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Course 205 – Bargaining Negotiations

Course Number: C205 Online
Course Title: Bargaining Negotiations
Course Level: Advanced
IRWA Credit Units: 16 QEU / CEU*
*QEU (qualifying education units) and CEU (continuing education units)
Price: $415 USD for members / $520 USD for non-members


IRWA Courses 100 “Principles of Land Acquisition”, 200 “Principles of Real Estate Negotiation”, and/or 201 “Communication in Real Estate Acquisitions” [or their equivalents]

Course Description
This course teaches the skills required to win at bargaining negotiations. Problem-solving negotiations are widely accepted as the preferred type of negotiations. However, successful acquisition professionals must be effective at both bargaining and problem-solving negotiations so they are thoroughly prepared in the event they encounter an attorney or property owner who insists upon a hard bargaining stance. Participants will learn:
  • The steps in a bargaining negotiation
  • How to analyze the negotiations to determine if they are progressing in a bargaining or problem-solving mode
  • How to identify the specific skills and attitudes required of successful bargainers
  • How to make the initial offer
  • How and when to grant concessions
  • How to secure concessions from the other party
  • Self-examination, role play and case studies tie negotiations to on-the-job situations

  • New SR/WA: An advanced elective course that can be applied towards the RWP certification.
  • Industry: An advanced course that can be applied towards the Generalist pathway in the RWP program.
  • Specialist: An elective for the R/W-AMC, R/W-EC and R/W-NAC programs.

  • Problem-solving vs. bargaining negotiations
  • When to bargain
  • Characteristics of bargaining
  • Factors to consider before negotiations start
  • Use of threats and promises
  • Case Studies: practical exercises in bargaining negotiations

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 right of way professionals who are dedicated to reaching optimum agreements even when they encounter negotiators who pursue more conflict-oriented negotiation styles.
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.