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)