100% found this document useful (34 votes)
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Mobility

This document is the acknowledgments section of a book on human performance and injury prevention. The author expresses gratitude to the many people who have contributed to their knowledge and experience over thousands of conversations and training hours. Like the famous discus thrower Al Oerter, the author feels they could not have written this book without the support and insights provided by their coaches and training partners over their career. The book represents not just the author's own experiences but a synthesis of knowledge gained from many individuals.

Uploaded by

Alvaro Salazar
Copyright
© © All Rights Reserved
Available Formats
Download as PDF, TXT or read online on Scribd
100% found this document useful (34 votes)
10K views

Mobility

This document is the acknowledgments section of a book on human performance and injury prevention. The author expresses gratitude to the many people who have contributed to their knowledge and experience over thousands of conversations and training hours. Like the famous discus thrower Al Oerter, the author feels they could not have written this book without the support and insights provided by their coaches and training partners over their career. The book represents not just the author's own experiences but a synthesis of knowledge gained from many individuals.

Uploaded by

Alvaro Salazar
Copyright
© © All Rights Reserved
Available Formats
Download as PDF, TXT or read online on Scribd
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