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Mastering International Negotiations

Provides the framework and guidance for the planning and conduct of successful mutual gain business negotiations in an international context.

Who should attend?

Anyone involved in:

  • Conducting or participating in business negotiations
  • International partnerships
  • Managing multi-cultural projects


  • No pre-requisite


This course will enable you to:

  • Appreciate the behavioral aspects of negotiation, particularly regarding cultural differences and international negotiation environments
  • Understand the principles underlying the Harvard Method of Principled Negotiations
  • Discover the different preparation steps as a key differentiator in your negotiations
  • Use a simple but effective structured methodology for preparing and conducting successful negotiations
  • Understand how negotiation is defined by category strategy
  • Understand your style and the different styles of your negotiation counterparts
  • Appreciate the behavioural aspects of negotiation, in particular with regards to cultural differences
  • Apply proven negotiation techniques to influence decisions
  • Deal with difficult negotiation situations (e.g. monopolistic markets) and difficult negotiators


  • Classroom: Three full days - approx 9 to 5pm

Course content:

  • The negotiation process: preparation and planning, engaging in dialogue with the other party, developing proposals, assessing limits for trade and closing
  • The Harvard Method “joint problem solving” negotiation technique: people, options, interests, standards
  • The Four Quadrant Negotiation Preparation model
  • The impact of dealing with different cultures in negotiations
  • The significance of different personality types and how emotions can impact different negotiations
  • The importance of inter-personal contact during the negotiation, both in face-to-face meetings or by electronic means
  • Influencing and the effective application of leverage
  • Understanding the mindset of your counterpart (top tips for Sales negotiators)
  • Dealing with difficult negotiation situations and inter-personal problems with your negotiation counterpart

Methods and evaluation

  • Session in English - Contact us to arrange a session in another language
  • Practical activities through serious game / use-case study
  • Approximately 50% of the course is taken up with role play negotiation exercises from which feedback is given to the whole class to illustrate key teaching points. 
  • Experienced trainer all along the course

Dates and venue:

  • 11 - 13 July 2023 - Airbus Leadership University, Toulouse

Course fee:

  • Classroom fee: €1 450
  • All prices excluding V.A.T where applicable
  • Full payment must be received 4 weeks prior to the session unless training is funded by an OPCO (applicable to France only)


  • For any queries regarding this session or to arrange a private session, please contact our Business team by email or by phone on 05 62 12 11 16

Access terms and deadlines:

  • Pre-registration to this course is through the online form on the dedicated session webpage
  • Pre-registration must be received 7 working days before the start of the session
  • If a training requires a pre-requisite, we will validate your registration through a test and/or a telephone interview
  • We require four weeks written cancellation notice prior to the start of the course. After this period, we will charge cancellation fees as follows;
    • Two to four weeks prior to the start of the course = 50% cancellation fee.
    • During the two weeks before the start of the course or in the case of a No-show = 100% of total amount will be charged. Please note that name changes are accepted at any time.
  • AirBusiness Academy reserves the right to cancel any course up to four weeks prior to course commencement.
  • A full refund of the course fee can be provided upon written request. AirBusiness Academy will not be liable for any other expenses incurred by course participants (i.e. airfare or hotel charges)

Accessibility for people with disabilities:

  • AirBusiness Academy strives to ensure that its learning services are open and accessible to everyone
  • If you have a disability, please let us know during the registration process. We will take the necessary measures to guarantee your comfort during your training session (example of facilities : designated parking space, ground floor classrooms, lift in operation, signage, personal assistance available)
  • Fichier pdf Le stagiaire en situation de handicap - dispositifs

Page updated on 15/02/2022

Dates and venue
  • Register
    Airbus Leadership University, Toulouse
    11 July - 13 July 2023
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