International Negotiation Skills (classroom)

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Did you know that in the past 5 years, 389 participants from 60 countries have taken this course with IATA?

About the course

3-day (24 hours) classroom course

IATA International Negotiation Skills aviation training course

For most of us, to negotiating means entering 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

Course format

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

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.

Next class

International Negotiation Skills (classroom)

United States, Miami (IATA, ACCET Accredited)
11 - 13 March, 2024
Register before Dec 11, 2023 to take advantage of the 20% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply
Please register by 19 Feb
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 200920
English
USD 1,328
USD 1,708
Regular
USD 1,900

Find out more about our ACCET Accredited IATA Training Center in Miami, including details about the Training Center, a map to help you find it, and a schedule of all the upcoming courses being held in Miami.

Accett

4 more classes are scheduled - click "view all classes' below

International Negotiation Skills (classroom)

Canada, Montreal (IATA, ACCET Accredited)
6 - 8 May, 2024
Register before Feb 06, 2024 to take advantage of the 20% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply
Please register by 15 Apr
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 200618
English
USD 1,328
USD 1,708
Regular
USD 1,900

Find out more about our ACCET Accredited IATA Training Center in Montreal, including details about the Training Center, a map to help you find it, and a schedule of all the upcoming courses being held in Montreal.

Accett

Please check if you are eligible to travel to Canada before you complete your registration.

Visas
Visa-exempt foreign nationals who fly to or transit through Canada will need an Electronic Travel Authorization (eTA). Exceptions include U.S. citizens and travelers with a valid visa. Do you need an eTA? Apply for your eTA (a CAD 7 fee applies). Please note that travelers or if you are booking for someone else, are responsible to request their visas through varying designated channels (consulates and/ or third party companies) in due time.

Discounts
A regional course fee (15% discount) is applied to course participants residing in Canada who attend classes at the Montreal Training Center. To claim the discount, enter YMQ-LOCAL in the promotional code field during your registration. The discount will be deducted automatically from the course price. These regional discounts will be applied in addition to any qualifying early bird promotion.

Taxes
As per the detailed procedure on our tax page, non-Canadian residents do not pay sales taxes if they advise us prior to their purchase.

International Negotiation Skills (classroom)

Netherlands, Amsterdam (IATA)
28 - 30 May, 2024
Register before Feb 28, 2024 to take advantage of the 20% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply
Please register by 30 Apr
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 200698
English
USD 1,328
USD 1,708
Regular
USD 1,900

Find out more about our IATA Training Center in Amsterdam, including details about the Training Center, a map to help you find it, and a schedule of all the upcoming courses being held in Amsterdam.

International Negotiation Skills (classroom)

Singapore, Singapore (IATA)
18 - 20 November, 2024
Register before May 18, 2024 to take advantage of the 25% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply
Please register by 28 Oct
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 201783
English
USD 1,245
USD 1,601
Regular
USD 1,781

Find out more about our IATA Training Center in Singapore, including details about the Training Center, a map to help you find it, and a schedule of all the upcoming courses being held in Singapore.

International Negotiation Skills (classroom)

Switzerland, Geneva (IATA)
2 - 4 December, 2024
Register before Jun 02, 2024 to take advantage of the 25% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply
Please register by 11 Nov
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 201392
English
USD 1,245
USD 1,601
Regular
USD 1,781

Find out more about our IATA Training Center in Geneva, including details about the Training Center, a map to help you find it, and a schedule of all the upcoming courses being held in Geneva.

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

The key topics that are covered during this course include:

  • 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.

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.

- Monica Gutierrez Cardenas, Chief of Technical Purchasing, Avianca, January 01, 0001

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