International Negotiation Skills (classroom)

Classroom.svg

CLASSROOM

Did you know you can also take this course online? Find a session and register using the VIRTUAL CLASSROOM schedule

Did you know that in the past 5 years, 308 participants from 39 countries have taken this course with IATA?

About the course

3-day (24 hours) classroom course

IATA International Negotiation Skills aviation training course

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. IATA’s International Negotiations Skills 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)

Netherlands, Amsterdam (IATA)
28 - 30 May, 2024
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 200698
English
USD 1,660
USD 2,135
Regular
USD 2,375

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.

Register
Seats selling fast

International Negotiation Skills (classroom)

Türkiye, Istanbul (TKAA-RTP)
21 - 23 October, 2024
Please register by 29 Sep
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 208961
English
USD 1,660
USD 2,135
Regular
USD 2,375

Registration


This class is offered in cooperation with Turkish Airlines Aviation Academy (TKAA).
A regional price applies to residents of Türkiye. Please refer to TKAA for the final price.

Turkish Airlines Aviation Academy (TKAA)
Ataturk Airport; Gate B 34149 Yesilkoy
Istanbul
Türkiye

For more information please contact:

You may also register on the Turkish Airlines Aviation Academy (TAA) website:

Register on the TAA website

International Negotiation Skills (classroom)

Singapore, Singapore (IATA)
18 - 20 November, 2024
Register before Aug 18, 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 28 Oct
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 201783
English
USD 1,328
USD 1,708
Regular
USD 1,900

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 and macro

Activities

  • Pre-reading
  • 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 , December 01, 2023

We use cookies to give you the best experience on our website. We also use cookies for advertising purposes. Please see our privacy policy and cookies policy for complete information.