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

2. 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.

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

4. McClelland’s 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.

5. McClelland’s 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
They like to set realistic but difficult goals that require stretching themselves a little.

6. McClelland’s 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.

7. FOR0-B is another “need based” theory
It’s 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.

8. The FIRO-B measures a person’s 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

9. 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.

10. Affection Expressed
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.

11. Inclusion  Expressed I 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.  Wanted I want other people to invite me to belong. I enjoy it when others notice me.

12. 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