Bargaining Negotiations

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.

Course Number: C205
Course Title: Bargaining Negotiations
Course Level: Advanced
IRWA Credits: 16 QEU / CEU
AQB Credits: Non Applicable

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 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


  • 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.


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

  • Course Tuition Includes

    • Participant Manual
    Recommended Material

    Required Material

    Non Applicable

    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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