International Negotiation Skills (LIVE virtual classroom)

You can also take this course in-person, in a classroom:

Did you know that in the past 4 years, 365 participants from 59 countries have taken this course with IATA?

About the course

For most of us, to negotiate means to enter difficult terrain: weighing our power vs. the relationship, balancing our goals with others, challenging the other party, and compromising. This is enlarged in scale when we need to bridge differences, be it dealing with people from different countries, with other company cultures, differences in power, in negotiation positions, and interests. More than in any other competence, we need effective tools to design our communication to bridge these differences while still ensuring to meet our objectives.

This course aims to provide you with useful models, perspectives, tools and most of all applicable competencies so you will be able to prepare, conduct and lead successful (and intercultural) negotiations in the airline industry with sustainable results. We will provide pragmatic support to deal with challenging situations and with difficult partners as well as with daily life examples from the airline industry environment.

Download the Outline

Course code: TAPH-21-VC

Course format

  • The live sessions of this virtual classroom course are delivered by an official IATA Instructor.
  • The course will take you approximately 15 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 90-120 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


  • There are no prerequisites for this course
  • 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

To arrange in-house training for your company: Complete the in-house training request form or contact the salesperson 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’.

Next class

International Negotiation Skills (LIVE virtual classroom)

Virtual Session Americas (IATA)
2 - 4 August, 2022
Register before 12 Jul, 2022 to take advantage of the USD100 Early Bird discount. The price below includes this discount.
Please register by 12 Jul
All prices are before tax and include applicable discounts.
Class no: 149436
USD 978
USD 1,286
USD 1,440

Virtual Classroom Training Information

2 daily LIVE sessions:
15:00-18:00 & 19:00-22:00 Beijing/Singapore
11:00-14:00 & 15:00-18:00 Dubai
9:00-12:00 & 13:00-16:00 Geneva/Paris
7:00-10:00 & 11:00-14:00 UTC

What you will learn

Upon completing this course you will be able to:

  • Identify the key (un-)success factors for any negotiation
  • Prepare your negotiation in a professional way within minutes
  • Consciously adopt your negotiation approach and style to cater for intercultural differences
  • Identify and change leverage factors in your favor
  • Consciously use the negotiators toolset of communication means to achieve lasting results

Course content

  • Negotiation basics and success factors
  • Professional preparation
  • Intercultural differences
  • Manipulation techniques
  • The negotiation process – micro and macro

Who should attend

This course is recommended for:

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

Certificate awarded

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.

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

General Aviation Management Diploma

Develop and implement efficient operational solutions, while simultaneously ensuring the strategic renewal of your organization.

  • English
  • Español
  • Français

Airline Sales Maximization Diploma

Achieve commercial objectives and stay competitive. Learn to gain market share, increase product awareness, and sustain growth.

  • English

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