This article handles with the use of the instrumental reason by the speakers of the political power in the organization through the discourse. The discourse as a expression of the instrumental reason presents an objective, to demonstrate to the actors, in the form of a false consciousness, values that in a first moment are not those believed by the actors as individuals. These values, that in a lower level mean to obey, to respect, handle with the actor's submission to the organization objective. In a second  moment the so-called actor's personal objectives will be substituted by the organization objectives. We may call this false consciousness, or falsifiable knowing. That is, the discourse assumes that the actors can be manipulated to agree that the declarations expressed by the discourse, and also their position, are correct. This is the first step to conduct the actor to a conformist position. Opposed  to this position we handle with the concept of discursive (or communicative) reason according  to Habermas. This is a position that offers us a distinct viewpoint, because actor's and  speaker’s discourse can be discussed in an argumentation and counter-argumentation basis. Organization al also can be seen in a distinct view: from a structure of distorted communications view to a structure of communicative interaction view, a setting where speakers and actors have the possibility of communicative interaction. This view legitimates, or validates, their position, intentions, and also the setting and  its norms. In this sense, according to Habermas (and also according to Forester) the communicative reason conducts to the veracity of what is proposed by speakers and actors, the authenticity of their position, and the justice of the proposed norms and rules, and in so doing, the communicative reason  is interested in its use by the social speakers and  actors.Utilização da razão instrumental através de discurso gerencial. O discurso gerencial incute nos atores da organização, na forma de uma fa1sa consciência, valores não referentes a eles próprios. Objetivos ditos pessoais substituídos pelos objetivos da organização. Conceito de razão discursiva toma a postura dos atores e locutores passível de argumentação e contra-argumentação. Organização como uma estrutura de interações comunicativas.