International Negotiation Skills (LIVE virtual classroom)

Did you know that in the past 5 years, 219 participants from 32 countries have taken this course with IATA?

3-day (18 hours) LIVE virtual classroom 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.

Course code: TAPH-21-VC

Course format

• The live sessions of this virtual classroom course are delivered by an official IATA Instructor.
• The course will take you approximately 18 hours to complete and be held over 3 consecutive days.
• There will be 2 live interactive virtual classroom sessions per day, each session will be 180 minutes.
• The live sessions will require your participation, with multiple Q&A sessions and additional time spent on self-study material including projects, research, additional reading and videos.
• Student performance will be based on an assessment.

Technical requirements

Please verify your hardware, software and network to support your upcoming course with IATA Training.

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

• When you click the Register button, you will be directed to log in to your Training Account. Please have your login details ready.
• Register early and save up to 25% at our Training Centers! Please read the Terms and Conditions for the early bird discount. The discount will be calculated at the time of payment.

To arrange in-house training for your company: Complete the in-house training request form or contact the B2B Training Specialist in your region.

Virtual venues

We schedule our virtual classroom courses through one of 3 virtual venues, each in a different time zone for your convenience. For more information, please visit our page on virtual classroom timing or contact our Customer Portal.

Please check the exact schedule of each class below (View more details) and click ‘Register’.

Upon completing 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

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 (e.g., in specific breakout sessions)
• Whiteboard discussions
• Polls

This course is recommended for:

• Professionals of all levels who want to enhance their negotiation skills and work more effectively.

An IATA Certificate of Completion is awarded to participants obtaining a grade of 70% or higher on an assessment. A special distinction is awarded to participants obtaining a grade of 90% or higher.