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 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.


  • 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

  • Participant Manual
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.


Register for this class today

Classroom Based Education

Online Education

19210 South Vermont Avenue, Building A,Suite 100, Gardena, CA 90248 Telephone: (310) 538-0233 Fax: (310) 538-1471 Canadian Toll Free # 888-340-IRWA (4792)
© 2017 International Right of Way Association - All Rights Reserved