<ul><li>Provides awareness of interpersonal preferences in three areas,  </li></ul><ul><li>enabling relationships  </li></...
Inclusion (C) Copyright Key Talent Partners July 2012 www.keytalent-partners.com  01344 774 999
Control (C) Copyright Key Talent Partners July 2012 www.keytalent-partners.com  01344 774 999
Affection (C) Copyright Key Talent Partners July 2012 www.keytalent-partners.com  01344 774 999
Expressed/Wanted (C) Copyright Key Talent Partners July 2012 www.keytalent-partners.com  01344 774 999
Scoring measures frequency and selectivity. Who with and how often. <ul><li>0 – 1 – 2  </li></ul><ul><li>3 - 4 – 5 – 6 </l...
<ul><li>Inclusion   </li></ul><ul><ul><li>forming new relationships  </li></ul></ul><ul><ul><li>associating with people  <...
INCLUSION <ul><li>Distinction </li></ul><ul><li>Recognition </li></ul><ul><li>Attention </li></ul><ul><li>Participation </...
<ul><li>Power </li></ul><ul><li>Authority </li></ul><ul><li>Influence </li></ul><ul><li>Responsible </li></ul><ul><li>Mana...
<ul><li>Personal </li></ul><ul><li>Consensus-orientated </li></ul><ul><li>Sensitive </li></ul><ul><li>Empathetic </li></ul...
The Six-Cell Model (C) Copyright Key Talent Partners July 2012 www.keytalent-partners.com  01344 774 999 w e Affection Con...
(C) Copyright Key Talent Partners July 2012 www.keytalent-partners.com  01344 774 999 <ul><li>Talking and joking with othe...
(C) Copyright Key Talent Partners July 2008 www.keytalent-partners.com  01344 774 999 Wanted Behaviours  Associated with t...
Relationship Management <ul><li>Inclusion </li></ul><ul><ul><li>How much do I create opportunities to meet/include them in...
Relationship Management <ul><li>Control </li></ul><ul><ul><li>How much do I try to direct the actions/ideas of this person...
Relationship Management <ul><li>Affection </li></ul><ul><ul><li>How much do I share about myself with this person? </li></...
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What Is Firo B

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What is FIRO-B?

FIRO-B (Fundamental Interpersonal Relations Orientation Behavior) which was developed by William Schutz created in the late 1950s.
Schutz developed the FIRO-B theory to aid in the understanding and predicting of how high-performance military teams would work together.
The FIRO-B instrument measures behaviors driven by interpersonal needs in three areas—Inclusion, Control, and Affection—and addresses how such behaviors can affect one’s interactions with others
The FIRO-B is intended to assist individuals and organizations in understanding interpersonal needs and their impact on interpersonal functioning.

FIRO-B provides awareness of interpersonal preferences in three areas,
1.Inclusion
2.Control
3.Affection

Inclusion
How much do I create opportunities to meet/include them in my activities?
How much do I demonstrate our Team’s Vision &amp; Values to this person?
How much do I want to be an invited participant at their meetings?
How much do I want to be a team player?
What can I do differently?

Control
How much do I try to direct the actions/ideas of this person?
Do I fit with this person’s needs for Control or do we both ‘over control’?
How much am I prepared to let this person get their way?
How much am I prepared to be told what to do by them?
What am I going to do differently to build a better relationship?

Affection
How much do I share about myself with this person?
How often do I show this person I ‘like’ them?
How do I react when this person attempts to build a relationship with me?
How much do I want a better working relationship with them?
What am I going to do differently?

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What Is Firo B

  1. 1. <ul><li>Provides awareness of interpersonal preferences in three areas, </li></ul><ul><li>enabling relationships </li></ul><ul><li>to become more effective </li></ul>FIRO-B ® (C) Copyright Key Talent Partners July 2012 www.keytalent-partners.com 01344 774 999 FIRO-B is a registered trademark and the CPP logo is a trademark of CPP, Inc.
  2. 2. Inclusion (C) Copyright Key Talent Partners July 2012 www.keytalent-partners.com 01344 774 999
  3. 3. Control (C) Copyright Key Talent Partners July 2012 www.keytalent-partners.com 01344 774 999
  4. 4. Affection (C) Copyright Key Talent Partners July 2012 www.keytalent-partners.com 01344 774 999
  5. 5. Expressed/Wanted (C) Copyright Key Talent Partners July 2012 www.keytalent-partners.com 01344 774 999
  6. 6. Scoring measures frequency and selectivity. Who with and how often. <ul><li>0 – 1 – 2 </li></ul><ul><li>3 - 4 – 5 – 6 </li></ul><ul><li>7 – 8 - 9 </li></ul><ul><li>LOW </li></ul><ul><li>MEDIUM </li></ul><ul><li>HIGH </li></ul>(C) Copyright Key Talent Partners July 2012 www.keytalent-partners.com 01344 774 999
  7. 7. <ul><li>Inclusion </li></ul><ul><ul><li>forming new relationships </li></ul></ul><ul><ul><li>associating with people </li></ul></ul><ul><ul><li>determines the extent of contact </li></ul></ul><ul><li>Control </li></ul><ul><ul><li>decision-making </li></ul></ul><ul><ul><li>influence and persuasion between people </li></ul></ul><ul><ul><li>extent of power/dominance that a person seeks </li></ul></ul><ul><li>Affection </li></ul><ul><ul><li>emotional ties </li></ul></ul><ul><ul><li>warm connections between people </li></ul></ul><ul><ul><li>extent of closeness that a person seeks </li></ul></ul>FIRO-B (C) Copyright Key Talent Partners July 2012 www.keytalent-partners.com 01344 774 999
  8. 8. INCLUSION <ul><li>Distinction </li></ul><ul><li>Recognition </li></ul><ul><li>Attention </li></ul><ul><li>Participation </li></ul><ul><li>Involved </li></ul><ul><li>Association </li></ul><ul><li>Acknowledgment </li></ul><ul><li>Contact </li></ul><ul><li>Belonging </li></ul><ul><li>Acceptance </li></ul>(C) Copyright Key Talent Partners July 2012 www.keytalent-partners.com 01344 774 999 Characteristics associated with the inter-personal need :
  9. 9. <ul><li>Power </li></ul><ul><li>Authority </li></ul><ul><li>Influence </li></ul><ul><li>Responsible </li></ul><ul><li>Managerial </li></ul><ul><li>Directive </li></ul><ul><li>Leader </li></ul><ul><li>Decisive </li></ul><ul><li>Consistent </li></ul><ul><li>Regulated </li></ul>CONTROL (C) Copyright Key Talent Partners July 2012 www.keytalent-partners.com 01344 774 999 Characteristics associated with the inter-personal need:
  10. 10. <ul><li>Personal </li></ul><ul><li>Consensus-orientated </li></ul><ul><li>Sensitive </li></ul><ul><li>Empathetic </li></ul><ul><li>Open </li></ul><ul><li>Affirming </li></ul><ul><li>Supportive </li></ul><ul><li>Closeness </li></ul><ul><li>Faithfulness </li></ul><ul><li>Warmth </li></ul>AFFECTION (C) Copyright Key Talent Partners July 2012 www.keytalent-partners.com 01344 774 999 Characteristics associated with the inter-personal need:
  11. 11. The Six-Cell Model (C) Copyright Key Talent Partners July 2012 www.keytalent-partners.com 01344 774 999 w e Affection Control Inclusion I make an effort to include others in 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 organising 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 include me in their activities and 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 I want others to act warmly towards me. I enjoy it when people share their feelings with me and encourage my efforts
  12. 12. (C) Copyright Key Talent Partners July 2012 www.keytalent-partners.com 01344 774 999 <ul><li>Talking and joking with others </li></ul><ul><li>Taking a personal interest in others </li></ul><ul><li>Involving others in projects and meetings </li></ul><ul><li>Recognising the accomplishments of others </li></ul><ul><li>Incorporating everyone’s ideas and suggestions </li></ul><ul><li>Assuming positions of authority </li></ul><ul><li>Advancing an idea within a group </li></ul><ul><li>Taking a competitive stance and making winning a priority </li></ul><ul><li>Managing the conversation </li></ul><ul><li>Influencing others’ opinions </li></ul><ul><li>Establishing, policy, structure, tasks and procedures </li></ul><ul><li>Reassuring and supporting colleagues, both verbally and physically </li></ul><ul><li>Giving gifts to show appreciation </li></ul><ul><li>Exhibiting concern about the personal lives of others </li></ul><ul><li>Being trustworthy and loyal </li></ul><ul><li>Coaching and developing </li></ul>Expressed Behaviours Associated with the Three Needs Affection Control Inclusion
  13. 13. (C) Copyright Key Talent Partners July 2008 www.keytalent-partners.com 01344 774 999 Wanted Behaviours Associated with the Three Needs <ul><li>Frequenting high-traffic areas </li></ul><ul><li>Decorating the work space with personal items </li></ul><ul><li>Seeking recognition or responsibility </li></ul><ul><li>Get involved in high-profile projects and activities </li></ul><ul><li>Going along with the majority opinion </li></ul><ul><li>Asking for help on the job </li></ul><ul><li>Involving others in decision making </li></ul><ul><li>Requesting precise instructions and clarification </li></ul><ul><li>Deferring to the wishes, needs and requests of others </li></ul><ul><li>Raising issues for others to consider </li></ul><ul><li>Being flexible and accommodating </li></ul><ul><li>Listening carefully to others </li></ul><ul><li>Displaying an open body posture </li></ul><ul><li>Sharing feelings of anxiety, sadness, loneliness </li></ul><ul><li>Giving others more than they want or need </li></ul>Affection Control Inclusion
  14. 14. Relationship Management <ul><li>Inclusion </li></ul><ul><ul><li>How much do I create opportunities to meet/include them in my activities? </li></ul></ul><ul><ul><li>How much do I demonstrate our Team’s Vision & Values to this person? </li></ul></ul><ul><ul><li>How much do I want to be an invited participant at their meetings? </li></ul></ul><ul><ul><li>How much do I want to be a team player? </li></ul></ul><ul><ul><li>What can I do differently? </li></ul></ul>(C) Copyright Key Talent Partners July 2012 www.keytalent-partners.com 01344 774 999
  15. 15. Relationship Management <ul><li>Control </li></ul><ul><ul><li>How much do I try to direct the actions/ideas of this person? </li></ul></ul><ul><ul><li>Do I fit with this person’s needs for Control or do we both ‘over control’? </li></ul></ul><ul><ul><li>How much am I prepared to let this person get their way? </li></ul></ul><ul><ul><li>How much am I prepared to be told what to do by them? </li></ul></ul><ul><ul><li>What am I going to do differently to build a better relationship? </li></ul></ul>(C) Copyright Key Talent Partners July 2012 www.keytalent-partners.com 01344 774 999
  16. 16. Relationship Management <ul><li>Affection </li></ul><ul><ul><li>How much do I share about myself with this person? </li></ul></ul><ul><ul><li>How often do I show this person I ‘like’ them? </li></ul></ul><ul><ul><li>How do I react when this person attempts to build a relationship with me? </li></ul></ul><ul><ul><li>How much do I want a better working relationship with them? </li></ul></ul><ul><ul><li>What am I going to do differently? </li></ul></ul>(C) Copyright Key Talent Partners July 2012 www.keytalent-partners.com 01344 774 999

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