201-pt – revision 1 – 05.30.06.int
DESCRIPTION
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. - PowerPoint PPT PresentationTRANSCRIPT
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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