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HOW TO NEGOTIATE WITH RESIDENTIAL DEVELOPERS
From a major residential developer, tips
on how advocates for equestrian trail access can work with developers
to preserve trail access.
By Anastasia Burke
Open-space and trails advocate Craig Miller gazes down on
the rooftops of Rush Creek, "a great example of how developers
and horse people can work together."
Photo courtesy of Anastasia Burke
"Trails and Tribulations" in the January 2005 Practical
Horseman details the efforts of successful trail advocacy
groups such as the Atherton Community Association (ACA) in Novato,
Calif., to preserve equestrian trail access. Here, a developer
with whom ACA devised creative land-use solutions offers some
insider tips on how to work with, not against, land developers
to everyone's benefit.
Now a partner in Presidio Land Company, which annually builds
about 1,000 new homes in California, Rich Garlinghouse was senior
vice president at Southwest Diversified when that company was
negotiating with ACA. He has some advice for community groups
when it comes to bargaining with developers for trails and land.
Related Resources
* Trail Riders' Rights and Regulations
* Courtesy for Our Crowded Trails
* Benefits of Trails and Greenways
Listen. Rich says that the most
important aspect to talking things out is that both sides need
to listen carefully. "I can't tell you the number of great
ideas I've heard--and never would have thought of--by sitting
down with community members. Because I was willing to listen
to Craig Miller [horseman and a founder of ACA], Rush Creek became
a better development," he says. But listening is a two way
street, and Rich advises advocacy leaders to "give the developer's
concerns as much respect as you want given your own."
Be Reasonable. It's important
to appreciate that the developer has certain entitlements, for
which he has paid. "You need to govern your demands based
on the reality that those entitlements are sometimes not flexible,"
advises Rich.
Explain Why. When requesting
changes or amenities, Rich says don't just demand; make sure
you explain why this particular issue is an important one to
the neighborhood. "Make it real to the developer,"
he says.
Don't Make Assumptions. Both
Craig and Rich say that you should not make assumptions that
all developers have come to rape the lands and ruin your neighborhood.
"As with anything, you should really try to come to the
bargaining table with an open mind," advises Rich, whose
completion of a Chatsworth, Calif., development in 2004 resulted
in 4 1/2 miles of dedicated trails with a connection to open
space in the nearby Santa Monica Mountains.
Compromise. Rich says that when
developments go bad, it is often because people simply refuse
to try for middle ground. "Great developments with trails
and an eye towards the equestrian lifestyle always, without fail,
come about because all parties were willing to compromise,"
he explains. "And quite frankly, in this day and age, a
willingness to make concessions and hear the other person's point
of view is really the only way to accomplish anything. This goes
for developers as well as advocacy groups."
