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International Negotiation Skills (Classroom)

DescriptionPrices & Registration
Did you know that in the past 3 years, 346 participants from 56 countries have taken this course with IATA?


The ability to develop persuasive arguments, structure proposals and effectively negotiate, have a major impact on personal and organizational success. This course will prepare you for each phase of the negotiation process, with techniques, tactics and behaviors regarding when to negotiate and how to achieve successful, win-win results for both parties. You will learn and practice the strategies and skills that will help you become a successful negotiator.

This course is available at IATA Training Centers, Regional Training Partner locations, and on-demand as in-house training.

Course format

  • This classroom course provides 5 days (40 hours) of instruction delivered by an official IATA Instructor.
  • Student performance will be based on an assessment


  • There are no prerequisites for this course
  • Recommended level is Management
  • The recommended level of language proficiency is ICAO Operational Level 4 for courses in English or equivalent for other languages.

Next class

Apr 27 - Apr 29, 2020 - China, Beijing (IATA)
5 additional classes are scheduled. See all

What you will learn

Upon completion of this course you will be able to:

  • Recognize the phases involved in all negotiations
  • Know how to plan and prepare for each negotiation phase
  • Evaluate and refine your current negotiation style to different situations
  • Apply cultural differences with international negotiations
  • Understand the key skills of successful negotiators
  • Handle difficult people and conflict situations
  • Negotiate confidently and effectively, while maintaining constructive relationships

Course content

  • Positional bargaining
  • Principled negotiation
  • Phases of negotiations
  • Negotiation tactics and techniques
  • Communication strategies
  • Concessions and conditions

Download the course outline


  • Practice of negotiation principles and techniques
  • Role playing
  • Case studies
  • 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.

    This course is a step toward earning an IATA Diploma in:

    Additional information

    About IATA Classroom Training
    We train more than 30,000 aviation professionals annually through our global network of IATA Training Centers, Regional Training Partners, and in private in-house sessions. Our 350+ classroom courses are developed using IATA’s unique industry insight and delivered by IATA Instructors, experts in their fields. More

    Further training
    Graduates of this course can apply for the Harvard ManageMentor© (HMM) distance learning program at a special graduate price.


    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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