M O D E L S F O R U N D E R S TA N D I N G I . P.

R E L AT I O N S H I P S

Three Models for understanding interpersonal

relationships and interpersonal communication are:
1. Exchange Theory
2. Johari Window
3. Transactional Analysis

Each of these models helps in our understanding the

underlying relationships upon which
interpersonal communication is based

Ashok Karri, Gitam School of Business 1

 Interpersonal relationships serve as the
framework within which interpersonal
communication occurs.

If we are to fully understand a communication

event between two people, we must know the
relationship of these people

Exchange theory provides a conceptual

EXCHANGE framework by considering what is being
exchanged in i.p. relations
THEORY
I.P. Motives depend on the reward value
gained from the relationship

Individuals involved in a relationship need to

feel that each is contributing equally, that is,
the rewards are equal to what is given

Ashok Karri, Gitam Institute of Management 2

 Interpersonal acts are seen as
commodities to be exchanged

Commodities – include
EXCHANGE information, expertise, status,
THEORY money and love

Check pp.135 for a graphical

presentation of the commodities to
be exchanged

Ashok Karri, Gitam Institute of Management 3

 Joe Luft and Harrington Ingham developed the Johari
Window Model (1961)

Helps in focusing on the information flow between two

people

You are not aware of everything about yourself

JOHARI
WINDOW You learn more about yourself all the time

Others with whom you have a relationships do not have

full knowledge of you either

Johari Window is a model for examining those areas of

a person which are known and those areas which are
not known to the person and others

Ashok Karri, Gitam Institute of Management 4

 Transactional Analysis (TA)
provides a useful framework
for focusing attention on how
exchanges take place

TRANSACTIONA
L A N A LY S I S

Eric Berne suggests that

there are 3 basic ways that
individuals use to relate to
others

Ashok Karri, Gitam Institute of Management 5

 ABOUT TA

• Proposed by Dr. Eric

Berne in mid 1960’s in
his book “Games
People Play”
• Popularized by
Thomas A. Harris,
author of the book I'm
OK - You're OK, and
Muriel James, author
of Born to Win.

Ashok Karri, Gitam Institute of Management 6

 When two people interact with each other they engage in social transactions in which
one person responds to the another.

 Study of such “social transactions” is known as Transactional Analysis.

 It is used to study and analyze interpersonal communication

Ashok Karri, Gitam Institute of Management 7

EGO STATES:

Ashok Karri, Gitam Institute of Management 8

KINDS OF TRANSACTIONS:

Complementary Transaction
Ashok Karri, Gitam Institute of Management 9
Crossed/ Blocked Transaction

Ashok Karri, Gitam Institute of Management 10

Ulterior Transaction
Ashok Karri, Gitam Institute of Management 11
 STROKING:

 Verbal or non verbal

 Positive or negative

Ashok Karri, Gitam Institute of Management 12

 LIFE POSITIONS:

Ashok Karri, Gitam Institute of Management 13

 ADVANTAGES OF TA:

 Improves interpersonal communication

 Simple to learn
 Applicable in Motivation
 Helps in Organizational Development
 Can be used at home as well as in office

Ashok Karri, Gitam Institute of Management 14

 CONCLUSION

 TA suggests how people interact in exchanges

 They may use the Parent ego state in communication,
indicating a parental attitude toward the person
 They may adopt a Child ego state in interacting,
indicating a childlike attitude (rebellious, conforming,
dependent or insecure)
 Finally, they may communicate in the Adult ego state,
suggesting a problem-solving approach to reality

Ashok Karri, Gitam Institute of Management 15

 EXERCISE

Draw a Johari Window that you believe represents you in relationship to other members
of your class.
Now draw a Johari Window that represents you in relationship to a person who is close
to you
From these windows answer the following questions:
1. Are you an open person?
2. Are you a listening person?
3. Can others feel confidant that they really know you?
4. Do you place great emphasis upon knowing the feelings and thoughts of others?

Ashok Karri, Gitam Institute of Management 16