Yöneticiler Çatışmalarda Nasıl Davranır?

Tam metin

(1)

(2)

(3) !!" #%$ &'()$ *!*'*!+',-/. . . <g1(7ø&ø/(5d$7,ù0$/$5'$1$6,/'$95$1,5" 0 dHYLUHQOHU7XQFHU$681$.87/8 1 2 3 6H]DL=(<%(.2ö/8 1 242 3 g=(7. (WNLQELUoDWÕúPD\|QHWLPLVDGHFH\|QHWLFLOHUDoÕVÕQGDQGH÷LO|UJWQWP DoÕVÕQGDQE\N|QHPWDúÕPDNWDGÕUøVWHNOHULOHJHUoHNOHULQELUELULQGHQIDUNOÕROPDVÕ QHGHQL\OH SHUVRQHO JHOLúWLUPH YH \|QHWLFL H÷LWLPLQLQ JHUHNOLOL÷L E\N |OoGH DUWPÕúWÕU %X oDOÕúPDGD |UJWVHO oDWÕúPD VUHFLQGH \|QHWLFLOHULQ QDVÕO GDYUDQGÕ÷Õ LQFHOHQPHNWHGLU dDWÕúPDODU RUWD\D oÕNÕú VHEHSOHUL\OH HOH DOÕQPDNWD YH |UJWVHO oDWÕúPDODUÕQo|]PQH\|QHOLNDPSLULNELUDQDOL]VXQXOPDNWDGÕU *LULú. 7HNQLN YH WRSOXPVDO GH÷LúPHOHU \|QHWLFLOHULQ NDUúÕVÕQD \HQL SUREOHPOHU oÕNDUPDNWDGÕU.DUPDúÕNLúVUHoOHULGLVLSOLQOHUDUDVÕRUWDNoDOÕúPDYHLúELUOL÷L LOH X]PDQODUÕQ NRRUGLQDV\RQXQX JHUHNWLUPHNWHGLU <|QHWLFLOHU oDOÕúDQODUÕQÕQ X]PDQOÕN ELOJLOHULQH ED÷ÕPOÕ ROPDNWD YH EX GXUXP oDOÕúDQODUÕQ NDUDU YHUPH VUHFLQHNDWÕOPDODUÕQÕJHUHNOLNÕOPDNWDGÕU. .UJHUH J|UH RUJDQL]DV\RQ \HOHULQLQ oDWÕúPD YH oDWÕúPD \|QHWLPL\OH NDUúÕNDUúÕ\DJHOPHVÕNOÕNODUÕEX\HOHULQVHYL\HVLQHYHSUREOHPo|]PQGHNL ED÷ÕPVÕ]OÕNODUÕQD J|UH GH÷LúPHNWHGLU 2UJDQL]DV\RQ \HOHULQLQ VHYL\HOHUL \NVHOGLNoH YH SUREOHP o|]PQGHNL ED÷ÕPVÕ]OÕNODUÕ DUWWÕNoD oDWÕúPD YH oDWÕúPD \|QHWLPL\OH NDUúÕ NDUúÕ\D JHOPH RODVÕOÕNODUÕ GD EXQD ED÷OÕ RODUDN DUWPDNWDGÕU .UJHU

(4) %X VHEHSOH oDWÕúPD \|QHWLPLQH \|QHOLN H÷LWLP oDOÕúPDODUÕ YH SUREOHP o|]PQGH oDOÕúPD JUXSODUÕ :RUNVKRSV

(5) \|QHWLFL H÷LWLPLQGH JLWWLNoH |QHP ND]DQPDNWDGÕU 5RWK YH (GOHU

(6) $QFDN RUJDQL]DV\RQODUGD oDWÕúPDQÕQ RUWDGDQ NDOGÕUÕOPDVÕ SUDWLNWH QDVÕO JHUoHNOHúWLULOPHNWHGLU" %X DPDoOD |QFHOLNOH oDWÕúPD NDYUDPÕQGDQ QH DQODúÕOGÕ÷ÕQÕYHEXNDYUDPÕQQDVÕORUWD\DoÕNWÕ÷ÕQÕWDUWÕúDFD÷Õ] dDWÕúPDODUÕQ2UWD\DdÕNÕúÕ. dDWÕúPD LNL YH\D GDKD ID]OD NLúL DUDVÕQGD RUWD\D oÕNDQ oÕNDU X\XúPD]OÕ÷ÕGÕU %XUDGD |QHPOL RODQ oDWÕúPD\D NRQX RODQ ROD\ÕQ REMHNWLI QLWHOL÷LGH÷LOEXQXQNLúLOHUFHVXEMHNWLIRODUDNQDVÕODOJÕODQGÕ÷ÕGÕU 5

(7) 687:9;< = >?@; A)= ACBED F GD-H I);KJLMANL OQP RTS'6U 6L D7NV WXNH < Y7!ANM[Z!L D\!H ]LLH A!^)LH OQ_

(8) ?`X)aFcb`SA)L O H ]H W-H86dA'ANe. O ; D+;V = ANY); Agf); h= < ; AgiT< ?; Aj];Cd/D k H Aj;< Hml "'n!"/coQnNTp%/ qr!s'ut!v P wx!x t e`y`D FEzc{ Y!LC|}:H LCM'L ^NL A ~ ; AN;M'L D?H ONTdAjV < H IO L Au7!?@ CXj;>-< = '=NH < L

(9) f); f!= A)< ; A!?= >O = D F bQD-YNF BTd)9/F BED F ~ 7N'< ;8EANH \)L D-W-H O LW-H) I'O H W ;Y'H!\)LY); D4H)6H < H ?< L D%; I'N< O LW+H F ANH \!L D+W-H O ONa`; ?uX'7!D-MQ; I'7)< O OcV !D}:H D O W+] ^j; O V WTH W+W-L AjW+] ^j;V O L AcF . . .

(10) . ) n)qj n!"! , N-"j/p #c/% . dDWÕúPDODULoLQELUoRNIDUNOÕVHEHSEXOXQPDNWDGÕU2UJDQL]DV\RQODUGDLON DNOD JHOHQ oDWÕúPD WU ND\QDN YH |GOOHULQ \DQL EWoHOHU SODQODQDQ VW PHYNLOHULODYH|GHPHOHUWHUILYHWHúYLNOHU

(11) VÕQÕUOÕROPDVÕVHEHEL\OHRUWD\DoÕNDQ SD\ODúÕP oDWÕúPDODUÕGÕU %XQXQ GÕúÕQGD GH÷HUOHQGLUPH oDWÕúPDODUÕ V|] NRQXVX ROPDNWDGÕU %XUDGD ELUELUL\OH oDWÕúDQ KHGHIOHU |UQH÷LQ IDUNOÕ E|OPOHU YH\D RUJDQL]DV\RQNDGHPHOHULDUDVÕQGD

(12) IDUNOÕELOJLG]H\OHULYH\DIDUNOÕGúQFHOHU |QSODQDoÕNPDNWDGÕU%|\OHVLGXUXPODUGDKHU]DPDQUDV\RQHOGDYUDQÕODPDGÕ÷Õ LoLQ \HOHULQ IDUNOÕ YH X\XPVX] NLúLOLN \DSÕODUÕ VHEHEL\OH LOLúNL oDWÕúPDODUÕ RUWD\DoÕNPDNWDGÕU. dDWÕúPDODUÕQ KHU ]DPDQ EHOLUJLQ YH WHN ELU VHEHEH ED÷OÕ ROGX÷XQX V|\OHPHN JoWU (÷HU NLúLVHO LOLúNLOHUGH ELU VRUXQ \RNVD \HOHU IDUNOÕ GúQFHOHUL GDKD NROD\ NDEXO HGHUOHU 'L÷HU \DQGDQ |UQH÷LQ ELU SD\ODúÕP oDWÕúPDVÕ NLúLVHO IDUNOÕOÕNODUÕQ RUWD\D oÕNPDVÕQD VHEHS ROXU dDWÕúPDODUD \RO DoDQVHEHSOHULYHEXQODUÕQHWNLOHULQLELUELULQGHQD\ÕUPDN]RUGXUYHoDWÕúPDODUÕQ JHQHOOLNOHELUoRNVHEHELEXOXQPDNWDGÕU dDWÕúPDODUD%DNÕú. 2UJDQL]DV\RQ\HOHULQHoDWÕúPDNRQXVXQGDJ|UúOHULVRUXOGX÷XQGDDQOÕN RODUDN QHJDWLI XQVXUODUÕ VÕUDODGÕNODUÕ J|UOPúWU %XQODUD LOLúNLQ |UQHNOHU DUDVÕQGD VWUHV NÕ]JÕQOÕN Lú oDOÕúPD RUWDPÕQÕQ KX]XUVX]OX÷X ND]DQDQODU ND\EHGHQOHU VDOGÕUÕ KRúQXWVX]OXN EDúNDODUÕQÕ VXoODPD NDYJD WHKGLW |INH YH KLOHNDUOÕN\HUDOPDNWDGÕU$oÕNODPDWDUDIODUÕQVDNLQOHúPHVL VRUXQODUÕQDoÕNOÕ÷D NDYXúWXUXOPDVÕ

(13) SUREOHP o|]P WRSOX WDUWÕúPD JLEL WDUDIVÕ] \D GD ROXPOX \DNODúÕPODUQDGLURODUDNYHELUVUHGúQOGNWHQVRQUDV|\OHQPHNWHGLU. %X ROXPVX] \DNODúÕPODU QHUHGHQ ND\QDNODQPDNWDGÕU" 7HPHO QHGHQ ELUoRNLQVDQÕQX\XPD\|QHOLNELU\DSÕ\DVDKLSROPDPDVÕYHNDUPDúÕNEHOLUJLQ ROPD\DQNRUNXODUWDúÕPDVÕúHNOLQGHLIDGHHGLOHELOLU.DUPDúÕNNRUNXODUWDúÕPD úHNOLQGHEHOLUWLOHQQHGHQDúD÷ÕGDNLXQVXUODUODLOL NLOLGLU. 7DKPLQ HGLOHQ ROXPVX] VRQXoODU |UQH÷LQ NÕ]JÕQOÕN YH KD\DO NÕUÕNOÕ÷Õ JLEL

(14) . dDWÕúPD VÕUDVÕQGD \|QHWLP NDELOL\HWLQL ND\EHWPH \DQL HWNLQ RODPDPD oDWÕúPDGXUXPXQGDGLQDPL]PL\LWLUPH

(15) NRUNXVX. gUJWOHUGH VDNLQOL÷LQ |QFHGHQ ROGX÷X JLEL \NVHN ELU GH÷HU ROPDVÕ QHGHQL\OHKR DJLWPH\HQELU HNLOGHGLNNDWoHNPHYHJ|]HEDWPD. %X NRUNXODU \]QGHQ oDWÕúPDGDQ GR÷DELOHFHN WRSOX SUREOHP o|]PH DoÕNODPD \HQLOLN \DUDWPD LQQRYDWLRQ

(16) JLEL ROXPOX XQVXUODU RUWD\D oÕNDPDPDNWDGÕU 1HXEHUJHU LVH GDKD LOHUL JLGHUHN oDWÕúPD \DúDQPD\DQ RUJDQL]DV\RQODUÕQ KDUHNHWVL] FDQVÕ] YH \RN ROPD\D PDKNXP ROGX÷XQX LGGLD HWPHNWHGLU 1HXEHUJHU

(17) . .

(18) (!'n! q/ "N $ oQ") "!+!"mQ"'$ "! "'nj$ . . øQVDQODUÕQELUDUDGDEXOXQGXNODUÕYHELUOLNWHoDOÕúWÕNODUÕKHU\HUGH|QFH\D GD VRQUD oDWÕúPDODU YH ILNLU D\UÕOÕNODUÕ RUWD\D oÕNDFDNWÕU %XUDGD V|] NRQXVX RODQ oDWÕúPDODUÕ |QOHPHN \D GD \RN VD\PDN GH÷LO ID\GDODUÕQGDQ \DUDUODQPDN YHROXPVX]VRQXoODUÕQÕD]DOWPDNLoLQRQODUODDNWLIRODUDNLOJLOHQPHNWLU. dDWÕúPD \|QHWLPLQLQ SUDWLNWHNL GXUXPX HOH DOÕQGÕ÷ÕQGD H÷LWLP oDOÕúPDODUÕQÕQ DUDúWÕUPD YH \D\ÕQODUÕQ oRNOX÷XQD UD÷PHQ FLGGL ELU DoÕN EXOXQGX÷XJ|]OHQPHNWHGLU dDWÕúPDd|]P3UDWL÷LLoLQ$PSLULN$QDOL]. 6RPXW oDWÕúPD GXUXPODUÕQGD GDYUDQÕúODUÕQÕ EHOLUOHPHN DPDFÕ\OD \|QHWLFL ]HULQGH VRUX IRUPX YH J|UúPH \|QWHPL NXOODQÕODUDN ELU DUDúWÕUPD \DSÕOPÕúWÕUdDWÕúPDQÕQJLGLúLYHNLúLOHULQoDWÕúPDLOHLOLúNLVLQLDQDOL]HWPHNLoLQ ÄX]XQ G|QHP DQDOL]L³ JHUoHNOHúWLULOPLúWLU ho D\GDQ DOWÕ D\D NDGDU RODQ DUDOÕNODUODDUDúWÕUPDWHNUDUODQPÕúWÕU 5HJQHW

(19) . *|UúPH\H NDWÕODQ EWQ \|QHWLFLOHULQ oDWÕúPD\Õ GH÷HUOHQGLUPHOHUL PH\GDQ RNXPD YH\D \N ROPD

(20) YH DOJÕODPDODUÕ oDWÕúPD \D GD ILNLU D\UÕOÕ÷Õ

(21) IDUNOÕ ROVD GD LúOHWPH LoLQGHNL oDWÕúPDODU KDNNÕQGD ELOJL VDKLEL ROGXNODUÕ DQODúÕOPÕúWÕU. %ODNH 6KHSKDUG YH 0RXWRQ %HUNHO

(22) XQ PRGHOLQH GD\DQDUDN \|QHWLFLOHUH oDWÕúPD GXUXPXQGD RODVÕ EHú D\UÕ GDYUDQÕú úHNOL VXQXOPXúWXU %X GDYUDQÕúúHNLOOHUL\|QHWLFLOHULQNHQGLKHGHIOHULYHWHUFLKOHULQH\DGDNDUúÕWDUDIÕQ KHGHIYHWHUFLKOHULQH\|QHOPHOHULQHJ|UHVÕQÕIODQGÕUÕOPÕúWÕU%XPRGHOLoLQGHHQ HNVWUHP IRUPODU ÄJo VWUDWHMLVL³

(23) YH ÄSHV HWPH³

(24) GLU %XQD NDUúÕQ ÄEHUDEHU SUREOHP o|]PH³ KHU LNL WDUDIÕQ GD KHGHI YH WHUFLKOHULQL JHUoHNOHúWLUHFHNRSWLPDOVWUDWHMLRODUDNJ|UOHELOLU %N]ùHNLO

(25) . .DUúÕWDUDIÕQKHGHIYHWHUFLKOHULQH \|QHOPH. x. w xQRu; hM'L9 ?L/NLWL O ?L/I)L A)Y!H ^NLY!LV < L D4H ANY!L A`\N; hM'L9 ?L%H I)H D ; fD4= < = I!< ; D-= AN=j; Xj; D O ?; ?@; Y)hL< O ?L7!f7!?< ;>O = D ?@;. x xT6L D-; XNL D%!D-d/XN< L ?9S'h?L )f ; D-; O = ]=)dDO ; I9;< = >?;'d!O H ?u7'? 9S'h!? H 9H A9; Xj;mW+; D+V L O ?L `; h/; Aj; AN¡ `; h/; Aj; AKZ'O D+; O L k H W-H. v v h< ; ?@;/^)L DI)LW-H A`I)L ANY!H 7j9H WO L I)< L D-H A)Y!L Au\); hM'L9 ?LW-H F w+ w

(26) T;9= >+`;9= A'?@; _ L D-Hj9L I!H < ?L/^NH 9 X)H D L f f!; !?@; ?;!9; O = >?; f);8IN; O = < ?@; I); O = < ?; ?@;/F. x/+w

(27) aTLY'LV L

(28) 7N< ; ?@;M'; fD-L O H hdD-< ; ?@; O L ^)Y!H O)\)L M/j98I'7)< < ; A!?;/Nd/I)L D WO D-; O L k H W-H!7'f!M/7N< ; ?@;. .HQGL+HGHIYH7HUFLKOHULQH<|QHOPH. . . ùHNLOgQHPOLdDWÕúPD'DYUDQÕú7UOHUL . . x. .

(29) . ) n)qj n!"! , N-"j/p #c/% . dDWÕúPD \|QHWLPL LúOHWPH SUDWL÷LQGH QDVÕOGÕU" 3ODQODQDQ VWUDWHML VRUXOGX÷XQGD DUDúWÕUPD\D NDWÕODQODUÕQ E\N oR÷XQOX÷X ÄEHUDEHU SUREOHP o|]PH³ \|QWHPLQL WHUFLK HWPLúWLU 6DGHFH KHU VHNL] NL LGHQ ELUL X]OD PD LOH \HWLQPHNWHGLU %XQGDQ VRQUD \|QHWLFLOHUH EHUDEHU SUREOHP o|]PH VWUDWHMLVLQLQ L OHPHPHVLGXUXPXQGDKDQJLVWUDWHML\LL]OH\HFHNOHULVRUXOPX WXU. VLÕVUDUODEHUDEHUSUREOHPo|]PHVWUDWHMLVLQLWHUFLKHWPH\HGHYDP HGHFH÷LQLYHEXQXQGÕúÕQGDEDúNDDOWHUQDWLIEXOXQPDGÕ÷ÕQÕELOGLUPLúOHUGLU. X LVH EDúND ELU GDYUDQÕú \|QWHPLQL WHUFLK HWPH\HFHNOHULQL YH\D HGHPH\HFHNOHULQLELOGLUPLúOHUGLU LoLQ JHUL oHNLOPH L LoLQ GH SHV HWPH WHUFLK HGLOHQ DOWHUQDWLIOHUROPX WXU YH DUDúWÕUPD\D NDWÕODQODUÕQ KHPHQ KHPHQ \DUÕVÕ

(30) JoVWUDWHMLVLQH \|QHOPLúWLU \DQL.D]DQDQ.D\EHGHQ'DYUDQÕúÕ

(31) . %X GDKD oRN ÄH÷HU LVWHPL\RUVDQ VDQD NDUúÕ Jo NXOODQÕUÕP³ DQOD\ÕúÕQÕ LIDGH HWPHNWHGLU dQN |QFHOLNOH ELU .D]DQDQ.D]DQDQ \|QWHPL JHUoHNOHúWLULOPHOLGLU (Q L\L LNLQFL o|]P RODUDN GD .D]DQDQ.D\EHGHQ 3ODQÕ X\JXODQPDOÕGÕU. <|QHWLFLOHU JHUoHNWHQ QDVÕO GDYUDQGÕODU" %X VRUX o LODDOWÕD\DUDVÕQGD JHoHQ ]DPDQ LoHULVLQGH \|QHWLFLOHUH WHNUDU VRUXOPXúWXU 6RQXoODU EHUDEHU SUREOHPo|]PH X\XP

(32) X]ODúPDYHJoVWUDWHMLOHULDUDVÕQGDGHQJHOLELUGD÷ÕOÕP J|VWHUPLúWLU %XQD NDUúÕQ SHV HWPH YH NHQGLQL JHUL oHNPH VHoHQHNOHUL ID]OD WHUFLKHGLOPHPLúWLU %N]ùHNLO

(33) . ZO D-; O L k H. w/F ¢8; ?@; AuBTH < H ?H. P BTL'L D4< L ANY'H D?Lm¤Ke. ¥< ; AN< ; Aj; A. £jF ¢8; ?; ABTH < H ?H. iT< O L DAN; O H V. 6m;>-< ; ANM'= 9 O ; ¥%< ; AN< ; AN; A. iTW+= < _L D+9L I)< L/>-L A. _L D-Hj9L I!H < ?L`;9= >. ¡. ¦. ¡. ¦. 6L D-; XNL D¥cD4dXN< L ?U§8S'h?L. ¨!¨. w©. ¨!¨. £!x. h< ;>?@;. w£. ¡. ¨. £!x. _8j9QZ'O D+; O L k H W-H. ¡. ¦!£. 6= D+; I'?;. ¡. ¨. b`; AN= O)b`dI. ¦. £!x ¡. £)x. ùHNLOdDWÕúPD'DYUDQÕúÕ6WUDWHMLOHUL . . ¦.

(34) . (!'n! q/ "N $ oQ") "!+!"mQ"'$ "! "'nj$ $úD÷ÕGDNLVRQXoODU|]HOOLNOHLOJLoHNLFLEXOXQPXúWXU. D

(35) 3ODQODQDQLOH*HUoHNOHúHQ$UDVÕQGDNL)DUN. 6DGHFHoWHELUH\DNÕQELUNHVLPGDKD|QFHSODQODGÕ÷ÕJLELGDYUDQPÕúWÕU. E

(36) 'DYUDQÕú<|QHOLPL. %LULQFLDQNHWQRNWDVÕQGDDOWHUQDWLIVWUDWHMLOHUGHQSDVLIGDYUDQÕúODUÕQ JHUL oHNLOPHJLEL

(37) SHNID]ODWHUFLKHGLOPHGLlLJ|UOPúWU$QNHWHNDWÕODQODUÕQNHQGL GH÷HUOHQGLUPHOHULQGH YH\D ROD\D GÕúDUGDQ EDNWÕNODUÕQGD DNWLIOL÷LQ |Q SODQD oÕNWÕ÷ÕJ|UOPHNWHGLU%XUDGD|QHPOLRODQNHQGLGXUXPDQDOL]LQHX\PDVDELOH KHUKDQJL ELU LFUDDWWD EXOXQPDNWÕU $QNHWH NDWÕODQODUÕQ VDGHFH \DUÕVÕQD \DNÕQÕ VUHFH NDWÕODELOPH\H \|QHOLN JHUHNOL ELOJL\H VDKLS ROGXNODUÕQÕ ELOGLUPLúOHUGLU $QFDNGDXVWUDWHMLVLQL|QFHGHQEHOLUOHGL÷LQLELOGLUPLúWLU%LUoR÷XEXQODUÕQ JHUoHNOHúWLULOHELOHFH÷L NRQXVXQGD úSKHOL ROVDODU GD NDUDUOÕOÕNODUÕQÕ ND\EHWPHPHNWHGLUOHU %XQD HN RODUDN úX DQGDNL GXUXP YH GDYUDQÕú \|QHOLPL EHOLUOL|OoGHDEDUWÕOPÕúWÕUgUQH÷LQGL÷HUNDWÕOÕPFÕODUÕQWHUFLKYHKHGHIOHULKLo GLNNDWHDOÕQPDPÕúWÕU F

(38) *FQ.XOODQÕPÕ. *o VWUDWHMLVLQGH NDUDU NÕODQ NDWÕOÕPFÕODUÕQ SD\ÕQÕQ \NVHN ROXúX GLNNDW oHNLFLGLUYHDUWPDSRWDQVL\HOLGHGDKDE\NWU $OWHUQDWLIVWUDWHMLOHUE|OPQH EDNÕQÕ]

(39) %LOLQGL÷LJLEL.D]DQDQ.D\EHGHQ6WUDWHMLVLELUWHGELULQNDEXOQWDOHS HWPHPHNWHDNVLQHoDWÕúPDQÕQGXUGXUXOPDVÕQÕWHUFLKHWPHNWHGLU'L÷HUWDUDIWDQ NDUPDúÕN YH ]RU GXUXPODUGD EWQ NDWÕOÕPFÕODUÕQ DNWLI NDWÕOÕPÕ JHUHNPHNWHGLU $VOÕQGD LQVDQODU oDWÕúPD GXUXPODUÕQGD \XNDUÕ\D GR÷UX \|QHOPH YH SDVLI EHNOHPH H÷LOLPLQGHGLUOHU $QFDN \|QHWLFLOHULQ EX GDYUDQÕú úHNOLQH NDUúÕ oÕNPDODUÕJHUHNPHNWHGLU .U\VWHNV

(40) . *o NXOODQÕPÕQÕQ ELU X\JXODPDVÕ |QFHOLNOH SUREOHPLQ WUQH GH÷LO DNVLQH NDWÕOÕPFÕODUD EXQODUÕQ PHVOHN WHFUEHOHULQH YH KL\HUDUúL\H ED÷OÕ EXOXQPDNWDGÕU gQHPOL RODQ SUREOHPLQ \|QHWLFL LoLQ QH DQODPD JHOGL÷LGLU gQHPOL ELU SUREOHP V|] NRQXVX ROGX÷XQGD .D]DQDQ.D\EHGHQ VWUDWHMLVL X\JXODQÕU %XQD NDUúÕQ GDKD D] |QHPOL ROD\ODUGD LVH X]ODúPD YH RUWD \ROOX EHUDEHU SUREOHP o|]PH \|QWHPL X\JXODQÕU *HUoHNWHQ |QHPOL ELU NRQXGD \|QHWLFLQLQ GR÷UX NDEXO HWWL÷L KHGHIH XODúÕOPDVÕ oRN |QHPOLGLU 'L÷HU WDUDIWDQ RUWD\D oÕNPDVÕ PXKWHPHO ELU PDQSODV\RQ WHKOLNHVL YDUGÕU 2OD\D WDUDI RODQ oDOÕúDQODU |QHPVL] NRQXODUGD ILNLUOHULQL EH\DQ HGHELOHFHNOHULQL IDNDW |QHPOL NRQXODUGDE|\OHELU\HWNLOHULQLQROPDGÕ÷ÕQÕGúQHELOLUOHU%XQXQoDOÕúDQODUÕQ PRWLYDV\RQX]HULQGHNLVRQXoODUÕJD\HWDoÕNWÕU. 2UJDQL]DV\RQ\HOHULQGHQ]DPDQ]DPDQVHYLPVL]YH\DRWRULWHUNDUDUODUÕ GD X\JXODPDODUÕ EHNOHQHELOLU *o 6WUDWHMLVL \|QHWLFLOHU WDUDIÕQGDQ KHU o ROD\GDQ ELULQGH NXOODQÕODELOLUNHQ \HOHULQ VHYLPVL] YH\D RWRULWHU NDUDUODUÕ. . .

(41) . ) n)qj n!"! , N-"j/p #c/% . X\JXODPDODUÕVDGHFHLVWLVQDLGXUXPODUGD\DSÕODELOPHOLGLU G

(42) $PSLULN6RQXoODUÕQ'H÷HUOHQGLULOPHVL. 8ODúÕODQDUDVRQXFDEDNÕOGÕ÷ÕQGDDQNHWHNDWÕODQODUÕQoWHLNLVLQLQROXPOX FHYDSODU YHUPHOHULQH NDUúÕQ EXQODUÕQ VDGHFH G|UWWH ELUL JHUoHN ELU SUREOHP o|]PQGHQ V|] HWPHNWHGLU .DWÕOÕPFÕODUÕQ \]GH NÕUNÕ úLPGL\H NDGDU X\JXODGÕNODUÕ VWUDWHML\L GHYDP HWWLUPHN LVWHUOHUNHQ \]GH NÕUNÕ EDúND ELU VWUDWHML\L GHQHPHN LVWHPHNWH YH \]GH \LUPLVL LVH ILLOL GXUXPXQ NRUXQPDVÕQÕ WHUFLK HWPHNWHGLU $QFDN KLoELU VRQXFD XODúDPD\DQODUÕQ ELOH E\N ELU NÕVPÕ VDGHFHSODQODQPÕúELUWHGELUGHQV|]HWPHNWHGLU%XGXUXPELUDQODPGDDQNHWH NDWÕODQODUÕQJoOHULQLQWNHQGL÷LL]OHQLPLYHUPHNWHGLU. 'LNNDW oHNLFL GL÷HU ELU QRNWD LVH DQNHWH NDWÕODQODUÕQ \]GH RWX]XQXQ ]DPDQNÕWOÕ÷ÕQÕ|QHPOLELUHQJHORODUDNJ|VWHUPHVLGLU<|QHWLFLOHULQHQD]ÕQGDQ ]DPDQODUÕQÕQ ELU NÕVPÕQÕ VHUEHVWoH NXOODQDELOGLNOHUL YDUVD\ÕOÕUVD EXQXQ NHQGL EDúDUÕVÕ]OÕNODUÕQÕ |UWPH JD\UHWLQH \|QHOLN ]D\ÕI ELU EDKDQH ROGX÷X WDKPLQ HGLOHELOLU H

(43) <NVHN3R]LV\RQODUGDNL<|QHWLFLOHULQgQHPL. dDWÕúPD GXUXPXQGDVWG]H\\|QHWLFLOHU|QHPOLELUUROVWOHQLUOHUhVW G]H\ \|QHWLFLOHU LúOHWPH LoL ELOJL DNÕPÕ YH J|UúPHOHU \ROX\OD E\N |OoGH oDWÕúPDQÕQ LoLQGH EXOXQXUODU $QNHWH NDWÕODQODUÕQ E\N ELU oR÷XQOX÷X NHQGLVL\OHGLUHNWLOLúNLGHEXOXQDQVW\|QHWLFLQLQGHVWH÷LQLEHNOHPHNWHGLU(÷HU EXVW\|QHWLFLoDWÕúPD\ODLOJLOLRODQNLúL\VHoDWÕúPDQÕQD÷ÕUOÕ÷ÕGDKDGDDUWDU. ùHNLO GH VW G]H\ \|QHWLFLOHULQ oDWÕúPD GXUXPXQGD VD÷ODGÕNODUÕ GHVWH÷LQ GL÷HU \|QHWLFLOHU ]HULQGHNL D÷ÕUOÕ÷Õ \N

(44) E\N |OoGH D]DOWWÕ÷Õ J|UOPHNWHGLU (Q \NVHN HWNLOHQPH GH÷HUL

(45) g]HOOLNOH oDWÕúPDGDQ ND\QDNODQDQ\R÷XQOXNYH]LKLQVHOX÷UDúÕEXQXQODEHOLUOL|OoGHGúPHNWHGLU. ª@« ¬

(46) -®+¯N°m± ¯ ²´³-µ ² º ²¶ ¸ ³-º ¸ µ · ¼ » ½¿¾ À

(47) ÁQÂEÃ4ÁQÄ. ¶ ¶ ³. ²´³4· ¶. ¸ -³ ¹ ¸ ³4². Å ÆÄEÃ+Æ4Ä. ³4·. ¸ ³¸. Ç È NÉ ÈQÂEÊjËÃ Á À

(48) )Ì Í

(49) ÉjÆ. ùHNLOhVW<|QHWLFLOHUFH'HVWHNOHQPH . . ÎÍÏ Æ4Ì ÐÒÑÔÓÂÖÕË ÀEÓ4Ã Ð´×EËcØ. .

(50) . (!'n! q/ "N $ oQ") "!+!"mQ"'$ "! "'nj$ 3HUVRQHOdDOÕúPDVÕLoLQ8\DUÕYHgQHULOHU. %X VRQXoODU \ÕOODU VUHQ LúOHWPH LoL H÷LWLPOHUH UD÷PHQ LúOHWPHOHUGHNL oDWÕúPD o|]P SUDWL÷LQLQ SHN EDúDUÕOÕ RODPDGÕ÷Õ ND\JÕVÕQÕ X\DQGÕUPDNWDGÕU %XOJXODU NDWÕOÕPFÕODUÕQ NHQGLOHULQH \|QHOLN NLúLVHO J|Uú YH WDVYLUOHULQGHQ ROXúWX÷XLoLQEXND\JÕGDKDGDDUWPDNWDGÕU%XQXQODELUOLNWHoDWÕúPDGDQ]DUDU J|UHQ LúJ|UHQOHULQ ROD\D GDKD HOHúWLUHO EDNDELOHFHNOHUL YDUVD\ÕODELOLU 2WRULWHU GDYUDQÕúELoLPLQGHROGX÷XJLEL

(51) . %XUDGD NRQXQXQ VDGHFH NLúLVHO ELU SUREOHP RODUDN J|UOHPH\HFH÷L DNVLQHLúOHWPHLoLQGHELUoDWÕúPDNOWUROGX÷X|QSODQDoÕNPDNWDGÕU%XQXQOD. oDWÕúPDODUÕQ WHPHO RODUDN GH÷HU \DUJÕODUÕQGDQ ED÷ÕPVÕ] J|UOPHVL gUQH÷LQ Ä$ \|QHWLFLVL NHQGL E|OPQ LGDUH HGHPL\RU³ úHNOLQGH GH÷HUOHQGLULOPHPHVL

(52) . KL\HUDUúLN PHYNLGHQ ED÷ÕPVÕ] RODUDN NDUúÕW J|UúOHULQ DoÕNODQDELOPHVL YHFLGGL\HDOÕQPDVÕ. JFQNXOODQÕOPDVÕHVQDVÕQGDGDKDGX\DUOÕROXQPDVÕYHEXQXQ\DQÕQGD oDWÕúPDODUGD JL]OL RODQ SUREOHP o|]PH RODQDNODUÕQÕQ NXOODQÕOPDVÕ JHUHNWL÷L LIDGHHGLOPHNWHGLU %XQD LODYH RODUDN .D]DQDQ.D\EHGHQ GXUXPX RODQDNODU |OoVQGH D]DOWÕOPDOÕ |UQH÷LQ ELUELULQH SDUDOHO RODUDN D\QÕ NRQX ]HULQGH oDOÕúDQ LNL oDOÕúPD JUXEXQXQ NÕVD G|QHPOL ID\GDODUÕQD UD÷PHQ ROXúWXUXOPDPDVÕQD |]HQ J|VWHULOPHOLGLU %XQD NDUúÕOÕN RUJDQL]DV\RQXQ YHULPOLOL÷LQL DUWWÕUDQ GDYUDQÕúODU |GOOHQGLULOPHOL YH JUXSODU DUDVÕQGDNL LOLúNLOHU SURMH oDOÕúPDODUÕ YH\D URWDV\RQODUODWHúYLNHGLOPHOLGLU. dDWÕúPD \|QHWLPL H÷LWLPLQGH DúÕUÕ GDYUDQÕú H÷LOLPOHUL \|QHWLFLOHU WDUDIÕQGDQ \HQLGHQ G]HQOHQPHOLGLU gQFH GXUXP DQDOL] HGLOPHOL VHEHSOHU EHOLUOHQPHOL YH oDWÕúPD\D NDWÕODQ GL÷HU LQVDQODUÕQ WHUFLKOHUL VRUXOPDOÕGÕU +HUNHVLQNHQGLKDUHNHWRODQDNODUÕGR÷UXWDKPLQHGLOPHOLGLU%XQDLODYHRODUDN VRPXW GDYUDQÕú úHNLOOHUL YH\D úDKVL VRUXPOXOX÷X YH EDúDUÕ úDQVÕQÕ \NVHOWHQ DOWHUQDWLI VWUDWHMLOHULQ JHOLúWLULOPHVL WDYVL\H HGLOPHOLGLU g]HOOLNOH Jo NXOODQÕPÕQÕQ VRQXoODUÕ LoLQ GX\DUOÕOÕ÷ÕQ DUWWÕUÕOPDVÕ |QHPOLGLU ø\L \HWLúPLú YH PRWLYHROPXúLúJFQQ|QHPOLELUUHNDEHWIDNW|URODUDNNDUDUDOPDVUHFLQH NDWÕOPDODUÕ JHUHNWL÷L ELOLPVHO DUDúWÕUPDODUGD YH ILUPD EURúUOHULQGH KDNHWWL÷L \HULEXOPDNWDGÕU$QFDNEXJQONKD\DWWDE\N|OoGHJHUoHNOHúPHPLúWLU. . .

(53) . ) n)qj n!"! , N-"j/p #c/% $%675$&7. (IILFLHQW FRQIOLFW PDQDJHPHQW FRQVWLWXWHV DQ LPSRUWDQW FKDOOHQJH DQG QRW RQO\ IRU PDQDJHPHQW SHUVRQQHO :LVKHV DQG UHDOLW\ KRZHYHU DUH IUHTXHQWO\ IDU DSSDUW 3HUVRQQHO GHYHORSPHQW DQG PDQDJHU WUDLQLQJ DUH WKHUHIRUHUHTXLUHGLQJRRGPHDVXUH .$<1$.d$. .5h*(5 %

(54) *UXQGODJHQ 3UREOHPH XQG ,QVWUXPHQWH GHU .RQIOLNWKDQGKDEXQJHQLQGHU8QWHUQHKPXQJ%HUOLQ'XQFNHU +XPEROW 527+ :/ -(GOHU

(55) =XU 3UD[LV )KUXQJVYHUKDOWHQVWUDLQLQJV .RQ]HSWH 0HWKRGHQ 0RGDOLWlWHQ5HSRUW3V\FKRORJLH. YRQ XQG. 1(8%(5*(5 2

(56) )KUXQJ ,GHRORJLH 6WUXNWXU 9HUKDOWHQ 6WXWWJDUW(QNHV 5(*1(7(

(57) .RQIOLNWHLQ2UJDQLVDWLRQHQ*|WWLQJHQ6WXWWJDUW 9HUODJIUDQJHZDQGWH3V\FKRORJLH %(5.(/ .

(58) .RQIOLNWIRUVFKXQJ XQG .RQIOLNWEHZlOWLJXQJ (LQ RUJDQL]DWLRQVSV\FKRORJLVFKHU $QVDW] %HUOLQ 'XQFNHU +XPEROW .5<67(. 8 )KUXQJ LQ $XVQDKPHVLWXDWLRQHQ $NXWH .ULVHQ XQG &KDQFHQ DOV )KUXQJVDXIJDEH )KUXQJ XQG 2UJDQLVDWLRQ V . . .

(59)