firo - bfimp.dyson.cornell.edu/nacs-materials/2016/documents/presentations...the firo-b model...
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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