What is Firo-B?

(C) Copyright Key Talent Partners July 2012www.keytalent-partners.com 01344 774 999

Provides awareness of interpersonal

preferences in three areas,

enabling relationships

to become more effective

FIRO-B is a registered trademark and the CPP logo is a trademark of CPP, Inc.

FIRO-B®

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Inclusion

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Control



Affection



Expressed/Wanted



Scoring measures frequency and selectivity. Who with and how often.

0 – 1 – 2

3 - 4 – 5 – 6

7 – 8 - 9

• LOW

• MEDIUM

• HIGH



• Inclusion – forming new relationships – associating with people – determines the extent of contact

• Control – decision-making– influence and persuasion between people– extent of power/dominance that a person seeks

• Affection – emotional ties– warm connections between people– extent of closeness that a person seeks

FIRO-B



INCLUSION• Distinction• Recognition• Attention• Participation• Involved

• Association• Acknowledgment• Contact• Belonging• Acceptance

Characteristics associated with the inter-personal need:



• Power• Authority• Influence• Responsible• Managerial

• Directive• Leader• Decisive• Consistent• Regulated

CONTROL



• Personal• Consensus-orientated• Sensitive• Empathetic• Open

• Affirming• Supportive• Closeness• Faithfulness• Warmth

AFFECTION



w

e

AffectionControlInclusion

I make an effort to

include others in

activities. I try to

belong, to join social

groups – to be with

people as much as

possible

I try to exert control and

influence over things. I

enjoy organising things

and directing others

I make an effort to get

close to people.

I am comfortable

expressing personal

feelings and I try to be

supportive of others

I want other people

to include me in

their activities and to

invite me to belong.

I enjoy it when

others notice me

I feel most

comfortable working

in well-defined

situations; I try to get

clear expectations

I want others to actwarmly towardsme. I enjoy it whenpeople share theirfeelings with meand encourage myefforts

The Six-Cell Model



• Talking and joking with others

• Taking a personal interest in others

• Involving others in projects and meetings

• Recognising the accomplishments of others

• Incorporating everyone’s ideas and suggestions

• Assuming positions of authority

• Advancing an idea within a group

• Taking a competitive stance and making winning a priority

• Managing the conversation

• Influencing others’ opinions

• Establishing, policy, structure, tasks and procedures

• Reassuring and supporting colleagues, both verbally and physically

• Giving gifts to show appreciation

• Exhibiting concern about the personal lives of others

• Being trustworthy and loyal

• Coaching and developing

Expressed Behaviours Associated with the Three Needs



Wanted Behaviours Associated with the Three Needs

• Frequenting high-traffic areas

• Decorating the work space with personal items

• Seeking recognition or responsibility

• Get involved in high-profile projects and activities

• Going along with the majority opinion

• Asking for help on the job

• Involving others in decision making

• Requesting precise instructions and clarification

• Deferring to the wishes, needs and requests of others

• Raising issues for others to consider

• Being flexible and accommodating

• Listening carefully to others

• Displaying an open body posture

• Sharing feelings of anxiety, sadness, loneliness

• Giving others more than they want or need


Relationship Management

• Inclusion– How much do I create opportunities to meet/include

them in my activities?– How much do I demonstrate our Team’s Vision & Values

to this person?– How much do I want to be an invited participant at their

meetings?– How much do I want to be a team player?– What can I do differently?



• Control– How much do I try to direct the actions/ideas of this

person?– Do I fit with this person’s needs for Control or do we both

‘over control’?– How much am I prepared to let this person get their way?– How much am I prepared to be told what to do by them?– What am I going to do differently to build a better

relationship?



• Affection– How much do I share about myself with this person?– How often do I show this person I ‘like’ them?– How do I react when this person attempts to build a

relationship with me?– How much do I want a better working relationship with

them?– What am I going to do differently?

Education

What is Firo-B?