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首页 The art of the deal 交易的艺术

The art of the deal 交易的艺术 .pdf

The art of the deal 交易的艺术

考研英语张鹏辉
2017-06-02 0人阅读 举报 0 0 0 暂无简介

简介:本文档为《The art of the deal 交易的艺术 pdf》,可适用于领域

AlsobyDonaldjTrumpSurvivingattheTopTheArtoftheComebackTheAmericaWeDeserveHowtoGetRichThinkLikeaBillionaireBookspublishedbyTheRandomHousePublishingGroupareavailableatquantitydiscountsonbulkpurchasesforpremium,educational,fundraising,andspecialsalesuseFordetails,pleasecallTHEARTOFTHEDEALDONALDJTRUMPwithTONYSCHWARTZBALLANTINEBOOKSNEWYORKIeSaleofthisbookwithoutafrontcovermaybeunauthorizedIfthisbookiscoverless,itmayhavebeenreportedtothepublisherasunsoldordestroyedandneithertheauthornorthepublishermayhavereceivedpaymentforitTheArtoftheDealisacommonsenseguidetopersonalfinanceTomyparentsFredandMaryTrumpInpracticaladvicebooks,asinlife,therearenoguarantees,andreadersarecautionedtorelyontheirownjudgmentabouttheirindividualcircumstancesandtoactaccordinglyABallantineBookPublishedbyTheRandomHousePublishingGroupCopyrightcopybyDonaldJTrumpAllrightsreservedunderInternationalandPanAmericanCopyrightConventionsPublishedintheUnitedStatesbyBallantineBooks,animprintofTheRandomlousePublishingGroup,adivisionofRandomHouse,Inc,NewYork,andsimultaneouslyinCanadabyRandomHouseofCanadaLimited,TorontoBallantineandcolophonareregisteredtrademarksofRandomHouse,IncwwwballantinebookscomISBNManufacturedintheUnitedStatesofAmericarFirstEdition:FirstMassMarketEdition:JanuaryOPMAcknowledgmentsIowespecialthankstoseveralpeoplewhomadeitpossibleformetocompletethisbookinthefaceofmyotherresponsibilitiesIvanaTrump,mywonderfulwife,andmythreechildrenwereunderstandingaboutthemanyweekendsthatIspentworkingonthebookSiNewhousefirstcametomeandconvincedmetodoabookdespitemyinitialreluctanceHowardKaminsky,PeterOsnos,andmanyothersatRandomHousehavebeenenthusiastic,energeticsupportersofthebookTonySchwartzwishestothankthemanypeoplewhogavegenerouslyoftheirtime,inparticular,RobertTrump,DerScutt,NickRibis,BlancheIContentsSprague,NormanLevine,HarveyFreeman,TonyGliedman,AlGlasgow,JohnBarry,andDanCooperFortyping,photocopying,copyediting,research,andfactchecking,thankstoRuthMullen,GailOlsen,AdinaWeinstein,DeborahImmergut,andNancyPalmerWithoutNormaFoerderer,sweetNorma,runninginterferenceforme,InevercouldhavegottenthetimeandaccessIneededMyagent,KathyRobbins,isthebestatwhatshedoes,butalsomuchmore:editor,cheerleader,confidanteEdKosner,theextraordinaryeditorofNewYork,haslongbeenasourceofideas,inspirationandsagecounselMychildren,KateandEmily,areajoy,achallenge,andaninspirationMywife,Deborah,isthemostsupportivepersonI#veeverknown,myfirsteditor,mybestfriend,andaftertenyearsstilltheloveofmylifeAcknowledgmentsixDealing:AWeekintheLife#rumpCards:TheElementsoftheDealGrowingUpTheCincinnatiKid:PrudencePaysSTheMovetoManhattanGrandHotel:RevivingndStreetTrumpTower:TheTiffanyLocationrGaming:TheBuildingontheBoardwalkWynnFall:TheBattleforHiltonLowRent,HighStakes:TheShowdownonCentralParkSouthLongShot:TheSpringandFalloftheUSFLIceCapades:RebuildingWollmanRinkComeback:AWestSideStoryTheWeekThatWas:HowtheDealsCameOutIndexDEALINGAWeekintheLifeDON#TdoitforthemoneyI#vegotenough,muchmorethanI#lleverneedIdoittodoitDealsaremyartformOtherpeoplepaintbeautifullyoncanvasorwritewonderfulpoetryIlikemakingdeals,preferablybigdealsThat#showIgetmykicksMostpeoplearesurprisedbythewayIworkIplayitverylooseIdon#tcarryabriefcaseItrynottoscheduletoomanymeetingsIleavemydooropenYoucan#tbeimaginativeorentrepreneurialifyou#vegottoomuchstructureIprefertocometoworkeachdayandjustseewhatdevelopsThereisnotypicalweekinmylifeIwakeupmostITRUMP:THEARTOFTHEDEALmorningsveryearly,aroundsix,andspendthefirsthourorsoofeachdayreadingthemorningnewspapersIusuallyarriveatmyofficebynine,andIgetonthephoneThere#srarelyadaywithfewerthanfiftycalls,andoftenitrunstooverahundredInbetween,IhaveatleastadozenmeetingsThemajorityoccuronthespurofthemoment,andfewofthemlastlongerthanfifteenminutesIrarelystopforlunchleavemyofficebysixthirty,butIfrequentlymakecallsfromhomeuntilmidnight,andallweekendlongItneverstops,andIwouldn#thaveitanyotherwayItrytolearnfromthepast,butIplanforthefuturebyfocusingexclusivelyonthepresentThat#swherethefunisAndifitcan#tbefun,what#sthepointMONDAY:AMMyfirstcallistoAlan(Ace)Greenberg,onthetradingfloorofBearSterns,amajorWallStreetinvestmentbankingfirmAlanistheCEOofBearStems,he#sbeenmyinvestmentbankerforthepastfiveyears,andhe#sthebestthereisTwoweeksago,webeganbuyingstockinHolidayInnsItwassellinginthesAsofthismorning,Alantellsme,Iownjustoveronemillionshares,orslightlymorethanpercentofthecompanyThestockclosedFridayat$ashare,mostly,Alansays,becausewordisoutonthestreetthatI#vebeenabigbuyer,andthere#sspeculationIamplanningarunatthecompanyDealing:AWeekintheLifeThetruthisI#mkeepingmyoptionsopenImayultimatelygoforcontrolofHoliday,whichIthinkissomewhatundervaluedAtthecurrentstockprice,Icouldgetcontrolforlessthan$billionHoliday#sthreecasinohotelscouldbeworthnearlythatmuchandthecompanyownsanother,hotelroomsbesidesAsecondoption,ifthestockpricegoeshighenough,istosellmystakeandtakeaveryniceprofitIfIdidthattoday,I#dalreadybeupabout$millionThethirdpossibilityisthatHolidaymayeventuallyoffertobuybackmyshares,atapremium,simplytogetridofmeIfthepremiumisbigenough,I#llsellInanycase,Ienjoyseeingthelengthstowhichbadmanagementsgotopreservewhattheycalltheirindependencewhichreallyjustmeanstheirjobs:AmtAbrahamHirschfeldcallsme,lookingforadviceAbeisasuccessfulrealestatedeveloperbuthewantstobeapoliticianUnfortunatelyforAbe,he#safarbetterdeveloperthanpoliticianThisfall,AbetriedtorunforlieutenantgovernoragainstGovernorCuomo#shandpickedcandidate,StanLundineCuomoledacourtfighttogetHirschfeldofftheballotontechnicalgrounds,andsureenough,halfwayintothecampaign,thecourtruledHirschfeldoutAbeknowsI#mfriendlywiththegovernor,andhewantsmyadvicenowonwhetherheshouldendorseCuomoorswitchpartiesandendorseCuomo#sopponentItellhimit#sanocontestquestionstickwithawinnerandagoodguyatthatTRUMP:THEARTOFTHEDEALWesetameetingforThursday:AMIcallDonImustothankhimImushasoneofthemostsuccessfulradioshowsintheUnitedStatesonWNBC,andbe#sbeenhelpingtoraisemoneyfortheAnnabelHillfundI#mamazedathowthishassnowballedintosuchamediaeventItbeganlastweekwhenIsawanationalnewsreportbyTomBrokawaboutthisadorablelittleladyfromGeorgia,MrsHill,whowastryingtosaveherfarmfrombeingforeclosedHersixtysevenyearsoldhusbandhadcommittedsuicideafewweeksearlier,hopinghislifeinsurancewouldsavethefarm,whichhadbeeninthefamilyforgenerationsButtheinsuranceproceedsweren#tnearlyenoughItwasaverysadsituation,andIwasmovedHerewerepeoplewho#dworkedveryhardandhonestlyalltheirlives,onlytoseeitallcrumblebeforethemTome,itjustseemedwrongThroughNBCIwasputintouchwithawonderfulguyfromGeorgianamedFrankArgenbright,who#dbecomeveryinvolvedintryingtohelpMrsHillFrankdirectedmetothebankthatheldMrsHill#smortgageThenextmorning,IcalledandgotsomevicepresidentonthelineIexplainedthatIwasabusinessmanfromNewYork,andthatIwasinterestedinhelpingMrsHillHetoldmehewassorry,butthatitwastoolateTheyweregoingtoauctionoffthefarm,hesaid,andnothingornooneisgoingtostopitThatreallygotmegoingIsaidtotheguy:YouDealing:AWeekintheWelistentomeIfyoudoforeclose,I#llpersonallybringalawsuitformurderagainstyouandyourbank,onthegroundsthatyouharassedMrsHill#shusbandtohisdeathAllofasuddenthebankofficersoundedverynervousandsaidhe#dgetrightbacktomeSometimesitpaystobealittlewildAnhourlaterIgotacallbackfromthebanker,andhesaid,Don#tworry,we#regoingtoworkitout,MrTrumpMrsHillandFrankArgenbrighttoldthemedia,andthenextthingIknew,itwastheleadstoryonthenetworknewsBytheendoftheweek,we#draised$,Imusaloneraisedalmost$,byappealingtohislistenersAsaChristmaspresenttoMrsHillandherfamily,we#vescheduledamortgageburningceremonyforChristmasEveintheatriumofTrumpTowerBythen,I#mconfident,we#llhaveraisedallthemoneyI#vepromisedMrsHillthatifwehaven#t,I#llmakeupanydifferenceItellImushe#sthegreatest,andIinvitehimtobemyguestonedaynextweekatthetennismatchesattheUSOpenIhaveacourtsideboxandIusedtogomyselfalmosteverydayNowI#msobusyImostlyjustsendmyfriends:AMHarryUsher,thecommissioneroftheUnitedStatesFootballLeague,callsLastmonth,thejuryintheantitrustsuitwebroughtagainsttheNationalFootballLeagueruledthattheNFLwasamonopoly,butawardedusonlytokendamagesofonedollarI#vealreadyletthebetterplayersonmyteam,theTRUMP:THEARTOFTHEDEALNewJerseyGenerals,signwiththeNFLButtherulingwasridiculousWeargueabouttheapproachweshouldtakeIwanttobemoreaggressiveWhatworriesme,IsaytoHarry,isthatnooneispushinghardenoughonanappeal:noonGerrySchoenfeld,headoftheShubertOrganization,thebiggestBroadwaytheaterowners,callstorecommendawomanforajobasanofficeadministratorHetellsmethewomanspecificallywantstoworkforDonaldTrump,andIsayshe#scrazybutI#llbehappytoseeherWetalkalittleaboutthetheaterbusiness,andItellGerryI#mabouttotakemykidstoseeCats,oneofhisshows,forasecondtimeHeasksifI#mgettingmyticketsthroughhisofficeItellhimthatIdon#tliketodothatsortofthingDon#tbesilly,hesaysWehaveawomanherewhosejobitistohandleticketsforourfriendsHere#shernumberDon#thesitatetocallIt#sanicegesturefromaveryniceguy:PMAnthonyGliedmanstopsbytodiscusstheWollmanRinkprojectGliedmanwashousingcommissionerunderEdKochAtthetimewefoughtalot,andeventhoughIendedupbeatinghimincourt,IalwaysthoughthewasbrightIdon#tholditagainstpeoplethattheyhaveopposedmeI#mjustlookingtohirethebesttalent,whereverIcanfinditDealing:AWeekintheLifeTonyhasbeenhelpingtocoordinatetherebuildingoftheWollmanSkatingRinkinCentralPark,aprojectthecityfailedatsomiserablyforsevenyearsInJuneIofferedtodothejobmyselfNowwe#reaheadofschedule,andTonytellsmethathe#ssetupapressconferenceforThursdaytocelebratethelastimportantstepinconstruction:pouringtheconcreteItdoesn#tsoundlikemuchofanewseventtome,andIaskhimifanyoneislikelytoshowupHesaysatleastadozennewsorganizationshaveRSVPdyesSomuchformynewsjudgment:PMIgetdeposedinalawsuitwe#vebroughtagainstacontractoronTrumpTowerHalfwayintothejobwehadtofirethecompanyfortotalincompetence,andwe#resuingfordamagesIhatelawsuitsanddepositions,butthefactisthatifyou#reright,you#vegottotakeastand,orpeoplewillwalkalloveryouInanycase,there#snowayIcouldavoiddepositions,evenifIneverbroughtalawsuitmyselfNowadays,ifyournameisDonaldTrump,everyoneintheworldseemstowanttosueyou:PMIaskNormaFoerderer,myexecutiveassistantandthepersonwhokeepsmylifeorganized,tobringmelunch:acanoftomatojuiceIrarelygoout,becausemostly,it#sawasteoftime:PMIputinacalltoSirCharlesGoldstein:he#sout,andIleaveamessageHe#sasuccessfulrealTRUMP:THEARTOFTHEDEALestateattorney,butnotoneofmyfavoritesI#mprettysureCharlieGoldsteinisfromtheBronx,buthe#saverypompousguyandhasatendencytoactlikeroyalty,soIcallhimSirCharlesOvertheweekend,IheardthatLeeIacoccahadhiredSirCharlestorepresenthimonadealinPalmBeachwhereLeeandIintendtobepartnersLeehadnowayofknowingaboutmypastexperiencewithSirCharlesAwhileback,Iwasinthemiddleofmakingadealwithaguywhoneededanattorney,andIrecommendedSirCharlesThenextthingIknew,SirCharleswasrecommendingtohisclientthathenotmakethedealwithmeIcouldn#tbelieveit!ThisdealistobuytwocondominiumtowersinthePalmBeachareaIownahouseinPalmBeachaspectacularplacecalledMaraLagoandonedaylastwinter,whenIwasdownfortheweekend,IwentouttohavelunchwithsomefriendsOntheway,apairofbeautifulgleamingwhitetowerscaughtmyeyeImadeacoupleofcallsItturnedoutthey#dbeenbuiltforabout$millionandamajorNewYorkbankhadjustforeclosedonthedevelopersThenextthingIknewIwasmakingadealtobuytheprojectfor$millionAmutualfriend,WilliamFugazy,firstmentionedthatLeeandIshoulddoarealestatedealtogetherIthinkLeeisanextraordinarybusinessmanwhohasdonewondersinturningChrysleraround,andIalsolikehimagreatdealpersonallySoonethingledtoanotherandwebegantalkingaboutthetowersIt#sasubstantialinvestment,andI#mnotcertainLeeisDealing:AWeekintheLifeabsolutelysureyetthathewantstogoforwardIfthat#sthecase,itoccurstome,he#sdonetheperfectthingbyhiringanattorneyIdon#tlikeAndthat#spreciselywhatIintendtotellSirCharleswhenhecallsmeback:PMIcallmysister,MaryanneBarry,todiscussarecentdecisioninalawsuitwearecontestinginAtlanticCityMaryanneisafederalcourtjudgeinNewJersey,andherhusband,John,isatalentedattorneyIhaveusedonmanyoccasionsCanyoubelievetheyruledagainstusIaskherMaryanneisverysmart,sheobviouslyknowsalotmoreaboutthelawthanIdo,andshe#sassurprisedasIamItellherthatI#vearrangedtohaveallthematerialsfromthecasesenttoJohnimmediately,becauseIwanthimtohandletheappeal:PMIgotoourconferenceroomtolookatslidesofpotentialChristmasdecorationsfortheatriuminTrumpTowerThespectacularsixstorymarbleatriumhasbecomeoneoftheleadingtouristattractionsinNewYorkCityMorethan,peopleaweekcomefromallovertheworldtoseeitandshopinit,andit#snowasymboloftheThumpOrganizationThat#swhyIstillgetinvolvedindetailslikewhatChristmasdecorationsweshoulduseIdon#tlikemostofwhatI#mshownFinally,Iseeahugeandmagnificentgoldwreathfortheentrancetothebuilding,anddecideweshouldusejustthatSometimesnotoften,butsometimeslessismoreTRUMP:THEARTOFTHEDEAL:PMNicholasRibis,aNewJerseyattorneywhohandledthelicensingofbothmyAtlanticCitycasinos,callstosayhe#sabouttoleaveforSydney,AustraliatopursueadealI#mconsideringHetellsmeit#satwentyfourhourflight,andItellhimI#mverygladhe#sgoinginsteadofmeThedeal,however,maybeworththetripThegovernmentofNewSouthWalesisinthemidstofchoosingacompanytobuildandoperatewhattheyenvisionastheworld#slargestcasinoWe#reafrontrunnerforthejob,andNickisgoingovertomeetwiththekeygovernmentpeopleHetellsmehe#llcallfromAustraliaassoonashehasanynews:PMIcallHenryKanegsberg,theNBCexecutiveinchargeofchoosinganewsiteforthenetwork#sheadquartersWe#vebeencourtingNBCformorethanayear,tryingtogetthemtomovetoourWestSideyardssiteseventyeightacresalongtheHudsonRiverthatIboughtayearagoandonwhichI#veannouncedplanstobuildtheworld#stallestbuildingIknowHenryhasjustbeenshownourlatestplansforthesite,andI#mfollowingupImentionthatBloomingdale#sisdyingtobecometheanchorstoreinourshoppingcenter,whichwillgiveitrealprestigeIalsotellhimthecityseemsveryexcitedaboutourlatestplansThenIsayweexpecttogetourpreliminaryapprovalsinthenextseveralmonthsKanegsbergseemsenthusiasticBeforeIgetoff,IalsoputinaplugforNBC#slocatingitsofficesintheDealing:AWeekintheLifeworld#stallestbuildingThinkaboutit,IsayIt#stheultimatesymbol:PMMynineyearoldson,Donny,callstoaskwhenI#llbehomeIalwaystakecallsfrommykids,nomatterwhatI#mdoingIhavetwoothersIvanka,six,andEric,threeandastheygetolder,beingafathergetseasierIadorethemall,butI#veneverbeengreatatplayingwithtoytrucksanddollsNow,though,Donnyisbeginningtogetinterestedinbuildingsandrealestateandsports,andthat#sgreatItellDonnyI#llbehomeassoonasIcan,butheinsistsonatimePerhapshe#sgotmygenes:thekidwon#ttakenoforananswer:PMAfterseveralmorecalls,IleavetheofficeandtaketheelevatorupstairstomyapartmentintheresidentialpartofTrumpTowerOfcourse,IhaveatendencytomakeafewmorecallswhenIgethomeTUESDAY:AMIcallIvanBoeskyBoeskyisanarbitrageur,butheandhiswifearealsothemajorityownersoftheBeverlyHillsHotelandI#vejustreadthathe#sdecidedtosellitIhavenoideawhenIcallthatjusttwoweeksfromnowBoeskywillpleadguiltytoinsidertrading,andthattherealreasonhe#seagertosellthehotelisthatheneedstoraisecashfastTRUMP:THEARTOFTHEDEALMyideaistohireSteveRubellandIanSchrager,thecreatorsofStudioandthePalladium,toruntheBeverlyHillsHotelformeSteve#sanincrediblepromoter,andhe#dmakethehotelhotashellagainIgetBoeskyandtellhimI#mveryinterestedHetellsmeMorganStanleyandCompanyishandlingthedeal,andIwillgetacallfromtheirpeopleshortlyIlikeLosAngelesIspentalotofweekendsthereduringthes,andIalwaysstayedattheBeverlyHillsButIwon#tletmypersonalpreferencesaffectmybusinessjudgmentMuchasIlikethehotel,I#minterestedinitonlyifIcangetitforamuchbetterpricethanthey#renowasking:AMAlanGreenbergcallsWe#veboughtanother,sharesofHoliday,andthestockisupanotherpointandahalfTradingisveryactiveItellAlanI#veheardthatthetopguysatHolidayareinapanicandthatthey#reholdingemergencymeetingstodiscusshowtoreacttomeAlansaysthathethinksHolidaywillenactsomekindofpoisonpillasawayoffendingoffanyattemptsImakeatahostiletakeoverOurcalllastslessthantwominutesThat#sonethingIloveaboutAlan:heneverwastestime:AMImeetwiththecontractorsinchargeofbuildingmy,spaceparkinggarageandtransportationcenteracrossthestreetfromTrumpPlazaontheBoardwalkinAtlanticCityIt#sa$millionjob,andDealing:AWeekintheLifethey#reheretogivemeaprogressreportTheytellmewe#reonscheduleandunderbudgetThegaragewillbereadyintimeforMemorialDay,thebiggestweekendoftheyearinAtlanticCityandit#sgoingtoincreaseourbusinessenormouslyRightnowwearedoingwellwithvirtuallynoparkingThenewlotislocatedattheendofthemainroadleadingtotheBoardwalk,andit#sconnectedbyawalkwaytoourcasinoAnyonewhoparksinthegaragefunnelsdirectlyintoourfacility:AMImeetwithatopNewYorkhankeratmyofficeHe#scometotrytosolicitbusiness,andwehaveageneraltalkaboutdealsI#mconsideringIt#sfunnywhat#shappened:bankersnowcometome,toaskifImightbeinterestedinborrowingtheirmoneyTheyknowasafebet:PMNormacomesinandtellsmethatwehavetoswitchtheWolimanRinkpressconferencefromThursdaytoWednesdayHenryStern,theNewYorkCityparkscommissioner,hasaconflict:onThursdayheisalsoscheduledtodedicateanewCentralParkplaygroundontheUpperWestSide,underwrittenbyDianaRoss,thesingerTheproblemisthatthere#snowaywecanmoveourconcretepouring,whichwaswhywecalledthepressconferenceinthefirstplaceButwhatthehellI#llwingitandthingswillworkoutI#mreluctanttogiveHenryahardtimeLastweek,mysecurityforcerefusedtolethimintoWolimanwithoutmywrittenTRUMP:THEARTOFTHEDEALpermissionThiswastakinggoodsecurityasteptoofarAsyoucanimagine,Henrywasn#tthrilled:PMJackMitnik,myaccountant,callstodiscussthetaximplicationsofadealwe#redoingIaskhimhowbadhethinksthenewfederaltaxlawisgoingtobeforrealestate,sinceiteliminatesalotofcurrentrealestatewriteoffsTomysurprise,Mitniktellsmehethinksthelawisanoverallplusforme,sincemuchofmycashflowcomesfromcasinosandcondominiumsandthetoptaxrateonearnedincomeisbeingdroppedfromtopercentHowever,Istillbelievethelawwillbeadisasterforthecountry,sinceiteliminatestheincentivestoinvestandbuildparticularlyinsecondarylocations,wherenobuildingwilloccurunlessthereareincentives:PMItellNormatocallJohnDanforth,theRepublicansenatorfromMissouriIdon#tknowDanforthpersonally,buthe#soneofthefewsenatorswhofoughthardagainstthenewtaxbillIt#sprobablytoolate,butIjustwanttocongratulatehimonhavingthecourageofhisconvictions,eventhoughitmightcosthimpoliticallyDanforthisn#tin,buthissecretarysayshe#llcallback:PMNormaseesanopeningbetweencalls,andshecomesintoaskmeaboutseveralinvitationsDaveWinfield,theNewYorkYankeeoielder,hasDealing:AWeekintheLifeaskedmetobethechairmanofadinnertobenefithisfoundation,whichfightsdrugabuseI#malreadychairingtwodinnersthismonth,oneforUnitedCerebralPalsyandtheotherforthePoliceAthleticLeagueIdon#tkidmyselfaboutwhyI#maskedtospeakatorchairsomanyeventsIt#snotbecauseI#msuchagreatguyThereasonisthatthepeoplewhoruncharitiesknowthatI#vegotwealthyfriendsandcangetthemtobuytablesIunderstandthegame,andwhileIdon#tliketoplayit,thereisnogracefulwayoutHowever,I#vealreadyhitupmyfriendstwicethismonth,andthere#sonlysomanytimesyoucanaskpeopletodonate$,foratableItellNormatoturnWinfielddown,withregretsTheotherinvitationisfromtheYoungPresident#sOrganization,askingmetospeakatadinnerthey#rehavingYPOadmitsb

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