Air Business Academy

Mastering International Negotiations

For those involved in negotiations in an international context this course will provide a methodology for conducting the negotiation and will address the cultural and other behavioural factors that may be involved. With an aeronautical background, and using a balanced mix of tutorials and coaching, it will enable both novice and experienced negotiators to improve their negotiating skills.

Objectives

To give delegates:

• an understanding of the principles of the negotiation process;

• a simple but effective methodology for conducting negotiations;

• an appreciation of the human behaviour aspects of negotiation, particularly where there are cultural differences;

• guidelines for dealing with some common negotiation situations.

Topics covered

• Underlying negotiation concepts, including persuasion techniques

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

• Behavioural factors, including national and organisational culture, physiology and emotion, and personality

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

• Guidance for dealing with common negotiation issues
  

Who should attend

Any member of an aeronautical organisation involved in:

• conducting or participating in business negotiations;
• international partnerships;
• managing multi-cultural projects.

  Presenters

  Team of trainers from Worldplan Business Systems Ltd.
  

Register now