{"id":2878,"date":"2024-10-08T14:56:00","date_gmt":"2024-10-08T17:56:00","guid":{"rendered":"https:\/\/www.economicas.uba.ar\/graduados\/?p=2878"},"modified":"2024-10-24T16:42:54","modified_gmt":"2024-10-24T19:42:54","slug":"negociacion-persuasion-y-halloween","status":"publish","type":"post","link":"https:\/\/economicas.uba.ar\/graduados\/negociacion-persuasion-y-halloween\/","title":{"rendered":"NEGOCIACI\u00d3N: PERSUASI\u00d3N Y HALLOWEN"},"content":{"rendered":"\n

En la asignatura Negociaci\u00f3n estudiamos la persuasi\u00f3n, y c\u00f3mo, a trav\u00e9s de la comunicaci\u00f3n, se puede influir en las creencias, actitudes o comportamientos de una persona, con el fin de negociar con \u00e9xito. Hace unas semanas, un alumno me pregunt\u00f3 si, adem\u00e1s de las palabras, existen otras maneras de persuadir, y m\u00e1s precisamente: \u201cProfesor: \u00bfUn objeto inanimado puede condicionar nuestras acciones?\u201d<\/em> <\/p>\n\n\n\n

A continuaci\u00f3n, veremos c\u00f3mo un espejo, un simple cuadro, o una imagen, pueden persuadirnos y modificar nuestro comportamiento.<\/p>\n\n\n\n

El Espejo. <\/strong>El espejo es un objeto que persuade a comportarnos de manera correcta, o al menos, no en contra de nuestros valores y principios. Las estad\u00edsticas indican que un espejo evita robos hormiga en los locales, y tiene un resultado, con relaci\u00f3n al condicionamiento de la conducta, parecido al de las c\u00e1maras de seguridad.<\/p>\n\n\n\n

Los ascensores espejados son tratados mejor que los que no tienen espejos, y los ba\u00f1os p\u00fablicos (\u00a1o los de la facultad!) con pocos espejos, suelen ser menos cuidados por los usuarios.<\/p>\n\n\n\n

Un original estudio del cient\u00edfico Arthur Beaman describe c\u00f3mo el objeto espejo<\/em> nos lleva a adoptar conductas socialmente m\u00e1s correctas. El estudio se realiz\u00f3 un d\u00eda de Halloween con 363 ni\u00f1os en 18 casas distintas en Seattle, Washington. Como es de p\u00fablico conocimiento, en Halloween los ni\u00f1os pasan disfrazados casa por casa y los vecinos les regalan golosinas.<\/p>\n\n\n\n

Escena 1. <\/strong>Cuando tocaban a la puerta, los ni\u00f1os eran recibidos por un adulto que les indicar\u00eda que deb\u00edan pasar a una habitaci\u00f3n donde estaban los dulces. El due\u00f1o de casa les ped\u00eda a los ni\u00f1os que tomaran un solo dulce, ya que habr\u00eda otros chicos pasando esa noche por all\u00ed y no quer\u00eda quedarse sin golosinas para los dem\u00e1s. A la vez, hab\u00eda una mirilla en la que se pod\u00eda observar el comportamiento de un ni\u00f1o solo en una habitaci\u00f3n, llena de chocolates y caramelos, con la indicaci\u00f3n de que pod\u00eda tomar \u00fanicamente un dulce. El 67 % cumpl\u00eda la consigna, pero un 33% de los ni\u00f1os omit\u00eda la orden, y se guardaba varias golosinas<\/strong>.<\/p>\n\n\n\n

Escena 2. <\/strong>Como una segunda parte de la investigaci\u00f3n, tambi\u00e9n enviaban a los ni\u00f1os una sala aparte, con la indicaci\u00f3n de tomar un solo dulce, con la diferencia que en el cuarto hab\u00eda un espejo grande<\/strong> colocado en 90 grados, en el que los chicos se ver\u00edan permanentemente reflejados. La escena era exactamente igual a la anterior, con el agregado de un espejo. En este caso, los investigadores notaron que la tasa de ni\u00f1os que hab\u00edan tomado m\u00e1s de un caramelo hab\u00eda bajado notoriamente: solo el 8% agarraba m\u00e1s de una golosina.<\/strong><\/p>\n\n\n\n

Evidentemente los ni\u00f1os, al verse en el espejo, se comportan mejor y esto se debe a que su reflejo los obliga a seguir una coherencia con sus propios valores. Vernos nosotros mismos haciendo algo que no corresponde, nos invita a reflexionar.<\/p>\n\n\n\n

As\u00ed que ya sabe: adem\u00e1s de quedar bien y decorar, los espejos tienen una funci\u00f3n persuasiva.<\/p>\n\n\n\n

Como vemos, no s\u00f3lo podemos persuadir con la palabra, sino que nuestro comportamiento tambi\u00e9n puede estar condicionado por objetos inanimados, y tal como indicaba el prestigioso artista franc\u00e9s Nicolas Poussin: \u201cLos colores en la pintura est\u00e1n para persuadir a los ojos.\u201d<\/em><\/p>\n\n\n\n

\n

Juan Ordeix <\/strong><\/p>\n\n\n\n

Doctor en Administraci\u00f3n FCE-UBA<\/strong><\/p>\n\n\n\n

Profesor Asociado FCE-UBA Asignatura: Negociaci\u00f3n<\/strong><\/p>\n\n\n\n

Director del Centro de Negociaci\u00f3n y Comunicaci\u00f3n Organizacional (CINCO)<\/strong><\/p>\n<\/div><\/div>\n\n\n\n

<\/p>\n","protected":false},"excerpt":{"rendered":"

En la asignatura Negociaci\u00f3n estudiamos la persuasi\u00f3n, y c\u00f3mo, a trav\u00e9s de la comunicaci\u00f3n, se puede influir en las creencias, actitudes o comportamientos de una persona, con el fin de<\/p>\n","protected":false},"author":7,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_joinchat":[],"footnotes":""},"categories":[1],"tags":[],"class_list":["post-2878","post","type-post","status-publish","format-standard","hentry","category-novedades"],"yoast_head":"\nNEGOCIACI\u00d3N: PERSUASI\u00d3N Y HALLOWEN - Graduados FCE<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/economicas.uba.ar\/graduados\/negociacion-persuasion-y-halloween\/\" \/>\n<meta property=\"og:locale\" content=\"es_ES\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"NEGOCIACI\u00d3N: PERSUASI\u00d3N Y HALLOWEN - 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