Some of these topics are also explored in the following virtual classroom course:

About

There is no other industry that defines the term “international” more than Aviation. Nowhere else do people need to bridge distances every day in the sense of distance, but also culture and language. This picture holds true in negotiations: for most of us, to negotiate means to enter difficult terrain: weighing our power vs. the relationship, balancing our goals with the other ones, challenging the other party, compromising. This is only 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 distances 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.

This course is available at IATA Training Centers and Regional Training Partner locations, and on-demand as in-house training.

Course code: TAPH-21

Course format

• This classroom course provides 3 days (24 hours) of instruction delivered by an official IATA Instructor.
• Student performance will be based on an assessment

Prerequisites

• 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 attend a class scheduled at one of our training centers: Register early and save up to 20%! Please read the Terms 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 salesperson in your region.

What you will learn

Upon completion of 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 & macro

Activities

• Practice, Practice, Practice: you will apply all the models and instruments on your own negotiation case(s) and exercise these with a learning partner or in small groups
• Video-taped simulations

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

Additional content

Testimonial

Monica Gutierrez Cardenas, Chief of Technical Purchasing, Avianca
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.