Ladalun” =. Seoplt dead to a conveuatisn thet con reveal divergent Kosteod of engaging belief 1 Scanned with CamScanner_ ee za The proces ef tolanciny Lnquidyp x adwocamp svould shave sholped both -povdie safle on thede —expurierenr in monn ond thuuby viecognise Lops of ababuoelon > Refer Exhibit-3- pg: 90: Course mat : Oyen bat uchn pra, boloncing adwocamy & Inqpyy to aut Aijiout gal ~ a toy gre ee tone a Atdses 9 Atodetypes Ajow Aroldl» ey \ eee . prom Resut : 0 mn ight rtiok aaring AE “emt embracing smultiplo, -poupeetioes > Scanned with CamScanner