FIRO-B or Fundamental Interpersonal Relationship Orientation Behavior shows how we

behave when we are in group. The three heads of the FIRO-B table are inclusion, control and
affection which are graded from 0-9 in scales of expressed and wanted behavior. Expressed
behavior is how much we express and wanted behavior is what we want.

In a group the feeling of whether someone is accepted or not is measured by inclusion. High
expressed score is an indicator of people who connects with others and high wanted inclusion
implies the person wants others to include him.

Control: If he is responsible, he is likely to have high expressed control score and wanted
control score tells us how much he wants to be controlled(low) or want to control(high)

Finally, affection shows how much he wants other people to like or love him. High expressed
scores mean the person can establish close personal relationship easily and low scores vice
versa while high wanted affection means he wants others affection.

There are various scores in the table (Exhibit-1) as follows:

Overall need score: Summarizes general interpersonal interaction.

Total Expressed score(E): High scorers are initiators.

Total wanted score(W): How much we want from others.

If our wanted score is more than expressed it shows, we are highly dependent on others.

Next comes the application of FIRO which is Compatibility theory. We have two index:

Reciprocal compatibility which shows whether ones needs or ones wants is others
expressed behavior. Next there is interchange compatibility as the name suggest which shows
how much two individuals share the same needs. For both the index 0 is considered o be
perfect compatibility.

Human behavior changes but FIRO-B doesnt take that into account. This is one limitation of
FIRO-B

Total word count: 286

Exhibit 1:
 P.C.: Slide
provided by instructor.
Shiladitya Swarnakar
PGP-FABM
Section-E

INTERPERSONAL NEGOTIATION

In this session, we learned about Interpersonal negotiation. This session has been very
important to me in understanding what to do and what not to do while negotiating with
people. I learned there are five paradigms of mind set: win win, win lose, lose lose, win, win
win. The first thing that I had in mind was while negotiation win lose is the best way i.e I win
and the opponents must lose but I learned in class that win win is the best strategy. For
winning a negotiation we must try to understand what we really need from the deal and what
we can leave so that the part we are leaving can be beneficial to the other party and the
negotiation can be a win win. I also learned about the four strategies of negotiation:
Accommodation where we care less about what we want and more about what others want,
Collaboration where we care more about what we want as well as what others want,
Avoidance where we care less about what we want and also less about what others want
(Lose lose situation) and Competition where we are more about what we want and less about
what others want. Out of this I learned collaboration is the best strategy. I also learned that
for a good negotiation we also need to understand what the other party needs. Listening to the
other party is vital because that will help us in understanding others perspective and also
make the party believe that we are serious about the negotiation. I also learned about BATNA
(Best Alternative to a Negotiated argument). If we imagine BATNA of person A and
BATNA of person B on two ends of the line segment, then negotiation will happen in the
middle.

WORD COUNT: 296

Shiladitya Swarnakar
PGP-FABM
Section-E

INTERPERSONAL AWARENESS

In this session, I learned about Transactional Analysis. Out of the three states of any
individual I am high on adapted child. The result is very much similar to what I observed
about myself. I am generally very submissive. I mostly give away my own interest for others.
An adaptive child is either meek or rebel according to psychologist. It is also said that people
who had received critical parenting is likely to become adaptive child in future. Mine is no
different. From my childhood, I was always told what to do and what not to do even in small
small matters. Gradually I developed this habit of getting hugely dependent on instructions
from others. Lack of independence and the very frequently being told what to do generally
makes a person high on adaptive child. The child in us generally depicts what we feel or
the felt concept. From the egograms I also observed that I am almost equally high on all the
states (CP, NP, A etc.) and the peak is at AC. The second highest peak of my egogram is NC
or natural child which also matches with my behavior, slightly childish. I understood that
personality can easily be taken for granted so I need to gradually improve on that. I also
learned about how message are passed from one ego state of one person to the other. When
two similar ego state communicate, we call it complementary and when two different ego
state communicate its crossed. I learned about life positions where I found out I belonged the
group which believes that they are not ok and everyone else is and I am helpless and
everyone else is competent. I believe this tests about personality can vary with mood and
place and the current state of mind.

WORD COUNT: 300