Prepared for UHS 2052 students at UTM
By by Siti Rokiah Siwok , srsiwok@gmail.com
1
What is
“ Interpersonal
Communication”?
2
Interpersonal Communication
■ Interpersonal communication happens when we
interact with others ( Hybels and Weaver II, 2004)
■ Interpersonal communication is about creating and
sharing meaning between persons in a relationship (
Seiler and Beall, 2008)
■ The above definition implies that interpersonal
communication occurs between two or more people,
can be casual, or private and reveals personal
information.
3
Interpersonal communication can be…
■ A private discussion
■ A dyadic communication
■ An Interview
■ A small group communication
■ etc
4
Interpersonal communication
■ Occurs in a variety of context and situations and can be
■
■
impersonal and superficial or personal and intimate,
private or public, structured or highly structured.
Our interpersonal competencies likely differ not only from
each other and from situation to situation.
Competent interpersonal communicator knows how to
adjust and communicate effectively with a variety of
people from diverse background to establish short or
long term relationships, whether in person or via
electronic media.
5
Interpersonal Relationships
affiliations
social associations
between two or more people
connections
Relationships
■ A relationship is any association between at least two
■
people.
Relationships can be defined in variety of ways:
–
–
–
–
–
New, old, momentary etc
In terms level of intimacy
On the basis of roles
In terms of time spent together
In terms of situations
7
Why do we have strong motivation and
need to form relationships?
Copyright © Allyn & Bacon 8
More to help us understand ourselves and
others…………
■ We communicate to fulfill various needs.
■ As motivation affects our communication, understanding
■
■
motivation and needs to form relationships helps us to
create better communication and more meaningful
relationships.
Our motivation to stay in relationships varies and at
times cannot be fully understood.
Theories can help us to understand and make sense of
things (Madison, 2005; Thomas, 2005) and give us
patterns of meanings (Shank, 2006).
9
Uncertainty Reduction Theory ( URT)
■ This theory was developed by Charles Berger and
■
■
Richard Calabrese.
URT suggests that when we meet others to whom we
are attracted to, our need to know them tends to make
us draw inferences initially from the physical data that
we observe.
The urge to reduce our certainty about those individuals
motivates us to know the person/s further, i.e to
communicate with them.
10
Uncertainty Reduction Theory
■ Entry phase
■ Personal phase
■ Exit phase
11
URT : The entry phase
■ The entry stage of relational development is
characterized by the use of behavioral norms. The
contents of the exchanges are often demographic and
transactional. Common initial questions are: Where are
you from? Or, Do you have any pets? The level of
involvement will increase as the strangers move into the
second stage (Berger & Calabrese, 99–100).
■ We also learn information that is easily observed such as
physical appearance, height and skin colour.
■ The level of involvement will increase as the strangers
move into the second stage (Berger & Calabrese, 1975
pp 99–100).
12
URT : The personal phase
■ The second stage, or personal phase, is when strangers
■
begin to explore the attitudes and beliefs of the other.
Typically, this stage is entered after the strangers have
had several entry stage interactions.
One will probe the other for indications of their values,
morals and personal issues. Emotional involvement
tends to increase as disclosures are made (Berger &
Calabrese, 1975, pg 100).
13
URT : The exit phase
■ The final stage of interactional development is the exit
■
phase. Here, the former strangers decided if they want to
continue to develop a relationship. Any plans for the
future are made/decided. If there is not mutual liking,
either can choose not to pursue a relationship (Berger &
Calabrese, 100).
Understanding the cycle of relational development is key
to studying how people seek to reduce uncertainty about
others.
14
Social Exchange Theory
■ More likely than not, we enter into a relationship because
■
■
we believe there would be benefits for us.
Example: u date someone, hoping to receive
companionship, affection and love.
This theory ( SET) was formulated by John W. Thibaut
and Harold H. Kelly.
15
Social Exchange Theory
■ Social Exchange theory explains how we feel
about a relationship with another person as
depending on our perceptions of:
o The balance between what we put into the
relationship and what we get out of it.
o The kind of relationship we deserve.
o The chances of having a better relationship with
someone else.
16
Social Exchange Theory
■ Benefits
■ Costs
Social Exchange Theory
■ Benefits are anything that it perceived to improve our
■
■
self-interest; those things which brings us pleasure,
satisfaction or gratification.
Prestige, economic gain ( saving money ) and fulfillment
of emotional needs are all considered benefits.
Costs are any negative things or behaviours that we
perceive to be not beneficial to our self interest. For
example, to enter into or maintain a relationship, time,
physical and emotional energy and the economic costs
has to be considered.
18
Social Exchange Theory
■ The essence of SET is that people are motivated to
■
■
enter into or maintain relationships in terms of benefits
and costs.
In deciding what is fair, we develop a comparison level
against which we compare the give/take ratio. This level
will vary between relationships, with some being more
giving and others where we get more from the
relationship.
If a relationship is healthy and satisfying, there is equity
or “equality between benefits and costs”.
19
Fundamental Interpersonal Relations
Orientation Theory (FIRO)
■ Fundamental Interpersonal Relations Orientation (FIRO)
■
■
is a theory of interpersonal relations, introduced by
William Shutz in 1958.
This theory mainly explains the interpersonal underworld
of a small group.
The theory is based on the belief that when people get
together in a group, there are three main interpersonal
needs they are looking to obtain – affection ,inclusion
and control.
20
Fundamental Interpersonal
Relations Orientation Theory
(FIRO)
Three interpersonal needs:
■ Affection
■ Inclusion
■ Control
Copyright © Allyn & Bacon21
FIRO: The need for affection
■ The need for affection is the need to feel likeable or lovable.
■ People join groups or any services ( such as dating
■
■
services) are seeking to fulfill their need for belonging and
love.
According to this theory, a person who seem to be liked by
many and therefore has his/her need for affection fulfilled is
referred to as personal.
On the other hand, someone who has not had his/her need
for affection fulfilled is referred to as underpersonal or
overpersonal.
22
FIRO : The Need for Affection
■ Underpersonal people avoid emotional commitments or
■
■
involvement with others.
Often they are hiding their true selves because they fear
that others will not like them as they are.
Like other human beings, underpersonal people have a
need for affection but have learned to cover it by not
letting others get close to them. Why?
23
FIRO : The Need for Affection
■ Overpersonal people are the opposite of
■
■
■
underpersonals.
To get their need for affection, they go to the extremes to
ensure acceptance by others.
They seek approval by being extremely intimate in what
they communicate.
These individuals can be possessive or jealous when
others talk to their friends or partners.
24
FIRO : The Need for Affection
■ Personal people are the “balanced” persons; tend to be
■
■
poise, confident, mature and able to deal with almost
everyone with whom they are in contact with.
Personal people are well liked but do not consider being
liked by everyone as the essential ingredient for their
happiness
Other characteristics: easy to talk with and at ease with
themselves.
25
FIRO : The Need for Inclusion
■ The need for inclusion encompass the needs to feel
■
■
■
significant and worthwhile.
Shutz describes people for this need as social,
undersocial and oversocial.
Undersocial people do not like being around with people
and find communicating with people as threatening.
Undersocial people usually finds it difficult to speak out
and generally avoids saying anything for fear to draw
attention to themselves.
26
FIRO : The Need for Inclusion
■ Oversocial people is the opposite of undersocial people.
■ Oversocial people seem to cannot stop being involved
■
with people and communicating with others; tend to
dominate conversations, usually speak out of turn, and
find it hard to keep quiet.
Oversocial people prefer situations in which they can
dominate the flow of communication. Why?
27
FIRO: The Need for Control
■ This is the 3rd need in FIRO.
■ Almost all of us has the need to control others and our
■
■
environment.
But, some individuals wish to be controlled by others;
hence we are either abdicrats, autocrats or democrats.
Abdicrats are extremely submissive to others; have little
or no self confidence, perceive themselves as
incompetent, take few risks , rarely make decisions on
their own and need lots of support and reinforcement in
believing themselves.
28
FIRO: The Need for Control
■ Autocrats are always controlling.
■ They make decisions and voice strong opinions.
■ As their needs for power are strong, they do not care
whom they hurt in their search for control.
■ They show little respect for others.
■ Democrats are………….
29
FIRO: The Need for Control
■ Democrats are people with their needs for
control satisfied.
■ They are comfortable as either leaders or
followers, no exaggeration in either the leader or
follower roles, open minded and willing to accept
other people’s suggestions for the good of the
group.
■ Get things done but not at the expense of other
people.
30
Relationships: Getting to Know
Others and Ourselves
Copyright © Allyn & Bacon
31
How do we get to know others?
■ Face-to-face relationships
■ On-line relationships
Copyright © Allyn & Bacon32
Learning about others through face-to-face
relationships
33
Face-to-Face Relationships:
What role does small talk play?
34
Beginning conversations: the importance of
small talk
■ A “small talk” is a way to start conversation.
■ A ‘small talk” is a casual conversation which includes
exchange of hellos, whether etc and trivia(Seiler and
Beall, 2008)
■ A small talk is a social conversation about unimportant
topics which allows people to maintain contact without
making a deep commitment (Hybels and Weaver II,
2004).
■ There are many ways of doing small talks and sholars
35
Face-to-Face Relationships:
Roles of small talk
■ Nonthreatening, impersonal
■ Get to know another person
■ Maintain community
■ Interpersonal buffer
Copyright © Allyn & Bacon36
The importance of small talk
■ Some people think that small talk is a waste of time, but
■
■
being able to connect with others through small talk can
lead to big things ( Debra Fine in The Fine Art of Small
Talk)
“Every conversation is an opportunity for success” (
Debra Fine)
Many people do not realize the importance of the
relationship in small talk, forget about the context and
the non-verbal clues.
37
Effective Small talk
– Repeatedly use other person’s name
– Eye contact with balance and comfort
– Get other person to talk about himself/herself
– Keep conversation casual and positive
– Be confident and listen carefully
– Keep up with current events
– Know when and how to end conversation
Copyright © Allyn & Bacon38
Connecting with Others Online
■ Pros and cons?
■ Limitations?
Copyright © Allyn & Bacon39
Interactions via technology can
never replace face-to-face or
fulfill interpersonal needs.
40
Self- disclosure
41
Roles of self-disclosure in relationships
■ Relationship are built on interactions.
■ The more sincere, honest and open the interactions, the
■
■
■
more lasting the relationship is likely to be.
To make relationship closer, we do self-disclosure.
Self-disclosure is the voluntary sharing of information
that the other person is not likely to know.
Self disclosure can range from simple to complex.
42
Roles of self-disclosure in relationships
Self-Disclosure :
–
–
–
–
–
is not readily observable by others
helps reduce uncertainty
increases when it is positively received
often is reciprocal
When used in caring relationships, usually results in greater selfunderstanding and self-improvement
Copyright © Allyn & Bacon43
The Johari Window depicts
the different levels of
self-disclosure.
Copyright © Allyn & Bacon
44
Johari Window
■ A Johari window is a cognitive psychological
tool created by Joseph Luft and Harry Ingham in
1955 in the United States, used to help people
better understand their interpersonal
communication and relationships. It is used
primarily in self-help groups and corporate
settings as a heuristic exercise.
45
46
47
48
Social Penetration in a Casual and an
Intimate Relationship
Breadth 
Depth
Casual
Relationship
Intimate
Relationship
49
Tips for beginning conversations
1.
2.
3.
4.
5.
6.
7.
8.
Use the other person’s name as much as possible.
Use eye contact appropriately
Get the other person to talk about himself/herself
Keep it light, casual and positive
Be confident and pay attention to what is being said.
Keep up-to-date with the current news
Use small talk to reduce uncertainty between you and
the others.
Know when and how to end the conversation.
50
More tips ( by Diana Booher, 1996)
■ Introduce yourself in a way that facilitate a way for the
■
■
■
other person to respond.
Give the other party a way to remember your name
Personalise your greetings or “opening lines”
End your conversations gracefully and with a “
51
Why do we self-disclose?
■ Self-presentation
■ Relationship building
■ Catharsis
Copyright © Allyn & Bacon52
When Shouldn’t We SelfDisclose Too Much?
Copyright © Allyn & Bacon
53
Self-Disclosure, Privacy, and Gender
■ When does self-disclosure invade our
privacy?
■ Privacy boundaries should be made clear.
■ How does gender affect patterns of selfdisclosure?
54
Cultural Issues in Self-Disclosure
■ How does cultural background impact selfdisclosure?
■ How does recognition of cultural differences in
self-disclosure enhance communication?
55
Self-Disclosure and
Rhetorical Sensitivity
■ Used when self-disclosure is not appropriate
■ Rhetorically sensitive people are:
–
–
–
–
–
accepting of personal complexity
flexible
communicate values in a non-offensive way
know when and when not to communicate
use gender-inclusive nonsexist language
Appropriate Self-Disclosure
■ Use reasoned self-disclosure
■ Make self-disclosure a two-way
process
■ Make it appropriate to the
situation and the person
■ Consider diversity and culture
Copyright © Allyn & Bacon57
Emotional Intelligence
58
Also ………..
■ To be successful in interpersonal
communication, we need emotional
intelligence ( EQ)
■ Simply put, emotional intelligence( Goleman,
1995), is the ability to understand and get along
with others.
59
EQ
■ Goleman (1995) identified the five 'domains' of
EQ as:
1.
2.
3.
4.
Knowing your emotions.
Managing your own emotions.
Motivating yourself.
Recognising and understanding other people's
emotions.
5. Managing relationships
60
Knowing your emotions: Self-awareness
■ We have to be able to deal with our emotions first before
■
■
■
we can deal with the emotions of others. We need to
have self-awareness.
Self-awareness is to be aware of our own feelings and
what we are going through. We are able to stand with a
little distance and examine our situation, without being
overwhelmed.
Self awareness does not mean denial of our feelings etc
Self- awareness helps us to make appropriate responses
in any given situation.
61
Managing own emotions
■ By managing own emotions we can express own
■
■
■
emotions appropriate to the circumstances.
Managing emotions may not come easily as emotions
may be seated not in our consciousness
Emotions such as anger or anxiety are difficult to
manage.
Managing our emotions does not mean suppressing
them or denying their presence. It is about managing
them.
62
Motivating Yourself
■ Part of motivating yourself is setting to reach a goal and
■
■
■
disciplining yourself to do what you have to do to achieve
the goal.
A lot is to do with resisting impulses.
Other influences on motivation is positive thinking and
optimism.
There are various theories related to motivation and
need to form relationships.
63
Recognising and understanding other
people’s emotions
■ Recognising and understanding other people’s
emotions is important in relationships.
■ Pity, sympathy and empathy: which is the best in
relationships?
64
Empathic listening
■ Emphatic listening occurs when we listen to
what someone else is experiencing and seek to
understand that person’s thought and feelings.
■ When we emphatise, we try to put ourselves in
the other person’s place so as to understand
what is happening to him or her.
65
Recognising and understanding other
people’s emotions
■ Empathy is the extent to which we can sit in
somebody else’s place, sees what s/he sees
and taste what s/he tastes.
■ With empathy we can reach out and help others
and it is very therapeutic for any relationship.
66
Managing Relationships
■ People who can manage relationships are
usually positive, energetic and make other
people feel positive too.
■ Other characteristics are : popular with people
as they can “connect” and empathise, have a
sense of balance, recognise their own needs
and get them fulfilled etc.
67
Assertiveness:
An essential quality needed in successful
Interpersonal
Communication/Relationship
68
What is assertiveness?
Please write a One Sentence Definition of
A S S E R T I V E N E S S.
Definition of Assertiveness
An honest, direct, and appropriate
expression of one's feelings, thoughts,
and beliefs.
Test Your Assertiveness (1 of 3)
 Can you express negative feelings
about other people and their behaviors
without using abusive language?
 Are you able to exercise and express
your strengths?
 Can you easily recognize and
compliment other people’s
achievements?
Test Your Assertiveness (2 of 3)
 Do you have the confidence to ask
for what is rightfully yours?
 Can you accept criticism without
being defensive?
 Do you feel comfortable accepting
compliments?
 Are you able to stand up for
your rights?
Test Your Assertiveness (3 of 3
 Are you able to refuse unreasonable
requests from friends, family, or coworkers?
 Can you comfortably start and carry
on a conversation with others?
 Do you ask for assistance when
you need it ?
A “yes” response to the questions indicates an assertive approach.
Why Assertiveness Is Important?
 Effective communication brings about
the achievement of individual and/or
shared goals.
 Assertiveness increases your ability to
reach these goals while maintaining
your rights and dignity.
The Myths About Assertiveness
 Other people’s feelings and rights are
more important than yours.
 You will offend other people
by being assertive.
 You are not important
enough to express your
feelings and rights.
Assertive Rights
 You have the right to be assertive.
 You have the right to request that others
change their behavior if they are infringing
on your rights.
 You have the right to use your own time
to answer questions.
 You have the right to express your needs
even if they are illogical.
Be aware that there are responsibilities
attached to all these rights!
Remember
 You do not live in isolation.
 Your actions impact everyone.
 You are in control of your behavior.
 Your response to a situation must be
guided by ascertaining your rights and
responsibilities and following through.
What’s Keeping You From Being
Assertive?
 Fear of change.
 Refusal to admit their submissiveness.
 Fear of ruining relationships if you speak
your mind.
 Lack confidence in your ability.
A Caution
While assertiveness is a key factor
in enhancing quality of work life,
group dynamics, and interpersonal
climate, it is not always appropriate.
Q:
How can you tell?
A:
Tailor your response
to the situation.
Ask yourself:
Wise Words
1. How important is being assertive in this
particular situation?
2. What will you think of yourself if you are
not assertive now?
3. What are the consequences of assertive
behavior?
4. Do the costs of this behavior outweigh the
benefits?
In a nutshell: Assertiveness
Is….

Respect for yourself and others.

Honestly expressing your
thoughts, feelings, and beliefs.

Effectively influencing, listening,
and negotiating with others.
What Assertiveness Is Not

It is important to remember that
assertiveness is not aggressiveness
or selfishness.

Being assertive does not involve
humiliating or abusing other
people and their rights.

Being assertive does not mean
violating the rights of others or
gaining at the expense of some
one else’s loss.
More on assertiveness….
83
Four Steps To Saying “No” (1 of 2)
1. Listen to the request - Make sure
you understand the request
completely before coming to a
hasty conclusion. Ask questions if
you need any clarification.
2. Say no immediately - You do not
need to justify your decision. If you
start doing so, you will be
prolonging the conversation
unnecessarily.
Four Steps To Saying “No” (2 of 2)
3. Give a reason for your refusal –
Without giving a reason, you may
come off as uncooperative or
hostile. A clear and honest reason
will be sufficient, you do not need
to argue with the other party.
4. Offer to find an alternative – Let
the other party know that you will
try to help them but you are
unable to perform the entire
request.
Use “I” Statements (1 of 4)
Three Parts:
1. Behavior
2. Effect
3. Feelings
Use “I” Statements (2 of 4)
Three Parts:
1. Behavior
What it is exactly, that the other
person has done or is doing.
Use “I” Statements (3 of 4):
Three Parts:
2. Effect
What it happening because of
their behavior.
Use “I” Statements (4 of 4):
Three Parts:
3. Feelings
What effect does their behavior
have on your feelings?
Letting Other People Know
How You Feel
 While remaining cool and
collected, try to explain
your point of view.
 Use terms like “I feel”
and “I think” rather than
“It should be” or “It
must.”
Making Assertive Statements
 Describe your wants, needs and intentions to
other people.
 Use terms like “I want,” “I need,” and “I plan
to.”
91
Communicate Assertively/ Skills
 Broken Record.
 Empathetic Assertion.
 Fogging.
 Simple Assertion.
 Free Information.
 Self-Disclosure.
 Negative
 Workable Compromise.
Assertion.
More Tips
 Communicating a request for change to
another person is probably one of the
hardest tasks for the newly assertive
person.
 Using the following technique may help
someone get through those first tough
spots when it comes to difficult
situations.
Requesting Change From
Someone Else
1. Describe the situation.
2. Express your feelings on the subject.
3. Request a behavior change.
4. State the positive consequences of
changed behavior.
Use this template as your guide when
dealing with sticky situations.
The Criteria of Requesting
Change
The method you use to request change from
someone else should include the following six
criteria.
o A good chance that the person you are
requesting change from will change.
o You will not violate the rights
of others.
o You will not be-little other
people’s self-esteem.
The Criteria of Requesting
Change
o
You will not damage your relationship
with the person you are requesting
change from.
o
You will not lessen the motivation of
the other person.
o
You will not be defensive.
Don’t Get Mad...
 Anger may seem like a
quick fix, but it will get
you nowhere fast.
 Yelling until you are blue
in the face will only come
back to haunt you later.
Assertiveness is
More Than
Courage
Assertiveness is Also About
Setting limits.
Expressing your feelings.
“No” is Not a Dirty Word
Remember:
 You are not saying “no” to
the whole person, but only to
part of the relationship which
makes you feel uncomfortable.
 “No” does not require an
explanation.
Don’t Go Down the Passive
or Aggressive Road
Passive
Assertive Aggressive
Use good communication to
transmit your requests and feelings.
If you are not assertive, you may be
aggressive or passive
102
Aggressiveness Is….
 Inappropriately expressing your
thoughts, feelings, and beliefs in a way
that violates other people’s rights.
 Achieving your goal by not allowing
others the freedom to choose.
 Completely disrespecting others
whether it be in an active or
passive method.
Are You Aggressive? (1 of 2)

Do you become abusive, whether it be
verbal or physical, when criticizing
others?

Do you purposely make others feel
like they are incompetent or
unimportant?

Do you make unreasonable demands
of other people?
A “yes” answer to any of the questions
may indicate aggressive behavior.
Are You Aggressive? (2 of 2)

Do you brag or exaggerate your
achievements?

Do you ignore the rights and
feelings of other people?

Do you aim to get your way at
all costs?

Do you often dominate
conversations with others?
Passiveness Is……..

Permitting others to take advantage
of you by violating your rights.

Thinking that you and your needs
are inferior to others and their
needs.
Are You Unassertive? (1 of 2)
 Do you feel guilty standing up for
your fights or expressing your
feelings?
 Are you unable to recognize and
acknowledge your strengths?
 Are you uncomfortable with starting
or carrying on a conversation?
 Do you rarely stand up for yourself?
Are You Passive? (2 of 2)
 Do you have trouble saying “no” to
people?
 Are you unable to ask other people to
perform reasonable requests for you?
 Do you feel that you let other people
take advantage of you?
A “yes” answer to any of the questions
may indicate unassertive behavior.
Passive
Passive people usually:
 Speak softly and hesitantly.
 Use fillers like “uh” and “um.”
 Avoid eye contact.
 Allow other people in their
personal space.
Should I Use Force?
Passiveness is clearly not conducive to
ascertaining your personal rights, but you
don’t need to go to the other extreme to be
assertive.
You don’t have to be forceful to be assertive.
Soft-spoken people can be assertive too!
There is no one way to be assertive correctly,
but there are things to avoid.
An Aggressive Person
Infringes on others’ rights, using fear and
intimidation to get what he or she wants.
Aggressive people often:
 Raise their voices when they lose control.
 Shout and use accusatory language like “You

should” and “You must.”
Stare people down and may invade other
people’s personal space physically.
An Assertive Person
Asserts his or her own rights in a positive,
open, honest, and self-confident manner.
Assertive people usually:

Speak calmly and confidently.

Notify other people of their feelings with
statements starting with “I think” and “I
feel.”

Maintain eye contact, have good posture
and are poised and in control.
Several Tips
 Be cognizant of your expression.
 Do not act hastily or in anger.
 Remain calm, cool, courteous &
collected.
 Avoid making mountains out of
molehills.
Following these simple suggestions will present you as
someone who is confident & optimistic -- as opposed to
someone who is hostile and angry.
Developing to Your Full
Assertive Potential
 Inside everyone, there’s an
assertive person trying
to get out.

What’s keeping you back?
The various purpose of interpersonal
communication
115
Various purpose of interpersonal
communication
■ Among them :
– Socialisation
– Catharsis
116
What do we need to do to be competent at
interpersonal communication?
117
References:
■ Seiler, W. J and Beall, M. L ( 2008 , 2011).
■
■
■
■
Communication. Making Connections ( 7th & 8th ed).
Boston: Pearson
Goleman,D. ( 1995). Emotional Intelligence. New York :
Bantam.
Hybels, S., and Weaver II, R. L ( 2004). Communcating
Effectively ( 7th ed). Boston: Mc Graw Hill
Verdeber, R. F. and Verderber, K.S (
2005).Communicate( 11th ed). CA: Thomson/Wadsworth
http://en.wikipedia.org/wiki/Johari_window
118
References:
■ http://www.businessballs.com/eq.htm
■ http://changingminds.org/explanations/theories/social_ex
■
■
■
change.htm
Shank, G. D. ( 2006). Qualitative Research. A Personal
Skills Approach (2nd ed.). New Jersey: Prentice Hall.
Thomas, R. M. (2005). Comparing Theories of Child
Development (6th ed.). Belmont, CA: Thomson
http://dictionary.sensagent.com/fundamental+interperson
al+relations+orientation/en-en/
119