Can advances in behavioural neurogenetics make you a better relationship banker?

Dr Bob Murray, an expert on psychology and neuroscience, recently posed a question in a seminar I attended: 'What is a human?' I can tell you, he wasn't talking about blood, bone and sinew.

From a behavioural neurogenetic perspective, every single one of us (with the exception of the occasional psychopath):

• fears exclusion;
• isn't rational;
• makes poor decisions under stress;
• focuses on relationships (80% of the time); and
• spends 70% of dialogue on gossip.

How does this manifest itself in the business world?

In your job? In your relationships with your borrowers?

From his extensive studies, Dr Murray has determined that less than one per cent of communication between humans is actually about the presenting issue. About 20% is about underlying issues: people's assumptions, their hopes and fears. So, what's left?