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201-PT – Revision 1 – 05.30.06.INT

Welcome to the International Right of Way Association’s Course 201 Communications in Real Estate Acquisition. 201-PT – Revision 1 – 05.30.06.INT. Introductions Who we are… What we do… Where we do it… How long we’ve been doing it… Our goals for the course.

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201-PT – Revision 1 – 05.30.06.INT

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  1. Welcome to theInternational Right of Way Association’sCourse 201Communications in Real Estate Acquisition 201-PT – Revision 1 – 05.30.06.INT

  2. Introductions Who we are… What we do… Where we do it… How long we’ve been doing it… Our goals for the course...

  3. ObjectivesAt the conclusion of the three days, you will be able to... •Discuss and apply effective communication skills in the context of right of way acquisition. • Develop an understanding of and learn more about specific skills related to the application of communication techniques and principles. • Experiment with the application of the communication skills, principles and techniques learned.

  4. Housekeeping

  5. ScheduleDay One(1) 8:00 - 8:30 Introductions, Etc. 8:30 - 9:15 Focus on Learning 9:15 - 10:15 Negotiation Types 10:30 - 11:45 Communication 12:45 - 3:00 Human Factors 3:15 - 4:15 Motivation 4:15 - 4:30 Introduction to Simulations

  6. ScheduleDay Two(2) 8:00 - 8:30 Recap 8:30 - 9:30 The Funnel Technique 9:30 - 10:40 Acquisition Simulation 10:55 - 12:00 Meaning … 1:00 - 2:00 Acquisition Simulation 2:15 - 4:30 Listening and Questioning

  7. ScheduleDay Three(3) 8:00 - 8:30 Recap 8:30 - 9:30 Acquisition Simulation 9:30 - 10:30 Acquisition Simulation 10:45 - 11:45 Acquisition Simulation 1:00 - 2:00 Acquisition Simulation 2:00 - 2:45 Summary and Review 3:00 - 4:30 Exam

  8. Basic Course Concept The more skillful an acquisition specialist is in communications, the more effective the agent will be in acquiring rights of way.

  9. Negotiation … the process by which twoor more people resolve differences to reach a mutually acceptable agreement.

  10. Types of Negotiations Integrative Bargaining Attitudinal Intra-agency

  11. Integrative “Win-Win” Mutually beneficial outcomes Inquiry Collaborative

  12. Bargaining “Win-Lose” “Zero-Sum” Advocates positions Compromise

  13. Bargaining “Tips”(1) Separate people from problems Question tactics not character Avoid being diverted Focus on interests

  14. Bargaining “Tips”(2) Invent options for mutual gain Brainstorm Objective criteria Propose standards Distance between positions

  15. Integrative v. Bargaining Integrative Bargaining Inquiry Advocacy Mutual Interests Individual Interests Collaborative Competitive Win-Win Win-Lose Acceptance Agreement Open Restrictive Communications Communications

  16. Attitudinal Trust Common ground Shared frame of reference

  17. Attitudinal “Tips” Foster communication Focus Spend time… Set the stage Build rapport Be ready

  18. Intra-agency Intra-organization

  19. Communication A process of sending and receiving symbols.

  20. Communication Model Message Send Interference Encoded Transmitted Received Decoded

  21. Concepts(1) • Frames of reference • Mental set • Technical terms and shared codes • Rapport • Empathy

  22. Concepts(2) • Trust • Non-verbal communication • Visual aids • Communication climate • Preparation • Ethics

  23. Maslow

  24. A View Point • All people are motivated • People do things for theirown reasons • One person cannot motivateanother person What we need to do... • Create self motivating environments, develop congruency.

  25. Day One Recap •Discussed effective communication skills in the context of right of way acquisition. • Started to develop an understandingof and learn more about specific skills related to the application of communication techniques and principles.

  26. Day Two •Discuss and apply effective communication skills. • Learn more about specific skills related to the application of communication techniques and principles. • Experiment with the application of the communication skills, principles, and techniques learned.

  27. I. Information Getting II. Information Giving The Funnel Technique III. Problem Census IV. Problem Solving IV. Problem Solving V. Closing

  28. Creating Meaning Symbols Processing Sensing Constructing Images Intuition Senses PicturesWords Feeling Hearing Seeing Smelling Tasting Present Future Experiences Past

  29. More Human Factors • Psychological balance • Self-reinforcing nature of perception • Individual bias • Situation complexity • Inference process

  30. Deterrents toActive Listening(1) • Assuming • Mentally criticizing • Getting overly “stimulated” • Listening only for facts • Outlining everything

  31. Deterrents to Active Listening(2) • Permitting inaudibility • Pretending • Avoiding technical messages • Over-reacting • Withdrawing

  32. Active Listening (1) • Be fully accessible to the sender • Be aware of one’s feelings • Suspend judgment • Develop purpose and commitment to listening • Eliminate or avoid distractions

  33. Active Listening (2) • Wait before responding • Develop paraphrasing skills •Continually reflect mentally on what is being communicated •Be ready to respond only when the sender is ready for comments

  34. Active Listening (3) • Willingness to listen • Help eliminate emotional blocks • Establish an open communication climate • Increase credibility • Avoid condescension • Present the right information at the right time • Apply principles • Feelings about self • Belief in assertive rights • Message perception • Feelings about the receiver

  35. Active Listening (4) • Greater emphasis on listening rather than on speaking • Responding to personal rather than the abstract • Following the other person in exploration • Clarifying

  36. Questions Probes Completion Clarity Channel Irrelevant answer Reactive Confrontation Non-response Manageable Unmanageable Primary Secondary

  37. Probes Completion Clarity Channel Irrelevant answer Reactive Confrontation Non-responsive

  38. Day Two Recap • Discussed and applied communication skills • Learned about specific communication techniques and principles. • Experimented with the application of some communication skills.

  39. Day Three •Experiment some morewith the application of the communication skills, principles and techniques learned.

  40. ObjectivesOver the past few days, we ... •Discussed and applied effective communication skills in the context of right of way acquisition. • Developed an understanding of and learned more about specific skills related to the application of communication techniquesand principles. • Experimented with the application of the communication skills, principles and techniques learned.

  41. Thank you. 201-PT – Revision 1 – 05.30.06.INT

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