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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 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 that 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
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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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