International Negotiation Skills

3-day (24 hours) 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: GMC025VEEN02

Course format

• This classroom course provides 3 days (24 hours) of instruction delivered by an official IATA Instructor.
• Take this course at an IATA Training Center, Regional Training Partner, or on-demand as in-house training.
• Student performance will be based on an assessment.

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.
• Register early and save up to 25% at our Training Centers! Please read the Terms and Conditions for the early bird discount.

In-house training

To arrange in-house training for your company, please complete the in-house training request form or contact the Training Specialist in your region.

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 all exercises and exams. A special distinction is awarded to participants obtaining a grade of 90% or higher.