Course Code: 19HRM502A Course Title: Business Leadership and Team Dynamics

Course Code: 19HRM502A
Course Title: Business leadership and Team

Dynamics
Unit 2
Course Leader:
Dr.Madhu BK
Email: madhu.ms.mc@msruas.ac.in
1
Faculty of Management and Commerce © Ramaiah University of Applied Sciences
UNIT - 2
• Interpersonal orientation through FIRO-B,
Experiential learning methodologies-T- group
sensitivity training, encounter groups,
appreciative enquiry, Discovering facets of
interpersonal trust through Johari Model
window, communication skills, Negotiation skills
and strategies for team building, , team morale,
conflict resolution in teams, competitive vs
collaborative behavior, developing collaboration
2
People join groups to satisfy interpersonal needs
• Interpersonal needs are based on self image

• Three basic human needs are
–INCLUSION
–CONTROL AND
–AFFECTION
3
Interpersonal Need
• A requirement for a person to establish a satisfactory

relation between himself and other people.
• ‘Relations’ refers to the amount of interchange
between himself and others and the degree to which he
originates, receives behavior.
4
Inclusion
• The extent to which we include ourselves with

others
• Refers to feelings of importance
• The need to matter so people will care about me
5
Inclusion
 Manifests itself in people wanting to be attended to
 Wanting to attract attention
 Wanting interaction with others
 Being a distinct person - having a particular identity
 Happens early in the group formation process
 A person seeking inclusion wants to be one of the
participants in a group
6
Psychological Aspects-Inclusion
• People with low inclusion needs tend to be

introverted and withdrawn
• No one is interested in me, because I am
worthless, and I’m not going to risk being ignored,
so I will stay away.
7
Control
• The extent to which we control other’s actions or

desire them to guide us
• Refers to feelings of competence.
• Being seen as able to cope with the world
8
Control
• If inclusion is about belonging, then control is

about winning
– One seeking inclusion wants to be part of the
argument, win or lose
– One seeing control wants to win, even if he’s not
accepted by the group
9
Control
• Deals in areas of power, influence and authority

• Manifests itself along a continuum from
– Desire for control over others - and over one’s future
– Desire to be controlled - have responsibility lifted
10
Affection
• The extent to which we express affection to others

and desire that from them
• Refers to the feeling of being lovable
• If you see the real me, you are going to like what
you see
11
Affection
• Close emotional feelings between two people -

dyadic
• Love and hate
• Only between two people
– Inclusion needs and control needs can exit between
dyads or between one person and the group
• Last phase to emerge in human relationship
12
Summary of all 3
• Inclusion is about prominence, control is about winning and
affection is about interpersonal relationships
• In inclusion phase people encounter each-other and decide if
they will continue the association
• In control they confront each other and work out how they
will be related
• In order to continue the relationship, affection ties must form
and people must embrace each other to form a lasting bond,
and also say goodbye.
• Control deals with power while affection deals with
emotional ties
13
14
Faculty
©M. S. of
Ramaiah
Management
University
andofCommerce
Applied Sciences © Ramaiah University of Applied Sciences
Interpersonal behavior
• Interpersonal behavior is how people interact with

one another.
• Basically, the term ‘interpersonal’ focuses on the
bond between two people, and the behavior
between these two individuals will depend on the
context of their relationship.
15
Behavior modification
• Is the use of empirically demonstrated behavior

change techniques to increase or decrease the
frequency of behaviors.
• Altering an individual's behaviors and reactions to
stimuli through positive and negative
reinforcement of adaptive behavior and/or the
reduction of behavior through its extinction,
punishment and/or satiation.
16
Interpersonal Skills
• Interpersonal skills are the life skills we use every day

to communicate and interact with other people,
individually and in groups.
• Interpersonal skills include not only how we
communicate with others, but also our confidence
and our ability to listen and understand.
• Problem solving, decision making and personal stress
management are also considered interpersonal skills.
17
FIRO-B
• Fundamental Interpersonal Relationship

Orientation – Behavior.
• FIRO-B can be defined as the way in which an
individual characteristically relates to other people.
18
What does the FIRO-B Do?
• A practical tool that helps you understand how your
behaviours might be interpreted in organizational
settings.
• Interpersonal behaviours are related to the dynamic of
what we express towards others and want from others.
19
Where did it come from?
• Originally developed in the late 1950’s by will

Schultz, a former US navy officer.
• It was used to determine the likely impact of
differing behavioral patterns amongst
submarine crews.
20
FIRO: managing relationships in the
workplace
Relationships are important. They are an inevitable part
of life, and yet can be a potential source of tension in
organisations.
In the workplace, performance, delivery and efficiency

are required, often from a team of mere acquaintances.
To achieve high performance, teams need to operate
on trust and a solid foundation of good working
relationships.
The FIRO instrument targets this need, identifying the

drivers underlying the behaviours that shape
relationships for individuals and teams within an
organisation.
21
FIRO Lens
22
Objectives Of FIRO-B
• To construct a measure of how an individual acts in

interpersonal situations and
• To construct a measure that will lead to the prediction
of interaction between people.
23
Benefits of the FIRO-B
 Management and supervisor development

 Leadership development (used with MBTI as part of
the Leadership Report)
 Identifying leadership preferred operating styles
 Employee development
 Team building and explaining team roles
 Improving team effectiveness
 Advancing career development
24
FIRO-B Measures All Human Interaction
• Interpersonal Needs:
 Inclusion
 Control
 Affection [ Openness ]
25
FIRO-B Inclusion
 Behavior directed towards the satisfaction of the interpersonal

need of inclusion, the need to maintain and establish a
satisfactory relation with people with regards to association.
 Inclusion connotes interaction with people, attention,

acknowledgement being known, prominence, recognition,
prestige, individuality, understanding, interest, commitment and
participation.
26
Control (C)
 Behavior directed to satisfy the interpersonal need for control,

the need to maintain a satisfactory relation with people with
respect to power and authority (control).
 It relates to making decisions, discipline, goal settings,

dominance, guidance, giving directions, influencing, ruling,
leading, antonyms to control would be rebellion, resistance,
following, anarchy and submission.
27
Affection (A)
• Behavior directed toward the satisfaction of interpersonal

need for affection and love. It centers around feelings of
warmth, love and emotional acceptance, friendship.
• Lack of affection would mean cool emotionally distant,
dislike and hate. Affection involves sharing one’s inner
anxieties, wishes and feelings.
28
• Inclusion is concerned with – IN or OUT
• Control is concerned with-TOP or BOTTOM
• Affection is concerned with – CLOSE or FAR
29
FIRO-B
Dimensions of Behaviour
Expressed Wanted
• How we interact
How we want others to
with others interact with us
30
• Expressed Behaviour (E)
(Actions taken by a person towards others)
• Wanted Behaviour (W)

(Behaviours from other people that a person
feels will satisfy an interpersonal need.
31
32
Dimension Expressed Behavior Wanted Behavior
Inclusion - I initiate interaction I want to be included

Control - I control People I want to be controlled
Affection - I act close and personal I want people to be close
and personal to me
33
FIRO-B
Inclusion Control Affection
How much How much do How much

do I connect I take charge? do I share
E with others? myself with
others?
How much do How much do I How much do

I want others want others do I want others
to connect be in “driver’s to reach out
W with me? seat”? to me?
34
Total Expressed/Wanted
E>W Comfortable taking action
W>E Seeing what others do first
E=W Balance v. Caution
35
Total Expressed/Wanted
 The highest score may be the one you feel the most
comfortable pursuing and least willing to sacrifice
 The need with the lowest score may be the one you are
the most willing to give up
36
Experiential learning Methodlogies
• Experiential learning is the application of theory

and academic content to real-world experiences,
either within the classroom, the community, or
the workplace, which advances program or
course-based learning outcomes that are
specifically focused on employability skills. It may
be undertaken independently or in teams.
37

Course Code: 19HRM502A Course Title: Business Leadership and Team Dynamics

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Course Code: 19HRM502A Course Title: Business Leadership and Team Dynamics

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Course Code: 19HRM502A

Course Title: Business leadership and Team

• Interpersonal needs are based on self image

• A requirement for a person to establish a satisfactory

• The extent to which we include ourselves with

• People with low inclusion needs tend to be

• The extent to which we control other’s actions or

• If inclusion is about belonging, then control is

• Deals in areas of power, influence and authority

• The extent to which we express affection to others

• Close emotional feelings between two people -

• Interpersonal behavior is how people interact with

• Is the use of empirically demonstrated behavior

• Interpersonal skills are the life skills we use every day

• Fundamental Interpersonal Relationship

• Originally developed in the late 1950’s by will

In the workplace, performance, delivery and efficiency

The FIRO instrument targets this need, identifying the

• To construct a measure of how an individual acts in

 Management and supervisor development

 Behavior directed towards the satisfaction of the interpersonal

 Inclusion connotes interaction with people, attention,

 Behavior directed to satisfy the interpersonal need for control,

 It relates to making decisions, discipline, goal settings,

• Behavior directed toward the satisfaction of interpersonal

• Control is concerned with-TOP or BOTTOM

• Affection is concerned with – CLOSE or FAR

• Wanted Behaviour (W)

Inclusion - I initiate interaction I want to be included

How much How much do How much

How much do How much do I How much do

E>W Comfortable taking action

W>E Seeing what others do first

E=W Balance v. Caution

• Experiential learning is the application of theory

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