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Bargaining Negotiations
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205 – Bargaining Negotiations: Provides an overview of the steps involved in bargaining negotiations, how to determine whether negotiations are progressing in a bargaining or problem-solving mode and the specific skills and attitudes required of successful bargainers.
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| Course Number: |
C205 |
| Course Title: |
Bargaining Negotiations |
| Course Level: |
Advanced |
| IRWA Credits: |
16 QEU/CEU |
| AQB Credits: |
Non Applicable |
| Prerequisites: |
IRWA Courses 100 “Principles of Land Acquisition,” 200 “Principles of Real
Estate Negotiation,” and/or 201 “Communication in Real Estate Acquisitions” (or
their equivalents) |
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Course Description |
This course provides right of way professionals with the skills and strategies needed to effectively navigate bargaining scenarios in land acquisition and infrastructure projects. Building on foundational negotiation concepts, the course distinguishes between integrative (problem-solving) and bargaining (position-based) approaches, with a focused emphasis on when and how to apply bargaining techniques. Participants explore the full bargaining process, including offer and counteroffer strategies, managing discrepancies, recognizing commitment levels, and responding to competitive or highly informed stakeholders. The course also addresses intrapersonal and interpersonal negotiation challenges, including communication dynamics, emotional and cultural factors, and methods for reducing defensiveness and influencing outcomes. Through interactive exercises and real-world scenarios, participants will strengthen their ability to adapt negotiation styles, manage conflict, and achieve effective, professional outcomes in complex acquisition environments.
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Credentialing
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- New SR/WA: An advanced elective course that can be applied towards the RWP certification.
- Industry: An advanced elective course that can be applied towards the Generalist pathway for the RWP certification.
- Specialist: An advanced elective course that can be applied towards the R/W-AMC, R/W-EC, and R/W-NAC certifications.
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Topics |
At the conclusion of the two days, the participants will be able to:
Distinguish between integrative and bargaining negotiations
Articulate the basic concepts in the funnel technique to integrative negotiations
Discuss and employ characteristics of successful bargaining negotiations
Exhibit interpersonal communication skills of successful negotiators
Understand tough tactics and manipulative ploys and negative outcomes and learn ways to counter or use them to advantage in bargaining negotiations
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Course Tuition Includes |
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Recommended Material
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Required Material |
Non Applicable
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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.
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