We all have interpersonal needs. Do you know yours? Check out this presentation to determine your FIRO-B interpersonal style. More info at www.AgTeamBuild.com

1. FIRO-BFIRO-B
Interpersonal NeedsInterpersonal Needs

2.  Interpersonal Needs
 FIRO-B helps to assess this in 3 areas
Inclusion
Control
Affection
We need each other…We need each other…

3.  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-BFIRO-B

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INCLUSIONINCLUSION
 Distinction
 Recognition
 Attention
 Participation
 Involved
 Association
 Acknowledgment
 Contact
 Belonging
 Acceptance
Characteristics associated with
the inter-personal need:

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 Power
 Authority
 Influence
 Responsible
 Managerial
 Directive
 Leader
 Decisive
 Consistent
 Regulated
CONTROLCONTROL
Characteristics associated with
the inter-personal need:

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 Personal
 Consensus-orientated
 Sensitive
 Empathetic
 Open
 Affirming
 Supportive
 Closeness
 Faithfulness
 Warmth
AFFECTIONAFFECTION
Characteristics associated with
the inter-personal need:

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Relationship ManagementRelationship 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?

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Relationship ManagementRelationship Management
 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?

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Partners July 2012
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Relationship ManagementRelationship Management
 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?

14. FIRO-BFIRO-B
• By William Schutz
•Interpersonal Needs Assessment
Describes/predicts behaviour

23. Quiz ...Quiz ...
“I enjoy taking
responsibility for making
things happen”
Expressed ControlExpressed Control

24. Quiz ...Quiz ...
“I don’t like being invited
to networking events”
Wanted InclusionWanted Inclusion

25. Quiz ...Quiz ...
“I don’t like to show how
I’m feeling at work”
Expressed AffectionExpressed Affection

26. Quiz ...Quiz ...
“I prefer to let others take
the lead”
Wanted ControlWanted Control

27. Quiz ...Quiz ...
“I enjoy listening to other
people’s personal
stories”
Wanted AffectionWanted Affection

28. Quiz ...Quiz ...
“I like to organise social
events”
Expressed ControlExpressed Control

29. Some ExampleSome Example
Scores ...Scores ...
Andrea Inclusion Control Affection Total
Expressed 7 3 5 15
Wanted 8 5 5 18
Total 15 8 10 Sum Score
33
Steve Inclusion Control Affection Total
Expressed 0 9 1 10
Wanted 1 0 4 5
Total 1 9 5 Sum Score
15

30. Some ExampleSome Example
Scores ...Scores ...Helen I C A
E 7 8 8
w 8 0 9
Simon I C A
E 5 9 3
w 1 0 6
Claire I C A
E 2 2 4
w 2 1 5

31. Some ExampleSome Example
Scores ...Scores ...Neil I C A
E 1 9 2
w 0 0 0
Shirin I C A
E 4 6 7
w 3 2 7
Max I C A
E 6 7 7
w 4 3 5