International Negotiation Skills (Classroom, 3 days)

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

Did you know that in the past 4 years, 365 participants from 59 countries have taken this course with IATA?

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.

Download the Outline

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 arrange in-house training for your company: Complete the in-house training request form or contact the salesperson in your region.

Next class

International Negotiation Skills (Classroom, 3 days)

United States, Miami (IATA, ACCET Accredited)
15 - 17 June, 2022
Register before 15 Mar, 2022 to take advantage of the 20% Early Bird discount*. The price below includes this discount. *Terms apply
Please register by 25 May
All prices are before tax. Class no: 148568 English
Dev. Nations
USD 1,232
Member
USD 1,584
Regular
USD 1,760

Accett

The IATA Training Center in Miami is ACCET Accredited


A regional course discount (up to 10% discount) is available for classroom courses at IATA Training Centers in the Americas (excluding Canada).

To claim the discount, enter 'LatAmTraining' in the promotional code field during your registration. The discount will be deducted automatically from the course price. This discount will be applied in addition to any qualifying early bird promotion.

Miami Training Center Information

3 additional classes are scheduled

International Negotiation Skills (Classroom, 3 days)

Switzerland, Geneva (IATA)
3 - 5 August, 2022
Register before 03 May, 2022 to take advantage of the 20% Early Bird discount*. The price below includes this discount. *Terms apply
Please register by 13 Jul
All prices are before tax. Class no: 148698 English
Dev. Nations
USD 1,232
Member
USD 1,584
Regular
USD 1,760

International Negotiation Skills (Classroom, 3 days)

Canada, Montreal (IATA, ACCET Accredited)
12 - 14 October, 2022
Register before 12 Jul, 2022 to take advantage of the 20% Early Bird discount*. The price below includes this discount. *Terms apply
Please register by 21 Sep
All prices are before tax. Class no: 148372 English
Dev. Nations
USD 1,232
Member
USD 1,584
Regular
USD 1,760

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


Accett

The IATA Training Center in Montreal is ACCET Accredited


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.

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.

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.

Montreal Training Center information

International Negotiation Skills (Classroom, 3 days)

Singapore, Singapore (IATA)
16 - 18 November, 2022
Register before 16 Aug, 2022 to take advantage of the 20% Early Bird discount*. The price below includes this discount. *Terms apply
Please register by 26 Oct
All prices are before tax. Class no: 148862 English
Dev. Nations
USD 1,232
Member
USD 1,584
Regular
USD 1,760

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.

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