Desde que nascemos, a maneira como as pessoas reagem ao nosso comportamento vai sendo armazenada na mente em forma de lições aprendidas. Essas lições atuam no sentido de reforçar ou reprimir nossa conduta, muitas vezes acompanhadas por uma forte carga emocional. As lições se transformam em crenças, a partir das quais moldamos nosso comportamento e a forma de ver o mundo.
Uma crença, portanto, é “qualquer princípio orientador, máxima, fé ou paixão que proporcione significado e direção à nossa vida”. As crenças mais fortes são adquiridas na infância, afetando uma grande parte ou, às vezes, toda a vida adulta. Assim, se alguém ouve repetidamente a afirmação de que é desastrado, pode acabar aceitando isso como verdade e formar a crença: "sou desastrado". A partir de então, qualquer ação atrapalhada, mesmo aquela que possa ser cometida por qualquer pessoa, acaba reforçando sua crença, levando o indivíduo a aceitar-se dessa maneira e a cometer mais atos desastrados.
Crenças limitantes podem influenciar o resultado de uma negociação. Se um negociador acredita que “vendedores sempre enganam as pessoas”, ao ouvir uma declaração que o deixe em dúvida sobre a honestidade da parte com quem está negociando, ele provavelmente distorcerá negativamente a informação percebida, a fim de que sua crença se justifique, mesmo que o outro lado tenha a melhor das intenções. Essa distorção fará com que ele forme modelos mentais ― ou visões de mundo ― distantes da realidade.
Ao acreditar que as lições aprendidas, relacionadas no final desta série de artigos, podem efetivamente desenvolver suas habilidades como negociador, você estará dando um grande passo para reforçar ou reciclar suas crenças, alterando a forma como constrói seus modelos mentais.
Como crenças são convicções arraigadas profundamente em um indivíduo, moldados por forte carga emocional, se quisermos influenciar alguém não podemos, em hipótese nenhuma, atacar frontalmente suas crenças, pois isso provoca o aparecimento de uma série de mecanismos de defesa, levando-o a distorcer, generalizar ou eliminar o significado de nossas palavras.
As crenças somente são alteradas se o próprio indivíduo, e somente ele, convencer-se de que as opiniões adotadas em relação a determinado assunto devem ser modificadas. Essa particularidade da natureza humana é importante para selecionar as técnicas de influência que empregamos em negociações e na resolução de conflitos interpessoais.
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