Principles of Real Estate Negotiation

200 – Principles of Real Estate Negotiation: An introduction to practical, effective communication and negotiation skills associated with real estate acquisitions.

Course Number: C200
Course Title: Principles of Real Estate Negotiation
Course Level: Core
IRWA Credits: 16 QEU / CEU
AQB Credits: Non Applicable

Not applicable


Course Description

This two-day, beginning-level course is designed to first introduce you to the primary communication principles and concepts associated with right of way acquisitions. The course begins with a brief introduction of the three major types of negotiation: Integrative, Bargaining, and Intra-Agency. Next, there is a discussion of the basic negotiation principles, as well as the characteristics and attitudes of successful negotiators. From there, you will engage in an in-depth study of the acquisition process and be introduced to a plan for effective negotiations. The course concludes with a discussion of the most important communication variables affecting negotiations and strategies to employ when negotiations fail.


  • New SR/WA: A core course that is a requirement for the RWA certification.
  • Industry: A core course that can be applied towards all 4 pathways for the RWA certification.
  • Specialist: A core course that is a requirement for the R/W-URAC certification and an elective for the R/W-AMC, R/W-EC, and R/W-NAC certifications.


  • 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

  • Learning Guide
Recommended Material

Required Material

Non Applicable

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.


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Classroom Based Education

Online Education

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