Fundamental Interpersonal

Relations Orientation-Behaviour
(FIRO-B)

Dr. S.P. Chauhan

Professor (OB & HR) and Dean – MDP
Asia-Pacific Institute of Management, New Delhi
 Fundamental Needs

•People need others to establish compatible relationships

•In striving to establish compatibility in interactions, three
interpersonal needs emerge

•These needs must be satisfied for an individual to function

effectively and avoid unsatisfactory relationships.
 Fundamental Needs

Basic Needs:
1. Inclusion : Involvement, Recognition, Belonging, Participation
2. Control: Influence, leading, responsibility
3. Affection: Closeness, warmth, sensitivity

Modes: Expressed: towards others, initiates action

Wanted : from others, wants others to
initiate action
 What is Need for Inclusion

• Need to establish and maintain

satisfactory relation through interaction
and association

• Need to feel self is significant/worthwhile,

acknowledged and accepted as part of a
group
 What is Need for Control
• Need to establish and maintain satisfactory
relation through use of power and control
• Extent of power and prominence
a person needs
• Need to feel self is competent and
responsible, excelling at what we do, and
directing, guiding and influencing others
 What is Need for Affection

• Need to establish and maintain

satisfactory relation with respect to love
and affection

• Need to feel self is liked, being trusted,

appreciated and having close and
authentic relationships with others
 Interpretation of
FIRO-B Scores

0 - 3 = Low
4 - 6 = Medium
7 - 9 = High
 Analysis of FIRO-B Scoers
to assess Compatibility
To find out compatibility between a Manager and his subordinate:

Scores of Manager:
I C A
Expressed 9 9 1
Wanted 8 6 4

Scores of Subordinate:
I C A
Expressed 3 4 6
Wanted 2 3 8
 Analysis of FIRO-B Scoers
to assess Compatibility

Inclusion : (9-2) + (3-8) = 12

Control : (9-3) + (4-6) = 08
Affection : (1-8) + (6-4) = 09

Any score higher than 7 has been interpreted to imply a

strong possibility of compatibility between individuals.

More compatibility among members implies positive

group climate, less hostility, more productivity and
faster problem solving
 Explanation of INCLUSION Need

Situation No. 1.

High Scores on Wanted Behaviour as well as on Expressed Behaviour:

Involvement in too many activities and will not be able to justice to any
activity. Will not be able to contribute in his/her area of interest. It is called
“Spreading yourself thin” and not focusing in the areas of their
competence/interest.

Situation No. 2.

Low Scores on Wanted Behaviour as well as Expressed Behavior:

Characteristics are :
•Withdrawn
•not involved
•Indifferent
 Explanation of INCLUSION NEED

Situation No. 3
High on Wanted and Low on Expressed:
Person would like to be included because his/her need for inclusion is High.
Low score on Expressed indicates that though person would like to be
included which is shown by high score on Wanted but he/she has not
expressed. Reason for Low on Express and High on Wanted could be: (1)
Ego (why should I speak), (2) Introvert Personality; (3) Superiority
Complex ( person wants others to take initiatives)

Situation No. 4
Low on Wanted and High on Expressed:
Person may not like to be included but giving wrong message by showing
High score on Express. In this case person might be suffering from
Insecurity feeling.
 Explanation of CONTROL Need

Situation No. 1
High Score on Wanted AND Expressed:
Generally it doesn’t happen.

Situation No. 2
Low Score on Wanted and Expressed:
Neither would like to control nor would like to
be controlled.
 Explanation of CONTROL Need

Situation No. 3
Low on Express and High on Wanted:

Do not want to control but would like to be

controlled.
Low level of confidence
Would like to be led
High dependence on others
Low risk taking capacity
 Explanation of CONTROL Need

Situation No.4
High Score on Express and Low on Wanted:

want to control others but would not like to be

controlled
Independent Personality
Superiority Complex
Dominating Personality
 Explanation of AFFECTION Need

Situation No.1
High Score on Wanted AND Expressed:
Need affection and also express that. Such people are
generally warm persons.

Situation No. 2
Low Score on Wanted AND Expressed:
Such people do not need and they do not express also.
Do not believe in maintaining relationships in the workplace.
Generally such people are Task-oriented and not People-
oriented
 Explanation of AFFECTION Need

Situation No.3
Low on Express and High on Wanted:
Such people would like to be cared but do not
express that desire. Generally Introvert Personality.

Situation No. 4.
High on Express and Low on Wanted:
Such people do not want others to be very close to
them but they do not express that desire.
 ADVANTAGES OF FIRO-B
Increase self-awareness
Improves communication skills
Increases influencing skills
De-personalises conflicts
Reduces stress
Improves understanding of others
Improves Problem Solving capacity
Improves appreciation of differences
Enhances team effectiveness
THANK YOU