Fundamental Interpersonal Relations Orientation-Behavior (FIRO-B)

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Fundamental Interpersonal Relations
Orientation-Behavior (FIRO-B)
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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.

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What is a Need? Cont.
Unsatisfied need
Tension
Drives
Search behavior
Satisfied need
Reduction of tension
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McClellands 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.

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McClellands 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.

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McClellands 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.

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FOR0-B is another need based theory

• Its 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.

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• The FIRO-B measures a persons 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

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• 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.

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• AffectionExpressed
• 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.

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• Inclusion ExpressedI 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.  WantedI want other people to
  invite me to belong. I enjoy it when others
  notice me.

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• 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