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Presentation in Negotiation Skills.

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Mahmoud Hamed

on 15 August 2014

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Transcript of Presentation in Negotiation Skills.

؟؟ ﺔﻣﻭﺎﺴﻤﻟﺍ == ﺽﻭﺎﻔﺘﻟﺍ
ﺽﻭﺎﻔﺘﻟﺍ ﻰﻓ ﺡﺎﺠﻨﻟﺍ ﺕﺍﺩﺪﺤﻣ
ِﻢﻳِﺣَّﺮﻟﺍ ِﻦﻣْﺣَّﺮﻟﺍ ِﻪﻠﻟﺍ ِﻡْﺳِﺑ
!ﺕﺎﻓﻼﺨﻟﺍ ﻞﺤﻟ ﺮﺼﻌﻟﺍ ﺔــﻐﻟ ﺢﺒﺻﺃ ﺽﻭﺎﻔﺘﻟﺍ
ﺕﺎﻓﻼﺧ ﻦﻣ ﺎﻬﻨﻋ ﻢﺠﻨﻳ ﺎﻣﻭ ﺎﻨﺗايح ﺔﻄﺸﻧأ ﺐﻠﻏأف ﻖﻴﻘﺤﺗ ﻦﻣ ﻦﻜﻤﺘﻧ ﻰﻜﻟ ﺽﻭﺎﻔﺘﻟﺍ ﻰﻟﺇ ﺔﺟاح ﻰﻓ ﺢﺒﺻﺃ ﺪﻗ
.ﺍدبﺃﻭ اًمئﺍﺩ ﺔﺿﺭﺎﻌﺘﻤﻟﺍﻭ ﺔﻀﻗﺎﻨﺘﻤﻟﺍ ﺎﻨﺤﻟﺎﺼﻣﻭ ﺎﻨﻓﺍﺪﻫﺃ


!؟ﺽﻭﺎﻔﺘﻟﺍ ﻮﻫ ﺎﻣ
ﻡﻮﻬﻔﻣ ﻝﻮﺣ ﺕﺮﻛﺫ ﻰﺘﻟﺍ ﺕﺎﻔﻳﺮﻌﺘﻟﺍ ﺕﺩﺪﻌﺗ
:ﻥﺃ ﻝﻮﻘﻟﺍ ﺎﻨﻨﻜﻤﻳ ﻦﻜﻟﻭ ﺽﻭﺎﻔﺘﻟﺍ
ﺲﺳﺆﻳ ﻻ،ﺔﻴﻛﻮﻠﺳﻭ ﺔﻴﻨﻓ ﺕﺍﺭﺎﻬﻣ ﻰﻠﻋ ﺪﻤﺘﻌﺗ ،ﺔﻴﻜﻴﻣﺎﻨﻳﺩ ﺔﻴﻠﻤﻋ ﺽﻭﺎﻔﺘﻟﺍ
ﻞﺑ ،ﺽﻭﺎﻔﺘﻟﺍ ﻥﻮﻨﻓﻭ ﺐﻴﻟﺎﺳﻷ ﺽﻭﺎﻔﺘﻟﺍ ﻰﻓﺮﻃ ﻉﺎﺒﺗﺍ ﻰﻠﻋ ﺎﻬﻴﻓ ﺡﺎﺠﻨﻟﺍ
ﺽﻭﺎﻔﺘﻟﺍ ﻰﻓﺮﻃ ﺐﺳﺎﻜﻣ ﺖﺴﻴﻠﻓ ،ﺽﻭﺎﻔﻤﻟﺍ ﺓﺭﺎﻬﻤﺑ ﻥﻮﻫﺮﻣ ﺎﻬﺣﺎﺠﻧ ﻥﺇ
ﺎﻬﺠﺋﺎﺘﻧ ﻰﺗﺄﺗ ﺪﻗ ﺫﺇ ،ﺽﻭﺎﻔﺘﻟﺍ ﻝﺍﻮﺣﺃ ﻊﻴﻤﺟ ﻰﻓ ﺔﻧﺯﺍﻮﺘﻣ ﻭﺃ ﺔﻟﺩﺎﻌﺘﻣ
ﻚﻟﺫ ﻊﺟﺮﻳﻭ ،ﺮﺧﻵﺍ ﻑﺮﻄﻟﺍ ﺏﺎﺴﺣ ﻰﻠﻋ ﻑﺮﻄﻟ ﺎﻴﺒﺴﻧ ﺮﺒﻛﺃ ﺐﺳﺎﻜﻤﺑ
ﺡﺎﺠﻧ ﻦﻣ ﺮﺒﻛﺃ ًﺎﺣﺎﺠﻧ ﻪﻟ ﻖﻘﺤﺗ ﺕﺍﺭﺎﻬﻣ ﻦﻣ ﺽﻭﺎﻔﻤﻟﺍ ﻪﻜﻠﻤﻳ ﺎﻣ ﻰﻟﺇ
.ﺽﻭﺎﻔﺘﻟﺍ ﻰﻓ ﻪﻜﻳﺮﺷ
!؟ﺽﻭﺎﻔﺘﻟﺍ
Negotiation ?!
!ﺔﻣﻭﺎﺴﻤﻟﺍ ﻡﻮﻬﻔﻣﻭ ﺽﻭﺎﻔﺘﻟﺍ ﻡﻮﻬﻔﻣ ﻦﻴﺑ ﻂﻠﺧ ﺎﻧًﺎﻴﺣﺃ ﺙﺪﺤﻳ ﻊﻗﺍﻮﻟﺍ ﻰﻓ
ﻦﻴﺑ ﺎﻣ ﻞﺤﺗ ﻥﺃ ﺎﻬﻟ ﺩﺍﺮﻳ ﺔﻴﻜﻴﻣﺎﻨﻳﺩ ﺔﻴﻠﻤﻋ ﻰﻠﻋ ﻝﺪﻳ ﻡﻮﻬﻔﻣ ﺽﻭﺎﻔﺘﻟﺎﻓ
ﺔﻴﻠﻤﻋ ﻰﻬﻓ ﻢﺛ ﻦﻣﻭ ،ﺔﻛﺮﺘﺸﻣ ﺔﻴﻓﻼﺧ ﺕﻼﻜﺸﻣ ﻦﻣ ﻦﻴﻋﺯﺎﻨﺘﻤﻟﺍ ﻦﻴﻓﺮﻄﻟﺍ
ﻑﺮﻃ ﻞﻛ ﺎﻬﻴﻓ ﻡﺮﺘﺤﻳ ،ﺎﻬﻴﻓﺮﻃ ﻦﻴﺑ ﻝﺩﺎﺒﺘﻣ ﻡﺍﺮﺘﺣﺍ ﻰﻠﻋ ﻡﻮﻘﺗ ﺔﻴﻠﻘﻋ
ﻖﻘﺣ ﺪﻗﻭ ﻑﺮﻃ ﺎﻬﻨﻣ ﺝﺮﺨﻳ ﻻﻭ ﺮﺧﻵﺍ ﻑﺮﻄﻟﺍ ﻑﺍﺪﻫﺃﻭ ﺢﻟﺎﺼﻣﻭ ﺕﺎﺟﺎﺣ
.ﺮﺧﻵﺍ ﻑﺮﻄﻟﺍ ﺏﺎﺴﺣ ﻰﻠﻋ ﻢﻧﺎﻐﻣﻭ ﺐﺳﺎﻜﻣ
ﻑﺮﻃ ﻞﻛ ﺎﻬﻴﻓ ﻰﻌﺴﻳ ﺫﺇ ،ﺔﺘﺤﺑ ﺔﻴﻌﻔﻧ ﺔﻴﻠﻤﻋ ﻰﻫ ﺔﻣﻭﺎﺴﻤﻟﺍ ﻥﺃ ﻦﻴﺣ ﻰﻓ
،ﻰﻧﺎﺜﻟﺍ ﻑﺮﻄﻟﺍ ﺓﺭﺎﺴﺧ ﺏﺎﺴﺣ ﻰﻠﻋ ﺓﺭﻭﺮﻀﻟﺎﺑ ﺊﺠﺗ ﺐﺳﺎﻜﻣ ﻖﻴﻘﺤﺘﻟ ﺎﻬﻴﻓ
.ﺽﻭﺎﻔﺘﻟﺍ ﺔﻴﻠﻤﻋ ﻦﻣ ًﺎﻣﺍﺮﺘﺣﺍﻭ ًﺔﻤﻴﻗ ﻞﻗﺃ ﺔﻴﻠﻤﻋ ﻰﻬﻓ ﻢﺛ ﻦﻣﻭ
ﺏﺎﺴﺣ ﻰﻠﻋ ﻑﺮﻃ ﺢﺑﺭ ﺔﻗﻼﻋ ﻰﻫ ﺔﻣﻭﺎﺴﻤﻟﺍ ﻰﻓﺮﻃ ﻦﻴﺑ ﺔﻗﻼﻌﻟﺍ ًﺍﺫﺇ
ﺔﻗﻼﻋ ﺽﻭﺎﻔﺘﻟﺍ ﻰﻓﺮﻃ ﻦﻴﺑ ﺔﻗﻼﻌﻟﺍ ﻥﺃ ﻦﻴﺣ ﻰﻓ ،ﻰﻧﺎﺜﻟﺍ ﻑﺮﻄﻟﺍ ﺓﺭﺎﺴﺧ
ﺚﻴﺣ ﻦﻴﻓﺮﻄﻠﻟ ﻙﺮﺘﺸﻤﻟﺍ "ﺔﻣﻭﺎﺴﻤﻟﺍ ﺔﻐﻠﺑ ﺢﺑﺮﻟﺍ ﻭﺃ" ﺐﺴﻜﻤﻟﺍ ﺎﻬﻴﻓ ﻖﻘﺤﺘﻳ
ﻑﺮﻄﻟﺍ ﺐﺳﺎﻜﻣ ﻦﻣ ﺮﺒﻛﺃ ﺐﺳﺎﻜﻣ ﻦﻴﻓﺮﻄﻟﺍ ﻦﻣ ﻯﺃ ﺎﻫﺎﻀﺘﻘﻤﺑ ﻖﻘﺤﻳ ﻻ
.ﺔﻣﻭﺎﺴﻤﻟﺍ ﻰﻓ ﻝﺎﺤﻟﺍ ﻮﻫ ﺎﻤﻛ ﺮﺧﻵﺍ
:ﺔﻴﻟﺎﺘﻟﺍ ﻝﺎﻜﺷﻷﺍ ﻝﻼﺧ ﻦﻣ ﺽﻭﺎﻔﺘﻟﺍﻭ ﺔﻣﻭﺎﺴﻤﻟﺍ ﺔﻟﺎﺣ ﻞﻴﺜﻤﺗ ﻦﻜﻤﻳﻭ
Negotiation Approach - "ﺽﻭﺎﻔﺘﻟﺍ ﺞﻬﻨﻣ"
ﻰﻠﻋ ﺭﺬﺤﻟﺍ ﻙﺮﺤﺘﻟﺍ ﻯﺃ "L.I.M" ﺞﻬﻨﻤﺑ ﻑﻭﺮﻌﻣ ﺽﻭﺎﻔﺘﻠﻟ ﻊﺋﺎﺸﻟﺍ ﺞﻬﻨﻤﻟﺍ
ﻍﻮﻠﺒﻟ "L" ﻝﻮﻣﺄﻣ ﻊﺿﻭ ﻰﻟﺇ "M" ﺽﻭﺮﻔﻣ ﻊﺿﻭ ﻦﻣ ﺽﻭﺎﻔﺘﻟﺍ ﻞﺼﺘﻣ
:ﻰﻟﺎﺘﻟﺍ ﻞﻜﺸﻟﺍ ﻝﻼﺧ ﻦﻣ ﻚﻟﺫ ﺢﻴﺿﻮﺗ ﺎﻨﻨﻜﻤﻳﻭ "I" ﻝﻮﺒﻘﻤﻟﺍ ﻊﺿﻮﻟﺍ
ﻖﻘﺤﻳ ﻥﺃ ﻑﺮﻃ ﻯﺃ ﻰﻠﻋ ًﺎﻤﺋﺍﺩ ﻞﻴﺤﺘﺴﻳ ﺽﻭﺎﻔﺘﻟﺍ ﻰﻓ ﻪﻧﺃ ﺪﺠﻧ ﻚﻟﺫ ﻦﻣ
ﺭﺩﺎﺼﻣ ﻰﻓ ﻑﺮﻃ ﻞﻛ ﻢﻜﺤﺘﻟ ﻚﻟﺫﻭ "ﺐﺒﺤﻤﻟﺍﻭﺃ ﻝﻮﻣﺄﻤﻟﺍ" ﻰﻟﺎﺜﻤﻟﺍ ﻊﺿﻮﻟﺍ
،ﻦﻴﻓﺮﻄﻟﺍ ﺪﺣﻷ ﻰﻟﺎﺜﻤﻟﺍ ﻊﺿﻮﻟﺍ ﻖﻘﺤﺗ ﺍﺫﺇﻭ ،ﺮﺧﻵﺍ ﻑﺮﻄﻟﺍ ﺕﺎﺒﻏﺭ ﻉﺎﺒﺷﺇ
ﻰﻓ ﻻﺇ ﻥﻮﻜﻳ ﻻ ﻚﻟﺫﻭ ،ﺽﻭﺎﻔﺘﻠﻟ ﺮﺧﻵﺍ ﻑﺮﻄﻟﺍ ﺏﺎﺴﺣ ﻰﻠﻋ ﻥﻮﻜﻳ ﻪﻧﺈﻓ
ًﺎﻣﻭﺩ ﺐﺠﻳ ﺎﻨﻫ ﻦﻣﻭ ،ﺮﺧﻵﺍ ﻑﺮﻄﻟﺍ ﻡﻼﺴﺘﺳﺍ ﻁﻭﺮﺷ ﻑﺮﻃ ﺀﻼﻣﺇ ﺔﻟﺎﺣ
.ًﺎﻌﻣ ﺎﻤﻬﻴﺿﺮﻳ ﻊﺿﻭ ﻰﻠﻋ ﻕﺎﻔﺗﻹﺍ ﺪﺣ ﺎﻐﻠﺒﻳ ﻥﺃ ﻦﻴﻓﺮﻄﻟﺍ ﻰﻠﻋ
!ﺽﻭﺎﻔﺘﻟﺍ ﺕﺍﻮﻄﺧ
.ﺕﺎﻣﻮﻠﻌﻤﻟﺍ ﻊﻤﺟ ﺔﻠﺣﺮﻣ -١
.(ﺔﻠﻣﺎﻛ / ﺔﻴﺟﺭﺎﺧ / ﺔﻴﻠﺧﺍﺩ) ﺕﺎﻣﻮﻠﻌﻤﻟﺍ ﻢﻳﺪﻘﺗ ﺔﻠﺣﺮﻣ -٢
.(ﺕﺎﺣﺮﺘﻘﻤﻟﺍ / ﺮﻳﻮﻄﺗ / ﺾﺨﻤﺗ / ﻢﻳﺪﻘﺗ) ﺕﺎﺣﺮﺘﻘﻤﻟﺍ ﻝﺩﺎﺒﺗ ﺔﻠﺣﺮﻣ -٣
.ﺕﺎﺣﺮﺘﻘﻤﻠﻟ ﻡﺎﻌﻟﺍ ﺭﺎﻃﻹﺍ ﻰﻠﻋ ﻰﺋﺪﺒﻤﻟﺍ ﻕﺎﻔﺗﻻﺍ ﺔﻠﺣﺮﻣ -٤
.(ﻡﻮﺠﻬﻟﺍ ،ﻉﺎﻓﺪﻟﺍ ،ﻕﻼﻐﺘﺳﻻﺍ) ﺾﻓﺮﻟﺍ ﺔﻠﺣﺮﻣ -٥
.ﺢﻴﺿﻮﺘﻟﺍﻭ ﻝﺩﺎﺒﺘﻤﻟﺍ ﻢﻬﻔﻟﺍ ﺔﺤﺻ ﺭﺎﺒﺘﺧﺍ ﺔﻠﺣﺮﻣ -٦
.ﺺﻴﺨﻠﺘﻟﺍ ﺔﻠﺣﺮﻣ -٧
.ﻰﺋﺎﻬﻨﻟﺍ ﻕﺎﻔﺗﻻﺍ ﺔﻠﺣﺮﻣ -٨
:ﺔﻴﻟﺎﺘﻟﺍ ﺕﺍﻮﻄﺨﻟﺍ "Howver" ﺮﻓﻮﻫ ﺩﺪﺣ
ﺔﻴﻠﻤﻋ ﺺﺋاصخ
ﺽﻭﺎﻔﺘﻟا
ﻥﻮﻫﺮﻣ ﺎﻫﺭﺍﺮﻤﺘﺳﺍ ﻦﻜﻟﻭ ،ﻉﺍﺰﻨﻟﺍ ﺾﻔﻟ ﺓﺍﺩﺃ ﺮﺒﺘﻌﺗ ﺽﻭﺎﻔﺘﻟﺍ ﺔﻴﻠﻤﻋ ﻥﺇ -١
.ﻦﻴﺿﻭﺎﻔﺘﻤﻟﺍ ﻦﻴﺑ ﺔﻛﺮﺘﺸﻤﻟﺍ ﺢﻟﺎﺼﻤﻟﺍ ﺭﺍﺮﻤﺘﺳﺎﺑ
ﺕﺎﻗﻼﻌﻟﺍ ﻞﻜﻴﻬﺑ ﺮﺛﺄﺘﺗ ﺓﺪﻘﻌﻣ ﺔﻴﻋﺎﻤﺘﺟﺍ ﺔﻴﻠﻤﻋ ﺽﻭﺎﻔﺘﻟﺍ ﺔﻴﻠﻤﻋ ﻥﺇ -٢
.ﺎﻬﻴﻓ ﺮﺛﺆﺗﻭ ﻦﻴﺿﻭﺎﻔﻤﻟﺍ ﺕﺎﻫﺎﺠﺗﺎﺑ ﺮﺛﺄﺘﺗﻭ ﺎﻬﻴﻓ ﺮﺛﺆﺗﻭ ﺔﻴﻋﺎﻤﺘﺟﻻﺍ
.ﻦﻴﺿﻭﺎﻔﻤﻟﺍ ﺔﻴﺼﺨﺸﺑ ﺮﺛﺄﺘﺗ ﺔﻴﻠﻤﻋ ﺽﻭﺎﻔﺘﻟﺍ -٣
ﺕﺍﺮﻳﺪﻘﺗﻭ ﻢﺼﺨﻟﺍ ﺕﺎﻌﻗﻮﺗ ﻞﺜﻣ ﺓﺪﻳﺪﻋ ﺕﺍﺭﺎﺒﺘﻋﺈﺑ ﺽﻭﺎﻔﺘﻟﺍ ﺮﺛﺄﺘﻳ -٤
.ﻢﺼﺨﻟﺍ ﻙﻮﻠﺴﻟ ﺽﻭﺎﻔﻤﻟﺍ
ﺓﺪﺋﺎﻣ ﻦﻋ ﺔﺟﺭﺎﺧ ﺕﺍﺭﺎﺒﺘﻋﺈﺑ ﺽﻭﺎﻔﺘﻟﺍ ﻦﻣ ﻖﻘﺤﻤﻟﺍ ﺞﺗﺎﻨﻟﺍ ﺮﺛﺄﺘﻳ -٥
.ﺕﺎﺿﻭﺎﻔﻤﻟﺍ
ﻞﺟﻷﺍ ﻰﻓ ﻖﻘﺤﺘﻳ ﺎﻣ ﻰﻠﻋ ﻥﺎﻴﺣﻷﺍ ﻦﻣ ﺮﻴﺜﻛ ﻰﻓ ﺽﻭﺎﻔﻤﻟﺍ ﺰﻛﺮﻳ -٦
.ﺮﻴﺼﻘﻟﺍ
.ﺖﻗﻮﻟﺍ ﺲﻔﻧ ﻰﻓ ﻦﻓﻭ ﻢﻠﻋ ﺽﻭﺎﻔﺘﻟﺍ ﻥﺇ -٧
:ﻰﻠﻋ ﺽﻭﺎﻔﺘﻟﺍ ﺡﺎﺠﻧ ﻒﻗﻮﺘﻳ
.ﺽﻭﺎﻔﺘﻠﻟ ﺪﻴﺠﻟﺍ ﺩﺍﺪﻋﻹﺍ -١
.ﺎﻬﻟ ﺐﺣﺎﺼﻤﻟﺍ ﻚﻴﺘﻜﺘﻟﺍﻭ ﺔﻣﺪﺨﺘﺴﻤﻟﺍ ﺔﻴﺠﻴﺗﺍﺮﺘﺳﻻﺍ -٢
.ﺖﻴﻗﻮﺘﻠﻟ ﻰﻛﺬﻟﺍ ﻡﺍﺪﺨﺘﺳﻹﺍ -٣
.ﻝﺎﻌﻔﻟﺍ ﺽﻭﺎﻔﺘﻟﺍ ﺔﻣﺪﺨﻟ ﺔﻠﺌﺳﻷﺍ ﻒﻴﻇﻮﺗ -٤
.ﻢﻴﻜﺤﺘﻟﺍﻭ ﺔﻃﺎﺳﻮﻟﺍﻭ ﺓﺭﺎﺸﺘﺳﻻﺍ -٥
.ﻪﺗﺍﺭﺎﻬﻣﻭ ﺽﻭﺎﻔﻤﻟﺍ ﺺﺋﺎﺼﺧ -٦
.ﺔﺿﻭﺎﻔﺘﻤﻟﺍ ﻑﺍﺮﻃﻷﺍ ﻦﻴﺑ ﺔﻗﻼﻌﻟﺍ -٧
.ﺩﻮﻘﻌﻟﺍﻭ ﺕﺎﻴﻗﺎﻔﺗﻻﺍ ﺔﻏﺎﻴﺼﺑ ﺔﻳﺎﻨﻌﻟﺍ -٨
:ﻝﺎﻌﻔﻟﺍ ﺽﻭﺎﻔﺘﻟﺍ ﺉﺩﺎﺒﻤﺑ ﻡﺍﺰﺘﻟﻻﺍ -٩
.ﺔﻌﻔﻨﻤﻟﺍ ﺃﺪﺒﻣ -
.ﺔﻴﺗﺍﺬﻟﺍ ﺓﺭﺪﻘﻟﺍ ﺃﺪﺒﻣ -
.ﻡﺍﺰﺘﻟﻻﺍ ﺃﺪﺒﻣ -
.ﻦﻴﺿﻭﺎﻔﻤﻠﻟ ﺔﻴﺒﺴﻨﻟﺍ ﺓﻮﻘﻟﺍ ﺰﻛﺍﺮﻣ -١٠
ﺽﻭﺎﻔﺘﻟﺍ ﺕﺎﻴﺠﻴﺗﺍﺮﺘﺳﺇ
ﻪﺴﻔﻧ ﺖﻗﻮﻟﺍ ﻰﻓﻭ ،ﻪﻴﻠﻋ ﻡﻮﻘﺗ ﺔﻴﻤﻠﻋ ﺔﻴﺠﻴﺗﺍﺮﺘﺳﺇ ﻥﻭﺪﺑ ﺢﺟﺎﻧ ﺽﻭﺎﻔﺗ ﻻ
ﻢﺘﻳ ﻰﺘﻟﺍ ﺎﻳﺎﻀﻘﻟﺍ ﻦﻣ ﺔﻴﻀﻗ ﻞﻜﻟ ﺔﺒﺳﺎﻨﻣ ﺪﻌﺗ ﺔﻴﺿﻭﺎﻔﺗ ﺔﻴﺠﻴﺗﺍﺮﺘﺳﺇ ﻞﻛ ﺖﺴﻴﻟ
!ﺎﻬﻴﻠﻋ ﺽﻭﺎﻔﺘﻟﺍ
ﻰﻓ ًﺎﻤﻬﻣ ًﺍﺭﻭﺩ ﺐﻌﻠﺗ ﺔﻴﺿﻭﺎﻔﺘﻟﺍ ﺔﻴﻀﻘﻟﺍ ﻑﺍﺮﻃﺃ ﻦﻴﺑ ﺔﻗﻼﻌﻟﺍ ﺔﻌﻴﺒﻃ ﻥﺇ
ﻦﻴﺑ ﻒﻗﺍﻮﻤﻟﺍ ﺪﻳﺪﺤﺗ ﻰﻠﻋ ﻡﻮﻘﺗ ﺔﻴﺿﻭﺎﻔﺘﻟﺍ ﺔﻴﻠﻤﻌﻟﺎﻓ ،ﺔﻴﺠﻴﺗﺍﺮﺘﺳﻻﺍ ﺭﺎﻴﺘﺧﺍ
ﺎﻬﻟﻭ ﺎﻬﻃﻭﺮﺷ ﺎﻬﻟ ،ﺔﻤﻈﻨﻣ ﺔﻴﻠﻤﻋ ﺎﻬﻧﺈﻓ ﻪﺴﻔﻧ ﺖﻗﻮﻟﺍ ﻰﻓﻭ ،ﻑﺍﺮﻃﻷﺍ
ﻰﻓ ﺐﻏﺮﻳ ﻦﻣ ﻰﻠﻋ ﻢﺘﺤﺘﻳﻭ ،ًﺎﻘﺒﺴﻣ ﺔﻣﻮﺳﺮﻣ ﺔﻨﻴﻌﻣ ﻦﻴﻧﺍﻮﻗ ﺎﻬﻟﻭ ﺎﻫﺪﻋﺍﻮﻗ
.ﻁﻭﺮﺸﻟﺍ ﻚﻠﺗﻭ ﺪﻋﺍﻮﻘﻟﺍ ﻚﻠﺘﺑ ﻡﺍﺰﺘﻟﻹﺍ ﺎﻬﺿﻮﺧ
ﺩﺪﺤﺗ ﺽﻭﺎﻔﺘﻟﺍ ﻰﻓﺮﻃ ﻦﻴﺑ ﺔﻗﻼﻌﻟﺍ ﺔﻌﻴﺒﻃ ﻥﺇ ﻝﻮﻘﻟﺍ ﻦﻜﻤﻳ ﻪﻧﺈﻓ ،ﻞﻴﻬﺴﺘﻠﻟﻭ
ﺩﺪﺤﻳ ﻡﺪﺨﺘﺴﻤﻟﺍ ﺞﻬﻨﻤﻟﺍﻭ ،ﺔﻴﺿﻭﺎﻔﺘﻟﺍ ﺔﻴﻠﻤﻌﻟﺍ ﻰﻓ ﻡﺪﺨﺘﺴﻤﻟﺍ ﺞﻬﻨﻤﻟﺍ ﻉﻮﻧ
ﺕﺎﻴﺠﻴﺗﺍﺮﺘﺳﻹﺍ ﻢﻴﺴﻘﺗﻭ ﻊﻳﻮﻨﺗ ﻦﻜﻤﻳ ﻪﻧﺈﻓ ﻢﺛ ﻦﻣﻭ ،ﺓﺭﺎﺘﺨﻤﻟﺍ ﺔﻴﺠﻴﺗﺍﺮﺘﺳﻹﺍ
ﻦﻣ ﻞﻛ ﻰﻠﻋ ﺭﺎﺼﺘﻗﻹﺍ ﺎﻨﻳﺃﺭ ﺪﻗﻭ ،ﺽﻭﺎﻔﺘﻠﻟ ﺔﻔﻠﺘﺨﻤﻟﺍ ﺞﻫﺎﻨﻤﻠﻟ ًﺎﻘﻓﻭ
ﺔﻗﻼﻌﻟﺍ ﻥﺃ ﺔﺻﺎﺧ ﻉﺍﺮﺼﻟﺍ ﺞﻬﻨﻣﻭ ﺔﻛﺮﺘﺸﻤﻟﺍ ﺔﺤﻠﺼﻤﻟﺍ ﺞﻬﻨﻣ ﺕﺎﻴﺠﻴﺗﺍﺮﺘﺳﺇ
ﺔﺤﻠﺼﻣ ﺔﻗﻼﻋ :ﺎﻣﺇ ﺎﻬﻧﻮﻛ ﻦﻋ ﺝﺮﺨﺗ ﻻ ﺽﻭﺎﻔﺘﻟﺍ ﻑﺍﺮﻃﺃ ﻦﻴﺑ ﺔﻴﺿﻭﺎﻔﺘﻟﺍ
ﻰﻫﻭ ﺀﺍﺪﻌﻟﺍﻭ ﺲﻓﺎﻨﺘﻟﺍ ﻰﻠﻋ ﺔﻤﺋﺎﻗ ﻉﺍﺮﺻ ﺔﻗﻼﻋ ﻭﺃ ،"ﻥﻭﺎﻌﺗ" ﻯﺃ ﺔﻛﺮﺘﺸﻣ
:ﻰﻠﻳ ﺎﻤﻴﻓ ﻪﺿﺮﻋ ﻦﻜﻤﻳ ﺎﻣ
ﺽﻭﺎﻔﺘﻠﻟ ﻥﺎﺠﻬﻨﻣ
ﺔﻛﺮﺘﺸﻤﻟﺍ ﺔﺤﻠﺼﻤﻟﺍ ﺞﻬﻨﻣ -١
ﺔﻴﻋﻮﻨﻟﺍ ﺕﺎﻴﺠﻴﺗﺍﺮﺘﺳﻹﺍ ﻦﻣ ﺔﻋﻮﻤﺠﻣ ﺞﻬﻨﻤﻟﺍ ﺍﺬﻫ ﻢﻀﻳ
:ﺔﻴﻟﺎﺘﻟﺍ ﺕﺎﻴﺠﻴﺗﺍﺮﺘﺳﻻﺍ ﺎﻬﻤﻫﺃ ﻰﺘﻟﺍ
.ﻞﻣﺎﻜﺘﻟﺍ ﺔﻴﺠﻴﺗﺍﺮﺘﺳﺇ -ﺃ
.ﻰﻟﺎﺤﻟﺍ ﻥﻭﺎﻌﺘﻟﺍ ﺮﻳﻮﻄﺗ ﺔﻴﺠﻴﺗﺍﺮﺘﺳﺇ -ﺏ
.ﺔﻤﺋﺎﻘﻟﺍ ﺔﻗﻼﻌﻟﺍ ﻖﻴﻤﻌﺗ ﺔﻴﺠﻴﺗﺍﺮﺘﺳﺇ -ﺝ
.ﺓﺪﻳﺪﺟ ﺕﻻﺎﺠﻣ ﻰﻟﺇ ﻩﺪﻤﺑ ﻥﻭﺎﻌﺘﻟﺍ ﻕﺎﻄﻧ ﻊﻴﺳﻮﺗ ﺔﻴﺠﻴﺗﺍﺮﺘﺳﺇ -ﺩ
ﻉﺍﺮﺼﻟﺍ ﺞﻬﻨﻣ -٢
ﺕﺎﻴﺠﻴﺗﺍﺮﺘﺳﻹﺍ نم ﺔﻋﻮﻨﺘﻣ ﺔﻋﻮﻤﺠﻣ ﺞﻬﻨﻤﻟﺍ ﺍﺬﻫ ﻢﻀﻳﻭ
:ﺔﻴﻟﺎﺘﻟﺍ ﺕﺎﻴﺠﻴﺗﺍﺮﺘﺳﻹﺍ ﺎﻬﻤﻫﺃ ﻰﺘﻟﺍ
.(ﻑﺍﺰﻨﺘﺳﻹﺍ) ﻙﺎﻬﻧﻹﺍ ﺔﻴﺠﻴﺗﺍﺮﺘﺳﺇ -ﺃ
.(ﺖﻴﺘﻔﺘﻟﺍ) ﺖﻴﺘﺸﺘﻟﺍ ﺔﻴﺠﻴﺗﺍﺮﺘﺳﺇ -ﺏ
.ﺓﺮﻄﻴﺴﻟﺍ ﻡﺎﻜﺣﺇ ﺔﻴﺠﻴﺗﺍﺮﺘﺳﺇ -ﺝ
.(ﻢﻈﻨﻤﻟﺍ ﻭﺰﻐﻟﺍ) ﺮﺣﺪﻟﺍ ﺔﻴﺠﻴﺗﺍﺮﺘﺳﺇ -ﺩ
.ﻰﺗﺍﺬﻟﺍ ﺮﻴﻣﺪﺘﻟﺍ ﺔﻴﺠﻴﺗﺍﺮﺘﺳﺇ -ـه
20130444 ﺪﻤﺤﻣ ﺪﻣﺎﺣ ﺪﻴﻌﺳ ﺩومحم - ١
20130272 ﺪﻴﺳ ﺡﻭﺪﻤﻣ ﻦﻴﺴﺣ ﻪﻃ - ٢
20130383 ﻢﻴﻫﺍﺮﺑﺇ ﻢﻴﻫﺍﺮﺑﺇ ﺖﻓﺃﺭ ﺪﻤﺤﻣ - ٣
20130598 ﻯﻭﺪﺑ ﻥﺎﻤﻴﻠﺳ ﺪﻤﺤﻣ ﻦﺴﺤﻣ دمحم - ٤
20130374 ﻯﺯﺎﻏ ﻰﺴﻴﻋ ﻢﺗﺎﺣ دمحم - ٥
20130132 ﻰﺳﺮﻤﻟﺍ ﺪﻤﺣﺃ ﺪﻌﺳ ﺔﻴﻨﻣﺃ - ٦
20130228 ﻯﺪﺷﺭ ﻦﻴﺴﺣ ﻭﺮﻤﻋ ﺓﺭﺎﺳ - ٧
20130368 ﻰﺒﻬﻠﺴﻟﺍ ﺪﻤﺤﻣ ﺪﻴﺴﻟﺍ ﺪﻤﺤﻣ - ٨
ﺮﺑﺎﺻ ﻢﻴﻫﺍﺮﺑإ - ٩
ﻰﻔﻄﺼﻣ ﺪﻤﺣﺃ -١٠
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