This two-day, 16 credit 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.

This class is a required core course for RWA certification, for all 4 pathways leading to RWA certification, and the R/W-URAC certification, as well as an elective for other IRWA certification pathways.