Air Business Academy

Mastering International Negotiations

This course provides a structured methodology, based on the Harvard principles of  ‘mutual gain’ for those involved in negotiating in an international context. In addition to providing a framework for guidance through the ‘mutual gain’ negotiation process, it addresses the cultural and other behavioural factors that may be involved. With a general aviation focus, and using a balanced mix of tutorials and coaching, it will enable both novice and experienced negotiators to improve their negotiating skills.

Who should attend?

Anybody, particularly but not exclusively members of  aviation organisations, involved in:

• conducting or participating in business negotiations;

• international partnerships;

• managing multi-cultural projects.

How will I benefit?

After attending this course, you should be able to:

• understand the principles of the negotiation process using the Harvard Principled Negotiation approach;
• have a simple but effective structured methodology for conducting negotiations using the Harvard Principled Negotiation (‘Mutual Gains’) approach;
• appreciate the human behaviour aspects of negotiation, particularly where there are cultural differences;
• have guidelines for dealing with some common negotiation situations.

What does the course cover?

• The concepts underlying the Harvard Principled Negotiation (‘Mutual Gains’)  approach; 

• The ‘mutual gains’ negotiation process: preparation and planning, engaging dialogue with the other party, developing proposals, bargaining and closing 

• Behavioural factors, including physiological and emotional factors,  ethnic and organisational culture, and personality 

• Persuasion techniques relevant to mutual gains negotiating

• Inter-personal communication in negotiation, including the use of electronic media

• Tools and techniques for gaining advantage and avoiding the effects of negative tactics

• Practical negotiation exercises in an aviation scenario to practice Harvard Principled Negotiating

Trainers

Team of trainers from Worldplan Business Systems Ltd.

Group discounts are available. For details, please contactsabine.kramer@airbusiness-academy.com. 

Register now