Page 63 - Boettcher.indb

THE ADVANTAGES OF UNDERSTANDING PEOPLE

and emphasize that “ . . . a personality cannot, of course, be changed
overnight . . . because the basic features of the development of a
person’s personality . . . are largely determined at a young age.”
(Bußmann, 2019, p. 58) Roth concludes that changes are possible
within a certain framework, namely by “not starting with the basic

structure of the personality, but with behavior.”

The following personal evaluation tips should be understood in this
sense. They are also based on findings from social psychology. With
them, you can succeed in bringing about or at least initiating be-
havioral changes on the part of your conversation partners. Take the

tips as suggestions—you should always adapt them to the person
you are interacting with and the specific situation, and try to learn
them step by step.

Influencing Change Through Understanding Behavior

Exploring the potential for change in behavior is a complex and
ongoing scientific debate. Some theorists argue that personality and
behavior are largely formed early in life, influenced by genetics and
childhood experiences, and leaving little room for change. However,
neuroscientists like Gerhard Roth suggest that while fundamental

aspects of personality are indeed established early, there’s flexibility
in behavioral change within certain bounds. Here are some practi-
cal tips based on social psychology to facilitate or initiate behavioral
changes in others. These should be seen as flexible strategies, tailored
to the individual and situation at hand, and applied progressively.

Tip 1: The Power of Reciprocity

Human behavior often follows automatic patterns, especially in
response to cultural norms about compliance. One such pervasive

cultural norm is reciprocity: people generally feel compelled to

61