NEGOTIATIONS STRATEGIES amp TECHNIQUES Presented by Joe Jordan Right of Way Manager District 2 amp Derrick A Brown Deputy Director RW Production Departments Negotiation Rate ID: 603661
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Slide1
RIGHT OF WAY NEGOTIATIONS STRATEGIES & TECHNIQUES
Presented by
Joe Jordan,
Right of Way Manager District 2
&
Derrick A. Brown,
Deputy Director R/W, ProductionSlide2
Department’s Negotiation Rate ?
50
%
25
%
45%
65%
71%
55%
82%
88%
?
?
?
?
76%
90%
60%
69%
85%
31%
62%Slide3
Negotiation vs. Condemned Slide4
Common Negotiation Strategies
Compromising
Yielding
Problem-Solving
CompetingSlide5
Two Main Types of Negotiation Strategies
Bargaining Strategy
Problem Solving Strategy
Slide6
BARGAINING STRATEGY
An adversarial approach to negotiation. Success often depends more on the relative power, skill, or force of the opponents, rather than the facts of the case.
Money
is frequently the focus of discussion. The “ceiling”, “floor”, and “steps” in the bargaining process are easily manipulated by a skillful opponent. WIN/LOSESlide7
Group Examples… Slide8
PROBLEM SOLVING STRATEGY
A cooperative approach to negotiation.
Involves
a process of gathering and comparing information, researching and answering questions, and dispensing with objections
. Leads to more complete agreement, with all issues on the table, all problems and objections addressed.WIN/WINSlide9
Group Examples… Slide10
Types of Negotiations
Lose-Lose
Adversarial Negotiations
Collaborative NegotiationsMulti-Party NegotiationsBad Faith Negotiation Slide11
Types of Negotiating Behaviors Avoiding
Unassertive and
Uncooperative
Accommodating Unassertive and highly cooperative Competing Assertive and uncooperative Compromising Somewhat assertive and somewhat cooperative Collaborating
Assertive and cooperative Slide12Slide13
FDOT NEGOTIATIVE TOOLSAPE Pilot Program
Incentive Offers
Advance/Early Acquisition
Alternative Owner Resolutions 337.25IntangiblesSlide14
“Questions are guaranteed in life; Answers aren’t.”