International Negotiation Skills

3-day (18 hours) LIVE virtual classroom course

The Aviation industry is truly ‘international’, and that means everyone will be exposed to negotiating across cultures at some point in their career. IATA’s International Negotiation Skills course will help you develop skills to successfully negotiate in an international environment with both aviation partners and a wider mix of suppliers and customers. The course introduces various models, perspectives and tools to ensure you are better prepared and confident in your negotiations. The emphasis is on sharing knowledge with each other, introducing useful theoretical frameworks to organize and frame activity, and finally using practical, realistic role plays to build your skills.

Course code: GMC025VCEN02

Course format

• The live sessions of this virtual classroom course are delivered by an official IATA Instructor.
• The course will take you approximately 18 hours to complete and be held over 3 consecutive days.
• There will be 2 live interactive virtual classroom sessions per day, each session will be 180 minutes.
• The live sessions will require your participation, with multiple Q&A sessions and additional time spent on self-study material including projects, research, additional reading and videos.
• Student performance will be based on an assessment.

Technical requirements

Please verify your hardware, software and network to support your upcoming course with IATA Training.

Prerequisites

• Recommended level is Intermediate.
• The recommended level of language proficiency is ICAO Operational Level 4 for courses in English or the equivalent level for other languages.

How to register

• When you click the Register button, you will be directed to log in to your Training Account. Please have your login details ready.
• Register early and save up to 25% at our Training Centers! Please read the Terms and Conditions for the early bird discount. The discount will be calculated at the time of payment.

To arrange in-house training for your company: Complete the in-house training request form or contact the B2B Training Specialist in your region.

Virtual venues

We schedule our virtual classroom courses through one of 3 virtual venues, each in a different time zone for your convenience. For more information, please visit our page on virtual classroom timing or contact our Customer Portal. 

Please check the exact schedule of each class below (View more details) and click ‘Register’.

Upon completion of this course, you will be able to:

• Prepare, lead and successfully conclude international negotiations
• Demonstrate professionalism while remaining flexible and adaptable to changing demands and circumstances
• Consciously adopt your negotiation approach and style to cater for intercultural differences
• Identify and change negotiation leverage factors in your favor
• Consciously use the negotiators toolset of different communication methods to achieve lasting results

The key topics that are covered during this course include:

• Negotiation basics and success factors
• Professional negotiation preparation
• Phases of negotiation
• Intercultural differences
• Different styles and behaviors
• Questioning and leverage skills
• Decision making differences

This course is recommended for:

• Aviation professionals of all levels who want to enhance their negotiation skills and work more effectively.

An IATA Certificate of Completion is awarded to participants obtaining a grade of 70% or higher on an assessment. A special distinction is awarded to participants obtaining a grade of 90% or higher.