200 - Principles of Real Estate Negotiation

  • Course Number: C200
  • Course Title: Principles of Real Estate Negotiation
  • Course Level: Core
  • IRWA Credits: 16 QEU / CEU
  • AQB Credits: Not Applicable
  • Prerequisites: Not Applicable
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
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