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Real Estate Training Needs Analysis

Chapter 2 - Course Descriptions

Analysis Table of Contents | Acknowledgments | Letter from the Directors | Chapter 1 | Chapter 2 | Chapter 3 | Appendix

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COMMUNICATIONS / NEGOTIATIONS

Appraisal Institute

Course Title: Advanced Residential Form and Narrative Report Writing

Course Number: Level II - Course 500

Sponsoring Organization: Appraisal Institute

Course Description: Advanced Residential Form and Narrative Report Writing is designed to help participants report the results of their appraisals on the standard forms and to write the required narrative comments clearly and succinctly. Participants discuss and review residential valuation procedures and the current appraisal standards for appraisal reports. Working together to complete specific forms, the class examines the rules of effective writing and critiques writing samples taken from the text and from their own work. Narrative writing assignments focus on using concrete, specific language; relying on the active rather than the passive voice; varying sentence structure and length; avoiding redundancy and empty phrases; and verifying the accuracy of facts and calculations. A case study serves as the basis for writing exercises and provides participants with the opportunity to solve different appraisal problems.

The course covers the following topics:

Target Audience: Appraisers, real estate professionals, users of appraisal services

Attendance Restrictions: Successful completion of Appraisal Institute Courses 110, 120, and 210, or equivalent educational background, is required. Students will find it helpful, although not essential, to use a laptop computer and URAR software in this course. The Appraisal Institute does not provide any computer equipment or software. Participants must have an HP-19BII, HP-17BII, HP-12C, or equivalent calculator and be able to use it. See our Web site (www.appraisalinstitute.org) for a tutorial on operating HP calculators.

Appraisal Institute Continuing Education Credit-Under Regulation No. 10 of the Appraisal Institute, full attendance and completion of the examination qualify designated members for 40 Appraisal Institute continuing education credit hours. Attendance only qualifies designated members for 20 Appraisal Institute continuing education credit hours.

Course schedule-A mandatory orientation session must be scheduled prior to the first class session.

Course Length: Classroom/Examination Hours-20 classroom hours/An examination report prepared by participant during the course is required on the last day of the course no later than noon.

Course Fee: Member- $80

Contact Information: The Information Center
Appraisal Institute
875 N. Michigan Ave., Ste. 2400
Chicago, IL 60611
Phone: (312) 335-4140
Fax: (312) 335-4222
E-mail:info@appraisalinstitute.org
Website:www.appraisalinstitute.org

Keywords: Communications, negotiations
Course Title:ReportWriting and Valuation Analysis

Course Number: Level II - Course 540

Sponsoring Organization: Appraisal Institute

Course Description: Report Writing and Valuation Analysis provides instruction and practice in communicating a narrative appraisal. Lectures focus on relevant questions in each step of the valuation process and on the integration of the various parts of an appraisal report. Participants consider relevant questions as they work through a case study, deriving conclusions and organizing them into a consistent, well-reasoned narrative. The examination consists of various parts of a Self-Contained Appraisal Report, which are prepared as homework assignments and submitted at the end of the course. By focusing on effective organization, style, grammar, and the elimination of wordiness and ambiguity, this course helps develop good writing habits and promote effective communication in appraisal reports.

The course covers the following topics:

Target Audience: General appraisers

Attendance Restrictions: Successful completion of Appraisal Institute Courses 110, 120, 310, 320, 510, 520, and 530, or equivalent educational background, is required. Students will find it helpful, although not essential, to use a laptop computer in this course. The Appraisal Institute does not provide any computer equipment. Participants must have an HP-19BII, HP-17BII, HP-12C, or equivalent calculator and be able to use it. See our Web site (www.appraisalinstitute.org) for a tutorial on operating HP calculators.

Appraisal Institute Continuing Education Credit-Under Regulation No. 10 of the Appraisal Institute, full attendance and completion of the examination qualify designated members for 40 Appraisal Institute continuing education credit hours. Attendance only qualifies designated members for 26 Appraisal Institute continuing education credit hours.

A mandatory orientation session must be schedule prior to the first class session. This course must be scheduled on a one-week intensive basis.

Course Length: Classroom/Examination Hours-20 classroom hours/An examination report prepared by students during the course is to be submitted on the last day of the course no later than noon.

Course Fee: $160

Contact Information: The Information Center
Appraisal Institute
875 N. Michigan Ave., Ste. 2400
Chicago, IL 60611
Phone: (312) 335-4140
Fax: (312) 335-4222
E-mail:info@appraisalinstitute.org
Web site:www.appraisalinstitute.org

Keywords: Communications, negotiationsInternationalRight of Way Association

Course Title: Principles of Real Estate Negotiation

Course Number: 200

Sponsoring Organization: International Right of Way Association

Course Description: This class presents a unique blend of the legalities, practicalities, and communication skills associated with successful, real-world right-of-way negotiations. With an emphasis on the practical as opposed to the theoretical, this course sets the stage for all IRWA communication courses that follow. Students begin the course with a broad view of Federal laws and regulations that apply to negotiators, then use the requirements throughout the seminar as a framework within which to explore their negotiation skills, habits, and styles and to learn practical approaches and tips to improve settlement rates for right-of-way acquisitions.

Topics include:

Target Audience: Right-of-way professionals

Attendance Restrictions: None

Course Length: 2 days

Course Fee: Member-$275
Nonmember-$355

Contact Information: Connie Sanchez
Senior Course Coordinator
IRWA Headquarters
Pacifica Harbor Business Center #220
Torrance, CA 90502-1144
Phone: (310) 538-0233
Fax: (310) 538-1471
E-mail:sanchez@irwaonline.org
education@irwaonline.org
Web site:www.irwaonline.org

Keywords: Communications, negotiations

Course Title:Communicationsin Real Estate Acquisition

Course Number: 201

Sponsoring Organization: International Right of Way Association

Course Description: This course presents the skills needed to win at problem-solving negotiations through a unique blend of lectures, exercises, and role-playing. To teach IRWA's recommended five-stage approach to the acquisition interview, students are videotaped simulating acquisition interviews, and their demonstrations are played back and critiqued to improve skills. For the first day of class, each student is required to bring an example of an actual acquisition case that has already been conducted or will soon be conducted. Topics include effective communication, developing healthy interpersonal relationships, barriers to acquisition between agent and owner, and the art of listening.

Target Audience: Right-of-way professionals

Attendance Restrictions: None

Course Length: 3 days

Course Fee: Member-$385
Nonmember-$499

Contact Information: Connie Sanchez
Senior Course Coordinator
IRWA Headquarters
Pacifica Harbor Business Center #220
Torrance, CA 90502-1144
Phone: (310) 538-0233
Fax: (310) 538-1471
E-mail:sanchez@irwaonline.org
education@irwaonline.org
Web site: www.irwaonline.org

Keywords: Communications, negotiations

Course Title:InterpersonalRelations in Real Estate

Course Number: 202

Sponsoring Organization: International Right of Way Association

Course Description: This course is based on the premise that the best way to improve the skills needed to deal with owners, fellow employees, and the general public is to understand human behavior. The Personal Profile System gives students a new understanding of their own attitudes. With increased understanding of their own personal motivation and viewpoints, students are better equipped to deal with problems brought to them by others. This is a student participation course in which students learn through experience. In a supportive atmosphere, students discover how others see them, what their perceived strengths are, and how to build on these strong points. The interpersonal skills acquired can have significantly impact on-the-job performance, because they increase the students' ability to communicate effectively with others-both the public and fellow employees. This course begins with a rapid review of the basic terms and concepts introduced in Course 201.

Target Audience: Real estate professionals

Attendance Restrictions: None, but Course 201 is recommended.

Course Length: 3 days

Course Fee: Member-$415
Nonmember-$540

Contact Information: Connie Sanchez
Senior Course Coordinator
IRWA Headquarters
Pacifica Harbor Business Center #220
Torrance, CA 90502-1144
Phone: (310) 538-0233
Fax: (310) 538-1471
E-mail:sanchez@irwaonline.org
education@irwaonline.org
Web site: www.irwaonline.org

Keywords: Communications, negotiations

Course Title:Group Communications

Course Number: 204

Sponsoring Organization: International Right of Way Association

Course Description: This course teaches the special skills required to work effectively in groups of 5 to 500. Specifically, it deals with:

Target Audience: The person who participates in public meetings; the acquisition professional; the appraiser who appears as an expert witness with groups, property owners, other professionals; the supervisor who conducts staff meetings

Attendance Restrictions: None

Course Length: 3 days

Course Fee: Member-$370
Nonmember-$485

Contact Information: Connie Sanchez
Senior Course Coordinator
IRWA Headquarters
Pacifica Harbor Business Center #220
Torrance, CA 90502-1144
Phone: (310) 538-0233
Fax: (310) 538-1471
E-mail:sanchez@irwaonline.org
education@irwaonline.org
Web site: www.irwaonline.org

Keywords: Communications, negotiations

Course Title:Bargaining Negotiations

Course Number: 205

Sponsoring Organization: International Right of Way Association

Course Description: This course teaches the skills required to win at bargaining negotiations. Problem-solving negotiations, as taught in International Right of Way Association Courses 101, 201, and 202, are widely accepted as the preferred type of negotiations. The acquisition professional, however, must be effective at both bargaining and problem-solving negotiations. Otherwise, he/she is at the mercy of the attorney or property owner who insists upon a hard bargaining stance. This course does not deal with undue influence, tricks, or unprofessional deception. It does teach the student how to win in a bargaining situation.

Students learn:

Target Audience: Acquisition professionals

Attendance Restrictions: None

Course Length: 2 days

Course Fee: Member-$275
Nonmember-$360

Contact Information: Connie Sanchez
Senior Course Coordinator
IRWA Headquarters
Pacifica Harbor Business Center #220
Torrance, CA 90502-1144
Phone: (310) 538-0233
Fax: (310) 538-1471
E-mail:sanchez@irwaonline.org
education@irwaonline.org
Web site: www.irwaonline.org

Keywords: Communications, negotiations

Course Title:Course Number: 206

Sponsoring Organization: International Right of Way Association

Course Description: This course prepares the student with the skills to stand up before a group-be it two supervisors or a gathering of several hundred-and inform, motivate, or persuade the audience. The first portion of the course focuses on how to plan a presentation. The latter portion shows how to actually make the presentation, with emphasis on ways to involve the audience. Professional advancement demands the ability to convey your concepts to others through oral presentations.

Target Audience: Real estate professionals

Attendance Restrictions: None

Course Length: 2 days

Course Fee: Member-$275
Nonmember-$360

Contact Information: Connie Sanchez
Senior Course Coordinator
IRWA Headquarters
Pacifica Harbor Business Center #220
Torrance, CA 90502-1144
Phone: (310) 538-0233
Fax: (310) 538-1471
E-mail:sanchez@irwaonline.org
education@irwaonline.org
Web site: www.irwaonline.org

Keywords: Communications, negotiations

Course Title: Effective Written Communications

Course Number: 211

Sponsoring Organization: International Right of Way Association

Course Description: This course is a newly rewritten and updated communication course. An increasing amount of professional work requires written communications. This course is for all professionals who wish to improve their writing skills. Practical guidelines for writing letters, memos, and reports are covered. The course stresses practical application, with extensive use of short written exercises using examples of right-of-way writing.

Target Audience: Real estate professionals

Attendance Restrictions: None

Course Length: 1 day

Course Fee: Member-$205
Nonmember-$265

Contact Information: Connie Sanchez
Senior Course Coordinator
IRWA Headquarters
Pacifica Harbor Business Center #220
Torrance, CA 90502-1144
Phone: (310) 538-0233
Fax: (310) 538-1471
E-mail:sanchez@irwaonline.org
education@irwaonline.org
Web site: www.irwaonline.org

Keywords: Communications, negotiations

Course Title:Creatively Solving Problems in Groups

Course Number: 212

Sponsoring Organization: International Right of Way Association

Course Description: This course is designed to assist professionals to solve problems when working in groups. The course presents concepts suitable for a group of 3 or 4, as well as procedures appropriate for a gathering of 100. The ability to guide a group to a well-founded conclusion is an indispensable leadership skill. The purpose of this course is to develop that skill by focusing upon procedures that:

Target Audience: Real estate professionals

Attendance Restrictions: None

Course Length: 1 day

Course Fee: Member-$305
Nonmember-$395

Contact Information: Connie Sanchez
Senior Course Coordinator
IRWA Headquarters
Pacifica Harbor Business Center #220
Torrance, CA 90502-1144
Phone: (310) 538-0233
Fax: (310) 538-1471
E-mail:sanchez@irwaonline.org
education@irwaonline.org
Web site: www.irwaonline.org

Keywords: Communications, negotiations

Course Title:Conflict Management

Course Number: 213

Sponsoring Organization: International Right of Way Association

Course Description: The goal of this course is to give the student specific strategies for dealing with conflict situations. Although it is not possible to eliminate all conflict (and, as this course points out, it is highly undesirable to do so), there are ways to manage conflict effectively. These ways are presented and practiced in this course.

The ability to manage conflict can open doors to healthier, stronger relationships in the office and more productive working relations with property owners and the general public. This course demonstrates how conflict can reduce productivity, destroy relationships, disrupt negotiations, and harm the image of a company or agency. It presents specific methods for dealing with conflict that can minimize the negative aspect of conflict while maximizing the benefits of the stimuli.

Target Audience: Real estate professionals

Attendance Restrictions: None

Course Length: 1 day

Course Fee: Member-$205
Nonmember-$265

Contact Information: Connie Sanchez
Senior Course Coordinator
IRWA Headquarters
Pacifica Harbor Business Center #220
Torrance, CA 90502-1144
Phone: (310) 538-0233
Fax: (310) 538-1471
E-mail:sanchez@irwaonline.org
education@irwaonline.org
Web site: www.irwaonline.org

Keywords:Communications, negotiations

Course Title:Skills of Expert Testimony

Course Number: 214

Sponsoring Organization: International Right of Way Association

Course Description: The aim of this course is to teach practical skills to individuals in the field of expert witness testimony. Students learn how to be more believable, more "in control," better able to cope with manipulation, and more effective in communicating with a jury. This course is team-taught by an attorney and an appraiser. The problems faced by the expert witness are analyzed through extensive use of simulations based on actual cases. The interplay between the attorney and the expert witness creates a unique learning experience.

Target Audience: Individuals in the field of expert witness testimony

Attendance Restrictions: None

Course Length: 1 day

Course Fee: Member-$205
Nonmember-$265

Contact Information: Connie Sanchez
Senior Course Coordinator
IRWA Headquarters
Pacifica Harbor Business Center #220
Torrance, CA 90502-1144
Phone: (310) 538-0233
Fax: (310) 538-1471
E-mail:sanchez@irwaonline.org
education@irwaonline.org
Web site: www.irwaonline.org

Keywords: Communications, negotiations

Course Title:Leadership Skills for Right-of-Way and Real Property Professionals

Course Number: 301

Sponsoring Organization: International Right of Way Association

Course Description: This course builds skills that maximize leadership potential at the novice, experienced, and management levels. Through lecture and experiential learning exercises, students come to understand their individual leadership styles, learn to cope with bureaucracy, practice leadership skills and team building, and learn to optimize goal setting and accountability. Topics include leadership models, power versus leadership, positional versus emergent leaders, characteristics of effective leaders, skills development, planning and goal-setting skills and attitudes, and team building.

Target Audience: Those in leadership roles

Attendance Restrictions: None

Course Length: 3 days

Course Fee: Member-$370
Nonmember-$485

Contact Information: Connie Sanchez
Senior Course Coordinator
IRWA Headquarters
Pacifica Harbor Business Center #220
Torrance, CA 90502-1144
Phone: (310) 538-0233
Fax: (310) 538-1471
E-mail:sanchez@irwaonline.org
education@irwaonline.org
Web site: www.irwaonline.org

Keywords: Communications, negotiations

Course Title:Team Building

Course Number: 302

Sponsoring Organization: International Right of Way Association

Course Description: Eight characteristics of effective teams are discussed and practiced. Topics include components of effective teams, goal setting, open communication, results-driven team structures, optimizing team competence, the value of commitment and a collaborative climate, standards of excellence, external support and recognition, and application of team effectiveness criteria.

Target Audience: Right-of-way agents, management and project teams, team leaders, team members, department and division heads, or anyone who works in collaboration with others

Attendance Restrictions: None

Course Length: 1 day

Course Fee: Member-$215
Nonmember-$280

Contact Information: Connie Sanchez
Senior Course Coordinator
IRWA Headquarters
Pacifica Harbor Business Center #220
Torrance, CA 90502-1144
Phone: (310) 538-0233
Fax: (310) 538-1471
E-mail:sanchez@irwaonline.org
education@irwaonline.org
Web site: www.irwaonline.org

Keywords: Communications, negotiations

Course Title:Negotiating Effectively with a Diverse Clientele

Course Number: H003

Sponsoring Organization: International Right of Way Association

Course Description: The objective of this seminar is to explore the dynamics for negotiating with diverse clientele and the process, challenges and opportunities involved; the roots of misinterpretations that cause cultural collisions due to the dynamics of communication; behavioral prescriptions; assumptions; perceptions; values; reasoning styles; attitudes; language; social relations; ambiguity; orientations and patterns; formality; emotions and ethnocentrism.

Target Audience: Not available

Attendance Restrictions: None

Course Length: 1 day

Course Fee: Member- Not available

Contact Information:Connie Sanchez
Senior Course Coordinator
IRWA Headquarters
Pacifica Harbor Business Center #220
Torrance, CA 90502-1144
Phone: (310) 538-0233
Fax: (310) 538-1471
E-mail:sanchez@irwaonline.org
education@irwaonline.org
Web site: www.irwaonline.org

Keywords: Communications, negotiations

State Departments of Transportation

Course Title: Right-of-Way Professionals Conference

Course Number: N/A

Sponsoring Organization: Minnesota State Department of Transportation Courses

Course Description: This annual event is designed to present information and training to right-of-way professionals. The program is formatted with both plenary and concurrent sessions. Topics deal with various issues related to property acquisition and sale, statutes and policy, property management and access. Presenters are professionals in the fields of law, appraisal, property management, environmental science, education, and engineering. This program has, in full or in part, met the criteria established for continuing education credits by the Minnesota Department of Commerce for appraisal and real estate, the State Board of Continuing Legal Education, and the Board of Architecture, Engineering, Land Surveying, Landscape Architecture, Geosciences and Interior Design.

Target Audience: Attorneys, appraisers, real estate agents, abstractors, engineers, and surveyors with State, county, municipal, and private agencies.

Attendance Restrictions: None

Course Length: 3 days: day 1 begins with the opening session at 10:00 a.m., and sessions continue through the afternoon; day 2 runs for a full day; and day 3 ends at approximately noon.

Course Fee: Member-$135 (meal and lodging packages available at extra cost)

Contact Information: Betty Moore, Administrative Assistant Office of Land Management
Minnesota Department of Transportation
Mail Stop 630, 8th Floor
395 John Ireland Boulevard
St. Paul, MN 55155-1899
Phone: (651) 282-2450
Fax: (651) 297-5399
E-mail:betty.moore@dot.state.mn.us
Web site:http://rocky.dot.state.mn.us

Keywords: Communications, negotiations

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Analysis Table of Contents | Acknowledgments | Letter from the Directors | Chapter 1 | Chapter 2 | Chapter 3 | Appendix

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