FIRO-B (Schults)

Fundamental Interpersonal Relations Orientation Behavior (FIRO-B)





Expressed Behavior

“I make efforts to …”

I make efforts to include other people in my activities and to get them to include me in theirs.I try to belong, to join social groups, and to be with people as much as possible. I try to exert control and influence over things.I take charge of things and tell other people what to do. I make efforts to become close to people.I express friendly and affectionate feelings and try to be personal and intimate.

Wanted Behavior

“I want other people to…”

I want other people to include me in their activities and to invite me to belong, even if I do not make an effort to be included. I want others to control and influence me.I want other people to tell me what to do. I want others to express friendly and affectionate feelings towards me and try to become close to me.


The FIRO-B measures and reports on 3 fundamental interpersonal needs:

  • Inclusion – recognition, participation, contact with others, and belonging
  • Control – influence, responsibility, decision making, and leading
  • Affection – openness, closeness, personal warmth, and sensitivity

For each of these, it also measures 2 distinct dimensions for each of these needs

  • Expressed Behavior
    • How much do you prefer to initiate the behavior?
    • What do you actually do?
    • What will be the overt behavior that others can actually observe?
  • Wanted Behavior
    • How much do you prefer others to take the initiative?
    • How much do you want to be the recipient of those behaviors?


Primary Goals sits at the intersection of three core ideas about communication:
  • Leaders create vision by communicating a compelling future to their teams.
  • Teams create success based on how effectively the communicate and coordinate with each other.
  • Entrepreneurial ventures are successful only when they communicate value to people with a concern that the business can take care of
In all cases, it’s about Conversations for Committed Results.  That’s our Primary Goal.  



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