FIRO

In FIRO Business, customers (or individuals in a business setting) want understanding and fulfillment of their core interpersonal needs: Involvement, Influence, and Connection, measured across how much they want these things and how much they express them to others, leading to better collaboration, conflict resolution, and leadership by aligning expressed needs with wanted needs to prevent miscommunication.

 

The Three Core Needs (FIRO Business)

1. Involvement (Inclusion): The desire to belong, be part of the group, and be recognized. IMPORTANT
• High Wanted Involvement: Wants to be in the know, participate in projects, and get information.
• High Expressed Involvement: Makes an effort to include others.
2. Influence (Control): The need for structure, authority, and to have a say in decisions.  COMPETENCE
• High Wanted Influence: Wants clear roles and decision-making processes.
• High Expressed Influence: Takes charge and tries to control situations.
3. Connection (Affection): The need for warmth, trust, and personal relationships. CARED FOR
• High Wanted Connection: Wants friendly, supportive interactions.
• High Expressed Connection: Makes efforts to be warm and friendly. 

What Customers Want (In Practice)

• Clarity & Communication: To know what's expected and how much interaction they'll have.
• Recognition: To feel they belong and their contributions matter.
• Fairness: To have influence on decisions that affect them.
• Trust & Warmth: To feel valued and have positive relationships with colleagues. 

How FIRO Business Helps

• Identifies Misunderstandings: A high expressed need (e.g., trying to include others) might clash with a low wanted need (e.g., wanting space), causing friction.
• Develops Leaders: Helps leaders understand their impact on teams and adjust behaviors for better performance.
• Boosts Teams: Creates awareness of different needs, improving collaboration and reducing conflict.
• Drives Change: Provides specific insights to help individuals modify behaviors for better workplace outcomes. 

When I meet with local agencies, I have had the most success by striving for a connection.  By focusing on a friendly supportive interactions, I have the future opportunity to connect local agencies with other CDOT Staff and consultants who can provide competence.  By focusing on being warm, I lay a foundation for collaboration with other local agencies and Colorado LTAP.  I do not have the skills or the credibility to provide Involvement or Influence.