NREI 111A Negotiation Strategies with the Consumer

Course Description

This course is designed to provide comprehensive instruction on negotiating with the consumer in understanding current realities, compromise, and willingness to sacrifice in preparation for Servicer negotiation of loss mitigation options. This instruction will be provided to counselors practicing in the PHFA network.

The first segment (Orientation) provides an overview of the extent of the mortgage delinquency problem in the County and the provisions, processes and procedures of the County Residential Mortgage Diversion Program. Discussion will include the intention of the Affirmatively Furthering Fair Housing (AFFH) Rule and what it means to “take meaningful actions to overcome historic patterns of segregation, promote fair housing choice, and foster inclusive communities that are free from discrimination”.

The second segment (Negotiation Strategies with the Consumer) provides an understanding of consumer behaviors and barriers that limit active participation in loss mitigation negotiations and transactions; and presents techniques designed to overcome those barriers that inhibit forward movement of the transaction.

Learning Objectives:

Increase knowledge of:

* The Affirmatively Furthering Fair Housing (AFFH) Rule

* How and to whom the AFFH Rule applies

* How to comply with the provisions under the AFFH Rule

* The history and purpose of the County Residential Mortgage Diversion Program

* The goal of the County Diversion Training and Orientation Project

* Program processes and procedures

* Negotiation strategies with the consumer

The participant will learn to:

* To understand the scope and application of the Affirmatively Furthering Fair Housing (AFFH) Rule

* To understand the duty to comply with the Rule

* To understand how to identify local barriers to fair housing choice

* To understand how to develop strategies that meet the requirements under the AFFH Rule

* To understand the AFH Assessment Tool and how to measure the effectiveness of developed strategies

* Understand how to assist consumers eligible to participate in the County Residential Mortgage Diversion Program

* Understand how to report and track activity while participating in the program

* Understand consumer behaviors that limit participation

* Understand how to influence consumer behavior in preparation of negotiation

* Understand and apply relevant negotiation styles and methods designed to increase consumer participation