6Yb^c^higZVhj_Z[Z

edg?d]c?#<VWVggdn?d]cE#@diiZg

:cZgd'%%*
GZ^begZh^‹cg%*%&_"Z
 =VXZjcXjVgidYZh^\ad!?d]c<VWVggdn?d]c@diiZg^cigdYj_ZgdcjcedYZgdhd
eg^hbVcjZkdVigVk‚hYZaXjVab^gVgaVgZaVX^‹cZ_ZXji^kd"_Z[Z/jcdfjZgZXdcdX†VaV
YZeZcYZcX^VbjijVYZadheVgi^X^eVciZh#
:a]ZX]dZhfjZadh_Z[ZhcZXZh^iVcYZaVXddeZgVX^‹c!XdcÅVW^a^YVYn]dcZhi^YVY
YZhjhhjWdgY^cVYdhY^gZXidh#AdhZ_ZXji^kdh!edghjeVgiZ!YZeZcYZcYZadh_Z[Zh
eVgVXdcZXiVghZXdcZagZhidYZaVZbegZhV!ZhiVWaZXZgeg^dg^YVYZhndWiZcZggZXjg"
hdhXg†i^Xdh#H^aVgZaVX^‹cZcigZjhiZYnhj_Z[ZZhXdbea^XVYV!ZcidcXZhZhjhiZY
fj^ZcYZWZXdbZcoVgV\Zhi^dcVgaV#8jVcYdhZidbVZai^ZbedeVgVXjai^kVgjcV
gZaVX^‹cYZigVWV_degdYjXi^kV¸ZciZcY^ZcYdaVh[dgiVaZoVh!YZW^a^YVYZh!eg^dg^YVYZh
nZhi^adYZigVWV_dYZa_Z[Z¸idYdh\VcVc#
:cadh'*VŠdhYZhYZfjZ[jZejWa^XVYd!ZhiZVgi†XjadkZgYVYZgVbZciZ]VbZ_d"
gVYdaVeg{Xi^XVYZabVcV\ZbZci#HjhXdchZ_dhh^beaZheZgdedYZgdhdh]VcXVb"
W^VYdaV[dgbVZcfjZaVheZghdcVhigVWV_Vc!]VcediZcX^VYd^cXdciVWaZhgZaVX^dcZh
ZcigZZ_ZXji^kdhn_Z[Zhn]VcbZ_dgVYdZaYZhZbeZŠdYZbVcZgVhfjZhZgZÆZ_Vc
ZcaVa†cZVYZgZhjaiVYdh#6adaVg\dYZadhVŠdh!hZ]VkjZaidjciZmidW{h^XdZcZh"
XjZaVhYZcZ\dX^dhnegd\gVbVhXdgedgVi^kdhYZXVeVX^iVX^‹cVagZYZYdgYZabjcYd#

6Yb^c^higZVhj_Z[Z
edg?d]c?#<VWVggdn?d]cE#@diiZg

E
VgVbjX]VheZghdcVh!aV[gVhZºVY"
b^c^higZ V hj _Z[Z» edYg†V hdcVg
H^jhiZY[dg_VaVodh ^cjhjVa d hdheZX]dhV# 9ZW^Yd Va
‚c[Vh^higVY^X^dcVaYZVgg^WV]VX^VVWV_d
Xdchj_Z[ZWVhVYdh Zc aV bVndg†V YZ aVh dg\Vc^oVX^dcZh! aV
ZcZagZheZidbjijd cZXZh^YVY YZ \Zhi^dcVg aVh gZaVX^dcZh
]VX^V Vgg^WV cd Zh dWk^V0 V bZcdh! edg
nZaZciZcY^b^Zcid! hjejZhid!fjZhZ]V\VedggVodcZheZghd"
VbWdhhZg{cb{h cVaZhdeda†i^XVh#EZgdcdcdhgZ[Zg^bdhV
aVhbVc^dWgVheda†i^XVhdVaVVYjaVX^‹c#
ZÅXVXZh# :hiVbdhjhVcYdZai‚gb^cdeVgV^cY^XVg
Za egdXZhd YZ igVWV_Vg XdchX^ZciZbZciZ
Xdc hj hjeZg^dg eVgV dWiZcZg adh bZ_d"
gZhgZhjaiVYdhedh^WaZh!iVcideVgVjhiZY!
eVgVhj_Z[ZneVgVaVZbegZhV#
:hijY^dhgZX^ZciZhhj\^ZgZcfjZadhZ_Z"
Xji^kdh ZÅXVXZh hZ idbVc Za i^Zbed n Za
Zh[jZgodeVgVVYb^c^higVgcdh‹adhjhgZaV"
X^dcZhXdchjhhjWdgY^cVYdh!h^cdiVbW^‚c
Xdchjh_Z[Zh#:hidhZhijY^dhiVbW^‚cbjZh"
igVcfjZZhiZVheZXidZhZcX^VaYZaV\Zhi^‹c
ZhVkZXZh^\cdgVYdedgZ_ZXji^kdhfjZZc
digdhhZci^YdhhdciVaZcidhdhnY^c{b^Xdh#
9Z ]ZX]d! Va\jcdh Z_ZXji^kdh fjZ VXi^kV
nZÅXVobZciZhjeZgk^hVcVhjWdgY^cVYdh!
egdYjXidh!bZgXVYdhniZXcdad\†VhVhjbZc
jcV edhijgV eVh^kVbZciZ gZVXi^kV [gZciZ
Vhjh_Z[Zh#IVaZhedhijgVhXVh^h^ZbegZadh
eZg_jY^XVcVZaadhnVhjhZbegZhVh#
H^jhiZYYjYVYZaV^bedgiVcX^VYZ\Zh"
i^dcVgaVgZaVX^‹cXdchj_Z[ZdYZXj{c
Y^[†X^aZh]VXZgadXdcZÅXVX^V!Xdch^YZgZ
edg jc bdbZcid aV h^\j^ZciZ ]^hidg^V!
ig^hiZeZgdgZkZaVYdgV/
;gVc` <^WWdch ZgV jc gZXdcdX^Yd
\Zc^d YZ aV [VWg^XVX^‹c Zc hj ^cYjhig^V
n! WV_d XjVafj^Zg Zhi{cYVg YZ gZciVW^a^"
YVY!jcZ_ZXji^kdbjnZÅXVo#:c&.,(!hjh
[dgiVaZoVh ad egdejahVgdc V aV edh^X^‹c
YZk^XZegZh^YZciZYZ[VWg^XVX^‹ceVgVaV
hZ\jcYVbVndgnb{hgZciVWaZZbegZhV
Zc hj hZXidg# H^c ZbWVg\d! <^WWdch cd

8deng^\]i¹'%%*=VgkVgY7jh^cZhhHX]ddaEjWa^h]^c\8dgedgVi^dc#6aag^\]ihgZhZgkZY#IdYdhadhYZgZX]dhgZhZgkVYdh# (
6 Y b ^ c ^ h i gZ V h j _ Z [ Z
ZgVjcWjZcVYb^c^higVYdgYZeZghdcVh#
waadhVW†V!niVbW^‚cdigdhZchjZbegZhV
nhjhZXidg#GZXdcdX^ZcYdZhiVYZW^a^YVY!
ZaegZh^YZciZhZVhZ\jg‹YZfjZVfjZaadh
fjZgZedgiVWVcV<^WWdch[jZgVcWjZcdh
igVWV_VcYd Xdc \ZciZ n ejY^ZgVc Xdb"
eZchVg hjh a^b^iVX^dcZh# :a VggZ\ad [jc"
X^dc‹W^Zc#
:c &.,*! E]^a^e 7dccZk^Z [jZ egdbd"
k^YdVjcVedh^X^‹cfjZgZedgiVWVV<^"
WWdch#6eZ\{cYdhZVaeVig‹cVciZg^dg!Za
egZh^YZciZhZaZXX^dc‹V7dccZk^ZedgfjZ
iZc†VjcZmXZaZciZ]^hidg^VanjcVgZej"
iVX^‹cYZigVWV_VgW^ZcXdceZghdcVh#H^c
ZbWVg\d!VagZVa^oVgZhVhZaZXX^‹c!ZaegZ"
h^YZciZcdhZeZgXVi‹YZfjZ7dccZk^Z!
Zchjg{e^YdVhXZchdYZcigdYZaVdg\V"
c^oVX^‹c!h^ZbegZ]VW†ViZc^Yd_Z[ZhWjZ"
cdh d ZmXZaZciZh# CjcXV hZ ]VW†V k^hid
dWa^\VYdV\Zhi^dcVgjcVgZaVX^‹cXdcjc
_Z[ZY^[†X^a#:cgZigdheZXi^kV!7dccZk^ZVY"
b^iZfjZcjcXV]VW†VeZchVYdfjZVYb^"
c^higVgVhj_Z[ZZgVeVgiZYZhjigVWV_d#
8VidgXZ bZhZh YZhej‚h YZ XdbZcoVg
V igVWV_Vg eVgV <^WWdch! 7dccZk^Z [jZ
YZheZY^Yd#9jgVciZZhZb^hbdig^bZhigZ!
aVZbegZhV^c[dgb‹jcVe‚gY^YVcZiVedg
eg^bZgV kZo Zc h^ZiZ VŠdh# BjX]dh fjZ
k^Zgdc YZ XZgXV Zhidh ZkZcidh Y^XZc cd
XdbegZcYZgfj‚dXjgg^‹#EZgdZhidZhad
fjZhZhVWZ/b^ZcigVhaVZbegZhVaVcoVWV
jc^bedgiVciZegdYjXidcjZkd¸jcegd"
XZhdfjZgZfjZg†VfjZadh\gjedhYZkZc"
iVh!^c\Zc^Zg†Vn[VWg^XVX^‹cXddgY^cVgVc
hjh YZX^h^dcZh Xdc bjX]d Xj^YVYd¸! hZ
\ZcZg‹ jcV hZg^Z YZ bVadh ZciZcY^Ydh
ZcigZ<^WWdchn7dccZk^Z#
7dccZk^ZVÅgbVfjZ<^WWdchZhiVWV
SUBORDINADO bVX^‹c n gZXjghdh Xg†i^Xdh fjZ jc _Z[Z
VaiVcidn]VW†VVXZeiVYdhjYZX^h^‹cYZ
jhVgjccjZkdi^edYZbVfj^cVg^VeVgV
[VWg^XVgZacjZkdegdYjXid0<^WWdch_jgV
adXdcigVg^d#B{hVc!<^WWdchhdhi^ZcZ
fjZYZ_‹ZcXaVgdV7dccZk^ZfjZaV^c"
igdYjXX^‹cYZaegdYjXidZgVYZbVh^VYd
^bedgiVciZeVgVaVZbegZhVZcZaXdgid
eaVodXdbdeVgVidbVg\gVcYZhg^Zh\dh#
9ZW^Yd V Zhidh bVadh ZciZcY^Ydh! aV
eaVc^ÅXVX^‹c [gVXVh‹/ hZ Xdchigjn‹ jcV
?d]c?#<VWVggdZhJEH;djcYVi^dcEgd"
[Zhhdg YZ <Zhi^‹c YZ GZXjghdh =jbVcdh
Zc =VgkVgY 7jh^cZhh HX]dda! Zc 7dhidc#
6]dgVgZi^gVYd!?d]cE#@diiZg[jZ@dcd"
hj`Z BVihjh]^iV Egd[Zhhdg YZ A^YZgVo\d
Zc=VgkVgY7jh^cZhhHX]dda#
)
cjZkV eaVciV fjZ cd ejYd egdYjX^g Za
cjZkdegdYjXidY^hZŠVYdedg^c\Zc^Zg†V
ZcadhkdabZcZhYZhZVYdhedgkZciVhn
VaXdhidVXdgYVYdedgZaXdb^i‚Z_ZXji^kd#
<^WWdchXjae‹V7dccZk^ZYZaZggdg#7dc"
cZk^ZXjae‹V<^WWdch#
9ZhYZ ajZ\d! hZ edYg†V Vg\jbZciVg
fjZZaegdWaZbV[jZXVjhVYdedgaV^cXV"
eVX^YVY YZ <^WWdch eVgV VYb^c^higVg V
hjhhjWdgY^cVYdh#EZgdhZedYg†VZh\g^b^g
XdcaVb^hbV[jZgoVfjZZaegdWaZbVhZ
gZaVX^dc‹XdcaV^cXVeVX^YVYYZ7dccZk^Z
eVgV VYb^c^higVg V hj _Z[Z# GZXdgYZbdh
fjZ <^WWdch cd iZc†V Y^ÅXjaiVYZh Xdc
c^c\cdigdhjWdgY^cVYd#6YZb{h!YVYd
ZaegZX^deZghdcVaeV\VYdedg7dccZk^Z
hZg YZheZY^Yd n kZg hj gZejiVX^‹c Zb"
eVŠVYV! ]VW†V edXd XdchjZad Zc YZX^g
fjZ Za egdWaZbV ZgV fjZ <^WWdch cd
ZgVWjZcdVYb^c^higVcYdhjWdgY^cVYdh#
IdYdZabjcYdnVhVW†VZhd#
Cdhdigdh XgZZbdh fjZ aV h^ijVX^‹c
ejYd ]VWZg iZc^Yd jc YZhZcaVXZ Y^[Z"
gZciZh^7dccZk^Z]jW^ZhZh^Ydb{h]{W^a
Zc ZciZcYZg V <^WWdch n Zc \Zhi^dcVg
hjgZaVX^‹cXdc‚a#AV^cXVeVX^YVYYZVY"
b^c^higVg]VX^VVgg^WV[jZ^cjhjVabZciZ
XdhidhV#AVZbegZhVeZgY^‹ZcigZJH'n
JH*b^aadcZh!naVXVggZgVYZ7dccZk^Z
hZk^d!VabZcdhiZbedgVabZciZ!igVhidg"
cVYV#BjX]dhXVhdhbZcdhXdhidhdh!h^b^"
aVgZhV‚hiZ!egdWVWaZbZciZdXjggZcXdc
gZ\jaVg^YVYZcidYVhaVh\gVcYZhXdgedgV"
X^dcZh!nZaZ[ZXidVXjbjaVi^kdejZYZhZg
bjnYZhigjXi^kd#
-ALINTERPRETAR LA RELACIØN
JEFE
AVheZghdcVhbjX]VhkZXZhYZhZhi^bVc
]^hidg^VhXdbdaVfjZVXVWVbdhYZgZaV"
iVg!eZchVcYdfjZhdcbZgVbZciZXVhdh
YZXdcÆ^XidYZeZghdcVa^YVY#9VYdfjZ
Ydh eZghdcVh ejZYZc hZg Zc dXVh^dcZh
eh^Xda‹\^XV d iZbeZgVbZciVabZciZ ^c"
XVeVXZh YZ igVWV_Vg _jciVh! ‚hiV ejZYZ
hZg jcV YZhXg^eX^‹c Vegde^VYV# EZgd
]ZbdhZcXdcigVYdfjZ!b{hVbZcjYd!
jcXdcÆ^XidYZeZghdcVa^YVYZhh‹adjcV
eVgiZYZaegdWaZbV!nVkZXZhjcVeVgiZ
bjneZfjZŠV#
7dccZk^Z cd h‹ad iZc†V jcV eZghd"
cVa^YVY Y^[ZgZciZ YZ <^WWdch! h^cd fjZ
iVbW^‚c]^odhjedh^X^dcZhdiZc†VZmeZX"
iVi^kVhedXdgZVa^hiVhgZheZXidYZaVcVij"
gVaZoVb^hbVYZaVhgZaVX^dcZh_Z[Z"hjWdg"
Y^cVYd# :heZX†ÅXVbZciZ! cd gZXdcdX^‹
fjZhjgZaVX^‹cXdc<^WWdch^ckdajXgVWV
jcVYZeZcYZcX^VbjijVZcigZYdhhZgZh
]jbVcdh[Va^WaZh#6acdgZXdcdXZgZhid!
jc Z_ZXji^kd cdgbVabZciZ Zk^iV ^ciZc"
iVgVYb^c^higVghjgZaVX^‹cXdcjc_Z[Z!d
W^Zc!aVVYb^c^higV^cZÅXVobZciZ#
6a\jcVheZghdcVhhZXdbedgiVcXdbd
h^ hjh _Z[Zh cd YZeZcY^ZgVc bjX]d YZ
ZaaVh#CdhZYVcXjZciVYZXj{cidZa_Z[Z
cZXZh^iVYZhjVnjYVnXddeZgVX^‹ceVgV
]VXZghjigVWV_dXdcZÅXVX^V#:hiVheZg"
hdcVhhZc^Z\VcVgZXdcdXZgfjZZa_Z[Z
ejZYZgZhjaiVghZg^VbZciZeZg_jY^XVYd
edghjhVXX^dcZhnfjZgZfj^ZgZXddeZ"
gVX^‹c! XdcÅVW^a^YVY n ]dcZhi^YVY YZ
eVgiZYZZaaVh#
6a\jcVheZghdcVhhZXdch^YZgVcedXd
YZeZcY^ZciZh YZ hjh _Z[Zh# B^c^b^oVc
aVXVci^YVYYZVnjYVZ^c[dgbVX^‹cfjZ
cZXZh^iVcYZa_Z[ZeVgVYZhZbeZŠVgW^Zc
hjhegde^dhigVWV_dh#:hiVk^h^‹chjeZgÅ"
X^Va Zh ZheZX^VabZciZ YVŠ^cV XjVcYd Za
igVWV_dnaVhYZX^h^dcZhYZjcZ_ZXji^kd
V[ZXiVcdigVheVgiZhYZaVdg\Vc^oVX^‹c!
Xdbd[jZZaXVhdYZ7dccZk^Z#:a_Z[Z^c"
bZY^VidYZjcZ_ZXji^kdejZYZ_j\Vgjc
gdaXgjX^VaZck^cXjaVgVaZ_ZXji^kdXdcZa
gZhid YZ aV dg\Vc^oVX^‹c! VhZ\jg{cYdhZ
YZfjZhjheg^dg^YVYZhhZVcXdch^hiZciZh
Xdc aVh cZXZh^YVYZh dg\Vc^oVX^dcVaZh n
VhZ\jgVcYdadhgZXjghdhfjZZaZ_ZXji^kd
gZfj^ZgZ eVgV YZhZbeZŠVghZ W^Zc# EZgd
Va\jcdh Z_ZXji^kdh cZXZh^iVc kZghZ V h†
b^hbdh Xdbd eg{Xi^XVbZciZ VjidhjÅ"
X^ZciZh!Xdbdh^cdcZXZh^iVgVcaV^c[dg"
ejZYZhjb^c^higVg#
BjX]dh Z_ZXji^kdh! Xdbd 7dccZk^Z!
hjedcZcfjZZa_Z[Zb{\^XVbZciZhVWg{
fj‚ ^c[dgbVX^‹c d VnjYV cZXZh^iVc hjh
hjWdgY^cVYdhnhZaVhZcigZ\Vg{#8^ZgiV"
bZciZ!Va\jcdh_Z[Zh]VXZcjcZmXZaZciZ
igVWV_d egZdXje{cYdhZ YZ hjh hjWdgY^"
cVYdhYZZhiV[dgbV!eZgdZafjZjcZ_Z"
Xji^kd ZheZgZ Zhd YZ idYdh hjh _Z[Zh Zh
eZa^\gdhVbZciZedXdgZVa^hiV#JcVZmeZX"
iVi^kVb{hgVodcVWaZfjZadhZ_ZXji^kdh
edYg†VciZcZgZhfjZgZX^W^g{cjcVVnjYV
bdYZgVYV#9Zhej‚hYZidYd!adh_Z[Zhhdc
]jbVcdh# AV bVndg†V YZ adh Z_ZXji^kdh
gZVabZciZ ZÅXVXZh VXZeiV ZhiZ ]ZX]d n
VhjbZaVgZhedchVW^a^YVYeg^bdgY^Vaedg
hjegde^VXVggZgVnYZhVggdaad#HZegded"
]VgkVgYWjh^cZhhgZk^Zl

cZcWjhXVgaV^c[dgbVX^‹cnaVVnjYVfjZ
cZXZh^iVceVgV]VXZghjigVWV_d!ZckZoYZ
ZheZgVgVfjZhjh_Z[ZhaVegdedgX^dcZc#
6aVajoYZadVciZg^dg!cdheVgZXZfjZ
\Zhi^dcVgjcVh^ijVX^‹cYZYZeZcYZcX^V
bjijV ZcigZ hZgZh ]jbVcdh [Va^WaZh gZ"
fj^ZgZadh^\j^ZciZ/
&#:ciZcYZgW^ZcVaVdigVeZghdcVnV
h†b^hbd!ZheZX^VabZciZZcadgZaVi^kdV
[dgiVaZoVh!YZW^a^YVYZh!Zhi^adhYZigVWV_d
ncZXZh^YVYZh#
'#JhVgZhV^c[dgbVX^‹ceVgVYZhVggd"
aaVgn\Zhi^dcVgjcVgZaVX^‹cYZigVWV_d
hVajYVWaZ0 jcV fjZ hZV XdbeVi^WaZ Xdc
adhZhi^adhYZigVWV_dngZXjghdhYZVbWVh
eZghdcVh!fjZhZXVgVXiZg^XZedgZmeZXiV"
i^kVhbjijVhnfjZhVi^h[V\VaVhcZXZh^YV"
YZhb{hXg†i^XVhYZaVdigVeZghdcV#
:hiVXdbW^cVX^‹cZhZhZcX^VabZciZaV
fjZ]ZbdhZcXdcigVYdfjZadhZ_ZXji^kdh
VaiVbZciZZÅXVXZhVea^XVc#
%NTENDER AL JEFE
6Yb^c^higVg V hj _Z[Z gZfj^ZgZ fjZ
jhiZY ad Zci^ZcYV V ‚a n hj XdciZmid!
Vh†Xdbdhjegde^Vh^ijVX^‹c#IdYdhadh
Z_ZXji^kdh ]VXZc Zhid Zc Va\c \gVYd!
eZgdbjX]dhcdhdcadhjÅX^ZciZbZciZ
XdcX^ZcojYdh#
8dbd b†c^bd! jhiZY YZWZ ZciZcYZg
aVhbZiVhnegZh^dcZhYZhj_Z[Z!hjh[dg"
iVaZoVh n YZW^a^YVYZh# ª8j{aZh hdc adh
dW_Zi^kdh dg\Vc^oVX^dcVaZh n eZghdcVaZh
YZa_Z[Z!nVfj‚egZh^dcZhZhi{ZmejZhid!
ZheZX^VabZciZYZeVgiZYZhjegde^d_Z[Z
nYZdigdhZcZab^hbdc^kZa4ª8j{aZhhdc
adhejcidh[jZgiZhnadhejcidhX^Z\dhYZ
hj _Z[Z4 ª8j{a Zh hj Zhi^ad egZ[Zg^Yd YZ
igVWV_d4 ªAZ \jhiV gZX^W^g ^c[dgbVX^‹c
V igVk‚h YZ bZbdh! gZjc^dcZh [dgbVaZh
d aaVbVYVh iZaZ[‹c^XVh4 ª8gZXZ Xdc adh
XdcÆ^Xidh! d igViV YZ b^c^b^oVgadh4 H^c
ZhiV ^c[dgbVX^‹c! jc Z_ZXji^kd ZhiVg{ V
X^Z\VhVaigViVgXdchj_Z[Z!nadhXdcÆ^X"
idh^ccZXZhVg^dh!adhbVaZciZcY^Ydhnadh
egdWaZbVhhZg{c^cZk^iVWaZh#
:cjcVh^ijVX^‹cfjZZhijY^Vbdh!jc
Z_ZXji^kdYZbVg`Zi^c\YZeg^bZgc^kZa
Xdcjc]^hidg^VaYZYZhZbeZŠdhjeZg^dg
[jZ XdcigViVYd Xdbd k^XZegZh^YZciZ Zc
jcV ZbegZhVºeVgV XdggZ\^g adh egdWaZ"
bVhYZbVg`Zi^c\nkZciVh»#AVZbegZhV!
fjZZhiVWVVigVkZhVcYdedgY^ÅXjaiVYZh
ÅcVcX^ZgVh!]VW†Vh^YdVYfj^g^YVgZX^Zc"
iZbZciZedgjcVXdgedgVX^‹cbVndg#:a
ZcZgd'%%* 
egZh^YZciZZhiVWVVch^dhdedggZkZgi^gaV
h^ijVX^‹c n Y^d Va cjZkd k^XZegZh^YZciZ
YZbVg`Zi^c\XVgiVWaVcXV!VabZcdhZc
jcXdb^Zcod#7VhVYdZchjZmeZg^ZcX^V
egZk^V!ZhiZai^bdY^V\cdhi^X‹XdggZXiV"
bZciZ fjZ aV ZbegZhV gZfjZg†V bVndg
eVgi^X^eVX^‹cYZbZgXVYdnfjZjcVh‹"
a^YV \Zhi^‹c YZ egdYjXidh ZgV cZXZhVg^V
eVgV XdchZ\j^gaV# H^\j^ZcYd ZhV a‹\^XV!
idb‹ kVg^Vh YZX^h^dcZh YZ egZX^dh fjZ
VejciVWVc V VjbZciVg adh cZ\dX^dh YZ
VaidkdajbZc#
H^c ZbWVg\d! XjVcYd adh b{g\ZcZh
Y^hb^cjnZgdc n aV h^ijVX^‹c ÅcVcX^ZgV
cdbZ_dg‹!ZaegZh^YZciZVjbZci‹aVegZ"
h^‹chdWgZZacjZkdk^XZegZh^YZciZ#8gZ"
nZcYd fjZ aV h^ijVX^‹c ZkZcijVabZciZ
hZ VggZ\aVg†V V bZY^YV fjZ aV ZbegZhV
gZXjeZgVgV eVgi^X^eVX^‹c YZ bZgXVYd!
ZhiZai^bdgZh^hi^‹aVegZh^‹c#
8jVcYdVahZ\jcYdig^bZhigZadhb{g"
\ZcZhnaVhji^a^YVYZhVccdbZ_dgVWVc!
Za egZh^YZciZ idb‹ Za Xdcigda Y^gZXid
hdWgZ idYVh aVh YZX^h^dcZh YZ egZX^dh n
ejhdidYdhadhVgi†XjadhXdcjcc^kZaYZ
bVg\ZcÅ_d!^cYZeZcY^ZciZbZciZYZakd"
ajbZc#:acjZkdk^XZegZh^YZciZXdbZco‹
V kZghZ ZmXaj^Yd edg Za egZh^YZciZ! n aV
gZaVX^‹c ZcigZ VbWdh hZ YZiZg^dg‹# 9Z
]ZX]d! Za k^XZegZh^YZciZ ZcXdcig‹ Zm"
igVŠdZaXdbedgiVb^ZcidYZaegZh^YZciZ#
9ZhV[dgijcVYVbZciZ!ZacjZkdZhfjZbV
YZegZX^dhYZaegZh^YZciZiVbedXdad\g‹
^cXgZbZciVg adh b{g\ZcZh! n Va XjVgid
ig^bZhigZ!iVcidZaegZh^YZciZXdbdZak^"
XZegZh^YZciZ[jZgdcYZheZY^Ydh#
Ad fjZ Za cjZkd k^XZegZh^YZciZ cd
hjed]VhiVfjZ[jZYZbVh^VYdiVgYZZgV
fjZ bZ_dgVg Za bVg`Zi^c\ n aVh kZciVh
]VW†Vh^Ydh‹adjcVYZaVhbZiVhYZaegZ"
h^YZciZ#HjbZiVb{h^cbZY^ViVZgVad"
\gVgfjZaVZbegZhV[jZgVb{hgZciVWaZ!
g{e^YVbZciZ#
:acjZkdk^XZegZh^YZciZiVbedXdhVW†V
fjZhj_Z[ZZhiVWVXdbegdbZi^YdZcZhiV
eg^dg^YVY YZ Xdgid eaVod edg gVodcZh
iVcid eZghdcVaZh Xdbd YZ cZ\dX^dh# :a
egZh^YZciZ ]VW†V h^Yd jc [jZgiZ eVgi^"
YVg^dYZaVVYfj^h^X^‹cYZcigdYZaVZb"
egZhVbVig^o!nhjXgZY^W^a^YVYeZghdcVa
ZhiVWVZc_jZ\d#
:ak^XZegZh^YZciZXdbZi^‹igZhZggdgZh
W{h^Xdh# Idb‹ aV ^c[dgbVX^‹c fjZ hZ aZ
ZcigZ\‹h^cXjZhi^dcVgaV!]^odhjedh^X^d"
cZh Zc {gZVh Zc aVh fjZ cd iZc†V ^c[dg"
6 Yb^ c ^ higZVh j _ Z[ Z
bVX^‹c n ¸ad b{h YVŠ^cd¸ cjcXV igVi‹
VXi^kVbZciZYZXaVg^ÅXVgXj{aZhZgVcadh
dW_Zi^kdhYZhj_Z[Z#8dbdgZhjaiVYd!iZg"
b^c‹idbVcYdVXX^dcZhfjZZcgZVa^YVY
^WVcZcXdcigVYZaVheg^dg^YVYZhndW_Z"
i^kdhYZaegZh^YZciZ#
Adh Z_ZXji^kdh fjZ igVWV_Vc ZÅXVo"
bZciZXdchjh_Z[ZhcdhZXdbedgiVcVh†#
7jhXVc^c[dgbVX^‹chdWgZadhdW_Zi^kdh!
egdWaZbVh n egZh^dcZh YZa _Z[Z# :hi{c
VaZgiVVaVhdedgijc^YVYZhYZegZ\jciVg
Va_Z[ZnVdigdhVhjVagZYZYdgeVgVXd"
ggdWdgVghjhhjedh^X^dcZh#EgZhiVcViZc"
X^‹c V aVh e^hiVh Zc Za XdbedgiVb^Zcid
YZa_Z[Z#6jcfjZZh^beZgVi^kdfjZ]V\Vc
ZhidZheZX^VabZciZXjVcYdXdb^ZcoVcV
igVWV_VgXdcjccjZkd_Z[Z!adhZ_ZXji^kdh
ZÅXVXZhiVbW^‚cad]VXZcYZbVcZgVXdc"
i^cjV!edgfjZhVWZcfjZaVheg^dg^YVYZhn
egZdXjeVX^dcZhXVbW^Vc#
HZghZch^WaZVaZhi^adYZigVWV_dYZjc
_Z[Z ejZYZ hZg XgjX^Va! ZheZX^VabZciZ
XjVcYdZa_Z[ZZhcjZkd#EdgZ_Zbead!jc
cjZkdegZh^YZciZXdcjcZc[dfjZ[dgbVa
n dg\Vc^oVYd gZZbeaVo‹ V jc ]dbWgZ
fjZ ZgV ^c[dgbVa Z ^cij^i^kd# :a cjZkd
egZh^YZciZigVWV_VWVbZ_dgXjVcYdiZc†V
^c[dgbZh ZhXg^idh n egZ[Zg†V gZjc^dcZh
[dgbVaZhXdcV\ZcYVhYZÅc^YVh#
Jcd YZ hjh Z_ZXji^kdh YZ Y^k^h^‹c hZ
eZgXVi‹YZZhiVcZXZh^YVYnigVWV_‹Xdc
ZacjZkdegZh^YZciZeVgV^YZci^ÅXVgadh
i^edh n [gZXjZcX^V YZ aV ^c[dgbVX^‹c n
YZadh^c[dgbZhfjZZaegZh^YZciZfjZg†V#
:hiZ Z_ZXji^kd iVbW^‚c egdXjg‹ Zck^Vg
VciZXZYZciZhnWgZkZhV\ZcYVhXdcVc"
iZg^dg^YVY V hjh ZcXjZcigdh# 9ZhXjWg^‹
fjZXdcZhiZi^edYZegZeVgVX^‹caVhgZj"
c^dcZhZgVcbjni^aZh#DigdgZhjaiVYd
^ciZgZhVciZ[jZfjZ!XdcaVegZeVgVX^‹c
VYZXjVYV!hjcjZkd_Z[ZZgVVcb{hZÅ"
XVoZcWjhXVghdajX^dcZhVadhegdWaZbVh
YZadfjZ]VW†Vh^YdhjegZYZXZhdgb{h
^c[dgbVaZ^cij^i^kd#
:cXdcigVhiZ!digdZ_ZXji^kdYZY^k^h^‹c
cjcXVZciZcY^‹eaZcVbZciZX‹bdZaZh"
i^adYZigVWV_dYZacjZkd_Z[ZY^[Zg†VYZa
YZhjegZYZXZhdg#6a\gVYdVaXjVaadeZg"
X^W^‹!adh^ci^‹XdbdjcXdcigdaZmXZh^kd#
8dbd gZhjaiVYd! gVgV kZo aZ Zck^VWV Va
cjZkd egZh^YZciZ adh VciZXZYZciZh fjZ
‚hiZ cZXZh^iVWV! n Za egZh^YZciZ cjcXV
hZh^ci^‹idiVabZciZegZeVgVYdeVgVhjh
gZjc^dcZh Xdc ZhZ Z_ZXji^kd# 9Z ]ZX]d!
XjVcYdhZgZjc†Vc!ZaegZh^YZciZeVhVWV
*
6 Y b ^ c ^ h i gZ V h j _ Z [ Z
\gVc eVgiZ YZa i^Zbed igViVcYd YZ dW"
iZcZg^c[dgbVX^‹cfjZXdch^YZgVWVfjZ
YZW†V ]VWZg iZc^Yd VciZh# :a _Z[Z hZci†V
fjZZhiVhgZjc^dcZhZgVc[gjhigVciZhZ^c"
ZÅX^ZciZh!nZahjWdgY^cVYdbjX]VhkZXZh
fjZYVWV YZhXdadXVYd edg aVh egZ\jciVh
fjZZaegZh^YZciZaZ]VX†V#6aÅcVa!ZhiZ
Z_ZXji^kdgZcjcX^‹#
AV Y^[ZgZcX^V ZcigZ VbWdh Z_ZXji^kdh
gZX^‚cYZhXg^idhcdZgViVcidjcVYZXV"
eVX^YVYd^cXajhdYZVYVeiVW^a^YVY#B{h
W^Zc!jcdYZZaadhZgVb{hhZch^WaZVaZh"
i^adYZigVWV_dYZhj_Z[ZnVaVh^bea^XVc"
X^VhYZhjhcZXZh^YVYZhfjZZadigd#
%NTENDERSE A SÓ MISMO
:a _Z[Z Zh h‹ad aV b^iVY YZ aV gZaVX^‹c#
JhiZYZhaVdigVb^iVY!niVbW^‚caVeVgiZ
hdWgZ aV fjZ edhZZ Xdcigda Y^gZXid# 9Z"
hVggdaaVg jcV gZaVX^‹c YZ igVWV_d ZÅXVo
gZfj^ZgZfjZjhiZYXdcdoXVhjhegde^Vh
cZXZh^YVYZh! [dgiVaZoVh n YZW^a^YVYZh n
Zhi^adeZghdcVa#JhiZYcdkVVXVbW^Vghj
ZhigjXijgVYZeZghdcVa^YVYW{h^XVc^aVYZ
hj_Z[Z#EZgdejZYZidbVgXdcX^ZcX^VYZ
fj‚]VnZcjhiZYfjZ^be^YZd[VX^a^iVZa
igVWV_dXdchj_Z[ZnVh†idbVgVXX^dcZh
fjZ]V\VcaVgZaVX^‹cb{hZÅXVo#
EdgZ_Zbead!ZcjcXVhdfjZdWhZgkV"
bdh! jc Z_ZXji^kd n hj hjeZg^dg iZc†Vc
egdWaZbVh XVYV kZo fjZ cd ZhiVWVc YZ
VXjZgYd#AVgZhejZhiVi†e^XVYZa_Z[ZZgV
ZcYjgZXZg hj edh^X^‹c n ZmV\ZgVgaV# AV
gZVXX^‹cYZaZ_ZXji^kdZgVZcidcXZhZaZ"
kVgaVhVejZhiVhZ^ciZch^ÅXVgaV[jZgoVYZ
hjVg\jbZcid#6a]VXZgad!XVcVa^oVWVhj
Zcd_dZcV\jY^oVghjhViVfjZhVaVh[VaV"
X^Vha‹\^XVhfjZkZ†VZcadhhjejZhidhYZ
hj_Z[Z#6hjkZo!hj_Z[ZhZkdak†VVcb{h
^cÆZm^WaZ Zc bVciZcZg hj edh^X^‹c dg^"
\^cVa#8dbdZhYZhjedcZg!ZhiZX^XadYZ
^ciZch^YVYXgZX^ZciZhZigVYjX†VZcfjZZa
hjWdgY^cVYd Zk^iVWV h^ZbegZ fjZ [jZgV
edh^WaZXjVafj^Zgi‹e^XdYZXdcÆ^Xided"
iZcX^VaXdchj_Z[Z#
6aY^hXji^gZhiZegdWaZbVXdchjheVgZh!
Za Z_ZXji^kd YZhXjWg^‹ fjZ hj gZVXX^‹c
Va _Z[Z ZgV XVgVXiZg†hi^XV YZ X‹bd \ZcZ"
gVabZciZ gZVXX^dcVWV VciZ Vg\jbZcidh
XdcigVg^dh! eZgd Xdc jcV Y^[ZgZcX^V# Hj
gZhejZhiVVWgjbVg†VVhjheVgZh!eZgdcd
Vhj_Z[Z#9ZW^YdVfjZhjh^ciZcidhedg
Y^hXji^gZhiZegdWaZbVXdchj_Z[Z[jZgdc
ZckVcd!XdcXajn‹fjZaVc^XVbVcZgV
YZXVbW^VgaVh^ijVX^‹cZgVa^Y^VgXdchjh
+
egde^Vh gZVXX^dcZh ^chi^ci^kVh# 8VYV kZo
fjZadhYdhaaZ\VWVcVejcidbjZgid!‚a
XdcigdaVWVhjegde^V^beVX^ZcX^Vnhj\Z"
g†VfjZhZhZeVgVgVcneZchVgVchdWgZZa
Vhjcid VciZh YZ kdakZg V gZjc^ghZ# Cdg"
bVabZciZ!XjVcYdgZidbVWVchjY^hXj"
h^‹c! ]VW†Vc Y^\Zg^Yd hjh Y^[ZgZcX^Vh n
ZgVcb{hXVeVXZhYZgZhdakZgaVh#
6Yfj^g^gZhiZc^kZaYZVjidXdcX^ZcX^V
n VXijVg V eVgi^g YZ ZaaV Zh Y^[†X^a! eZgd
cd^bedh^WaZ#EdgZ_Zbead!VagZÆZm^dcVg
hdWgZhjhZmeZg^ZcX^VheVhVYVh!jc_dkZc
Z_ZXji^kdVegZcY^‹fjZcdZgVbjnWjZcd
Va igViVg iZbVh Y^[†X^aZh n ZbdX^dcVaZh
fjZ^ckdajXgVWVceZghdcVh#9VYdfjZaZ
Y^h\jhiVWVcZhdhiZbVhnfjZgZXdcdX†V
fjZ hj gZhejZhiV ^chi^ci^kV V Zaadh gVgV
kZoZgVedh^i^kV!YZhVggdaa‹aVXdhijbWgZ
YZXdbjc^XVghZXdchj_Z[ZXVYVkZofjZ
hjg\†VjcegdWaZbVYZZhZi^ed#9Zhjh
XdckZghVX^dcZh h^ZbegZ WgdiVWVc ^YZVh
n Zc[dfjZh fjZ Za Z_ZXji^kd cd ]VW†V
Xdch^YZgVYd# :c bjX]dh XVhdh! iVbW^‚c
^YZci^ÅXVWVcVXX^dcZhZheZX†ÅXVhfjZZa
_Z[ZedY†VidbVgeVgVVnjYVg#
6jcfjZ jcV gZaVX^‹c ZcigZ hjeZg^dg
n hjWdgY^cVYd Zh jcV YZ YZeZcYZcX^V
bjijV!iVbW^‚cZhjcVZcfjZZahjWdg"
Y^cVYd hjZaZ hZg b{h YZeZcY^ZciZ YZa
_Z[Z fjZ ad XdcigVg^d# :hiV YZeZcYZcX^V
^cZk^iVWaZbZciZ hZ igVYjXZ Zc fjZ Za
hjWdgY^cVYd h^ZciV jc X^Zgid \gVYd YZ
[gjhigVX^‹c! n V kZXZh gVW^V! XjVcYd hjh
VXX^dcZhjdeX^dcZhhdcgZhig^c\^YVhedg
aVhYZX^h^dcZhYZhj_Z[Z#whiVZhjcVeVgiZ
cdgbVaYZaVk^YVndXjggZZcaVhbZ_dgZh
gZaVX^dcZh#AV[dgbVZcfjZjcZ_ZXji^kd
bVcZ_V ZhiVh [gjhigVX^dcZh dWZYZXZ Zc
\gVcbZY^YVVhjegZY^hedh^X^‹c[gZciZV
aVYZeZcYZcX^VYZÅ\jgVhYZVjidg^YVY#
AVgZVXX^‹c^chi^ci^kVYZVa\jcVheZg"
hdcVhZcZhiVhX^gXjchiVcX^VhZhgZhZci^g
aV Vjidg^YVY YZa _Z[Z n gZWZaVghZ XdcigV
hjhYZX^h^dcZh#6kZXZh!jcVeZghdcV^c"
iZch^ÅXVg{ jc XdcÆ^Xid b{h Vaa{ YZ ad
Vegde^VYd# 6a kZg Va _Z[Z XVh^ Xdbd jc
ZcZb^\d ^chi^ijX^dcVa! ZhiZ i^ed YZ Z_Z"
Xji^kdbjX]VhkZXZheZaZVg{Xdchj_Z[Z!
h^chZgXdchX^ZciZYZZaad!edgZahdadV[{c
YZeZaZVg#AVhgZVXX^dcZhYZahjWdgY^cVYd
Va hZg gZhig^c\^Yd hdc [jZgiZh n V kZXZh
^bejah^kVh#whiZkZVa_Z[ZXdbdVa\j^Zc
fjZ!Zck^gijYYZhjXVg\d!ZhjcVigVWVVa
egd\gZhd!jcdWhi{XjadVhZghdgiZVYdd!
ZcZabZ_dgYZadhXVhdh!idaZgVYd#
Adh eh^X‹ad\dh aaVbVc V ZhiZ eVig‹c
YZ gZVXX^dcZh XdbedgiVb^Zcid XdcigV"
YZeZcY^ZciZ#6jcfjZjcVeZghdcVXdc"
igVYZeZcY^ZciZZhY^[†X^aYZbVcZ_VgeVgV
aV bVndg†V YZ adh hjeZg^dgZh! n cdgbVa"
bZciZ i^ZcZ jc ]^hidg^Va YZ gZaVX^dcZh
iZchVhXdc_Z[Zh!ZhiZi^edYZZ_ZXji^kdZh
egdeZchdViZcZgVcb{hegdWaZbVhXdc
jc_Z[ZfjZi^ZcYZVhZgY^gZXi^kddVjid"
g^iVg^d#8jVcYdZaZ_ZXji^kdVXiVVeVgi^g
YZ hjh hZci^b^Zcidh cZ\Vi^kdh! bjX]Vh
kZXZh YZ bVcZgVh hji^aZh n cd kZgWVaZh!
Za_Z[ZdXVh^dcVabZciZh†hZXdck^ZgiZZc
Za ZcZb^\d# 6a eZgX^W^g aV ]dhi^a^YVY aV"
iZciZYZahjWdgY^cVYd!Za_Z[ZeZgYZg{aV
XdcÅVcoVZc‚adZchj_j^X^dnajZ\dhZ
XdbedgiVg{bZcdhVW^ZgiVbZciZ#
EVgVY‹_^XVbZciZ! jc Z_ZXji^kd Xdc
ZhiZi^edYZegZY^hedh^X^‹cZhVbZcjYd
jc WjZc VYb^c^higVYdg YZ hj egde^V
\ZciZ# BjX]Vh kZXZh hZ Zh[dgoVg{ Zc
XdchZ\j^gaZhVedndncdYjYVg{Zcegd"
Y^\VghZedgZaadh#
:cZadigdZmigZbdZhi{cadhZ_ZXji^kdh
fjZ hZ igV\Vc hj Zcd_d n hZ XdbedgiVc
YZ bVcZgV Xdc[dgb^hiV XjVcYd Za _Z[Z
idbVadfjZhVWZcfjZZhjcVbVaVYZX^"
h^‹c#:hidhZ_ZXji^kdhZhiVg{cYZVXjZgYd
Xdc Za _Z[Z Vjc XjVcYd jc YZhVXjZgYd
edYg†V hZg W^ZckZc^Yd d XjVcYd Za _Z[Z
bdY^ÅXVg†V [{X^abZciZ hj YZX^h^‹c h^
ijk^ZhZb{h^c[dgbVX^‹c#9ZW^YdVfjZ
cd \jVgYVc c^c\jcV gZaVX^‹c Xdc aV h^"
ijVX^‹cVbVcd!hjhgZhejZhiVhhdcjcV
hdWgZggZVXX^‹ciVcidXdbdaVhYZadhZ_Z"
Xji^kdhXdcigVYZeZcY^ZciZh#:caj\VgYZ
kZgVa_Z[ZXdbdjcZcZb^\d!ZhiVheZghd"
cVhc^Z\VchjZcd_d¸ZadigdZmigZbd¸n
i^ZcYZcVkZgVa_Z[ZXdbdjceVYgZfjZ
idYdadhVWZ!fjZYZWZg†VidbVggZhedc"
hVW^a^YVYedghjhXVggZgVh!ZcigZcVgadhZc
idYdadfjZcZXZh^iVchVWZgnegdiZ\Zgadh
YZeVgZhYZbVh^VYdVbW^X^dhdh#
IVcid aV XdcigVYZeZcYZcX^V Xdbd aV
hdWgZYZeZcYZcX^V aaZkVc V adh Z_ZXji^"
kdhViZcZgk^h^dcZhedXdgZVa^hiVhYZad
fjZ Zh jc _Z[Z# 6bWVh k^h^dcZh ^\cdgVc
fjZ adh _Z[Zh! Xdbd idYd Za bjcYd! hdc
^beZg[ZXidhn[Va^WaZh#Cdi^ZcZci^Zbed
^a^b^iVYd! XdcdX^b^Zcidh ZcX^Xade‚Y^Xdh
deZgXZeX^‹cZmigVhZchdg^Va0iVbedXdhdc
ZcZb^\dh bVakVYdh# I^ZcZc hjh egde^Vh
egZh^dcZhnegZdXjeVX^dcZhfjZVkZXZhhZ
XdcigVedcZcVadhYZhZdhYZahjWdgY^cVYd!
nXdc[gZXjZcX^VedgWjZcdhbdi^kdh#
]VgkVgYWjh^cZhhgZk^Zl

8VbW^VgaVhegZY^hedh^X^dcZh]VX^VaV
Vjidg^YVY! ZheZX^VabZciZ Zc adh ZmigZ"
bdh! Zh XVh^ ^bedh^WaZ h^c eh^XdiZgVe^V
^ciZch^kV#H^cZbWVg\d!iZcZgXdcX^ZcX^V
YZZhidhZmigZbdhnYZagVc\dZcigZZaadh
ejZYZ hZg bjn i^a eVgV XdbegZcYZg
Y‹cYZhZjW^XVchjhegde^VhegZY^hedh^"
X^dcZhnXj{aZhhdcaVh^bea^XVX^dcZhZc
aV [dgbV Xdbd jhiZY i^ZcYZ V Xdbedg"
iVghZZcgZaVX^‹cVhj_Z[Z#
H^!edgjcaVYd!jhiZYXgZZiZcZgiZc"
YZcX^Vh ]VX^V aV XdcigVYZeZcYZcX^V!
edYg{XdbegZcYZgZ^cXajhdegZYZX^ghjh
gZVXX^dcZhb{hegdWVWaZh#H^!edgZadigd!
XgZZ iZcZg iZcYZcX^Vh ]VX^V aV hdWgZYZ"
eZcYZcX^V!edYg†VXjZhi^dcVgZa\gVYdVa
XjVahjZmXZhdYZXdc[dgb^YVYd^cXVeV"
X^YVY eVgV Zc[gZciVg Y^[ZgZcX^Vh gZVaZh
ejZYZcZhiVg]VX^ZcYd fjZ iVcid jhiZY
Xdbdhj_Z[ZhZVcbZcdhZÅXVXZh#
$ESARROLLAR Y GESTIONAR LA
RELACIØN
8dc jc ZciZcY^b^Zcid XaVgd iVcid YZ
hj_Z[ZXdbdYZh†b^hbd!jhiZY\ZcZgVa"
bZciZedYg{ZhiVWaZXZgjcV[dgbVYZigV"
WV_dXdc_jcidfjZaZhVXdbdYZVVbWdh!
fjZ hZ XVgVXiZg^XZ edg ZmeZXiVi^kVh bj"
ijVh^cZfj†kdXVhnfjZaZhVnjYZVhZgb{h
egdYjXi^kdhnZÅXVXZh#AVºEVjiVeVgVVY"
b^c^higVgVhj_Z[Z»gZhjbZVa\jcdhVheZX"
idhZcadhfjZXdch^hiZjcVgZaVX^‹cXdbd
‚hiV#6Xdci^cjVX^‹c]VnVa\jcdhb{h#
:hi^adhYZigVWV_dXdbeVi^WaZh#6ciZ"
idYd!jcVWjZcVgZaVX^‹cYZigVWV_dXdc
jc_Z[ZhZVYVeiVVaVhY^[ZgZcX^VhZcZhi^"
adhYZigVWV_d#EdgZ_Zbead!ZcjcVh^ijV"
X^‹cfjZZhijY^Vbdh!jcZ_ZXji^kdfjZ
iZc†VjcVgZaVX^‹cgZaVi^kVbZciZWjZcV
Xdc hj hjeZg^dg hZ eZgXVi‹ YZ fjZ Yj"
gVciZaVhgZjc^dcZhhj_Z[ZbjX]VhkZXZh
ZgV YZhViZcid n Zc dXVh^dcZh WgjhXd# :a
Zhi^adeZghdcVaYZahjWdgY^cVYdiZcY†VV
hZgY^hXjgh^kdnZmeadgVidg^d#6bZcjYd
hZ YZhk^VWV YZa iZbV Zc XjZhi^‹c eVgV
VWdXVghZ V [VXidgZh hZXjcYVg^dh! Zc[d"
fjZhVaiZgcVi^kdh!nVh†#Hj_Z[ZegZ[Zg†V
VcVa^oVg adh egdWaZbVh Xdc jc b†c^bd
YZYZiVaaZhnhZidgcVWV^beVX^ZciZnY^h"
igV†Yd XjVcYd hj hjWdgY^cVYd hZ VeVg"
iVWVYZaiZbV^cbZY^Vid#
6a gZXdcdXZg ZhiV Y^[ZgZcX^V YZ Zhi^"
adh! Za Z_ZXji^kd hZ kdak^‹ b{h ZhXjZid
n Y^gZXid Zc aVh gZjc^dcZh Xdc hj _Z[Z#
EVgV VnjYVghZ! VciZh YZ aVh gZjc^dcZh
ZcZgd'%%* 
YZhVggdaaVWV WgZkZh V\ZcYVh fjZ jhVWV
Xdbd \j†V# 8jVcYd hZci†V fjZ jcV Y^"
\gZh^‹cZgVcZXZhVg^V!Zmea^XVWVedgfj‚#
:hiZeZfjZŠdXVbW^dZchjegde^dZhi^ad
]^odb{hZÅXVXZhaVhgZjc^dcZhnbjX]d
bZcdh[gjhigVciZheVgVVbWdh#
Adh hjWdgY^cVYdh ejZYZc V_jhiVg hjh
Zhi^adhZcgZhejZhiVVab‚idYdegZ[Zg^Yd
edg hjh _Z[Zh eVgV gZX^W^g ^c[dgbVX^‹c#
EZiZg9gjX`ZgY^k^YZVadh_Z[ZhZcºVj"
Y^idgZh» nºaZXidgZh»# 6 Va\jcdh _Z[Zh aZh
\jhiV dWiZcZg ^c[dgbVX^‹c Zc aV [dgbV
YZ^c[dgbZhfjZejZYVcaZZgnZhijY^Vg#
Digdh igVWV_Vc bZ_dg Xdc ^c[dgbVX^‹c
Z ^c[dgbZh egZhZciVYdh Zc eZghdcV! YZ
bdYdfjZejZYVc]VXZgegZ\jciVh#8dbd
hZŠVaV9gjX`Zg!aVh^bea^XVX^dcZhhdcdW"
k^Vh#H^hj_Z[ZZhjcVjY^idg!^c[‹gbZaZZc
eZghdcV! n ajZ\d ]V\V hZ\j^b^Zcid Xdc
jcbZbd#H^hj_Z[ZZhjcaZXidg!XjWgV
adh†iZbhdegdejZhiVh^bedgiVciZhZcjc
bZbdd^c[dgbZ!najZ\dY^hXiVadh#
HZ ejZYZc ]VXZg digdh V_jhiZh YZ
VXjZgYd Va Zhi^ad YZ idbV YZ YZX^h^dcZh
YZjc_Z[Z#6a\jcdh_Z[ZhegZÅZgZc^ckdaj"
XgVghZZcaVhYZX^h^dcZhnegdWaZbVhVbZ"
Y^YVfjZhjg\Zc#HdcZ_ZXji^kdhVaiVbZciZ
eVgi^X^eVi^kdh V fj^ZcZh aZh \jhiV hZci^g
Za ejahd YZ aV deZgVX^‹c# CdgbVabZciZ
hjh cZXZh^YVYZh hdc bZ_dg hVi^h[ZX]Vh h^
jhiZYhZXdbjc^XVXdcZaadhYZjcVbV"
cZgVVY]dX#Jc_Z[ZfjZi^ZcZaVcZXZh^"
YVYYZ^ckdajXgVghZad]Vg{YZjcbdYd
jdigd!edgadfjZi^ZcZkZciV_Vh^cXaj^gad
edg^c^X^Vi^kVegde^V#Digdh_Z[ZhegZÅZgZc
YZaZ\Vg0cdYZhZVc^ckdajXgVghZ#:heZgVc
fjZjhiZYgZXjggVVZaadheVgVadhegdWaZ"
bVh^bedgiVciZhnfjZaZh^c[dgbZVXZgXV
YZXjVafj^ZgXVbW^dh^\c^ÅXVi^kd#
8gZVg jcV gZaVX^‹c XdbeVi^WaZ iVb"
W^‚c^bea^XVgZXjgg^gVaVh[dgiVaZoVhYZ
XVYV jcd n XdbeZchVg aVh gZheZXi^kVh
YZW^a^YVYZh# 8dbd hVW†V fjZ hj _Z[Z! Za
k^XZegZh^YZciZYZ^c\Zc^Zg†V!cdZgVbjn
WjZcd bdc^idgZVcYd adh egdWaZbVh YZ
hjh ZbeaZVYdh! jc Z_ZXji^kd fjZ Zhij"
Y^VbdhegdXjgVWV]VXZgadedgh†b^hbd#
AVhVejZhiVhZgVcVaiVh/adh^c\Zc^Zgdhn
i‚Xc^XdhZgVcidYdhb^ZbWgdhYZah^cY^"
XVid!aVZbegZhVigVWV_VWVhdWgZaVWVhZ
YZXdcigVidhXdcXa^ZciZhn]VW†VZmeZg^"
bZciVYdjcV]jZa\V^bedgiVciZ#
:aZ_ZXji^kdigVWV_VWVZhigZX]VbZciZ
Xdchj_Z[Z!VYZb{hYZXdceZghdcVhZc
ZaYZeVgiVbZcidYZegd\gVbVX^‹cnZc
6 Yb^ c ^ higZVh j _ Z[ Z
aVdÅX^cVYZeZghdcVa!eVgVVhZ\jgVghZYZ
Zk^iVg egdWaZbVh ediZcX^VaZh# IVbW^‚c
YZhVggdaa‹jcVXjZgYd^c[dgbVabZY^VciZ
ZaXjVahj_Z[ZgZk^hVWVXdc‚aXjVafj^Zg
XVbW^degdejZhidZcaVheda†i^XVhYZeZg"
hdcVadYZVh^\cVX^‹cVciZhYZVXijVg#:a
_Z[Z kVadgVWV hj XdchZ_d n YVWV Xg‚Y^id
VhjhjWdgY^cVYdedgbZ_dgVgZaYZhZb"
eZŠdYZaVY^k^h^‹cnZaXa^bVaVWdgVa#
:meZXiVi^kVhbjijVh#:ahjWdgY^cVYd
fjZ eVh^kVbZciZ hjedcZ hVWZg fj‚ Zh"
eZgVZa_Z[Z!Zhi{ZcegdWaZbVh#6a\jcdh
hjeZg^dgZhbVc^[ZhiVg{chjhZmeZXiVi^kVh
YZbVcZgVbjnZmea†X^iVnZc\gVcYZiV"
aaZ#EZgdaVbVndg†Vcdad]VXZ#NVjcfjZ
bjX]Vh XdgedgVX^dcZh edhZZc h^hiZbVh
fjZZcigZ\VcjcVWVhZeVgVXdbjc^XVg
ZmeZXiVi^kVh Xdbd egdXZhdh [dgbVaZh
YZeaVc^ÅXVX^‹cdZkVajVX^‹cYZaYZhZb"
eZŠd!Zhidhh^hiZbVhcjcXVigVWV_VcVaV
eZg[ZXX^‹c# 6YZb{h! ZcigZ ZhiVh ZkVajV"
X^dcZh[dgbVaZh!aVhZmeZXiVi^kVh^ckVg^V"
WaZbZciZXVbW^Vc#
:cai^bdi‚gb^cd!gZXVZZcZahjWdg"
Y^cVYdaViVgZVYZYZhXjWg^gXj{aZhhdc
aVhZmeZXiVi^kVhYZa_Z[Z#whiVhejZYZchZg
Vbea^Vh fj‚ i^ed YZ egdWaZbVh Za _Z[Z
YZhZVfjZhZaZ^c[dgbZcnXj{cYdnVa
b^hbdi^ZbedbjnZheZX†ÅXVhXj{cYd
jcegdnZXideVgi^XjaVgYZWZg†VhZgXdb"
eaZiVYdnfj‚i^edYZ^c[dgbVX^‹cZa_Z[Z
cZXZh^iVZcZaZcigZiVcid#
Ad\gVg fjZ jc _Z[Z fjZ i^ZcYZ V hZg
kV\ddedXdZmea†X^idZmegZhZhjhZmeZXiV"
i^kVhejZYZhZgY^[†X^a#EZgdadhZ_ZXji^kdh
ZÅXVXZhZcXjZcigVcbVcZgVhYZdWiZcZg
ZhV^c[dgbVX^‹c#6a\jcdhZaVWdgVg{cjc
bZbdYZiVaaVYdfjZXjWgVadhVheZXidh
XaVkZ YZ hj igVWV_d n ajZ\d hZ ad Zck^V"
g{cVhj_Z[ZeVgVVegdWVX^‹c#EdhiZg^dg"
bZciZ hZ\j^g{c Zhid Xdc jcV Y^hXjh^‹c
XVgVVXVgVZcaVfjZgZeVhZcXVYV†iZb
Zc Za bZbd# JcV Y^hXjh^‹c Xdbd ‚hiV
bjX]VhkZXZh]Vg{VÆdgVgk^gijVabZciZ
idYVhaVhZmeZXiVi^kVhYZa_Z[Z#
Digdh Z_ZXji^kdh ZÅXVXZh a^Y^Vg{c Xdc
jc_Z[ZcdZmea†X^id^c^X^VcYdjcVhZg^Z
Xdci^cjVYZY^hXjh^dcZh^c[dgbVaZhhdWgZ
ºWjZcV \Zhi^‹c» nºcjZhigdh dW_Zi^kdh»#
Digdh ZcXjZcigVc ^c[dgbVX^‹c i^a b{h
^cY^gZXiVbZciZ!VigVk‚hYZVfjZaadhfjZ
]VcigVWV_VYdeVgVZa_Z[ZnbZY^VciZadh
h^hiZbVh[dgbVaZhYZeaVc^ÅXVX^‹cZcadh
fjZZa_Z[Z]VXZXdbegdb^hdhXdchjegd"
e^dhjeZg^dg#Fj‚Zc[dfjZZa^_VjhiZY!edg
,
6 Y b ^ c ^ h i gZ V h j_ Z [ Z
hjejZhid! YZWZg†V YZeZcYZg YZ hj Xdb"
egZch^‹cYZaZhi^adYZhj_Z[Z#
9ZhVggdaaVg jc Xdc_jcid [VXi^WaZ YZ
ZmeZXiVi^kVh bjijVh iVbW^‚c gZfj^ZgZ
fjZ jhiZY Xdbjc^fjZ hjh egde^Vh Zm"
eZXiVi^kVhVa_Z[Z!YZhXjWgVh^hdcgZVa^h"
iVh Z ^cÆjZcX^Z Va _Z[Z eVgV fjZ VXZeiZ
VfjZaaVhfjZhdc^bedgiVciZheVgVjhiZY#
HZgXVeVoYZ^cÆjZcX^VgVa_Z[ZeVgVfjZ
kVadgZ hjh ZmeZXiVi^kVh ejZYZ hZg ZheZ"
X^VabZciZ ^bedgiVciZ h^ Za _Z[Z Zh jcV
eZghdcV[jZgiZbZciZdg^ZciVYVVaad\gd#
Jc_Z[ZVh†bjX]VhkZXZhÅ_Vg{Zhi{cYVgZh
^ggZVabZciZVaidhfjZYZWZchZgXdcX^a^V"
YdhXdcaVgZVa^YVY#
JcÆj_dYZ^c[dgbVX^‹c#AVXVci^YVY
YZ ^c[dgbVX^‹c gZfjZg^YV edg jc _Z[Z
VXZgXV YZ ad fjZ jc hjWdgY^cVYd Zhi{
]VX^ZcYd!kVg^Vg{Zc[dgbVh^\c^ÅXVi^kV!
YZeZcY^ZcYdYZaZhi^adYZa_Z[Z!aVh^ijV"
X^‹cZcfjZhZZcXjZcigZnaVXdcÅVcoV
fjZZa_Z[ZiZc\VZcZahjWdgY^cVYd#EZgd
ZhjhjVafjZjc_Z[ZgZfj^ZgVb{h^c[dg"
bVX^‹c fjZ aV fjZ Za hjWdgY^cVYd cV"
ijgVabZciZZcigZ\Vg†VdfjZZahjWdgY^"
cVYdXgZVfjZZa_Z[ZhZeVb{hfjZadfjZ
gZVabZciZ hVWZ# Adh Z_ZXji^kdh ZÅXVXZh
gZXdcdXZc fjZ egdWVWaZbZciZ hjWZhi^"
bVc ad fjZ hjh _Z[Zh cZXZh^iVc hVWZg n
hZ VhZ\jgVc YZ ZcXdcigVg aVh [dgbVh YZ
bVciZcZgadh^c[dgbVYdhVigVk‚hYZegd"
XZhdhfjZXVaXZcXdchjhZhi^adh#
AVVYb^c^higVX^‹cYZaÆj_dYZ^c[dgbV"
X^‹c]VX^VVgg^WVZhZheZX^VabZciZY^[†X^a
h^Va_Z[ZcdaZ\jhiVZhXjX]VgegdWaZbVh#
6jcfjZbjX]VheZghdcVhadcZ\Vg{c!adh
_Z[ZhVbZcjYdZcigZ\VchZŠVaZhfjZ^cY^"
XVcfjZh‹adfj^ZgZcZhXjX]VgWjZcVhcd"
i^X^Vh#BjZhigVc\gVcYZhV\gVYd!cdgbVa"
bZciZYZ[dgbVcddgVa!XjVcYdVa\j^Zc
aZh gZaViV jc egdWaZbV# >cXajhd ejZYZc
ZkVajVgb{h[VkdgVWaZbZciZVadhhjWdg"
Y^cVYdhfjZcdaZhaaZkVcegdWaZbVh!Vjc
^\cdgVcYdadhad\gdh^cY^k^YjVaZh#
Cd dWhiVciZ! eVgV Za W^Zc YZ aV dg"
\Vc^oVX^‹c! YZa _Z[Z n YZa hjWdgY^cVYd!
jc hjeZg^dg cZXZh^iV XdcdXZg adh [gVXV"
hdh Xdbd iVbW^‚c adh ‚m^idh# 6a\jcdh
hjWdgY^cVYdh bVcZ_Vc V adh _Z[Zh fjZ
h‹ad fj^ZgZc ZhXjX]Vg WjZcVh cdi^X^Vh!
ZcXdcigVcYd[dgbVh^cY^gZXiVheVgVfjZ
aZh aaZ\jZ aV ^c[dgbVX^‹c cZXZhVg^V! iVa
Xdbdjch^hiZbVYZ^c[dgbVX^‹cYZ\Zh"
i^‹c! edg Z_Zbead# Digdh hZ dXjeVc YZ
fjZadhegdWaZbVhediZcX^VaZh!nVhZVZc
-
aV[dgbVYZWjZcVhdbVaVhcdi^X^Vh!hZ
Xdbjc^fjZc^cbZY^ViVbZciZ#
8dcÅVW^a^YVY n ]dcZhi^YVY# EdXVh
XdhVhhdcb{hegdWaZb{i^XVheVgVjc_Z[Z
fjZjchjWdgY^cVYdYZfj^ZccdejZYZ
YZeZcYZg!ZcXjndigVWV_dcdejZYZXdc"
ÅVg# 8Vh^ cVY^Z Zh ^ciZcX^dcVabZciZ cd
ÅVWaZ!eZgdbjX]dhZ_ZXji^kdhadhdc^c"
VYkZgi^YVbZciZYZW^YdVYZhXj^Ydd^c"
XZgi^YjbWgZgZheZXidYZaVheg^dg^YVYZh
YZa _Z[Z# :a Xdbegdb^hd Xdc jcV [ZX]V
YZZcigZ\Vdei^b^hiVedYg†VXdbeaVXZgV
jchjeZg^dgZcZaXdgideaVod!eZgdXdc"
kZgi^ghZZcjcV[jZciZYZY^h\jhidh^cd
hZXjbeaZ#:hY^[†X^aeVgVjc_Z[ZXdcÅVg
ZcjchjWdgY^cVYdfjZhjZaZ[VaaVgZcadh
eaVodhYZZcigZ\V#:ceVaVWgVhYZjcegZ"
h^YZciZVaYZhXg^W^gVjchjWdgY^cVYd/
ºEgZ[Zg^g†V fjZ [jZhZ b{h Xdch^hiZciZ!
Vjch^ZcigZ\VgVbZcdh‚m^idhgdijcYdh0
VabZcdhedYg†VXdcÅVgZc‚a»#
IVbedXd ]Vn bjX]dh Z_ZXji^kdh ^c"
iZcX^dcVabZciZ YZh]dcZhidh Xdc hjh
_Z[Zh#EZgdZh[{X^ahdbWgZVgaVkZgYVYn
0AUTA PARA ADMINISTRAR
A SU JEFE
6hZ\gZhZYZZciZcYZgVhj_Z[Znhj
XdciZmid!^cXajnZcYd/
TBZiVhndW_Zi^kdh
TEgZh^dcZh
T;dgiVaZoVh!YZW^a^YVYZh!ejcidh
 X^Z\dh
T:hi^adegZ[Zg^YdYZigVWV_d
:kVaZhZVh†b^hbdnhjh
cZXZh^YVYZh!^cXajnZcYd/
T;dgiVaZoVhnYZW^a^YVYZh
T:hi^adeZghdcVa
TEgZY^hedh^X^‹c[gZciZVaVYZeZc
 YZcX^VYZÅ\jgVhYZVjidg^YVY
9ZhVggdaaZnbVciZc\VjcVgZaVX^‹c
fjZ/
THZV_jhiZVaVhcZXZh^YVYZhnZhi^adh
 YZVbWdh
THZXVgVXiZg^XZedgZmeZXiVi^kVh
 bjijVh
TBVciZc\VVhj_Z[Z^c[dgbVYd
THZWVhZZcaVXdcÅVW^a^YVYnaV
 ]dcZhi^YVY
TJhZZai^ZbedngZXjghdhYZhj_Z[Z
 hZaZXi^kVbZciZ
b^c^b^oVgadhegdWaZbVh#AVhegZdXjeV"
X^dcZhVXijVaZhbjX]VhkZXZhhZigVch[dg"
bVcZcegdWaZbVhhdgegZh^kdhV[jijgd#
:hXVh^^bedh^WaZeVgVadh_Z[ZhigVWV_Vg
Xdc ZÅXVX^V h^ cd ejZYZc YZeZcYZg YZ
jcV aZXijgV hjÅX^ZciZbZciZ egZX^hV YZ
hjhhjWdgY^cVYdh#9ZW^YdVfjZhdXVkVaV
XgZY^W^a^YVY! aV YZh]dcZhi^YVY Zh fj^o{h
ZagVh\db{hegZdXjeVciZfjZjchjWdg"
Y^cVYdejZYZiZcZg#H^cjcc^kZaW{h^Xd
YZXdcÅVcoV!jc_Z[ZhZh^ZciZdWa^\VYdV
XdcigdaVgidYVhaVhYZX^h^dcZhYZjchj"
WdgY^cVYd!adfjZ]VXZY^[†X^aYZaZ\Vg#
7jZcjhdYZai^ZbednadhgZXjghdh#
Hj_Z[ZegdWVWaZbZciZZhi{iVca^b^iVYd
Xdbd jhiZY Zc XjVcid V hj Y^hedc^W^"
a^YVY YZ i^Zbed! ZcZg\†V Z ^cÆjZcX^V#
8VYV hda^X^ijY fjZ jhiZY aZ ]VXZ Xdc"
hjbZeVgiZYZZhdhgZXjghdh!edgadfjZ
Xdck^ZcZgZXjgg^gVZaadhhZaZXi^kVbZciZ#
:hid ejZYZ hdcVg dWk^d! eZgd bjX]dh
Z_ZXji^kdh jhVc Za i^Zbed YZ hjh _Z[Zh
n eVgiZ YZ hj egde^V XgZY^W^a^YVY Zc
VhjcidhgZaVi^kVbZciZig^k^VaZh#
Jc k^XZegZh^YZciZ ]^od jc \gVc Zh"
[jZgodeVgVad\gVgfjZhj_Z[ZYZhe^Y^ZgV
V jcV ZcigdbZi^YV hZXgZiVg^V YZ digd
YZeVgiVbZcid# Hj _Z[Z ijkd fjZ jhVg
Xdch^YZgVWaZ ^c[ajZcX^V eVgV ]VXZgad#
8dbegZch^WaZbZciZ! Za _Z[Z YZa digd
YZeVgiVbZcid cd ZhiVWV XdciZcid# B{h
iVgYZ! XjVcYd Za k^XZegZh^YZciZ fj^hd
VWdgYVgegdWaZbVhb{h^bedgiVciZh!hZ
ZcXdcig‹XdcY^ÅXjaiVYZh#6ajhVghj^c"
ÆjZcX^VZcjcVhjcidgZaVi^kVbZciZig^"
k^Va!]^odb{hY^[†X^aeVgV‚aneVgVhj_Z[Z
Xjbea^gXdcbZiVhb{h^bedgiVciZh#
H^c YjYV! Va\jcdh hjWdgY^cVYdh gZ"
hZci^g{cfjZ!VYZb{hYZidYVhhjhdigVh
gZhedchVW^a^YVYZh! iVbW^‚c iZc\Vc fjZ
YZY^XVgi^ZbednZcZg\†VV\Zhi^dcVghjh
gZaVX^dcZhXdchjh_Z[Zh#:hidhZ_ZXji^kdh
cd hZ YVc XjZciV YZ aV ^bedgiVcX^V YZ
ZhiV VXi^k^YVY n YZ X‹bd ejZYZ h^bea^"
ÅXVghjhigVWV_dhVaZa^b^cVgegdWaZbVh
ediZcX^VabZciZ hZkZgdh# Adh Z_ZXji^kdh
ZÅXVXZhgZXdcdXZcfjZZhiVeVgiZYZhj
igVWV_dZhaZ\†i^bV#6akZghZVh†b^hbdh
Xdbd gZhedchVWaZh ai^bdh YZ ad fjZ
ad\gZc Zc jcV dg\Vc^oVX^‹c! hVWZc fjZ
YZWZc ZhiVWaZXZg n VYb^c^higVg aVh gZaV"
X^dcZhXdcidYdhVfjZaadhYZfj^ZcZhYZ"
eZcYZc!nZhd^cXajnZVa_Z[Z#
GZ^begZh^‹cg%*%&_¸Z
]VgkVgYWjh^cZhhgZk^Zl