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Course 200 – Principles of Real Estate Negotiation

Course Number: C200 Online
Course Title: Principles of Real Estate Negotiation
Course Level: Beginning
IRWA Credit Units: 16 QEU / CEU*
*QEU (qualifying education units) and CEU (continuing education units)
Prerequisites: Not applicable
Price: $415 USD for members / $520 USD for non-members

Course Description
This course focuses on a unique blend of the communication skills associated with successful, real-world right of way negotiations. With an emphasis on the practical as opposed to the theoretical, participants will explore their own negotiation skills, habits and styles with the goal of improving settlement rates of right of way acquisitions.

  • Industry: A core course that can be applied towards all 4 pathways in the RWA program.
  • Specialist: Required course for the R/W-URAC program; an elective for the R/W-AMC, R/W-EC, R/W-NAC programs.

  • Overview of types of negotiations
  • Pre-negotiation “must do’s”
  • Creating your own individual negotiation style
  • Communicating effectively throughout the negotiation process
  • Negotiating with attorneys and other “powerful” owners
  • Common issues, tactics, and pitfalls in negotiations
  • Preparing for administrative settlements, legal settlements and condemnation

Course Tuition includes
Participant Manual (in PDF format; available for download)

Recommended Materials
Successful Communication and Negotiation Textbook (separate purchase; available through IRWA's Publication Store)

Who should take this course
This course is designed for all right of way professionals and negotiators who would like to explore their negotiation skills, habits and styles to improve settlement rates of right of way acquisition.

Anytime you purchase an online class at IRWA University, you have one year from the date of purchase to complete your class. After that time, the class will no longer be accessible. Your progress is saved, however, it is highly recommended that you finish the class as soon as possible from the date of purchase to ensure high retention and application rate of knowledge and skills learned.

All participants will receive a total of 2 attempts to pass the exam with a score of a 75% or better. If a passing grade is not achieved by the second attempt, the participant must re-purchase the class if he or she wishes to take the exam a third time. Please note, IRWA online classes are not approved for State QE or CE credit.