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Teacher Training Manual -1

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The ideas and opinions expressed in this work are those of the author and do not necessarly reflect
UNESCO’’s point of view.

Editorial coordination: Antonella Verdiani, UNESCO ED/PEQ/PHR

UNESCO, United Nation Educational Scientific and Cultural Organization (http://www.unesco.org).


INEE, the Inter-Agency Network for Education in Emergencies, is an open network of UN agencies, NGOs,
donors, practitioners, researchers and individuals from affected populations working together to ensure
the right to education in emergencies and post-crisis reconstruction (www.ineesite.org).
Published in 2005 by the United Nations Educational, Scientific and Cultural Organization
7 Place de Fontenoy
75352 Paris 07 SP –– France
ED––2005/WS/55 //cld 24859

© UNESCO –– INEE, November 2005


Printed in France
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