El Arte de La Guerra

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{{\field{\*\fldinst{HYPERLINK "#52"}}{\fldrslt { }}}}\b0 \par\pard\sect\sectd\s
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mult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0
\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\
li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0
\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0
\fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-2
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pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs1
8\cf0\par\pard\li1320\ri0\sl-333\slmult0 \*\tx9693\fs20\cf0\f1\charscalex100 {Di
stribuido por: {\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{
\fldrslt { }}}}{ }\fs20\cf3\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http
://www.autodesarrollo.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs20\cf0\f1\ch
arscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fld
rslt {
Videos para la formacin laboral y gerencial}}}}\tab \fs24\cf0\f1\cha
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argrsxn133\pard\sect\sectd\sbkpage
7;32768}}

7;32768}}
3\margtsxn573\margbsxn133\cols2\colno1\colw7960\colsr-0\colno2\colw3480\pard\li5
040\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li5040\ri0\sl-213\slmult0 \fs18\cf0\pa
r\pard\li5040\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li5040\ri0\sl-213\slmult0 \f
s18\cf0\par\pard\li5040\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li5040\ri0\sl-213\
slmult0 \fs18\cf0\par\pard\li5040\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li5040\r
i0\sl-320\slmult0 \fs28\cf0\f0\charscalex100\b {Prlogo}\b0 \par\column\pard\li0\r
i0\sl-226\slmult0 \fs20\cf0\f0\charscalex100\b {El Arte de la Guerra}\b0 \par\pa
rd\sect\sectd\sbknone\pgwsxn12240\pghsxn15840\marglsxn666\margrsxn133\pard\li132
pard\li1320\ri0\sl-453\slmult0 \fs24\cf0\f1\charscalex100 {El ARTE DE LA GUERRA
fue escrito por SUN TZU, en China, hace 2000}\par\pard\li1320\ri0\sl-266\slmul
t0 \fs24\cf0\f1\charscalex100 {aos y es el primer intento conocido de formular un
a base racional para el}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charsca
lex100 {planeamiento y conduccin de operaciones militares.}\par\pard\li1320\ri0\s
l-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscal
ex100 {Las frases sabias con formato de aforismo, que constituyen el ncleo de est
a}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {obra, han sido
fuente de inspiracin }\fs24\cf0\f1\charscalex100 {para los profesionales militar
es}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {contemporneos,
como as tambin para los lderes de empresas cuyas}\par\pard\li1320\ri0\sl-266\slmul
t0 \fs24\cf0\f1\charscalex100 {actividades se realizan en un ambiente de compete
ncia.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-346\s
lmult0 \fs24\cf0\f1\charscalex100 {Las actividades competitivas presentan }\fs24
\cf0\f1\charscalex100 {grandes similitudes con los conflictos}\par\pard\li1320\r
i0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {planteados por la guerra. El modo
potico y ambiguo reflejado por Sun Tzu ha}\par\pard\li1320\ri0\sl-266\slmult0 \fs
24\cf0\f1\charscalex100 {sido aprovechado por los gerentes cont}\fs24\cf0\f1\cha
rscalex100 {emporneos para aplicar muchos de}\par\pard\li1320\ri0\sl-280\slmult0
\fs24\cf0\f1\charscalex100 {sus conceptos en la conduccin de las organizaciones m
odernas de negocios. }\par\pard\li1320\ri0\sl-373\slmult0 \fs24\cf0\f1\charscal
ex100 {El lenguaje ha adoptado muchas expresiones de la guerra y las ha incorpor
ado}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {a sus accion
es cotidianas:\uc1\u8221Xcampo de batalla\uc1\u8221X, "ataque", "emboscada", "ti
erra de}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {nadie" o
"guerrilla" son expresiones de us}\fs24\cf0\f1\charscalex100 {o habitual en el
mundo corporativo.}\par\pard\li1320\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex10

0 {Histricamente, los ejrcitos y las em}\fs24\cf0\f1\charscalex100 {presas exitosa
s han tenido mucho en}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charscale
x100 {comn: cuidadosa preparacin, velo}\fs24\cf0\f1\charscalex100 {cidad, uso de l
os recursos donde generen}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\chars
calex100 {mayor impacto, movilidad, flexibilidad, y firmeza.}\par\pard\li1320\ri
0\sl-466\slmult0 \fs24\cf0\f1\charscalex100 { Las ideas de Sun Tzu son convertib
les en conceptos de negocios que son}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\c
f0\f1\charscalex100 {claros para poner en prctica y obtener el xito.}\par\pard\li
1320\ri0\sl-480\slmult0 \fs24\cf0\f1\charscalex100 {El objetivo de la lectura de
EL ARTE DE LA GUERRRA es tomar conciencia}\par\pard\li1320\ri0\sl-266\slmult0
\fs24\cf0\f1\charscalex100 {por medio de diversos ejemplos y pensam}\fs24\cf0\
f1\charscalex100 {ientos de las diferentes maneras en}\par\pard\li1320\ri0\sl-2
80\slmult0 \fs24\cf0\f1\charscalex100 {que se pueden aplicar las estrategias en
los negocios y comprender la}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\ch
arscalex100 {influencia que tienen nuestras decisiones.}\par\pard\li1320\ri0\sl480\slmult0 \fs24\cf0\f1\charscalex100 {El libro despliega seis principios estra
tgicos que se describen a continuacin: }\par\pard\li1320\ri0\sl-466\slmult0 \fs24
\cf0\f0\charscalex100\b {1. Gane todo sin combatir.}\b0 \par\pard\li1320\ri0\sl480\slmult0 \fs24\cf0\f1\charscalex100 {Sun Tzu dijo:}\par\pard\li1320\ri0\sl-48
0\slmult0 \fs22\cf0\f0\charscalex100\i {"Tu meta debe ser tomar intacto todo lo
que hay bajo el cielo. De este modo tus}\i0 \par\pard\li1320\ri0\sl-266\slmult0
\fs24\cf0\f0\charscalex100\i {tropas no se agotarn y tu victoria ser total. ste es
el arte de la estrategia}\i0 \par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f0\ch
arscalex100\i {ofensiva".}\i0 \par\pard\li1320\ri0\sl-480\slmult0 \fs24\cf0\f0\c
harscalex100\i {"Porque obtener cien victorias en cien bata}\i0 \fs24\cf0\f0\cha
rscalex100\i {llas no es el colmo de la habilidad.}\i0 \par\pard\li1320\ri0\sl-2
80\slmult0 \fs24\cf0\f0\charscalex100\i {Someter al enemigo sin combatir es el c
olmo de la habilidad".}\i0 \par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\par
f0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-346\slmul
t0 \*\tx9693\fs20\cf0\f1\charscalex100 {Distribuido por:
}{ }\fs20\cf3\f1\cha
rscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldr
slt {www.autodesarrollo.com}}}}\fs20\cf0\f1\charscalex100 {{\field{\*\fldinst{HY
PERLINK "http://www.autodesarrollo.com"}}{\fldrslt {
Videos para la formac
in laboral y gerencial}}}}\tab \fs24\cf0\f1\charscalex100 {3}\par\pard\sect\sectd
\sbknone\pgwsxn12240\pghsxn15840\marglsxn666\margrsxn133\pard\sect\sectd\sbkpage
7;32768}}

7;32768}}
3\margtsxn573\margbsxn133\pard\li7960\ri0\sl-226\slmult0 \fs20\cf0\f0\charscalex
100\b {El Arte de la Guerra}\b0 \par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\pa
slmult0 \fs24\cf0\f0\charscalex100\i {"Sustituye las banderas y estandartes de t
u enemigo por los tuyos, mezcla sus}\i0 \par\pard\li1320\ri0\sl-266\slmult0 \fs2
4\cf0\f0\charscalex100\i {carros de guerra con los propios y mntalos.}\i0 \par\pa
rd\li1320\ri0\sl-480\slmult0 \fs24\cf0\f0\charscalex100\i {Trata bien a los caut
ivos y atindelos. Esto se llama ganar una batalla y}\i0 \par\pard\li1320\ri0\sl-2
80\slmult0 \fs24\cf0\f0\charscalex100\i {convertirse en el mas fuerte".}\i0 \par
\pard\li1320\ri0\sl-466\slmult0 \fs24\cf0\f1\charscalex100 {El objetivo de una e
mpresa es habitual}\fs24\cf0\f1\charscalex100 {mente capturar una porcin dominant
e}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {de su mercado.
En el contexto de los negocios "tomar intacto todo lo que hay}\par\pard\li1320\
ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {bajo el cielo para que la victori
a sea total", significa que sus batallas por el}\par\pard\li1320\ri0\sl-280\slmu
lt0 \fs24\cf0\f1\charscalex100 {dominio del mercado no debe destruir la rentabil
idad de la industria }\par\pard\li1320\ri0\sl-466\slmult0 \fs24\cf0\f1\charscal
ex100 {Es decir, capturar el mercado sin destruirlo}\par\pard\li1320\ri0\sl-480\
slmult0 \fs24\cf0\f1\charscalex100 {Es posible "ganar sin combatir" de mu}\fs24\
cf0\f1\charscalex100 {chas maneras. La investigacin de las}\par\pard\li1320\ri0\s
l-280\slmult0 \fs24\cf0\f1\charscalex100 {industrias competitivas han demostrado
que }\fs24\cf0\f1\charscalex100 {las acciones sutiles, indirectas,}\par\pard\li
1320\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {menos notorias, tienen menos
probabilidades de provocar respuestas de la}\par\pard\li1320\ri0\sl-280\slmult0
\fs24\cf0\f1\charscalex100 {competencia. Cualquier accin exitosa que retrase o n
o provoque una}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {r
espuesta de la competencia dar como resultado una ganancia de}\par\pard\li1320\ri
0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {participacin en el mercado por parte
del atacante.}\par\pard\li1320\ri0\sl-480\slmult0 \fs24\cf0\f0\charscalex100\b
{2. Evite la fortaleza y ataque la debilidad}\b0 \par\pard\li1320\ri0\sl-480\slm
ult0 \fs24\cf0\f1\charscalex100 {Sun Tzu dijo:}\par\pard\li1320\ri0\sl-480\slmul
t0 \fs24\cf0\f0\charscalex100\i {"Pues un ejercito puede compararse con una corr
iente de agua, por que as}\i0 \par\pard\li1320\ri0\sl-266\slmult0 \fs24\cf0\f0\ch
arscalex100\i {como el caudal que fluye evita las alturas y corre presuroso haci
a las tierras}\i0 \par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f0\charscalex100
\i {bajas, as un ejrcito evita la fortaleza y ataca los objetivos ms dbiles".}\i0 \p
ar\pard\li1320\ri0\sl-480\slmult0 \fs24\cf0\f0\charscalex100\i {"Si puedes march
ar mil li sin fatigarte es porque viajas por donde no hay}\i0 \par\pard\li1320\r
i0\sl-266\slmult0 \fs24\cf0\f0\charscalex100\i {enemigo. Adntrate en la nada, aco
mete c}\i0 \fs24\cf0\f0\charscalex100\i {ontra el vaco, rodea lo que defiende,}\i
0 \par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f0\charscalex100\i {asltalo donde
no te espere\uc1\u8221X}\i0 \par\pard\li1320\ri0\sl-480\slmult0 \fs24\cf0\f0\ch
arscalex100\i {\uc1\u8220XCerca del campo de batalla, esperan al enemigo que vie

ne desde lejos; frente}\i0 \par\pard\li1320\ri0\sl-266\slmult0 \fs24\cf0\f0\char
scalex100\i {a un ejrcito descansado, un enemigo exhausto; frente a tropas bien}\
i0 \par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f0\charscalex100\i {alimentadas
, otras hambrientas. De ste modo, solo se necesita poca fuerza}\i0 \par\pard\li13
20\ri0\sl-280\slmult0 \fs24\cf0\f0\charscalex100\i {para lograr mucho}\i0 \fs24\
cf0\f1\charscalex100 {".}\par\pard\li1320\ri0\sl-480\slmult0 \fs24\cf0\f0\charsc
alex100\i {"La invencibilidad radica en la defensa; la posibilidad de la victori
a, en el}\i0 \par\pard\li1320\ri0\sl-266\slmult0 \fs24\cf0\f0\charscalex100\i {a
taque".}\i0 \par\pard\li1320\ri0\sl-480\slmult0 \fs24\cf0\f1\charscalex100 {En u
n contexto de negocios es mucho mas productivo atacar los puntos dbiles}\par\pard
\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {de su competidor que atac
ar sus fortal}\fs24\cf0\f1\charscalex100 {ezas. Atacar la debilidad es aprovecha
r}\par\pard\li1320\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {los recursos l
imitados de su compaa; atacar la fortaleza es desperdiciarlos.}\par\pard\li1320\ri
0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {Atacar la debilidad acorta el camin
o que conduce a la victoria; atacar la}\par\pard\li1320\ri0\sl-280\slmult0 \fs24
\cf0\f1\charscalex100 {fortaleza lo alarga. Atacar la debilidad aum}\fs24\cf0\f1
\charscalex100 {enta el valor de su victoria; atacar la}\par\pard\li1320\ri0\sl266\slmult0 \fs24\cf0\f1\charscalex100 {fortaleza lo malgasta .}\par\pard\li1320
\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\p
ard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-466\slmult0 \*\tx
9693\fs18\cf0\f1\charscalex100 {Distribuido por:
}{ }\fs18\cf3\f1\charscalex1
00 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {www
.autodesarrollo.com}}}}\fs18\cf0\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK
"http://www.autodesarrollo.com"}}{\fldrslt {
Videos para la formacin labora
l y gerencial}}}}\tab \fs22\cf0\f1\charscalex100 {4}\par\pard\sect\sectd\sbkpage
7;32768}}
7;32768}}

slmult0 \fs24\cf0\f1\charscalex100 {Su compaa tambin puede "adentrarse en la}\fs24\
cf0\f1\charscalex100 { nada acometer contra el vaco y}\par\pard\li1320\ri0\sl-266
\slmult0 \fs24\cf0\f1\charscalex100 {rodear lo que defiende", creando nuevos pro
ductos, atacando nichos del}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\cha
rscalex100 {mercado o ingresando en nuevos mercados geogrficos.}\par\pard\li1320\
ri0\sl-480\slmult0 \fs24\cf0\f1\charscalex100 {Para implementar estas ideas es
fundam}\fs24\cf0\f1\charscalex100 {ental determinar los puntos dbiles }\par\pa
rd\li1320\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {y fuertes de la compete
ncia, como as tambin los propios.}\par\pard\li1320\ri0\sl-480\slmult0 \fs24\cf0\f0
\charscalex100\b {3. Engao y conocimiento previo}\b0 \par\pard\li1320\ri0\sl-480\
slmult0 \fs24\cf0\f1\charscalex100 {Sun Tzu dijo: }\par\pard\li1320\ri0\sl-480\
slmult0 \fs24\cf0\f1\charscalex100 {"}\fs24\cf0\f0\charscalex100\i {La razn por l
a que el prncipe preclaro y el general sabio conquistan al}\i0 \par\pard\li1320\r
i0\sl-266\slmult0 \fs24\cf0\f0\charscalex100\i {enemigo siempre que actan y sus h
azaas sobrepasan las de los hombres}\i0 \par\pard\li1320\ri0\sl-280\slmult0 \fs24
\cf0\f0\charscalex100\i {comunes y corrientes, es el conocimiento previo\uc1\u82
21X}\i0 \par\pard\li1320\ri0\sl-480\slmult0 \fs24\cf0\f0\charscalex100\i {"El qu
e ignora los planes de los estados vecinos no puede pactar sus alianzas}\i0 \par
\pard\li1320\ri0\sl-266\slmult0 \fs24\cf0\f0\charscalex100\i {oportunamente; si
ignora las condiciones de las montaas, bosques,}\i0 \par\pard\li1320\ri0\sl-280\s
lmult0 \fs24\cf0\f0\charscalex100\i {desfiladeros peligrosos, pantanos y cinegas
no puede encabezar la marcha de}\i0 \par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf
0\f0\charscalex100\i {un ejrcito; si no hace uso de los guas naturales del lugar,
no puede adquirir}\i0 \par\pard\li1320\ri0\sl-266\slmult0 \fs24\cf0\f0\charscale
x100\i {las ventajas del terreno. Basta que un general ignore slo uno de los tres
}\i0 \par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f0\charscalex100\i {asuntos p
ara considerarse inepto para comandar los ejrcitos de un rey}\i0 \par\pard\li1320
\ri0\sl-280\slmult0 \fs24\cf0\f0\charscalex100\i {hegemnico\uc1\u8221X}\i0 \par\p
ard\li1320\ri0\sl-480\slmult0 \fs24\cf0\f0\charscalex100\i {\uc1\u8220XTodas las
guerras se basan en el engao. El enemigo debe ignorar dnde me }\i0 \par\pard\li13
20\ri0\sl-266\slmult0 \fs24\cf0\f0\charscalex100\i {propongo librar la batalla,
porque si lo ignora deber estar preparado en}\i0 \par\pard\li1320\ri0\sl-280\slmu
lt0 \fs24\cf0\f0\charscalex100\i {muchos lugares; y cuando se prepara en muchos
sitios, slo tendr que}\i0 \par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f0\charsca
lex100\i {combatir a unos cuantos hombres en cualquiera de ellos".}\i0 \par\pard
\li1320\ri0\sl-466\slmult0 \fs24\cf0\f1\charscalex100 {En un contexto de negocio
s el conocimiento previo es la informacin y }\par\pard\li1320\ri0\sl-280\slmult
0 \fs24\cf0\f1\charscalex100 {profunda comprensin de lo que se relaciona con sus
competidores: sus}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100
{fortalezas, sus debilidades, sus planes, su gente.}\par\pard\li1320\ri0\sl-466
\slmult0 \fs24\cf0\f1\charscalex100 {Intentar penetrar mercados con poca informa
cin es un error. Hay que reunir la}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\
f1\charscalex100 {mxima informacin sobre el mercado y los principales jugadores. T
ambin es}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {necesari
o averiguar los nombres de los ejecutivos que dirigen la competencia,}\par\pard
\li1320\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {en que universidad se gra
duaron, que experiencias los han formado, dnde}\par\pard\li1320\ri0\sl-280\slmult
0 \fs24\cf0\f1\charscalex100 {obtienen su informacin, cmo consideran la industria,
el grado de riesgo que}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charsca
lex100 {estn dispuesto a correr, la importancia que las diferentes metas de negoc
ios}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {revisten par
a ellos y qu ambiciones tienen. }\fs24\cf0\f1\charscalex100 {Es imprtante conocer
si dentro de}\par\pard\li1320\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {la
empresa hay desacuerdos sobre }\fs24\cf0\f1\charscalex100 {la estrategia que pue
dan explotarse.}\par\pard\li1386\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1386\ri
0\sl-213\slmult0 \fs18\cf0\par\pard\li1386\ri0\sl-213\slmult0 \fs18\cf0\par\pard
\li1386\ri0\sl-320\slmult0 \fs24\cf0\f0\charscalex100\b {4. Velocidad y preparac
in}\b0 \par\pard\li1320\ri0\sl-466\slmult0 \fs24\cf0\f1\charscalex100 {Sun Tzu di
jo:}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slm
ult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\
sl-466\slmult0 \*\tx9693\fs18\cf0\f1\charscalex100 {Distribuido por:
}{ }\fs1
8\cf3\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.
com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs18\cf0\f1\charscalex100 {{\field{\
*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {
Videos pa
ra la formacin laboral y gerencial}}}}\tab \fs22\cf0\f1\charscalex100 {5}\par\par
d\sect\sectd\sbkpage
7;32768}}
7;32768}}
slmult0 \fs24\cf0\f0\charscalex100\i {"La velocidad es la esencia misma de la gu
erra. Aprovecha la falta de}\i0 \par\pard\li1320\ri0\sl-266\slmult0 \fs24\cf0\f0
\charscalex100\i {preparacin del enemigo; viaja por rutas inesperadas y atcalo don
de no est}\i0 \par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f0\charscalex100\i {p
revenido}\i0 \fs24\cf0\f1\charscalex100 {".}\par\pard\li1320\ri0\sl-480\slmult0
\fs24\cf0\f1\charscalex100 {En un contexto de negocios la velocidad es til para c
onservar la iniciativa.}\par\pard\li1320\ri0\sl-266\slmult0 \fs24\cf0\f1\charsca
lex100 {Aquel que puede conservar la iniciativa obtendr el xito en la competencia.
}\par\pard\li1320\ri0\sl-480\slmult0 \fs24\cf0\f1\charscalex100 {La propia natur
aleza de la competencia }\fs24\cf0\f1\charscalex100 { es el cambio constante. Pa
ra}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {sobrevivir y
prosperar en el mundo dinm}\fs24\cf0\f1\charscalex100 {ico y catico es necesario q
ue una}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {compaa acte
con mxima celeridad..}\par\pard\li1320\ri0\sl-466\slmult0 \fs24\cf0\f1\charscalex
100 {La velocidad es esencial para poner fuera de equilibrio a la competencia y
}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {conservar la in
iciativa. La velocidad unida al engao genera una sorpresa inicial}\par\pard\li132
0\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {en la competencia de la que es
difcil recuperarse. Una sucesin de iniciativas}\par\pard\li1320\ri0\sl-266\slmult0
\fs24\cf0\f1\charscalex100 {sorpresivas e inesperadas lleva a la parlisis y la pr
dida de la moral por parte}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\char
scalex100 {de la competencia.}\par\pard\li1320\ri0\sl-480\slmult0 \fs24\cf0\f0\c
harscalex100\b {5. Influya en su oponente}\b0 \par\pard\li1320\ri0\sl-466\slmult
0 \fs24\cf0\f1\charscalex100 {Sun Tzu dijo:}\par\pard\li1320\ri0\sl-480\slmult0
\fs24\cf0\f0\charscalex100\i {"Por tanto aquellos que son duchos en el arte de l
a guerra atraen al enemigo al}\i0 \par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\
f0\charscalex100\i {campo de batalla y no se dejan llevar ah por l".}\i0 \par\pard
\li1320\ri0\sl-480\slmult0 \fs24\cf0\f0\charscalex100\i {"No presiones al enemig
o hasta acorralarlo. Cuando las bestias salvajes estn}\i0 \par\pard\li1320\ri0\sl
-266\slmult0 \fs24\cf0\f0\charscalex100\i {acorraladas luchan con desesperacin. Cun
to mas cierto es esto de los}\i0 \par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f
0\charscalex100\i {hombres! Si saben que no tienen opcin se batirn hasta la muerte
}\i0 \fs24\cf0\f1\charscalex100 {".}\par\pard\li1320\ri0\sl-480\slmult0 \fs24\cf
0\f1\charscalex100 {En un contexto de negocios es importante estar en la posicin
de poder fijar las}\par\pard\li1320\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex10
0 {reglas de la competencia. Llevar al competidor al campo que nosotros hemos}\p
ar\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {elegido y no dejar
nos llevar al que l pr}\fs24\cf0\f1\charscalex100 {efiere. Es preciso enfrentar a
la}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {competencia
en el tiempo y lugar que hemos elegido nosotros. }\par\pard\li1320\ri0\sl-466\s
lmult0 \fs24\cf0\f1\charscalex100 {El objetivo es fundamental}\fs24\cf0\f1\chars
calex100 {mente enfrentar la mente, los procesos de}\par\pard\li1320\ri0\sl-280
\slmult0 \fs24\cf0\f1\charscalex100 {pensamiento y voluntad del equipo gerencial
de la competencia. }\par\pard\li1320\ri0\sl-480\slmult0 \fs24\cf0\f1\charscale
x100 {Un factor bsico para desarrollar esta estrategia son las alianzas. Siga las
}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {siguientes regl
as:}\par\pard\li1680\ri0\sl-493\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc
1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Sepa como conservar una alianza }\par
\pard\li1680\ri0\sl-493\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X
}\tab \fs24\cf0\f1\charscalex100 {Sepa como y cuando terminar una alianza.}\par
}\tab \fs24\cf0\f1\charscalex100 {Evite atacar alianzas poderosas.}\par\pard\li1
680\ri0\sl-480\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs
24\cf0\f1\charscalex100 {Evite aliados que generen desconfianza.}\par\pard\li168
0\ri0\sl-493\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24
\cf0\f1\charscalex100 {Use con habilidad a sus propios aliados. }\par\pard\li13
\pard\li1320\ri0\sl-346\slmult0 \*\tx9693\fs18\cf0\f1\charscalex100 {Distribuido
por:
}{ }\fs18\cf3\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://ww
w.autodesarrollo.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs18\cf0\f1\charsca
lex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt
{
Videos para la formacin laboral y gerencial}}}}\tab \fs22\cf0\f1\charscal
ex100 {6}\par\pard\sect\sectd\sbkpage
7;32768}}
7;32768}}
slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\chars
calex100 { Impida que sus competidores se unan }\par\column\pard\li0\ri0\sl-226
\slmult0 \fs20\cf0\f0\charscalex100\b {El Arte de la Guerra}\b0 \par\pard\sect\s
ectd\sbknone\pgwsxn12240\pghsxn15840\marglsxn666\margrsxn133\pard\li1680\ri0\sl493\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\c
harscalex100 {En caso de ataque, primero separe a }\fs24\cf0\f1\charscalex100 {s
u competidor de sus aliados.}\par\pard\li1320\ri0\sl-480\slmult0 \fs24\cf0\f0\ch
arscalex100\b {6. Liderazgo fuerte}\b0 \par\pard\li1320\ri0\sl-466\slmult0 \fs24
\cf0\f0\charscalex100\i {"Y por esto el general que no busca la gloria personal
cuando avanza, ni se}\i0 \par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f0\charsc
alex100\i {preocupa por evitar el castigo cuando retr}\i0 \fs24\cf0\f0\charscale
x100\i {ocede, sino que su nico propsito es}\i0 \par\pard\li1320\ri0\sl-280\slmult
0 \fs24\cf0\f0\charscalex100\i {proteger a la poblacin y promover las mejores cau

sas de su soberano, es la}\i0 \par\pard\li1320\ri0\sl-266\slmult0 \fs24\cf0\f0\c
harscalex100\i {joya preciosa del Estado... pocos se encuentran de este temple".
}\i0 \par\pard\li1320\ri0\sl-480\slmult0 \fs24\cf0\f1\charscalex100 {En el conte
xto de negocios es important}\fs24\cf0\f1\charscalex100 {e el liderazgo centrado
en los objetivos}\par\pard\li1320\ri0\sl-280\slmult0 \fs22\cf0\f1\charscalex100
{del negocio y en el bienestar de la gente, no en las necesidades personales de
l}\par\pard\li1320\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {lder. Estos los
lderes son excepcionales y difciles de encontrar por su}\par\pard\li1320\ri0\sl280\slmult0 \fs24\cf0\f1\charscalex100 {disposicin a anteponer las necesidades de
los dems a las propias y poseer}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\
f1\charscalex100 {un carcter fuerte y templado. Son }\fs24\cf0\f1\charscalex100 {
la \uc1\u8220Xverdadera joya de una organizacin\uc1\u8221X.}\par\pard\li1320\ri0\
sl-466\slmult0 \fs24\cf0\f1\charscalex100 {Los dejamos pues en compaa de Sun }\fs2
4\cf0\f1\charscalex100 {Tzu. Recomendamos durante la}\par\pard\li1320\ri0\sl-28
0\slmult0 \fs24\cf0\f1\charscalex100 {lectura de cada concepto reencuadrar }\fs2
4\cf0\f1\charscalex100 {cada uno en un contexto de negocios y}\par\pard\li1320\r
i0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {reflexionar acerca de cmo traducirl
o}\fs24\cf0\f1\charscalex100 {s en acciones e iniciativas exitosas.}\par\pard\li
1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\p
ar\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \
fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213
\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\
ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pa
rd\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\
cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmu
lt0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\s
l-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li
*\tx9693\fs20\cf0\f1\charscalex100 {Distribuido por:
}{ }\fs20\cf3\f1\charsca
{www.autodesarrollo.com}}}}\fs20\cf0\f1\charscalex100 {{\field{\*\fldinst{HYPERL
INK "http://www.autodesarrollo.com"}}{\fldrslt {
Videos para la formacin la
boral y gerencial}}}}\tab \fs24\cf0\f1\charscalex100 {7}\par\pard\sect\sectd\sbk
none\pgwsxn12240\pghsxn15840\marglsxn666\margrsxn133\pard\sect\sectd\sbkpage
7;32768}}

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lmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri
\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-346\slmult0 \fs24\cf
0\f0\charscalex100\b {Sun Tzu dijo:}\b0 \par\column\pard\li0\ri0\sl-213\slmult0
\fs18\cf0\par\pard\li0\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li0\ri0\sl-213\slmu
lt0 \fs18\cf0\par\pard\li0\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li0\ri0\sl-213\
slmult0 \fs18\cf0\par\pard\li0\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li0\ri0\sl213\slmult0 \fs18\cf0\par\pard\li0\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li0\ri0
\sl-306\slmult0 \fs24\cf0\f0\charscalex100\b {I. Analizando los planes de guerra
}\b0 \par\column\pard\li0\ri0\sl-226\slmult0 \fs20\cf0\f0\charscalex100\b {El Ar
te de la Guerra}\b0 \par\pard\sect\sectd\sbknone\pgwsxn12240\pghsxn15840\marglsx
n666\margrsxn133\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl
-333\slmult0 \fs24\cf0\f1\charscalex100 {1. El arte de la guerra es de vi}\fs24\
cf0\f1\charscalex100 {tal importancia para el Estado.}\par\pard\li2026\ri0\sl-21
0 {2. Es una cuestin de vida y muerte, un camino que lleva a la seguridad}\par\pa
rd\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {o a la ruina. Por lo ta
nto, es un tema de reflexin que no puede de}\par\pard\li2386\ri0\sl-266\slmult0 \
fs24\cf0\f1\charscalex100 {ninguna manera dejarse de lado. }\par\pard\li2026\ri
0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-346\slmult0 \fs24\cf0\f1\chars
calex100 {3. El arte de la guerra, entonces, est gobernado por cinco factores}\pa
r\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {constantes que debe
mos tener en c}\fs24\cf0\f1\charscalex100 {uenta al tratar de determinar las}\p
ar\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {condiciones existe
ntes en el campo de batalla.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\p
ard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {4. Estas condiciones
son: (1)}{ }\fs24\cf0\f0\charscalex100\i {La Ley Moral}\i0 \fs24\cf0\f1\charscal
ex100 {; (2)}{ }\fs24\cf0\f0\charscalex100\i {El clima}\i0 \fs24\cf0\f1\charscal
ex100 {; (3)}{ }\fs24\cf0\f0\charscalex100\i {La Tierra}\i0 \fs24\cf0\f1\charsca
lex100 {;}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {(4)}{

}\fs24\cf0\f0\charscalex100\i {El Comandante;}\i0 \fs24\cf0\f1\charscalex100 { (
5)}{ }\fs24\cf0\f0\charscalex100\i {La Organizacin}\i0 \fs24\cf0\f1\charscalex100
{.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-346\slm
ult0 \fs24\cf0\f1\charscalex100 {5. La}{ }\fs24\cf0\f0\charscalex100\i {Ley Mora
l}\i0 \fs24\cf0\f1\charscalex100 { hace que la gente est completamente de acuerdo
con}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {el conducto
r, de tal manera que lo seguirn sin tener en cuenta sus}\par\pard\li2386\ri0\sl-2
80\slmult0 \fs24\cf0\f1\charscalex100 {propias vidas y sin dejarse amedrentar po
r ningn peligro.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri
0\sl-333\slmult0 \*\tx2386\fs24\cf0\f1\charscalex100 {6.}\tab \fs24\cf0\f0\chars
calex100\i {El Clima}\i0 \fs24\cf0\f1\charscalex100 { significa la noche y el da,
el }\fs24\cf0\f1\charscalex100 {fro y el calor, los tiempos y}\par\pard\li2386\r
i0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {estaciones.}\par\pard\li2026\ri0\s
l-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-333\slmult0 \*\tx2386\fs24\cf0\f1
\charscalex100 {7.}\tab \fs24\cf0\f0\charscalex100\i {La Tierra}\i0 \fs24\cf0\f1
\charscalex100 { abarca las distancias, grandes y pequeas; el peligro y la}\par\p
ard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {seguridad; el espacio
abierto y los angostos pasadizos; las}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\
cf0\f1\charscalex100 {oportunidades de vida y muerte.}\par\pard\li2026\ri0\sl-21
3\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-333\slmult0 \*\tx2386\fs24\cf0\f1\cha
rscalex100 {8.}\tab \fs24\cf0\f0\charscalex100\i {El Comandante}\i0 \fs24\cf0\f1
\charscalex100 { representa las virtudes de la sabidura, sinceridad,}\par\pard\li
2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {benevolencia, coraje y rigor
.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-333\slmul
t0 \fs24\cf0\f1\charscalex100 {9. Por O}\fs24\cf0\f0\charscalex100\i {rganizacin}
\i0 { }\fs24\cf0\f1\charscalex100 {se debe entender: la conduccin del ejrcito con}
\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {sus correspondie
ntes subdivisiones, las graduaciones de rango entre}\par\pard\li2386\ri0\sl-280\
slmult0 \fs24\cf0\f1\charscalex100 {los oficiales, el mantenimiento de }\fs24\cf
0\f1\charscalex100 {los caminos para las provisiones}\par\pard\li2386\ri0\sl-266
\slmult0 \fs24\cf0\f1\charscalex100 {del ejrcito y el control del gasto militar.}
\fs24\cf0\f1\charscalex100 {10.Todos los generales debieran estar familiarizado
s con estos cinco}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100
{conceptos fundamentales: aquel que los conozca saldr victorioso, el}\par\pard\l
i2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {que no, fracasar.}\par\pard\
\fs18\cf0\par\pard\li1320\ri0\sl-320\slmult0 \*\tx9693\fs20\cf0\f1\charscalex10
0 {Distribuido por:
}{ }\fs20\cf3\f1\charscalex100 {{\field{\*\fldinst{HYPERL
INK "http://www.autodesarrollo.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs20\
cf0\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.co
m"}}{\fldrslt {
Videos para la formacin laboral y gerencial}}}}\tab \fs24\c
f0\f1\charscalex100 {8}\par\pard\sect\sectd\sbknone\pgwsxn12240\pghsxn15840\marg
lsxn666\margrsxn133\pard\sect\sectd\sbkpage
7;32768}}

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slmult0 \fs24\cf0\f1\charscalex100 {11.Por lo tanto, cuando estemos }\fs24\cf0\f
1\charscalex100 {meditando sobre las condiciones}\par\pard\li2386\ri0\sl-266\slm
ult0 \fs24\cf0\f1\charscalex100 {militares, tomemos esos conceptos como base de
comparacin con}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {nu
estro oponente y formulemos estas preguntas:}\par\pard\li2026\ri0\sl-213\slmult0
\fs18\cf0\par\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {12.1) C
ul de los dos soberanos est imbuido de la ley Moral? }\par\pard\li2386\ri0\sl-280
\slmult0 \fs24\cf0\f1\charscalex100 {2) Cul de los dos generales tiene mayor habil
idad? }\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {3) Sobre
quin recaen las ventajas derivadas del Clima y la Tierra? }\par\pard\li2373\ri0\
sl-266\slmult0 \fs24\cf0\f1\charscalex100 {4) En cul de los dos bandos existe may
or disciplina? }\par\pard\li2373\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100
{5) Qu ejrcito es ms poderoso? }\par\pard\li2373\ri0\sl-280\slmult0 \fs24\cf0\f1\ch
arscalex100 {6) Quin dispone de oficiales y hombres mejor entrenados? }\par\pard\
li2373\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {7) En cul de los ejrcitos se
recompensa con mayor justicia e }\par\pard\li2373\ri0\sl-266\slmult0 \fs24\cf0
\f1\charscalex100 {imparcialidad?}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\
par\pard\li2026\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {13.A travs de esta
s siete consider}\fs24\cf0\f1\charscalex100 {aciones yo puedo predecir la victor
ia}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {o la derrota.
}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-346\slmult
0 \fs24\cf0\f1\charscalex100 {14.El general que escucha mis consejos y acta en co
nsecuencia,}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {venc
er; consrvalo a tu lado! El general que no tiene en cuenta mis}\par\pard\li2386\ri0
\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {consejos y acta de acuerdo a esa prem
isa, sufrir la derrota: }\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscal
ex100 {aprtalo de tu lado!}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard
\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {15.Adems de intentar logra
r}\fs24\cf0\f1\charscalex100 { los beneficios que provienen de mis}\par\pard\li2
386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {consejos, aproveche cualquier
otra circunstancia que pueda ayudarlo}\par\pard\li2386\ri0\sl-280\slmult0 \fs24

\cf0\f1\charscalex100 {a triunfar.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0
\par\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {16.En el caso en
que las circunstancias fueran favorables, uno debera}\par\pard\li2386\ri0\sl-280
\slmult0 \fs24\cf0\f1\charscalex100 {modificar sus planes.}\par\pard\li2026\ri0\
sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charsca
lex100 {17.Toda guerra se basa en el engao.}\par\pard\li2026\ri0\sl-213\slmult0 \
fs18\cf0\par\pard\li2026\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {18.Por l
o tanto, cuando estemos capacitados para atacar, debemos}\par\pard\li2386\ri0\sl
-266\slmult0 \fs24\cf0\f1\charscalex100 {parecer imposibilitados para hacerlo; c
uando estamos usando}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex
100 {nuestras fuerzas, debemos parecer inactivos; cuando estamos cerca,}\par\par
d\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {debemos hacer creer al e
nemigo que estamos lejos; cuando estamos}\par\pard\li2386\ri0\sl-266\slmult0 \fs
24\cf0\f1\charscalex100 {lejos, debemos hacerle creer que estamos cerca.}\par\pa
cf0\f1\charscalex100 {19.Muestre seuelos para incita}\fs24\cf0\f1\charscalex100 {
r al enemigo. Finja desorden, y}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1
\charscalex100 {aplstelo.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\
li2026\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {20.Si l est seguro en todos
los aspectos, est preparado para}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1
\charscalex100 {enfrentarlo. Si sus fuerzas son superiores, evtelo.}\par\pard\li2
026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1
\charscalex100 {21.Si su oponente tiene un temperamento colrico, busque irritarlo
.}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {Simule ser dbil
, para que se sienta arrogante.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\pa
r\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-386\slmult0 \*
\tx9693\fs18\cf0\f1\charscalex100 {Distribuido por:
}{ }\fs18\cf3\f1\charscal
ex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {
www.autodesarrollo.com}}}}\fs18\cf0\f1\charscalex100 {{\field{\*\fldinst{HYPERLI
NK "http://www.autodesarrollo.com"}}{\fldrslt {
Videos para la formacin lab
oral y gerencial}}}}\tab \fs22\cf0\f1\charscalex100 {9}\par\pard\sect\sectd\sbkp
age
7;32768}}

7;32768}}
i0\sl-306\slmult0 \fs24\cf0\f1\charscalex100 {22.Si l est llevando la mejor parte,
no le d respiro. Si sus fuerzas}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1
\charscalex100 {estn unidas, seprelas.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\c
f0\par\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {23.Atquelo en a
quello para lo que l no est preparado, aparezca}\par\pard\li2386\ri0\sl-280\slmult
0 \fs24\cf0\f1\charscalex100 {cuando no lo esperan.}\par\pard\li2026\ri0\sl-213\
slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100
{24.Estos instrumentos militares }\fs24\cf0\f1\charscalex100 {que conducen a la
victoria, no se deben}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscale
x100 {divulgar de antemano.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pa
rd\li2026\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {25.Entonces, el general
que gana una batalla medita largamente antes}\par\pard\li2386\ri0\sl-266\slmult
0 \fs24\cf0\f1\charscalex100 {de que esa batalla se lleve a cabo. El general que
pierde una batalla}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex1
00 {realiza muy pocos clculos de antemano. Por lo tanto, muchas}\par\pard\li2386\
ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {evaluaciones conducen a la victor
ia y pocas a la derrota: Cunto}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\ch
arscalex100 {ms si no hay evaluacin ninguna! Es prestando atencin a este}\par\pard\
li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {punto que puedo predecir q
uin tiene mayores posibilidades de ganar}\par\pard\li2386\ri0\sl-280\slmult0 \fs2
4\cf0\f1\charscalex100 {o perder.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\
par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0
ard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18
\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slm
sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\l
i1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\
rscalex100 {Distribuido por:

}{ }\fs18\cf3\f1\charscalex100 {{\field{\*\fldin
st{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {www.autodesarrollo.com}
}}}\fs18\cf0\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesa
rrollo.com"}}{\fldrslt {
Videos para la formacin laboral y gerencial}}}}\ta
b \fs22\cf0\f1\charscalex100 {10}\par\pard\sect\sectd\sbkpage
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7;32768}}
0\sl-280\slmult0 \fs24\cf0\f0\charscalex100\b {Sun Tzu dijo:}\b0 \par\column\par
d\li0\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li0\ri0\sl-213\slmult0 \fs18\cf0\par
\pard\li0\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li0\ri0\sl-213\slmult0 \fs18\cf0
\par\pard\li0\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li0\ri0\sl-213\slmult0 \fs18
\cf0\par\pard\li0\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li0\ri0\sl-373\slmult0 \
fs28\cf0\f0\charscalex100\b {II. Conduciendo las operaciones}\b0 \par\column\par
d\li0\ri0\sl-226\slmult0 \fs20\cf0\f0\charscalex100\b {El Arte de la Guerra}\b0
\par\pard\sect\sectd\sbknone\pgwsxn12240\pghsxn15840\marglsxn666\margrsxn133\par

f0\f1\charscalex100 {1. En las operaciones de guerra, donde hay en el campo de b
atalla mil}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {carro
s ligeros, otros tantos carros pesados y cien mil soldados}\par\pard\li2386\ri0\
sl-280\slmult0 \fs24\cf0\f1\charscalex100 {pertrechados con armaduras, con sufic
ientes provisiones para}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charsca
lex100 {recorrer mil LI (}\fs24\cf0\f0\charscalex100\i {medida}\i0 { }\fs24\cf0\
f0\charscalex100\i {china de longitud en la que cada unidad}\i0 \par\pard\li2386
\ri0\sl-266\slmult0 \fs24\cf0\f0\charscalex100\i {equivale a aproximadamente 500
metros}\i0 \fs24\cf0\f1\charscalex100 {), el gasto tanto en el propio}\par\pard
\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {pas como en el frente, inc
luyendo el costo de pagar a los asesores y}\par\pard\li2386\ri0\sl-280\slmult0 \
fs24\cf0\f1\charscalex100 {observadores extranjeros, y comprar los artculos menor
es}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {necesarios pa
ra mantener en buen estado arneses, carros y}\par\pard\li2386\ri0\sl-280\slmult0
\fs24\cf0\f1\charscalex100 {blindajes, llegar a un total de mil onz}\fs24\cf0\f1
\charscalex100 {as de plata por da. Tal es el}\par\pard\li2386\ri0\sl-280\slmult0
\fs24\cf0\f1\charscalex100 {costo de formar un ejrcito de 100,000 hombres.}\par\
4\cf0\f1\charscalex100 {2. Cuando se est en la lucha, si la victoria tarda en lle
gar, las armas ya}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100
{no lucirn brillantes y el ardor de lo}\fs24\cf0\f1\charscalex100 {s hombres se
enfriar. Si sitia una}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex
100 {ciudad, usted agotar sus fuerzas.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\
cf0\par\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {3. Repito, si
la campaa es prolongada, los recursos del Estado sern}\par\pard\li2386\ri0\sl-280
\slmult0 \fs24\cf0\f1\charscalex100 {insuficientes.}\par\pard\li2026\ri0\sl-213\
{4. Entonces, cuando sus armas luzcan opacas, su ardor est abatido,}\par\pard\li2
386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {su fortaleza exhausta y su te
soro}\fs24\cf0\f1\charscalex100 { agotado, otros jefes surgirn para}\par\pard\li2
386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {tomar ventaja de los rigores
que est sufriendo. Entonces ningn}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1
\charscalex100 {hombre, por ms sabio que sea, podr alterar las consecuencias}\par\
pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {nefastas que segurame
nte sobrevendrn.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri
0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {5. Por lo tanto, aunque muchas vece
s se afirme que apresurarse en la}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0
\f1\charscalex100 {guerra es signo de estupidez, tampoco las demoras muy extens
as}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {son signo de
inteligencia.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\
sl-333\slmult0 \fs24\cf0\f1\charscalex100 {6. No hay ningn ejemplo de un pas que s
e haya beneficiado por un}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\chars
calex100 {prolongado estado de guerra.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18
\cf0\par\pard\li2026\ri0\sl-333\slmult0 \fs22\cf0\f1\charscalex100 {7. Solamente
aquel que conoce en detalle los males de la guerra, podr}\par\pard\li2386\ri0\sl
-280\slmult0 \fs24\cf0\f1\charscalex100 {conocer exhaustivamente la manera prove
chosa de llevarla a cabo.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard
\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {8. El experto en el arte
de la guerra, no precisa reclutar tropas por}\par\pard\li2386\ri0\sl-280\slmult0
\fs24\cf0\f1\charscalex100 {segunda vez, ni exigir provisiones a su propio pas ms
de dos}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {veces.}\
st{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {www.autodesarrollo.com}
}}}\fs20\cf0\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesa
rrollo.com"}}{\fldrslt {
Videos para la formacin laboral y gerencial}}}}\ta
b \fs24\cf0\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesar
rollo.com"}}{\fldrslt {11}}}}\par\pard\sect\sectd\sbknone\pgwsxn12240\pghsxn1584
0\marglsxn666\margrsxn133\pard\sect\sectd\sbkpage
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slmult0 \fs24\cf0\f1\charscalex100 {9. Traiga el material de guerra consigo desd
e su lugar de origen, pero}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\char
scalex100 {obtenga sus provisiones en territorio enemigo. De ese modo, el}\par\p
ard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {ejrcito tendr suficiente
alim}\fs24\cf0\f1\charscalex100 {ento para cubrir sus necesidades.}\par\pard\li
1\charscalex100 {10.La pobreza del erario del Estado }\fs24\cf0\f1\charscalex100
{da como resultado que el ejrcito}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\
f1\charscalex100 {tenga que ser mantenido con contribuciones a la distancia. La}
\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {contribucin de la
gente para mantener }\fs24\cf0\f1\charscalex100 {dicho ejrcito a la distancia,}\
par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {causa su empobrec
imiento.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-34
6\slmult0 \fs24\cf0\f1\charscalex100 {11.Por otra parte, la proximidad }\fs24\cf
0\f1\charscalex100 {de un ejrcito hace que los precios}\par\pard\li2386\ri0\sl-28

0\slmult0 \fs24\cf0\f1\charscalex100 {suban; y los precios altos terminan por ag
otar los recursos de la}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charsca
lex100 {gente.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0
\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {12.Cuando sus recursos se hayan agot
ado, los campesinos sufrirn}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\char
scalex100 {grandes exacciones al incrementarse los tributos para poder}\par\pard
\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {mantener al ejrcito.}\par\
4\cf0\f1\charscalex100 {13.Con esta prdida de recursos y }\fs24\cf0\f1\charscalex
100 {agotamiento de la fuerza, los hogares}\par\pard\li2386\ri0\sl-280\slmult0 \
fs24\cf0\f1\charscalex100 {de la gente quedarn vacos, y tres dcimos de sus entradas
se}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {habrn disipad
o mientras que los gastos del gobierno para reponer}\par\pard\li2386\ri0\sl-280\
slmult0 \fs24\cf0\f1\charscalex100 {carros de guerra, caballos exhaustos, coraz
as y cascos, arcos y}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex
100 {flechas, lanzas y escudos, armaduras, bueyes hambrientos y}\par\pard\li2386
\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {pesadas carretas, llegar a cuatro
dcimos de su ingreso total.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pa
rd\li2026\ri0\sl-306\slmult0 \fs24\cf0\f1\charscalex100 {14.De ah que un general
sabio tiene el propsito de obtener comida del}\par\pard\li2386\ri0\sl-266\slmult0
\fs24\cf0\f1\charscalex100 {enemigo. Un carro lleno de provisiones de nuestro o
ponente es}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {equiv
alente a veinte de los propios, y de la misma manera un solo}\par\pard\li2386\ri
0\sl-280\slmult0 \fs24\cf0\f0\charscalex100\i {picul (unidad de peso javanesa eq
uivalente a 60 Kg.)}\i0 { }\fs24\cf0\f1\charscalex100 {de su alimento}\par\pard\
li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {es equivalente a veinte de
los que tenemos en nuestro propio}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0
\f1\charscalex100 {depsito.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\par
d\li2026\ri0\sl-306\slmult0 \fs24\cf0\f1\charscalex100 {15.Por lo tanto, para ma
tar al enemigo, nuestros hombres deben estar}\par\pard\li2386\ri0\sl-280\slmult0
\fs24\cf0\f1\charscalex100 {motivados por la clera; que sepan que el derrotar al
enemigo ser}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {vent
ajoso para ellos. Que el botn obtenido sea su recompensa. Por}\par\pard\li2386\ri
0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {lo tanto, en la lucha con carros de
guerra, cuando diez o ms de ellos}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\
f1\charscalex100 {han sido tomados, debiera recompensarse al que tome al primero
.}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {Nuestras propi
as banderas debieran ser substituidas por las del}\par\pard\li2386\ri0\sl-280\sl
mult0 \fs24\cf0\f1\charscalex100 {enemigo, y los carros mezclados y usados en co
njunto con los}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {n
uestros. Los soldados capturados deberan ser bien tratados y}\par\pard\li2386\ri0
\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {cuidados.}\par\pard\li2026\ri0\sl-21
0 {16.Esto se llama usar al enemigo conquistado para aumentar nuestra}\par\pard\
li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {propia fuerza.}\par\pard\l
{Distribuido por:
}{ }\fs18\cf3\f1\charscalex100 {{\field{\*\fldinst{HYPERLI
NK "http://www.autodesarrollo.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs18\c
f0\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com
"}}{\fldrslt {
Videos para la formacin laboral y gerencial}}}}\tab \fs22\cf
0\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"
}}{\fldrslt {12}}}}\par\pard\sect\sectd\sbkpage

7;32768}}
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slmult0 \fs24\cf0\f1\charscalex100 {17.Por lo tanto, que en la guerra que }\fs24
\cf0\f1\charscalex100 {tu gran objetivo sea la victoria, no}\par\pard\li2386\ri0
\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {las campaas duraderas.}\par\pard\li20
charscalex100 {18.De esta manera, se puede consider}\fs24\cf0\f1\charscalex100 {
ar que el lder de los ejrcitos es}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1
\charscalex100 {el rbitro del destino de la gente, el hombre de quien depende el
que}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {la nacin est e
n paz o en peligro.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li132
8\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\sl

pard\li1320\ri0\sl-466\slmult0 \*\tx9560\fs18\cf0\f1\charscalex100 {Distribuido
por:
}{ }\fs18\cf3\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www
.autodesarrollo.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs18\cf0\f1\charscal
ex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {
Videos para la formacin laboral y gerencial}}}}\tab \fs22\cf0\f1\charscale
x100 {13}\par\pard\sect\sectd\sbkpage
7;32768}}
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calex100\b {Sun Tzu dijo:}\b0 \par\column\pard\li0\ri0\sl-213\slmult0 \fs18\cf0\
par\pard\li0\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li0\ri0\sl-213\slmult0 \fs18\
cf0\par\pard\li0\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li0\ri0\sl-213\slmult0 \f
s18\cf0\par\pard\li0\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li0\ri0\sl-213\slmult
0 \fs18\cf0\par\pard\li0\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li0\ri0\sl-400\sl
mult0 \fs28\cf0\f0\charscalex100\b {III. Estrategia de Ataque}\b0 \par\column\pa
rd\li0\ri0\sl-226\slmult0 \fs20\cf0\f0\charscalex100\b {El Arte de la Guerra}\b0
\par\pard\sect\sectd\sbknone\pgwsxn12240\pghsxn15840\marglsxn666\margrsxn133\pa
cf0\f1\charscalex100 {1. En el arte prctico de la guerra, }\fs24\cf0\f1\charscale
x100 {lo mejor de todo es tomar el pas del}\par\pard\li2040\ri0\sl-280\slmult0 \f
s24\cf0\f1\charscalex100 {enemigo entero e intacto; no es bueno destr}\fs24\cf0\
f1\charscalex100 {ozar y destruir. Por lo tanto,}\par\pard\li2040\ri0\sl-266\slm
ult0 \fs24\cf0\f1\charscalex100 {es mejor recapturar un ejrcito }\fs24\cf0\f1\cha
rscalex100 {entero que destruirlo, capturar un}\par\pard\li2040\ri0\sl-280\slmul
t0 \fs24\cf0\f1\charscalex100 {regimiento, un destacamento o una }\fs24\cf0\f1\c
harscalex100 {compaa enteros, que destruirlos.}\par\pard\li1680\ri0\sl-213\slmult0
\fs18\cf0\par\pard\li1680\ri0\sl-306\slmult0 \fs24\cf0\f1\charscalex100 {2. De
ah que luchar y conquistar en todas las batallas no es la excelencia}\par\pard\li
2040\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {suprema; la excelencia supre
ma consiste en destruir la resistencia del}\par\pard\li2040\ri0\sl-280\slmult0 \
fs24\cf0\f1\charscalex100 {enemigo sin pelear.}\par\pard\li1680\ri0\sl-213\slmul
t0 \fs18\cf0\par\pard\li1680\ri0\sl-306\slmult0 \fs24\cf0\f1\charscalex100 {3. E
ntonces, la mejor actuacin de un general es la de frustrar los planes}\par\pard\l
i2040\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {del enemigo. La mejor alter
nativa es prevenir la unin de las fuerzas}\par\pard\li2040\ri0\sl-280\slmult0 \fs
24\cf0\f1\charscalex100 {enemigas; la siguiente opcin en ese orden }\fs24\cf0\f1\
charscalex100 {es atacar al ejrcito enemigo}\par\pard\li2040\ri0\sl-280\slmult0 \
fs24\cf0\f1\charscalex100 {en el campo de accin; y la peor poltica}\fs24\cf0\f1\ch
arscalex100 { de todas es la de sitiar ciudades}\par\pard\li2040\ri0\sl-280\slmu
lt0 \fs24\cf0\f1\charscalex100 {amuralladas.}\par\pard\li1680\ri0\sl-213\slmult0
\fs18\cf0\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f1\charscalex100 {4. La
regla es: no sitiar ciudades amuralladas si es posible evitarlo. La}\par\pard\li
2040\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {preparacin de diversas formas
de despistar al enemigo, de rampas}\par\pard\li2040\ri0\sl-280\slmult0 \fs24\cf
0\f1\charscalex100 {movibles, y de varios implementos de guerra, llevarn tres mes
es}\par\pard\li2040\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {completos y l
a construccin de terraplenes contra los muros de la ciudad}\par\pard\li2040\ri0\s
l-280\slmult0 \fs24\cf0\f1\charscalex100 {tomar otros tres meses ms.}\par\pard\li1
\charscalex100 {5. El general, sintindose incapaz de controlar su irritacin, lanza
r a sus}\par\pard\li2040\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {hombres a
l asalto como un hervidero de hormigas, con el resultado de}\par\pard\li2040\ri0
\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {que un tercio de sus hombres sern mue
rtos, mientras la ciudad todava}\par\pard\li2040\ri0\sl-280\slmult0 \fs24\cf0\f1\
charscalex100 {no habr sido tomada. Tales son los efectos desastrosos del asedio
a}\par\pard\li2040\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {una ciudad.}\p
fs24\cf0\f1\charscalex100 {6. Por consiguiente, el lder habili}\fs24\cf0\f1\chars
calex100 {doso vence a las tropas enemigas sin}\par\pard\li2040\ri0\sl-280\slmul
t0 \fs24\cf0\f1\charscalex100 {luchar; captura las ciudades sin sitiarlas; hace

caer sus reinos sin largas}\par\pard\li2040\ri0\sl-280\slmult0 \fs24\cf0\f1\char
scalex100 {operaciones en el campo de batalla.}\par\pard\li1680\ri0\sl-213\slmul
t0 \fs18\cf0\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f1\charscalex100 {7. C
on sus fuerzas intactas, l disput}\fs24\cf0\f1\charscalex100 {ar el dominio del Im
perio, y as, sin}\par\pard\li2040\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {
perder un solo hombre, su triunfo ser completo. Este es el mtodo de}\par\pard\li20
40\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {estrategia ofensiva.}\par\pard
0\f1\charscalex100 {8. En la guerra, la regla es que, si nuestras fuerzas son di
ez contra uno del}\par\pard\li2040\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100
{enemigo, debemos rodearlo, si son ci}\fs24\cf0\f1\charscalex100 {nco a uno, at
acarlo; si son dos}\par\pard\li2040\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex10
0 {veces ms numerosas, dividir nuestro ejrcito en dos.}\par\pard\li1320\ri0\sl-213
ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-453\slmult0 \*\tx9560\fs20\c
f0\f1\charscalex100 {Distribuido por:
}{ }\fs20\cf3\f1\charscalex100 {{\field
{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {www.autodesarr
ollo.com}}}}\fs20\cf0\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www
.autodesarrollo.com"}}{\fldrslt {
Videos para la formacin laboral y gerenci
al}}}}\tab \fs24\cf0\f1\charscalex100 {14}\par\pard\sect\sectd\sbknone\pgwsxn122
40\pghsxn15840\marglsxn666\margrsxn133\pard\sect\sectd\sbkpage
7;32768}}
7;32768}}

slmult0 \fs24\cf0\f1\charscalex100 {9. Si estamos en igualdad de condiciones, po
demos ofrecer batalla; si}\par\pard\li2040\ri0\sl-266\slmult0 \fs24\cf0\f1\chars
calex100 {tenemos una ligera inferioridad numric}\fs24\cf0\f1\charscalex100 {a, p
odemos evitar al enemigo; si}\par\pard\li2040\ri0\sl-280\slmult0 \fs24\cf0\f1\ch
arscalex100 {somos desiguales en todas formas, podemos huir de l.}\par\pard\li168
0\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-306\slmult0 \fs24\cf0\f1\c
harscalex100 {10.Por lo tanto, aunque una fuerza pequea }\fs24\cf0\f1\charscalex1
00 {realice una lucha tenaz, al fin}\par\pard\li2040\ri0\sl-266\slmult0 \fs24\cf
0\f1\charscalex100 {seguramente ser capturada por una fuerza mayor.}\par\pard\li1
\charscalex100 {11.Por consiguiente, el general es el }\fs24\cf0\f1\charscalex10
0 {baluarte del Estado; si el baluarte es}\par\pard\li2040\ri0\sl-266\slmult0 \f
s24\cf0\f1\charscalex100 {completo en todos los aspectos, el Estado ser fuerte; s
i el baluarte es}\par\pard\li2040\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100
{defectuoso, el Estado ser dbil.}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par
\pard\li1680\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {12.Hay tres maneras
en las cules}\fs24\cf0\f1\charscalex100 { un gobernante puede traer infortunio a}
\par\pard\li2040\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {su ejrcito:}\par\
4\cf0\f1\charscalex100 {a) Ordenando al ejrcito avanzar o retroceder, sin tomar e
n}\par\pard\li2026\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {consideracin qu
e este no est en condiciones de hacerlo. A esto se le}\par\pard\li2026\ri0\sl-280
\slmult0 \fs24\cf0\f1\charscalex100 {llama maniatar al ejrcito.}\par\pard\li2026\
ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\cha
rscalex100 {b) Tratando de gobernar un ejrcito }\fs24\cf0\f1\charscalex100 {de la
misma manera en que se}\par\pard\li2026\ri0\sl-280\slmult0 \fs24\cf0\f1\charsca
lex100 {administra un reino, ignorando las condiciones en que ese ejrcito se}\par
\pard\li2026\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {encuentra. Esto caus
a desconcierto en los soldados.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\pa
r\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {c) Interviniendo en
cuestiones operativas ignorando sus posibles}\par\pard\li2026\ri0\sl-280\slmult
0 \fs24\cf0\f1\charscalex100 {derivaciones y consecuencias. Esto mina la confian
za de los soldados.}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li168
0\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {13.Pero cuando el ejrcito est }\f
s24\cf0\f1\charscalex100 {inquieto y desconcertado, seguramente}\par\pard\li2040
\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {habr dificultades que provendrn de
otros prncipes feudales. Esto es}\par\pard\li2040\ri0\sl-280\slmult0 \fs24\cf0\f
1\charscalex100 {simplemente causar anarqua dentro de la}\fs24\cf0\f1\charscalex1
00 { armada y tirar la victoria por}\par\pard\li2040\ri0\sl-266\slmult0 \fs24\cf
0\f1\charscalex100 {la borda.}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\
pard\li1680\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {14.De esta manera pod
emos saber que hay}\fs24\cf0\f1\charscalex100 { cinco puntos esenciales para la}
\par\pard\li2040\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {victoria: }\par
24\cf0\f1\charscalex100 {1) Ganar aquel que sepa cuando luchar y cuando no hacerl
o. }\par\pard\li2400\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {2) Ganar aq
uel que sepa cmo }\fs24\cf0\f1\charscalex100 {manejar tanto a las fuerzas}\par\pa
rd\li2760\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {superiores como a las i
nferiores. }\par\pard\li2400\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {3)
Ganar aquel cuyo ejrcito est animado por el mismo espritu a}\par\pard\li2760\ri0\sl280\slmult0 \fs24\cf0\f1\charscalex100 {travs de todos sus rangos. }\par\pard\li
2400\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {4) Ganar aquel que, estando p
repar}\fs24\cf0\f1\charscalex100 {ado, aguarde para tomar al}\par\pard\li2760\ri
0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {enemigo desprevenido. }\par\pard\l
i2400\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {5) Ganar aquel que tenga cap

acidad m}\fs24\cf0\f1\charscalex100 {ilitar y no sufra interferencia}\par\pard\l
i2760\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {alguna de parte de su sober
ano.}\par\pard\li2400\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {6) De ah el
dicho: Si t conoces al enemigo y te conoces a ti
}\par\pard\li2733\ri0\sl-280\
slmult0 \fs24\cf0\f1\charscalex100 {mismo, entonces no debes temer el resultado
de cien batallas. Si}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li13
20\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-426\slmult0 \*\tx9560\fs1
8\cf0\f1\charscalex100 {Distribuido por:
}{ }\fs18\cf3\f1\charscalex100 {{\fi
eld{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {www.autodes
arrollo.com}}}}\fs18\cf0\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://
www.autodesarrollo.com"}}{\fldrslt {
Videos para la formacin laboral y gere
ncial}}}}\tab \fs22\cf0\f1\charscalex100 {15}\par\pard\sect\sectd\sbkpage
7;32768}}
7;32768}}
slmult0 \fs24\cf0\f1\charscalex100 {te conoces a ti mismo pero no al enemigo, po
r cada victoria}\par\pard\li2733\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {
ganada tambin sufrirs una derrota. Si t no conoces ni al}\par\pard\li2733\ri0\sl-28
0\slmult0 \fs24\cf0\f1\charscalex100 {enemigo ni a ti mismo, sucumbirs en cada ba

talla.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\
i0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\par
t0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl
-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1
f0\par\pard\li1320\ri0\sl-400\slmult0 \*\tx9560\fs18\cf0\f1\charscalex100 {Distr
ibuido por:
}{ }\fs18\cf3\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "htt
p://www.autodesarrollo.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs18\cf0\f1\c
harscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fl
drslt {
Videos para la formacin laboral y gerencial}}}}\tab \fs22\cf0\f1\ch
rslt {16}}}}\par\pard\sect\sectd\sbkpage
7;32768}}
7;32768}}
mult0 \fs28\cf0\f0\charscalex100\b {IV. Disposiciones tcticas}\b0 \par\column\par
d\li0\ri0\sl-226\slmult0 \fs20\cf0\f0\charscalex100\b {El Arte de la Guerra}\b0
f0\f1\charscalex100 {1. Los buenos peleadores del pasado, primero se situaron ms
all de toda}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {posi
bilidad de una derrota y luego esperaron la oportunidad de derrotar al}\par\pard
\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {enemigo. }\par\pard\li13
charscalex100 {2. Asegurarnos contra la derrota est en nuestras manos, pero a la}
\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {oportunidad de d
errotar al enemigo nos la provee el enemigo mismo. }\par\pard\li1320\ri0\sl-213
\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100
{3. Por consiguiente, el buen luchador }\fs24\cf0\f1\charscalex100 {est capacita
do para asegurarse contra}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\chars
calex100 {la derrota, pero no puede estar seguro de derrotar al enemigo.}\par\pa
cf0\f1\charscalex100 {4. De ah el dicho:}{ }\fs24\cf0\f0\charscalex100\i {Uno}\i0
{ }\fs24\cf0\f0\charscalex100\i {puede saber}\i0 { }\fs24\cf0\f0\charscalex100\
i {cmo conquistar}\i0 { }\fs24\cf0\f0\charscalex100\i {sin estar capacitado}\i0 \
par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f0\charscalex100\i {para hacerlo.}\
i0 \par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-333\slmu
lt0 \fs24\cf0\f1\charscalex100 {5. La seguridad contra la derrota implica tcticas
defensivas; la habilidad para}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\
charscalex100 {vencer al enemigo requiere tomar la ofensiva.}\par\pard\li1320\ri
calex100 {6. Quedarse a la defensiva indica }\fs24\cf0\f1\charscalex100 {falta d
e fuerza. Atacar, una super}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\cha
rscalex100 {abundancia de fuerza.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\

par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {7. El general que
es habilidoso en defensa se esconde en las entraas ms}\par\pard\li1680\ri0\sl-280
\slmult0 \fs24\cf0\f1\charscalex100 {recnditas de la tierra; aquel que es habilid
oso en el ataque resplandece}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\ch
arscalex100 {desde las alturas ms elevadas del cielo. De esta manera, por un lado
}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {tenemos la habi
lidad de protegernos a }\fs24\cf0\f1\charscalex100 {nosotros mismos; por el otro
,}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {logramos una v
ictoria completa.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\
ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {8. Ver la victoria solamente cuan
do est a la vista de todos no tiene nada de}\par\pard\li1680\ri0\sl-280\slmult0 \
fs24\cf0\f1\charscalex100 {extraordinario.}\par\pard\li1320\ri0\sl-213\slmult0 \
fs18\cf0\par\pard\li1320\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {9. Tampo
co tiene nada de extraordinario el hecho de que, despus de la lucha}\par\pard\li1
680\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {y la conquista, todo el Impe
rio diga: Bien hecho!}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li13
20\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {10.Levantar el cabello de un a
nciano no es signo de gran fuerza; ver el sol y la}\par\pard\li1680\ri0\sl-266\s
lmult0 \fs24\cf0\f1\charscalex100 {luna no indica que poseamos una vista aguda;
escuchar el ruido de un}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charsca
lex100 {trueno no es signo de agudeza auditiva.}\par\pard\li1320\ri0\sl-213\slmu
lt0 \fs18\cf0\par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {11.
Antiguamente se llamaba luchador in}\fs24\cf0\f1\charscalex100 {teligente a aque
l que no solamente}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex10
0 {gana la pelea, sino que lo hace con facilidad.}\par\pard\li1320\ri0\sl-213\sl
\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-440\slmult0 \*\tx9560\fs20\cf0\
f1\charscalex100 {Distribuido por:
}{ }\fs20\cf3\f1\charscalex100 {{\field{\*
\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {www.autodesarroll
o.com}}}}\fs20\cf0\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.au
todesarrollo.com"}}{\fldrslt {
Videos para la formacin laboral y gerencial}
}}}\tab \fs24\cf0\f1\charscalex100 {17}\par\pard\sect\sectd\sbknone\pgwsxn12240\
pghsxn15840\marglsxn666\margrsxn133\pard\sect\sectd\sbkpage
7;32768}}

7;32768}}
slmult0 \fs24\cf0\f1\charscalex100 {12.Por lo tanto, sus victorias no le brindan
ni la reputacin de ser sabio ni}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1
\charscalex100 {ningn crdito por su coraje.}\par\pard\li1320\ri0\sl-213\slmult0 \f
s18\cf0\par\pard\li1320\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {13.Ese lu
chador gana sus batallas no cometiendo ningn error. El no cometer}\par\pard\li168
0\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {errores es lo que establece la
certeza }\fs24\cf0\f1\charscalex100 {de lograr la victoria, ya que significa}\pa
r\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {vencer a un enemigo
que ya est vencido de antemano.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\pa
r\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {14.De ah que el luch
ador avezado se sita en una posicin que hace}\par\pard\li1680\ri0\sl-280\slmult0 \
fs24\cf0\f1\charscalex100 {imposible la derrota, y no deja pasar el momento de v
encer a su enemigo.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li132
0\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {15.Es as que en la guerra, el es
tratega }\fs24\cf0\f1\charscalex100 {victorioso solamente busca batalla}\par\par
d\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {despus que se ha logrado
la victoria, mientras que aquel que est}\par\pard\li1680\ri0\sl-280\slmult0 \fs24
\cf0\f1\charscalex100 {destinado a la derrota, lucha y luego intenta conquistar
la victoria.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\s
l-333\slmult0 \fs24\cf0\f1\charscalex100 {16.El lder consumado cultiva la ley mor
al y adhiere estrictamente al mtodo y}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\c
f0\f1\charscalex100 {la disciplina; por consiguiente est}\fs24\cf0\f1\charscalex1
00 { en su poder controlar el xito.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0
\par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {17.En lo que res
pecta al mtodo milit}\fs24\cf0\f1\charscalex100 {ar, tenemos, primero, la Medida;
en}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {segundo trmin
o}\fs24\cf0\f0\charscalex100\i {, la Estimacin}\i0 { }\fs24\cf0\f0\charscalex100\
i {de la cantidad}\i0 \fs24\cf0\f1\charscalex100 {; en tercero,}{ }\fs24\cf0\f0\
charscalex100\i {el Clculo}\i0 \fs24\cf0\f1\charscalex100 {; en}\par\pard\li1680\
ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {cuarto,}{ }\fs24\cf0\f0\charscale
x100\i {el Equilibrio de oportunidades}\i0 \fs24\cf0\f1\charscalex100 {; y en qu
into lugar}\fs24\cf0\f0\charscalex100\i {, la Victoria}\i0 \fs24\cf0\f1\charscal
ex100 {.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-33
3\slmult0 \fs24\cf0\f1\charscalex100 {18.}{ }\fs24\cf0\f0\charscalex100\i {La Me
dida}\i0 \fs24\cf0\f1\charscalex100 { debe su existencia a la}{ }\fs24\cf0\f0\ch
arscalex100\i {Tierra}\i0 \fs24\cf0\f1\charscalex100 {; la}{ }\fs24\cf0\f0\chars
calex100\i {Estimacin de cantidad}\i0 \fs24\cf0\f1\charscalex100 { a la}\par\pard
\li1680\ri0\sl-280\slmult0 \fs24\cf0\f0\charscalex100\i {Medida}\i0 \fs24\cf0\f1
\charscalex100 {; el}{ }\fs24\cf0\f0\charscalex100\i {Clculo}\i0 { }\fs24\cf0\f1\
charscalex100 {a la}{ }\fs24\cf0\f0\charscalex100\i {Estimacin de cantidad}\i0 \f
s24\cf0\f1\charscalex100 {; el}{ }\fs24\cf0\f0\charscalex100\i {Equilibrio de}\i
0 \par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f0\charscalex100\i {oportunidade
s}\i0 \fs24\cf0\f1\charscalex100 { a los}{ }\fs24\cf0\f0\charscalex100\i {Clculos

}\i0 \fs24\cf0\f1\charscalex100 {; y la}{ }\fs24\cf0\f0\charscalex100\i {Victori
a}\i0 \fs24\cf0\f1\charscalex100 { al}{ }\fs24\cf0\f0\charscalex100\i {Equilibri
o de oportunidades}\i0 \fs24\cf0\f1\charscalex100 {.}\par\pard\li1320\ri0\sl-213
{19.Una armada victoriosa en oposicin a una vencida, est situada en la}\par\pard\
li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {misma posicin de la balanza
que una libra de peso con respecto a un solo}\par\pard\li1680\ri0\sl-266\slmul
t0 \fs24\cf0\f1\charscalex100 {grano.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\
cf0\par\pard\li1320\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {20.La arremet
ida de una fuerza vencedora es como el estallido de aguas}\par\pard\li1680\ri0\s
l-280\slmult0 \fs24\cf0\f1\charscalex100 {contenidas hacia un abismo insondable.
0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li13
0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult
0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl346\slmult0 \*\tx9560\fs18\cf0\f1\charscalex100 {Distribuido por:
}{ }\fs18\c
f3\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com
"}}{\fldrslt {www.autodesarrollo.com}}}}\fs18\cf0\f1\charscalex100 {{\field{\*\f
ldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {
Videos para
la formacin laboral y gerencial}}}}\tab \fs22\cf0\f1\charscalex100 {{\field{\*\fl
dinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {18}}}}\par\pard\sect
\sectd\sbkpage
7;32768}}

7;32768}}
fs28\cf0\f0\charscalex100\b {V. La Energa.}\b0 \par\column\pard\li0\ri0\sl-226\sl
mult0 \fs20\cf0\f0\charscalex100\b {El Arte de la Guerra}\b0 \par\pard\sect\sect
d\sbknone\pgwsxn12240\pghsxn15840\marglsxn666\margrsxn133\pard\li1320\ri0\sl-213
{
1. El control de una gran fuerza se rige por el mismo principio que el
}\par\pard\li2026\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {control de unos
pocos hombres: solamente es cuestin de dividir sus
}\par\pard\li2026\ri0\sl-2
66\slmult0 \fs24\cf0\f1\charscalex100 {cantidades.}\par\pard\li2026\ri0\sl-213\s
lmult0 \fs18\cf0\par\pard\li2026\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {
2. Luchar con un gran ejrcito baj}\fs24\cf0\f1\charscalex100 {o su mando no es de
ninguna manera}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {
diferente a luchar con uno pequeo: se}\fs24\cf0\f1\charscalex100 { trata solament
e de instituir}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {s
ignos y seales. }\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\r
i0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {3. Asegurarse de que toda su fuerz
a}\fs24\cf0\f1\charscalex100 { pueda soportar la acometida del}\par\pard\li2386\
ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {enemigo y permanecer inquebrantab
le,}\fs24\cf0\f1\charscalex100 { esto se debe efectuar por}\par\pard\li2386\ri0\
sl-280\slmult0 \fs24\cf0\f1\charscalex100 {medio de maniobras directas e indirec
tas.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-333\sl
mult0 \fs24\cf0\f1\charscalex100 {4. Que el impacto de su ejrcito pueda ser como
una piedra arrojada}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex1
00 {contra un huevo, esto se logra a travs de la ciencia de los puntos}\par\pard\
li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {dbiles y fuertes.}\par\pard
0\f1\charscalex100 {5. En toda lucha, el mtodo direct}\fs24\cf0\f1\charscalex100
{o se puede utilizar para lanzarse a la}\par\pard\li2386\ri0\sl-280\slmult0 \fs2
4\cf0\f1\charscalex100 {batalla, pero se necesitarn mtodos}\fs24\cf0\f1\charscalex
100 { indirectos para asegurar la}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\
f1\charscalex100 {victoria.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pa
rd\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {6. Las tcticas indirecta
s, aplicadas con eficiencia, son inagotables}\par\pard\li2386\ri0\sl-280\slmult0
\fs24\cf0\f1\charscalex100 {como el Cielo y la Tierra, infinitas }\fs24\cf0\f1\
charscalex100 {como el correr de los ros y arroyos;}\par\pard\li2386\ri0\sl-266\s
lmult0 \fs24\cf0\f1\charscalex100 {como el sol y la luna, que concluyen pero par
a comenzar de nuevo;}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex
100 {como las cuatro estaciones, que pasan pero para retornar una vez}\par\pard\
li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {ms. }\par\pard\li2026\ri0\

lex100 {7. No hay nada ms que cinco notas musicales, sin embargo, las}\par\pard\l
i2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {combinaciones entre estas c
inco, dan lugar a ms melodas de las}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\
f1\charscalex100 {que podran escucharse alguna vez.}\par\pard\li2026\ri0\sl-213\s
8. No existen nada ms que cinco colores primarios (azul, amarillo, rojo,}\par\par
d\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {blanco y negro), sin emb
argo, combinados, producen ms tonos de}\par\pard\li2386\ri0\sl-266\slmult0 \fs24
\cf0\f1\charscalex100 {los que pudieran verse alguna vez.}\par\pard\li2026\ri0\s
ex100 {9. No hay ms que cinco gustos (cido, agrio, salado, dulce y amargo),}\par\p
ard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {y a pesar de eso, las
combinaciones entre ellos producen ms}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\c
f0\f1\charscalex100 {sabores de los que podramos probar alguna vez.}\par\pard\li1
s18\cf0\par\pard\li1320\ri0\sl-426\slmult0 \*\tx9560\fs20\cf0\f1\charscalex100 {
Distribuido por:
}{ }\fs20\cf3\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK
"http://www.autodesarrollo.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs20\cf0
\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}
}{\fldrslt {
Videos para la formacin laboral y gerencial}}}}\tab \fs24\cf0\
f1\charscalex100 {19}\par\pard\sect\sectd\sbknone\pgwsxn12240\pghsxn15840\margls
xn666\margrsxn133\pard\sect\sectd\sbkpage
7;32768}}
7;32768}}

slmult0 \fs24\cf0\f1\charscalex100 {10.En la batalla, no hay ms que dos mtodos de
ataque, el directo y el}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charsca
lex100 {indirecto; sin embargo, ellos dos en combinacin dan como resultado}\par\p
ard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {una serie interminable
de maniobras.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0
\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {11.El mtodo directo y el indirecto se
guan uno al otro por turnos. Es}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1
\charscalex100 {como moverse en crculo: nunca se llega al fin. Quin puede agotar}\p
ar\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {las posibilidades
de su combinacin?}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\r
i0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {12.El ataque de las tropas es como
}\fs24\cf0\f1\charscalex100 {el precipitarse de un torrente que}\par\pard\li238
6\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {har rodar hasta las piedras en s
u curso.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-33
3\slmult0 \fs24\cf0\f1\charscalex100 {13.La cualidad de la decisin es como el sbit
o descenso de un halcn}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscale
x100 {que le permite atacar y destruir a su vctima.}\par\pard\li2026\ri0\sl-213\s
14.Por lo tanto, el buen luchador ser terrible en su ataque y rpido en}\par\pard\l
i2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {sus decisiones.}\par\pard\l
f1\charscalex100 {15.La energa puede comparase a la cu}\fs24\cf0\f1\charscalex100
{rva de un arco; la decisin, a}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\
charscalex100 {accionar el disparador.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18
\cf0\par\pard\li2026\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {16.Entre el
torbellino y tumulto de la batalla, puede haber un aparente}\par\pard\li2386\ri0
\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {desorden y sin embargo no haberlo en
rea}\fs24\cf0\f1\charscalex100 {lidad. Entre la confusin y}\par\pard\li2386\ri0
\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {el caos, la formacin de sus tropas p
uede no tener ni pies ni cabeza}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1
\charscalex100 {y sin embargo, ser a prueba de derrotas.}\par\pard\li2026\ri0\sl
-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscale
x100 {17.El desorden simulado indica una disciplina perfecta; el miedo}\par\pard
\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {simulado indica coraje; l
a debilidad simulada indica fortaleza.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18
\cf0\par\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {18.Ocultar e
l orden bajo una apari}\fs24\cf0\f1\charscalex100 {encia de desorden es simpleme
nte}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {una cuestin d
e subdivisin; ocultar el coraje bajo el aspecto de}\par\pard\li2386\ri0\sl-280\sl
mult0 \fs24\cf0\f1\charscalex100 {timidez presupone una base de energa la}\fs24\c
f0\f1\charscalex100 {tente; enmascarar la fuerza}\par\pard\li2386\ri0\sl-266\slm
ult0 \fs24\cf0\f1\charscalex100 {con debilidad se debe lograr por medio de dispo
siciones tcticas.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\r
i0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {19.De esa manera, aquel que es hab
}\fs24\cf0\f1\charscalex100 {ilidoso para mantener al enemigo}\par\pard\li2386\r
i0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {en movimiento se muestra con una a
pariencia engaosa, y lograr}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\chars
calex100 {que el oponente acte en concordancia}\fs24\cf0\f1\charscalex100 {. El d
ebe sacrificar algo para}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charsc
alex100 {que el enemigo trate de arrebatrselo.}\par\pard\li2026\ri0\sl-213\slmult
0 \fs18\cf0\par\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {20.Po
r medio de seuelos, lo mantiene en marcha. Luego, con un grupo}\par\pard\li2386\r
i0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {de hombres seleccionados, acecha a

su oponente.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\
sl-333\slmult0 \fs24\cf0\f1\charscalex100 {21.El combatiente inteligente anticip
a }\fs24\cf0\f1\charscalex100 {el efecto de la energa combinada}\par\pard\li2386\
ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {y no exige demasiado de los indiv
iduos. De ah su habilidad para}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\c
harscalex100 {elegir a los hombres indicados y utilizar su energa combinada.}\par
18\cf0\par\pard\li1320\ri0\sl-386\slmult0 \*\tx9560\fs18\cf0\f1\charscalex100 {D
istribuido por:
}{ }\fs18\cf3\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK
"http://www.autodesarrollo.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs18\cf0\
f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}
{\fldrslt {
Videos para la formacin laboral y gerencial}}}}\tab \fs22\cf0\f
1\charscalex100 {20}\par\pard\sect\sectd\sbkpage
7;32768}}
7;32768}}
i0\sl-306\slmult0 \fs24\cf0\f1\charscalex100 {22.Cuando l utiliza esa energa combi
nada, sus soldados se}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscale

x100 {transforman en una suerte de tronc}\fs24\cf0\f1\charscalex100 {os o piedra
s que ruedan. Porque}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex
100 {es la naturaleza de un tronco o una piedra la de permanecer inmvil}\par\par
d\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {sobre un terreno llano,
y de moverse cuando este es inclinado;}\par\pard\li2386\ri0\sl-280\slmult0 \fs24
\cf0\f1\charscalex100 {detenerse si es anguloso, pero seguir rodando si es redon
do.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-333\slm
ult0 \fs24\cf0\f1\charscalex100 {23.Es as que la energa desarrollada por los bueno
s combatientes es}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100
{como el mpetu de una piedra redondeada que se echa a rodar por la}\par\pard\li2
386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {montaa desde una enorme altura
d\li1320\ri0\sl-386\slmult0 \*\tx9560\fs18\cf0\f1\charscalex100 {Distribuido por
:
}{ }\fs18\cf3\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.au
todesarrollo.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs18\cf0\f1\charscalex1
00 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {
Videos para la formacin laboral y gerencial}}}}\tab \fs22\cf0\f1\charscalex10
0 {21}\par\pard\sect\sectd\sbkpage
7;32768}}

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fs28\cf0\f0\charscalex100\b {VI. Puntos Dbiles y Fuertes.}\b0 \par\column\pard\li
0\ri0\sl-226\slmult0 \fs20\cf0\f0\charscalex100\b {El Arte de la Guerra}\b0 \par
\pard\sect\sectd\sbknone\pgwsxn12240\pghsxn15840\marglsxn666\margrsxn133\pard\li
1\charscalex100 {1. Quienquiera que sea el primero en arribar al campo de batall
a y aguarde la}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {l
legada del enemigo, estar fresco para la lucha; quienquiera que llegue}\par\pard\
li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {segundo y tenga que apresu
rarse para entra}\fs24\cf0\f1\charscalex100 {r en combate, estar exhausto.}\par\p
\cf0\f1\charscalex100 {2. Por consiguiente, el combatiente }\fs24\cf0\f1\charsca
lex100 {perspicaz impone su voluntad sobre el}\par\pard\li1680\ri0\sl-280\slmult
0 \fs22\cf0\f1\charscalex100 {enemigo, pero no permite que la voluntad de ste pre
valezca sobre la suya.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li
1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {3. Tratando de mostrar a su
oponente que este}\fs24\cf0\f1\charscalex100 { ltimo tiene ventaja sobre l, el}\pa
r\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {guerrero habilidoso
puede lograr que el enemigo se aproxime por propia}\par\pard\li1680\ri0\sl-280\
slmult0 \fs24\cf0\f1\charscalex100 {voluntad; mientras que, inflingindole un dao,
puede hacer que a este le}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\chars
calex100 {sea imposible acercrsele.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0
\par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {4. An cuando el e
nemigo est llevando la mejor parte, l puede arrasarlo;}\par\pard\li1680\ri0\sl-280
\slmult0 \fs24\cf0\f1\charscalex100 {aunque este tuviera la necesaria provisin de
alimentos, puede hacerlo}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\chars

calex100 {morir de inanicin; an cuando el oponente hubiera establecido un}\par\par
d\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {campamento adecuado, l pu
ede forzarlo a ponerse en marcha.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\
par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {5. Puede aparecer
en sitios que el}\fs24\cf0\f1\charscalex100 { enemigo debe apresurarse a defend
er;}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {marchar raud
amente a lugares donde no se lo espera.}\par\pard\li1320\ri0\sl-213\slmult0 \fs1
8\cf0\par\pard\li1320\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {6. Un ejrcit
o puede marchar grandes distancias sin apuros, si lo hace por un}\par\pard\li168
0\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {terreno donde no se encuentra e
l enemigo.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl346\slmult0 \fs24\cf0\f1\charscalex100 {7. Uno puede estar seguro de tener xito e
n sus ataques solamente si se}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\c
harscalex100 {arremete contra lugares indefensos. Se puede estar seguro de la so
lidez de}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {nuestra
defensa solamente si nos }\fs24\cf0\f1\charscalex100 {situamos en posiciones qu
e no puedan}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {ser
atacadas.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-3
33\slmult0 \fs24\cf0\f1\charscalex100 {8. Por lo tanto, se considera }\fs24\cf0\
f1\charscalex100 {que un general es habilidoso en ataque cuando}\par\pard\li1680
\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {su oponente no sabe lo que tiene
que defender y es diestro en defensa}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\
cf0\f1\charscalex100 {aquel cuyo enemigo no sabe qu atacar.}\par\pard\li1320\ri0\
lex100 {9. Oh, divino arte de la sutileza y el }\fs24\cf0\f1\charscalex100 {secre
to! A travs tuyo, aprendemos a ser}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\
f1\charscalex100 {invisibles, a travs tuyo, inaudibles }\fs24\cf0\f1\charscalex10
0 {y de esa forma podemos tener el destino}\par\pard\li1680\ri0\sl-266\slmult0 \
fs24\cf0\f1\charscalex100 {de nuestro enemigo en nuestras manos.}\par\pard\li132
harscalex100 {10.Se puede avanzar y ser absolutamente }\fs24\cf0\f1\charscalex10
0 {invencible si se atacan los puntos}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\
cf0\f1\charscalex100 {dbiles del enemigo; uno puede retirarse y estar a salvo de
su persecucin}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {si
nuestros movimientos son ms rpidos que los de nuestro oponente.}\par\pard\li1320\r
:
0 {22}\par\pard\sect\sectd\sbknone\pgwsxn12240\pghsxn15840\marglsxn666\margrsxn1
33\pard\sect\sectd\sbkpage
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i0\sl-306\slmult0 \fs24\cf0\f1\charscalex100 {11.Si deseamos luchar, podemos for
z}\fs24\cf0\f1\charscalex100 {ar al enemigo a un enfrentamiento}\par\pard\li1680
\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {aunque ste haya encontrado refugi
o detrs de una alta muralla y un foso}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\c
f0\f1\charscalex100 {muy profundo. Todo lo que necesitamos es atacar algn otro si
tio que l se}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {ver o
bligado a defender.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li132
0\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {12.Si no deseamos luchar, podem
os evit}\fs24\cf0\f1\charscalex100 {ar que nuestro enemigo nos fuerce a}\par\par
d\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {hacerlo aunque slo tengam
os lo}\fs24\cf0\f1\charscalex100 {s bordes de nuestro campamento}\par\pard\li168
0\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {marcados en el suelo. Todo lo q
ue debemos hacer es arrojar algo molesto e}\par\pard\li1680\ri0\sl-280\slmult0 \
fs24\cf0\f1\charscalex100 {impredecible a su paso.}\par\pard\li1320\ri0\sl-213\s
13.Descubriendo las posiciones del enemigo y permaneciendo invisibles para}\par\
pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {l, nosotros podemos ma
ntener a nuestras}\fs24\cf0\f1\charscalex100 { fuerzas concentradas, mientras}\p
ar\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {que las de nuestro
adversario estarn divididas.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\p
ard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {14.Nosotros podemos fo
rmar un solo cuerpo unido, mientras que el enemigo}\par\pard\li1680\ri0\sl-280\s
lmult0 \fs24\cf0\f1\charscalex100 {deber dividirse en fracciones. Por }\fs24\cf0\
f1\charscalex100 {lo tanto habr un todo enfrentado a}\par\pard\li1680\ri0\sl-266\
slmult0 \fs24\cf0\f1\charscalex100 {distintas partes de un todo, lo que signific
a que nosotros seremos muchos}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\c
harscalex100 {contra unos pocos por parte del oponente. }\par\pard\li1320\ri0\s
ex100 {15.Y si, de este modo, somos capaces de atacar a una fuerza inferior con
una}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {superior, nu
estros oponentes se }\fs24\cf0\f1\charscalex100 {encontrarn realmente en apuros.}
\fs24\cf0\f1\charscalex100 {16.No se debe hacer conocer el sitio donde hemos el
egido luchar, porque de}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\charsca
lex100 {esa manera, el enemigo se ver obligado a prepararse contra un posible}\pa
r\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {ataque en distintos
frentes; y estando su}\fs24\cf0\f1\charscalex100 {s fuerzas distribuidas en div
ersas}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {direccione
s, el nmero de soldados que tendremos que enfrentar en}\par\pard\li1680\ri0\sl-26
6\slmult0 \fs24\cf0\f1\charscalex100 {determinados lugares ser pr}\fs24\cf0\f1\ch
arscalex100 {oporcionalmente bastante pequeo.}\par\pard\li1320\ri0\sl-213\slmult0
\fs18\cf0\par\pard\li1320\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {17.Por
que, si el enemigo reforzara su vanguardia, debilitara su retaguardia; si}\par\pa
rd\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {fortaleciera su retagua
rdia debilitara }\fs24\cf0\f1\charscalex100 {su vanguardia; si reforzara su flanc
o}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {izquierdo, hara
ms dbil su flanco derecho, si fortaleciera el derecho,}\par\pard\li1680\ri0\sl-28
0\slmult0 \fs24\cf0\f1\charscalex100 {debilitara el izquierdo. Si enviara re}\fs2
4\cf0\f1\charscalex100 {fuerzos a todos lados, sera dbil en}\par\pard\li1680\ri0\s
l-280\slmult0 \fs24\cf0\f1\charscalex100 {todos lados.}\par\pard\li1320\ri0\sl-2
00 {18.La debilidad numrica surge de tener}\fs24\cf0\f1\charscalex100 { que prepa
rarse contra posibles}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscale
x100 {ataques; la superioridad numrica, de forz}\fs24\cf0\f1\charscalex100 {ar a
nuestro adversario a realizar}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\c
harscalex100 {estos preparativos en contra nuestra.}\par\pard\li1320\ri0\sl-213\
{19.Conociendo el lugar y hora de la batalla que se acerca, podremos}\par\pard\l
i1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {concentrarnos para la lucha
desde las distancias ms lejanas.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\p
ar\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {20.Pero si no cono
cemos ni el tiempo ni el lugar, el flanco izquierdo estar}\par\pard\li1680\ri0\sl
-280\slmult0 \fs24\cf0\f1\charscalex100 {imposibilitado de socorrer al derecho,
}\fs24\cf0\f1\charscalex100 {el derecho igualmente impotente de}\par\pard\li1320
ard\li1320\ri0\sl-386\slmult0 \*\tx9560\fs18\cf0\f1\charscalex100 {Distribuido p
or:
}{ }\fs18\cf3\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.
autodesarrollo.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs18\cf0\f1\charscale
x100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {
Videos para la formacin laboral y gerencial}}}}\tab \fs22\cf0\f1\charscalex
7;32768}}
7;32768}}
slmult0 \fs24\cf0\f1\charscalex100 {socorrer al izquierdo, la vanguardia ser inca
paz de apoyar a la retaguardia,}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1
\charscalex100 {o la retaguardia de ayudar a la vanguardia. Cunto ms si los grupos
ms}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {lejanos del ejr
cito se encuentran a }\fs24\cf0\f1\charscalex100 {no menos de cinco mil kilmetros
de}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {distancia, y
hasta los ms cercanos estn separados por cientos de}\par\pard\li1680\ri0\sl-266\s
lmult0 \fs24\cf0\f1\charscalex100 {kilmetros!}\par\pard\li1320\ri0\sl-213\slmult0
\fs18\cf0\par\pard\li1320\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {21.Aun
que de acuerdo a mi estimacin los soldados de Yueh exceden a los}\par\pard\li1680
\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {nuestros en nmero, eso no les dar
}\fs24\cf0\f1\charscalex100 {ninguna ventaja con respecto a la}\par\pard\li1680\
ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {victoria. Digo entonces que el tr
iunfo se puede alcanzar.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\
li1320\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {22.Aunque el adversario se
a mayor en }\fs24\cf0\f1\charscalex100 {nmero, nosotros podemos evitar que}\par\p
ard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {luche. Planifique todo
de tal manera que pueda descubrir sus planes y sus}\par\pard\li1680\ri0\sl-280\
slmult0 \fs24\cf0\f1\charscalex100 {oportunidades de xito.}\par\pard\li1320\ri0\s
ex100 {23.Provquelo y conozca la razn de su actividad o inactividad. Oblguelo a}\pa
r\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {revelar todo sobre
s mismo para poder}\fs24\cf0\f1\charscalex100 { descubrir sus puntos vulnerables.
0 \fs24\cf0\f1\charscalex100 {24.Compare cuidadosamente el ejrcito}\fs24\cf0\f1\c
harscalex100 { enemigo con el suyo, de tal manera}\par\pard\li1680\ri0\sl-280\sl
mult0 \fs24\cf0\f1\charscalex100 {que pueda conocer dnde la posicin de este ltimo e
s ms slida y donde}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100
{es deficiente.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\r
i0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {25.Al realizar disposiciones tctica
s, lo mejor que se puede hacer es ocultarlas.}\par\pard\li1680\ri0\sl-280\slmult
0 \fs24\cf0\f1\charscalex100 {Ocltelas y estar seguro contra el acecho de los espas
ms avezados y}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {la
s maquinaciones de las mentes ms brillantes.}\par\pard\li1320\ri0\sl-213\slmult0
\fs18\cf0\par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {26.Cmo s
e puede lograr la victoria }\fs24\cf0\f1\charscalex100 {partiendo de las tcticas
de su propio}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {ene

migo? Eso es lo que la multitud no puede comprender.}\par\pard\li1320\ri0\sl-213
{26.Cualquier hombre puede ver las tcticas}\fs24\cf0\f1\charscalex100 { por las
cules yo logro vencer,}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscale
x100 {pero ninguno puede conocer la estrategia de la cual surgi la victoria.}\par
24\cf0\f1\charscalex100 {27.No repita las tcticas que le han pos}\fs24\cf0\f1\cha
rscalex100 {ibilitado alcanzar una victoria, ms bien}\par\pard\li1680\ri0\sl-280\
slmult0 \fs24\cf0\f1\charscalex100 {deje que sus mtodos sean regulados por la inf
inita variedad de}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100
{circunstancias.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\
ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {28.Las tcticas militares se equipa
ran al agua, ya que el agua en su curso}\par\pard\li1680\ri0\sl-280\slmult0 \fs2
4\cf0\f1\charscalex100 {natural huye de los lugares altos y se dirige al valle.}
\fs24\cf0\f1\charscalex100 {29.Por lo tanto, en la guerra, el camino es}\fs24\c
f0\f1\charscalex100 { evitar al fuerte y atacar al dbil.}\par\pard\li1320\ri0\sl
x100 {30.El agua va formando su curso de acuerdo a la naturaleza del suelo sobr
e el}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {que corre;
el soldado trabaja para lograr su}\fs24\cf0\f1\charscalex100 { victoria en relac
in al enemigo}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {que
est enfrentando.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\r
:
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100\b {El Arte de la Guerra}\b0 \fs20\cf0\f0\charscalex100\b { }\b0 \par\pard\li
fs18\cf0\par\pard\li1320\ri0\sl-306\slmult0 \fs24\cf0\f3\charscalex100 {31.}\fs2
4\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Por consiguiente, tal como
el agua no puede retener una forma constante,}\par\pard\li1680\ri0\sl-293\slmul
t0 \fs24\cf0\f3\charscalex100 {de la misma manera, }\fs24\cf0\f3\charscalex100 {
en la guerra, no hay condiciones constantes.}\fs24\cf0\f3\charscalex100 { }\par\
4\cf0\f3\charscalex100 {32.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscale
x100 {Aquel que puede modificar sus tcticas en relacin con las de su oponente}\par
\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {y, por ende logra ve
ncer, puede ser llamado capitn del cielo.}\fs24\cf0\f3\charscalex100 { }\par\pard
0\f3\charscalex100 {33.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100
{Los cinco elementos (agua, fuego, madera, metal y tierra) no siempre son}\fs24
\cf0\f3\charscalex100 { }\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charsc
alex100 {igualmente predominantes, las cuatro estaciones dan lugar a unos u otro
s}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {por turno. Hay
das cortos y largos; la luna tiene sus perodos menguantes y}\par\pard\li1680\ri0\
sl-293\slmult0 \fs24\cf0\f3\charscalex100 {crecientes.}\fs24\cf0\f3\charscalex10
0 { }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\sl
pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-293\slmult0 \*\t
x9626\fs20\cf0\f3\charscalex100 {Distribuido por:

}{ }\fs20\cf3\f3\charscalex
100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {ww
w.autodes}\fs20\cf3\f3\charscalex100 {arrollo.com}}}}\fs20\cf0\f3\charscalex100
{{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {
Videos para la formacin laboral y gerencial}\fs20\cf0\f3\charscalex100 { }}}}\ta
b \fs24\cf0\f3\charscalex100 {25}\par\pard\sect\sectd\sbkpage
7;32768}}
7;32768}}
mult0 \fs28\cf0\f0\charscalex100\b {VII. Las maniobras}\b0 \par\column\pard\li0\
ri0\sl-226\slmult0 \fs20\cf0\f0\charscalex100\b {El Arte de la Guerra}\b0 \par\p

ard\sect\sectd\sbknone\pgwsxn12240\pghsxn15840\marglsxn666\margrsxn133\pard\li13
charscalex100 {1. En la guerra, el general recibe las rdenes de su soberano.}\par
24\cf0\f1\charscalex100 {2. Habiendo reclutado un ejrcito y concent}\fs24\cf0\f1\
charscalex100 {rado sus fuerzas, l debe combinar}\par\pard\li1680\ri0\sl-280\slmu
lt0 \fs24\cf0\f1\charscalex100 {y armonizar los diferentes elementos antes de co
menzar a armar su}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100
{campamento.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\
sl-333\slmult0 \fs24\cf0\f1\charscalex100 {3. Ms tarde, llegan las maniobras tct}\
fs24\cf0\f1\charscalex100 {icas, fuera de las cules nada es tan}\par\pard\li1680\
ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {difcil. La dificultad de las manio
bras tcticas consiste en transformar lo}\par\pard\li1680\ri0\sl-280\slmult0 \fs2
4\cf0\f1\charscalex100 {tortuoso en directo y el infortunio en beneficio.}\par\p
\cf0\f1\charscalex100 {4. De esa manera, el tomar una ruta larga y sinuosa, desp
us de llevar}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {engao
samente al enemigo fuera de ella, }\fs24\cf0\f1\charscalex100 {y sin embargo seg
uir tras l para}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {l
legar a la meta antes que l lo haga,}\fs24\cf0\f1\charscalex100 { muestra conocim
iento de la destreza}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex
100 {en desorientar al contrario.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\
par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {5. Maniobrar con
un ejrcito es ventajoso; con una muchedumbre}\par\pard\li1680\ri0\sl-280\slmult0
\fs24\cf0\f1\charscalex100 {indisciplinada, muy peligroso.}\par\pard\li1320\ri0\
lex100 {6. Si se pone una armada totalmente equipada en marcha con el objetivo d
e}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {lograr ventaja
sobre los dems, la}\fs24\cf0\f1\charscalex100 {s probabilidades indican que lleg
ar}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {demasiado tard
e. Por otro lado, }\fs24\cf0\f1\charscalex100 {destinar una columna ligera para
ese}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {propsito, inv
olucra el sacrificio de sus equipos y provisiones.}\par\pard\li1320\ri0\sl-213\s
7. Entonces, si usted ordena a sus hom}\fs24\cf0\f1\charscalex100 {bres enrollar
sus chaquetas de cuero y}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\chars
calex100 {realizar marchas forzadas sin parar ni de noche ni de da, cubriendo el}
\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {doble de la dist
ancia corriente de un tirn, haciendo miles de kilmetros con}\par\pard\li1680\ri0\s
l-280\slmult0 \fs24\cf0\f1\charscalex100 {el objeto de lograr a duras penas una
v}\fs24\cf0\f1\charscalex100 {entaja sobre su enemigo, los lderes}\par\pard\li168
0\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {de sus divisiones caern en las m
anos de su oponente.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li13
20\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {8. Los hombres ms robustos esta
r}\fs24\cf0\f1\charscalex100 {n al frente, los ms dbiles quedarn}\par\pard\li1680\ri
0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {rezagados y con esta estrategia sol
amente la dcima parte de su ejrcito}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\
f1\charscalex100 {llegar a destino.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0
\par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {9. Si usted marc
ha cincuenta LI para }\fs24\cf0\f1\charscalex100 {ganar de mano a su enemigo, pe
rder al}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {lder de su
primera divisin, y solament}\fs24\cf0\f1\charscalex100 {e la mitad de su fuerza
llegar a la}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {meta.
20\ri0\sl-293\slmult0 \*\tx9560\fs20\cf0\f1\charscalex100 {Distribuido por:
}
{ }\fs20\cf3\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesa
rrollo.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs20\cf0\f1\charscalex100 {{\
field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {
Vi
deos para la formacin laboral y gerencial}}}}\tab \fs24\cf0\f1\charscalex100 {26}
7;32768}}
7;32768}}
slmult0 \fs24\cf0\f1\charscalex100 {10.Si usted marcha treinta LI con el mism}\f
s24\cf0\f1\charscalex100 {o propsito, dos tercios de su ejrcito}\par\pard\li1680\r
i0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {llegar a destino.}\par\pard\li1320\
rscalex100 {11.De esto podemos deducir que un ejrcito sin sus convoyes de suminis
tros}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {est perdido;
sin sus provisiones est perdido; sin sus bases de}\par\pard\li1680\ri0\sl-280\sl
mult0 \fs24\cf0\f1\charscalex100 {aprovisionamiento est perdido.}\par\pard\li1320
\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\ch
arscalex100 {12.No podemos entrar en alianzas hasta no conocer perfectamente los
planes}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {de nuest
ros vecinos.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\s
l-346\slmult0 \fs24\cf0\f1\charscalex100 {13.No estaremos aptos para guiar un ejr

cito en su marcha a menos que}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\c
harscalex100 {estemos familiarizados con el terreno, sus montaas y bosques, sus}\
par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {abismos y precipi
cios, sus pantanos y cinagas.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\p
ard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {14.Seremos incapaces d
e aprovechar }\fs24\cf0\f1\charscalex100 {las ventajas naturales a menos que}\pa
r\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {utilicemos a los gua
s locales.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl333\slmult0 \fs24\cf0\f1\charscalex100 {15.En la guerra, practica la simulacin y
triunfars.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-3
46\slmult0 \fs24\cf0\f1\charscalex100 {16.Debers decidir si concentrar o dividir
tus tropas de acuerdo a las}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\cha
rscalex100 {circunstancias.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pa
rd\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {17.Que tu rapidez sea l
a del viento y que tu densidad sea la del bosque.}\par\pard\li1320\ri0\sl-213\sl
mult0 \fs18\cf0\par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {1
8.En caso de ataque y saqueo, s como el fuego; la inmovilidad es como una}\par\pa
rd\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {montaa. }\par\pard\li13
charscalex100 {19.Haz que tus planes sean oscuros e impenetrables como la noche
y cuando}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {te muev
as, cae como el rayo.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1
320\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {20.Cuando saquees un lugar, q
ue el botn se divida entre tus hombres y}\par\pard\li1680\ri0\sl-266\slmult0 \fs2
4\cf0\f1\charscalex100 {cuando captures nuevos territorios, divdelos en parcelas
para el uso de los}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex10
0 {soldados.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\s
l-333\slmult0 \fs24\cf0\f1\charscalex100 {21.Medita y delibera antes de tomar un
a decisin.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-3
46\slmult0 \fs24\cf0\f1\charscalex100 {22.Conquistar aquel que haya aprendido la
destreza de la manipulacin. Tal}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\
charscalex100 {es el arte de saber maniobrar.}\par\pard\li1320\ri0\sl-213\slmult
0 \fs18\cf0\par\pard\li1320\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {23.El
Libro de Manejo del Ejrcito dice: }\fs24\cf0\f1\charscalex100 {En el campo de ba
talla, las palabras }\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscale
x100 {emitidas no llegan muy lejos; de ah la utilizacin de gongs y tambores.}\par
\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {Tampoco los objetos
comunes pueden vers}\fs24\cf0\f1\charscalex100 {e con suficiente claridad; de ah}
\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {la utilizacin de
estandartes y banderas.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\l
par\pard\li1320\ri0\sl-453\slmult0 \*\tx9560\fs18\cf0\f1\charscalex100 {Distribu
ido por:
}{ }\fs18\cf3\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http:/
/www.autodesarrollo.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs18\cf0\f1\char
scalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrs
lt {
Videos para la formacin laboral y gerencial}}}}\tab \fs22\cf0\f1\chars
calex100 {27}\par\pard\sect\sectd\sbkpage
7;32768}}

7;32768}}
slmult0 \fs24\cf0\f1\charscalex100 {24.Los gongs y tambores, los estandartes y b
anderas, son un medio para que}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\
charscalex100 {los odos y los ojos de las huestes puedan concentrarse en un punto
}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {determinado.}\p
fs24\cf0\f1\charscalex100 {25.De esta manera se conforma un }\fs24\cf0\f1\charsc
alex100 {nico cuerpo unido, que torna imposible}\par\pard\li1680\ri0\sl-280\slmul
t0 \fs24\cf0\f1\charscalex100 {tanto para los valientes avanzar solo}\fs24\cf0\f
1\charscalex100 {s, como para los cobardes retroceder}\par\pard\li1680\ri0\sl-28
0\slmult0 \fs24\cf0\f1\charscalex100 {solos. Este es el arte de manejar grandes
masas de hombres.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\
ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {26.En la lucha nocturna, por lo t
ant}\fs24\cf0\f1\charscalex100 {o, utilice seales de fuego y tambores en}\par\par
d\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {cantidad y en la lucha d
iurna utilice banderas y estandartes, como forma de}\par\pard\li1680\ri0\sl-280\
slmult0 \fs24\cf0\f1\charscalex100 {influenciar los odos y los ojos de su ejrcito.
0 \fs24\cf0\f1\charscalex100 {27.Puede arrebatarse la entereza moral a }\fs24\cf
0\f1\charscalex100 {todo un ejrcito y hacer que su jefe}\par\pard\li1680\ri0\sl-2
80\slmult0 \fs24\cf0\f1\charscalex100 {se acobarde.}\par\pard\li1320\ri0\sl-213\
{28.El espritu de un soldado es ms entusiasta por la maana; hacia el}\par\pard\li16
80\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {medioda ha empezado a decaer y
hacia la noche su mente slo est}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\c
harscalex100 {empeada en retornar al campamento.}\par\pard\li1320\ri0\sl-213\slmu
Un general inteligente, por lo tanto, }\fs24\cf0\f1\charscalex100 {evita un ejrci
to cuando su espritu es}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscal
ex100 {entusiasta, pero lo ataca cuando est }\fs24\cf0\f1\charscalex100 {inactivo

y propenso a regresar. Este}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\ch
arscalex100 {es el arte del estudio de los estados de nimo. }\par\pard\li1320\ri
calex100 {30.Ser disciplinado y calmo, para aguar}\fs24\cf0\f1\charscalex100 {da
r el desorden y alboroto entre las}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0
\f1\charscalex100 {filas enemigas: este es el arte del control de uno mismo.}\pa
s24\cf0\f1\charscalex100 {31.Estar cerca de la meta mientras el enemigo an est lej
os de ella; esperar}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex1
00 {con comodidad mientras el enemigo est luchando y fatigndose, estar bien}\par\p
ard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {alimentado mientras el
enemigo est ham}\fs24\cf0\f1\charscalex100 {briento: ste es el arte de}\par\pard\
li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {economizar las propias fue
rzas. }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-333
\slmult0 \fs24\cf0\f1\charscalex100 {32.El hecho de abstenerse de interceptar a
un enemigo con sus estandartes en}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\
f1\charscalex100 {perfecto orden, el hecho de abstenerse de }\fs24\cf0\f1\charsc
alex100 {atacar a un ejrcito compacto y}\par\pard\li1680\ri0\sl-280\slmult0 \fs24
\cf0\f1\charscalex100 {disciplinado: este es el arte de estudiar las}{ }\fs24\cf
0\f1\charscalex100 {circunstancias. }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\
cf0\par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {33.Es un axio
ma militar el hecho de no avanzar cuesta arriba contra el}\par\pard\li1680\ri0\s
l-280\slmult0 \fs24\cf0\f1\charscalex100 {enemigo, ni oponerse a l cuando viene c
uesta abajo. }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0
\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {34.No persiga al enemigo que simula
la huida; no ataque a los soldados cuyo}\par\pard\li1680\ri0\sl-280\slmult0 \fs2
4\cf0\f1\charscalex100 {nimo es entusiasta.}\par\pard\li1320\ri0\sl-213\slmult0 \
fs18\cf0\par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {35.No se
trague el anzuelo que le ofrece el enemigo. No interfiera con el}\par\pard\li16
80\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {ejrcito que est regresando a cas
a.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmu
l-453\slmult0 \*\tx9560\fs18\cf0\f1\charscalex100 {Distribuido por:
}{ }\fs18
\cf3\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.c
om"}}{\fldrslt {www.autodesarrollo.com}}}}\fs18\cf0\f1\charscalex100 {{\field{\*
\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {
Videos par
a la formacin laboral y gerencial}}}}\tab \fs22\cf0\f1\charscalex100 {28}\par\par
7;32768}}
7;32768}}
4\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Cuando rodea a un ej}\fs24
\cf0\f3\charscalex100 {rcito, deje libre una salida. No presione demasiado a}\par
\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {un enemigo desespera
do.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\
par\pard\li1320\ri0\sl-320\slmult0 \fs24\cf0\f3\charscalex100 {37.}\fs24\cf0\f3\
charscalex100 { }\fs24\cf0\f3\charscalex100 {Tal es el arte de la guerra.}\fs24\
cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\l
st{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {www.autodes}\fs20\cf3\f
3\charscalex100 {arrollo.com}}}}\fs20\cf0\f3\charscalex100 {{\field{\*\fldinst{H
YPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {
Videos para la forma
cin laboral y gerencial}\fs20\cf0\f3\charscalex100 { }}}}\tab \fs24\cf0\f3\charsc
alex100 {29}\par\pard\sect\sectd\sbkpage
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mult0 \fs28\cf0\f0\charscalex100\b {VIII. Variacin en las Tcticas}\b0 \par\column\
pard\li0\ri0\sl-226\slmult0 \fs20\cf0\f0\charscalex100\b {El Arte de la Guerra}\
b0 \par\pard\sect\sectd\sbknone\pgwsxn12240\pghsxn15840\marglsxn666\margrsxn133\
4\cf0\f1\charscalex100 {1. En la guerra, el general recibe rdenes}\fs24\cf0\f1\ch
arscalex100 { del soberano, recluta su ejrcito y}\par\pard\li1680\ri0\sl-280\slmu
lt0 \fs24\cf0\f1\charscalex100 {concentra sus fuerzas.}\par\pard\li1320\ri0\sl-2
00 {2. Cuando se encuentre en un terreno difcil, no acampe. En lugares donde}\par
\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {hay interseccin de ca
minos, estreche las manos de sus aliados. No}\par\pard\li1680\ri0\sl-266\slmult0
\fs24\cf0\f1\charscalex100 {permanezca en posiciones peligrosamente aisladas. C
uando est cercado,}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100
{debe recurrir a estratagemas. En una posicin desesperada, debe luchar.}\par\par
f0\f1\charscalex100 {3. Hay caminos que no deben ser recorridos, ejrcitos que no
deben ser}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {atacad
os, ciudades que deben ser sitiadas, posiciones que no deben ser}\par\pard\li168
0\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {disputadas, rdenes del soberano
que no deben ser obedecidas.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\p
ard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {4. El general que comp
renda con exactitud las ventajas que conlleva la}\par\pard\li1680\ri0\sl-280\slm
ult0 \fs24\cf0\f1\charscalex100 {variacin de tcticas, sabe como manejar sus tropas
t0 \fs24\cf0\f1\charscalex100 {5. El general que no comprende todo es}\fs24\cf0\
f1\charscalex100 {to, podr tener mucho conocimiento}\par\pard\li1680\ri0\sl-280\s
lmult0 \fs24\cf0\f1\charscalex100 {de la configuracin del terreno per}\fs24\cf0\f
1\charscalex100 {o, sin embargo, no podr llevar ese}\par\pard\li1680\ri0\sl-280\s
lmult0 \fs24\cf0\f1\charscalex100 {conocimiento a la prctica.}\par\pard\li1320\ri
calex100 {6. Por lo tanto, el estudiante de guerra}\fs24\cf0\f1\charscalex100 {
que no sea versado en el arte de variar}\par\pard\li1680\ri0\sl-280\slmult0 \fs2
4\cf0\f1\charscalex100 {sus planes de lucha, aunque conozca perfectamente las Ci
nco Ventajas,}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {fr
acasar en lograr lo mejor de sus hombres.}\par\pard\li1320\ri0\sl-213\slmult0 \fs
18\cf0\par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {7. De ah qu
e, en los planes del lder s}\fs24\cf0\f1\charscalex100 {abio, las consideraciones
sobre ventaja}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {y
desventaja estn entremezcladas.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\pa
r\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {8. Si nuestras exp
ectativas de lograr}\fs24\cf0\f1\charscalex100 { una ventaja estn atemperadas de
esta}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {manera, pod
remos tener xito en logr}\fs24\cf0\f1\charscalex100 {ar la parte fundamental de n
uestros}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {planes.}
\fs24\cf0\f1\charscalex100 {9. Si, por otra parte, en medio de nuestras dificul
tades, siempre estamos listos}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\c
harscalex100 {para sacar provecho de una ventaja,}\fs24\cf0\f1\charscalex100 { p
odremos librarnos de nuestro}\par\pard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\ch
arscalex100 {infortunio.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\
li1320\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {10.Neutralice a sus oficia
les hostiles para que no representen una amenaza; }\par\pard\li1680\ri0\sl-266\
slmult0 \fs24\cf0\f1\charscalex100 {complique las cosas para ellos mant}\fs24\cf
0\f1\charscalex100 {enindolos constantemente ocupados;}\par\pard\li1680\ri0\sl-28
0\slmult0 \fs24\cf0\f1\charscalex100 {sedzcalos con seuelos atractivos y hgalos pr
ecipitarse a cualquier}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscal
ex100 {punto que se les indique.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\p
*\tx9560\fs20\cf0\f1\charscalex100 {Distribuido por:
}{ }\fs20\cf3\f1\charsca

{www.autodesarrollo.com}}}}\fs20\cf0\f1\charscalex100 {{\field{\*\fldinst{HYPERL
INK "http://www.autodesarrollo.com"}}{\fldrslt {
Videos para la formacin la
boral y gerencial}}}}\tab \fs24\cf0\f1\charscalex100 {30}\par\pard\sect\sectd\sb
knone\pgwsxn12240\pghsxn15840\marglsxn666\margrsxn133\pard\sect\sectd\sbkpage
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i0\sl-306\slmult0 \fs24\cf0\f1\charscalex100 {11.El arte de la guerra nos ensea q
ue no debemos confiar en la probabilidad}\par\pard\li1680\ri0\sl-280\slmult0 \fs
24\cf0\f1\charscalex100 {de que el enemigo no est acercndose, sino en nuestra pro
pia disposicin}\par\pard\li1680\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {pa
ra recibirlo; no en la posibilidad de que no nos ataque, sino en el hecho}\par\p
ard\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {de que nosotros hayamo
s convertido nuestra posicin en inexpugnable.}\par\pard\li1320\ri0\sl-213\slmult0
\fs18\cf0\par\pard\li1320\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {12.Exi
sten cinco peligrosos errores que pueden afectar a un general: Estos son}\par\pa
rd\li1680\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {los cinco pecados domin
antes de un general, que son nefastos en una}\par\pard\li1680\ri0\sl-280\slmult0

\fs24\cf0\f1\charscalex100 {accin de guerra.}\par\pard\li1946\ri0\sl-213\slmult0
0 {1)}\tab \fs24\cf0\f0\charscalex100\i {La}\i0 { }\fs24\cf0\f0\charscalex100\i
{imprudencia,}\i0 \fs24\cf0\f1\charscalex100 { que lo llevar a la destruccin; }\p
ar\pard\li1946\ri0\sl-266\slmult0 \*\tx2306\fs24\cf0\f1\charscalex100 {2)}\tab \
fs24\cf0\f0\charscalex100\i {La cobarda}\i0 \fs24\cf0\f1\charscalex100 {, que pos
ibilitar que lo capturen; }\par\pard\li1946\ri0\sl-280\slmult0 \*\tx2306\fs24\cf
0\f1\charscalex100 {3)}\tab \fs24\cf0\f0\charscalex100\i {Un temperamento apresu
rado,}\i0 { }\fs24\cf0\f1\charscalex100 {que se dejar provocar por insultos;}\par
\pard\li1946\ri0\sl-280\slmult0 \*\tx2306\fs24\cf0\f1\charscalex100 {4)}\tab \fs
24\cf0\f0\charscalex100\i {Susceptibilidad con respecto al honor}\i0 \fs24\cf0\f
1\charscalex100 {, que lo convierte en sensible a}\par\pard\li2306\ri0\sl-266\sl
mult0 \fs24\cf0\f1\charscalex100 {la vergenza; }\par\pard\li1946\ri0\sl-280\slmu
lt0 \fs24\cf0\f0\charscalex100\i {5) Tener demasiadas contemplaciones con sus ho
mbres,}\i0 { }\fs24\cf0\f1\charscalex100 {lo que lo}\par\pard\li1946\ri0\sl-280\
slmult0 \fs24\cf0\f1\charscalex100 {expone a preocupaciones y dificultades.}\par
24\cf0\f1\charscalex100 {13.Cuando un ejrcito es vencido y su }\fs24\cf0\f1\chars
calex100 {lder ejecutado, la causa seguramente}\par\pard\li1680\ri0\sl-280\slmult
0 \fs24\cf0\f1\charscalex100 {se encontrar entre alguna de estas fallas. Meditem
os sobre ello.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0
\sl-400\slmult0 \*\tx9560\fs18\cf0\f1\charscalex100 {Distribuido por:
}{ }\fs
18\cf3\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo
.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs18\cf0\f1\charscalex100 {{\field{
\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {
Videos p
ara la formacin laboral y gerencial}}}}\tab \fs22\cf0\f1\charscalex100 {31}\par\p
ard\sect\sectd\sbkpage
7;32768}}

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fs30\cf0\f0\charscalex100\b {IX. El Ejrcito en }\b0 \fs30\cf0\f0\charscalex100\b
{Marcha}\b0 \fs30\cf0\f0\charscalex100\b { }\b0 \par\column\pard\li0\ri0\sl-240\
slmult0 \fs20\cf0\f0\charscalex100\b {El Arte de la Guerra}\b0 \fs20\cf0\f0\char
scalex100\b { }\b0 \par\pard\sect\sectd\sbknone\pgwsxn12240\pghsxn15840\marglsxn
666\margrsxn133\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl346\slmult0 \fs24\cf0\f3\charscalex100 {1.}\fs24\cf0\f3\charscalex100 { }\fs24\
cf0\f3\charscalex100 {Hemos llegado ahora a la cuestin de hacer acampar al ejrc}\f
s24\cf0\f3\charscalex100 {ito y observar}\par\pard\li1680\ri0\sl-293\slmult0 \fs
24\cf0\f3\charscalex100 {las seales del enemigo. Cruce rpido las montaas y mantngase
en la}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {cercana de
los valles.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0 \
\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Acampe en sitios altos, mi
rando al sol. No suba a las alturas para luchar.}\par\pard\li1680\ri0\sl-293\slm
ult0 \fs24\cf0\f3\charscalex100 {Tanto mejor para la guerra de montaas.}\fs24\cf0
\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li13
20\ri0\sl-320\slmult0 \fs24\cf0\f3\charscalex100 {3.}\fs24\cf0\f3\charscalex100
{ }\fs24\cf0\f3\charscalex100 {Despus de cruzar un ro, debi}\fs24\cf0\f3\charscal
ex100 {era mantenerse alejado de l.}\fs24\cf0\f3\charscalex100 { }\par\pard\li132
harscalex100 {4.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Cuan
do una fuerza invasora atraviesa un ro en su avance, no marche a}\par\pard\li1680
\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {encontrarlo en mitad de la corri

ente. Ser mejor esperar que cruce la mitad}\par\pard\li1680\ri0\sl-293\slmult0 \f
s24\cf0\f3\charscalex100 {del ejrcito y entonces lanzar el ataque.}\fs24\cf0\f3\c
harscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri
0\sl-306\slmult0 \fs24\cf0\f3\charscalex100 {5.}\fs24\cf0\f3\charscalex100 { }\
fs24\cf0\f3\charscalex100 {Si usted est ansioso por luchar, no}\fs24\cf0\f3\chars
calex100 { debiera salir al encuentro del invasor}\par\pard\li1680\ri0\sl-293\sl
mult0 \fs24\cf0\f3\charscalex100 {cerca de un ro que aquel tenga que cruzar.}\fs2
4\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard
\li1320\ri0\sl-320\slmult0 \fs24\cf0\f3\charscalex100 {6.}\fs24\cf0\f3\charscale
x100 { }\fs24\cf0\f3\charscalex100 {Amarre su embarcacin en un sitio ms elevado q
ue el enemigo, y}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100
{enfrentada al sol. No se mueva r}\fs24\cf0\f3\charscalex100 {o arriba para encon
trar al enemigo. Ser lo}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscal
ex100 {mejor para una guerra en el ag}\fs24\cf0\f3\charscalex100 {ua.}\fs24\cf0\
f3\charscalex100 { }\par\pard\li1320\ri0\sl-506\slmult0 \fs24\cf0\f3\charscalex1
00 {7.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Al cruzar pant
anos salitrosos, su nica preocupacin debiera ser}\par\pard\li1680\ri0\sl-293\slmul
t0 \fs24\cf0\f3\charscalex100 {atravesarlos rpidamente, sin demora alguna.}\fs24\
cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\l
i1320\ri0\sl-333\slmult0 \fs24\cf0\f3\charscalex100 {8.}\fs24\cf0\f3\charscalex1
00 { }\fs24\cf0\f3\charscalex100 {Si se ve forzado a pelear en un pantano salit
roso, debiera tener agua y pasto}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f
3\charscalex100 {cerca suyo y retornar a una arboleda. Es lo mejor para operaci}
\fs24\cf0\f3\charscalex100 {ones en}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf
0\f3\charscalex100 {pantanos de agua salada.}\fs24\cf0\f3\charscalex100 { }\par\
pard\li1320\ri0\sl-506\slmult0 \fs24\cf0\f3\charscalex100 {9.}\fs24\cf0\f3\chars
calex100 { }\fs24\cf0\f3\charscalex100 {En terreno seco y uniforme, tome una po
sicin fcilmente accesible con}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\cha
rscalex100 {suelo elevado a su derecha y a la retaguardia, de tal manera que el
peligro}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {pueda es
tar al frente y la seguridad detrs. Tanto mejor para las campaas}\par\pard\li1680\
ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {en terreno llano.}\fs24\cf0\f3\ch
arscalex100 { }\par\pard\li1320\ri0\sl-493\slmult0 \fs24\cf0\f3\charscalex100 {1
0.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Estas son las cuatr
o ramas tiles del conocimiento militar que habilitaron al}\par\pard\li1680\ri0\sl
-293\slmult0 \fs24\cf0\f3\charscalex100 {Emperador Amarillo para derrotar a cuat
ro distintos soberanos.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-21
0 {11.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Todos los ejrcit
os prefieren los terrenos altos a los bajos y los lugares}\par\pard\li1680\ri0\s
l-293\slmult0 \fs24\cf0\f3\charscalex100 {soleados a los oscur}\fs24\cf0\f3\char
scalex100 {os.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0
0\ri0\sl-386\slmult0 \*\tx9626\fs20\cf0\f3\charscalex100 {Distribuido por:
}{
}\fs20\cf3\f3\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesar
rollo.com"}}{\fldrslt {www}\fs20\cf3\f3\charscalex100 {.autodesarrollo.com}}}}\f
s20\cf0\f3\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarroll
o.com"}}{\fldrslt {
Videos para la formacin laboral y gerencial}\fs20\cf0\f
3\charscalex100 { }}}}\tab \fs24\cf0\f3\charscalex100 {32}\par\pard\sect\sectd\s
bknone\pgwsxn12240\pghsxn15840\marglsxn666\margrsxn133\pard\sect\sectd\sbkpage

7;32768}}
7;32768}}
4\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Si usted es cuidadoso con
sus hombres y acampa en suelo firme, el ejrcito}\par\pard\li1680\ri0\sl-293\slmul
t0 \fs24\cf0\f3\charscalex100 {estar libre de cualquier tipo de peste y esto trae
r consigo la victoria.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\
{13.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Cuando llegue a u
na colina u orilla, ocupe el lugar soleado, con el declive a}\par\pard\li1680\ri
0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {la derecha de su retag}\fs24\cf0\f3
\charscalex100 {uardia. As usted actuar en beneficio de sus}\par\pard\li1680\ri0\s
l-293\slmult0 \fs24\cf0\f3\charscalex100 {soldados y utilizar las ventajas natura
les del suelo.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0
\fs18\cf0\par\pard\li1320\ri0\sl-306\slmult0 \fs24\cf0\f3\charscalex100 {14.}\f
s24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Cuando, a consecuencia d
e lluvias torrenciales ro arriba, una corriente de}\par\pard\li1680\ri0\sl-293\sl
mult0 \fs24\cf0\f3\charscalex100 {agua que usted desea vadear est embravecida y s
alpicada de espuma,}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex1
00 {debe esper}\fs24\cf0\f3\charscalex100 {ar hasta que se calme.}\fs24\cf0\f3\c
harscalex100 { }\par\pard\li1320\ri0\sl-506\slmult0 \fs24\cf0\f3\charscalex100 {
15.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {El terreno donde e
ncontramos escarpados acantilados con torrentes que los}\par\pard\li1680\ri0\sl293\slmult0 \fs24\cf0\f3\charscalex100 {atraviesan, hondos abismos naturales, lu
gares escondidos, bosques}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\chars
calex100 {intrincados, cinagas y grietas, debiera abandonarse a la mayor velocida
d}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {posible y tend

ram}\fs24\cf0\f3\charscalex100 {os que mantenernos lejos de l.}\fs24\cf0\f3\charsc
alex100 { }\par\pard\li1320\ri0\sl-506\slmult0 \fs24\cf0\f3\charscalex100 {16.}\
fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Mientras nosotros nos m
antenemos alejados de tales sitios, debiramos}\par\pard\li1680\ri0\sl-293\slmult0
\fs24\cf0\f3\charscalex100 {tratar de que el enemigo se acerque a ellos; mientr
as lo enfrentamos,}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex10
0 {debiramos dejar que el adversario los tenga a su retaguardia.}\fs24\cf0\f3\cha
rscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\
sl-306\slmult0 \fs24\cf0\f3\charscalex100 {17.}\fs24\cf0\f3\charscalex100 { }\fs
24\cf0\f3\charscalex100 {Si en la vecindad d}\fs24\cf0\f3\charscalex100 {e su ca
mpamento hubiera cualquier lugar accidentado,}\par\pard\li1680\ri0\sl-293\slmult
0 \fs24\cf0\f3\charscalex100 {charcos rodeados de musgo, pozos llenos de juncos
o bosques con espesa}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex
100 {vegetacin, habra que explorarlos y establecer los caminos seguros, ya que}\pa
r\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {es ah donde probable
mente habr hombres que nos tender}\fs24\cf0\f3\charscalex100 {n emboscadas}\par\pa
rd\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {e insidiosos espas que
nos estarn escudriando.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-480\
slmult0 \fs24\cf0\f3\charscalex100 {18.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\
f3\charscalex100 {Cuando el enemigo est muy cerca nuestro y permanece quieto, est}
\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {confiado en la f
ortaleza natural de su posicin.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri
calex100 {19.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Cuando l
se mantiene alejado y trata de provocar batalla, est ansioso de}\par\pard\li1680\
ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {que su contrincante avance.}\fs24
\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\
li1320\ri0\sl-320\slmult0 \fs24\cf0\f3\charscalex100 {20.}\fs24\cf0\f3\charscale
x100 { }\fs24\cf0\f3\charscalex100 {Si su campamento est en un lugar de fcil acces
o, est tendiendo una}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex1
00 {trampa.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0 \f
s18\cf0\par\pard\li1320\ri0\sl-306\slmult0 \fs24\cf0\f3\charscalex100 {21.}\fs24
\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Ver movimiento entre los rbo
les de un bosque, nos indica que el enemigo}\par\pard\li1680\ri0\sl-293\slmult0
\fs24\cf0\f3\charscalex100 {est avanzando. La aparicin de formaciones militares en
tre la espesa}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {ve
get}\fs24\cf0\f3\charscalex100 {acin significa que nuestro adversario quiere desp
ertar nuestras}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {s
ospechas.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-506\slmult0 \fs2
x100 {El repentino vuelo de pjaros es un signo de emboscada. Los animales}\par\pa
rd\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {asustados indican que u
n ataque inesperado se aproxima.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\
rscalex100 {23.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {El pol
vo que se levanta de una alta columna, es la se}\fs24\cf0\f3\charscalex100 {al de
carros de guerra}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100
{que avanzan; cuando el polvo es bajo, pero extendido por una vasta rea,}\par\pa
rd\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-480\slmult0 \*\tx9
0 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {www}
\fs20\cf3\f3\charscalex100 {.autodesarrollo.com}}}}\fs20\cf0\f3\charscalex100 {{
\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {
V
ideos para la formacin laboral y gerencial}\fs20\cf0\f3\charscalex100 { }}}}\tab
\fs24\cf0\f3\charscalex100 {33}\par\pard\sect\sectd\sbkpage

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fs18\cf0\par\pard\li1680\ri0\sl-306\slmult0 \fs24\cf0\f3\charscalex100 {presagia
la aproximacin de la infantera. Cuando se ramifica en diferentes}\par\pard\li1680
\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {direcciones, nos indica que se h
an enviado destacamentos para recoger}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\
cf0\f3\charscalex100 {lea. Unas po}\fs24\cf0\f3\charscalex100 {cas nubes de polvo
movindose por doquier significan que la}\par\pard\li1680\ri0\sl-293\slmult0 \fs2
4\cf0\f3\charscalex100 {armada est acampando.}\fs24\cf0\f3\charscalex100 { }\par\
pard\li1320\ri0\sl-493\slmult0 \fs24\cf0\f3\charscalex100 {24.}\fs24\cf0\f3\char
scalex100 { }\fs24\cf0\f3\charscalex100 {Palabras humildes y aumento de preparat
ivos son signos de que el enemigo}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\
f3\charscalex100 {est a punto de avanzar. Lenguaje violento y movimientos de avan
ce como}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {si fuera
a atacar, son sig}\fs24\cf0\f3\charscalex100 {nos de que retroceder.}\fs24\cf0\
f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li132
{ }\fs24\cf0\f3\charscalex100 {Cuando las carrozas ligeras arrancan primero y to
man una posicin en los}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscale
x100 {flancos, es signo de que el enemigo se est aprestando a la batalla.}\fs24\c
f0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li
00 { }\fs24\cf0\f3\charscalex100 {Propuestas de paz que no van acompaadas de la c

oncertacin de un}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {
convenio, indican un c}\fs24\cf0\f3\charscalex100 {omplot.}\fs24\cf0\f3\charscal
ex100 { }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-30
6\slmult0 \fs24\cf0\f3\charscalex100 {27.}\fs24\cf0\f3\charscalex100 { }\fs24\cf
0\f3\charscalex100 {Cuando hay muchas corridas y los soldados forman filas, sign
ifica que el}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {mom
ento crtico ha llegado.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213
{28.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Cuando se ve a a
lgunos avanzar y a otros retroceder, es un seuelo.}\fs24\cf0\f3\charscalex100 { }
\fs24\cf0\f3\charscalex100 {29.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\char
scalex100 {Cuando los soldados se paran apoyndose en sus lanzas, estn dbiles por}\p
ar\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {fal}\fs24\cf0\f3\c
harscalex100 {ta de alimento.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0
\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-320\slmult0 \fs24\cf0\f3\charsc
alex100 {30.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Si aquell
os que han sido enviados a traer agua, comienzan bebiendo ellos}\par\pard\li1680
\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {mismos primero, el ejrcito est suf
riendo de sed.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0
s24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Si el enemigo capta la f
orma de tomar ventaja y no hace esfuerzo alguno}\par\pard\li1680\ri0\sl-293\slmu
lt0 \fs24\cf0\f3\charscalex100 {para asegurarla, los soldados estn exhaus}\fs24\c
f0\f3\charscalex100 {tos.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f3\charscalex
100 {32.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Si los pjaros
se renen en cualquier lugar, significa que el ejrcito est}\par\pard\li1680\ri0\sl-2
93\slmult0 \fs24\cf0\f3\charscalex100 {inactivo. Un rumor nocturno presagia nerv
iosidad.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0 \fs18
\cf0\par\pard\li1320\ri0\sl-320\slmult0 \fs24\cf0\f3\charscalex100 {33.}\fs24\cf
0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Si hay inquietud en campamento
, la autoridad del general es dbil. Si los}\par\pard\li1680\ri0\sl-293\slmult0 \f
s24\cf0\f3\charscalex100 {estandartes y banderas cambian rpidamente de sit}\fs24\
cf0\f3\charscalex100 {io, se est gestando una}\par\pard\li1680\ri0\sl-293\slmult0
\fs24\cf0\f3\charscalex100 {sedicin. Si los oficiales estn encolerizados, eso sig
nifica que los hombres}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscal
ex100 {estn fastidiosos.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-49
0\f3\charscalex100 {Cuando el ejrcito alimenta a sus caballos con granos y mata a
su ganado}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {para
comer, y cuando los hombres no dejan sus ollas sobre la}\fs24\cf0\f3\charscalex1
00 {s hogueras del}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex10
0 {campamento, mostrando que no volvern a sus tiendas, se puede}\par\pard\li1680\
ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {determinar que han decidido lucha
r hasta la muerte.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-506\slm
ult0 \fs24\cf0\f3\charscalex100 {35.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\
charscalex100 {Ver hombres murmurando entre ellos en pequeos grupos o hablando en
}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {voz baja seala d
escontento entre los oficiales y la tropa}\fs24\cf0\f3\charscalex100 {.}\fs24\cf
0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1
r\pard\li1320\ri0\sl-320\slmult0 \*\tx9626\fs20\cf0\f3\charscalex100 {Distribuid
o por:
}{ }\fs20\cf3\f3\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://w
ww.autodesarrollo.com"}}{\fldrslt {www}\fs20\cf3\f3\charscalex100 {.autodesarrol
lo.com}}}}\fs20\cf0\f3\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.a
utodesarrollo.com"}}{\fldrslt {
Videos para la formacin laboral y gerencial
}\fs20\cf0\f3\charscalex100 { }}}}\tab \fs24\cf0\f3\charscalex100 {34}\par\pard\
sect\sectd\sbkpage
7;32768}}
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4\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Demasiadas recompensas dan
entender que el enemigo est a punto de}\par\pard\li1680\ri0\sl-293\slmult0 \fs24
\cf0\f3\charscalex100 {quedarse sin recursos; demasiados castigos delatan agotam
iento extremo.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0
s24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Comenzar con bravuconada
s, y luego amedrentarse por el nmero de}\par\pard\li1680\ri0\sl-293\slmult0 \fs24
\cf0\f3\charscalex100 {fuerzas enemigas, muestra una suprema falta de i}\fs24\cf
0\f3\charscalex100 {nteligencia.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\
rscalex100 {38.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Cuando
se envan emisarios con palabras de alabanza, es un signo de que}\par\pard\li1680
\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {el enemigo desea una tregua.}\fs
24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\par
d\li1320\ri0\sl-333\slmult0 \fs24\cf0\f3\charscalex100 {39.}\fs24\cf0\f3\charsca
lex100 { }\fs24\cf0\f3\charscalex100 {Si las tropas enemigas comienzan su marcha
con furia y luego permanecen}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\c
harscalex100 {enfrentadas a las nuestras sin trabarse en combate ni retroceder}\
par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {nue}\fs24\cf0\f3\
charscalex100 {vamente, la situacin requiere gran precaucin y prudencia.}\fs24\cf
0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-506\slmult0 \fs24\cf0\f3\charscale
x100 {40.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {No tiene imp
ortancia que nuestras tropas no sean mayores en nmero que}\par\pard\li1680\ri0\sl
-293\slmult0 \fs24\cf0\f3\charscalex100 {las del adversario, te sobra con que no
avances insensatamente. Lo que}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3
\charscalex100 {debemos hacer es simplemente concentrar toda nuestra}\fs24\cf0\f
3\charscalex100 { fuerza disponible,}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\c
f0\f3\charscalex100 {vigilar atentamente al enemigo y obtener refuerzos.}\fs24\c
f0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-493\slmult0 \fs24\cf0\f3\charscal
ex100 {41.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Aquel que n
o utiliza la previsin y considera insignificante a su oponente,}\par\pard\li1680\
ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {seguramente ser capturado por ste.}
\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\
scalex100 { }\fs24\cf0\f3\charscalex100 {Si los soldados son castigados cuando t
odava no se haban familiariz}\fs24\cf0\f3\charscalex100 {ado}\par\pard\li1680\ri0\
sl-293\slmult0 \fs24\cf0\f3\charscalex100 {con usted, no se mostrarn sumisos; y a
menos que lo sean, no prestarn}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\
charscalex100 {ninguna utilidad. Si, cuando los soldados ya lo consideran con es
tima, los}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {castig
os no se refuerzan, tampoco prestarn utilidad alguna.}\fs24\cf0\f3\charscalex100
{ }\par\pard\li1320\ri0\sl-506\slmult0 \fs24\cf0\f3\charscalex100 {43.}\fs24\cf0
\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Por lo tanto, los soldados debe
n ser tratad}\fs24\cf0\f3\charscalex100 {os en primera instancia con}\par\pard\l
i1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {humanidad, pero deben mante
nerse bajo control con frrea disciplina. Este}\par\pard\li1680\ri0\sl-293\slmult0
\fs24\cf0\f3\charscalex100 {es un camino certero a la victoria.}\fs24\cf0\f3\c
0\sl-306\slmult0 \fs24\cf0\f3\charscalex100 {44.}\fs24\cf0\f3\charscalex100 { }\
fs24\cf0\f3\charscalex100 {Si al entrenar a sus huestes, se refuerzan habitualme
nte las directivas, el}\par\pard\li1680\ri0\sl-293\slmult0 \fs24\cf0\f3\charscal
ex100 {ejrcito ser disciplinado; de lo contra}\fs24\cf0\f3\charscalex100 {rio su d
isciplina ser escasa.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\s
45.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Si el general demu
estra confianza en sus hombres, pero siempre insiste en}\par\pard\li1680\ri0\sl293\slmult0 \fs24\cf0\f3\charscalex100 {que sus rdenes sean obedecidas, el benefi
cio ser mutuo.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0
i1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-466\slmult0 \*\tx9626\
fs20\cf0\f3\charscalex100 {Distribuido por: {\field{\*\fldinst{HYPERLINK "http
://www.autodesarrollo.com"}}{\fldrslt { }}}}{ }\fs20\cf3\f3\charscalex100 {{\fie
ld{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {www}\fs20\cf
3\f3\charscalex100 {.autodesarrollo.com}}}}\fs20\cf0\f3\charscalex100 {{\field{\
Videos pa
ra la formacin laboral y gerencial}\fs20\cf0\f3\charscalex100 { }}}}\tab \fs24\cf
0\f3\charscalex100 {35}\par\pard\sect\sectd\sbkpage
7;32768}}
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colno3\colw3480\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-

mult0 \fs28\cf0\f0\charscalex100\b {X. El terreno}\b0 \par\column\pard\li0\ri0\s
l-226\slmult0 \fs20\cf0\f0\charscalex100\b {El Arte de la Guerra}\b0 \par\pard\s
ect\sectd\sbknone\pgwsxn12240\pghsxn15840\marglsxn666\margrsxn133\pard\li2026\ri
calex100 {1. Podemos distinguir seis tipos de superficie, a saber:}\par\pard\li2
386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {1)}{ }\fs24\cf0\f0\charscalex
100\i {Terreno accesible}\i0 \fs24\cf0\f1\charscalex100 {; }\par\pard\li2386\ri
0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {2)}{ }\fs24\cf0\f0\charscalex100\i
{terreno difcil}\i0 \fs24\cf0\f1\charscalex100 {; }\par\pard\li2386\ri0\sl-280\s
lmult0 \fs24\cf0\f1\charscalex100 {3)}{ }\fs24\cf0\f0\charscalex100\i {terreno n
eutro}\i0 \par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {4) de}
{ }\fs24\cf0\f0\charscalex100\i {pasos estrechos}\i0 \fs24\cf0\f1\charscalex100
{; }\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {5) de}{ }\f
s24\cf0\f0\charscalex100\i {alturas abruptas}\i0 \fs24\cf0\f1\charscalex100 {;}\
par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {6)}{ }\fs24\cf0\f
0\charscalex100\i {posiciones que se encuentran a gran distancia del enemigo}\i0
\fs24\cf0\f1\charscalex100 {.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par
\pard\li2026\ri0\sl-333\slmult0 \*\tx2386\fs24\cf0\f0\charscalex100\i {2.}\i0 \t
ab \fs24\cf0\f1\charscalex100 {El terreno que puede atravesarse libremente en am
bas direcciones}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {
es denominado}{ }\fs24\cf0\f0\charscalex100\i {accesible.}\i0 \par\pard\li2026\r
i0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\char
scalex100 {3. Con respecto a este tipo de superficie, adelntese a su enemigo en}\
par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {ocupar los lugare
s elevados y soleados y defienda cuidadosamente}\par\pard\li2386\ri0\sl-280\slmu
lt0 \fs24\cf0\f1\charscalex100 {su lnea de aprovisionamiento. En ese caso, podr lu
char con}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {ventaja
t0 \fs24\cf0\f1\charscalex100 {4. Se llama}{ }\fs24\cf0\f0\charscalex100\i {difci
l}\i0 \fs24\cf0\f1\charscalex100 { al terreno de fcil acceso pero con muchas}\p
ar\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {dificultades para
el repliegue.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\
sl-346\slmult0 \fs24\cf0\f1\charscalex100 {5. Desde una posicin de este tipo, si
el enemigo no est preparado,}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\cha
rscalex100 {puedes salir resueltamente y vencerlo. Pero si el oponente est}\par\p
ard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {prevenido de tu llegad
a y no logras derrotarlo, el retorno ser}\par\pard\li2386\ri0\sl-280\slmult0 \fs2
4\cf0\f1\charscalex100 {imposible y sobrevendr el desastre.}\par\pard\li2026\ri0\
lex100 {6. Cuando la situacin es tal que ninguno de los dos gana al hacer la}\par
\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {primer movida, lo ll
amamos}{ }\fs24\cf0\f0\charscalex100\i {terreno neutro .}\i0 \fs24\cf0\f1\charsc
alex100 {En un sitio de esta}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\ch
arscalex100 {naturaleza, an cuando el enemigo nos}\fs24\cf0\f1\charscalex100 { of
rezca un seuelo atractivo,}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\chars
calex100 {es aconsejable no avanzar, sino ms bien retroceder, tentando a}\par\par
d\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {nuestra vez al oponente.
Luego, cuando parte de sus fuerzas ha}\par\pard\li2386\ri0\sl-280\slmult0 \fs24
\cf0\f1\charscalex100 {emprendido la marcha, debemos lanz}\fs24\cf0\f1\charscal
ex100 {ar nuestro ataque con ventaja.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\

cf0\par\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {7. En lo que
respecta a}{ }\fs24\cf0\f0\charscalex100\i {los pasos estrechos}\i0 \fs24\cf0\f1
\charscalex100 {, si puedes ocuparlos en}\par\pard\li2386\ri0\sl-280\slmult0 \fs
24\cf0\f1\charscalex100 {primer lugar, convirtelos en una fortaleza y aguarda la
llegada del}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {enem
igo.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-333\sl
mult0 \fs24\cf0\f1\charscalex100 {8. Si la fuerza enemiga te ganara de mano en o
cupar el lugar, no vayas}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charsc
alex100 {tras ella si el lugar est bien defendido, hazlo solamente si su}\par\par
d\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {defensa es dbil.}\par\par
f0\par\pard\li1320\ri0\sl-426\slmult0 \*\tx9560\fs20\cf0\f1\charscalex100 {Distr
ibuido por: {\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fl
drslt { }}}}{ }\fs20\cf3\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://
www.autodesarrollo.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs20\cf0\f1\chars
calex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrsl
t {
Videos para la formacin laboral y gerencial}}}}\tab \fs24\cf0\f1\charsc
alex100 {36}\par\pard\sect\sectd\sbknone\pgwsxn12240\pghsxn15840\marglsxn666\mar
grsxn133\pard\sect\sectd\sbkpage
7;32768}}
7;32768}}
i0\sl-306\slmult0 \fs24\cf0\f1\charscalex100 {9. En cuanto a las}{ }\fs24\cf0\f0
\charscalex100\i {alturas abruptas,}\i0 { }\fs24\cf0\f1\charscalex100 {si llegas
a ellas antes que tu}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscale
x100 {adversario, trata de ocupar los lugares elevados y soleados y all}\par\pard
\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {aguarda que l ascienda.}\p
fs24\cf0\f1\charscalex100 {10.Si tu oponente las ha ocupado antes que t, no lo si
gas; en lugar de}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100
{eso retrocede y trata de incitarlo a salir de su posicin.}\par\pard\li2026\ri0\s
ex100 {11.Si ests ubicado}{ }\fs24\cf0\f0\charscalex100\i {a gran distancia del e
nemigo}\i0 \fs24\cf0\f1\charscalex100 { y las fuerzas de los}\par\pard\li2386\ri
0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {dos ejrcitos estn equiparadas, no es
fcil provocar batalla y t}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charsca
lex100 {estars en desventaja para la lucha.}\par\pard\li2026\ri0\sl-213\slmult0 \
fs18\cf0\par\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {12.Estos
son los seis principios conectados con la Tierra. El general que}\par\pard\li23
86\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {haya obtenido un puesto de res
ponsabilidad, debe estudiarlos}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\
charscalex100 {cuidadosamente.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par
\pard\li2026\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {13.Adems, un ejrcito e
st expuesto a seis distintas calamidades, que}\par\pard\li2386\ri0\sl-266\slmult0
\fs24\cf0\f1\charscalex100 {no surgen de causas naturales, sino de los errores
de sus generales.}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100
{Ellas son: }\par\pard\li2386\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2386\ri0
\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {1)}{ }\fs24\cf0\f0\charscalex100\i {
La huida}\i0 \par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {2)}
{ }\fs24\cf0\f0\charscalex100\i {La insubordinacin}\i0 \par\pard\li2386\ri0\sl-28
0\slmult0 \fs24\cf0\f1\charscalex100 {3)}{ }\fs24\cf0\f0\charscalex100\i {El cao
s}\i0 \par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {4)}{ }\fs2
4\cf0\f0\charscalex100\i {La ruina}\i0 \par\pard\li2386\ri0\sl-266\slmult0 \fs24
\cf0\f1\charscalex100 {5)}{ }\fs24\cf0\f0\charscalex100\i {La desorganizacin}\i0
\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {6)}{ }\fs24\cf0\
f0\charscalex100\i {La derrota}\i0 \par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0
\par\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {14.Estando en la
s mismas condiciones, si una fuerza se lanza contra}\par\pard\li2386\ri0\sl-280\
slmult0 \fs24\cf0\f1\charscalex100 {otra diez veces mayor, el resultado ser}{ }\f
s24\cf0\f0\charscalex100\i {la huida}\i0 \fs24\cf0\f1\charscalex100 { de la prim
era.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-346\sl
mult0 \fs24\cf0\f1\charscalex100 {15.Cuando los soldados rasos son demasiado fue
rtes y sus oficiales}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex
100 {demasiado dbiles, el resultado es}{ }\fs24\cf0\f0\charscalex100\i {la insubo
rdinacin}\i0 \fs24\cf0\f1\charscalex100 {. Cuando los}\par\pard\li2386\ri0\sl-280
\slmult0 \fs24\cf0\f1\charscalex100 {oficiales son demasiado fuertes y los solda
dos demasiado dbiles el}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscal
ex100 {resultado es}{ }\fs24\cf0\f0\charscalex100\i {el caos}\i0 \fs24\cf0\f1\ch
arscalex100 {.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0
\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {16.Cuando los oficiales de mayor ran
go estn enfadados e}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex10
0 {insubordinados y al encontrarse con el enemigo le dan batalla por}\par\pard\l
i2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {propia decisin, llevados por
el re}\fs24\cf0\f1\charscalex100 {sentimiento y sin esperar a que el}\par\pard\
li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {comandante en jefe les ind
ique si estn en condiciones de luchar o}\par\pard\li2386\ri0\sl-280\slmult0 \fs24
\cf0\f1\charscalex100 {no, el resultado es la}{ }\fs24\cf0\f0\charscalex100\i {r
una}\i0 \fs24\cf0\f0\charscalex100\b \i {.}\b0 \i0 \par\pard\li2026\ri0\sl-213\sl

mult0 \fs18\cf0\par\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {1
7.Cuando el general es dbil y sin autoridad, cuando sus rdenes no}\par\pard\li2386
\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {son claras e inequvocas, cuando n
o }\fs24\cf0\f1\charscalex100 {existen deberes establecidos}\par\pard\li1320\ri0
li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-453\slmult0 \*\tx9560
\fs18\cf0\f1\charscalex100 {Distribuido por:
}{ }\fs18\cf3\f1\charscalex100 {
{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {www.aut
odesarrollo.com}}}}\fs18\cf0\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "htt
p://www.autodesarrollo.com"}}{\fldrslt {
Videos para la formacin laboral y
gerencial}}}}\tab \fs22\cf0\f1\charscalex100 {37}\par\pard\sect\sectd\sbkpage
7;32768}}
7;32768}}
slmult0 \fs24\cf0\f1\charscalex100 {con respecto a sus oficiales y hombres y las
filas se forman con total}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\char
scalex100 {descuido, el resultado es una completa}{ }\fs24\cf0\f0\charscalex100\
i {desorganizacin}\i0 \fs24\cf0\f1\charscalex100 {.}\par\pard\li2026\ri0\sl-213\s

18.Cuando un general, incapaz de calcular la fortaleza de su enemigo,}\par\pard\
li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {permite que una fuerza inf
erior se trabe en lucha con una mayor o}\par\pard\li2386\ri0\sl-280\slmult0 \fs2
4\cf0\f1\charscalex100 {lanza un pequeo destacamento contra uno de gran podero y}\
par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {descuida la ubica
cin de soldados especialmente elegidos al frente}\par\pard\li2386\ri0\sl-266\slmu
lt0 \fs24\cf0\f1\charscalex100 {de sus filas, el resultado no puede ser otro que
}{ }\fs24\cf0\f0\charscalex100\i {la derrota}\i0 \fs24\cf0\f1\charscalex100 { to
tal.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-346\sl
mult0 \fs24\cf0\f1\charscalex100 {19.Estas son las seis maneras de coquetear con
la derrota y que deben}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charsca
lex100 {ser tenidas muy en cuenta por aquel general que ha obtenido un}\par\pard
\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {puesto de responsabilidad
t0 \fs24\cf0\f1\charscalex100 {20.La formacin natural del suelo es el mejor aliad
o de un soldado; pero}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscale
x100 {el poder de hacer una estimacin de su adversario, el de controlar las}\par\
pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {fuerzas de la victori
a y el de r}\fs24\cf0\f1\charscalex100 {ealizar un clculo acertado de las}\par\pa
rd\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {dificultades, peligros
y distancias, constituyen la prueba de un gran}\par\pard\li2386\ri0\sl-266\slmul
t0 \fs24\cf0\f1\charscalex100 {general.}\par\pard\li2026\ri0\sl-213\slmult0 \fs1
8\cf0\par\pard\li2026\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {21.Aquel qu
e conozca estas cosas y al luchar, ponga en prctica sus}\par\pard\li2386\ri0\sl-2
80\slmult0 \fs24\cf0\f1\charscalex100 {conocimientos, ganar sus batallas. Aquel q
ue no las conozca ni las}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charsc
alex100 {practique, seguramente saldr perdedor.}\par\pard\li2026\ri0\sl-213\slmul
t0 \fs18\cf0\par\pard\li2026\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {22.S
i la pelea puede dar como resultado seguro la victoria, debes luchar}\par\pard\l
i2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {aunque las rdenes lo prohban.
Pero si la lucha no est destinada a}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf
0\f1\charscalex100 {la victoria, no debes entrar en combate aun a pedido de aque
l que}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {gobierna.}
\fs24\cf0\f1\charscalex100 {23.El general que avanza sin codiciar la fama, retr
ocede sin temer a la}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex
100 {deshonra y cuyo nico pensamiento es el de proteger a su pas y}\par\pard\li238
6\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {prestar un buen servicio a su s
oberano, es la joya del reino.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par
\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {24.Considera a sus s
oldados como sus hijos y ellos te seguirn hasta}\par\pard\li2386\ri0\sl-280\slmul
t0 \fs24\cf0\f1\charscalex100 {los valles ms profundos; mralos como a tus hijos ms
queridos y}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {perma
necern a tu lado hasta la muerte.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\p
ar\pard\li2026\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {25.Sin embargo, si
eres indulgente,}\fs24\cf0\f1\charscalex100 { pero incapaz de hacer sentir tu}
\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {autoridad; bueno
de corazn pero no puedes hacer cumplir tus}\par\pard\li2386\ri0\sl-280\slmult0 \
fs24\cf0\f1\charscalex100 {rdenes, si eres inepto para poner fin al desorden, tus
soldados}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {podrn c
ompararse a nios malcriados: sern intiles para cualquier}\par\pard\li2386\ri0\sl-28
0\slmult0 \fs24\cf0\f1\charscalex100 {propsito prctico. }\par\pard\li2026\ri0\sl213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex
100 {26.Si sabemos que nuestros hombr}\fs24\cf0\f1\charscalex100 {es estn en cond
icin de atacar,}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {p
ero no estamos al tanto de que el enemigo no est dispuesto a}\par\pard\li1320\ri0
li1320\ri0\sl-386\slmult0 \*\tx9560\fs18\cf0\f1\charscalex100 {Distribuido por:
}{ }\fs18\cf3\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.auto
desarrollo.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs18\cf0\f1\charscalex100
{{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {
{38}\par\pard\sect\sectd\sbkpage
7;32768}}
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fs18\cf0\par\pard\li2373\ri0\sl-306\slmult0 \fs24\cf0\f3\charscalex100 {hacerlo,
habremos llegado solamente a mitad de camino hacia la}\par\pard\li2373\ri0\sl-2
93\slmult0 \fs24\cf0\f3\charscalex100 {victoria.}\fs24\cf0\f3\charscalex100 { }\
\fs24\cf0\f3\charscalex100 {27.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\chars
calex100 {Si sabemos que el enemigo est en condiciones de ir al ataque, pero}\par
\pard\li2373\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {desconocemos que nue
stros propios hombres no estn en}\par\pard\li2373\ri0\sl-293\slmult0 \fs24\cf0\f3
\charscalex100 {condicion}\fs24\cf0\f3\charscalex100 {es de atacar, habremos lle
gado solamente a mitad de}\par\pard\li2373\ri0\sl-293\slmult0 \fs24\cf0\f3\chars
calex100 {camino hacia la victoria.}\fs24\cf0\f3\charscalex100 { }\par\pard\li20
{ }\fs24\cf0\f3\charscalex100 {Si sabemos que el enemigo est dispuesto a atacar

y tambin}\par\pard\li2373\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {sabemos
que nuestros hombres estn en condiciones de hacerlo,}\par\pard\li2373\ri0\sl-293\
slmult0 \fs24\cf0\f3\charscalex100 {pero desconocemos que la naturaleza del terr
eno lo hace}\fs24\cf0\f3\charscalex100 { }\par\pard\li2373\ri0\sl-293\slmult0 \f
s24\cf0\f3\charscalex100 {impracticable, tambin habremos llegado solamente a mita
d de}\par\pard\li2373\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {camino a la
victoria.}\fs24\cf0\f3\charscalex100 { }\par\pard\li2013\ri0\sl-493\slmult0 \fs
24\cf0\f3\charscalex100 {29.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscal
ex100 {Por lo tanto, el soldado experimentado, una vez que est en marcha,}\par\pa
rd\li2373\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {nunca est atemorizado; u
na vez que ha desarmado el campamento,}\par\pard\li2373\ri0\sl-293\slmult0 \fs24
\cf0\f3\charscalex100 {nunca se siente desorientado. }\fs24\cf0\f3\charscalex100
{ }\par\pard\li2013\ri0\sl-506\slmult0 \fs24\cf0\f3\charscalex100 {30.}\fs24\cf
0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {De ah }\fs24\cf0\f3\charscalex1
00 {el dicho: Si conoces al enemigo y te conoces a t}\fs24\cf0\f3\charscalex100
{i mismo, no}\par\pard\li2373\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {hay
duda de tu victoria; si conoces el Cielo y la Tierra, puedes lograr}\par\pard\l
i2373\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {que tu victoria sea complet
a.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\p
1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-480\slmult0 \*\tx9626\f
s20\cf0\f3\charscalex100 {Distribuido por:
}{ }\fs20\cf3\f3\charscalex100 {{\
field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {www}\fs20
\cf3\f3\charscalex100 {.autodesarrollo.com}}}}\fs20\cf0\f3\charscalex100 {{\fiel
d{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {
Videos
para la formacin laboral y gerencial}\fs20\cf0\f3\charscalex100 { }}}}\tab \fs24
\cf0\f3\charscalex100 {39}\par\pard\sect\sectd\sbkpage
7;32768}}

7;32768}}
mult0 \fs28\cf0\f0\charscalex100\b {XI. Las Nueve Situaciones}\b0 \par\column\pa
rd\li0\ri0\sl-226\slmult0 \fs20\cf0\f0\charscalex100\b {El Arte de la Guerra}\b0
\par\pard\sect\sectd\sbknone\pgwsxn12240\pghsxn15840\marglsxn666\margrsxn133\pa
cf0\f1\charscalex100 {1. Sun Tzu dijo: El arte de la guerra reconoce nueve varie
dades de}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {superfi
cies:}\par\pard\li2400\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2400\ri0\sl-346\s
lmult0 \*\tx2760\fs24\cf0\f1\charscalex100 {a)}\tab \fs24\cf0\f0\charscalex100\i
{Terreno dispersante}\i0 \par\pard\li2400\ri0\sl-266\slmult0 \*\tx2760\fs24\cf0
\f1\charscalex100 {b)}\tab \fs24\cf0\f0\charscalex100\i {terreno fcil}\i0 \par\pa
rd\li2400\ri0\sl-280\slmult0 \*\tx2760\fs24\cf0\f1\charscalex100 {c)}\tab \fs24\
cf0\f0\charscalex100\i {terreno polmico}\i0 \par\pard\li2400\ri0\sl-280\slmult0 \
*\tx2760\fs24\cf0\f1\charscalex100 {d)}\tab \fs24\cf0\f0\charscalex100\i {terren
o abierto}\i0 \par\pard\li2400\ri0\sl-280\slmult0 \*\tx2760\fs24\cf0\f1\charscal
ex100 {e)}\tab \fs24\cf0\f0\charscalex100\i {terreno de confluencia de caminos}\
i0 \par\pard\li2400\ri0\sl-266\slmult0 \*\tx2760\fs24\cf0\f1\charscalex100 {f) }
\tab \fs24\cf0\f0\charscalex100\i {terreno vital}\i0 \par\pard\li2400\ri0\sl-280
\slmult0 \*\tx2760\fs24\cf0\f1\charscalex100 {g)}\tab \fs24\cf0\f0\charscalex100
\i {terreno difcil}\i0 \par\pard\li2400\ri0\sl-280\slmult0 \*\tx2760\fs24\cf0\f1\
charscalex100 {h)}\tab \fs24\cf0\f0\charscalex100\i {terreno}\i0 { }\fs24\cf0\f0
\charscalex100\i {de encrucijada}\i0 \par\pard\li2400\ri0\sl-266\slmult0 \*\tx27
60\fs24\cf0\f1\charscalex100 {i)}\tab \fs24\cf0\f0\charscalex100\i {terreno sin
salida}\i0 \par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-
346\slmult0 \fs24\cf0\f1\charscalex100 {2. Cuando un jefe est luchando en su prop

io territorio, ese es}{ }\fs24\cf0\f0\charscalex100\i {terreno}\i0 \par\pard\li2
386\ri0\sl-266\slmult0 \fs24\cf0\f0\charscalex100\i {dispersante.}\i0 \par\pard\
\f1\charscalex100 {3. Cuando l ha penetrado en territorio hostil, pero no a una g
ran}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {distancia, s
e trata de un}{ }\fs24\cf0\f0\charscalex100\i {terreno fcil}\i0 \fs24\cf0\f1\char
scalex100 {.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\s
l-346\slmult0 \fs24\cf0\f1\charscalex100 {4. El suelo cuya posesin es de gran im
portancia para ambos bandos,}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\ch
arscalex100 {es}{ }\fs24\cf0\f0\charscalex100\i {terreno polmico}\i0 \par\pard\li
1\charscalex100 {5. La superficie en la cul cada bando tiene libertad de movimien
to, es}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f0\charscalex100\i {terreno
abierto}\i0 \fs24\cf0\f1\charscalex100 {.}\par\pard\li2026\ri0\sl-213\slmult0 \
fs18\cf0\par\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {6. El si
tio que representa la llave }\fs24\cf0\f1\charscalex100 {de tres estados contigu
os, de tal}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {maner
a que quien lo ocupa tiene la mayor parte del Imperio a sus}\par\pard\li2386\ri0
\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {rdenes, es un}{ }\fs24\cf0\f0\charsca
lex100\i {terreno de confluencia de caminos}\i0 \fs24\cf0\f1\charscalex100 {.}\p
fs24\cf0\f1\charscalex100 {7. Cuando un ejrcito ha penetrado en }\fs24\cf0\f1\cha
rscalex100 {el corazn de un pas hostil,}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\
cf0\f1\charscalex100 {dejando una cantidad de ciudades fortificadas tras de s, es
o es}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f0\charscalex100\i {terreno v
ital}\i0 \fs24\cf0\f0\charscalex100\b {.}\b0 \par\pard\li2026\ri0\sl-213\slmult0
\fs18\cf0\par\pard\li2026\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {8. Bos
ques de montaa, lugares escabrosos, pantanos y cinagas }\par\pard\li2026\ri0\sl-2
66\slmult0 \fs24\cf0\f1\charscalex100 {
toda superficie que sea complicada
de atravesar es}{ }\fs24\cf0\f0\charscalex100\i {terreno difcil.}\i0 \par\pard\li
1\charscalex100 {9. El lugar adonde se llega a travs de angostos barrancos y desd
e}\par\pard\li1320\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {
donde solamente nos podemos retirar por tortuosos senderos y un }\par\pard\li13
\pard\li1320\ri0\sl-426\slmult0 \*\tx9560\fs20\cf0\f1\charscalex100 {Distribuido
por:
}{ }\fs20\cf3\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://ww
w.autodesarrollo.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs20\cf0\f1\charsca
{
Videos para la formacin laboral y gerencial}}}}\tab \fs24\cf0\f1\charscal
ex100 {40}\par\pard\sect\sectd\sbknone\pgwsxn12240\pghsxn15840\marglsxn666\margr
sxn133\pard\sect\sectd\sbkpage
7;32768}}

7;32768}}
fs18\cf0\par\pard\li1320\ri0\sl-306\slmult0 \fs24\cf0\f3\charscalex100 {
}\fs24\cf0\f3\charscalex100 {pequeo nmero de soldados enemigos sera suficient
e para}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-293\slmult0 \fs24\c
f0\f3\charscalex100 {
}\fs24\cf0\f3\charscalex100 {aplas}\fs24\cf
0\f3\charscalex100 {tar un gran destacamento de nuestros hombres: ste es un }\fs2
4\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-293\slmult0 \fs24\cf0\f3\chars
calex100 {
}\fs24\cf0\f3\charscalex100 {terreno de encrucijada.}\
fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\p
ard\li1320\ri0\sl-306\slmult0 \fs24\cf0\f3\charscalex100 {
10. El suelo
en el que solamente podemos salvarnos de la destruccin}\fs24\cf0\f3\charscalex100
{ }\par\pard\li2013\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 { }\fs24\cf0
\f3\charscalex100 {luchando sin demora, es un}{ }\fs24\cf0\f0\charscalex100\i {t
erreno sin salida}\i0 \fs24\cf0\f3\charscalex100 {.}\fs24\cf0\f3\charscalex100 {
}\par\pard\li1920\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1920\ri0\sl-320\slmul
t0 \fs24\cf0\f3\charscalex100 {11.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\ch
arscalex100 { En}{ }\fs24\cf0\f0\charscalex100\i {terreno}\i0 { }\fs24\cf0\f0\ch
arscalex100\i {dispersante}\i0 \fs24\cf0\f3\charscalex100 {, }\fs24\cf0\f3\chars
calex100 {por lo tanto, no luches. En}{ }\fs24\cf0\f0\charscalex100\i {terreno}\
i0 { }\fs24\cf0\f0\charscalex100\i {fcil}\i0 \fs24\cf0\f3\charscalex100 {, no
}\par\pard\li2040\ri0\sl-293\slmult0 \fs24\cf4\f3\charscalex100 {.....}\fs24\cf0
\f3\charscalex100 {pares. En}{ }\fs24\cf0\f0\charscalex100\i {terreno}\i0 { }\fs
24\cf0\f0\charscalex100\i {polmico}\i0 \fs24\cf0\f3\charscalex100 {, no ataques.}
\fs24\cf0\f3\charscalex100 { }\par\pard\li1920\ri0\sl-213\slmult0 \fs18\cf0\par\
scalex100 { }\fs24\cf0\f3\charscalex100 { En}{ }\fs24\cf0\f0\charscalex100\i {te
rreno abierto}\i0 \fs24\cf0\f3\charscalex100 {, no trates de bloquear el camino
del adversario.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1920\ri0\sl-213\slmult
0 \fs18\cf0\par\pard\li1920\ri0\sl-346\slmult0 \fs22\cf0\f3\charscalex100 {13.}\
fs22\cf0\f3\charscalex100 { }\fs22\cf0\f3\charscalex100 { En una superficie de}{
}\fs22\cf0\f0\charscalex100\i {caminos que se interceptan}\i0 \fs22\cf0\f3\char
scalex100 {, estrecha la mano de
}\par\pard\li2040\ri0\sl-293\slmult0 \fs24\c
f4\f3\charscalex100 {.....}\fs24\cf0\f3\charscalex100 {tus aliados.}\fs24\cf0\f3
\charscalex100 { }\par\pard\li1920\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1920\
ri0\sl-306\slmult0 \fs24\cf0\f3\charscalex100 {14.}\fs24\cf0\f3\charscalex100 {

}\fs24\cf0\f3\charscalex100 { En terreno}{ }\fs24\cf0\f0\charscalex100\i {vital,
}\i0 \fs24\cf0\f3\charscalex100 { recoge tu botn. En}{ }\fs24\cf0\f0\charscalex10
0\i {terreno difcil}\i0 \fs24\cf0\f3\charscalex100 {, sigue tu marcha en
}\par\pard\li2040\ri0\sl-293\slmult0 \fs24\cf4\f3\charscalex100 {.....}
\fs24\cf0\f3\charscalex100 {forma sostenida.}\fs24\cf0\f3\charscalex100 { }\par\
x100 { En terreno de encrucijada, recurre a estratagemas. En terreno sin }{ }\f
s24\cf4\f3\charscalex100 {....}\par\pard\li2040\ri0\sl-293\slmult0 \fs24\cf4\f3\
charscalex100 {....}\fs24\cf0\f3\charscalex100 {salida, lucha.}\fs24\cf0\f3\char
scalex100 { }\par\pard\li1920\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1920\ri0\s
l-320\slmult0 \fs24\cf0\f3\charscalex100 {16.}\fs24\cf0\f3\charscalex100 { }\fs2
4\cf0\f3\charscalex100 { Aquellos que antiguamente se llamaba lderes }\fs24\cf0\f
3\charscalex100 {sabios, saban cmo }\par\pard\li2040\ri0\sl-293\slmult0 \fs24\cf
4\f3\charscalex100 {....}\fs24\cf0\f3\charscalex100 {colocar una cua entre la van
guardia y la retaguardia del enemigo}\par\pard\li2040\ri0\sl-293\slmult0 \fs24\c
f4\f3\charscalex100 {....}\fs24\cf0\f3\charscalex100 {para evitar la cooperacin e
ntre sus divisiones grandes y pequeas,}\par\pard\li2040\ri0\sl-293\slmult0 \fs24\
cf4\f3\charscalex100 {....}\fs24\cf0\f3\charscalex100 {para impedir que las trop
as habilidosas rescataran a las ineficaces y}\par\pard\li2040\ri0\sl-293\slmult0
\fs24\cf4\f3\charscalex100 {....}\fs24\cf0\f3\charscalex100 {para que los }\fs2
4\cf0\f3\charscalex100 {oficiales pudieran reunir a sus hombres.}\fs24\cf0\f3\ch
arscalex100 { }\par\pard\li1920\ri0\sl-493\slmult0 \fs24\cf0\f3\charscalex100 {1
7.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Cuando los hombres
del oponente estaban unidos, se las ingeniaban}\par\pard\li2040\ri0\sl-293\slmul
t0 \fs24\cf4\f3\charscalex100 {....}\fs24\cf0\f3\charscalex100 {para crear desor
den entre ellos.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1920\ri0\sl-213\slmul
t0 \fs18\cf0\par\pard\li1920\ri0\sl-320\slmult0 \fs24\cf0\f3\charscalex100 {18.}
\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Cuando era para su ben
eficio, ellos avanzaban; cuando suceda lo
}\par\pard\li2040\ri0\sl-293\slmult0
\fs24\cf4\f3\charscalex100 {....}\fs24\cf0\f3\charscalex100 {contrario, se dete
nan.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1920\ri0\sl-213\slmult0 \fs18\cf0\
par\pard\li1920\ri0\sl-320\slmult0 \fs24\cf0\f3\charscalex100 {19.}\fs24\cf0\f3\
charscalex100 { }\fs24\cf0\f3\charscalex100 { Si me pregu}\fs24\cf0\f3\charscale
x100 {ntaran cmo enfrentar a un gran seor de la guerra en }\par\pard\li2040\ri0\s
l-293\slmult0 \fs24\cf4\f3\charscalex100 {....}\fs24\cf0\f3\charscalex100 {orden
ada formacin a punto de marchar al ataque, yo dira: Comienza}\par\pard\li2040\ri0\
sl-293\slmult0 \fs24\cf4\f3\charscalex100 {....}\fs24\cf0\f3\charscalex100 {por
capturar algo que tenga un enorme valor para tu oponente; }\par\pard\li2040\ri0
\sl-293\slmult0 \fs24\cf4\f3\charscalex100 {....}\fs24\cf0\f3\charscalex100 {ent
onces l tendr que ser dcil a tu voluntad.}\fs24\cf0\f3\charscalex100 { }\par\pard\l
i1920\ri0\sl-493\slmult0 \fs24\cf0\f3\charscalex100 {20.}\fs24\cf0\f3\charscalex
100 { }\fs24\cf0\f3\charscalex100 {La rapi}\fs24\cf0\f3\charscalex100 {dez es l
a esencia de la guerra: aprovchate de la falta de}\par\pard\li2040\ri0\sl-293\slm
ult0 \fs24\cf4\f3\charscalex100 {.....}\fs24\cf0\f3\charscalex100 {preparacin de
tu enemigo, marcha por rutas inesperadas y ataca}\par\pard\li2040\ri0\sl-293\slm
ult0 \fs24\cf4\f3\charscalex100 {.....}\fs24\cf0\f3\charscalex100 {sitios despro
tegidos.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1920\ri0\sl-213\slmult0 \fs18
ult0 \fs24\cf0\f3\charscalex100 {21.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3
\charscalex100 {Los siguientes son los principios que debe observar una fuerza}\
par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {invasora: Cuanto
ms se penetre en u}\fs24\cf0\f3\charscalex100 {n territorio, mayor ser la}\par\par
d\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-480\slmult0 \*\tx96
{{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {www}\
fs20\cf3\f3\charscalex100 {.autodesarrollo.com}}}}\fs20\cf0\f3\charscalex100 {{\
Vi
deos para la formacin laboral y gerencial}\fs20\cf0\f3\charscalex100 { }}}}\tab \
fs24\cf0\f3\charscalex100 {41}\par\pard\sect\sectd\sbkpage
7;32768}}
7;32768}}
slmult0 \fs24\cf0\f1\charscalex100 {solidaridad de las tropas y por }\fs24\cf0\
f1\charscalex100 {lo tanto, los defensores no}\par\pard\li2386\ri0\sl-266\slmult
0 \fs24\cf0\f1\charscalex100 {prevalecern contra ellas.}\par\pard\li2026\ri0\sl-2
00 {22.Haz incursiones en suelo frtil para }\fs24\cf0\f1\charscalex100 {suplir a
tu ejrcito de alimentos.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\l
i2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {23.Estudia cuidadosamente e
l bienesta}\fs24\cf0\f1\charscalex100 {r de tus hombres y no les exijas}\par\par
d\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {demasiado. Concentra su
energa y }\fs24\cf0\f1\charscalex100 {atesora su fuerza. Mantn a tu}\par\pard\li23
86\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {ejrcito continuamente en movimi
ento y urde planes secretos.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\p
ard\li2026\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {24.Si llevas a tus sol
dados a posiciones en donde no hay escape, ellos}\par\pard\li2386\ri0\sl-280\slm
ult0 \fs24\cf0\f1\charscalex100 {preferirn la muerte a la huida. }\fs24\cf0\f1\ch
arscalex100 {Si tienen que enfrentar la muerte, no}\par\pard\li2386\ri0\sl-266\s

lmult0 \fs24\cf0\f1\charscalex100 {hay nada que no puedan lograr. Tanto oficiale
s como soldados}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {
sacarn a relucir su fuerza ms recndita.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\c
f0\par\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {25.Cuando los
soldados se encuentran en instancias desesperadas,}\par\pard\li2386\ri0\sl-280\s
lmult0 \fs24\cf0\f1\charscalex100 {pierden el sentido del temor. Si no tienen re
fugio alguno, se}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100
{mantendrn firmes. Si estn en territorio hostil, se mostrarn}\par\pard\li2386\ri0\s
l-266\slmult0 \fs24\cf0\f1\charscalex100 {empecinados. Si no hay nada que pueda
hacerse para evitarlo,}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscal
ex100 {lucharn con bravura.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\par
d\li2026\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {26.De ah que, sin esperar
que se lo mandes, los soldados estarn}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\
cf0\f1\charscalex100 {siempre en estado de alerta. Sin esperar que se lo pidas,
harn tu}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {voluntad;
sern fieles, sin restri}\fs24\cf0\f1\charscalex100 {cciones. Podrs confiar en ell
os sin}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {que se lo
ordenes.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-3
33\slmult0 \fs24\cf0\f1\charscalex100 {27.Prohbe los malos augurios y erradica l
as supersticiones. Entonces,}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\ch
arscalex100 {no temern a nada, ni siquiera a la muerte.}\par\pard\li2026\ri0\sl-2
00 {28.Si tus soldados no nadan en la abundancia, no es porque les}\par\pard\li2
386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {disgusten las riquezas; si su
s vidas no son tan largas como debieran,}\par\pard\li2386\ri0\sl-280\slmult0 \fs
24\cf0\f1\charscalex100 {no ser porque desprecien la longevidad.}\par\pard\li2026
arscalex100 {29.El da en que se les ordena ir a la lucha, puede que tus soldados}
\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {lloren, algunos
mientras preparan sus }\fs24\cf0\f1\charscalex100 {atavos y otros con lgrimas}\pa
r\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {resbalando por sus
mejillas mientras descansan. Pero permtales}\par\pard\li2386\ri0\sl-280\slmult0 \
fs24\cf0\f1\charscalex100 {exteriorizar sus sentimientos una vez y luego despleg
arn el coraje}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {de
un Chu o un Kuei.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\
ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {30.El tctico habilidoso puede comp
ar}\fs24\cf0\f1\charscalex100 {arse a una shuai-jan. La shuai-jan}\par\pard\li23
86\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {es una serpiente que se encuen
tra en las montaas Chung. Si}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\cha
rscalex100 {golpeas su cabeza, sers atacado por su cola; si golpeas su cola,}\par
\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {sers atacado por su c
abeza, golpala en el medio y te atacar con}\par\pard\li2386\ri0\sl-280\slmult0 \fs
24\cf0\f1\charscalex100 {su cabeza y su cola a la vez.}\par\pard\li1320\ri0\sl-2
\cf0\f1\charscalex100 {Distribuido por:
}{ }\fs18\cf3\f1\charscalex100 {{\fie
ld{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {www.autodesa
rrollo.com}}}}\fs18\cf0\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://w
ww.autodesarrollo.com"}}{\fldrslt {
Videos para la formacin laboral y geren
cial}}}}\tab \fs22\cf0\f1\charscalex100 {42}\par\pard\sect\sectd\sbkpage

7;32768}}
7;32768}}
4\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Si me preguntaran si se p
uede lograr que un ejrcito imite a }\fs24\cf0\f3\charscalex100 {la shuai}\fs24\cf
0\f3\charscalex100 {-}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscale
x100 {jan, yo contestara, s. Porque los hombres de Wu y los hombres de}\par\pard\
li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {Yueh son enemigos y sin em
bargo, si estuvieran cruzando un ro en}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\
cf0\f3\charscalex100 {la misma embarcacin y los sorprendiera la tormenta, ambos}\
par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {recurriran a la ay
uda del otro tal como la mano izqui}\fs24\cf0\f3\charscalex100 {erda ayuda a la}
\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {derecha.}\fs24\c
f0\f3\charscalex100 { }\par\pard\li1920\ri0\sl-466\slmult0 \fs24\cf0\f3\charscal
ex100 {32.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Por lo tan
to no es suficiente con poner toda nuestra confianza en que}\par\pard\li2400\ri0
\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {nuestros caballos estn bien sujetos y
en que las ruedas de nuestros}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\
charscalex100 {carros de combate estn firmemente apoyadas en el suelo.}\fs24\cf0\
f3\charscalex100 { }\par\pard\li1920\ri0\sl-506\slmult0 \fs24\cf0\f3\charscalex1
00 {33.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {El principio
que rige la direcci}\fs24\cf0\f3\charscalex100 {n de un ejrcito es establecer una}
\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {norma de coraje
que todos deben acatar.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1920\ri0\sl-21
0 {34.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {El objeto que
persigue el aprovechamiento del terreno consiste en}\par\pard\li2400\ri0\sl-293\
slmult0 \fs24\cf0\f3\charscalex100 {que tanto los soldados ms fuertes como los ms

dbiles se}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {comport
en de igual forma que el ms valiente de ellos.}\fs24\cf0\f3\charscalex100 { }\par
\pard\li1920\ri0\sl-506\slmult0 \fs24\cf0\f3\charscalex100 {35.}\fs24\cf0\f3\cha
rscalex100 { }\fs24\cf0\f3\charscalex100 {Por eso el general experto conduce su
armada como si estuviera}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\chars
calex100 {liderando a un solo hombre, frreamente, con su propia mano.}\fs24\cf0\f
3\charscalex100 { }\par\pard\li1920\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1920
\ri0\sl-320\slmult0 \fs24\cf0\f3\charscalex100 {36.}\fs24\cf0\f3\charscalex100 {
}\fs24\cf0\f3\charscalex100 {Es obligacin de un general ser reservado y as mante
ner ocultos sus}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {
secretos; sostenerse erguido y justo y as mantener el orden.}\fs24\cf0\f3\charsca
lex100 { }\par\pard\li1920\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1920\ri0\sl-3
33\slmult0 \fs24\cf0\f3\charscalex100 {37.}\fs24\cf0\f3\charscalex100 { }\fs24\
cf0\f3\charscalex100 {Debe estar capacitado para despistar a sus oficiales y hom
bres con}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {informe
s y apariencias falsas y as mantenerlos en completa}\par\pard\li2400\ri0\sl-293\s
lmult0 \fs24\cf0\f3\charscalex100 {ignorancia.}\fs24\cf0\f3\charscalex100 { }\pa
r\pard\li1920\ri0\sl-506\slmult0 \fs24\cf0\f3\charscalex100 {38.}\fs24\cf0\f3\ch
arscalex100 { }\fs24\cf0\f3\charscalex100 {Alterando sus preparativos y cambian
do sus planes, l logra que el}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\ch
arscalex100 {enemigo no tenga conocimientos definidos. Movie}\fs24\cf0\f3\charsc
alex100 {ndo el campamento}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\char
scalex100 {y tomando caminos tortuosos, evita que ste adivine su propsito de}\par\
pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {antemano.}\fs24\cf0\f
3\charscalex100 { }\par\pard\li1920\ri0\sl-506\slmult0 \fs24\cf0\f3\charscalex10
0 {39.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {En el momento
crtico, el lder de un ejrcito acta como aquel que ha}\par\pard\li2400\ri0\sl-293\slm
ult0 \fs24\cf0\f3\charscalex100 {subido a una alta cima y luego da un puntapi a l
a escalera que utiliz}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex
100 {para llegar. Lle}\fs24\cf0\f3\charscalex100 {va a sus hombres a lo ms profun
do de un territorio}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex1
00 {hostil antes de mostrar sus intenciones.}\fs24\cf0\f3\charscalex100 { }\par\
scalex100 { }\fs24\cf0\f3\charscalex100 {El lder quema sus naves y rompe sus ute
nsilios de cocina; como el}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\char
scalex100 {pastor que gua un rebao de ovejas gua a sus hombres por uno u}\par\pard\
li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {otro camino y nadie conoce
a d}\fs24\cf0\f3\charscalex100 {onde se dirige.}\fs24\cf0\f3\charscalex100 { }\
scalex100 {Debe atraer a su enemigo y llevarlo al peligro: stas son las}\par\pard
\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {obligaciones de un genera
l.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\p
fs18\cf0\par\pard\li1320\ri0\sl-320\slmult0 \*\tx9626\fs20\cf0\f3\charscalex100
{Distribuido por: {\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"
}}{\fldrslt { }}}}{ }\fs20\cf3\f3\charscalex100 {{\field{\*\fldinst{HYPERLINK "h
ttp://www.autodesarrollo.com"}}{\fldrslt {www}\fs20\cf3\f3\charscalex100 {.autod
esarrollo.com}}}}\fs20\cf0\f3\charscalex100 {{\field{\*\fldinst{HYPERLINK "http:
//www.autodesarrollo.com"}}{\fldrslt {
Videos para la formacin laboral y ge
rencial}\fs20\cf0\f3\charscalex100 { }}}}\tab \fs24\cf0\f3\charscalex100 {43}\pa
r\pard\sect\sectd\sbkpage

7;32768}}
7;32768}}
4\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Las diferentes medidas re
lativas a las nueve variedades de terreno; la}\par\pard\li2400\ri0\sl-293\slmult
0 \fs24\cf0\f3\charscalex100 {celeridad de las tcticas agresivas y defensivas y l
as leyes}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {fundame
ntales de}\fs24\cf0\f3\charscalex100 { la naturaleza humana: estos son asuntos q
ue no se}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {pueden
estudiar.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1920\ri0\sl-493\slmult0 \fs2
ex100 {Al invadir suelo enemigo, el principio general es que la insercin}\par\par
d\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {profunda dentro del terr
itorio, trae cohesin; en cambio penetrar}\par\pard\li2400\ri0\sl-293\slmult0 \fs2
4\cf0\f3\charscalex100 {solamente un corto trecho, causa dispersin.}\fs24\cf0\f3\
charscalex100 { }\par\pard\li1920\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1920\r
i0\sl-320\slmult0 \fs24\cf0\f3\charscalex100 {44.}\fs24\cf0\f3\charscalex100 {
}\fs24\cf0\f3\charscalex100 {Cuando d}\fs24\cf0\f3\charscalex100 {ejas atrs tu pr
opia tierra y guas a tu ejrcito a travs de}\par\pard\li2400\ri0\sl-293\slmult0 \fs2
4\cf0\f3\charscalex100 {comarcas vecinas, te encontrars en}{ }\fs24\cf0\f0\charsc
alex100\i {terreno crtico}\i0 \fs24\cf0\f3\charscalex100 {. Cuando hay}\par\pard\
li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {medios de comunicacin por l
os cuatro flancos, se trata de una}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0
\f0\charscalex100\i {confluencia de caminos}\i0 \fs24\cf0\f3\charscalex100 {.}\f
s24\cf0\f3\charscalex100 { }\par\pard\li1920\ri0\sl-493\slmult0 \fs24\cf0\f3\cha
rscalex100 {45.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Cuand

o te adentras profundamente en una re}\fs24\cf0\f3\charscalex100 {gin, se trata d
e}{ }\fs24\cf0\f0\charscalex100\i {terreno}\i0 \par\pard\li2400\ri0\sl-293\slmul
t0 \fs24\cf0\f0\charscalex100\i {vital.}\i0 \fs24\cf0\f3\charscalex100 { Cuando
slo penetras un trecho corto, se trata de}{ }\fs24\cf0\f0\charscalex100\i {terren
o fcil}\i0 \fs24\cf0\f3\charscalex100 {.}\fs24\cf0\f3\charscalex100 { }\par\pard\
\f3\charscalex100 {46.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100
{Cuando tienes las fortificaciones de tu enemigo a tu retaguardia, y}\par\pard\
li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {pasadizos angostos al fren
te, se trata de}{ }\fs24\cf0\f0\charscalex100\i {terreno de encrucijada}\i0 \fs2
4\cf0\f3\charscalex100 {.}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\chars
calex100 {Cuando no hay refugio a}\fs24\cf0\f3\charscalex100 {lguno, hablamos de
}{ }\fs24\cf0\f0\charscalex100\i {terreno sin salida.}\i0 \par\pard\li1920\ri0\s
l-506\slmult0 \fs24\cf0\f3\charscalex100 {47.}\fs24\cf0\f3\charscalex100 { }\fs
24\cf0\f3\charscalex100 {Por lo tanto, en}{ }\fs24\cf0\f0\charscalex100\i {terre
no dispersante}\i0 \fs24\cf0\f3\charscalex100 {, yo incitara a mis hombres a}\par
\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {tener unidad de props
ito. En}{ }\fs24\cf0\f0\charscalex100\i {suelo fcil}\i0 \fs24\cf0\f3\charscalex10
0 {, me asegurara que haya}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\chars
calex100 {estrecha conexin entre todas las unidades de mi ejrcito.}\fs24\cf0\f3\ch
arscalex100 { }\par\pard\li1920\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1920\ri0
\sl-306\slmult0 \fs24\cf0\f3\charscalex100 {48.}\fs24\cf0\f3\charscalex100 { }\
fs24\cf0\f3\charscalex100 {En}{ }\fs24\cf0\f0\charscalex100\i {terreno polmico}\i
0 \fs24\cf0\f3\charscalex100 {, ha}\fs24\cf0\f3\charscalex100 {ra apresurar a mi
retaguardia.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1920\ri0\sl-213\slmult0 \
4\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {En}{ }\fs24\cf0\f0\charsc
alex100\i {terreno abierto}\i0 \fs24\cf0\f3\charscalex100 {, yo tendra un ojo avi
zor sobre mis defensas. En}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f0\char
scalex100\i {terreno de}\i0 { }\fs24\cf0\f0\charscalex100\i {confluencia de cami
nos}\i0 \fs24\cf0\f3\charscalex100 {, consolidara mis alianzas.}\fs24\cf0\f3\char
l-320\slmult0 \fs24\cf0\f3\charscalex100 {50.}\fs24\cf0\f3\charscalex100 { }\fs
24\cf0\f3\charscalex100 {En}{ }\fs24\cf0\f0\charscalex100\i {terreno vital}\i0 \
fs24\cf0\f3\charscalex100 {, tratara de asegurar un flujo continuo de provisiones
.}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {En}{ }\fs24\cf
0\f0\charscalex100\i {terreno difcil}\i0 \fs24\cf0\f3\charscalex100 {,}\fs24\cf0\
f3\charscalex100 { seguira adelante por el camino.}\fs24\cf0\f3\charscalex100 { }
\fs24\cf0\f3\charscalex100 {51.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\cha
rscalex100 {En}{ }\fs24\cf0\f0\charscalex100\i {terreno de encrucijada,}\i0 { }\
fs24\cf0\f3\charscalex100 { bloqueara cualquier forma de retirada.}\fs24\cf0\f3\c
0\sl-333\slmult0 \fs24\cf0\f3\charscalex100 {52.}\fs24\cf0\f3\charscalex100 { }
\fs24\cf0\f3\charscalex100 {En}{ }\fs24\cf0\f0\charscalex100\i {terreno sin sali
da}\i0 \fs24\cf0\f3\charscalex100 {, proclamara ante mis soldados la imposibilida
d}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {de salvar sus
vidas.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1920\ri0\sl-213\slmult0 \fs18\c
f0\par\pard\li1920\ri0\sl-320\slmult0 \fs24\cf0\f3\charscalex100 {53.}\fs24\cf0\
f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Porque el soldado que se encuen
tra rodeado tiene la firme}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\char
scalex100 {di}\fs24\cf0\f3\charscalex100 {sposicin de ofrecer una obstinada resis
tencia, de luchar}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100
{denodadamente cuando no hay otra salida para l y de obedecer}\par\pard\li2400\
ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {prontamente cuando ha cado en peli
gro.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1920\ri0\sl-506\slmult0 \fs24\cf0
{No podemos establecer alianzas con los prncipes vecinos hasta que}\par\pard\li2
400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {no conozcamos cules son su}\fs
24\cf0\f3\charscalex100 {s designios. No estaremos aptos para}\par\pard\li1320\r

i0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-480\slmult0 \*\tx9626\fs20\cf
0\f3\charscalex100 {Distribuido por:
}{ }\fs20\cf3\f3\charscalex100 {{\field{
\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {www}\fs20\cf3\f
3\charscalex100 {.autodesarrollo.com}}}}\fs20\cf0\f3\charscalex100 {{\field{\*\f
ldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {
Videos para
la formacin laboral y gerencial}\fs20\cf0\f3\charscalex100 { }}}}\tab \fs24\cf0\f
3\charscalex100 {44}\par\pard\sect\sectd\sbkpage
7;32768}}
7;32768}}
fs18\cf0\par\pard\li2400\ri0\sl-306\slmult0 \fs24\cf0\f3\charscalex100 {guiar a
un ejrcito a la pelea a menos que estemos familiarizados con}\par\pard\li2400\ri0
\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {la conformacin del pas, sus montaas y b
osques, sus abismos y}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscale
x100 {precipicios, sus pantanos y cinagas. No podremos aprovechar las}\par\pard\l
i2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {ventajas naturales d}\fs24\
cf0\f3\charscalex100 {e importancia a menos que utilicemos guas}\par\pard\li2400\
ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {locales.}\fs24\cf0\f3\charscalex1
00 { }\par\pard\li1920\ri0\sl-480\slmult0 \fs24\cf0\f3\charscalex100 {55.}\fs24\

cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Cuando un prncipe guerrero a
taca un estado poderoso, su don de}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0
\f3\charscalex100 {mando se demuestra al evitar la concentracin de fuerzas enemig
as.}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {l intimida a
sus oponentes y previene a sus aliados para que no se}\par\pard\li2400\ri0\sl-2
93\slmult0 \fs24\cf0\f3\charscalex100 {una}\fs24\cf0\f3\charscalex100 {n en su c
ontra.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1920\ri0\sl-493\slmult0 \fs24\c
f0\f3\charscalex100 {56.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex1
00 {De tal manera, l no se esfuerza por aliarse con todos}\par\pard\li2400\ri0\sl
-293\slmult0 \fs24\cf0\f3\charscalex100 {indiscriminadamente, ni tampoco fomenta
el poder de otros estados.}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\cha
rscalex100 {Lleva a cabo sus designios secretos, causando el temor de sus}\par\p
ard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {antagonistas. Es por e
so que est capacitado para captu}\fs24\cf0\f3\charscalex100 {rar sus}\par\pard\li
2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {ciudades y derrocar sus rein
os.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1920\ri0\sl-493\slmult0 \fs24\cf0\
f3\charscalex100 {57.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100
{Concede recompensas sin atenerte a las reglas, emite rdenes sin}\par\pard\li2400
\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {tener en cuenta lo dispuesto ant
eriormente y podrs manejar a un}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\
charscalex100 {ejrcito completo como si se tratara de un solo hombre.}\fs24\cf0\f
3\charscalex100 { }\par\pard\li1920\ri0\sl-506\slmult0 \fs24\cf0\f3\charscalex10
0 {58.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Confronta a tu
s soldados con}\fs24\cf0\f3\charscalex100 { el hecho real; nunca les dejes conoc
er}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {tus designios
. Cuando la perspectiva es brillante, ponla delante de}\par\pard\li2400\ri0\sl-2
93\slmult0 \fs24\cf0\f3\charscalex100 {sus ojos, pero no les informes nada cuand
o la situacin sea sombra.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1920\ri0\sl-21
0 {59.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Coloca a tu ar
mada en peligro mortal y sobrevivir; sumrgela en}\par\pard\li2400\ri0\sl-293\slmul
t0 \fs24\cf0\f3\charscalex100 {situaciones d}\fs24\cf0\f3\charscalex100 {esesper
adas y saldr}\fs24\cf0\f3\charscalex100 { airosa de ellas.}\fs24\cf0\f3\charscale
x100 { }\par\pard\li1920\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1920\ri0\sl-320
\slmult0 \fs24\cf0\f3\charscalex100 {60.}\fs24\cf0\f3\charscalex100 { }\fs24\cf
0\f3\charscalex100 {Porque es precisamente cuando una fuerza ha cado en desgracia
}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {que es capaz de
dar un repentino giro hacia la victoria.}\fs24\cf0\f3\charscalex100 { }\par\par
f0\f3\charscalex100 {61.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex1
00 {El xito en la guerra se obtiene adaptndonos cuidadosamente al}\par\pard\li2400
\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {propsito del enemigo.}\fs24\cf0\f
3\charscalex100 { }\par\pard\li1920\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1920
\ri0\sl-333\slmult0 \fs24\cf0\f3\charscalex100 {62.}\fs24\cf0\f3\charscalex100 {
}\fs24\cf0\f3\charscalex100 {Permanec}\fs24\cf0\f3\charscalex100 {iendo con in
sistencia muy prximos a los flancos del}\par\pard\li2400\ri0\sl-293\slmult0 \fs24
\cf0\f3\charscalex100 {enemigo, finalmente tendremos xito en matar a su comandant
e en}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {jefe.}\fs24
\cf0\f3\charscalex100 { }\par\pard\li1920\ri0\sl-506\slmult0 \fs24\cf0\f3\charsc
alex100 {63.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {A esto s
e le llama habilidad para lograr algo simplemente por pura}\par\pard\li2400\ri0\
sl-293\slmult0 \fs24\cf0\f3\charscalex100 {astucia.}\fs24\cf0\f3\charscalex100 {
t0 \fs24\cf0\f3\charscalex100 {64.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\c
harscalex100 {El da que tomes el mando, bloquea los pasos de fronter}\fs24\cf0\f3
\charscalex100 {a, destruye}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\cha
rscalex100 {los registros oficiales y proh}\fs24\cf0\f3\charscalex100 {be el paso
de emisarios.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1920\ri0\sl-213\slmult0
s24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {S firme en la reunin del

consejo para poder controlar la situacin.}\fs24\cf0\f3\charscalex100 { }\par\pard
\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-493\slmult0 \*\tx962
{{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {www}\f
s20\cf3\f3\charscalex100 {.autodesarrollo.com}}}}\fs20\cf0\f3\charscalex100 {{\f
ield{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {
Vid
eos para la formacin laboral y gerencial}\fs20\cf0\f3\charscalex100 { }}}}\tab \f
s24\cf0\f3\charscalex100 {45}\par\pard\sect\sectd\sbkpage
7;32768}}
7;32768}}
\slmult0 \fs24\cf0\f3\charscalex100 {66.}\fs24\cf0\f3\charscalex100 { }\fs24\cf
0\f3\charscalex100 {Si el enemigo deja una puerta abierta, debes apresurarte a e
ntrar.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1920\ri0\sl-213\slmult0 \fs18\c
f0\par\pard\li1920\ri0\sl-346\slmult0 \fs24\cf0\f3\charscalex100 {67.}\fs24\cf0\
f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Anticpate a tu oponente apoderndo
te de lo que }\fs24\cf0\f3\charscalex100 {l ms aprecia y}\par\pard\li2400\ri0\sl-2
93\slmult0 \fs24\cf0\f3\charscalex100 {sutilmente contribuirs a apurar su derrota

.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1920\ri0\sl-213\slmult0 \fs18\cf0\pa
r\pard\li1920\ri0\sl-320\slmult0 \fs24\cf0\f3\charscalex100 {68.}\fs24\cf0\f3\ch
arscalex100 { }\fs24\cf0\f3\charscalex100 {Camina por el sendero de la ley y adp
tate a tu enemigo hasta que}\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\cha
rscalex100 {puedas librar una batalla definitiva.}\fs24\cf0\f3\charscalex100 { }
\fs24\cf0\f3\charscalex100 {69.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\cha
rscalex100 {Llegado ese momento, al principio exhibe la timidez de una doncella}
\par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {hasta que el adv
ersa}\fs24\cf0\f3\charscalex100 {rio te d un respiro; luego emula la rapidez de}\
par\pard\li2400\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {una liebre en car
rera y ser demasiado tarde para que tu enemigo}\par\pard\li2400\ri0\sl-293\slmult
0 \fs24\cf0\f3\charscalex100 {pueda oponerse.}\fs24\cf0\f3\charscalex100 { }\par
0 \fs18\cf0\par\pard\li1320\ri0\sl-306\slmult0 \*\tx9626\fs20\cf0\f3\charscalex1
00 {Distribuido por: {\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.c
om"}}{\fldrslt { }}}}{ }\fs20\cf3\f3\charscalex100 {{\field{\*\fldinst{HYPERLINK
"http://www.autodesarrollo.com"}}{\fldrslt {www}\fs20\cf3\f3\charscalex100 {.au
todesarrollo.com}}}}\fs20\cf0\f3\charscalex100 {{\field{\*\fldinst{HYPERLINK "ht
tp://www.autodesarrollo.com"}}{\fldrslt {
gerencial}\fs20\cf0\f3\charscalex100 { }}}}\tab \fs24\cf0\f3\charscalex100 {46}
\par\pard\sect\sectd\sbkpage
7;32768}}

7;32768}}
scalex100\b {XII. El Ataque por medio del Fuego.}\b0 \par\pard\li2026\ri0\sl-213
\b {Sun Tzu dijo:}\b0 \par\column\pard\li0\ri0\sl-226\slmult0 \fs20\cf0\f0\chars
calex100\b {El Arte de la Guerra}\b0 \par\pard\sect\sectd\sbknone\pgwsxn12240\pg
hsxn15840\marglsxn666\margrsxn133\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\p
ard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {1. Hay cinco maneras d
e atacar por medio del fuego. La primera es}\par\pard\li2386\ri0\sl-280\slmult0
\fs24\cf0\f1\charscalex100 {actuar contra las tropas en el campo de batalla; la
segunda es}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {quema
r sus sitios de aprovisionami}\fs24\cf0\f1\charscalex100 {ento; la tercera es qu
emar los}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {vehculos
con sus pertenencias; la cuarta es incendiar sus arsenales}\par\pard\li2386\ri0
\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {y polvorines; la quinta es lanzar f}
\fs24\cf0\f1\charscalex100 {uego contra el material, es decir,}\par\pard\li2386\
ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {contra el aparato logstico.}\par\p
\cf0\f1\charscalex100 {2. Para llevar a cabo un ataque, debem}\fs24\cf0\f1\chars
calex100 {os tener a mano los medios para}\par\pard\li2386\ri0\sl-280\slmult0 \f
s24\cf0\f1\charscalex100 {hacerlo. El material para encender el fuego debera esta
r siempre a}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {mano
t0 \fs24\cf0\f1\charscalex100 {3. Existe un momento apropiado para r}\fs24\cf0\f
1\charscalex100 {ealizar ataques con fuego, y das}\par\pard\li2386\ri0\sl-280\slm
ult0 \fs24\cf0\f1\charscalex100 {especiales para iniciar un incendio.}\par\pard\
\f1\charscalex100 {4. El momento apropiado es aquel en que el tiempo est seco; lo
s das}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {especiales
son aquellos en los que la luna est en las constelaciones}\par\pard\li2386\ri0\sl
-280\slmult0 \fs24\cf0\f1\charscalex100 {del Cedazo, La Muralla, Las Alas y La P

lataforma del Carro de}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscal
ex100 {Combate.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri
0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {5. Al atacar con fuego, uno debier}
\fs24\cf0\f1\charscalex100 {a estar preparado para encontrarse}\par\pard\li2386\
ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {con cinco posibles efectos:}\par\
pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-346\slmult0 \*\t
x2386\fs24\cf0\f1\charscalex100 {6.}\tab \fs24\cf0\f0\charscalex100\i {Primero}\
i0 \fs24\cf0\f1\charscalex100 {. Cuando se origina fuego dentro del campamento e
nemigo,}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {responde
inmediatamente c}\fs24\cf0\f1\charscalex100 {on un ataque desde afuera.}\par\pa
386\fs24\cf0\f1\charscalex100 {7.}\tab \fs24\cf0\f0\charscalex100\i {Segundo}\i0
\fs24\cf0\f1\charscalex100 {. Si surge fuego, pero los soldados enemigos perman
ecen}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {quietos, tma
te tu tiempo y no ataques.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\par
d\li2026\ri0\sl-333\slmult0 \*\tx2386\fs22\cf0\f1\charscalex100 {8.}\tab \fs22\c
f0\f0\charscalex100\i {Tercero}\i0 \fs22\cf0\f1\charscalex100 {. Cuando la fuerz
a de las llamas ha llegado a su pico mximo,}\par\pard\li2386\ri0\sl-280\slmult0 \
fs24\cf0\f1\charscalex100 {contina con un ataque en caso de que esto fuera posibl
e. De lo}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {contrar
io, permanece donde ests.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\
li2026\ri0\sl-346\slmult0 \*\tx2386\fs22\cf0\f1\charscalex100 {9.}\tab \fs22\cf0
\f0\charscalex100\i {Cuarto.}\i0 \fs22\cf0\f1\charscalex100 { Si fuera posible l
anzarse al asalto con fuego desde afuera, no}\par\pard\li2386\ri0\sl-266\slmult0
\fs24\cf0\f1\charscalex100 {esperes que el fuego surja dentro de }\fs24\cf0\f1\
charscalex100 {las filas enemigas para hacerlo;}\par\pard\li2386\ri0\sl-280\slmu
lt0 \fs24\cf0\f1\charscalex100 {ordena tu ataque en un momento favorable.}\par\p
\cf0\f1\charscalex100 {10.}{ }\fs24\cf0\f0\charscalex100\i {Quinto}\i0 \fs24\cf0
\f1\charscalex100 { Cuando enciendes una fogata, permanece a barlovento con}\par
\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {respecto a ella. No
ataques desde sotavento.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\
gerencial}}}}\tab \fs24\cf0\f1\charscalex100 {47}\par\pard\sect\sectd\sbknone\pg
wsxn12240\pghsxn15840\marglsxn666\margrsxn133\pard\sect\sectd\sbkpage
7;32768}}
7;32768}}
\slmult0 \fs24\cf0\f3\charscalex100 {11.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0
\f3\charscalex100 {El viento qu}\fs24\cf0\f3\charscalex100 {e se levanta durante
el da dura largo tiempo, pero una}\par\pard\li2373\ri0\sl-293\slmult0 \fs24\cf0\
f3\charscalex100 {brisa nocturna pronto termina.}\fs24\cf0\f3\charscalex100 { }\
\fs24\cf0\f3\charscalex100 {12.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\chars
calex100 {En todo ejrcito se deben conocer los cinco efectos que surgen del}\par\
pard\li2373\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {fuego, tienen que ca
lcularse los movimientos de las estrellas y hay}\par\pard\li2373\ri0\sl-293\slmu
lt0 \fs24\cf0\f3\charscalex100 {que mantenerse alerta para elegi}\fs24\cf0\f3\ch
arscalex100 {r los das apropiados para usarlo.}\fs24\cf0\f3\charscalex100 { }\par
\pard\li2013\ri0\sl-506\slmult0 \fs24\cf0\f3\charscalex100 {13.}\fs24\cf0\f3\cha
rscalex100 { }\fs24\cf0\f3\charscalex100 {De ah que aquellos que usan el fuego pa
ra reforzar su ataque}\par\pard\li2373\ri0\sl-293\slmult0 \fs24\cf0\f3\charscale
x100 {muestran inteligencia; los que usan agua para el mismo fin, son}\par\pard\
li2373\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {fuertes.}\fs24\cf0\f3\char
l-320\slmult0 \fs24\cf0\f3\charscalex100 {14.}\fs24\cf0\f3\charscalex100 { }\fs2
4\cf0\f3\charscalex100 {Por medio del agua, un enemigo puede ser interceptado, p
ero no se}\par\pard\li2373\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {deteri
ora su logs}\fs24\cf0\f3\charscalex100 {tica.}\fs24\cf0\f3\charscalex100 { }\par\
x100 {Infeliz de aquel que trata de ganar sus batallas y vencer en sus}\par\pard
\li2373\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {ataques sin cultivar el e
spritu de iniciativa, porque el resultado es una}\par\pard\li2373\ri0\sl-293\slmu
lt0 \fs24\cf0\f3\charscalex100 {prdida de tiempo y un estancamiento general.}\fs2
4\cf0\f3\charscalex100 { }\par\pard\li2013\ri0\sl-213\slmult0 \fs18\cf0\par\pard
\li2013\ri0\sl-320\slmult0 \fs24\cf0\f3\charscalex100 {16.}\fs24\cf0\f3\charscal
ex100 { }\fs24\cf0\f3\charscalex100 {De ah el dicho: El gobernante sabio hace pla
nes con mucho tie}\fs24\cf0\f3\charscalex100 {mpo}\par\pard\li2373\ri0\sl-293\sl
mult0 \fs24\cf0\f3\charscalex100 {de anticipacin; el general eficiente cultiva su
s recursos.}\fs24\cf0\f3\charscalex100 { }\par\pard\li2013\ri0\sl-213\slmult0 \f
s18\cf0\par\pard\li2013\ri0\sl-320\slmult0 \fs24\cf0\f3\charscalex100 {17.}\fs24
\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {No te muevas a menos que ve
as una ventaja en hacerlo; no utilices}\par\pard\li2373\ri0\sl-293\slmult0 \fs24

\cf0\f3\charscalex100 {tus tropas a menos que haya algo que ganar; no luches a m
enos que}\par\pard\li2373\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {la situ
acin sea crtica.}\fs24\cf0\f3\charscalex100 { }\par\pard\li2013\ri0\sl-506\slmult0
scalex100 {Ningn gobernante tendra que en}\fs24\cf0\f3\charscalex100 {viar a sus t
ropas al campo de}\par\pard\li2373\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100
{batalla simplemente para cumplir su propio capricho; ningn general}\par\pard\li
2373\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {debiera entrar en batalla so
lamente por propio resentimiento.}\fs24\cf0\f3\charscalex100 { }\par\pard\li2013
arscalex100 {19.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Si es
ts en ventaja, d un paso hacia delante, caso contrario, qudate}\par\pard\li2373\ri0
\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {donde ests.}\fs24\cf0\f3\charscalex10
0 { }\par\pard\li2013\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2013\ri0\sl-320\sl
mult0 \fs24\cf0\f3\charscalex100 {20.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3
\charscalex100 {El enojo p}\fs24\cf0\f3\charscalex100 {uede, con el tiempo, tran
sformarse en alegra; el fastidio}\par\pard\li2373\ri0\sl-293\slmult0 \fs24\cf0\f3
\charscalex100 {puede dar lugar al bienestar.}\fs24\cf0\f3\charscalex100 { }\par
ex100 {Pero, as como un reino que ha sido destrozado alguna vez nunca}\par\pard\l
i2373\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {puede volver a existir, un
muerto no puede nunca volver a la vida.}\fs24\cf0\f3\charscalex100 { }\par\pard\
{Por consiguiente, el gobernante sa}\fs24\cf0\f3\charscalex100 {bio es precavido
y el buen general}\par\pard\li2373\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex10
0 {tiene mucho cuidado. Esta es la manera de mantener al pas en paz y}\par\pard\l
i2373\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {al ejrcito intacto.}\fs24\cf
0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1
s18\cf0\par\pard\li1320\ri0\sl-426\slmult0 \*\tx9626\fs20\cf0\f3\charscalex100 {
Distribuido por: {\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}
}{\fldrslt { }}}}{ }\fs20\cf3\f3\charscalex100 {{\field{\*\fldinst{HYPERLINK "ht
tp://www.autodesarrollo.com"}}{\fldrslt {www}\fs20\cf3\f3\charscalex100 {.autode
sarrollo.com}}}}\fs20\cf0\f3\charscalex100 {{\field{\*\fldinst{HYPERLINK "http:/
/www.autodesarrollo.com"}}{\fldrslt {
Videos para la formacin laboral y ger
encial}\fs20\cf0\f3\charscalex100 { }}}}\tab \fs24\cf0\f3\charscalex100 {48}\par
\pard\sect\sectd\sbkpage
7;32768}}

7;32768}}
fs28\cf0\f0\charscalex100\b {XIII. El uso de espas}\b0 \par\column\pard\li0\ri0\s
l-226\slmult0 \fs20\cf0\f0\charscalex100\b {El Arte de la Guerra}\b0 \par\pard\s
ect\sectd\sbknone\pgwsxn12240\pghsxn15840\marglsxn666\margrsxn133\pard\li2026\ri
calex100 {1. Reclutar un grupo de cien mil hombr}\fs24\cf0\f1\charscalex100 {es
y marchar grandes distancias}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\ch
arscalex100 {con ellos conlleva una enorme prdida de gente y un drenaje de los}\p
ar\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {recursos del Estad
o. El gasto diario llegar a mil onzas de plata.}\par\pard\li2386\ri0\sl-280\slmul
t0 \fs24\cf0\f1\charscalex100 {Habr conmocin en nuestra tierra y fuera de ella, y
los hombres}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {caern
exhaustos en los caminos. Una cantidad aproximada a}\par\pard\li2386\ri0\sl-280
\slmult0 \fs24\cf0\f1\charscalex100 {setecientas mil familias es}\fs24\cf0\f1\ch
arscalex100 {tarn impedidas de trabajar.}\par\pard\li2026\ri0\sl-213\slmult0 \fs1
8\cf0\par\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {2. Los ejrci
tos enemigos pueden enf}\fs24\cf0\f1\charscalex100 {rentarse por aos, esforzndose}
\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {por lograr la vi
ctoria que, por c}\fs24\cf0\f1\charscalex100 {ausa de una batalla decisiva, se d
ecide}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {en un solo
da. Por todo ello, sera el ms cruel de los jefes el que,}\par\pard\li2386\ri0\sl266\slmult0 \fs24\cf0\f1\charscalex100 {dotado de hombres, sueldos y dinero, no
se preocupara de adquirir}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\chars
calex100 {informacin sobre el enemigo.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\
cf0\par\pard\li2026\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {3. El que acta
de esta manera no }\fs24\cf0\f1\charscalex100 {es lder de ningn hombre, no}\par\p
ard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {representa ninguna ayu
da para su soberano y no es el amo de la}\par\pard\li2386\ri0\sl-280\slmult0 \fs
24\cf0\f1\charscalex100 {victoria.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0

\par\pard\li2026\ri0\sl-333\slmult0 \fs22\cf0\f1\charscalex100 {4. Por lo tanto,
lo que posibilita al soberano sabio y al buen general para}\par\pard\li2386\ri0
\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {que den el golpe, conquisten y logr
en cosas que estn ms all del}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\chars
calex100 {alcance de los hombres comunes, es el conocimiento previo. }\par\pard
0\f1\charscalex100 {5. Pero este conocimiento previo no puede surgir de la volun
tad; no}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {puede ob
tenerse inductivamente de la experiencia, ni por ningn}\par\pard\li2386\ri0\sl-28
0\slmult0 \fs24\cf0\f1\charscalex100 {clculo deductivo.}\par\pard\li2026\ri0\sl-2
00 {6. El conocimiento de los planes del enemigo solamente se puede}\par\pard\li
2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {obtener de otros hombres.}\p
fs24\cf0\f1\charscalex100 {7. De ah el uso de espas, de los que hay cinco clases:
t0 \*\tx3106\fs24\cf0\f1\charscalex100 {a.}\tab \fs24\cf0\f0\charscalex100\i {Es
pas locales}\i0 \fs24\cf0\f1\charscalex100 {; }\par\pard\li2746\ri0\sl-280\slmul
t0 \*\tx3106\fs24\cf0\f1\charscalex100 {b.}\tab \fs24\cf0\f0\charscalex100\i {Es
pas infiltrados}\i0 \fs24\cf0\f1\charscalex100 {; }\par\pard\li2746\ri0\sl-280\s
lmult0 \fs24\cf0\f1\charscalex100 {c. E}\fs24\cf0\f0\charscalex100\i {spas dobles
;}\i0 \par\pard\li2746\ri0\sl-280\slmult0 \*\tx3106\fs24\cf0\f1\charscalex100 {d
.}\tab \fs24\cf0\f0\charscalex100\i {Espas falsos;}\i0 \par\pard\li2746\ri0\sl-26
6\slmult0 \fs24\cf0\f1\charscalex100 {e. E}\fs24\cf0\f0\charscalex100\i {spas des
tacados.}\i0 \par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\s
l-346\slmult0 \fs24\cf0\f1\charscalex100 {8. Cuando estas cinco clases de }\fs24
\cf0\f1\charscalex100 {espas estn todos trabajando,}\par\pard\li2386\ri0\sl-266\sl
mult0 \fs24\cf0\f1\charscalex100 {ninguno puede descubrir el sistema secreto. A
esto se le llama}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\r
:
0 {49}\par\pard\sect\sectd\sbknone\pgwsxn12240\pghsxn15840\marglsxn666\margrsxn1
33\pard\sect\sectd\sbkpage
7;32768}}

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slmult0 \fs24\cf0\f1\charscalex100 {\uc1\u8220Xmanipulacin divina de los hilos.\u
c1\u8221X Es la facultad ms preciosa del}\par\pard\li2386\ri0\sl-266\slmult0 \fs2
4\cf0\f1\charscalex100 {soberano.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\
par\pard\li2026\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {9. Tener}{ }\fs24
\cf0\f0\charscalex100\i {espas locales}\i0 \fs24\cf0\f1\charscalex100 { significa
emplear los servicios de los habitantes}\par\pard\li2386\ri0\sl-266\slmult0 \fs
24\cf0\f1\charscalex100 {de un distrito.}\par\pard\li2026\ri0\sl-213\slmult0 \fs
18\cf0\par\pard\li2026\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {10.Tener}{
}\fs24\cf0\f0\charscalex100\i {espas infiltrados}\i0 \fs24\cf0\f1\charscalex100
{, es tener oficiales del estado enemigo a}\par\pard\li2386\ri0\sl-266\slmult0 \
fs24\cf0\f1\charscalex100 {sueldo.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0
\par\pard\li2026\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {11.Tener espas}{
}\fs24\cf0\f0\charscalex100\i {dobles, es}\i0 \fs24\cf0\f1\charscalex100 { apode
rarse de los espas del enemigo y}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1
\charscalex100 {usarlos para nuestros propios fines.}\par\pard\li2026\ri0\sl-213
{12.Tener espas}{ }\fs24\cf0\f0\charscalex100\i {falsos}\i0 \fs24\cf0\f1\charsca
lex100 {, es realizar ciertas acciones abiertamente con el}\par\pard\li2386\ri0\
sl-280\slmult0 \fs24\cf0\f1\charscalex100 {propsito de engaar y permitir que nuest
ros espas las conozcan y}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charsca
lex100 {las reporten al enemigo.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\p
ar\pard\li2026\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {13.Finalmente, los
}{ }\fs24\cf0\f0\charscalex100\i {espas destacados,}\i0 { }\fs24\cf0\f1\charscale
x100 { son aquellos que nos traen}\par\pard\li2386\ri0\sl-266\slmult0 \fs24\cf0\
f1\charscalex100 {noticias del campamento enemigo.}\par\pard\li2026\ri0\sl-213\s
14.Por consiguiente, con nadie en t}\fs24\cf0\f1\charscalex100 {odo el ejrcito de
beramos mantener}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {
relaciones ms estrechas que con los espas. Ningn otro debiera ser}\par\pard\li2386\
ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {recompensado con ms liberalidad. E
n ningn otro asunto se debera}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\cha
rscalex100 {preservar ms celosamente el secreto.}\par\pard\li2026\ri0\sl-213\slmu
Los espas no pueden ser utilizados}\fs24\cf0\f1\charscalex100 { de una manera pos
itiva sin una}\par\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {ci
erta sagacidad intuitiva.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard
\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {16.Slo el jefe que se dist
ingue por su bondad y ecuanimidad sabe}\par\pard\li2386\ri0\sl-280\slmult0 \fs24
\cf0\f1\charscalex100 {cmo dirigirlos.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\

cf0\par\pard\li2026\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {17.Si el jefe
no posee una sutil sagacidad, no puede estar seguro de la}\par\pard\li2386\ri0\
sl-266\slmult0 \fs24\cf0\f1\charscalex100 {verdad de sus informaciones.}\par\par
f0\f1\charscalex100 {18.Sea sutil! Sea sutil! Y use a su}\fs24\cf0\f1\charscalex10
0 {s espas para todo tipo de asuntos.}\par\pard\li2026\ri0\sl-213\slmult0 \fs18\c
f0\par\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {19.Si una info
rmacin secreta es divulgada por un espa antes del}\par\pard\li2386\ri0\sl-280\slmu
lt0 \fs24\cf0\f1\charscalex100 {momento apropiado, debe envirselo a la}\fs24\cf0\
f1\charscalex100 { muerte junto con el hombre}\par\pard\li2386\ri0\sl-266\slmult
0 \fs24\cf0\f1\charscalex100 {a quien el secreto fue revelado. }\par\pard\li202
harscalex100 {20.As el propsito fuera aplastar a un ejrcito, atacar una ciudad o}\p
ar\pard\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {asesinar a un indi
viduo, siempr}\fs24\cf0\f1\charscalex100 {e es necesario comenzar por}\par\pard\
li2386\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {averiguar los nombres de l
os asist}\fs24\cf0\f1\charscalex100 {entes, los ayudantes de campo, los}\par\par
d\li2386\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {porteros y centinelas de
l general al mando. Nuestros espas deben}\par\pard\li2386\ri0\sl-280\slmult0 \fs2
4\cf0\f1\charscalex100 {ser comisionados para asegurarnos estos datos.}\par\pard
0\par\pard\li1320\ri0\sl-386\slmult0 \*\tx9560\fs18\cf0\f1\charscalex100 {Distri
buido por:
}{ }\fs18\cf3\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http
://www.autodesarrollo.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs18\cf0\f1\ch
rslt {
Videos para la formacin laboral y gerencial}}}}\tab \fs22\cf0\f1\cha
rscalex100 {50}\par\pard\sect\sectd\sbkpage
7;32768}}
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4\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Los espas enemigos que han
venido a vigilarnos deben ser}\par\pard\li2373\ri0\sl-293\slmult0 \fs24\cf0\f3\c
harscalex100 {buscados, tentados con sobornos, y provistos de un alojamiento}\pa
r\pard\li2373\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {confortable. De est
a manera, se transformarn en}{ }\fs24\cf0\f0\charscalex100\i {agentes dobles}\i0
\fs24\cf0\f3\charscalex100 { a}\par\pard\li2373\ri0\sl-293\slmult0 \fs24\cf0\f3\
charscalex100 {nuestro servicio.}\fs24\cf0\f3\charscalex100 { }\par\pard\li2013\
ri0\sl-493\slmult0 \fs24\cf0\f0\charscalex100\i {22.}\i0 \fs24\cf0\f0\charscalex
100\i { }\i0 \fs24\cf0\f3\charscalex100 {Es a travs d}\fs24\cf0\f3\charscalex100
{e la informacin obtenida por el}{ }\fs24\cf0\f0\charscalex100\i {espa doble,}\i0
{ }\fs24\cf0\f3\charscalex100 {que}\par\pard\li2373\ri0\sl-293\slmult0 \fs24\cf0
\f3\charscalex100 {podemos hallar y emplear}{ }\fs24\cf0\f0\charscalex100\i {espa
s locales}\i0 \fs24\cf0\f3\charscalex100 { e}{ }\fs24\cf0\f0\charscalex100\i {in
filtrados.}\i0 \fs24\cf0\f0\charscalex100\i { }\i0 \par\pard\li2013\ri0\sl-213\s
23.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {Es a travs de su in
formacin, repito, que podemos lograr que el}\par\pard\li2373\ri0\sl-293\slmult0 \
fs24\cf0\f3\charscalex100 {espa}{ }\fs24\cf0\f0\charscalex100\i {falso}\i0 \fs24\
cf0\f3\charscalex100 { lleve revelaciones inexactas al enemigo.}\fs24\cf0\f3\cha
rscalex100 { }\par\pard\li2013\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2013\ri0\
sl-320\slmult0 \fs24\cf0\f3\charscalex100 {24.}\fs24\cf0\f3\charscalex100 { }\fs
24\cf0\f3\charscalex100 {Por ltimo, es a travs de su i}\fs24\cf0\f3\charscalex100
{nformacin que el}{ }\fs24\cf0\f0\charscalex100\i {espa destacado,}\i0 \par\pard\l
i2373\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {puede ser utilizado para de
terminadas ocasiones.}\fs24\cf0\f3\charscalex100 { }\par\pard\li2013\ri0\sl-213\
{25.}\fs24\cf0\f3\charscalex100 { }\fs24\cf0\f3\charscalex100 {El fin y propsito
del espionaje en sus cinco variedades es el}\par\pard\li2373\ri0\sl-293\slmult0
\fs24\cf0\f3\charscalex100 {conocimiento del enemigo; ste conocimiento slo puede d
erivarse,}\par\pard\li2373\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {en pri
mera instancia, de un}{ }\fs24\cf0\f0\charscalex100\i {doble espa.}\i0 { }\fs24\c
f0\f3\charscalex100 {E}\fs24\cf0\f3\charscalex100 {s por eso que un}{ }\fs24\cf0
\f0\charscalex100\i {agente}\i0 \par\pard\li2373\ri0\sl-293\slmult0 \fs24\cf0\f0
\charscalex100\i {doble,}\i0 { }\fs24\cf0\f3\charscalex100 { debe ser tratado co
n la mayor liberalidad.}\fs24\cf0\f3\charscalex100 { }\par\pard\li2013\ri0\sl-50
0\f3\charscalex100 {Antiguamente, el surgimiento de la dinasta Yin se debi a I Chi
h,}\par\pard\li2373\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {quien haba ser
vido bajo la dinasta Hsia. Del mismo modo, la}\par\pard\li2373\ri0\sl-293\slmult0
\fs24\cf0\f3\charscalex100 {aparicin de la dinasta Chou fue debida a Lu Ya, q}\fs
24\cf0\f3\charscalex100 {uien haba servido}\par\pard\li2373\ri0\sl-293\slmult0 \f
s24\cf0\f3\charscalex100 {en la dinasta Yin. }\fs24\cf0\f3\charscalex100 { }\par\
scalex100 { }\fs24\cf0\f3\charscalex100 {Por lo tanto, solamente el gobernante s
abio y el buen general usarn}\par\pard\li2373\ri0\sl-293\slmult0 \fs24\cf0\f3\cha
rscalex100 {la mayor inteligencia del ejrcito para el propsito de espionaje y por}
\par\pard\li2373\ri0\sl-293\slmult0 \fs24\cf0\f3\charscalex100 {lo tanto lograrn
grandes resultados. Los espas son el elemento ms}\par\pard\li2373\ri0\sl-293\slmu

lt0 \fs24\cf0\f3\charscalex100 {impo}\fs24\cf0\f3\charscalex100 {rtante de la gu
erra, porque de ellos depende la capacidad de la}\par\pard\li2373\ri0\sl-293\slm
ult0 \fs24\cf0\f3\charscalex100 {armada para realizar el ms mnimo de los movimient
os.}\fs24\cf0\f3\charscalex100 { }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\
\ri0\sl-360\slmult0 \*\tx9626\fs20\cf0\f3\charscalex100 {Distribuido por:
}{
}\fs20\cf3\f3\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarr
ollo.com"}}{\fldrslt {www}\fs20\cf3\f3\charscalex100 {.autodesarrollo.com}}}}\fs
.com"}}{\fldrslt {
Videos para la formacin laboral y gerencial}\fs20\cf0\f3
\charscalex100 { }}}}\tab \fs24\cf0\f3\charscalex100 {51}\par\pard\sect\sectd\sb
kpage
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i0\sl-466\slmult0 \fs28\cf0\f0\charscalex100\b {GUA DE ANLISIS Y REFLEXIN. Por Lzar
o Droznes.}\b0 \par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0
alex100 {A continuacin presentamos un cuestiona}\fs24\cf0\f1\charscalex100 {r}\fs
24\cf0\f1\charscalex100 {io sobre las reas bsicas del mundo}\par\pard\li1320\ri0\s
l-280\slmult0 \fs24\cf0\f1\charscalex100 {de los negocios: COMPETENCIA, MANAGEME
NT, MARKETING y VENTAS.}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charsca
lex100 {El cuestionario no tiene respuestas correctas o incorrectas, sino que es
tn}\par\pard\li1320\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {diseadas para d
isparar la reflexin sobre los temas planteados.}\par\pard\li1320\ri0\sl-213\slmul
t0 \fs18\cf0\par\pard\li1320\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {Lueg
o de leer cada pregunta, haga y rpido r}\fs24\cf0\f1\charscalex100 {epaso mental
de los conceptos de}\par\pard\li1320\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex1
00 {Sun Tzu y responda la pregunta desde la ptica planteada por EL ARTE DE LA}\pa
r\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {GUERRA.}\par\pard\l
par\pard\li1320\ri0\sl-400\slmult0 \fs24\cf0\f0\charscalex100\b {LA COMPETENCIA}
\b0 \par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-346\slm
ult0 \fs24\cf0\f1\charscalex100 {Cul es la filosofa competitiva correcta?}\par\pard
0\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Es nec
esario tener un }\fs24\cf0\f1\charscalex100 {objetivo bien definido.}\par\pard\l
i1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \
fs24\cf0\f1\charscalex100 {Hay que considerar las reacciones de la gente.}\par\p
ard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\
tab \fs24\cf0\f1\charscalex100 {Es necesario usar siempre cual}\fs24\cf0\f1\char
scalex100 {quier medio para tener xito.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18
\cf0\par\pard\li1320\ri0\sl-320\slmult0 \fs24\cf0\f1\charscalex100 {Por qu debera d
esarrollar sus habilidades competitivas?}\par\pard\li1680\ri0\sl-213\slmult0 \fs
18\cf0\par\pard\li1680\ri0\sl-360\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\
uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Para poder tener placer en el acto d
e competir.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex
100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Para poder sobrevivir.}\par\pa
rd\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\t
ab \fs24\cf0\f1\charscalex100 {Para controlar el tiempo.}\par\pard\li1320\ri0\sl
x100 {Cuntos factores crticos determinan su}\fs24\cf0\f1\charscalex100 { xito en sit
uaciones competitivas?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li
1680\ri0\sl-360\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \f
s24\cf0\f1\charscalex100 {Hay un solo factor que determina el xito.}\par\pard\li1
24\cf0\f1\charscalex100 {Hay pocos factores que determinan el xito.}\par\pard\li1
24\cf0\f1\charscalex100 {Cada situacin es diferente en trminos de la cantidad de f
actores que}\par\pard\li2040\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {dete
rminan el xito.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0
\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {Que rol desempea la competencia en la
vida?}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\
uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Es uno de los ms bsicos y naturales im
pulsos vitales.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charsc
alex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Es una parte necesaria, pe
ro displacentera de la vida.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\

cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {La habilidad
para competir es la des}\fs24\cf0\f1\charscalex100 {treza ms importante en la vid
a.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-333\slmu
lt0 \fs24\cf0\f1\charscalex100 {Cmo afecta el tipo de competencia su probabilidad
de xito?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-360
\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\char
scalex100 {Mayor es la competencia, ms exitoso se puede ser.}\par\pard\li1320\ri0
li1320\ri0\sl-306\slmult0 \*\tx9560\fs18\cf0\f1\charscalex100 {Distribuido por:
{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt { }}}}
{ }\fs18\cf3\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesa
rrollo.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs18\cf0\f1\charscalex100 {{\
Vi
deos para la formacin laboral y gerencial}}}}\tab \fs22\cf0\f1\charscalex100 {52}
\par\pard\sect\sectd\sbkpage
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calex100 {No se puede elegir siempre el tipo de competencia a enfrentar.}\par\pa
ab \fs24\cf0\f1\charscalex100 {El xito depende de la eleccin de los tipos correcto
s de competencia.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\
ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {Cul es el propsito del anlisis de la
competencia?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\s
l-360\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1
\charscalex100 {Para identificar las fortalezas y debilidades propias.}\par\pard
\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab
\fs24\cf0\f1\charscalex100 {Para definir las acciones correctas.}\par\pard\li16
4\cf0\f1\charscalex100 {Para identificar las acciones incorrectas. }\par\pard\l
f1\charscalex100 {Cul es el elemento ms import}\fs24\cf0\f1\charscalex100 {ante de
los mtodos que Ud. utiliza?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\par
d\li1680\ri0\sl-360\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\ta
b \fs24\cf0\f1\charscalex100 {Se debe usar consistentemente los }\fs24\cf0\f1\ch
arscalex100 {mismo mtodos para obtener los}\par\pard\li2040\ri0\sl-266\slmult0 \f
s24\cf0\f1\charscalex100 {mismos resultados.}\par\pard\li1680\ri0\sl-293\slmult0
\*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex10
0 {Cada situacin define la metodologa ms adecuada.}\par\pard\li1680\ri0\sl-293\slmu
lt0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscale
x100 {Los mtodos deben ser coherentes con su filosofa competitiva.}\par\pard\li113
harscalex100 { Qu informacin es la ms relevante para evaluar su situacin?}\par\pard
0\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {La rel
acionada con la diferencia en relacin con situaciones anteriores.}\par\pard\li168
\cf0\f1\charscalex100 {La relacionada con la comparacin entre su empresa y la com
petencia.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex10
0 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Lo nuevo y no reconocible en la
situacin. }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl333\slmult0 \fs24\cf0\f1\charscalex100 {Cmo reconoce la oportunidad en que el xito
es seguro?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl360\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\c
harscalex100 {Su competidor est confundido respecto de la situacin.}\par\pard\li16
4\cf0\f1\charscalex100 {Las ventajas sobre la competencia}\fs24\cf0\f1\charscale
x100 { son obvias para Uds. Y para la}\par\pard\li2040\ri0\sl-280\slmult0 \fs24\
cf0\f1\charscalex100 {competencia.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040
\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Las ven
tajas suyas son obvias para Ud. pero no para la competencia.}\par\pard\li1320\ri
0\f1\charscalex100 { Cul la habilidad de comunicaci}\fs24\cf0\f1\charscalex100 {n ms
importante para competir?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\par
d\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-373\slmult0 \*\tx20
40\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Persu
asin.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\u
c1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Autopromocin.}\par\pard\li1680\ri0\sl293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\c
harscalex100 {Capacidad de escuchar.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\c
f0\par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 { Cmo debe reacci
onar cuando recibe informacin sobre la competencia?}\par\pard\li1680\ri0\sl-213\s
lmult0 \fs18\cf0\par\pard\li1680\ri0\sl-360\slmult0 \*\tx2040\fs24\cf0\f2\charsc
alex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Accionar para conservarlo
fuera del equilibrio.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\
charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Ignorar la informacin
recibida.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex1
00 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Demostrar que sabe tanto como l
a competencia.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0
f1\charscalex100 {Distribuido por:
}{ }\fs18\cf3\f1\charscalex100 {{\field{\*
\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {www.autodesarroll
o.com}}}}\fs18\cf0\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.au
todesarrollo.com"}}{\fldrslt {
Videos para la formacin laboral y gerencial}
}}}\tab \fs22\cf0\f1\charscalex100 {53}\par\pard\sect\sectd\sbkpage
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i0\sl-306\slmult0 \fs24\cf0\f1\charscalex100 {Cul es el tema ms importante a consi}
\fs24\cf0\f1\charscalex100 {derar al tomar la decisin de ingresar}\par\pard\li132
0\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {en un mercado competitivo?}\par
\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-360\slmult0 \*\
tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {S
us objetivos.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscal
ex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Cmo asegurar una ventaja.}\pa

r\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226
X}\tab \fs24\cf0\f1\charscalex100 {Cmo perjudicar a la competencia.}\par\pard\li1
\charscalex100 { Cmo describira a la mejor manera de ataque a la competencia?}\par
\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-360\slmult0 \*\
tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {E
ngaar a la competencia.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2
\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Sorprender a la com
petencia.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex10
0 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Socavar las fortalezas del compe
tidor.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-293\
slmult0 \fs24\cf0\f1\charscalex100 { Cul es la mejor estrategia para }\fs24\cf0\f1
\charscalex100 {tener xito en una campaa competitiva?}\par\pard\li1680\ri0\sl-213\
slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-360\slmult0 \*\tx2040\fs24\cf0\f2\chars
calex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Construir fortalezas y re
cursos lentamente.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\cha
rscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Moverse rpidamente y evi
tar }\fs24\cf0\f1\charscalex100 {confrontaciones directas.}\par\pard\li1680\ri0\
sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f
1\charscalex100 {Prepararse para una campaa larga y costosa.}\par\pard\li1320\ri0
alex100 { Cul es el punto de partida en su habilidad para triunfar?}\par\pard\li16
4\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Su conocimi
ento.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\
uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Su fuerza.}\par\pard\li1680\ri0\sl-2
93\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\ch
arscalex100 {Su liderazgo.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\par
d\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {Cmo se puede minimizar el
riesgo de competir?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li168
\cf0\f1\charscalex100 {Eligiendo campaas que se deciden rpidamente.}\par\pard\li16
4\cf0\f1\charscalex100 {Acotar los objetivos.}\par\pard\li1680\ri0\sl-293\slmult
0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex1
00 {Elegir con cuidado a los competidores. }\par\pard\li1680\ri0\sl-293\slmult0
\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\par\pard\li1320\ri0\sl-280\slmult0 \fs
24\cf0\f1\charscalex100 {Cmo afectan sus decisiones el }\fs24\cf0\f1\charscalex100
{factor de la distancia geogrfica?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0
\par\pard\li1680\ri0\sl-360\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8
226X}\tab \fs24\cf0\f1\charscalex100 {Ud. quiere competir en el rea }\fs24\cf0\f1
\charscalex100 {geogrfica ms amplia posible.}\par\pard\li1680\ri0\sl-293\slmult0 \
*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100
{Quiere competir localmente, en reas cercanas.}\par\pard\li1680\ri0\sl-293\slmult
00 {Toda competencia es global porque los mercados lo son.}\par\pard\li1320\ri0\
lex100 {Cuando ha perdido la iniciativa en la competencia, cmo se puede recuperar?
00 {No se puede recuperar la iniciativa una vez perdida.}\par\pard\li1680\ri0\sl
-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\
charscalex100 {Slo hay que ser ms inteligente que la competencia.}\par\pard\li1320
00 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {www
.autodesarrollo.com}}}}\fs18\cf0\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK
"http://www.autodesarrollo.com"}}{\fldrslt {
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l y gerencial}}}}\tab \fs22\cf0\f1\charscalex100 {54}\par\pard\sect\sectd\sbkpag

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calex100 {Debe ser paciente y esperar la }\fs24\cf0\f1\charscalex100 {oportunida
d de lograr ventajas.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1
320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 { Qu competencia es la ms import}
\fs24\cf0\f1\charscalex100 {ante para el xito a largo plazo?}\par\pard\li1680\ri0
f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Competencias por
la participacin de mercado.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf
0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Competencia por
el posicionamiento en la mente del cliente.}\par\pard\li1680\ri0\sl-293\slmult0
0 {Competencia por una posicin dominante en el mercado.}\par\pard\li1320\ri0\sl-2
00 {Cmo es mejor manejar los costos de la}\fs24\cf0\f1\charscalex100 { competencia
que afectan el resultado}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\chars

calex100 {final?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\r
i0\sl-360\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf
0\f1\charscalex100 {Manteniendo los gastos muy bajos.}\par\pard\li1680\ri0\sl-29
3\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\cha
rscalex100 {Manteniendo los costos del competidor muy altos.}\par\pard\li1680\ri
0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0
\f1\charscalex100 {Tomando recursos de la competencia.}\par\pard\li1320\ri0\sl-2
0\ri0\sl-386\slmult0 \fs24\cf0\f0\charscalex100\b {LA COMPETENCIA Y EL MANAGEMEN
T}\b0 \par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-346\s
lmult0 \fs24\cf0\f1\charscalex100 {Porqu la filosofa de }\fs24\cf0\f1\charscalex100
{management es importante?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pa
ab \fs24\cf0\f1\charscalex100 {Porque su gente necesita }\fs24\cf0\f1\charscalex
100 {un objetivo compartido.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\
cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Porque permit
e anticipar el futuro.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2
\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Porque los clientes
necesitan }\fs24\cf0\f1\charscalex100 {comprender a su compaa.}\par\pard\li1320\r
scalex100 { Si debera describir el management }\fs24\cf0\f1\charscalex100 {con un
a sola palabra, cul usara?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\l
fs24\cf0\f1\charscalex100 {Controla las percepciones.}\par\pard\li1680\ri0\sl-29
rscalex100 {Superar a la competencia.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2
040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Desc
ubrir oportunidades. }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li
1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {Cul es la manera ms importante
del }\fs24\cf0\f1\charscalex100 {personal de satisfacer las necesidades}\par\par
d\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {de la organizacin?}\par\p
2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Rea
lizar el trabajo que la gerencia les asigna.}\par\pard\li1680\ri0\sl-293\slmult0
0 {Contribuir significativamente al }\fs24\cf0\f1\charscalex100 {valor creado po
r la organizacin.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\r
scalex100 { Cuntos factores son necesar}\fs24\cf0\f1\charscalex100 {ios para anali
zar una organizacin?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li168
\cf0\f1\charscalex100 {Slo hace falta dominar el anlisis del personal.}\par\pard\l
fs24\cf0\f1\charscalex100 {Slo un conjunto reducido de factores.}\par\pard\li1680
\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\
cf0\f1\charscalex100 {Cada organizacin es diferente para det}\fs24\cf0\f1\charsca
lex100 {erminan los factores de xito.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\c
t0 \fs18\cf0\par\pard\li1320\ri0\sl-466\slmult0 \*\tx9560\fs18\cf0\f1\charscalex
100 {Distribuido por:
}{ }\fs18\cf3\f1\charscalex100 {{\field{\*\fldinst{HYPE
RLINK "http://www.autodesarrollo.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs1
com"}}{\fldrslt {
Videos para la formacin laboral y gerencial}}}}\tab \fs22
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slmult0 \fs24\cf0\f1\charscalex100 {Qu se debe cuestionar en el pensamiento de la
organizacin?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl
charscalex100 {Todo.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\c
harscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {La filosofa no es cues
tionable.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex10
0 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Las habilidades gerenciales nece
sarias.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-333
\slmult0 \fs24\cf0\f1\charscalex100 { Cmo la compresin de la competencia es de ayud
a para el gerente?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680
cf0\f1\charscalex100 {Ayuda a entender sus fortalezas y oportunidades.}\par\pard
\fs24\cf0\f1\charscalex100 {Incrementa las opciones para tomar decisiones.}\par
}\tab \fs24\cf0\f1\charscalex100 {Ayuda a compensar sus debilidades.}\par\pard\l
f1\charscalex100 {Cmo identifica las prioridades}\fs24\cf0\f1\charscalex100 { crit
icas en una situacin?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li16
4\cf0\f1\charscalex100 {Comparando sus habilidades con la competencia en cada rea
crtica.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100
{\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Todos los factores crticos son de a
lta prioridad.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charsca
lex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {La filosofa es ms importante
que los procesos.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\
rscalex100 { Qu es lo importante cuando tomas decisiones?}\par\pard\li1680\ri0\sl213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-360\slmult0 \*\tx2040\fs24\cf0\f2\c
harscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Se debe usar siempre
el mismo proceso de toma de decisiones para}\par\pard\li2040\ri0\sl-266\slmult0
\fs24\cf0\f1\charscalex100 {obtener los mismos resultados.}\par\pard\li1680\ri0\
1\charscalex100 {Las necesidades del cliente determinan sus decisiones.}\par\par
b \fs24\cf0\f1\charscalex100 {Las decisiones deben ser consistentes con su filos
ofa.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-333\slm
ult0 \fs24\cf0\f1\charscalex100 { Si tuviese que describir la gerencia con una s
ola palabra, Cmo lo hara?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li
1680\ri0\sl-346\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \f
s24\cf0\f1\charscalex100 {Ayudar a los clientes a percibir el valor de su produc
to.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc
1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Inspirar a su gente para el xito.}\par\
pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}
\tab \fs24\cf0\f1\charscalex100 {Superar a la competencia.}\par\pard\li1320\ri0\
lex100 { Cmo elegira una organizacin para trabajar en ella?}\par\pard\li1680\ri0\sl213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-360\slmult0 \*\tx2040\fs24\cf0\f2\c
harscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Elige una organizacin
con muchas fortalezas.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2
\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Elige una organizac
in con pocas debilidades.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\
f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Elige una organiz
acin con compromiso emocional.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\
4\cf0\f1\charscalex100 { Con qu frecuencia Ud. quiere usar la emocin en la organiz
acin?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-360\sl
mult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charsca
lex100 {Debe usar el estmulo emocional muy ocasionalmente.}\par\pard\li1680\ri0\s
\charscalex100 {Debe utilizar las emociones de la gent}\fs24\cf0\f1\charscalex10
0 {e cuando la oportunidad surge.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\
\*\tx9560\fs18\cf0\f1\charscalex100 {Distribuido por:
}{ }\fs18\cf3\f1\charsc
alex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt
{www.autodesarrollo.com}}}}\fs18\cf0\f1\charscalex100 {{\field{\*\fldinst{HYPER
LINK "http://www.autodesarrollo.com"}}{\fldrslt {
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aboral y gerencial}}}}\tab \fs22\cf0\f1\charscalex100 {56}\par\pard\sect\sectd\s
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calex100 {Siempre es bueno involucrar emocionalmente a la gente.}\par\pard\li960
\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li960\ri0\sl-333\slmult0 \fs24\cf0\f1\cha
rscalex100 {
Cmo utiliza Ud. Los sentim}\fs24\cf0\f1\charscalex100 {ientos de l
a gente para liderar?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1
24\cf0\f1\charscalex100 {Encuentra una manera de utilizar el poder de las emocio
nes.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\u
c1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Trata de contrarrestar las emociones.
}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u
8226X}\tab \fs24\cf0\f1\charscalex100 {Trata de reforzar las emociones posit}\fs
24\cf0\f1\charscalex100 {ivas y contrarrestar las negativas.}\par\pard\li1320\ri
\li1320\ri0\sl-400\slmult0 \fs24\cf0\f1\charscalex100 { Cul el verdadero valor del
anlisis competitivo?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li16
4\cf0\f1\charscalex100 {Potenciar La fortaleza de la organizacin.}\par\pard\li168
\cf0\f1\charscalex100 {Permitir tomar decisiones en el momento adecuado.}\par\pa
ab \fs24\cf0\f1\charscalex100 {Prevenir errores.}\par\pard\li1320\ri0\sl-213\slm
ult0 \fs18\cf0\par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {Cul
es el factor ms importante a }\fs24\cf0\f1\charscalex100 {considerar al tomar dec
isiones sobre}\par\pard\li1320\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {nu
evos proyectos?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri
\f1\charscalex100 {Sus objetivos.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\
fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Cmo asegu
rarse una ventaja.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\cha

rscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Cmo debilitar a la compe
tencia.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-333
\slmult0 \fs24\cf0\f1\charscalex100 { Cul es la mejor estrategia para asegurar el x
ito de un nuevo proyecto?}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0
\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Realizar un plan
detallado para enf}\fs24\cf0\f1\charscalex100 {rentar futuras contingencias.}\p
ar\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u822
6X}\tab \fs24\cf0\f1\charscalex100 {Construir el proyecto lentamente, con tiempo
.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\
u8226X}\tab \fs24\cf0\f1\charscalex100 {Definir todos los procedimientos y prctic
as en detalle.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0
alex100 {Cmo puede minimizar Ud. Los riesgos en un ambiente competitivo}\par\pard\
\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Realiza
r los cambios rpidamente.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\
f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Limitar los objet
ivos.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\
uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Elegir cuidadosamente a los competid
ores.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-333\s
lmult0 \fs24\cf0\f1\charscalex100 {En caso de que sus decisiones lo lleven a per
der la iniciativa, qu puede}\par\pard\li1320\ri0\sl-280\slmult0 \fs24\cf0\f1\chars
calex100 {hacer para recuperarla?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\
par\pard\li1680\ri0\sl-360\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u82
26X}\tab \fs24\cf0\f1\charscalex100 {Una ver perdida, la iniciativa no se puede
recuperar.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex1
00 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Slo hay que ser ms inteligente qu
e la competencia.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\char
scalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Hay que tener paciencia
para volver la organizacin a su foco.}\par\pard\li1320\ri0\sl-266\slmult0 \fs24\c
f0\f1\charscalex100 {Cmo puede minimizar los riesgos de la toma de decisiones?}\pa
r\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-360\slmult0 \*
\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {
Obteniendo ms recursos que los que Ud. cree necesitar.}\par\pard\li1320\ri0\sl-21
}{
ollo.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs18\cf0\f1\charscalex100 {{\fi
eld{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {
Vide
os para la formacin laboral y gerencial}}}}\tab \fs22\cf0\f1\charscalex100 {57}\p
ar\pard\sect\sectd\sbkpage
7;32768}}

7;32768}}
calex100 {Dejar de preocuparse en ganancias y perdidas.}\par\column\pard\li0\ri0
\sl-226\slmult0 \fs20\cf0\f0\charscalex100\b {El Arte de la Guerra}\b0 \par\pard
\sect\sectd\sbknone\pgwsxn12240\pghsxn15840\marglsxn666\margrsxn133\pard\li1680\
ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\c
f0\f1\charscalex100 {Mantener los costos bajos y a }\fs24\cf0\f1\charscalex100 {
la organizacin productiva. }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pa
cf0\f1\charscalex100 {Que clase de ingreso es ms valiosa?}\par\pard\li1680\ri0\sl213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-360\slmult0 \*\tx2040\fs24\cf0\f2\c
harscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Ingreso proveniente d
e relaciones a largo plazo.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\c
f0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Ingreso que pu
ede obtenerse hoy mismo.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\
f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Ingreso que gener
a oportunidades de ingreso futuras.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf
0\par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {Cmo afectan las d
istancias geogrficas a una organizacin?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\
cf0\par\pard\li1680\ri0\sl-346\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1
\u8226X}\tab \fs24\cf0\f1\charscalex100 {Ud. necesita mantener unidas a las part
es de su organizacin.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\c
harscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {En una moderna economa
todas las organizaciones son globales.}\par\pard\li1680\ri0\sl-293\slmult0 \*\t
x2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {La
distancia no cuenta en el desarrollo de una organizacin. }\par\pard\li1320\ri0\
lex100 {Cmo puede su organizacin encont}\fs24\cf0\f1\charscalex100 {rar el xito comp
etitivo?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-36
rscalex100 {Creando un valor abrumador.}\par\pard\li1680\ri0\sl-293\slmult0 \*\t
x2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Co
piando los mtodos de la competencia.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx204
0\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Conser
vando felices a los empleados.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par
\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 { Cul es el mejor modo

de conquistar la confianza de su gente?}\par\pard\li1680\ri0\sl-213\slmult0 \fs1
8\cf0\par\pard\li1680\ri0\sl-360\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\u
c1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Buscar la excelencia.}\par\pard\li168
\cf0\f1\charscalex100 {Compartir la propiedad.}\par\pard\li1680\ri0\sl-293\slmul
t0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex
100 {Ser exitoso.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\
rscalex100\b {LA COMPETENCIA Y EL MARKETING}\b0 \par\pard\li1320\ri0\sl-213\slmu
lt0 \fs18\cf0\par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {Cul e
s la mejor filosofa de marketing?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\p
6X}\tab \fs24\cf0\f1\charscalex100 {Ser mejor que la competencia.}\par\pard\li16
4\cf0\f1\charscalex100 {Tener una misin.}\par\pard\li1680\ri0\sl-293\slmult0 \*\t
x2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Id
entificar un mercado objetivo.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par
\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {Cul es la llave para u
na carrera exitosa de marketing?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\p
6X}\tab \fs24\cf0\f1\charscalex100 {Confiar en las relaciones con su gente.}\par
}\tab \fs24\cf0\f1\charscalex100 {Elegir a la compaa correcta.}\par\pard\li1680\ri
\f1\charscalex100 {Hace los anlisis adecuados y actuar en consecuencia.}\par\pard
\li1680\ri0\sl-293\slmult0 \fs24\cf0\f2\charscalex100 {\uc1\u8226X}\par\pard\li1
r\pard\li1320\ri0\sl-320\slmult0 \*\tx9560\fs20\cf0\f1\charscalex100 {Distribuid
o por:
}{ }\fs20\cf3\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://w
ww.autodesarrollo.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs20\cf0\f1\charsc
alex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt
{
Videos para la formacin laboral y gerencial}}}}\tab \fs24\cf0\f1\charsca
lex100 {58}\par\pard\sect\sectd\sbknone\pgwsxn12240\pghsxn15840\marglsxn666\marg
rsxn133\pard\sect\sectd\sbkpage
7;32768}}

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slmult0 \fs24\cf0\f1\charscalex100 {Cuntos factores determinan su xito en marketi
ng competitivo?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri
\f1\charscalex100 {Hay una sola destreza fundamental que es necesario dominar.}\
26X}\tab \fs24\cf0\f1\charscalex100 {Hay un conjunto limitado de factor}\fs24\cf
0\f1\charscalex100 {es que determinan el xito.}\par\pard\li1680\ri0\sl-293\slmult
00 {Cada situacin es diferente respecto de la cantidad de factores clave}\par\par
d\li2040\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {para el xito.}\par\pard\l
i1680\ri0\sl-293\slmult0 \fs24\cf0\f2\charscalex100 {\uc1\u8226X}\par\pard\li132
0\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 { Para qu debera Ud. desarrollar de
strezas en el marketing competitivo?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\c
f0\par\pard\li1680\ri0\sl-360\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\
u8226X}\tab \fs24\cf0\f1\charscalex100 {Para disfrutar el marketing.}\par\pard\l
fs24\cf0\f1\charscalex100 {Para sobrevivir.}\par\pard\li1680\ri0\sl-293\slmult0
{Para entender mejor la naturaleza del xito.}\par\pard\li1320\ri0\sl-213\slmult0
\fs18\cf0\par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {Qu proce
sos deberan usar para el marketing?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0
226X}\tab \fs24\cf0\f1\charscalex100 {Cada situacin define los mtodos correctos a
ser utilizados.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charsc
alex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {La filosofa de marketing de
termina los mtodos correctos.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\
cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Es necesario
tomar atajos para ac}\fs24\cf0\f1\charscalex100 {elerar el proceso de marketing.
0 \fs24\cf0\f1\charscalex100 {Cmo obtiene la informacin relevante para los anlisis d
e marketing?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\s
\charscalex100 {Se concentra en la diferencia con situaciones pasadas de marketi
ng.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc
1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Enfoca en la comparacin con el marketin
g de la competencia.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\c
harscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Cuestiona su filosofa,
liderazgo y mtodos de trabajo.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par
\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 { Cul es el propsito del
anlisis de marketing?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1
24\cf0\f1\charscalex100 {Comprender su posicin relativa en el mercado.}\par\pard\

li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab
\fs24\cf0\f1\charscalex100 {Determinar las acciones correctas.}\par\pard\li1680\
ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\c
f0\f1\charscalex100 {Entender la naturaleza del mercado.}\par\pard\li1320\ri0\sl
x100 {Cmo afecta sus probabilidades de xito la seleccin del mercado objetivo?}\par\p
2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Cunt
o mayor es el mercado, mayores son las probabilidades de xito.}\par\pard\li1680\r
0\f1\charscalex100 {No siempre se puede elegir el mercado.}\par\pard\li1680\ri0\
1\charscalex100 {El xito requiere elegir el mercado adecuado.}\par\pard\li1320\ri
calex100 {Cmo debe reaccionar a la situacin de su competencia?}\par\pard\li1680\ri0
f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Debe aprovechar s
us fortalezas en beneficio propio.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040
\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Debe ig
norar a la competencia y enfocarse en los mercados.}\par\pard\li1680\ri0\sl-293\
calex100 {Debe divulgar sus debilidades en todo le mercado.}\par\pard\li1320\ri0
gerencial}}}}\tab \fs22\cf0\f1\charscalex100 {59}\par\pard\sect\sectd\sbkpage
7;32768}}

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slmult0 \fs24\cf0\f1\charscalex100 {Cul es la habilidad de comunicaci}\fs24\cf0\f1
\charscalex100 {n ms importante para un gerente de}\par\pard\li1320\ri0\sl-266\slm
ult0 \fs24\cf0\f1\charscalex100 {marketing?}\par\pard\li1680\ri0\sl-213\slmult0
{\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Publicidad}\par\pard\li1680\ri0\s
\charscalex100 {Posicionamiento de producto}\par\pard\li1680\ri0\sl-293\slmult0
{Escuchar}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl333\slmult0 \fs24\cf0\f1\charscalex100 {Cmo puede identificar un nicho de me}\fs24
\cf0\f1\charscalex100 {rcado donde hay seguridad de xito?}\par\pard\li1680\ri0\sl
-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-360\slmult0 \*\tx2040\fs24\cf0\f2\
charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Copiar a otros que h
an sido exitosos en ese mercado.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\f
s24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Puede per
cibir con claridad que ser el lder natural en ese mercado.}\par\pard\li1680\ri0\sl
charscalex100 {El mercado es suficientemente grande para permitirle adquirir una
}\par\pard\li2040\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {porcin del merca
do.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-346\slm
ult0 \fs24\cf0\f1\charscalex100 {Cmo puede crear un mercado en donde puede ganarle
a la competencia?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680
cf0\f1\charscalex100 {Puede construir el mercado lentamente sin dar muchas notic
ias.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\u
c1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Desarrollar un plan que permite const
ruir un mercado paso a paso.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\
cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Ud. No puede
crear un mercado, slo descubrir nichos.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18
\cf0\par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {Puede reconve
rtir una campaa con dificultades siendo inteligente y creativo?}\par\pard\li1680\
f0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {No una vez que
se ha perdido la iniciativa.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24
\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Usted puede
potenciar las inversiones ya realizadas.}\par\pard\li1680\ri0\sl-293\slmult0 \*\
tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {P
uede seguir manteniendo el foco en el mercado.}\par\pard\li1320\ri0\sl-213\slmul
-360\slmult0 \fs24\cf0\f1\charscalex100 {Qu clase de campaa de marketing debe evita
r siempre?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-386\slmult0 \*\tx2040\fs24\cf0\f2\c
harscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {La que cuesta mucho d
inero.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {
\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {La que requiere muchos recursos.}\p
6X}\tab \fs24\cf0\f1\charscalex100 {La que no desarrolla conciencia de producto.

0 \fs24\cf0\f1\charscalex100 { Cul es el principal criterio que utiliza para elegi
r un mercado?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\
sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-426\slmult0 \*\tx2040\fs24\cf0\f
2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Cunto tiempo el mer
cado seguir siendo lucrativo.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\
cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {El nmero de co
mpetidores en el mercado.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0
\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Con qu rapidez co
menzar a generar ganancias.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\par
d\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {Cmo afecta su decisin la ca
ntidad e competidores en el mercado?}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\c
-293\slmult0 \*\tx9560\fs18\cf0\f1\charscalex100 {Distribuido por: {\field{\*\
fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt { }}}}{ }\fs18\cf3\
f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}
{\fldrslt {www.autodesarrollo.com}}}}\fs18\cf0\f1\charscalex100 {{\field{\*\fldi
nst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {
Videos para la
formacin laboral y gerencial}}}}\tab \fs22\cf0\f1\charscalex100 {60}\par\pard\sec
t\sectd\sbkpage
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calex100 {Muchos competidores indican un mercado rico.}\par\column\pard\li0\ri0\
sl-226\slmult0 \fs20\cf0\f0\charscalex100\b {El Arte de la Guerra}\b0 \par\pard\
sect\sectd\sbknone\pgwsxn12240\pghsxn15840\marglsxn666\margrsxn133\pard\li1680\r
0\f1\charscalex100 {Muchos competidores indican que puede ganar mercado a costa
de los}\par\pard\li2040\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {ms dbiles.}
226X}\tab \fs24\cf0\f1\charscalex100 {Un mercado con pocos competidores indican
que hay muchos clientes}\par\pard\li2040\ri0\sl-266\slmult0 \fs24\cf0\f1\charsca
lex100 {insatisfechos.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li
1\charscalex100 {Cmo identifica a los mejores mercados potenciales?}\par\pard\li1
680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-360\slmult0 \*\tx2040\fs
24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Identifica
grupos que pueden ser contactados con pocos gastos.}\par\pard\li1680\ri0\sl-293
scalex100 {Identifica grupos q los que ya }\fs24\cf0\f1\charscalex100 {est vendie
ndo actualmente.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\chars
calex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Se expande en nuevos merc
ados geogrficos y con nuevos productos.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18
\cf0\par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {Qu influencia
tiene sobre la eleccin del mercado el costo de la publicidad en}\par\pard\li1320\
ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {medios masivos?}\par\pard\li1680\
f0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Los costos de
los medio s deben ser proporcionales al tamao del}\par\pard\li2040\ri0\sl-266\slm
ult0 \fs24\cf0\f1\charscalex100 {mercado.}\par\pard\li1680\ri0\sl-293\slmult0 \*
\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {
Lo que Ud. Paga es lo que recibe.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\
fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {La selec
cin de los medios adecuados es ms importante que su costo.}\par\pard\li1320\ri0\sl
x100 {Cmo puede minimizar los riesgos de una campaa de marketing?}\par\pard\li1680\
f0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Compitiendo ma
s agresivamente.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\chars
calex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Compitiendo slo con cautel
a.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1
\u8226X}\tab \fs24\cf0\f1\charscalex100 {Invirtiendo slo cuando es necesario.}\pa
s18\cf0\par\pard\li1320\ri0\sl-400\slmult0 \fs24\cf0\f1\charscalex100 { Cmo debe r
eaccionar frente a los riesgos potenciales de una campaa de}\par\pard\li1320\ri0\
sl-280\slmult0 \fs24\cf0\f1\charscalex100 {marketing?}\par\pard\li1680\ri0\sl-21
rscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Debe ser ms cuidadoso.}\
26X}\tab \fs24\cf0\f1\charscalex100 {Debe esta mas seguro del xito de la campaa.}\
26X}\tab \fs24\cf0\f1\charscalex100 {Debe estar ms inseguro acerca del xito de la
campaa.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\
slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-386\slmult0 \fs24\cf0\f0\charscalex100\
b {LA COMPETENCIA Y LAS VENTAS}\b0 \par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0
\par\pard\li1320\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 {Cul es la filosofa
de ventas correcta?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li168

\cf0\f1\charscalex100 {Siempre trate de cerrar la venta.}\par\pard\li1680\ri0\sl
charscalex100 {Comparta siempre los objetivos de su cliente.}\par\pard\li1680\ri
\f1\charscalex100 {El cliente siempre tiene razn.}\par\pard\li1320\ri0\sl-213\slm
sl-413\slmult0 \*\tx9560\fs20\cf0\f1\charscalex100 {Distribuido por:
}{ }\fs2
com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs20\cf0\f1\charscalex100 {{\field{\
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i0\sl-320\slmult0 \fs24\cf0\f1\charscalex100 {Cuantos factores determinan su xito

en las ventas?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri0
\sl-360\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\
f1\charscalex100 {Un puado de factores determina su xito.}\par\pard\li1680\ri0\sl293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\c
harscalex100 {Hay docenas de factores determinan el xito.}\par\column\pard\li0\ri
0\sl-226\slmult0 \fs20\cf0\f0\charscalex100\b {El Arte de la Guerra}\b0 \par\par
d\sect\sectd\sbknone\pgwsxn12240\pghsxn15840\marglsxn666\margrsxn133\pard\li1680
cf0\f1\charscalex100 {Cada situacin es distinta en relacin con los factores de xito
. }\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-333\slm
ult0 \fs24\cf0\f1\charscalex100 {Por qu quiere Ud. desarrollar habilidades como ve
ndedor?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-360
scalex100 {Porqu siempre es fcil encontrar trabajos en ventas.}\par\pard\li1680\ri
\f1\charscalex100 {Porque quiere ser exitoso.}\par\pard\li1680\ri0\sl-293\slmult
00 {Porque un vendedor puede controlar su tiempo.}\par\pard\li1680\ri0\sl-293\sl
mult0 \fs24\cf0\f2\charscalex100 {\uc1\u8226X}\par\pard\li1320\ri0\sl-266\slmult
0 \fs24\cf0\f1\charscalex100 {Cmo afecta el mercados su xito como vendedor?}\par\pa
040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Un b
uen vendedor tiene xito en cualquier tipo de mercado.}\par\pard\li1680\ri0\sl-293
scalex100 {Todos los mercados parecen difciles al comienzo, pero son simples en}\
par\pard\li2040\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {realidad.}\par\pa
ab \fs24\cf0\f1\charscalex100 {Elegir el mercado correcto es parte del trabajo d
el vendedor.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\s
ex100 { Qu es lo ms importante en su proceso de ventas?}\par\pard\li1680\ri0\sl-213
\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-360\slmult0 \*\tx2040\fs24\cf0\f2\char
scalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Usar consistentemente el
mismo pr}\fs24\cf0\f1\charscalex100 {oceso para conseguir los mismos}\par\pard\
li2040\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {resultados.}\par\pard\li16
4\cf0\f1\charscalex100 {Su filosofa de ventas debe guiar el proceso de ventas.}\p
6X}\tab \fs24\cf0\f1\charscalex100 {Debe estar en condiciones de saltear }\fs24\
cf0\f1\charscalex100 {etapas del proceso para acelerar}\par\pard\li2040\ri0\sl-2
66\slmult0 \fs24\cf0\f1\charscalex100 {la venta.}\par\pard\li1133\ri0\sl-213\slm
ult0 \fs18\cf0\par\pard\li1133\ri0\sl-346\slmult0 \fs24\cf0\f1\charscalex100 { Cul
es la habilidad de comunicacin ms importante para un vendedor?}\par\pard\li1680\r
i0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-346\slmult0 \*\tx2040\fs24\cf
0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Persuasin.}\par\
pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}
\tab \fs24\cf0\f1\charscalex100 {Demostracin}\par\pard\li1680\ri0\sl-293\slmult0
{Capacidad de escucha.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\l
i1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 { Cmo sabe cuando tiene sufici
ente informacin para hacer la venta?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf
0\par\pard\li1680\ri0\sl-360\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u
8226X}\tab \fs24\cf0\f1\charscalex100 {Cuando conoce al que toma las decisiones,
su presupuesto y sus puntos}\par\pard\li2040\ri0\sl-280\slmult0 \fs24\cf0\f1\ch
arscalex100 {dbiles.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\ch
arscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Cuando conoce el tiemp
o correcto, el proceso adecuado, los factores}\par\pard\li2040\ri0\sl-266\slmult
0 \fs24\cf0\f1\charscalex100 {claves y ms que la competencia.}\par\pard\li1680\ri
\f1\charscalex100 {Cuando ve las seales que indican que es tiempo de cerrar la ve

nta.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\sl
\sl-413\slmult0 \*\tx9560\fs20\cf0\f1\charscalex100 {Distribuido por:
}{ }\fs
.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs20\cf0\f1\charscalex100 {{\field{
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slmult0 \fs24\cf0\f1\charscalex100 { Cul es la pregunta crtica que debe formularse
antes de comenzar cada}\par\pard\li1320\ri0\sl-266\slmult0 \fs24\cf0\f1\charscal
ex100 {proceso de ventas?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard
\fs24\cf0\f1\charscalex100 {El cliente desea su producto?}\par\pard\li1680\ri0\s
\charscalex100 {Esta venta generar mas ingresos }\fs24\cf0\f1\charscalex100 {que c

ualquier otra oportunidad?}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf
0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 { Cuando compara
todos los factores, }\fs24\cf0\f1\charscalex100 {puede superar a la competencial
?}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-333\slmul
t0 \fs24\cf0\f1\charscalex100 {Dnde encuentra a los mejores clientes potenciales?}
0 {Entre los clientes de su competencia.}\par\pard\li1680\ri0\sl-293\slmult0 \*\
tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {E
n un nuevo territorio.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2
\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {En los que encuentr
an nuevos usos para sus productos.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0
\par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 { Si tuviese que d
escribir las vent}\fs24\cf0\f1\charscalex100 {as con una frase, cul usara?}\par\pa
040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Ayud
ar a los clientes a percibir el valor de sus productos}\par\pard\li1680\ri0\sl-2
93\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\ch
arscalex100 {Controlar las percepciones del diente}\par\pard\li1680\ri0\sl-293\s
lmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charsc
alex100 {Demostrar el valor de sus productos}\par\pard\li1320\ri0\sl-213\slmult0
\fs18\cf0\par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {Debe si
empre tener la misma actitud emocional cuando vende?}\par\pard\li1680\ri0\sl-213
\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-360\slmult0 \*\tx2040\fs24\cf0\f2\char
scalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Debe ser siempre positiv
o y optimista}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscal
ex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Su actitud debe ser consiste
nte para in}\fs24\cf0\f1\charscalex100 {spirar confianza en el cliente.}\par\par
b \fs24\cf0\f1\charscalex100 {Su actitud cambiar, y debe ser consciente de ello.}
\fs24\cf0\f1\charscalex100 {Que participacin tiene sus emociones en el proceso de
ventas?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-34
rscalex100 {Debe conservar las emociones fuera del proceso de ventas.}\par\pard\
li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab
\fs24\cf0\f1\charscalex100 {Debe ser honesto sobre como se siente.}\par\pard\li1
24\cf0\f1\charscalex100 {Debe mostrar lo opuesto a lo que est sintiendo.}\par\par
f0\f1\charscalex100 { Cmo debe Ud. Tratar los sentimient}\fs24\cf0\f1\charscalex10
0 {os del cliente durante el proceso de}\par\pard\li1320\ri0\sl-280\slmult0 \fs2
4\cf0\f1\charscalex100 {ventas?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\pa
r\pard\li1680\ri0\sl-360\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226
X}\tab \fs24\cf0\f1\charscalex100 {Debe encontrar una manera de utilizar sus emo
ciones.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100
{\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Debe intentar contrarrestar sus em
ociones.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100
{\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Debe intentar alentar sus emocion
es}\par\pard\li2040\ri0\sl-266\slmult0 \fs24\cf0\f1\charscalex100 {.}\par\pard\l
f1\charscalex100 {Cundo pide la orden para cerrar la venta?}\par\pard\li1680\ri0\s
l-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-360\slmult0 \*\tx2040\fs24\cf0\f2
\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Al final del proces
o de ventas.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscale
x100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Durante todo el proceso de ve
ntas.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\s
lmult0 \fs18\cf0\par\pard\li1320\ri0\sl-333\slmult0 \*\tx9560\fs18\cf0\f1\charsc
alex100 {Distribuido por:
}{ }\fs18\cf3\f1\charscalex100 {{\field{\*\fldinst{
HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {www.autodesarrollo.com}}}}

\fs18\cf0\f1\charscalex100 {{\field{\*\fldinst{HYPERLINK "http://www.autodesarro
llo.com"}}{\fldrslt {
Videos para la formacin laboral y gerencial}}}}\tab \
fs22\cf0\f1\charscalex100 {63}\par\pard\sect\sectd\sbkpage
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calex100 {Cuando el cliente lo espera.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18
\cf0\par\pard\li1320\ri0\sl-333\slmult0 \fs24\cf0\f1\charscalex100 {Qu ingresos po
r comisiones son de mayor valor?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\p
6X}\tab \fs24\cf0\f1\charscalex100 {Las que provienen de clientes a largo plazo.
}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u
8226X}\tab \fs24\cf0\f1\charscalex100 {Las que crean mayores oportunidades de ve
nta.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\u
c1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Las que traen un nuevo cliente.}\par\
column\pard\li0\ri0\sl-226\slmult0 \fs20\cf0\f0\charscalex100\b {El Arte de la G
uerra}\b0 \par\pard\sect\sectd\sbknone\pgwsxn12240\pghsxn15840\marglsxn666\margr
sxn133\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0\sl-333\slmul
t0 \fs24\cf0\f1\charscalex100 {Cul es la mejor manera de mejorar el inters en su pr
oducto?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-360
scalex100 {Debe ofrecer un buen valor por su dinero.}\par\pard\li1680\ri0\sl-293
scalex100 {Debe conseguir que la gente hable sobre su producto.}\par\pard\li1680
cf0\f1\charscalex100 {Debe tener una presentacin muy adecuada.}\par\pard\li1320\r
scalex100 {Cul es el beneficio ms importante del anlisis de ventas?}\par\pard\li1680
\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1680\ri0\sl-360\slmult0 \*\tx2040\fs24\
cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Permite prior
izar sus acciones.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\cha
rscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Permite seguir con el p
lan trazado.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscale
x100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Previene errores.}\par\pard\l
f1\charscalex100 { Cmo puede recuperarse de un comienzo lento en un nuevo trabajo?
00 {No puede recuperarse de un comienzo lento.}\par\pard\li1680\ri0\sl-293\slmul
t0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex
100 {Debe comenzar a tener foco en sus mejores clientes potenciales?}\par\pard\l
fs24\cf0\f1\charscalex100 {Debe evitar el pnico y desarrollar paciencia.}\par\par
f0\f1\charscalex100 {Cul es la mejor manera de asegurar }\fs24\cf0\f1\charscalex10
0 {un xito personal en un nuevo trabajo?}\par\pard\li1680\ri0\sl-213\slmult0 \fs1
8\cf0\par\pard\li1680\ri0\sl-346\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\u
c1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Construir con paciencia un territorio
y ventas.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscalex1
00 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Encontrar un modo rpido de gener
ar ingresos.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\cf0\f2\charscale
x100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Preparase emocionalmente y fi
nanc}\fs24\cf0\f1\charscalex100 {ieramente para un perodo sin}\par\pard\li2040\ri
0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {ventas.}\par\pard\li1320\ri0\sl-213
{Cmo maximiza Ud. su xito en las ventas?}\par\pard\li1680\ri0\sl-213\slmult0 \fs18
\cf0\par\pard\li1680\ri0\sl-360\slmult0 \*\tx2040\fs24\cf0\f2\charscalex100 {\uc
1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Invirtiendo mas tiempo en su trabajo.}
226X}\tab \fs24\cf0\f1\charscalex100 {Teniendo mas clientes potenciales que los
que Ud. piensa que necesita.}\par\pard\li1680\ri0\sl-293\slmult0 \*\tx2040\fs24\
cf0\f2\charscalex100 {\uc1\u8226X}\tab \fs24\cf0\f1\charscalex100 {Expandiendo e
l territorio de ventas.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\l
}{
ollo.com"}}{\fldrslt {www.autodesarrollo.com}}}}\fs20\cf0\f1\charscalex100 {{\fi
eld{\*\fldinst{HYPERLINK "http://www.autodesarrollo.com"}}{\fldrslt {
Vide
os para la formacin laboral y gerencial}}}}\tab \fs24\cf0\f1\charscalex100 {64}\p
ar}

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rscalex100 {Distribuido por:

d\li2026\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-346\slmult0 \fs24\c

0\f1\charscalex100 {de un ejrcito hace que los precios}\par\pard\li2386\ri0\sl-28

{\sp{\sn rotation}{\sv 0}}

mult0 \fs18\cf0\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\par\pard\li1320\ri0

{\sp{\sn fBehindDocument}{\sv 1}}

t0 \fs24\cf0\f1\charscalex100 {luchar; captura las ciudades sin sitiarlas; hace

{\sp{\sn fBehindDocument}{\sv 1}}

i2400\ri0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {5) Ganar aquel que tenga cap

0\slmult0 \fs24\cf0\f1\charscalex100 {enemigo ni a ti mismo, sucumbirs en cada ba

rscalex100 {abundancia de fuerza.}\par\pard\li1320\ri0\sl-213\slmult0 \fs18\cf0\

{\sp{\sn geoRight}{\sv 8414}}

s}\i0 \fs24\cf0\f1\charscalex100 { a los}{ }\fs24\cf0\f0\charscalex100\i {Clculos

{\sp{\sn pSegmentInfo}{\sv 2;12;16384;45824;1;45824;1;45824;1;45824;1;45824;2457

sl-213\slmult0 \fs18\cf0\par\pard\li2026\ri0\sl-333\slmult0 \fs24\cf0\f1\charsca

{\sp{\sn lineType}{\sv 0}}

i0\sl-280\slmult0 \fs24\cf0\f1\charscalex100 {de hombres seleccionados, acecha a