Fundamental

Interpersonal Relations
Orientation-Behavior
(FIRO-B)
Need-based Theories

 Needs and Drives

 An unsatisfied need creates tension, which
stimulates drives within the individual.
 These drives generate a search for
particular goals that, if attained, will satisfy
the need and lead to the reduction of
tension.
 Motivated employees are in a state of
tension.
 To relieve this tension, they engage in
activity.
 The greater the tension, the more activity
will be needed to bring about relief.
What is a Need? –
Cont.

Reduction
Reduction
Unsatisfied
Unsatisfied Tension Search
Search Satisfied
Satisfied
Tension Drives
Drives of
of
need
need behavior need
behavior need tension
tension
McClelland’s Theory of
Needs
David McClelland and others have
proposed three major relevant
motives or needs in the workplace,
McClelland's Theory of Needs.
 The need for achievement (nAch) is the
drive to excel, to achieve in relation to a
set of standards, to strive to succeed.
 The need for power (nPow) is the need to
make others behave in a way they would
not have behaved otherwise.
 The need for affiliation (nAff) is the desire
for friendly and close interpersonal
relationships.
McClelland’s Theory of
Needs
 Some people have a compelling drive to
succeed, but they are striving for personal
achievement rather than the rewards of
success. (nAch)
 McClelland found that high achievers
differentiate themselves from others by their
desire to do things better.
 They seek situations in which they can attain
personal responsibility for finding solutions to
problems, receive rapid and unambiguous
feedback on their performance, and set
moderately challenging goals.
 They prefer working at a challenging problem
and accepting the personal responsibility for
success or failure rather than leaving the
outcome to chance or the actions of others.
 High achievers perform best when they
perceive their probability of success as 50-50.
 They like to set realistic but difficult goals that
require stretching themselves a little.
 McClelland’s Theory of
Needs: Power/Affiliation
 The need for power is the desire to have an
impact, to be influential, and to control
others.
 Individuals high in nPow enjoy being in charge,
strive for influence over others, prefer
competitive and status-oriented situations, and
tend to be more concerned with gaining
prestige and influence over others than with
effective performance.
 The third need is the need for affiliation.
 This need has received the least attention of
researchers.
 Individuals with a high nAff strive for friendship,
prefer cooperative situations rather than
competitive ones, and desire relationships
involving a high degree of mutual
understanding.
FOR0-B is another “need
based” theory
It’s a tool to help you think about
your behavior towards other
individuals and their actions
directed at you.

As with any paper and pencil test

of “personality”, FIRO-B
“measures” very little. It is offered
here only for reflection and
discussion. Do not use or think of
it as a reliable or valid measure
of personality.
The FIRO-B measures a person’s
needs for:
 Expressed Behavior (E) – what a

person prefers to do, and how

much that person wants to
initiate action
 Wanted Behavior (W) – how

much a person wants others to

initiate action, and how much
that person wants to be the
recipient
Control

Expressed 

I try to exert control and influence over

things and others. I enjoy organizing
things and directing others. 

Wanted 

I feel most comfortable working in

well-defined situations. I try to get
clear expectations and instructions.
Affection

Expressed

I make an effort to get close to people. I

am comfortable expressing personal
feelings and I try to be supportive of
others. 

Wanted 

I want others to act warmly towards me.

I enjoy it when people share their
feelings with me and when they
encourage my efforts.
Inclusion 

Expressed

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.

 Wanted

I want other people to invite me

to belong. I enjoy it when others
notice me.
The instrument also helps one
reflect on the needs for:
 Inclusion (I) – recognition,

belonging, and participation

 Control (C) – influence, leading,

and responsibility
 Affection (A) – closeness,

warmth, and sensitivity