もっと！「契約交渉よりも顧客との協調を」〜協調を助ける契約と関係づくり〜

by sasakendayo

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࡫݈ଠ ΋ͬͱʂ ʮܖ໿ަবΑΓ΋ސ٬ͱͷڠௐΛʯ ʙڠௐΛॿ͚Δܖ໿ͱؔ܎ͮ͘Γʙ

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ڠௐͯ͠Δ͔ʔ

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ࣗݾ঺հ ೥ʹΫϦΤʔγϣϯϥΠϯʹస৬ɻ ೥ʹΞδϟΠϧίʔν΍εΫϥϜϚελʔ͕ू·ͬͨνʔϜͰ͋Δ"HJMF$P&ͷ νʔϜϦʔμʔʹͳΓɺͦͷλΠϛϯά͔ΒϚωδϝϯτʹܞΘ͍ͬͯ·͢ɻ झຯ͸Ωϟϯϓɻ͜ͷࠒ͸ଉࢠͱ໺ٿɻ෭ۀͰݸਓ޲͚ͷίʔνϯά΋΍ͬͯ·͢ʂ ΫϦΤʔγϣϯϥΠϯגࣜձࣾ ݩ"HJMF$P&νʔϜϦʔμʔ $P$SFBUJPO4UBSUVQνʔϜϦʔμʔ ࡫ɹ݈ଠ

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վΊͯʮڠௐʯͱ͸ ޓ͍ʹڠྗ͠߹͏͜ͱɻ ಛʹɺར֐΍ཱ৔ͳͲͷҟͳΔ΋ͷͲ͏͕͠ڠྗ͠߹͏͜ͱɻ IUUQTLPUPCBOLKQXPSE&%&""#'

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վΊͯʮڠௐʯͱ͸ ޓ͍ʹڠྗ͠߹͏͜ͱɻ ಛʹɺར֐΍ཱ৔ͳͲͷҟͳΔ΋ͷͲ͏͕͠ڠྗ͠߹͏͜ͱɻ IUUQTLPUPCBOLKQXPSE&%&""#' ։ൃͱϏδωε डୗݩͱडୗઌ ܦӦͱݱ৔

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ͭ·Γʮڠௐʯ͸৭ΜͳॴͰى͖Δ ։ൃɹɹϏδωε डୗݩɹɹडୗઌ ܦӦɹɹݱ৔

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࣭໰ᶃ डୗͰΞδϟΠϧ։ൃΛͨ͜͠ͱ͋Δʁ

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࣭໰ᶄ ҧ͏෦໳͔Βґཔ͞Εͯ։ൃͨ͜͠ͱ͋Δʁ ґཔͯ͠։ൃͯ͠΋Βͬͨ͜ͱ͋Δʁ

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࣭໰ᶅ ҧ͏໾ׂͷਓͱνʔϜͰ׆ಈͨ͜͠ͱ͋Δʁ

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ʮͲΜͳڠௐ͕͋ͬͨʁʯ ʮͲΜͳྑ͍͜ͱ͕͋ͬͨʁʯ ʮͲΜͳ೉͕͋ͬͨ͠͞ʁʯ ྡͷਓͱࣗ෼ͷܦݧΛ࿩ͯ͠Έ·͠ΐ͏ NJO

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ࢲͷ՝୊ײ ʮސ٬ͱͷڠௐʯ Ͱ͖ͯΔͩΖ͏͔ʁ

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͍΍͍΍ʂͰ͖ͯ·͢Αʂ ✦εϓϦϯτϨϏϡʔʹϏδωεଆΛݺΜͰ͍·͢ʂ ɹ ✦ސ٬ͱҰॹʹεΫϥϜνʔϜΛ૊ΜͰ͍·͢ʂ ɹ ✦։ൃଆʹϓϩμΫτόοΫϩάΛݟ͑ΔΑ͏ʹͯ͠·͢ʂ ɹ

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Ͱ͖ͯΔʜ͸ͣʜ ✦εϓϦϯτϨϏϡʔʹϏδωεଆΛݺΜͰ͍·͢ʂ ʜͨͩɺ͔ͦ͜͠઀఺͕ͳͯ͘΄΅෼ۀͳΜͰ͢ΑͶʜ ✦ސ٬ͱҰॹʹεΫϥϜνʔϜΛ૊ΜͰ͍·͢ʂ ʜͨͩɺސ٬ଆͷ10͕ݴͬͨ͜ͱΛ࣮૷͍ͯ͠Δ͚ͩͳΜͰ͢ΑͶʜ ✦։ൃଆʹϓϩμΫτόοΫϩάΛݟ͑ΔΑ͏ʹͯ͠·͢ʂ ʜͨͩɺ։ൃ͸Ϣʔβʔ͕ཉ͍͠ػೳΛ࡞ͬͯ͘Εͳ͍ΜͰ͢ΑͶʜ

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࡫݈ଠ ΋ͬͱʂ ʮܖ໿ަবΑΓ΋ސ٬ͱͷڠௐΛʯ ʙڠௐΛॿ͚Δܖ໿ͱؔ܎ͮ͘Γʙ

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ΰʔϧ w ࣄۀձࣾͱडୗͰ։ൃΛߦ͏ձ͕ࣾ΋ͬͱڠௐ͢ΔͨΊͷ۩ମతͳ޻෉Λ஌ Δ͜ͱ͕Ͱ͖ͨ w Ϗδωεଆͱ։ൃଆɺ10ͱ4.ͱ%FWɺͷΑ͏ʹཱ৔΍໾ׂ͕ҧ͏ϝϯόʔ ͕΋ͬͱڠௐ͢ΔͨΊͷϙΠϯτΛ஌Δ͜ͱ͕Ͱ͖ͨ Αʔ͠ʂ ࠓ೔ฉ͍ͨΞϨΛͪΐͬͱ΍ͬͯΈͯ ΋ͬͱڠௐͪ͠Ό͏͔ʂ

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࠷ॳʹݴ͍͍ͨ͜ͱΛݴͬͪΌ͍·͢ʂ

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΋ͬͱڠௐ͢ΔͨΊʹ΍͍ͬͯΔ۩ମతͳऔΓ૊Έ ܖ໿ͱใु ڞಉͰ࡞ۀ͢ΔϑΣʔζ ؔ܎ͮ͘Γ ৴པ͋͠͏ϑϥοτͳؔ܎ ಉ౳ʹޠΕΔཧղ ຊؾͰऔΓ૊Ή໨ඪ ΋ͬͱڠௐ

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ධՁΛ߹ΘͤΔ ϏδωεΠϯύΫτʹ߹ΘͤͨධՁ

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ཧղͷΪϟοϓΛݮΒ͢ ސ٬ ։ൃ ཧղ౓ ࣌ؒ ۃখͷ Ϊϟοϓ

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ؔ܎ͮ͘Γ w ৴པ͠߹͑Δؔ܎ͱɺϑϥοτͳؔ܎Λ໨ࢦ͢

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Ҏ্͕ݴ͍͍ͨ͜ͱͰ͢ ͦ͜ʹࢸΔഎܠ΍۩ମతͳ࿩ʹೖΓ·͢

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໨࣍ w ڠௐͱ͸ʁͳͥ೉͍͠ʁ w ڠௐ͢ΔͨΊʹඞཁͳཁૉ w ໨ඪΛ߹ΘͤΔ w ৘ใΛ߹ΘͤΔ w ΋ͬͱڠௐ͢ΔͨΊʹ΍͍ͬͯΔ۩ମతͳऔΓ૊Έ w ܖ໿ͱใु w ڞಉͰ࡞ۀ͢ΔϑΣʔζ w ؔ܎ͮ͘Γ w ࠓޙͷల։

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ڠௐͱ͸ʁͳͥ೉͍͠ʁ ޓ͍ʹڠྗ͠߹͏͜ͱɻ ಛʹɺར֐΍ཱ৔ͳͲͷҟͳΔ΋ͷͲ͏͕͠ڠྗ͠߹͏͜ͱɻ IUUQTLPUPCBOLKQXPSE&%&""#'

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ڠௐͱ͸ʁͳͥ೉͍͠ʁ ޓ͍ʹڠྗ͠߹͏͜ͱɻ ಛʹɺར֐΍ཱ৔ͳͲͷҟͳΔ΋ͷͲ͏͕͠ڠྗ͠߹͏͜ͱɻ IUUQTLPUPCBOLKQXPSE&%&""#' ར֐΍ཱ৔͕ҟͳΔ͔Β

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ར֐΍ཱ৔͕ҟͳΔͱͳͥ೉͍͠ ໨ࢦ͍ͯ͠Δ΋ͷ͕ҟͳΔ ͍࣋ͬͯΔ৘ใ͕ҟͳΔ

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໨ࢦ͍ͯ͠Δ΋ͷ͕ҟͳΔ IUUQTUJEZ fi STUTVCTUBDLDPNQNFBTVSJOHEFWFMPQFSQSPEVDUJWJUZ

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໨ࢦ͍ͯ͠Δ΋ͷ͕ҟͳΔ IUUQTUJEZ fi STUTVCTUBDLDPNQNFBTVSJOHEFWFMPQFSQSPEVDUJWJUZ ͍ͬͺ͍ػೳΛ ࡞Δͧʔʂ

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໨ࢦ͍ͯ͠Δ΋ͷ͕ҟͳΔ IUUQTUJEZ fi STUTVCTUBDLDPNQNFBTVSJOHEFWFMPQFSQSPEVDUJWJUZ ͍ͬͺ͍͓ۚΛ Ք͙ͧʔʂ

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໨ࢦ͍ͯ͠Δ΋ͷ͕ҟͳΔ ͍ͬͺ͍͓ۚΛ Ք͙ͧʔʂ ͍ͬͺ͍ػೳΛ ࡞Δͧʔʂ ໨ࢦ͢΋ͷ͕ҟͳΔͷͰ΍Γ͍ͨ͜ͱʹ͕ࠩੜ·ΕΔ

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͍࣋ͬͯΔ৘ใ͕ҟͳΔ Ϣʔβʔ ࢢ৔ ։ൃऀ εΫϥϜϚελʔ ϓϩμΫτΦʔφʔ

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͍࣋ͬͯΔ৘ใ͕ҟͳΔ ։ൃऀ εΫϥϜϚελʔ ϓϩμΫτΦʔφʔ ίʔυ͸ ΊͬͪΌ෼͔Δʂ νʔϜ͸ ΊͬͪΌ෼͔Δʂ Ϣʔβʔ͸ ΊͬͪΌ෼͔Δʂ Ϣʔβʔ ࢢ৔

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͍࣋ͬͯΔ৘ใ͕ҟͳΔ ։ൃऀ εΫϥϜϚελʔ ϓϩμΫτΦʔφʔ ίʔυ͸ ΊͬͪΌ෼͔Δʂ νʔϜ͸ ΊͬͪΌ෼͔Δʂ Ϣʔβʔ͸ ΊͬͪΌ෼͔Δʂ ஌ͬͯΔ৘ใ͕ҟͳΔ͔Β൑அʹ͕ࠩੜ·ΕΔ

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ར֐΍ཱ৔͕ҟͳΔͱͳͥ೉͍͠ ໨ࢦ͍ͯ͠Δ΋ͷ͕ҟͳΔ ͍࣋ͬͯΔ৘ใ͕ҟͳΔ ΍Γ͍ͨ͜ͱʹ͕ࠩੜ·ΕΔ ˍ ൑அʹ͕ࠩੜ·ΕΔ

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ར֐΍ཱ৔͕ҟͳΔͱͳͥ೉͍͠ ໨ࢦ͍ͯ͠Δ΋ͷ͕ҟͳΔ ͍࣋ͬͯΔ৘ใ͕ҟͳΔ

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͍࣋ͬͯΔ৘ใ͕ҟͳΔ Ͱ͋Ε͹ʜ ໨ࢦ͍ͯ͠Δ΋ͷ͕ҟͳΔ ໨ඪΛ߹ΘͤΕ͹ ྑ͍͡Όͳ͍͔ʂ ৘ใΛ߹ΘͤΕ͹ ྑ͍͡Όͳ͍͔ʂ

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໨ඪΛ߹ΘͤΔ w ΞδϟΠϧ։ൃͰΑ͋͘Γͦ͏ͳϓϥΫςΟε

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໨ඪΛ߹ΘͤΔ w ΞδϟΠϧ։ൃͰΑ͋͘Γͦ͏ͳϓϥΫςΟε ʮΠϯηϓγϣϯσοΩʯ IUUQTHJUIVCDPNBHJMFTBNVSBJKBTVQQPSUUSFFNBTUFSCMBOLJODFQUJPOEFDL

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໨ඪΛ߹ΘͤΔ w ΞδϟΠϧ։ൃͰΑ͋͘Γͦ͏ͳϓϥΫςΟε ʮΠϯηϓγϣϯσοΩʯ ໨ඪͷڞ௨ཧղ͸Ͱ͖Δ

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໨ඪΛ߹ΘͤΔ w ΞδϟΠϧ։ൃͰΑ͋͘Γͦ͏ͳϓϥΫςΟε ʮΠϯηϓγϣϯσοΩʯ ໨ඪͷڞ௨ཧղ͸Ͱ͖Δ ͨͩຊؾͰͦͷ໨ඪʹ޲͔͍͚ͬͯΔ͔ͱ͍͏ͱʜ

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΋ͬͱ໨ඪΛ߹ΘͤΔ ͨͩຊؾͰͦͷ໨ඪʹ޲͔͍͚ͬͯΔ͔ͱ͍͏ͱʜ

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΋ͬͱ໨ඪΛ߹ΘͤΔ ͨͩຊؾͰͦͷ໨ඪʹ޲͔͍͚ͬͯΔ͔ͱ͍͏ͱʜ ໨ඪ͚ͩͰͳ͘ධՁ΋߹ΘͤͪΌ͓͏

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ධՁ͕͍͋ͬͯͳ͍ͱ͸ डୗ։ൃʹ͓͚ΔධՁͷζϨ

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डୗ։ൃʹ͓͚ΔධՁͷζϨ ։ൃ͑͢͞Ε͹ Ṷ͔Δʂ ചΕΕ͹ Ṷ͔Δʂ ධՁ͕͍͋ͬͯͳ͍ͱ͸

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डୗ։ൃʹ͓͚ΔධՁͷζϨ ։ൃ͑͢͞Ε͹ Ṷ͔Δʂ ചΕͳ͚Ε͹ Ṷ͔ͳ͍ʂ ධՁ͕͍͋ͬͯͳ͍ͱ͸

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͡Ό͋߹ΘͤΑ͏ʂ

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ͲͪΒʹ߹ΘͤΔ͔͸ݴ͏·Ͱ΋ͳ͘ ʮސ٬ଆʯ ʮചΕͳ͍ͱṶ͔Βͳ͍ʯ ͸ม͑Α͏͕ͳ͍͔Β

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ධՁΛ߹ΘͤΔ ސ٬ͷධՁʹ߹ΘͤΔ

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ධՁΛ߹ΘͤΔ ചΕΕ͹ Ṷ͔Δʂ ചΕΕ͹ Ṷ͔Δʂ ސ٬ͷධՁʹ߹ΘͤΔ

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ධՁΛ߹ΘͤΔ ചΕͳ͚Ε͹ Ṷ͔Βͳ͍ʂ ചΕͳ͚Ε͹ Ṷ͔ͳ͍ʂ ސ٬ͷධՁʹ߹ΘͤΔ

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΋ͬͱ໨ඪΛ߹ΘͤΔ ໨ඪ͚ͩͰͳ͘ධՁ΋߹ΘͤΔ ʮ໨ඪ͸ཧղͨ͠ʯΛ௒͑ͯ ʮҰॹʹ໨ඪΛ໨ࢦ͢ʯ΁

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৘ใΛ߹ΘͤΔ w ΞδϟΠϧ։ൃͰΑ͋͘Γͦ͏ͳϓϥΫςΟε

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৘ใΛ߹ΘͤΔ w ΞδϟΠϧ։ൃͰΑ͋͘Γͦ͏ͳϓϥΫςΟε ʮϢʔβʔετʔϦʔϚοϐϯάʯ IUUQTTQFBLFSEFDLDPNLBXBHVUJVTFSTUPSZNBQQJOH

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৘ใΛ߹ΘͤΔ w ΞδϟΠϧ։ൃͰΑ͋͘Γͦ͏ͳϓϥΫςΟε ʮϢʔβʔετʔϦʔϚοϐϯάʯ ϢʔβʔͷετʔϦʔΛ૝૾Ͱ͖Δ ɹ

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৘ใΛ߹ΘͤΔ w ΞδϟΠϧ։ൃͰΑ͋͘Γͦ͏ͳϓϥΫςΟε ʮϢʔβʔετʔϦʔϚοϐϯάʯ ϢʔβʔͷετʔϦʔΛ૝૾Ͱ͖Δ ͨͩಉ͡ϨϕϧͰϢʔβʔΛཧղ͔ͨ͠ͱ͍͏ͱʜ

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΋ͬͱ৘ใΛ߹ΘͤΔ ͨͩಉ͡ϨϕϧͰϢʔβʔΛཧղ͔ͨ͠ͱ͍͏ͱʜ

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΋ͬͱ৘ใΛ߹ΘͤΔ ͨͩಉ͡ϨϕϧͰϢʔβʔΛཧղ͔ͨ͠ͱ͍͏ͱʜ ಉ͡ܦݧΛੵΜͰཧղͷΪϟοϓΛݮΒͪ͠Ό͓͏

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ཧղͷΪϟοϓ͕େ͖͍ͱ͸ डୗ։ൃʹ͓͚ΔཧղͷΪϟοϓ

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ཧղͷΪϟοϓ͕େ͖͍ͱ͸ ސ٬ ։ൃ ཧղ౓ ࣌ؒ

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ཧղͷΪϟοϓ͕େ͖͍ͱ͸ ސ٬ ։ൃ ཧղ౓ ࣌ؒ ѹ౗త Ϊϟοϓ

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͡Ό͋߹ΘͤΑ͏ʂ

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ͲͪΒʹ߹ΘͤΔ͔͸ݴ͏·Ͱ΋ͳ͘ ʮސ٬ଆʯ ཧղΛਂΊͳ͍ͱ ྑ͍ϓϩμΫτΛ࡞Δ͜ͱ͕Ͱ͖ͳ͍͔Β

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ཧղͷΪϟοϓΛݮΒ͢ ಉ͡ܦݧΛͯ͠ސ٬ͷཧղʹ͚ۙͮΔ

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ཧղͷΪϟοϓΛݮΒ͢ ސ٬ ։ൃ ཧղ౓ ࣌ؒ

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ཧղͷΪϟοϓΛݮΒ͢ ސ٬ ։ൃ ཧղ౓ ࣌ؒ ۃখͷ Ϊϟοϓ

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΋ͬͱ৘ใΛ߹ΘͤΔ ಉ͡ܦݧͰ৘ใͷΪϟοϓΛݮΒ͢ ʮސ٬ͷ࿩ʹ͍͍͚ͭͯΔʯΛ௒͑ͯ ʮϢʔβʔʹ͍ͭͯಉ౳ʹޠΕΔʯ΁

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ڠௐ͢ΔͨΊͷཁૉ w ໨ඪΛ߹ΘͤΔ w ৘ใΛ߹ΘͤΔ

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΋ͬͱڠௐ͢ΔͨΊͷཁૉ w ໨ඪΛ߹ΘͤΔͨΊʹධՁ΋߹ΘͤΔ w ৘ใΛ߹ΘͤΔͨΊʹܦݧ΋߹ΘͤΔ

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۩ମతʹͲ͏΍Ε͹ʁ

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΋ͬͱڠௐ͢ΔͨΊʹ΍͍ͬͯΔ۩ମతͳऔΓ૊Έ ܖ໿ͱใु ڞಉͰ࡞ۀ͢ΔϑΣʔζ ؔ܎ͮ͘Γ

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ܖ໿ͱใु ಉ͡໨ඪʹ޲͔͏Α͏ʹܖ໿Ͱαϙʔτ͢Δ

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ܖ໿ͱใु ͦͷͨΊʹඞཁͳͭͷཁૉ αʔϏεͷ,1*ઃఆ ,1*ʹجͮ͘੥ٻֹܭࢉ ,1*ʹجͮ͘੥ٻΛߦ͏ܖ໿

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αʔϏεͷ,1*ઃఆ ϏδωεΠϯύΫτΛ,1*ʹ͍ͨ͠ʂ

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IUUQTUJEZ fi STUTVCTUBDLDPNQNFBTVSJOHEFWFMPQFSQSPEVDUJWJUZ αʔϏεͷ,1*ઃఆ ͜ͷࢦඪΛ ,1*ʹ͍ͨ͠ ͜Ε͕Ͱ͖Ε͹ͦΕͰ0,

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IUUQTUJEZ fi STUTVCTUBDLDPNQNFBTVSJOHEFWFMPQFSQSPEVDUJWJUZ αʔϏεͷ,1*ઃఆ ਺஋ʹग़Δ·Ͱ ͕͔͔࣌ؒΓ͕ͪ ৭ΜͳཁҼ͕ བྷΈ͗͢Δ

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IUUQTUJEZ fi STUTVCTUBDLDPNQNFBTVSJOHEFWFMPQFSQSPEVDUJWJUZ αʔϏεͷ,1*ઃఆ *NQBDUʹ ܨ͕Γ͕ڧ͍ தؒͷࢦඪΛݟ͚ͭΔ

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,1*ʹجͮ͘੥ٻֹܭࢉ w ݱ࣌఺Ͱେ͖͘ύλʔϯ 5IFϨϕχϡʔγΣΞ தؒͷ,1*ୡ੒౓ʹجͮ͘੥ٻֹܭࢉ

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,1*ʹجͮ͘੥ٻֹܭࢉ 5IFϨϕχϡʔγΣΞ w ച্ͷγΣΞ཰ɺച্਺ʹԠͨ͡ใुֹΛܾΊΕ͹ྑ͍ͷͰγϯϓϧ ྫɿ w αʔϏεʹΑΔച্ͷ͸ސ٬ɺ͸։ൃ͕ड͚औΔ w ॅ୐Λ݅ചΔ͝ͱʹສԁ

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,1*ʹجͮ͘੥ٻֹܭࢉ தؒͷ,1*ୡ੒౓ʹجͮ͘੥ٻֹܭࢉ w ؔ࿈ͷڧ͍ࢦඪͰ͸͋Δ΋ͷͷɺ૒ํͷϦεΫΛߟ͑ͯෳ਺ͷࢦඪΛઃఆ w ࢦඪຖʹʮܭࢉࣜʯʮ໨ඪ஋ʯʮॏΈʯΛ໌֬ʹ͢Δ ෳ਺ࢦඪͷྫɿ w Ϣʔβʔొ࿥཰ w Ξ΢τΧϜʹܨ͕ΔΞΫγϣϯ࣮ࢪ཰ w ఆண཰

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,1*ʹجͮ͘੥ٻֹܭࢉ தؒͷ,1*ୡ੒౓ʹجͮ͘੥ٻֹܭࢉ w ؔ࿈ͷڧ͍ࢦඪͰ͸͋Δ΋ͷͷɺ૒ํͷϦεΫΛߟ͑ͯෳ਺ͷࢦඪΛઃఆ w ࢦඪຖʹʮܭࢉࣜʯʮ໨ඪ஋ʯʮॏΈʯΛ໌֬ʹ͢Δ ෳ਺ࢦඪͷྫɿ w Ϣʔβʔొ࿥཰ w Ξ΢τΧϜʹܨ͕ΔΞΫγϣϯ࣮ࢪ཰ w ఆண཰ ྫɿϢʔβʔొ࿥཰ͳΒ ܭࢉࣜɿొ࿥Ϣʔβʔ਺ొ࿥ը໘౸ୡऀ਺ ໨ඪ஋ɿˋ ॏΈɹɿ

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,1*ʹجͮ͘੥ٻֹܭࢉ தؒͷ,1*ୡ੒౓ʹجͮ͘੥ٻֹܭࢉ w ॏΈ΋ߟྀͯ͠࠷ऴతͳධՁ஋Λܭࢉ͢Δ w ධՁ஋ʹԠͨ͡ใुֹͷܭࢉΛߦ͏ ใु ධՁ஋ ສ ສ ͋͘·Ͱ΋ ܭࢉͷྫ

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,1*ʹجͮ͘੥ٻΛߦ͏ܖ໿ ܖ໿ॻʹҎԼΛॻ͘ w ,1*ʢࢦඪɺܭࢉࣜɺ໨ඪ஋ɺॏΈʣ w ,1*ʹجͮ͘ใुͷܭࢉࣜ w ,1*Λܾఆ͢ΔλΠϛϯάʢ໨ඪ஋͚ͩผλΠϛϯάͷέʔε͋Γʣ վΊ֮ͯޛ͕ܾ·Δ

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ܖ໿ͱใु ͦͷͨΊʹඞཁͳͭͷཁૉ αʔϏεͷ,1*ઃఆ ,1*ʹجͮ͘੥ٻֹܭࢉ ,1*ʹجͮ͘੥ٻΛߦ͏ܖ໿ ͜ΕΒͰ

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ܖ໿ͱใु ͦͷͨΊʹඞཁͳͭͷཁૉ αʔϏεͷ,1*ઃఆ ,1*ʹجͮ͘੥ٻֹܭࢉ ,1*ʹجͮ͘੥ٻΛߦ͏ܖ໿ ͜ΕΒͰ ͜͏ͳΔ͔Β

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ܖ໿ͱใु ͦͷͨΊʹඞཁͳͭͷཁૉ αʔϏεͷ,1*ઃఆ ,1*ʹجͮ͘੥ٻֹܭࢉ ,1*ʹجͮ͘੥ٻΛߦ͏ܖ໿ ΈΜͳϏδωεʹ޲͔ͬͯڠྗͤ͟ΔΛಘͳ͍ ͜ΕΒͰ ͜͏ͳΔ͔Β

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΋ͬͱ໨ඪΛ߹ΘͤΔ ໨ඪ͚ͩͰͳ͘ධՁ΋߹ΘͤΔ ʮ໨ඪ͸ཧղͨ͠ʯΛ௒͑ͯ ʮҰॹʹ໨ඪΛ໨ࢦ͢ʯ΁ ୡ ੒

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ڞಉͰ࡞ۀ͢ΔϑΣʔζ ސ٬ ։ൃ ཧղ౓ ࣌ؒ ͜͏͍ͨ͠

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ڞಉͰ࡞ۀ͢ΔϑΣʔζ w ΍Δ͜ͱ͸࣮ʹγϯϓϧ ։ൃલͷϑΣʔζ͔ΒڞಉͰ࡞ۀ͠Α͏

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ڞಉͰ࡞ۀ͢ΔϑΣʔζ w ͱ͸͍͑೉͍͜͠ͱ΋ʜ Ͳ͏΍ͬͨΒ ڠௐͰ͖Δʁ

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ڞಉͰ࡞ۀ͢ΔϑΣʔζ w ࢲͨͪ͸ಠࣗϑϨʔϜϫʔΫͰ౔୆͔Β߹ΘͤΔ ސ٬΋๨Ε͕ͪͳ ࣗ෼ͨͪͷ ڧΈΛ໌֬ʹ

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ڞಉͰ࡞ۀ͢ΔϑΣʔζ ͬ͟ͱ͜ͷลΓΛڞಉͰ෼ੳɾݴޠԽ͢Δ

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ڞಉͰ࡞ۀ͢ΔϑΣʔζ ͬ͟ͱ͜ͷลΓΛڞಉͰ෼ੳɾݴޠԽ͢Δ ސ٬ʹͱͬͯ ແବͳίετͰ͸ʁ

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ڞಉͰ࡞ۀ͢ΔϑΣʔζ ސ٬ͷ஌ࣝ΋ ͹Β͖͕ͭ ͋ΔͷͰ ސ٬ʹͱͬͯ͸ແବ͔ͱࢥ͍͖΍

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ڞಉͰ࡞ۀ͢ΔϑΣʔζ ސ٬ͷ஌ࣝ΋ ͹Β͖͕ͭ ͋ΔͷͰ ͦͷΞΠσΞ ͏͕ͪ΍Δ ҙຯ͸ʁ ސ٬಺ͷೝࣝ߹Θͤʹ΋ޮՌత

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ڞಉͰ࡞ۀ͢ΔϑΣʔζ w ͜ͷࠒ͸ੜ੒"*ͷ͓͔͛ͰϓϩτλΠϓ։ൃΛҰॹʹ΍ΕΔ ͜ΜͳΞΠσΞ Ͳ͏͔ͳʁΛ ϗΠοͱҰॹʹ ΠϯλϏϡʔ༻ʹ ৮ΕΔ΋ͷΛ αΫοͱҰॹʹ

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ڞಉͰ࡞ۀ͢ΔϑΣʔζ ޙ͔Βཁ఺Λڭ͑ͯ΋Βͬͨͷ͔ ಉ͡ܦݧΛͨ͠ͷ͔͸શ͘ͷผ෺ ݁Ռతʹ ٯʹޮ཰ྑ͍

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ڞಉͰ࡞ۀ͢ΔϑΣʔζ ސ٬ ։ൃ ཧղ౓

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ڞಉͰ࡞ۀ͢ΔϑΣʔζ ސ٬ ։ൃ ཧղ౓ ࣌ؒ $3&"5&Ͱ ෼ੳɾݴޠԽͯ͠

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ڞಉͰ࡞ۀ͢ΔϑΣʔζ ސ٬ ։ൃ ཧղ౓ ࣌ؒ ϓϩτ࡞ͬͯ ΠϯλϏϡʔͯ͠

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ڞಉͰ࡞ۀ͢ΔϑΣʔζ ސ٬ ։ൃ ཧղ౓ ࣌ؒ ҰॹʹΞδϟΠϧ ։ൃΛ΍ͬͯ

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ڞಉͰ࡞ۀ͢ΔϑΣʔζ ސ٬ ։ൃ ཧղ౓ ࣌ؒ ۃখͷ Ϊϟοϓ શϑΣʔζҰॹʹܦݧ͖ͯͨ͠Β ཧղ౓ͷΪϟοϓ͸খ͘͞ͳͬͪΌ͏

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΋ͬͱ৘ใΛ߹ΘͤΔ ಉ͡ܦݧͰ৘ใͷΪϟοϓΛݮΒ͢ ʮސ٬ͷ࿩ʹ͍͍͚ͭͯΔʯΛ௒͑ͯ ʮϢʔβʔʹ͍ͭͯಉ౳ʹޠΕΔʯ΁ ୡ ੒

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ؔ܎ͮ͘Γ w ໨ඪͱ৘ใΛ߹ΘͤΔͨΊʹ΋౔୆ͮ͘Γ͕ඞཁ ஌Βͳ͍ਓʹഎதΛ༬͚ͯ ಉ͡໨ඪʹ޲͔͍ͬͯ͘ͷ͸ࠔ೉ͳͷͰ

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ؔ܎ͮ͘Γ w ౔୆ͮ͘ΓͷͨΊʹ΍͍ͬͯΔ͜ͱ ։ൃɾӡ༻ͷΈͰ৴པؔ܎Λ࡞Δ ໊͋ͩͰݺͼ߹͏ ୈࡾऀͰ͸ͳ͘ҰॹʹੜΈग़͢

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ؔ܎ͮ͘Γ ։ൃɾӡ༻ͷΈͰ৴པؔ܎Λ࡞Δ w ։ൃɾӡ༻ͱ͍͏͔ಘҙͳྖҬͰ੒ՌΛग़͢ ·ͣ͸͚ͩ͜͜

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ؔ܎ͮ͘Γ ։ൃɾӡ༻ͷΈͰ৴པؔ܎Λ࡞Δ ͲΜͳਓͳΜͩΖ͏ʁ ͲΜͳਓͳΜͩΖ͏ʁ

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ؔ܎ͮ͘Γ ։ൃɾӡ༻ͷΈͰ৴པؔ܎Λ࡞Δ ৴པͯ͠Ұॹʹ ࢓ࣄ͕Ͱ͖Δਓͩʂ ৴པͯ͠Ұॹʹ ࢓ࣄ͕Ͱ͖Δਓͩʂ ͓ޓ͍ͷૉ੖Β͍͠ॴΛೝࣝ

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ؔ܎ͮ͘Γ ৴པͯ͠Ұॹʹ ࢓ࣄ͕Ͱ͖Δਓͩʂ ৴པͯ͠Ұॹʹ ࢓ࣄ͕Ͱ͖Δਓͩʂ ͜ΕͰڠௐͰ͖Δʂࢥ͍͖΍ʜ ։ൃɾӡ༻ͷΈͰ৴པؔ܎Λ࡞Δ

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ؔ܎ͮ͘Γ ໊͋ͩͰݺͼ߹͏ ໨ʹ͸ݟ͑ͳ͍ ޯ഑͕͋ͬͨΓ ৴པͯ͠࢓ࣄΛ ΍ͬͯ͘ΕΔਓͩʂ ͪΌΜͱ࡞ۀΛ ࢦࣔͯ͘͠ΕΔਓͩʂ

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ؔ܎ͮ͘Γ ໊͋ͩͰݺͼ߹͏ ͚͞͞Μ ͨ͘ΈΜ ୭͕Ͳ͜ॴଐͱ͔ ؾʹ͠ͳ͘ͳΔ ࢠڙὃͬ͠Ά͍͚ͲޮՌ͋Γ

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ؔ܎ͮ͘Γ ໊͋ͩͰݺͼ߹͏ ͚͞͞Μ ͨ͘ΈΜ ୭͕Ͳ͜ॴଐͱ͔ ؾʹ͠ͳ͘ͳΔ ͜ΕͰڠௐͰ͖Δʂͱࢥ͍͖΍ʜ

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ؔ܎ͮ͘Γ ୈࡾऀͰ͸ͳ͘ҰॹʹੜΈग़͢ օ͞ΜΛ ؍࡯͍ͯ͠Δͱʜ ΞδϟΠϧίʔν ϑΝγϦςʔλʔ ົͳڑ཭ײͰڠௐͰ͖Δؔ܎ʹͳΒͳ͍

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ؔ܎ͮ͘Γ ୈࡾऀͰ͸ͳ͘ҰॹʹੜΈग़͢ ˎˎʹؾ෇͍ͨͷͰ ͜͏ͯ͠Έͳ͍ʁ δΣωϨʔλʔ ҟͳΔ؍఺Λ׆͔ͭͭ͠΋ੜΈग़͢׆ಈʹೖΔ

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ؔ܎ͮ͘Γ ؔΘΓํͷΠϝʔδʹ͍ͭͯ͸ ͜ͷຊʹॻ͍͍ͯΔ಺༰͕ ࢀߟʹͳΔ͔ͳͱࢥ͍·͢ IUUQTXXXBNB[PODPKQEQ

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ؔ܎ͮ͘Γ w ໨ඪͱ৘ใΛ߹ΘͤΔͨΊʹ΋౔୆ͮ͘Γ͕ඞཁ ৴པ͠߹͑Δؔ܎͕ग़དྷ্͕Γ ΋ͬͱڠௐͰ͖Δ౔୆͕Ͱ͖Δ ୡ ੒

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΋ͬͱڠௐ͢ΔͨΊʹ΍͍ͬͯΔ۩ମతͳऔΓ૊Έ ܖ໿ͱใु ڞಉͰ࡞ۀ͢ΔϑΣʔζ ؔ܎ͮ͘Γ

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΋ͬͱڠௐ͢ΔͨΊʹ΍͍ͬͯΔ۩ମతͳऔΓ૊Έ ܖ໿ͱใु ڞಉͰ࡞ۀ͢ΔϑΣʔζ ؔ܎ͮ͘Γ ৴པ͋͠͏ϑϥοτͳؔ܎

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΋ͬͱڠௐ͢ΔͨΊʹ΍͍ͬͯΔ۩ମతͳऔΓ૊Έ ܖ໿ͱใु ڞಉͰ࡞ۀ͢ΔϑΣʔζ ؔ܎ͮ͘Γ ৴པ͋͠͏ϑϥοτͳؔ܎ ಉ౳ʹޠΕΔཧղ

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΋ͬͱڠௐ͢ΔͨΊʹ΍͍ͬͯΔ۩ମతͳऔΓ૊Έ ܖ໿ͱใु ڞಉͰ࡞ۀ͢ΔϑΣʔζ ؔ܎ͮ͘Γ ৴པ͋͠͏ϑϥοτͳؔ܎ ಉ౳ʹޠΕΔཧղ ຊؾͰऔΓ૊Ή໨ඪ

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΋ͬͱڠௐ͢ΔͨΊʹ΍͍ͬͯΔ۩ମతͳऔΓ૊Έ ܖ໿ͱใु ڞಉͰ࡞ۀ͢ΔϑΣʔζ ؔ܎ͮ͘Γ ৴པ͋͠͏ϑϥοτͳؔ܎ ಉ౳ʹޠΕΔཧղ ຊؾͰऔΓ૊Ή໨ඪ ΋ͬͱڠௐ

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΋ͬͱڠௐ͢ΔͨΊʹ΍͍ͬͯΔ۩ମతͳऔΓ૊Έ શ෦େࣄͳΜ͚ͩͲ ͋͑ͯҰ൪ॏཁͳϙΠϯτΛڍ͛Δͱʜ

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΋ͬͱڠௐ͢ΔͨΊʹ΍͍ͬͯΔ۩ମతͳऔΓ૊Έ શ෦େࣄͳΜ͚ͩͲ ͋͑ͯҰ൪ॏཁͳϙΠϯτΛڍ͛Δͱʜ ʮܖ໿ͱใुʯ

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΋ͬͱڠௐ͢ΔͨΊʹ΍͍ͬͯΔ۩ମతͳऔΓ૊Έ ܖ໿͸ڠௐΛअຐ͢Δ΋ͷͰ͸ͳ͘ ٯʹαϙʔτͯ͘͠ΕΔ΋ͷʹͪ͠Ό͏ ʮܖ໿ͱใुʯ

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ʮܖ໿ަবΑΓ΋ސ٬ͱͷڠௐΛʯ

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ʮܖ໿ަবΑΓ΋ސ٬ͱͷڠௐΛʯ ʮڠௐͱϏδωεΠϯύΫτΛੜΈग़͢ܖ໿Λʯ

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ࠓޙͷల։ ͷલʹʜ

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ϓϨεϦϦʔε͕Ұࡢ೔ग़·ͨ͠ʂ IUUQTQSUJNFTKQNBJOIUNMSEQIUNM ϓϥϦλ΢ϯࣾ௕Ά΀ΓΜ ฒ໦͞Μ

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࣮ࡍʹݱࡏਐߦܗͷ࿩Ͱ͢ IUUQTQSUJNFTKQNBJOIUNMSEQIUNM $P$SFBUJPO4UBSUVQɺ௨শ$045"Ͱ͢

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ࠓޙͷల։ ࣮ࡍʹ΍ͬͯΈͯ΋ഽײ֮ͱͯ͠͸ ΊͬͪΌ໘ന͍Ͱ͢ʂ

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ࠓޙͷల։ ࣮ࡍʹ΍ͬͯΈͯ΋ഽײ֮ͱͯ͠͸ ΊͬͪΌ໘ന͍Ͱ͢ʂ Կ͕໘ന͍ͬͯʜ

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ࠓޙͷల։ ࠓ·Ͱ͸։ൃத৺ͩͬͨΤϯδχΞ͕ ࣗ෼ͰϢʔβʔީิΛั·͖͑ͯͯ ΠϯλϏϡʔͷ೔ఔΛௐ੔ͯ͠ ΠϯλϏϡʔͨ͠Γ͢Δ ͜ͷߦಈͷมԽͬ΀Γʂ

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ࠓޙͷల։ ੜ੒"*ͷීٴͰ։ൃͷ͕࢟େ͖͘มΘΔதͰ $045"͸ָ͍͠௅ઓʹͳΓͦ͏ͳ༧ײʂ

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ࠓޙͷల։ ࠓޙ͸ߋʹ$045"ϞσϧΛ֦େͯ͠ ΋ͬͱڠௐͱϏδωεΠϯύΫτΛ ߴΊΔ࢓ࣄΛ͍ͯͧ͘͠ʂ

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·ͱΊ

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վΊͯʮڠௐʯͱ͸ ޓ͍ʹڠྗ͠߹͏͜ͱɻ ಛʹɺར֐΍ཱ৔ͳͲͷҟͳΔ΋ͷͲ͏͕͠ڠྗ͠߹͏͜ͱɻ IUUQTLPUPCBOLKQXPSE&%&""#'

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ࢲͷ՝୊ײ ʮސ٬ͱͷڠௐʯ Ͱ͖ͯΔͩΖ͏͔ʁ

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ར֐΍ཱ৔͕ҟͳΔͱͳͥ೉͍͠ ໨ࢦ͍ͯ͠Δ΋ͷ͕ҟͳΔ ͍࣋ͬͯΔ৘ใ͕ҟͳΔ

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͍࣋ͬͯΔ৘ใ͕ҟͳΔ Ͱ͋Ε͹ʜ ໨ࢦ͍ͯ͠Δ΋ͷ͕ҟͳΔ ໨ඪΛ߹ΘͤΕ͹ ྑ͍͡Όͳ͍͔ʂ ৘ใΛ߹ΘͤΕ͹ ྑ͍͡Όͳ͍͔ʂ

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΋ͬͱڠௐ͢ΔͨΊͷཁૉ w ໨ඪΛ߹ΘͤΔͨΊʹධՁ΋߹ΘͤΔ w ৘ใΛ߹ΘͤΔͨΊʹܦݧ΋߹ΘͤΔ

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΋ͬͱ໨ඪΛ߹ΘͤΔ ໨ඪ͚ͩͰͳ͘ධՁ΋߹ΘͤΔ ʮ໨ඪ͸ཧղͨ͠ʯΛ௒͑ͯ ʮҰॹʹ໨ඪΛ໨ࢦ͢ʯ΁

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ධՁΛ߹ΘͤΔ ϏδωεΠϯύΫτʹ߹ΘͤͨධՁ

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΋ͬͱ৘ใΛ߹ΘͤΔ ಉ͡ܦݧͰ৘ใͷΪϟοϓΛݮΒ͢ ʮސ٬ͷ࿩ʹ͍͍͚ͭͯΔʯΛ௒͑ͯ ʮϢʔβʔʹ͍ͭͯಉ౳ʹޠΕΔʯ΁

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ཧղͷΪϟοϓΛݮΒ͢ ސ٬ ։ൃ ཧղ౓ ࣌ؒ ۃখͷ Ϊϟοϓ

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ؔ܎ͮ͘Γ w ໨ඪͱ৘ใΛ߹ΘͤΔͨΊʹ΋౔୆ͮ͘Γ͕ඞཁ ৴པ͠߹͑Δؔ܎͕ग़དྷ্͕Γ ΋ͬͱڠௐͰ͖Δ౔୆͕Ͱ͖Δ

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ؔ܎ͮ͘Γ w ৴པ͠߹͑Δؔ܎ͱɺϑϥοτͳؔ܎Λ໨ࢦ͢

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΋ͬͱڠௐ͢ΔͨΊʹ΍͍ͬͯΔ۩ମతͳऔΓ૊Έ ܖ໿ͱใु ڞಉͰ࡞ۀ͢ΔϑΣʔζ ؔ܎ͮ͘Γ ৴པ͋͠͏ϑϥοτͳؔ܎ ಉ౳ʹޠΕΔཧղ ຊؾͰऔΓ૊Ή໨ඪ ΋ͬͱڠௐ

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΋ͬͱڠௐ͢ΔͨΊʹ΍͍ͬͯΔ۩ମతͳऔΓ૊Έ ܖ໿͸ڠௐΛअຐ͢Δ΋ͷͰ͸ͳ͘ ٯʹαϙʔτͯ͘͠ΕΔ΋ͷʹͪ͠Ό͏ ʮܖ໿ͱใुʯ

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ʮܖ໿ަবΑΓ΋ސ٬ͱͷڠௐΛʯ ʮڠௐͱϏδωεΠϯύΫτΛੜΈग़͢ܖ໿Λʯ

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࡫݈ଠ ΋ͬͱʂ ʮܖ໿ަবΑΓ΋ސ٬ͱͷڠௐΛʯ ʙڠௐΛॿ͚Δܖ໿ͱؔ܎ͮ͘Γʙ