April 18-20, 2017 at Los Angeles County Public Works -Adjacent The Alhambra 1000 S. Fremont Ave. Conference Room 6001 Alhambra, CA 91803
Utilizing self-learning exercises, role-playing and simulations of actual acquisition interviews, this course helps to instill confidence in participants and to enhance their communication/negotiation skills. Participants are given the opportunity for extensive individual participation, and are encouraged to experiment with the practical application of communication concepts and skills presented and discussed. Following the self-learning exercises and role-playing sessions, participants receive feedback regarding what they are doing effectively, as well as the areas in which they are in need of improvement. The acquisition interview is presented in a step-by-step approach: how to start, how to develop trust, how to handle problems and objections, and how to close. Using video cameras, participants can then practice these steps by taking part in simulations of actual acquisition interviews. These video demonstrations are then replayed, enabling participants to see themselves “in action.” PLEASE NOTE: Each participant is required to bring an example of an actual acquisition case that has already been conducted or will soon be conducted. This case is needed on the first day of class.
Introduction to communications, effective communications, interpersonal relations
Barriers to acquisition, professional/owner communication, motivation, psychology of persuasion, ethics of persuasion
Introduction to role-playing; sequential approach to the acquisition interview; video tape interview; simulation interview; group feedback and critical analysis
The art of listening & questioning; self-analysis inventory; critical listening; empathic listening; probe techniques
*** Approved for 22 hours appraiser CE credits by BREA ***
INSTRUCTOR: Ralph C. Brown, SR/WA, has been in the right of way field for over 40 years. As a Senior Right of Way agent with Caltrans he was involved with negotiations and appraisals. He testified in court as an expert appraiser, prepared appraisals in anticipation of condemnation and supervised the preparation of narrative appraisal reports. For 16 years as a Staff V.P. with IRWA Mr. Brown managed the Association's education program. He developed courses, monitored outside course developers, conducted Instructor Certification Clinics, taught IRWA courses and presented seminars. Mr. Brown currently is an independent review appraiser specializing in partial take appraisals.
COURSE COORDINATOR: Alexandra Nguyen-Rivera County of Los Angeles Department of Public Works 900 South Fremont Avenue, 10th Floor Alhambra, CA 91803 Phone: (626) 458-7052 Email: firstname.lastname@example.org