Module II- FIRO Analysis

Organizational Behaviour IITeam & Group

Dynamics

Knowing

Doing

Being

Module 2: Fundamental Interpersonal Relationship Orientation (FIRO)

Course

Content

Module 1: Introduction & Beauty of Groups

Module 2: I in relation with Groups FIRO and Sensitivity

Module 3: I in relation with Groups- Transaction Analysis, Mental Models, EQ

Module 4: Team Leadership, Power and Influence

Module 5: Group Decision Making

Module 6: Team Conflict and Negotiations

Module 7: Team Productivity Lab

Module 8: Team Structure, Roles and Creativity

Module 9: Integrated Case Study

Module 10: Team Effectiveness & Conclusion

Self- Awareness

Self-awareness

Know ThyselfCarved on the Oracle at Delphi

He that would govern others must first master himselfMessinger

Su-raaj ke pehle swaraajMahatma Gandhi

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

Expressed, Wanted needs


Harmony


Conflict

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


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


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?


KNOWING

Dr. William Schutz

People need people ..


Why?

Belonging

Attention

Involvement

Interest

Visibility

Acceptance

Join

Contact

Membership

Authority

Structure

Achievement

Influence

Goal-attainment

Decisiveness

Dominance

Competitiveness

Organize

Persuasion

Warmth

Affirming

Caring

Personal

Commitment

Empathetic

Sharing

Intimacy

Supportive

Reassuring

Belonging

Attention

Involvement

Interest

Visibility

Acceptance

Join

Contact

Membership

Authority

Structure

Achievement

Influence

Goal-attainment

Decisiveness

Dominance

Competitiveness

Organize

Persuasion

Warmth

Affirming

Caring

Personal

Commitment

Empathetic

Sharing

Intimacy

Supportive

Reassuring

Inclusion

Belonging

Attention

Involvement

Interest

Visibility

Acceptance

Join

Contact

Membership

Authority

Structure

Achievement

Influence

Goal-attainment

Decisiveness

Dominance

Competitiveness

Organize

Persuasion

Warmth

Affirming

Caring

Personal

Commitment

Empathetic

Sharing

Intimacy

Supportive

Reassuring

Inclusion Control

Belonging

Attention

Involvement

Interest

Visibility

Acceptance

Join

Contact

Membership

Authority

Structure

Achievement

Influence

Goal-attainment

Decisiveness

Dominance

Competitiveness

Organize

Persuasion

Warmth

Affirming

Caring

Personal

Commitment

Empathetic

Sharing

Intimacy

Supportive

Reassuring

Inclusion Control Affection

INCLUSION

CONTROL

AFFECTION


Why?


INCLUSION

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.

Am I in or out?

Indicates amount of interaction

Extent of prominence and significance a person seeks

Am I ignored? Am I recognized?


CONTROL

The degree to which one desires to influence or direct the behavior of others.

The extent to which a person wants to be seen as competent, decisive and in charge.

Top or Bottom?

Need to control the interactions

Describes the behavior with respect to responsibility, power, influence and decision making

Am I seen competent?

Am I respected?


AFFECTION

Describes a persons behavior in forming close, personal relationships with others. It applies

primarily to one-to-one interaction.

Describes the extent to which people need to feel liked and appreciated.

Am I close or far?

Indicates depth of interaction

Extent of openness, warmth and personal connection one seeks

Am I liked? Am I appreciated?

People need people .. SocialInteraction

INCLUSION

Am I in or out?

Significance

Am I recognized?

Amount of interaction

CONTROL AFFECTION

Am I on top or bottom?

Competence/Influence

Am I respected?

Need to control interaction

Am I close or far?

Love/likability

Am I appreciated?

Depth of interaction

Fulfilling inherent needs

Affection

Inclusion

Control

Behaviors

People need people

Expressed Behavior Wanted

Behavior

Fulfilling inherent needs

Affection

Inclusion

Control

People to give to

People to receive from

People need people

Expressed Behavior Wanted

Behavior

How much I demonstrate the behavior How much I desire to receive the behavior

Social Interactions

LOW HIGHMEDIUM

Display behavior Selectively

In particular situation

Most Situations

The three need areas (ICA) are combined with the two behavioural dimensions (E & W) to describe actualbehaviours 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 manypeople 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)

Inclusion Control Affection Total

Expressed Behaviour

Expressed Inclusion

0-9

Expressed Control

0-9

Expressed Affection

0-9

TotalExpressed

Score

Wanted Behaviour

Wanted Inclusion

0-9

Wanted Control

0-9

Wanted Affection

0-9

Total Wanted

Score

Total Need Score

Total Scorefor Inclusion

Total Scorefor Control

Total Scorefor Affection

SocialInteraction

Index (Total)

FIRO Assessment Scores

NEED FOR INCLUSION

Need to feel self is significant/ worthwhileNeed to establish & maintain satisfactory relation with respect to interaction & association

Expressed Inclusion

WantedInclusion

Low High Low High

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?

Quiet Very reserved

Difficult to know

Engaging Outgoing

Connected

Private Little concern for popularity

Need for acceptance

Hate to be left out


NEED FOR CONTROL

Need to establish & maintain satisfactory relation with respect to control & power Need to feel self is competent & responsible

Expressed Control

WantedControl

Low High Low High

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?

Flexible Little interest in

power Easygoing

Intense Exacting

Dominant

Independent Rebellious

Prefers autonomy

Compliant Dependent


NEED FOR AFFECTION

Need to establish & maintain satisfactory relation with respect to love & affectionNeed to feel self is loveable

Expressed Affection

WantedAffection

Low High Low High

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?

Businesslike Aloof

Rational

Caring Warm

Reassuring

Distant Closed

Cautious

ConsiderateApproachable

Sensitive


Inclusion Control Affection Total

Expressed Behaviour

Expressed Inclusion

0-9

Expressed Control

0-9

Expressed Affection

0-9

TotalExpressed

Score0-27

Wanted Behaviour

Wanted Inclusion

0-9

Wanted Control

0-9

Wanted Affection

0-9

Total Wanted

Score0-27

Total Need Score

Total Scorefor Inclusion

0-18

Total Scorefor Control

0-18

Total Scorefor Affection

0-18

SocialInteraction

Index (Total)0-54

FIRO Assessment Outcomes

Calculate your FIRO Scores

Step 1 Overall Need score

Step 2 Total Expressed & Total Wanted scores

Step 3 Compare these

Step 4 Total Need scores

Step 5 Compare these (highest/lowest)

Step 6 Interactions between middle 6 cells

Score Analysis

Social Interaction Index

Score Representing CellNo 12

Overall Need Score Your Total Social Interaction Index

0-15 LowInterpersonal involvement NOT primary source of need satisfaction. Intellectual stimulation or solitary pursuits predominate

16-26 Medium LowInvolvement sometimes a source of satisfaction, depending on people & context

27-38 Medium HighInvolvement usually a source of satisfaction

39-54 HighInvolvement with others enjoyable & satisfying

Reserved

Cautious

Central

Active

Total Expressed Need

Score Representing Cell No 10

Total Expressed Score

0-7 Low

Selective about initiating social behavior

8-19 Medium

Situational varies with person or context

20-27 High

Enjoy initiating social behavior

Passive

Active

Total Wanted Need

Score Representing Cell No 11

Total Wanted Score

0-7 Low

Selective about relying on others for need; independent

8-19 Medium

Situational varies with person or context

20-27 High

Rely on others, comfortable accepting behavior from others

Independent

Dependent

Difference

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

Cell No 7- Inclusion NeedCell No 8- Control NeedCell No 9- Affection Need

Total Individual Need Score

Where I Stand?

Inclusion

(I)

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

Control

(C)

0-5 Low


6-12 Medium


13-18 High


Affection

(A)

0-5 Low


6-12 Medium


13-18 High


Total Need Scores

Strength of Interpersonal Needs

Highest need among cell no 7,8, and 9

Need with highest total score

INTERPERSONAL DRIVER

Inclusion Needs Control Needs Affection Needs

Regular contact

with others

Contribution from

everyone & chance

to get involved

Finding common

ground

Authority, goals &

targets

A stream of

decisions & sense of

moving forward

Challenges, rivalry &

competition

Loyalty to one

another

Frankness, candor,

feedback, exchange

of options

Serving & nurturing

others

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

Preferred Team Role and Leadership Style

Highest need among cell no 1,2, and 3

Need with highest individual expressed score

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

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

v v

Your Visibility in Organization

Score representing cell no 10 Total Expressed Score

What is your score?

00-9 = low visibility

10-19 = moderate visibility

20-27 = high visibility

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

Source: CCL 1998

Samples

US(28 708)

FIRO-B Means for Managers

UK(144)

China(35)

Japan(33)

eI

4

4

5

5

wI

4

3

4

4

eC

5

6

5

5

wC

3

3

5

5

eA

4

3

5

5

wA

5

4

5

5

Australia(45)

4 4 5 3 3 5

Exercise- Intra personal score interactions

Interaction across your scores determines your appraisal in the given social interaction.

Exercise- Inter personal score interactions


Interpersonal score interaction would determine overall compatibility.

A person with matches with a person with

High Expressed In High Wanted In

Low Expressed In Low Wanted In

High Expressed Co High Wanted Co

Low Expressed Co Low Wanted Co

High Expressed Aff High Wanted Aff

Low Expressed Aff Low Wanted Aff

Effective Relationships

A person with matches with a person with

High Expressed In Low Wanted In

Low Expressed In High Wanted In

High Expressed Co Low Wanted Co

Low Expressed Co High Wanted Co

High Expressed Aff Low Wanted Aff

Low Expressed Aff High Wanted Aff

These scores would need some work

Exercise- Team score interactions


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.


Harmony


Conflict

Awareness about self- need

Assuming that others too have some needs

Todays Learning

Which can be different than you

Documents

Module II- FIRO Analysis