1
Humans Interact
If people need
people, then.…
how do people
need people,
...and to what
degree?
2
•
It became evident for example during the
Korean war that different leadership groups
onboatd the american naval vessels differed
quite a bit in effectiveness. Even though
they were composed of persons with
identical competence and training. To find
the answer to this difference in efficiency
and its causes, Will Schutz, an american
psychologist, performed a study requested
by amongts others the american marine.
3
THREE MAIN PHASES:
In his research he discovered that a group that
has three different main needs that the
individuals strive to meet.
How well these are met determine much of the
effectiveness of the group. Later these were put
in a graphic model with three main phases
(inclusion,, control and openess) and two resting
phases in between.
A group that strives for togetherness and effeciency
must go through these phases in the mentioned
order to achieve success.
4
A group that through development has reached the
third phase – openess – will from time to time go
back through the previous phases, for example
depending on the fact that new members arrive in
the group, or that a new task has fallen outside the
previous framework for the group.
5
6
When you are aware of the behavior
patterns you can better decide when
to act in your normal way and when it
seems more appropriate to act
differently.
 As you change your habits by making
different choices in your behavior ,
your FIRO scores will also change

7
Your answers to FIRO - B questions
put you somewhere within a range of
scores .You may be on the high or the
low end of the range or somewhere
in-between.
 Because of this some of the
descriptions may fit you to a “ T “
while others may be less accurate.

8

Your FIRO _ B scores can change . The
scores and descriptions are a guide to
how you view interpersonal
relationships at this point of time and
will help you to think about your
strengths and weaknesses
9
Benefits of the FIRO-B
The FIRO-B is an ideal tool to use for interpersonal behavior
measurement and assessment, including:
•management and supervisor development
•leadership development (used with MBTI as part of the
Leadership Report)
•identifying leadership preferred operating styles
•employee development
•team building and explaining team roles
•improving team effectiveness
•advancing career development
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INCLUSION
CONTROL
AFFECTION
EXPRESSED
How much do
I connect to
others?
How much do
I take charge?
How much do
I share myself
with others?
WANTED
How much do
I want others
to connect
with me?
How much do
I want others
to be in
“driver’s seat”?
How much do
I want others
to reach out to
me?
11
Different categories given in the matrix measure
how much interaction a person wants in the areas of
socializing, leadership and responsibilities, and
more intimate personal relations. FIRO-B was
created, based on this theory, a measurement
instrument with scales that assess the behavioral
aspects of the three dimensions. Scores are graded
from 0-9 in scales of expressed and wanted
behavior, which define how much a person
expresses to others, and how much he wants from
others.
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FIRO-B Inclusion
How much do you
connect with others
or want attention and
recognition from
them?
13
FIRO-B Control
How much do you take
charge or want others to
give directions?
14
FIRO-B
Affection / Openness
How much do I
share about
myself and want
others to
share with me?
15
FIRO-B
DIMENSIONS OF
BEHAVIOUR
Expressed
How we interact
with others
Wanted
How we want others to
interact with us
16
Inclusion
(significance, contact,
involvement)
e :I include others
in my activities
w :I want to be included
and belong
17
18
Wanted Inclusion Behaviour
Being around
Seeking recognition
Getting involved in high
profile projects
19
Control
e: I exert control and
influence
over people and things
w :I want others to control
and influence me
(competence, influence,
authority)
20
Expressed Control
Behaviour
directing people
decision-making
assuming responsibility
21
Wanted Control
Behaviour
requesting clarification
wanting direction and
guidance concern for rules
22
Affection /Openness
e: I make efforts to be close
to people
w: I want others to try to
become close to me
(Warmth, self-disclosure
23
Expressed Affection
reassuring and supporting
colleagues,
giving gifts to show
appreciation,
coaching and developing
others
24
Wanted Affection
being flexible and
accommodating,
listening carefully to others,
trying to please people.
25
For each area of interpersonal need the following three types of behavior would be evident:
(1) deficient, (2) excessive, and (3) ideal.
Deficient was defined as indicating that an individual was not trying to directly satisfy the need.
Excessive was defined as indicating that an individual was constantly trying to satisfy the need.
Ideal referred to satisfaction of the need. From this, there were identified the following types:
Inclusion types.
1.the undersocial (low EI, low WI)
2.the oversocial (high EI, high WI)
3.the social (moderate EI, moderate WI)
Control types
1.the abdicrat (low EC, high WC)
2.the autocrat (high EC, low WC)
3.the democrat (moderate EC, moderate WC)
Affection types
1.the underpersonal (low EA, low WA)
2.the overpersonal (high EA, high WA)
3.the personal (moderate EA moderate WA)
26
In 1977, a clinical psychologist who worked with FIRO-B, Dr. Leo Ryan, produced maps of
the scores for each area, called "locator charts",
and assigned names for all of the score ranges in his Clinical Interpretation of FIRO-B:
Score
Low e and w
Inclusion
Control
Affection
Temperament by APS
(all 3 areas)
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
"Mission Impossible"
with Narcissistic
Tendencies
Living Up To
Expectations
Sanguine Phlegmatic /
Choleric Phlegmatic
high e, moderate w The Conversationalist
high e and w
People Gatherer (formerly,
"Where are the People?")
moderate e, high w Hidden Inhibitions
Dependent-Independent
The Optimist
conflict
Let's Take a Break
Cautious Lover In
Disguise
Sanguine
Phlegmatic Supine /
Phlegmatic Sanguine
27
Individual Cell Scores
• 0 to 2 – low
rarely displayed
• 3 to 6 – medium
noticeable some of the time
• 7 to 9 high
noticeable in most situations
Total Need Score
0 - 17Low
18 - 26 Low/Medium
27 - 35 Medium/High
36 - 54 High
28
Overall Score:
Higher Scores:more
involvement with others.
Lower Scores:less
interpersonal involvement
ss interpersonal
involvement
29
Total Expressed/Wanted
e>w:comfortable taking action
e<w:seeing what others do first
e=w:balanced v.caution
30
31
I try to be with people
I let other people decide what to do
I join social groups
I try to have close relationship with people
I tend to join social organisations when I have an opportunity
I let other people strongly influence my action
I try to be included in informal social activities
I try to have close, personal relationship 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
32
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
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 of other things
I try to have close relationship with people
I let other people strongly influence my action
33
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 and personal relationship with people
I like people to invite me to things
I like people to act close and personal with me
I try to influence strongly other people's actions
I like people to invite me to join in their activities
I like people to act close towards me
I try to take charge of things when I am with people
34
I like people to include me in their activities
I like people to act cool and distant towards me
I try to have other people do things the way I want them done
I like people to ask me to participate in their discussions
I like people to act friendly towards me
I like people to invite me to participate in their activities
I like people to act distant towards me
I try to be the dominant person when I am with others
I like people to invite me to things
I like people to act close to me
I try to have other people do things I want done
35
I like people to invite me to join in their activities
I like people to act cool and distant towards me
I try to influence strongly other people's action
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 am with people
I like people to invite me to participate in their activities
I like people to act distant towards me
I try to have other people do things the way I want them
done
I take charge of things when I am with people
36
Total Need Scores
The highest score may be the
one you feel the most
comfortable pursuing and
least willing to sacrifice.
The need with the lowest
score may be the one you are
the most willing to give up.
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Your FIRO-B Results
INCLUSION
EXPRESSE
D
7
CONTROL
3
AFFECTION
3
WANTED
4
5
Total need
Total need
for Inclusion for control
11
8
5
Total need
for
affection
8
Total
expressed
behaviour
13
Total
wanted
behaviour
14
Overall
interperson
al needs
27
38
INTERPRETATION OF YOUR FIRO-B
RESULTS
7
3
3
4
5
5
CHARACTERISTIC
BEHAVIOR
WHAT YOUR RESULTS
INDICATE ?
Expressed Inclusion (eI)
Your result of 7 suggests that
you will usually
agree with these statements and
probably enjoy
having a steady amount of
interpersonal
contact at work.
Wanted Inclusion (wI)
Your result of 4 suggests that
you will
sometimes agree with these
statements, but
you keep your visibility and
involvement
appropriate to the situation at
hand.
I make an effort to include
others in my activities. I try to
belong, to join social groups,
and to be with others as much
as possible.
I want other people to include
me in their activities and to
invite me to belong. I enjoy it
when others notice me.
39
Expressed Control (eC)
Your result of 3 suggests that you will
sometimes agree with these statements; you
are comfortable providing structure and
direction in those situations where it is sensible
and expected
Wanted Control (wC)
Your result of 5 suggests that you will
sometimes agree with these statements, but
you tolerate influence from others in selected
situations
Expressed Affection (eA)
Your result of 3 suggests that you will
sometimes agree with these statements, but
only show your warm and supportive side to
particular people and when the circumstances
are appropriate.
Wanted Affection (wA)
Your result of 5 suggests that you will
sometimes agree with these statements, and
have a chosen set of circumstances when you
are comfortable letting others get close to you
and support you.
I try to exert control and
influence over things. I enjoy
organizing things and
directing others
I feel most comfortable
working in well-defined
situations. I try to get clear
expectations and
instructions.
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 others to act warmly
toward me. I enjoy it when
people share their feelings
with me and when they
encourage my efforts.
40
The indicator of your Overall Interpersonal
Needs is the total of all six individual needs (eI
+ wI + eC + wC + eA + wA). This result
represents the overall strength of your
interpersonal needs; it shows how much you
believe that other people and human
interaction can help you attain your goals and
achieve personal satisfaction.Your indicator of
Overall Interpersonal Needs is 27, which falls
in the medium high range. This suggests that:
• Your involvement with others is usually a
source of satisfaction, but relationships may
become frustrating and interfere with your job.
• When interacting with others, you work best
with small groups and with regular contacts.
41
You probably enjoy work that involves
opportunities to gather input from others,
but you do not rely on them for decision
making or implementation.
• You prefer to work with others, but
occasionally need time alone to think and
reflect.
• You probably consider yourself more
extroverted than introverted.
13
42
43
44
45
Three main phases
In his research he discovered that a group that has th
different main needs that the individuals strive to m
How well these are met determine much of the
effectiveness of the group. Later these were put in a
graphic model with three main phases (inclusion,, co
and openess) and two resting phases in between.
A group that strives for togetherness and effeciency
go through these phases in the mentioned order to
achieve success.
46
A group that through development has reached the
third
phase – openess – will from time to time go back
through the previous phases, for example
depending on the fact that new members arrive in
the group, or that a new task has fallen outside the
previous framework for the group.
47
INCLUSION
EXPRESSED
WANTED
CONTROL
AFFECTION
eI
eC
eA
eW
wC
wA
48
49
50


The FIRO - B examines the way you
typically act with other people .
Helps you become more aware of
your interpersonal behavior habits
51
When you are aware of the behavior
patterns you can better decide when
to act in your normal way and when it
seems more appropriate to act
differently.
 As you change your habits by making
different choices in your behavior ,
your FIRO scores will also change

52
Your answers to FIRO - B questions
put you somewhere within a range of
scores .You may be on the high or the
low end of the range or somewhere
in-between.
 Because of this some of the
descriptions may fit you to a “ T “
while others may be less accurate.

53
 Your
FIRO _ B scores can change .
The scores and descriptions are a
guide to how you view
interpersonal relationships at this
point of time and will help you to
think about your strengths and
weaknesses
54

Your FIRO - B Inclusion results
describe how much you want to
include other people in your life and
how much attention and recognition
you want from them - not in your
close one to one relationships , but
with people in general.
55

Your FIRO - B Control results describe
the way you usually react to taking
charge of situations or being directed
by others They examine categories
like authority , responsibility , decision
making and influencing.
56

Your FIRO - B Affection score results
describe your interpersonal
relationships with people you may be
close to - like your mate , a good
friend , or someone you that you work
with.
57
Expressed Behavior
High( 6-9 ) Low (0 -3)
Over
Social
Autocrat
Under
Inter
personal
Needs
Inclusion
social
Abdicract
Over
Under
personal
personal
Wanted Behavior
Low(0-3)
High (6-9)
Facade of
Socially
self
Compliant sufficiency
Control
Submissive Rebellious
Affection
Facade of
Personally
self
Compliant sufficiency
58
Social Interaction Index
I
C
A
=Activity
Level (AL)
E
=Need
Level (NL)
W
II
Importance
of people
II
II
Assuming
Importance
Responsibility of Affection =
II
Social
Interaction
Index
59
 More
than 18.. is more outgoing
and active than average
 Less than 9.. is seldom an
initiator, is more passive than
average or is getting all the
interpersonal contact he needs
60



More than 20 ..a high desire for people to
make contact with him
Less than 11 .. Low desire for people to
relate to him possibly because of
Indifference to people or
 Distaste for the role of a relatively passive receiver or
 Greater involvement in some other activity like work
 Getting all the interpersonal contact he needs
61
 More
than 15 .. Being with
people is very important to
him and worth effort on his
part
 Less than 9.. Being with
people is not something he
particularly wants or seeks
62
 More
than 11 .. More than average
willingness to be held responsible
and hold others responsible
 Less than 5 .. Tendency to avoid
task responsibility, preferring to “
live and let live” and to value
freedom over responsibility
63
 More
than 12 .. Regularly prefers
and seeks closeness and human
warmth
 Less than 6.. Tends either to
avoid close relations in general or
he is quite selective about those
with whom he becomes intimate
64


More than 38.. for him people are important
he desires and seeks out relations with them
Less than 20 .. Low people needs because he
is interested in other things , people make
him nervous .
Being with people is a lower
priority than success at work.
65

Measures compatibility in involvement
in any one area
IC = ( Ae + Aw ) - ( Be + Bw )
Scores 0
=
Complete Compatibility
18 = Extreme Incompatibility
Equal to & greater than 6 = Indicates
Incompatibility
66

Is an index of whether A’s expressed
behavior matches what B wants and
whether B’s expressed behavior matches
what A wants
Scores 0
RC = ( Ae - Bw ) + ( Be - Aw )
= Complete Compatibility
18 = Extreme Incompatibility
Equal to & greater than 6 = Indicates
Incompatibility
67

The extent to which there may be conflict
between two people because both want to
initiate in one area , or because neither wants
to initiate
OC = ( Ae - Aw ) + ( Be
Scores
- Bw )
0 to 6 = Complete Compatibility
-6 to -18 = Apathetic incompatibility
+ 6 to + 18 = Competitive Incompatibility
68
 THANK YOU
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