News & Insights | News | 23 October 2019

Whether personality is influenced by nature or by nurture, it's important to recognise that people negotiate with people and the requirement to understand what is going on inside the other party’s head, remains hugely relevant.

In a previous article, I considered birth order theory and how that could impact negotiation behaviors. This got me thinking about how much of our personality is learnt and how much determined by our genes – the classic nature versus nurture debate.

It’s an interesting consideration particularly in the context of how much different behaviors can be “taught”. How much is it reasonable to expect a person to be able the change their default response to any given situation? Can one learn to “become someone else” or are we constrained by the personality we were born with?

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