Organizational Behaviour II
Team & Group
Dynamics
Knowing
Doing
Being
Module 2: Fundamental Interpersonal Relationship Orientation (FIRO)
Module 10: Team Effectiveness & Conclusion
Module 9: Integrated Case Study
Module 8: Team Structure, Roles and Creativity
Module 7: Team Productivity Lab
Module 6: Team Conflict and Negotiations
Module 5: Group Decision Making
Module 4: Team Leadership, Power and Influence
Module 3: I in relation with Groups- Transaction Analysis, Mental Models, EQ
Module 2: I in relation with Groups FIRO and Sensitivity
Module 1: Introduction & Beauty of Groups
Course
Content
Self-awareness
Know Thyself
Carved on the Oracle at Delphi
He that would govern others must first master himself
Messinger
Su-raaj ke pehle swaraaj
Mahatma Gandhi
Self- Awareness
Seeking self knowledge is a prerequisite for personal growth.
Self- Awareness
Seeking self knowledge is a prerequisite for personal growth.
However, we avoid seeking information about ourselves
because it may make us feel awkward.
Self- Awareness
Module 2: Fundamental Interpersonal Relationship Orientation (FIRO)
Expressed,
Wanted
needs
Expressed,
Wanted
needs
Harmony
Expressed,
Wanted
needs
Conflict
Module 2: Fundamental Interpersonal Relationship Orientation (FIRO)
Purpose
The FIRO-B instrument is designed to
measure behaviour that derives from
interpersonal needs.
It is used for:
Improved self-understanding
One-to-one relationships
Team work
Career development
Leadership development
Module 2: Fundamental Interpersonal Relationship Orientation (FIRO)
FIRO B Instrument
Is suitable for people over 14 years of age
Is untimed (takes about 10-20 minutes)
No right or wrong answers
No passing or failing
Results used for learning & development
non-judgmental
Results will be returned to the participants
only
Results do not indicate aptitude or skills
Provides insights into how people interact
with others and how they want others to
interact with them
Module 2: Fundamental Interpersonal Relationship Orientation (FIRO)
FIRO B Instrument
Items may seem repetitive
Please read instructions for each section
They are different
First thoughtful response
Who will see results?
Mindset Frame of reference?
Module 2: Fundamental Interpersonal Relationship Orientation (FIRO)
DOING
KNOWING
Dr. William Schutz
People need people ..
People need people ..
Why?
Belonging
Authority
Warmth
Attention
Structure
Affirming
Involvement
Achievement
Caring
Interest
Influence
Personal
Visibility
Goal-attainment
Commitment
Acceptance
Decisiveness
Empathetic
Join
Dominance
Sharing
Contact
Competitiveness
Intimacy
Membership
Organize
Supportive
Persuasion
Reassuring
Inclusion
Belonging
Authority
Warmth
Attention
Structure
Affirming
Involvement
Achievement
Caring
Interest
Influence
Personal
Visibility
Goal-attainment
Commitment
Acceptance
Decisiveness
Empathetic
Join
Dominance
Sharing
Contact
Competitiveness
Intimacy
Membership
Organize
Supportive
Persuasion
Reassuring
Inclusion
Control
Belonging
Authority
Warmth
Attention
Structure
Affirming
Involvement
Achievement
Caring
Interest
Influence
Personal
Visibility
Goal-attainment
Commitment
Acceptance
Decisiveness
Empathetic
Join
Dominance
Sharing
Contact
Competitiveness
Intimacy
Membership
Organize
Supportive
Persuasion
Reassuring
Inclusion
Control
Affection
Belonging
Authority
Warmth
Attention
Structure
Affirming
Involvement
Achievement
Caring
Interest
Influence
Personal
Visibility
Goal-attainment
Commitment
Acceptance
Decisiveness
Empathetic
Join
Dominance
Sharing
Contact
Competitiveness
Intimacy
Membership
Organize
Supportive
Persuasion
Reassuring
People need people ..
Why?
INCLUSION
CONTROL
AFFECTION
People need people ..
The need to establish and maintain satisfactory
interactions and associations with other
people.
A recognition of the significance and
importance of the self and of others as unique
individuals.
INCLUSION
Am I in or out?
Am I ignored?
Am I recognized?
Indicates amount of interaction
Extent of prominence and significance a
person seeks
People need people ..
The degree to which one desires to influence or
direct the behavior of others.
CONTROL
The extent to which a person wants to be seen as
competent, decisive and in charge.
Top or Bottom?
Am I seen competent?
Am I respected?
Need to control the interactions
Describes the behavior with respect to
responsibility, power, influence and
decision making
People need people ..
Describes a persons behavior in forming close,
personal relationships with others. It applies
primarily to one-to-one interaction.
AFFECTION
Describes the extent to which people need to feel
liked and appreciated.
Am I close or far?
Am I liked?
Am I appreciated?
Indicates depth of interaction
Extent of openness, warmth and personal
connection one seeks
Social
People need people ..
Interaction
INCLUSION
CONTROL
AFFECTION
Am I in or out?
Am I on top or bottom?
Am I close or far?
Significance
Competence/Influence
Love/likability
Am I recognized?
Am I respected?
Am I appreciated?
Amount of interaction
Need to control interaction
Depth of interaction
People need people
Control
Inclusion
Affection
Fulfilling inherent needs
Behaviors
People need people
Control
Inclusion
Affection
People to give to
Fulfilling inherent needs
Expressed
Behavior
Wanted
Behavior
People to receive
from
Social Interactions
Expressed
Behavior
Wanted
Behavior
How much I demonstrate the behavior
How much I desire to receive the behavior
LOW
MEDIUM
HIGH
Display behavior
Selectively
In particular
situation
Most Situations
The three need areas (ICA) are combined with the two
behavioural dimensions (E & W) to describe actual
behaviours in terms of:
Frequency
(never usually)
Selectivity
(nobody most people)
Note: Not measuring quantity of underlying trait that
causes behaviour, but how often & with how many
people the person seeks to satisfy need/s.
Created by Dr Will Schutz (1958)
People need people for:
Inclusion
Control
Affection
They need:
People to receive from
(wanted behaviour)
People to give to
(Expressed behaviour)
FIRO Assessment Scores
Inclusion
Control
Affection
Total
Expressed
Behaviour
Expressed
Inclusion
0-9
Expressed
Control
0-9
Expressed
Affection
0-9
Total
Expressed
Score
Wanted
Behaviour
Wanted
Inclusion
0-9
Wanted
Control
0-9
Wanted
Affection
0-9
Total
Wanted
Score
Total Need
Score
Total Score
for Inclusion
Total Score
for Affection
Social
Interaction
Index (Total)
Total Score
for Control
Inclusion
Control
Affection
NEED FOR INCLUSION
Need to feel self is significant/ worthwhile
Need to establish & maintain satisfactory relation with respect to
interaction & association
Expressed
Inclusion
Wanted
Inclusion
To what extent do I include other
people in my activities
(e.g., meetings, discussions) and get
them to include me in theirs?
How much do I want others to include
me in their activities and invite me to
participate?
Low
High
Low
High
Quiet
Very reserved
Difficult to
know
Engaging
Outgoing
Connected
Private
Little concern
for popularity
Need for
acceptance
Hate to be left
out
Inclusion
Control
Affection
NEED FOR CONTROL
Need to establish & maintain satisfactory relation with respect to
control & power
Need to feel self is competent & responsible
Expressed
Control
Wanted
Control
How much control and influence do I exert
over things?
To what extent do I take charge and tell others
what to do?
How much control and influence do I want others
to have over me?
How comfortable am I with others telling me what
to do?
Low
High
Low
High
Flexible
Little interest in
power
Easygoing
Intense
Exacting
Dominant
Independent
Rebellious
Prefers autonomy
Compliant
Dependent
Inclusion
Control
Affection
NEED FOR AFFECTION
Need to establish & maintain satisfactory relation with respect to
love & affection
Need to feel self is loveable
Expressed
Affection
Wanted
Affection
To what extent do I act open,
trusting, and caring toward
others?
How much do I want others to act
open, trusting, and caring toward
me?
Low
High
Low
High
Businesslike
Aloof
Rational
Caring
Warm
Reassuring
Distant
Closed
Cautious
Considerate
Approachable
Sensitive
BEING
FIRO Assessment Outcomes
Inclusion
Control
Affection
Total
Expressed
Behaviour
Expressed
Inclusion
0-9
Expressed
Control
0-9
Expressed
Affection
0-9
Total
Expressed
Score
0-27
Wanted
Behaviour
Wanted
Inclusion
0-9
Wanted
Control
0-9
Wanted
Affection
0-9
Total
Wanted
Score
0-27
Total Need
Score
Total Score
for Inclusion
0-18
Total Score
for Control
0-18
Total Score
for Affection
0-18
Social
Interaction
Index (Total)
0-54
Calculate your FIRO Scores
Step 1
Step 2
Step 3
Step 4
Step 5
Step 6
Score Analysis
Overall Need score
Total Expressed & Total Wanted scores
Compare these
Total Need scores
Compare these (highest/lowest)
Interactions between middle 6 cells
Score Representing Cell Overall Need Score
No 12
Your Total Social
Interaction Index
Reserved
0-15 Low
Interpersonal involvement NOT primary source of need satisfaction.
Intellectual stimulation or solitary pursuits predominate
Cautious
16-26 Medium Low
Involvement sometimes a source of satisfaction, depending on people &
context
Central
27-38 Medium High
Involvement usually a source of satisfaction
Active
39-54 High
Involvement with others enjoyable & satisfying
Social Interaction Index
Score Representing
Cell No 10
Passive
Total Expressed Score
0-7 Low
Selective about initiating social behavior
8-19 Medium
Situational varies with person or context
Active
20-27 High
Enjoy initiating social behavior
Total Expressed Need
Score Representing
Cell No 11
Total Wanted Score
0-7 Low
Independent
Selective about relying on others for need; independent
8-19 Medium
Situational varies with person or context
Dependent
20-27 High
Rely on others, comfortable accepting behavior from others
Total Wanted Need
Where I Stand?
If Expressed Score > Wanted Score
More comfortable taking the initiative than relying on others
May keep others at a distance to avoid unwanted behaviors
May send mixed messages
Expressed Score < Wanted Score
More comfortable relying on others than taking the initiative
May be inhibited
May be dissatisfied not getting what you want
Difference
Cell No 7- Inclusion Need
Cell No 8- Control Need
Cell No 9- Affection Need
Total Individual Need Score
Where I Stand?
Inclusion
(I)
Control
(C)
Affection
(A)
0-5 Low
Indifferent to satisfying this need, or very selective
6-12 Medium
Often express or elicit behaviors to satisfy your need
13-18 High
Will consistently pursue satisfaction of this need
0-5 Low
Indifferent to satisfying this need, or very selective
6-12 Medium
Often express or elicit behaviors to satisfy your need
13-18 High
Will consistently pursue satisfaction of this need
0-5 Low
Indifferent to satisfying this need, or very selective
6-12 Medium
Often express or elicit behaviors to satisfy your need
13-18 High
Will consistently pursue satisfaction of this need
Total Need Scores
Highest need among cell no
7,8, and 9
Need with highest total
score
INTERPERSONAL DRIVER
Most comfortable interpersonal area
Need area you are LEAST willing to sacrifice in social situations
You will return to those situations that satisfy this need
The need you will focus on in new situations
Inclusion Needs
Regular contact
with others
Contribution from
everyone & chance
to get involved
Finding common
ground
Control Needs
Affection Needs
Authority, goals &
Loyalty to one
targets
another
A stream of
Frankness, candor,
decisions & sense of
feedback, exchange
moving forward
of options
Challenges, rivalry & Serving & nurturing
competition
others
Strength of Interpersonal Needs
Highest need among cell no
1,2, and 3
Need with highest individual
expressed score
It reflects your most comfortable team role.
This is what you would prefer if situation has no conflicting interest.
There can be combination of two roles.
This score also gives insight about your preferred leadership style
Inclusion Needs
Control Needs
Affection Needs
Clarifier
Creates ways for
everyone to participate
Director
Offers structure &
decision making
Encourager
Fosters harmony
Collaboration style
Authority style
Empathy style
Preferred Team Role and Leadership Style
Score representing cell no 10
Total Expressed Score
What is your score?
00-9 = low visibility
10-19 = moderate visibility
20-27 = high visibility
Your Visibility in Organization
Lowest Expressed Need
( Need representing lowest score
among cell no 1,2 and 3 )
Highest Wanted Need
( Need representing highest
score among cell no 4,5 and 6 )
Need your special Attention
FIRO-B Means for Managers
Samples
eI
wI
eC
wC
eA
wA
US
(28 708)
UK
(144)
China
(35)
Japan
(33)
Australia
(45)
Source: CCL 1998
Interaction across your scores determines your appraisal
in the given social interaction.
Exercise- Intra personal score interactions
Interaction across your scores determines your appraisal
in the given social interaction.
Interpersonal score interaction would determine overall
compatibility.
Exercise- Inter personal score interactions
A person with
High Expressed In
Low Expressed In
High Expressed Co
Low Expressed Co
High Expressed Aff
Low Expressed Aff
Effective Relationships
matches with a person with
High Wanted In
Low Wanted In
High Wanted Co
Low Wanted Co
High Wanted Aff
Low Wanted Aff
A person with
matches with a person with
High Expressed In
Low Expressed In
High Expressed Co
Low Expressed Co
High Expressed Aff
Low Expressed Aff
Low Wanted In
High Wanted In
Low Wanted Co
High Wanted Co
Low Wanted Aff
High Wanted Aff
These scores would need some work
Interaction across your scores determines your appraisal
in the given social interaction.
Interpersonal score interaction would determine overall
compatibility.
There are no good or bad individual scores but only the
fit that matters for team compatibility.
Score Fits have direct interaction with context in
determining the final compatibility.
Exercise- Team score interactions
Expressed,
Wanted
needs
Expressed,
Wanted
needs
Harmony
Expressed,
Wanted
needs
Conflict
Todays Learning
Awareness about
self- need
Assuming that others
too have some needs
Which can be different
than you
Module 2: Fundamental Interpersonal Relationship Orientation (FIRO)
