International Negotiation Skills (classroom)



You can also take this course online in a LIVE virtual classroom setting: Take a look at the LIVE VIRTUAL CLASSROOM schedule

Did you know that in the past 4 years, 365 participants from 59 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


  • 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)
16 - 18 August, 2023
Register before Jul 26, 2023 to take advantage of the USD100 Early Bird discount. The price below includes this discount.
Please register by 26 Jul
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 171948
USD 1,560
USD 2,035
USD 2,275

1 additional classes are scheduled

International Negotiation Skills (classroom)

Singapore, Singapore (IATA)
18 - 20 October, 2023
Register before Jul 18, 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 04 Oct
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 172520
USD 1,328
USD 1,708
USD 1,900

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


  • 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

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