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Welcome to the International Right of Way

Association’s

Course 201Communications in

Real Estate Acquisition

201-PT – Revision 1 – 05.30.06.INT

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IntroductionsWho 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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Objectives At 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 applicationof communication techniques and principles.

• Experiment with the application of the communication skills, principles and techniques learned.

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Housekeeping

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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

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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

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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

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Basic Course Concept

The more skillful an acquisitionspecialist is in communications, the more effective the agent will be in

acquiring rights of way.

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Negotiation

… the process by which twoor more people resolve differences to

reach a mutually acceptable agreement.

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Types of Negotiations

Integrative

Bargaining

Attitudinal

Intra-agency

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Integrative

“Win-Win”

Mutually beneficial outcomes

Inquiry

Collaborative

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Bargaining

“Win-Lose”

“Zero-Sum”

Advocates positions

Compromise

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Bargaining “Tips”(1)

Separate people from problems

Question tactics not character

Avoid being diverted

Focus on interests

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Bargaining “Tips”(2)

Invent options for mutual gain

Brainstorm

Objective criteria

Propose standards

Distance between positions

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Integrative v. Bargaining

Integrative Bargaining

Inquiry Advocacy

Mutual Interests Individual Positions

Collaborative Competitive

Win-Win Win-Lose

Acceptance Agreement

Open Communications Restrictive Communications

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Attitudinal

Trust

Common ground

Shared frame of reference

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Attitudinal “Tips”

Foster communication

Focus

Spend time…

Set the stage

Build rapport

Be ready

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Intra-agency

Intra-organization

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A process of sending

and

receiving symbols

Communication

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Communication Model

Message Send

Inte

rfer

ence

Received

Encoded

Decoded

Transmitted

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• Frames of reference• Mental set• Technical terms and shared codes• Rapport • Empathy

Concepts (1)

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• Trust

• Non-verbal communication

• Visual aids

• Communication climate

• Preparation

• Ethics

Concepts (2)

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Maslow

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• All people are motivated• People do things for their

own reasons• One person cannot motivate

another person

What we need to do...• Create self motivating environments,

develop congruency

A View Point

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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

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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

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The Funnel Technique

I. Information Getting

II. Information Giving

III. Problem Census

V. Closing

IV. Problem Solving

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Creating Meaning

Symbols Sensing ProcessingConstructing

Images

Feeling

Hearing

Seeing

Smelling

Tasting

Past

Intuition

Senses

Pictures

Words

Pre

sent

Future

Exp

erie

nces

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• Psychological balance

• Self-reinforcing nature of perception

• Individual bias

• Situation complexity

• Inference process

More Human Factors

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• Assuming

• Mentally criticizing

• Getting overly “stimulated”

• Listening only for facts

• Outlining everything

Deterrents toActive Listening (1)

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• Permitting inaudibility

• Pretending

• Avoiding technical messages

• Over-reacting

• Withdrawing

Deterrents to Active Listening (2)

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• Be fully accessible to the sender

• Be aware of one’s feelings

• Suspend judgment

• Develop purpose and commitment to listening

• Eliminate or avoid distractions

Active Listening (1)

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Active Listening (2)

• Wait before responding

• Develop paraphrasing skills

• Continually reflect mentally on what is being communicated

• Be ready to respond only whenthe sender is ready for comments

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• 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

Active Listening (3)

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• Greater emphasis on listening ratherthan on speaking

• Responding to personal rather thanthe abstract

• Following the other person in exploration

• Clarifying

Active Listening (4)

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Questions

Manageable Unmanageable

Primary

Probes

Completion

Clarity

Channel

Irrelevant answer

Reactive

Confrontation

Non-response

Secondary

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Completion

Clarity

Channel

Irrelevant answer

Reactive

Confrontation

Non-responsive

Probes

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Day Two Recap

• Discussed and applied communication skills

• Learned about specific communication techniquesand principles.

• Experimented with the application of some communication skills.

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Day Three

Experiment some morewith the application of the

communication skills, principles and techniques learned.

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Objectives Over 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

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Thank you

201-PT – Revision 1 – 05.30.06.INT