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
Please note that prices DO NOT include the 6% Chinese VAT. The VAT must be paid additionally if applicable to your registration.
Upon completion of this course you will be able to:
This course is recommended for:
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.
Develop and implement efficient operational solutions, while simultaneously ensuring the strategic renewal of your organization.
An overview of the regulatory and legal regimes, as well as the international industry affairs applicable to all aspects of the aviation industry.
Achieve commercial objectives and stay competitive. Learn to gain market share, increase product awareness, and sustain growth.
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.