1. Acquisition Agents Notebook Rick Kauzlarich State Right of Way Chief Alaska DOT 2005 AASHTO/FHWA RIGHT OF WAY & UTILITIES SUBCOMMITTEE CONFERENCE May 15-19, 2005, Austin, Texas

2. Communication process Choose to listen Ask questions – clarify meanings Observe the speakers nonverbals Use pacing and mirroring to build rapport Check perceptions Paraphrase Patience

3. The secret of walking on water is knowing where the stones are. Build Trust AKDOT ROW Acquisition Agents are Project Agents – contact point for the public Attend design meetings Assist in drafting environmental documents Understand the nuisances of the project Communicate the technical analysis and the public feedback Dont use Jargon

4. What we do not understand, we cannot control. Share Information AKDOT obtains title reports for most parcels (history / liens / interests) Opportunity to accompany appraiser Share appraisal reports with owners $10,000 Value Estimates Negotiations by mail / phone / personal meetings- interviews Administrative Settlements AKDOT can contract for closings, but does most title clearing in house

5. Some people feel the rain; others just get wet. Know the situation. Operate a Field Office –Be available locally, open office environment –Open communication channels via web, phone, fax, direct mail Newsletters –Focal point for current Project information, are available on-line and in print Monitor the Mass Media –On Mailing list for Community Council newsletters –Local community groups, trail users, neighborhoods –Opinion section of newspapers –Radio broadcasts, Local Public Radio, etc.

6. 3 Tips to Successful Negotiations Determine the sellers bottom-line Know your agencys bottom-line Walk in the sellers shoes