Stage 5Understanding Yourselves

90 minutes

bsharp The Winners’ WayMake winning a habit.

The Winner’s WaySTAGE 1 – Introductions & Ice-Breakers: 60 minutes • Team Formation, Names, Statement• Intro, Steal • Visualize 3 years

STAGE 2 – The Winner’s Mind set: 60 minutes• SMATE

STAGE 3 –A Bias for Action75 minutes• Setting great personal goals• A Bias for Action• Organizational action plan

Zone 1: Personal ZoneWinning within yourself3 hours, 15 minutes

Zone 2: Team ZoneWinning with teams

3 hours

Stage 4 Build A Power Tower30 minute session• Plan• Build• Learn

STAGE 5 – Where are you: FIRO B : 90 minutes [30 min + 60 min]• Explanation• Questionnaire, Interpretation, Actions

STAGE 6 –Leadership Traits60 minutes• HIT GRID

STAGE 7 – SPS Strategists60 minutes• Problem Statement• Solution Approach• Prepare & Present

STAGE 8 – Summary30 minutes• Our learning today• Next Steps

Zone 3: Org ZoneWinning for SPS

1 hour 30 minutes

Understanding Yourselves• FIRO B – Background (30 minutes)• FIRO B – The Test & scoring (30 minutes)• FIRO B – Interpretation (30 minutes)

Get on the same page• Confidentiality• Ethical use of FIRO-B• Purpose and applications • Boundaries of this session • Process of this session

There are no right or wrong answers – remember this is to raise the self awareness. It provides more choices for you. Rest is up to you.

FIRO-B - BackgroundFundamental Inter-personnel Relationships Orientation

BehaviorA test to help you to:

• Raise awareness of your typical inter-personnel behavior

• Manage your behavior and its impact

• Understand the contributions of all team members

• Build more effective and rewarding relationships

• Impact of behavior on work satisfaction and productivity

Applications• Improving working relationships • Communication styles • Team building and development • Management development • Career Management • Understanding of conflict • Assessment for selection

Will Schutz 1958Current version: 1996

Needs & Aspects

Introducing 3 need areas (like basic needs)

Inclusion (In or Out)How much you generally include other people in your life, and how much attention, contact and recognition you want from others. Inclusion is about you in relationship to groups, whether small or large.

Control (Top or Bottom)How much influence and responsibility you want, and how much you want others to lead and influence you. Control is about one-to-one relationships as well as your behavior as part of a group.

Affection (Close or Far)How close and warm you are with others, and how close and warm you want others to be with you. Affection is about the need to establish comfortable one-to-one relationships.

Two types of behaviours• Expressed behaviour

• The extent to which you prefer to initiate a behaviour, and what your comfort level is when engaging in the behaviour associated with the need areas.

• Wanted behaviour• The level of behaviour that you would like to receive from others.

Wanted behaviour are not visible and as a result, people will often make assumptions about what is “Wanted” based on an individual’s expressed behaviours.

Understanding Yourselves• FIRO B – Background• FIRO B – The Test • FIRO B – Interpretation

Take the test• Average time = 10 minutes

• 54 Items

• Six questions with nine variations

• Self-scorable/on-site scoring

• Non-judgmental developmental

• Repetitive items yet independent• For each statement that follows, decided which of the following

answers best applies to you. Place the number of the answer at the left of the statement.

“ Some items may seem similar to others. However, each item is different, so please answer each one without regard to the others or without trying to be consistent.”

Question Sheet 1• I try to be with people.• I let other people decide what to do.• I join social groups.• I try to have close relationships with people.• I tend to join social organizations when I have an opportunity.• I let other people strongly influence my actions.• I try to be included in informal social activities.• I try to have close, personal relationships with people.• I try to include other people in my plans.• I let other people control my actions.• I try to have people around me.• I try to get close and personal with people.• When people are doing things together, I tend to join them.• I am easily led by people.• I try to avoid being alone.• I try to participate in group activities.

Rating Scale:1 Usually2 Often3 Sometimes4 Occasionally5 Rarely6 Never

Question Sheet 2• I try to be friendly to people.• I let other people decide what to do. • My personal relations with people are cool and distant.• I let other people take charge or things.• I try to have close relationships with people.• I let other people strongly influence my actions.• I try to get close and personal with people. • I let other people control my actions.• I act cool and distant with people.• I am easily led by people.• I try to have close, personal relationships with people.• I like people to invite me to things.• I like people to act close and personal with me.• I try to strongly influence other people’s actions.• I like people to invite me to join in their activities.• I like people to act close toward me.• I try to take charge of things when I am with people.• I like people to include me in their activities.• I like people to act cool and distant toward me.• I try to have other people do things the way I want them done.

Rating Scale:1 Most people2 Many people3 Some people4 A few people5 One or two people6 Nobody

I like people to ask me to participate in their discussions.I like people to act friendly toward me.I like people to invite me to participate in their activities.I like people to act distant toward me.

Question Sheet 3

• I try to be the dominant person when I am with people.• I like people to invite me to things.• I like people to act close toward me.• I try to have other people do things I want done.• I like people to invite me to join their activities.• I like people to act cool and distant toward me.• I try to strongly influence other people’s actions.• I like people to include me in their activities.• I like people to act close and personal with me.• I try to take charge of things when I’m with people.• I like people to invite me to participate in their activities.• I like people to act distance toward me.• I try to have other people do things the way I want them done.• I take charge of things when I’m with people.

Rating Scale:1 Usually2 Often3 Sometimes4 Occasionally5 Rarely6 Never

Scoring KeyFIRO-B SCORING SHEET

Expressed Inclusion Wanted Inclusion Expressed Control Wanted Control Expressed Affection Wanted Affection

Question KeyQuesti

onKey

Question

KeyQuesti

onKey

Question

KeyQuesti

onKey

1 1-2-3 28 1-2 30 1-2-3 2 1-2-3-4 4 1-2 29 1-23 1-2-3-4 31 1-2 33 1-2-3 6 1-2-3-4 8 1-2 32 1-25 1-2-3-4 34 1-2 36 1-2 10 1-2-3 12 1 35 5-67 1-2-3 37 1 41 1-2-3-4 14 1-2-3 17 1-2 38 1-29 1-2 39 1 44 1-2-3 18 1-2-3 19 4-5-6 40 5-6

11 1-2 42 1-2 47 1-2-3 20 1-2-3 21 1-2 43 113 1-2 45 1-2 50 1-2 22 1-2-3-4 23 1-2 46 5-615 1 48 1-2 53 1-2 24 1-2-3 25 4-5-6 49 1-216 1 51 1-2 54 1-2 26 1-2-3 27 1-2 52 5-6

Understanding Yourselves• FIRO B – Background• FIRO B – The Test • FIRO B – Interpretation

V

ScoresInclusion Control Affection Total

Expressed towards others

 eI0-94-75.4

 eC0-92-53.9 

  eA0-93-64.1

 Total Expressed0-279-1813.4

Wanted from

others

  wI0-95-86.5

  wC0-93-64.6

 wA0-93-64.6 

Total Wanted0-2711-2015.9 

Total

tI 0-189-1511.9

tC0-185-118.5

tA0-186-128.9

Social Interaction Index 0-5420-3829.3

IndexRangeRange in which 50% of adults fallAverage for adults worldwide

FIRO-B Individual Cell Scores: eIexpressedinclusion

wIwantedinclusion

eCexpressedcontrol

eAexpressedaffection

wCwantedcontrol

wAwantedaffection

• 0, 1, 2LOW Behaviors are rarely displayed by you• 3, 4, 5, 6 MEDIUM Behaviors will be a noticeable characteristic of

you, but only some of the time• 7, 8, 9HIGH Behaviors are a noticeable characteristic of you in most

situationsInterpretation Guidelines:Compare actual scores with predicted onesNote highest and lowest scoresLook for relationships within scalesHighest score = most socially comfortableNo good or bad resultsExamine relationship between total expressed and total wanted scores

Example

Temperament ProfileScore Inclusion Control Affection

Temperament by APS (all 3 areas)

Low e and w The Loner The Rebel The Pessimist Melancholy

Moderate e, Low w "Now You See Him, Now You Don't" Tendencies

Self-Confident"Image of Intimacy" Tendency

Phlegmatic Melancholy / Phlegmatic Choleric

High e, Low w Now You See Him, Now You Don't Mission Impossible Image/(Mask) of Intimacy Choleric

High e, Moderate w The Conversationalist"Mission Impossible" with Narcissistic Tendencies

Living Up To ExpectationsSanguine Phlegmatic / Choleric Phlegmatic

High e and w People Gatherer (formerly, "Where are the People?")

Dependent-Independent conflict

The Optimist Sanguine

Moderate e, High w Hidden Inhibitions Let's Take a Break Cautious Lover In DisguisePhlegmatic Supine / Phlegmatic Sanguine

Low e, High w Inhibited IndividualOpenly Dependent Person; (w=6*: Loyal Lieutenant)

Cautious Lover Supine

Low e, Moderate w Cautious Expectation The Checker Careful ModerationSupine Phlegmatic / Melancholy Phlegmatic

Moderate e and w Social Flexibility The MatcherWarm Individual/The Golden Mean

Phlegmatic

low mid high

0-2 3--6 7--9

Highest Score =

Most comfortable interpersonal area Need area you will be the least willing to

sacrifice in social situations Situations that satisfy this need will be those you

return to often

Total Needfor Inclusion

Total Needfor Control

Total Needfor Affection

Strength of Your Interpersonal Needs:

Low = 0 to 5 Medium = 6 to 12 High = 13 to 18

Strength of Your Interpersonal Needs: Overall Need Score

0-15 LOW Involvement with others not primary source of need satisfaction. Intellectual stimulation or solitary pursuits predominate.

16-26 MEDIUM-LOW Involvement sometimes a source of satisfaction, depending on people and context.

27-38 MEDIUM-HIGH Involvement is usually source of satisfaction.

39-54 HIGH Involvement with others enjoyable and satisfying.

Stage 5: FIRO B:

• Understand your behaviour – think about it

• Do you require to modify your behaviour – family, manager, team, colleague, security guard

• Can we impact the scores? Yes you can.

• Can we understand more from FIRO B: www.cpp.com

Stage 5Understanding Yourselves

90 minutes

bsharp The Winners’ WayMake winning a habit.

Logistics • Give questionnaire (3 pages), scoring key + scoring

sheet (1 page).

• Background 20 minutes• Test and evaluation 30 minutes• Interpretation 40 minutes