November 17-18, 2026
Virtual Class
Credits: 16 QEU/CEU
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.
Credentialing
- New SR/WA: An advanced elective course that can be applied towards the RWP certification.
- Industry: An advanced elective course that can be applied towards the Generalist pathway for the RWP certification.
- Specialist: An advanced elective course that can be applied towards the R/W-AMC, R/W-EC, and R/W-NAC certifications.
Topics
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 negotiationsExhibit 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
- Successful Communication and Negotiation Textbook (separate purchase; available
through IRWA’s Publication Store)
Instructor
Patricia Thayer
Location
Newrow Conference Call Participant Capacity: 20
Start Time: 8am Pacific
Course Coordinator
Jonathan Quan
Phone: (213) 485-5779
E-mail: jonathan.ch1irwa@gmail.com
IRWA Member Tuition $415.00
IRWA Non-Member Tuition $575.00
PDF of Course Materials FREE
Printed Course Materials Purchase online
Total Tuition Amount
An electronic copy of your course material will be added to your IRWA Account once your registration is completed.
Printed course materials are only available for purchase until 10 days prior to the class start date.
Register online at www.irwaonline.org
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