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
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)

   

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


Credentialing

  • Generalist: An advanced course that can be applied towards the RWP or SR/WA program.
  • Specialist: An elective for the R/W-AMC, R/W-EC, and R/W-NAC programs.

Topics

  • Generalist: An advanced course that can be applied towards the RWP or SR/WA program.
  • Specialist: An elective for the R/W-AMC, R/W-EC, and R/W-NAC programs.

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.

 


Classroom Based Education


IRWA Digital Course Catalog

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