1. RIGHT OF WAY NEGOTIATIONS STRATEGIES & TECHNIQUES
Presented by
Joe Jordan,
Right of Way Manager District 2
&
Derrick A. Brown,
Deputy Director R/W, Production

2. Department’s Negotiation Rate ?
62%
50%
45% ?
76%
65%
71%
88%
55% ?
82% ?
31%
90%
69%
60%
25%
85%

3. Negotiation vs. Condemned

4. Common Negotiation Strategies
Yielding
Compromising
Competing
Problem-Solving

5. Two Main Types of Negotiation Strategies
Bargaining Strategy
Problem Solving Strategy

6. 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/LOSE

7. Group Examples…

8. 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/WIN

9. Group Examples…

10. Types of Negotiations Lose-Lose Adversarial Negotiations
Collaborative Negotiations
Multi-Party Negotiations
Bad Faith Negotiation

11. 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

13. FDOT NEGOTIATIVE TOOLS
APE Pilot Program
Incentive Offers
Advance/Early Acquisition
Alternative Owner Resolutions
337.25
Intangibles

14. “Questions are guaranteed in life; Answers aren’t.”