This course provides right of way professionals with the skills and strategies needed to effectively navigate bargaining scenarios in land acquisition and infrastructure projects. Building on foundational negotiation concepts, the course distinguishes between integrative (problem-solving) and bargaining (position-based) approaches, with a focused emphasis on when and how to apply bargaining techniques. Participants explore the full bargaining process, including offer and counteroffer strategies, managing discrepancies, recognizing commitment levels, and responding to competitive or highly informed stakeholders. The course also addresses intrapersonal and interpersonal negotiation challenges, including communication dynamics, emotional and cultural factors, and methods for reducing defensiveness and influencing outcomes. Through interactive exercises and real-world scenarios, participants will strengthen their ability to adapt negotiation styles, manage conflict, and achieve effective, professional outcomes in complex acquisition environments.