FIRO-B
Fundamental
Interpersonal
Relations
Orientation
Behavior
FIROB
Consulting Psychologists Press
History

1958
Will Schutz, Ph.D.
Submarine Personnel

1978
Consulting Psychologists
Press

1996
Revised Self-Scorable
FIROB
Consulting Psychologists Press
Self-Awareness = Key

Personal/Professional Development

Employee/Management Relations

Career Development

Team Building

Leadership Development

Emotional Intelligence
FIROB
Consulting Psychologists Press
FIRO-B
 The
Six Basics:
Expressed
Wanted
Inclusion (wI)
Expressed
Wanted
Inclusion (eI)
Control (eC)
Control (wC)
Expressed Affection
Wanted Affection
(eA)
(wA)
FIROB
Consulting Psychologists Press
Your FIRO-B Results: How to
Score the Self-Scorable
Expressed
Behavior
• what I prefer to do
• how much I initiate
• observable action
Wanted
Behavior
• how much I want
others to initiate
• how much I prefer
to be the recipient
Inclusion Control
Affection
• recognition
• belonging
• participation
• closeness
• warmth
• sensitivity
eI
• influence
• leading
• responsibility
eC
eA
wI wC wA
TOTAL
INCLUSION
TOTAL
CONTROL
TOTAL
AFFECTION
eI+wI
eC+wC
eA+wA
TOTAL
EXPRESSED
eI+eC+eA
TOTAL
WANTED
wI+wC+wA
OVERALL
expressed
+
wanted
FIROB
Consulting Psychologists Press
How Others May See You
Inclusion
High Wanted Inclusion
1. May take rejection as
devastating.
2. May think being away is
missing the action.
3. May take lack of
acknowledgment as negative
FIROB
Consulting Psychologists Press
How Others May See You
Inclusion
Low Wanted Inclusion
1. May feel invitations are
obligations.
2. May not want to be singled
out.
3. May consider group time
wasteful.
FIROB
Consulting Psychologists Press
How Others May See You
Affection
High Wanted Affection
1. May find a lack of concern
as insensitive
2. May need continuous
feedback.
3. May find distance from
others a personal loss.
FIROB
Consulting Psychologists Press
How Others May See You
Affection
Low Wanted Affection
1. May find reassurances as
superficial
2. May become offended by
personal questions.
3. May find emotions as
distracting - even your own.
FIROB
Consulting Psychologists Press
How Others May See You
Control
High Wanted Control
1. May perceive any
structuring as inadequate
2. May consider standard
procedures as important
3. May take sole
responsibility as burdensome
FIROB
Consulting Psychologists Press
How Others May See You
Control
Low Wanted Control
1. May not want any control.
2. May feel pressured by
plans and stressed by structure.
3. May find competitive
behavior annoying.
FIROB
Consulting Psychologists Press
FIRO-B

An instrument for emotional
intelligence awareness
 Self-Awareness
 Communication
 Building
 Conflict
Relationships
Management
FIROB
Consulting Psychologists Press
FIRO-B
 What
it does:
Aids
in understanding one’s
behavior and its effect on others
Increases
your awareness of your
natural strengths and weaknesses
Suggests
possibilities for
improving the way you relate to
others
FIROB
Consulting Psychologists Press
FIRO-B
 When
to use it:
Almost
anytime - It is short,
quick to take and score, and
surprisingly insightful. It is
often used to compliment other
instruments.
FIROB
Consulting Psychologists Press
Learning Objectives
History
 Theory
 FIRO-B Model
 Administration & Interpretation
Guidelines
results = strengths
patterns
 Application Exercises

FIROB
Consulting Psychologists Press
Learning Objectives (cont.)

Case Studies
 personal
relationship growth
 team building
 career development
 management development

Research
 organizational
 correlations

with the MBTI®
Tools for Interpretation
FIROB
Consulting Psychologists Press
Theory
 Individual
Motivated by THREE
Interpersonal Needs
 Inclusion:
the amount of belonging,
attention, and recognition desired in
social settings.
 Control:
the level of influence,
structure, and responsibility desired.
 Affection:
the level of rapport, warmth,
and support desired.
FIROB
Consulting Psychologists Press
Theory

The FIRO-B helps give insight into a
client’s degree of interpersonal
understanding on several levels:
 Inclusion:
The willingness to include
others or be included.
 Control:
The willingness to manage
and be managed.
 Affection:
The willingness to express
and receive affection
 The
Flexibility to know when to call
these things into play.
FIROB
Consulting Psychologists Press
Theory
Group Development
Inclusion Issues
Control Issues
Affection Issues
FIROB
Consulting Psychologists Press
Theory
Group Development
Should I go for
a boat ride?
Who is running the motor?
What is my relationship
to others on the boat?
Self-Awareness
FIROB
Consulting Psychologists Press
The FIRO-B Model:
Page 4
Introduction to FIRO-B in Organizations
INCLUSION (I)
CONTROL (C)
AFFECTION (A)
Expressed
(e)
Wanted
(w)
FIROB
Consulting Psychologists Press
The FIRO-B Model
INCLUSION (I)
Expressed
(e)
I make an effort to include
others in my activities. I try
to belong, to join social
groups— to be with people
as much as possible.
CONTROL (C)
I try to exert control and
influence over things. I enjoy
organizing things and
directing others.
AFFECTION (A)
I make an effort to get close
to people. I am comfortable
expressing personal feelings
and I try to be supportive of
others.
Wanted
(w)
FIROB
Consulting Psychologists Press
The FIRO-B Model
INCLUSION (I)
CONTROL (C)
AFFECTION (A)
Expressed
(e)
Wanted
(w)
I want other people to invite I feel most comfortable
me to belong. I enjoy it when working in well-defined
others notice me.
situations. I try to get clear
expectations and instructions.
I want others to act warmly
toward me. I enjoy it when
people share their feelings
with me and when they
encourage my efforts.
FIROB
Consulting Psychologists Press
The FIRO-B Model
INCLUSION (I)
Expressed
(e)
I make an effort to include
others in my activities. I try
to belong, to join social
groups— to be with people
as much as possible.
CONTROL (C)
I try to exert control and
influence over things. I enjoy
organizing things and
directing others.
I want other people to invite I feel most comfortable
me to belong. I enjoy it when working in well-defined
others notice me.
situations. I try to get clear
expectations and instructions.
Wanted
(w)
AFFECTION (A)
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.
FIROB
Consulting Psychologists Press
FIROB
Consulting Psychologists Press
FIRO-B AdministrationGeneral

Average time = 10 minutes

54 Items

Six questions with nine variations

Group or individual administration

Guttman scoring method

Self-scorable/on-site scoring
FIROB
Consulting Psychologists Press
FIRO-B AdministrationSpecific

Establish a non-threatening
atmosphere

Give an overview of the purpose

Emphasize nonjudgmental/developmental

Repetitive items yet independent

Pass it out/others sit quietly

Prediction of scores before scoring
FIROB
Consulting Psychologists Press
Revised Self-Scorable (10
Minutes)
“ 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.”
FIROB
Consulting Psychologists Press
Two Dimensions of Interpersonal
Needs
Inclusion Control
Affection
• recognition • influence
• closeness
• belonging
• leading
• warmth
• participation • responsibility • sensitivity
Expressed
Behavior
• what I prefer to do
• how much I initiate
• observable action
Wanted
Behavior
• how much I want
others to initiate
• how much I prefer
to be the recipient
eI
eC eA
wI wC wA
FIROB
Consulting Psychologists Press
FIRO-B Individual Cell
Scores: View Your Personal
Cell Scores
eI
eC
eA
expresse
d
inclusio
n
expresse
d
control
expresse
d
affection
wI
wC
wA
wanted
inclusio
n
wanted
control
wanted
affection

0, 1, 2
LOW

3, 4, 5, 6
MEDIUM

7, 8, 9
HIGH
Behaviors are rarely displayed
by you
Behaviors will be a noticeable
characteristic of you, but only
some of the time
Behaviors are a noticeable
characteristic of you in most
situations
FIROB
Consulting Psychologists Press
Strength of Your Interpersonal
Needs:
Total Need
for
Inclusion
Low = 0 to 5
Total Need
for
Control
Total Need
for Affection
Medium = 6 to 12
High = 13 to 18
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
FIROB
Consulting Psychologists Press
Total Behavior: Expressed
0 to 7 (Low)
8 to 19 (Medium)
20 to 27 High
FIROB
Consulting Psychologists Press
Total Behavior: Wanted
0 to 7 (Low)
8 to 19 (Medium)
20 to 27 High
FIROB
Consulting Psychologists Press
Total Behavior
Expressed Needs
Needs
>
Wanted
keep others at a distance to avoid unwanted
behaviors
 only accept behaviors from particular people
 mislead people making conclusions based on
expressed behavior

Expressed Needs
Needs
<
Wanted
may feel inhibited
 may be dissatisfied that you are not getting what
you want
 could grow attached to people who give you
what you want

Expressed

=
Wanted
may be cautious
FIROB
Consulting Psychologists Press
Strength of Your Interpersonal Needs:
Overall Need Score (page 7)
See Bottom Right-Hand
Corner
0-15
16-26
27-38
39-54
LOW
Involvement with others not primary
source of need satisfaction. Intellectual
stimulation or solitary pursuits
predominate.
MEDIUM-LOW
Involvement sometimes a source of
satisfaction, depending on people and
context.
MEDIUM-HIGH
Involvement is usually source of
satisfaction.
HIGH
Involvement with others enjoyable
and satisfying.
FIROB
Consulting Psychologists Press
Patterns of Need Fulfillment-Inclusion (page 10)
High Expressed Inclusion (eI)
Low Expressed Inclusion (eI)
I include others and like to be included.
I enjoy the opportunity to provide input.
High Wanted I don’t like to get cut off from information
Inclusion (wI) and updates.
I form relationships based on common
interests and skills.
I’d rather “play it safe” than let others
know that I want to be included.
I wait for others to invite me to join them.
I get many invitations but I often turn
them down or don’t show up.
I pick and choose which company social
Low Wanted events to attend.
Inclusion (wI) I have a select group of people that I enjoy
working with.
I prefer working with a small group of
people.
I avoid forming too many friendships at
work.
I may discourage invitations to company
social events.
FIROB
Consulting Psychologists Press
Patterns of Need Fulfillment-Control (page 11)
High Expressed Control (eC)
High Wanted
Control (wC)
Low Wanted
Control (wC)
I like to provide structure for others.
I work very hard and then “kick back” and
let others run the show.
I relate well to authorities in the
organization.
Low Expressed Control (eC)
I accept control from those in authority.
I am not interested in gaining influence.
I am a loyal and cooperative follower.
I enjoy taking control and being recognized. I prefer not to make important decisions.
I am uncomfortable delegating
I don’t want to be closely supervised.
responsibility.
I can be stubborn and rebellious.
I can be very competitive and demand
perfection from others.
FIROB
Consulting Psychologists Press
Patterns of Need Fulfillment-Affection (page 11)
High Expressed Affection (eA)
I am friendly, open, and optimistic.
I value trustworthiness.
High Wanted I have difficulty controlling interruptions
Affection (wA) at work.
Low Wanted
Affection (wA)
I am generally friendly but I am selective
about close relationships.
I use praise to motivate others but find it
unnecessary myself.
I limit close working relationships to a
select few.
Low Expressed Affection (eA)
I believe that too much self-disclosure is
unprofessional.
I know more about colleagues than they
know about me.
I may have difficulty saying “no” to
requests to take on more work.
I tend to be task-oriented and businesslike.
I feel uncomfortable with expressiveness
or affection at work.
I enjoy my privacy.
FIROB
Consulting Psychologists Press