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International Negotiation Skills (Classroom, 5 days)

DescriptionPrices & Registration


Sign better deals by improving your tactics and techniques.

Next class

Jun 13 - Jun 17, 2016 - United Kingdom, London (IATA)

4 additional classes are scheduled. See all

What you will learn

Upon completing this course you will have the skills to:

  • Determine both the short-term and long-term costs of negotiating
  • Prepare for each phase of the negotiation process
  • Develop a framework on when to and when not to negotiate
  • Know how the negotiation process can result in a win-win situation

Course content

  • Positional bargaining
  • Principled negotiation
  • Four phases of negotiations (Preparation/Planning, Presenting/Proposing, Packaging/Bargaining, Close/Agree)
  • Negotiation tactics
  • Non-verbal communication, Questioning & listening

Who should attend

This course is recommended for:

  • Managers
  • Account managers
  • Directors

This course is a step toward earning an IATA Diploma in:

Additional information

What clients are saying
"The course fulfilled all my expectations and broadened my perspective on every day interactions with suppliers and clients. The extensive use of real life examples, the active class participation and the vast experience of the instructor made the training particularly valuable."

Monica Gutierrez Cardenas, Chief of Technical Purchasing, Avianca

About IATA Classroom Training
We train more than 10,000 aviation professionals annually through our global network of IATA Training Centers, Regional Training Partners, and in private in-company sessions. Our 200+ classroom courses are developed using IATA’s unique industry insight and delivered by IATA Instructors, experts in their fields. More

Further training
Graduates of this course can apply for the Harvard ManageMentor (HMM) distance learning program at a special graduate price.

Subject areas

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