Keith Milmer 01442 841 083

PERSONALITY PREFERENCES
AND PERSONAL STYLES

FIRO - B

FIRO B

• Fundamental
• Interpersonal
• Relationship
• Orientation –
Behaviour

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 Humans Interact

If people need
people, then. …
then.…
how do people
need people,
...and to what
degree?

FIRO-B Measures
All Human Interaction

Interpersonal Needs:

• Inclusion
• Control
• Affection [ Openness ]

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 FIRO-B Inclusion

How much do you

connect with others
or want attention and
recognition from them?

FIRO-B Control

How much do you take

charge or want others to
give directions ?

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3
 FIRO-B
Affection / Openness

How much do I share about

myself and want others to
share with me?

FIRO-B
Dimensions of Behaviour

Expressed Wanted
How we interact How we want others to
with others interact with us

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 FIRO-B Scores
Inclusion Control Affection

E eI eC eA

W wI wC wA

Inclusion
(significance, contact, involvement)

I
e I include others
in my activities

w I want to be included
and belong

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5
Expressed Inclusion Behaviour

• talking and joking with others

• involving others in projects and
meetings
• initiating contact and showing
interest in others

Wanted Inclusion Behaviour

• Being around
• Seeking recognition
• Getting involved in high
profile projects

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6
 Control
(competence, influence, authority)

C
e
I exert control and influence
over people and things

w
I want others to control and
influence me

Expressed Control Behaviour

• directing people
•directing
• decision-making
•decision-making
• assuming responsibility
•assuming

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7
Wanted Control Behaviour

• requesting clarification
• wanting direction and guidance
• concern for rules

Affection /Openness
(Warmth, self-disclosure)
self-disclosure)

A
e
I make efforts to be close
to people

w
I want others to try to
become close to me

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8
 Expressed Affection

• reassuring and supporting colleagues

• giving gifts to show appreciation

• coaching and developing others

Wanted Affection

• being flexible and accommodating

• listening carefully to others
• trying to please people

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 FIRO-B
Inclusion Control Affection
How
How much
much How
How much
much do
do How
How much
much

E
do
do II connect
connect II take
take charge?
charge? do
do II share
share
with
with others?
others? myself
myself with
with
others?
others?

How
How much
much do
do How
How much
much dodo II How
How muchmuch do
do
II want
want others

W
II want
want others
others want
want others
others do
do others
to
to connect
connect be
be in
in “driver’s
“driver’s to
to reach
reach out
out
with
with me?
me? seat”?
seat”? to
to me?
me?

Individual Cell Scores

• 0 to 2 low
– rarely displayed

• 3 to 6 medium
– noticeable some of the time

• 7 to 9 high
– noticeable in most situations

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10
 FIRO-B example

Inclusion Control Affection

1
Expressed
Behavior
Behavior
3 5
0 1 5
Wanted
Behavior
Behavior

Overall Score

Higher Scores: Lower Scores:

more involvement less interpersonal
with others involvement

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Total Expressed/Wanted

• E>W Comfortable taking action

• W>E Seeing what others do first

• E=W Balance v. Caution

Total Need Scores

• 0 - 17 Low

• 18 - 26 Low/Medium

• 27 - 35 Medium/High

• 36 - 54 High

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 Total Need Scores

• 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

FIRO and Betfair’s approach?

• Inclusion
– easy access or barriers to the inner circle?

• Control
– concentration or distribution of power?

• Affection
– trust or distrust?

How does your personal FIRO-B profile affect the

way you lead your team, and your team’s culture?

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