FIRO - B

Bill Drake

August 2, 2016

THE MYTH OF THE GREAT MAN

Leadership is Like an Iceberg - Most is Hidden From View

Charisma, oratory,

bold decisions

GREAT ACHIEVEMENT

Motivation, managing conflict,

choosing and developing talent,

providing feedback, promoting change

MANAGING RELATIONSHIPS

Can we Change?

Nature vs. Nurture

Personality

Preference

Behaviors

Perceptions

YES.Leadership consists of

an observable set of

skills that can be

learned, practiced and

honed over time.

Ignoring or not inviting feedback

Not recognizing that subordinates

have a tendency to tell you what

they think you want to hear!!

Leadership’s First

Commandment :

Leaders must both possess and continually

seek, self-knowledge

Leaders invite “camera-lens” feedback

from subordinates, peers, bosses, customers,

and suppliers AND they return it…

Fundamental

Interpersonal

Relations

Orientation

Behavior

FIRO-BTheory of interpersonal relations developed

by psychologist William Schutz in the late

1950’s.

Theory posits that three dimensions of

interpersonal relations are necessary and

sufficient to explain most human interaction:

Inclusion

Control

Affection

FIRO-B…

…measures how you typically behave with others

and how you expect them to act toward you

FIRO-B can increase your understanding of behavior

in areas such as:

• how you come across to others and why this

may not be the way you see yourself

• how and why conflict develops between

well-meaning people

• suggest alternative ways of behaving that will

increase your effectiveness

Expressed (e)

The behaviors a person

expresses towards

others (the behavior that is initiated by you –

what you do that others can easily observe)

Wanted (w)

How the person wants

others to behave or

feel towards them (what you really want from others)

…recognition, belonging,

participation, contact with others,

& how you relate to groups

(refers to being involved with others)

Inclusion

is about:

…influence, leadership,

responsibility & decision making

(refers to power)

Control

is about:

Affection

is about:

…closeness, warmth,

sensitivity, openness &

how you relate to others one-on-one

(refers to being ‘up close & personal’)

The FIRO-B Model:

INCLUSION (I) CONTROL (C) AFFECTION (A)

Expressed

(e)

Wanted

(w)

The FIRO-B Model

INCLUSION (I) CONTROL (C) AFFECTION (A)

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.

I try to exert control and

influence over things. I enjoy

organizing things and

directing others.

I make an effort to get close

to people. I am comfortable

expressing personal feelings

and I try to be supportive of

others.

Expressed

(e)

Wanted

(w)

The FIRO-B Model

INCLUSION (I) CONTROL (C) AFFECTION (A)

I want other people to invite

me to belong. I enjoy it when

others notice me.

I feel most comfortable

working in well-defined

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.

Expressed

(e)

Wanted

(w)

The FIRO-B Model

INCLUSION (I) CONTROL (C) AFFECTION (A)

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.

I try to exert control and

influence over things. I enjoy

organizing things and

directing others.

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 other people to invite

me to belong. I enjoy it when

others notice me.

I feel most comfortable

working in well-defined

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.

Expressed

(e)

Wanted

(w)

FIRO-B Scores

0-2 …. Low …. Your preference for this behavior is selective

3-6 …. Medium …. Your preference for this behavior is moderate

7-9 …. High …. You have a strong preference for this behavior

The Total Need score summarizes how strong your need is

in general for interpersonal contact and interaction.

Range: 0 - 54

0 – 15 = Low. Interaction with others is not a strongly felt need. You may

be independent and be perceived as “cool,” impersonal or overly-rational.

You might have a small circle of enduring, close relationships.

Total Need Score

39 – 54 = High. You enjoy engaging with others frequently. You seek out,

work on and enjoy personal relationships. You prefer to involve others

and share decision making. Being alone makes you uncomfortable.

The Total Expressed score summarizes how much you usually

like to initiate action while relating to others.

The Total Wanted score shows how much you prefer that others

take the initiative.

Range: 0 - 27

Total Expressed and

Wanted Scores

FIRO-B Scores

0-2 …. Low …. Your preference for this behavior is selective

3-6 …. Medium …. Your preference for this behavior is moderate

7-9 …. High …. You have a strong preference for this behavior

The Johari Window

The Johari Window

The Johari Window

The Johari Window

Johari Window