Interpersonal Behavior in
Organizations
L. JibonMIMS
Manipur University
THEORIES OF
INTERPERSONAL RELATIONSHIPS
The Interpersonal Needs Perspective
• Inclusion– Undersocial– Oversocial– Adaptable-social
INCLUSIONExpressed inclusion
Wanted inclusion
I Join with others and ask others to join with me
I want others to ask me to join them
CONTROLExpressed control
Wanted control
I influence and decide for others
I want others to influence and control me
AFFECTIONExpressed affection
Wanted affection
I act toward others in a close and personal way
I want others to be close and personal towards me
Expressed and Wanted Aspects of Three Interpersonal Needs
ControllingStandard Setting
Nurturing
Parent
Information Processing
Adult
NaturalLittle Professor
Adapted
Child
Eg (1): Complementary Transactions
• Manager: I don’t recall seeing the June report yet
• Staff Member: I’ve just finished it, here it is.
Eg (1): Complementary Transactions
Parent Parent
Adult Adult
Child Child
Eg (2): Complementary Transactions
• Manager: Your reports should never be this late
• Staff Member: Yes, sir. I’ll do my best to be better from now on.
Eg (1): Complementary Transactions
Parent Parent
Adult Adult
Child Child
Eg (1): Crossed Transactions
• Manger: Is the June report finished yet?• You’re always rushing me; how can I work
under all this pressure?
Eg (1): Crossed Transactions
Parent Parent
Adult Adult
Child Child
Eg (2): Crossed Transactions
• Manager: You know, people just don’t seem to work hard the way they used to
• Staff Manager: I’m not so sure. I notice a lot of hard working people today.
Eg (2): Crossed Transactions
Parent Parent
Adult Adult
Child Child
Eg (1): Ulterior Transaction
• Staff Member: Here’s my report. I’ve been working on it hard all weekend
• Manager: Alright.
Eg (1): Ulterior Transaction
Parent Parent
Adult Adult
Child Child
THE TRANSACTIONPERSPECTIVE
Dominance
Submission
AffectionHostility
The Interpersonal Reflex Model
The Interpersonal Reflex
• Affection encourages affection and hostility provokes hostility in return
The Interpersonal Reflex
• Submissive behavior by one person is a bid for dominance by the other, and vice versa.
Communication Rules
• Constructive rules– Tell what a certain behavior means
Communication Rules
• Regulative rules– Tell us what we should and should not do.
Positional Relationships
• Superior-Subordinate Relationships
Positional Relationships
• Peer Relationships
Positional Relationships
• Serial Relationships
Cross Cultural Work Relationship
• Individualism/Collectivism
Cross Cultural Work Relationship
• Power distance
Cross Cultural Work Relationship
• Uncertainty avoidance
Cross Cultural Work Relationship
• Masculinity/feminity
Maladaptive Relationships
Maladaptive Relationships
• Disconfirmation– One or both of the parties feel the relationship to
be unprofitable exchange
Maladaptive Relationships
• Paradox
IGNORE THIS SIGN
Maladaptive Relationships
• Lockstep Reciprocals– Difficult to break out– May prevent development and change
Maladaptive Relationships
• Unstated Contracts– Parties develop assumptions and expectations
about each other