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17 0 0 17 178.5836 485.3528 Tm
.7 .7 0 0 k
-.0001 Tc
.0001 Tw
[(WHA)85.8(T IS C)31.9(OLLE)11.9(C)8.9(TIVE BAR)8.9(GAINING)8.9(?)]TJ
ET
EMC
/P <</MCID 19>>BDC
BT
17 0 0 17 455.549 485.3528 Tm
0 1 0 0 k
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 20>>BDC
/GS2 gs
BT
/F1 1 Tf
11 0 0 11 178.5836 469.3528 Tm
0 0 0 1 k
-.0002 Tc
.0002 Tw
[(Sometimes ther)17.9(e is a tendency to f)8.8(ocus on legal definitions or on the pr)17.9(oc)8.8(ess )]TJ
ET
EMC
/P <</MCID 21>>BDC
BT
11 0 0 11 529.0898 469.3528 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 22>>BDC
BT
11 0 0 11 178.5836 453.3528 Tm
[(of neg)10(otiation bet)9(w)13.9(een union r)18.1(epr)18.1(esentativ)13.9(es and emplo)13.9(y)13.9(er\()18.1(s)18.1(\))0( but c)9(ollectiv)13.9(e)]TJ
ET
EMC
/P <</MCID 23>>BDC
BT
11 0 0 11 525.2055 453.3528 Tm
( )Tj
ET
EMC
/P <</MCID 24>>BDC
BT
11 0 0 11 178.5836 437.3528 Tm
-.0002 Tc
.0002 Tw
[(bar)6.9(gaining is about mor)17.9(e than that; it is about w)13.7(ork)26.9(er)8.8(s w)13.7(orking c)8.8(ollectiv)13.7(ely to)]TJ
ET
EMC
/P <</MCID 25>>BDC
BT
11 0 0 11 527.8463 437.3528 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 26>>BDC
BT
11 0 0 11 178.5836 421.3528 Tm
-.0002 Tc
.0002 Tw
[(build le)9.8(v)13.7(e)-.2(r)17.9(a)-.2(g)9.8(e)-.2( to g)9.8(et the best deal possible. )]TJ
ET
EMC
/P <</MCID 27>>BDC
BT
11 0 0 11 376.4316 421.3528 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 28>>BDC
BT
11 0 0 11 178.5836 397.3528 Tm
-.015 Tc
[(A)22(t)0( the hear)-9(t of tr)18.1(ade-unionism is the r)18.1(e)0(c)9(ognition that individual w)13.9(ork)27.1(er)9(s ar)18.1(e in an)]TJ
ET
EMC
/P <</MCID 29>>BDC
BT
11 0 0 11 531.6819 397.3528 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 30>>BDC
BT
11 0 0 11 178.5836 381.3528 Tm
-.015 Tc
[(unequal po)13.9(w)13.9(er r)18.1(elationship with their emplo)13.9(y)13.9(e)0(r)72(.)0( A)22(t)0( the outset of an)9(y campaign)]TJ
ET
EMC
/P <</MCID 31>>BDC
BT
11 0 0 11 521.8969 381.3528 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 32>>BDC
BT
11 0 0 11 524.3829 381.3528 Tm
( )Tj
ET
EMC
/P <</MCID 33>>BDC
BT
11 0 0 11 178.5836 365.3528 Tm
-.0002 Tc
.0002 Tw
[(to impr)17.9(o)13.7(v)13.7(e)-.2( or def)8.8(end terms and c)8.8(onditions ther)17.9(e should be a discussion about)]TJ
ET
EMC
/P <</MCID 34>>BDC
BT
11 0 0 11 531.6865 365.3528 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 35>>BDC
BT
11 0 0 11 178.5836 349.3528 Tm
-.0001 Tc
.0001 Tw
[(shif)-9.1(ting the balanc)8.9(e of po)13.8(w)13.8(e)-.1(r)71.9(.)-.1( Br)18(anches should c)8.9(onsider ho)13.8(w to w)13.8(ork with)]TJ
ET
EMC
/P <</MCID 36>>BDC
BT
11 0 0 11 511.6671 349.3528 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 37>>BDC
BT
11 0 0 11 178.5836 333.3528 Tm
-.0001 Tc
.0001 Tw
[(member)8.9(s to bring our c)8.9(ollectiv)13.8(e po)13.8(w)13.8(er \(le)9.9(v)13.8(e)-.1(r)18(a)-.1(g)9.9(e\) to the neg)9.9(otiating table.)]TJ
ET
EMC
/P <</MCID 38>>BDC
BT
11 0 0 11 513.7026 333.3528 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 39>>BDC
BT
11 0 0 11 178.5836 317.3528 Tm
-.0001 Tc
.0001 Tw
[(Of)-9.1(ten it can seem that the emplo)13.8(y)13.8(er holds all the best car)18(ds but w)13.8(e)-.1( alw)9.9(a)8.9(y)8.9(s)]TJ
ET
EMC
/P <</MCID 40>>BDC
BT
11 0 0 11 516.7703 317.3528 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 41>>BDC
BT
11 0 0 11 178.5836 301.3528 Tm
[(ha)9(v)13.9(e)0( options.)]TJ
ET
EMC
/P <</MCID 42>>BDC
BT
11 0 0 11 239.0403 301.3528 Tm
( )Tj
ET
EMC
/P <</MCID 43>>BDC
BT
11 0 0 11 178.5836 277.3528 Tm
-.0001 Tc
.0001 Tw
[(T)18(his section pr)18(o)13.8(vides a f)8.9(e)9.9(w pr)18(actical tips f)8.9(or y)13.8(ou to c)8.9(onsider)71.9(.)]TJ
ET
EMC
/P <</MCID 44>>BDC
BT
11 0 0 11 451.8119 277.3528 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 45>>BDC
/GS1 gs
BT
/F2 1 Tf
13 0 0 13 178.5836 253.3528 Tm
.7 .7 0 0 k
-.01 Tc
(Basics)Tj
ET
EMC
/P <</MCID 46>>BDC
BT
13 0 0 13 213.3721 253.3528 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 47>>BDC
BT
/TT4 1 Tf
18 0 0 18 178.5836 234.5181 Tm
(�)Tj
ET
EMC
/P <</MCID 48>>BDC
/GS2 gs
BT
/F1 1 Tf
11 0 0 11 206.93 234.5181 Tm
0 0 0 1 k
[(Mak)27.1(e sur)18.1(e y)13.9(ou ha)9(v)13.9(e)0( a c)9(o)0(p)9(y)0( of y)13.9(our r)18.1(e)0(c)9(ognition agr)18.1(eement.)]TJ
ET
EMC
/P <</MCID 49>>BDC
BT
11 0 0 11 471.9512 234.5181 Tm
( )Tj
ET
EMC
/P <</MCID 50>>BDC
/GS1 gs
BT
/TT4 1 Tf
18 0 0 18 178.5836 210.5181 Tm
.7 .7 0 0 k
(�)Tj
ET
EMC
/P <</MCID 51>>BDC
/GS2 gs
BT
/F1 1 Tf
11 0 0 11 206.93 210.5181 Tm
0 0 0 1 k
[(Check if the f)9(ormal arr)18.1(ang)10(ements f)9(or neg)10(otiation and c)9(onsultation ar)18.1(e)]TJ
ET
EMC
/P <</MCID 52>>BDC
BT
11 0 0 11 523.4744 210.5181 Tm
( )Tj
ET
EMC
/P <</MCID 53>>BDC
BT
11 0 0 11 206.93 194.5181 Tm
[(clear)72(.)]TJ
ET
EMC
/P <</MCID 54>>BDC
BT
11 0 0 11 230.8108 194.5181 Tm
( )Tj
ET
EMC
/P <</MCID 55>>BDC
/GS1 gs
BT
/TT4 1 Tf
18 0 0 18 178.5836 170.5181 Tm
.7 .7 0 0 k
(�)Tj
ET
EMC
/P <</MCID 56>>BDC
/GS2 gs
BT
/F1 1 Tf
11 0 0 11 206.93 170.5181 Tm
0 0 0 1 k
-.01 Tc
[(Be a)9(w)10(ar)18.1(e of an)9(y inf)9(ormal arr)18.1(ang)10(ements that ha)9(v)13.9(e)0( de)10(v)13.9(eloped o)13.9(v)13.9(er time )]TJ
ET
EMC
/P <</MCID 57>>BDC
BT
11 0 0 11 519.6316 170.5181 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 58>>BDC
BT
11 0 0 11 206.93 154.5181 Tm
-.0101 Tc
.0001 Tw
[(and c)8.9(onsider if these ar)18(e still appr)18(opriate.)]TJ
ET
EMC
/P <</MCID 59>>BDC
BT
11 0 0 11 389.6529 154.5181 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 60>>BDC
/GS1 gs
BT
/F2 1 Tf
13 0 0 13 178.5836 130.5181 Tm
.7 .7 0 0 k
-.01 Tc
[(T)106(aking the initiativ)16.1(e)]TJ
ET
EMC
/P <</MCID 61>>BDC
BT
13 0 0 13 286.1592 130.5181 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 62>>BDC
BT
/TT4 1 Tf
18 0 0 18 178.5836 111.6835 Tm
(�)Tj
ET
EMC
/P <</MCID 63>>BDC
/GS2 gs
BT
/F1 1 Tf
11 0 0 11 206.93 111.6835 Tm
0 0 0 1 k
-.0001 Tc
.0001 Tw
[(Don�t let senior manag)9.9(ement c)8.9(ontr)18(ol the bar)7(gaining ag)9.9(enda. Use the)]TJ
ET
EMC
/P <</MCID 64>>BDC
BT
11 0 0 11 517.1843 111.6835 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 65>>BDC
BT
11 0 0 11 206.93 95.6835 Tm
-.0001 Tc
.0001 Tw
[(bar)7(gaining machinery to tak)27(e f)8.9(orw)9.9(ar)18(d member)8.9(s� demands, not only )]TJ
ET
EMC
/P <</MCID 66>>BDC
BT
11 0 0 11 513.7518 95.6835 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 67>>BDC
BT
11 0 0 11 206.93 79.6835 Tm
-.0001 Tc
.0001 Tw
[(r)18(espond to the emplo)13.8(y)13.8(er�)34.8(s ag)9.9(enda.)]TJ
ET
EMC
/P <</MCID 68>>BDC
BT
11 0 0 11 363.1441 79.6835 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 69>>BDC
BT
11 0 0 11 178.5836 55.6835 Tm
( )Tj
ET
EMC
/P <</MCID 70>>BDC
/GS1 gs
BT
/F8 1 Tf
14 0 0 14 216.1914 41.8377 Tm
.7 .7 0 0 k
.0499 Tc
.0001 Tw
[(BUILDING EFFE)8.9(C)8.9(TIVE BARGAINING: A BRIEF GUIDE  )]TJ
ET
EMC
/P <</MCID 71>>BDC
BT
14 0 0 14 543.1033 41.8377 Tm
0 Tc
0 Tw
(5)Tj
ET
EMC
/P <</MCID 72>>BDC
BT
/F7 1 Tf
35 0 0 35 178.5836 745.8933 Tm
-.015 Tc
[(Bar)12.9(g)6.1(aining and neg)12.9(otiating)]TJ
ET
EMC
/Artifact <</Type/Layout>>BDC
0 0 0 0 K
0 J 0 j 4 w 10 M [] 0 d
q 1 0 0 1 42.521 700.032 cm 0 0 m
113.386 0 l
S
Q
1.334 w 
q 1 0 0 1 42.521 694.699 cm 0 0 m
113.386 0 l
S
Q
EMC
/Artifact <</Type/Layout>>BDC
0 0 0 0 k
56.693 714.331 85.04 85.039 re
f
EMC
/P <</MCID 73>>BDC
BT
98.807 0 0 98.807 81.7238 723.1789 Tm
.7 .7 0 0 k
0 Tc
(1)Tj
ET
EMC
/P <</MCID 74>>BDC
BT
/F1 1 Tf
17 0 0 17 49.7597 544.8423 Tm
0 0 0 0 k
-.015 Tc
[(A)22(t)0( the hear)-9(t of)]TJ
ET
EMC
/P <</MCID 75>>BDC
BT
17 0 0 17 148.4119 544.8423 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 76>>BDC
BT
17 0 0 17 46.9303 524.4423 Tm
-.015 Tc
[(tr)18.1(ade-unionism)]TJ
ET
EMC
/P <</MCID 77>>BDC
BT
17 0 0 17 151.2413 524.4423 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 78>>BDC
BT
17 0 0 17 80.8022 504.0423 Tm
-.015 Tc
(is the )Tj
ET
EMC
/P <</MCID 79>>BDC
BT
17 0 0 17 120.9564 504.0423 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 80>>BDC
BT
17 0 0 17 60.8451 483.6424 Tm
-.015 Tc
[(r)18.1(e)0(c)9(ognition )]TJ
ET
EMC
/P <</MCID 81>>BDC
BT
17 0 0 17 140.9136 483.6424 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 82>>BDC
BT
17 0 0 17 50.8652 463.2425 Tm
-.015 Tc
(that individual)Tj
ET
EMC
/P <</MCID 83>>BDC
BT
17 0 0 17 147.3064 463.2425 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 84>>BDC
BT
17 0 0 17 51.5717 442.8425 Tm
-.015 Tc
[(w)13.9(ork)27.1(er)9(s ar)18.1(e in)]TJ
ET
EMC
/P <</MCID 85>>BDC
BT
17 0 0 17 146.5999 442.8425 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 86>>BDC
BT
17 0 0 17 61.6942 422.4425 Tm
-.015 Tc
(an unequal)Tj
ET
EMC
/P <</MCID 87>>BDC
BT
17 0 0 17 136.4774 422.4425 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 88>>BDC
BT
17 0 0 17 77.6984 402.0426 Tm
-.015 Tc
[(po)13.9(w)13.9(er )]TJ
ET
EMC
/P <</MCID 89>>BDC
BT
17 0 0 17 124.0603 402.0426 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 90>>BDC
BT
17 0 0 17 59.1873 381.6427 Tm
-.015 Tc
[(r)18.1(elationship)]TJ
ET
EMC
/P <</MCID 91>>BDC
BT
17 0 0 17 138.9843 381.6427 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 92>>BDC
BT
17 0 0 17 66.6752 361.2427 Tm
-.015 Tc
(with their )Tj
ET
EMC
/P <</MCID 93>>BDC
BT
17 0 0 17 135.0834 361.2427 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 94>>BDC
BT
17 0 0 17 67.0818 340.8427 Tm
-.015 Tc
[(emplo)13.9(y)13.9(e)0(r)]TJ
ET
EMC
/P <</MCID 95>>BDC
BT
17 0 0 17 131.0898 340.8427 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 96>>BDC
BT
17 0 0 17 99.2133 320.4427 Tm
( )Tj
ET
EMC
/P <</MCID 97>>BDC
BT
17 0 0 17 99.2133 300.0429 Tm
( )Tj
ET
EMC
/P <</MCID 98>>BDC
BT
17 0 0 17 67.7809 279.6429 Tm
-.015 Tc
[(Br)18.1(anches )]TJ
ET
EMC
/P <</MCID 99>>BDC
BT
17 0 0 17 133.9778 279.6429 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 100>>BDC
BT
17 0 0 17 45.4255 259.243 Tm
-.015 Tc
[(should c)9(onsider)]TJ
ET
EMC
/P <</MCID 101>>BDC
BT
17 0 0 17 152.7461 259.243 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 102>>BDC
BT
17 0 0 17 57.034 238.8431 Tm
-.0154 Tc
.0004 Tw
[(ho)13.5(w to w)13.5(ork)]TJ
ET
EMC
/P <</MCID 103>>BDC
BT
17 0 0 17 141.1376 238.8431 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 104>>BDC
BT
17 0 0 17 49.9305 218.4431 Tm
-.015 Tc
[(with member)9(s)]TJ
ET
EMC
/P <</MCID 105>>BDC
BT
17 0 0 17 148.2411 218.4431 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 106>>BDC
BT
17 0 0 17 59.6365 198.0431 Tm
-.0153 Tc
.0003 Tw
(to bring our )Tj
ET
EMC
/P <</MCID 107>>BDC
BT
17 0 0 17 142.1222 198.0431 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 108>>BDC
BT
17 0 0 17 67.0828 177.6432 Tm
-.015 Tc
[(c)9(ollectiv)13.9(e )]TJ
ET
EMC
/P <</MCID 109>>BDC
BT
17 0 0 17 134.6758 177.6432 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 110>>BDC
BT
17 0 0 17 56.1075 157.2432 Tm
-.0154 Tc
.0004 Tw
[(po)13.5(w)13.5(er to the )]TJ
ET
EMC
/P <</MCID 111>>BDC
BT
17 0 0 17 145.6511 157.2432 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 112>>BDC
BT
17 0 0 17 60.8018 136.8433 Tm
-.015 Tc
[(neg)10(otiating)]TJ
ET
EMC
/P <</MCID 113>>BDC
BT
17 0 0 17 137.3698 136.8433 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 114>>BDC
BT
17 0 0 17 82.1114 116.4433 Tm
-.015 Tc
(table)Tj
ET
EMC
/Artifact <</Type/Layout>>BDC
.7 .7 0 0 K
4 w 
q 1 0 0 1 155.907 700.031 cm 0 0 m
396.848 0 l
S
Q
1.334 w 
q 1 0 0 1 155.907 694.698 cm 0 0 m
396.848 0 l
S
Q
EMC
/Figure <</MCID 115>>BDC
Q
0 0 0 0 k
/GS1 gs
1 i 
q 1 0 0 1 122.04 579.883 cm 0 0 m
-1.277 0 -2.4484 0 -3.845 0 c
-3.845 2.2145 -3.8454 4.3561 -3.845 6.4981 c
-3.845 7.146 -3.8338 7.7943 -3.8465 8.4418 c
-3.8977 11.015 -5.4255 12.606 -7.9859 12.611 c
-18.138 12.632 -28.291 12.633 -38.443 12.606 c
-40.918 12.599 -42.474 11.017 -42.51 8.541 c
-42.55 5.7463 -42.519 2.9503 -42.519 .036 c
-43.84 .036 -44.993 .036 -46.24 .036 c
-46.294 .4492 -46.38 .8087 -46.381 1.1686 c
-46.39 3.7606 -46.356 6.353 -46.385 8.9445 c
-46.41 11.254 -45.501 13.104 -43.854 14.682 c
-43.381 15.134 -42.926 15.767 -42.793 16.389 c
-41.266 23.512 -36.512 25.983 -31.092 26.378 c
-25.829 26.763 -20.498 26.748 -15.23 26.403 c
-10.193 26.074 -5.1731 23.866 -3.5358 16.594 c
-3.385 15.924 -2.8175 15.349 -2.4464 14.728 c
-1.6301 13.363 -.254 12.054 -.1116 10.622 c
.2324 7.162 0 3.6454 0 0 c
f
Q
q
48.316 665.151 100.704 -85.269 re
W n
q 1 0 0 1 148.968 607.666 cm 0 0 m
-3.2487 0 -6.3749 -.0192 -9.5 .0264 c
-9.8512 .0312 -10.209 .3823 -10.538 .6099 c
-10.658 .6927 -10.701 .8843 -10.784 1.0239 c
-13.366 5.3879 -13.365 5.3875 -11.244 10.05 c
-11.047 10.483 -10.875 10.927 -10.645 11.477 c
-11.181 11.674 -11.619 11.831 -12.054 11.994 c
-12.914 12.316 -13.415 12.059 -13.816 11.189 c
-15.082 8.4458 -16.469 5.7595 -17.747 3.0227 c
-18.792 .7855 -20.398 -.3663 -22.955 -.306 c
-26.896 -.2128 -30.841 -.3148 -34.783 -.2592 c
-37.252 -.2244 -38.683 1.335 -38.514 3.6282 c
-38.38 5.4367 -37.419 6.5317 -35.619 6.7657 c
-32.785 7.134 -29.946 7.5012 -27.099 7.7335 c
-26.068 7.8175 -25.588 8.2198 -25.215 9.1249 c
-23.774 12.616 -22.288 16.089 -20.779 19.552 c
-19.445 22.613 -17.405 24.927 -13.999 25.746 c
-9.5848 26.809 -5.1063 24.878 -3.389 20.697 c
-2.4044 18.298 -2.0025 15.625 -1.5877 13.036 c
-.931 8.9341 -.4831 4.7988 .0472 .6771 c
.0672 .5244 .0276 .364 0 0 c
f
Q
Q
q 1 0 0 1 59.207 617.546 cm 0 0 m
.703 -1.6113 1.3069 -3.1627 2.0542 -4.6412 c
2.4498 -5.4239 2.3695 -6.011 1.9395 -6.7164 c
1.2949 -7.7743 .6931 -8.8649 .1671 -9.9855 c
-.2756 -10.929 -.8846 -11.335 -1.9605 -11.311 c
-4.8626 -11.248 -7.7669 -11.29 -10.89 -11.29 c
-10.578 -8.6609 -10.309 -6.223 -9.9929 -3.7914 c
-9.6172 -.9062 -9.2259 1.9777 -8.7865 4.854 c
-8.6249 5.9118 -8.3981 6.9785 -8.0442 7.9857 c
-6.5373 12.276 -3.5761 14.592 .4856 14.745 c
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[(T)18(he r)8(ole of po)12.8(w)12.8(er at the bargaining table)]TJ
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[(fr)18(om a c)8.9(ombination of sound w)13.8(orkplac)8.9(e or)7(ganisation, high member)8.9(ship)]TJ
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[(allies and k)26.9(e)9.8(y actor)8.8(s, and finding the right tool to le)9.8(v)13.7(er a set of )]TJ
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EMC
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ET
EMC
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.7 .7 0 0 k
(�)Tj
ET
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[(L)17.9(e)9.8(v)13.7(e)-.2(r)17.9(a)-.2(g)9.8(e)-.2( needs to ha)8.8(v)13.7(e)-.2( the potential to either hur)-9.2(t the emplo)13.7(y)13.7(er )]TJ
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EMC
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EMC
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[(the other side at a giv)13.9(en point in time.)]TJ
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EMC
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EMC
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(�)Tj
ET
EMC
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[(C)18(onsider what tactics ar)18(e nec)8.9(essary to achie)9.9(v)13.8(e)-.1( the desir)18(ed chang)9.9(e in )]TJ
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EMC
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BT
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-.0001 Tc
.0001 Tw
[(team only benefits the emplo)13.8(y)13.8(er�)34.8(s side. T)126.9(eam member)8.9(s should not )]TJ
ET
EMC
/P <</MCID 22>>BDC
BT
11 0 0 11 510.1161 486.5181 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 23>>BDC
BT
11 0 0 11 206.93 470.5181 Tm
-.0001 Tc
.0001 Tw
[(pr)18(oduc)8.9(e their o)13.8(wn individualised public briefings and dissent fr)18(om )]TJ
ET
EMC
/P <</MCID 24>>BDC
BT
11 0 0 11 508.1763 470.5181 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 25>>BDC
BT
11 0 0 11 206.93 454.5181 Tm
[(the c)9(ollectiv)13.9(ely agr)18.1(eed appr)18.1(oach. )]TJ
ET
EMC
/P <</MCID 26>>BDC
BT
11 0 0 11 358.7732 454.5181 Tm
( )Tj
ET
EMC
/P <</MCID 27>>BDC
/GS1 gs
BT
/TT4 1 Tf
18 0 0 18 178.5836 430.5181 Tm
.7 .7 0 0 k
(�)Tj
ET
EMC
/P <</MCID 28>>BDC
/GS2 gs
BT
/F1 1 Tf
11 0 0 11 206.93 430.5181 Tm
0 0 0 1 k
-.0151 Tc
.0001 Tw
[(Alw)9.9(a)8.9(y)8.9(s)-.1( meet bef)8.9(or)18(e and af)-9.1(ter the meeting with manag)9.9(ement; pr)18(e-meetings)]TJ
ET
EMC
/P <</MCID 29>>BDC
BT
11 0 0 11 537.7872 430.5181 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 30>>BDC
BT
11 0 0 11 206.93 414.5181 Tm
-.0153 Tc
.0003 Tw
[(to agr)17.8(ee the appr)17.8(oach, af)-9.3(ter the meeting to agr)17.8(ee the messag)9.7(e to member)8.7(s,)]TJ
ET
EMC
/P <</MCID 31>>BDC
BT
11 0 0 11 537.2744 414.5181 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 32>>BDC
BT
11 0 0 11 206.93 398.5181 Tm
-.0001 Tc
.0001 Tw
[(what happens ne)8.9(xt, and ho)13.8(w to maintain momentum.)]TJ
ET
EMC
/P <</MCID 33>>BDC
BT
11 0 0 11 449.6247 398.5181 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 34>>BDC
/GS1 gs
BT
/F2 1 Tf
13 0 0 13 178.5836 374.5181 Tm
.7 .7 0 0 k
-.0003 Tc
.0003 Tw
[(A)6.8(c)8.7(c)8.7(ountabilit)8.7(y to the members )]TJ
ET
EMC
/P <</MCID 35>>BDC
BT
13 0 0 13 352.485 374.5181 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 36>>BDC
BT
/TT4 1 Tf
18 0 0 18 178.5836 355.6835 Tm
(�)Tj
ET
EMC
/P <</MCID 37>>BDC
/GS2 gs
BT
/F1 1 Tf
11 0 0 11 206.93 355.6835 Tm
0 0 0 1 k
-.0151 Tc
.0001 Tw
[(Be as open as possible. T)18(he mor)18(e inf)8.9(ormation y)13.8(our neg)9.9(otiator)8.9(s can c)8.9(o)-.1(n)8.9(v)13.8(e)9.9(y)]TJ
ET
EMC
/P <</MCID 38>>BDC
BT
11 0 0 11 531.5414 355.6835 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 39>>BDC
BT
11 0 0 11 206.93 339.6835 Tm
-.0001 Tc
.0001 Tw
[(to the r)18(est of the member)8.9(ship about what happens in neg)9.9(otiations, the)]TJ
ET
EMC
/P <</MCID 40>>BDC
BT
11 0 0 11 526.755 339.6835 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 41>>BDC
BT
11 0 0 11 206.93 323.6835 Tm
-.0151 Tc
.0001 Tw
[(better)71.9(. T)18(he mor)18(e r)18(epr)18(esentativ)13.8(e y)13.8(our neg)9.9(otiating team is of the w)13.8(orkf)8.9(or)18(c)8.9(e)]TJ
ET
EMC
/P <</MCID 42>>BDC
BT
11 0 0 11 527.3057 323.6835 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 43>>BDC
BT
11 0 0 11 206.93 307.6835 Tm
-.0001 Tc
.0001 Tw
[(which it is neg)9.9(otiating on behalf of)27(, the better)71.9(. T)18(he mor)18(e oppor)-9.1(tunities)]TJ
ET
EMC
/P <</MCID 44>>BDC
BT
11 0 0 11 523.5637 307.6835 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 45>>BDC
BT
11 0 0 11 206.93 291.6835 Tm
-.0002 Tc
.0002 Tw
[(member)8.8(s ha)8.8(v)13.7(e)-.2( to f)8.8(eed into the neg)9.8(otiating pr)17.9(oc)8.8(ess while it is ong)9.8(oing,)]TJ
ET
EMC
/P <</MCID 46>>BDC
BT
11 0 0 11 523.8308 291.6835 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 47>>BDC
BT
11 0 0 11 206.93 275.6835 Tm
-.0003 Tc
.0003 Tw
[(the better)71.7(. )]TJ
ET
EMC
/P <</MCID 48>>BDC
BT
11 0 0 11 255.9139 275.6835 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 49>>BDC
/GS1 gs
BT
/TT4 1 Tf
18 0 0 18 178.5836 251.6835 Tm
.7 .7 0 0 k
(�)Tj
ET
EMC
/P <</MCID 50>>BDC
/GS2 gs
BT
/F1 1 Tf
11 0 0 11 206.93 251.6835 Tm
0 0 0 1 k
[(A)31(v)13.9(oid tr)18.1(eating inf)9(ormation or off)9(er)9(s pr)18.1(o)13.9(vided b)9(y)0( the emplo)13.9(y)13.9(er as )]TJ
ET
EMC
/P <</MCID 51>>BDC
BT
11 0 0 11 501.0048 251.6835 Tm
( )Tj
ET
EMC
/P <</MCID 52>>BDC
BT
11 0 0 11 206.93 235.6835 Tm
-.0001 Tc
.0001 Tw
[(c)8.9(onfidential, whene)9.9(v)13.8(er possible. It can be an emplo)13.8(y)13.8(er tactic to privileg)9.9(e)]TJ
ET
EMC
/P <</MCID 53>>BDC
BT
11 0 0 11 533.5024 235.6835 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 54>>BDC
BT
11 0 0 11 206.93 219.6835 Tm
-.0002 Tc
.0002 Tw
[(union neg)9.8(otiator)8.8(s with inf)8.8(ormation that the)9.8(y later use to cr)17.9(eate a division)]TJ
ET
EMC
/P <</MCID 55>>BDC
BT
11 0 0 11 537.9446 219.6835 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 56>>BDC
BT
11 0 0 11 206.93 203.6835 Tm
-.0001 Tc
.0001 Tw
[(bet)8.9(w)13.8(een the neg)9.9(otiator)8.9(s and those the)9.9(y r)18(epr)18(esent. Be w)9.9(ary of attempts)]TJ
ET
EMC
/P <</MCID 57>>BDC
BT
11 0 0 11 529.6926 203.6835 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 58>>BDC
BT
11 0 0 11 206.93 187.6835 Tm
-.0002 Tc
.0002 Tw
(to divide and rule.)Tj
ET
EMC
/P <</MCID 59>>BDC
BT
11 0 0 11 288.0011 187.6835 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 60>>BDC
/GS1 gs
BT
/TT4 1 Tf
18 0 0 18 178.5836 163.6835 Tm
.7 .7 0 0 k
(�)Tj
ET
EMC
/P <</MCID 61>>BDC
/GS2 gs
BT
/F1 1 Tf
11 0 0 11 206.93 163.6835 Tm
0 0 0 1 k
[(As a rule of thumb)9(, an)9(ything y)13.9(our emplo)13.9(y)13.9(er sugg)10(ests that y)13.9(ou w)13.9(ould be)]TJ
ET
EMC
/P <</MCID 62>>BDC
BT
11 0 0 11 530.2569 163.6835 Tm
( )Tj
ET
EMC
/P <</MCID 63>>BDC
BT
11 0 0 11 206.93 147.6835 Tm
-.0002 Tc
.0002 Tw
[(embarr)17.9(assed to tell y)13.7(our member)8.8(s about should be r)17.9(efused.)]TJ
ET
EMC
/P <</MCID 64>>BDC
BT
11 0 0 11 477.5322 147.6835 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 65>>BDC
/GS1 gs
BT
/F2 1 Tf
13 0 0 13 178.5836 123.6835 Tm
.7 .7 0 0 k
(Decision making)Tj
ET
EMC
/P <</MCID 66>>BDC
BT
13 0 0 13 270.5977 123.6835 Tm
( )Tj
ET
EMC
/P <</MCID 67>>BDC
/GS2 gs
BT
/F1 1 Tf
11 0 0 11 178.5836 104.8488 Tm
0 0 0 1 k
[(If y)13.9(ou ha)9(v)13.9(e)0( been tr)18.1(anspar)18.1(ent with the member)9(s during the neg)10(otiations, the)]TJ
ET
EMC
/P <</MCID 68>>BDC
BT
11 0 0 11 520.8483 104.8488 Tm
( )Tj
ET
EMC
/P <</MCID 69>>BDC
BT
11 0 0 11 178.5836 88.8488 Tm
[(final dr)18.1(af)-9(t agr)18.1(eement should not c)9(ome as a shock. Best pr)18.1(actic)9(e w)13.9(ould be f)9(o)0(r)]TJ
ET
EMC
/P <</MCID 70>>BDC
BT
11 0 0 11 524.8617 88.8488 Tm
( )Tj
ET
EMC
/P <</MCID 71>>BDC
BT
11 0 0 11 178.5836 72.8488 Tm
-.0002 Tc
.0002 Tw
[(neg)9.8(otiator)8.8(s \(thr)17.9(ough the br)17.9(anch\) to:)]TJ
ET
EMC
/P <</MCID 72>>BDC
BT
11 0 0 11 342.7918 72.8488 Tm
0 Tc
0 Tw
( )Tj
ET
EMC
/P <</MCID 73>>BDC
/GS1 gs
BT
/F8 1 Tf
14 0 0 14 216.0795 41.8377 Tm
.7 .7 0 0 k
.0499 Tc
.0001 Tw
[(BUILDING EFFE)8.9(C)8.9(TIVE BARGAINING: A BRIEF GUIDE  )]TJ
ET
EMC
/P <</MCID 74>>BDC
BT
14 0 0 14 542.9912 41.8377 Tm
0 Tc
0 Tw
(7)Tj
ET
EMC
/P <</MCID 75>>BDC
BT
/F7 1 Tf
35 0 0 35 178.5836 745.8933 Tm
-.015 Tc
[(Bar)12.9(g)6.1(aining and neg)12.9(otiating)]TJ
ET
EMC
/Artifact <</Type/Layout>>BDC
0 0 0 0 K
0 J 0 j 4 w 10 M [] 0 d
q 1 0 0 1 42.521 700.032 cm 0 0 m
113.386 0 l
S
Q
1.334 w 
q 1 0 0 1 42.521 694.699 cm 0 0 m
113.386 0 l
S
Q
EMC
/Artifact <</Type/Layout>>BDC
0 0 0 0 k
56.693 714.331 85.04 85.039 re
f
EMC
/P <</MCID 76>>BDC
BT
98.807 0 0 98.807 81.7238 723.1789 Tm
.7 .7 0 0 k
0 Tc
(1)Tj
ET
EMC
/P <</MCID 77>>BDC
BT
/F1 1 Tf
17 0 0 17 60.5892 544.8423 Tm
0 0 0 0 k
-.015 Tc
(As a rule of)Tj
ET
EMC
/P <</MCID 78>>BDC
BT
17 0 0 17 137.5824 544.8423 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 79>>BDC
BT
17 0 0 17 44.193 524.4423 Tm
-.02 Tc
[(thumb)9(, an)9(ything)]TJ
ET
EMC
/P <</MCID 80>>BDC
BT
17 0 0 17 153.8937 524.4423 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 81>>BDC
BT
17 0 0 17 50.0216 504.0423 Tm
-.015 Tc
[(y)13.9(our emplo)13.9(y)13.9(e)0(r)]TJ
ET
EMC
/P <</MCID 82>>BDC
BT
17 0 0 17 148.15 504.0423 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 83>>BDC
BT
17 0 0 17 53.5684 483.6424 Tm
-.015 Tc
[(sugg)10(ests that)]TJ
ET
EMC
/P <</MCID 84>>BDC
BT
17 0 0 17 144.6033 483.6424 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 85>>BDC
BT
17 0 0 17 53.7793 463.2425 Tm
-.015 Tc
[(y)13.9(ou w)13.9(ould be)]TJ
ET
EMC
/P <</MCID 86>>BDC
BT
17 0 0 17 144.3923 463.2425 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 87>>BDC
BT
17 0 0 17 54.758 442.8425 Tm
-.0153 Tc
[(embarr)17.8(assed )]TJ
ET
EMC
/P <</MCID 88>>BDC
BT
17 0 0 17 147.0006 442.8425 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 89>>BDC
BT
17 0 0 17 62.8564 422.4425 Tm
-.0157 Tc
.0007 Tw
[(to tell y)13.2(our)]TJ
ET
EMC
/P <</MCID 90>>BDC
BT
17 0 0 17 135.3152 422.4425 Tm
0 Tc
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( )Tj
ET
EMC
/P <</MCID 91>>BDC
BT
17 0 0 17 66.6501 402.0426 Tm
-.015 Tc
[(member)9(s )]TJ
ET
EMC
/P <</MCID 92>>BDC
BT
17 0 0 17 135.1086 402.0426 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 93>>BDC
BT
17 0 0 17 54.7922 381.6427 Tm
-.015 Tc
(about should )Tj
ET
EMC
/P <</MCID 94>>BDC
BT
17 0 0 17 146.9664 381.6427 Tm
0 Tc
( )Tj
ET
EMC
/P <</MCID 95>>BDC
BT
17 0 0 17 63.4458 361.2427 Tm
-.015 Tc
[(be r)18.1(efused)]TJ
ET
EMC
/P <</MCID 96>>BDC
BT
17 0 0 17 134.7258 361.2427 Tm
0 Tc
( )Tj
ET
EMC
/Artifact <</Type/Layout>>BDC
.7 .7 0 0 K
4 w 
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396.848 0 l
S
Q
1.334 w 
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396.848 0 l
S
Q
EMC
/Figure <</MCID 97>>BDC
Q
0 0 0 0 k
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1 i 
q 1 0 0 1 122.04 579.883 cm 0 0 m
-1.277 0 -2.4484 0 -3.845 0 c
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f
Q
q
48.316 665.151 100.704 -85.269 re
W n
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f
Q
Q
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4.7384 14.906 8.0437 12.795 9.8805 8.6444 c
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19.882 .881 19.799 1.8505 20.899 2.2808 c
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9.1978 -10.246 7.6927 -9.3173 6.7393 -7.4763 c
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f
Q
q 1 0 0 1 74.283 621.598 cm 0 0 m
-.3053 .6946 -.4126 1.0678 -.6153 1.3789 c
-2.0069 3.515 -1.8538 5.5231 -.4348 7.6407 c
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4.7267 9.2758 7.0423 9.3175 9.5184 9.3175 c
9.7502 11.961 9.9314 14.529 10.209 17.087 c
10.726 21.844 13.211 24.542 17.829 25.497 c
18.993 25.737 20.03 25.711 20.969 24.804 c
21.702 24.096 22.625 23.586 23.375 22.892 c
24.222 22.108 24.926 21.91 25.839 22.83 c
26.595 23.591 27.555 24.145 28.348 24.874 c
29.15 25.609 30.036 25.72 31.046 25.568 c
35.619 24.878 38.419 22.069 38.975 17.469 c
39.292 14.852 39.482 12.22 39.755 9.3154 c
41.048 9.3154 42.317 9.3158 43.586 9.3153 c
44.613 9.3149 45.64 9.3392 46.665 9.3076 c
48.921 9.2382 50.745 6.4051 49.874 4.3394 c
49.455 3.3482 49.015 2.3668 48.428 1.0246 c
47.796 2.1784 47.191 3.0427 46.831 3.9994 c
46.366 5.2337 45.582 5.5385 44.342 5.4614 c
42.567 5.3508 40.778 5.4595 38.997 5.4075 c
38.153 5.3828 37.613 5.6257 37.179 6.4005 c
31.782 16.024 17.923 16.358 12.111 6.4844 c
11.618 5.646 11.058 5.4064 10.165 5.426 c
8.1678 5.47 6.1671 5.3951 4.1703 5.4575 c
3.176 5.4885 2.5956 5.1785 2.1828 4.2335 c
1.5843 2.8635 .8189 1.5665 0 0 c
f
Q
q 1 0 0 1 98.771 609.632 cm 0 0 m
-6.2014 .028 -11.113 5.0228 -11.094 11.282 c
-11.075 17.501 -6.0682 22.498 .1232 22.477 c
6.4121 22.455 11.477 17.39 11.432 11.168 c
11.386 4.9072 6.3333 -.0288 0 0 c
f
Q
q 1 0 0 1 132.559 635.544 cm 0 0 m
-4.9148 .0865 -8.9181 4.2391 -8.7761 9.103 c
-8.6325 14.027 -4.5576 17.91 .3907 17.839 c
5.2375 17.77 9.3248 13.523 9.1757 8.712 c
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[(v)12.8(arying degr)18(ees of impor)-9.1(tanc)8.9(e. Some ma)8.9(y not be immediately appar)18(ent.)]TJ
ET
EMC
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( )Tj
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EMC
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EMC
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ET
EMC
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11 0 0 11 178.5836 549.0548 Tm
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[(which ther)18(e seems to be c)8.9(onflict, eg. the r)18(eal issue ma)8.9(y be ho)13.8(w decisions ar)18(e)]TJ
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EMC
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ET
EMC
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EMC
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EMC
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EMC
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EMC
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EMC
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[(Which of the issues ar)17.9(e impor)-9.2(tant to our side)35.7(?)]TJ
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EMC
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EMC
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EMC
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EMC
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EMC
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EMC
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(Assess the opposition)Tj
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EMC
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EMC
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[(What points will the)12.9(y r)18.1(aise)35.9(?)]TJ
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EMC
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EMC
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[(What str)18(ategies might the)12.8(y adopt)18(?)]TJ
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EMC
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EMC
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EMC
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EMC
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(l)Tj
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EMC
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[(What do the)12.8(y)59(/)81(w)16(e)-.1( stand to lose b)8.9(y)-.1( r)18(ejecting lik)27(ely pr)18(oposals)35.8(?)]TJ
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EMC
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[(What do the)12.8(y)59(/)81(w)16(e)-.1( stand to lose b)8.9(y)-.1( ac)8.9(c)8.9(epting)27(?)]TJ
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