International Negotiation Skills - University of St. Gallen (classroom)

About the course

3-day (24 hours) classroom course

This 3-day course will provide you with useful models, perspectives, tools and applicable competencies to prepare, conduct and lead successful, intercultural negotiations in the aviation industry with sustainable results. You will gain an overview of different theories (e.g. Harvard, Schranner, FBI, Chriss Voss) and learn how to prepare for a negotiation. Working in teams, you will negotiate a contract between an airline management team and a pilots' union and be provided with coaching during your negotiations before finalizing the agreement at the end of the course.

This course is part of the IATA - University of St. Gallen Diploma of Advanced Studies (DAS) in Global Aviation Management.

Download the Outline

Course Code: TALL-40

Course format

  • This classroom course provides 3 days (24 hours) of instruction delivered by lecturers and professors at the University of St. Gallen.
  • Student performance will be based on an assessment.


  • There are no prerequisites for this course.
  • Recommended level is Intermediate and Advanced.
  • The recommended level of language proficiency is ICAO Operational Level 4 for courses in English or the equivalent level for other languages.

Next class

International Negotiation Skills - University of St. Gallen (classroom)

Switzerland, St. Gallen (USG-IATA)
2 - 4 September, 2022
Please register by 12 Aug
All prices are before tax and include applicable discounts.
Class no: 149738
USD 1,920
USD 1,920
USD 1,920

UNISG Application form

For more information about this course and the IATA - University of St Gallen Diploma of Advanced Studies (DAS) in Global Air Transport Management, please contact:

Dr. René Puls:
Phone: +41 71 224 73 46

Program Manager Global Air Transport Management
Center for Aviation Competence (University of St. Gallen)
Dufourstrasse 40a
CH-9000 St. Gallen

What you will learn

Upon completing this course you will be able to:

  • Describe the negotiation theory and how to apply it in practice
  • Demonstrate CLA negotiation skills and how to prepare for them
  • Recognize different rounds and strategies in negotiation procedures
  • Interact with peers, partners and third parties
  • Distinguish between different stakeholders and motivations

Course content

The key topics that are covered during this course include:

  • Negotiation theory
  • CLA negotiation
  • Kick-offs and rounds
  • International agreements
  • Closing procedures
  • Communication skills


  • Group work
  • Exercises and reflections

Who should attend

This course is recommended for:

  • Executives and HR Partners
  • Key Account, Project, Product Managers
  • Risk Managers, Controllers, Regulators
  • Cockpit and Cabin Crew

Certificate awarded

A CFAC-UNISG Confirmation of Attendance is awarded upon successful completion of the course and assessment (required for DAS Program).

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

IATA - University of St Gallen Diploma of Advanced Studies (DAS) in Global Air Transport Management

The diploma encompasses 12 courses, which will enable you to explore and analyze topics in-depth, ranging from aviation systems and revenue management to sustainability and change management.

  • English

Need Help?

We use cookies to give you the best experience on our website. We also use cookies for advertising purposes. Please see our privacy policy and cookies help page for complete information.