Acquisition Agent

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