Airside Advantage: Mastering Negotiation & Influence in Aviation

Introduction

In the high-stakes world of aviation, success often hinges on more than just technical expertise; it depends on the ability to negotiate effectively. From securing crucial supplier contracts and managing labor relations to resolving complex international disputes, mastering negotiation is a superpower for any aviation professional. This course, "Airside Advantage," is meticulously designed to transform how you approach every discussion, ensuring you can build consensus, mitigate conflict, and achieve optimal outcomes that propel your career and organization forward.

This comprehensive program provides a deep dive into the art and science of negotiation, tailored specifically for the aviation industry. We will equip you with a powerful toolkit of strategies and psychological insights, moving you from being a passive participant to a confident leader at the negotiating table. By integrating proven techniques with real-world aviation case studies, you will learn to navigate tough conversations with diplomacy, assertiveness, and strategic foresight, turning every challenge into an opportunity for mutual success.

Duration 10 days

Target Audience Aviation professionals including airline managers, airport executives, air traffic controllers, contract managers, human resources personnel, and technical service representatives.

Objectives

  1. To understand the fundamental principles and theories of negotiation.
  2. To develop a strategic and systematic approach to preparing for negotiations.
  3. To master a variety of negotiation styles and techniques.
  4. To enhance communication and active listening skills in high-stakes discussions.
  5. To effectively manage conflict and difficult personalities.
  6. To apply negotiation skills to specific aviation scenarios (e.g., contracts, labor disputes).
  7. To understand the role of power, ethics, and culture in negotiations.
  8. To build long-term relationships and find mutually beneficial solutions.
  9. To negotiate effectively in a cross-cultural and international context.
  10. To conduct a post-negotiation analysis for continuous improvement.

Course Modules

Module 1: The Foundations of Negotiation

  • Defining negotiation and its importance in aviation
  • The difference between positional and interest-based bargaining
  • Understanding your BATNA (Best Alternative to a Negotiated Agreement)
  • The five stages of the negotiation process
  • Recognizing common negotiation myths

Module 2: Strategic Negotiation Planning

  • Conducting thorough research and information gathering
  • Defining your objectives and creating a negotiation agenda
  • Identifying your negotiation team and roles
  • Anticipating the other party's position and interests
  • Developing opening offers and concession strategies

Module 3: Communication and Influence

  • Mastering verbal and non-verbal communication
  • The art of active listening and empathetic responding
  • Asking powerful questions to uncover hidden information
  • Using persuasive language and framing techniques
  • Building rapport and trust with the other party

Module 4: Negotiation Styles and Tactics

  • Exploring different negotiation styles (e.g., collaborative, competitive)
  • Identifying and responding to common negotiation tactics
  • Techniques for breaking deadlocks and generating options
  • The role of emotion in negotiation and how to manage it
  • Negotiating with limited information

Module 5: Conflict Resolution and Mediation

  • Understanding the sources and dynamics of conflict
  • Strategies for de-escalating tense situations
  • The role of a third-party mediator in disputes
  • Finding common ground and creative solutions
  • Turning disagreements into collaborative problem-solving

Module 6: Contract Negotiation in Aviation

  • Negotiating supplier and vendor contracts (e.g., fuel, catering)
  • Crafting clear and enforceable terms and conditions
  • Managing legal and regulatory compliance in contracts
  • The role of procurement in the negotiation process
  • Post-contract management and relationship building

Module 7: Labor Relations and Collective Bargaining

  • Understanding the principles of collective bargaining
  • Preparing for and participating in labor negotiations
  • The legal framework surrounding labor relations
  • Mediating disputes between management and unions
  • Building a positive labor-management relationship

Module 8: Airport and Airline Agreements

  • Negotiating airport access and landing rights
  • Terminal lease agreements and concession contracts
  • Slot allocation and route network planning discussions
  • Joint ventures and codeshare agreements
  • Navigating inter-departmental negotiations

Module 9: Power, Ethics, and Culture

  • Sources of power in negotiation and how to use them
  • Maintaining ethical standards and integrity
  • The impact of cultural differences on negotiation styles
  • Adapting your approach for cross-cultural negotiations
  • Negotiating with authority figures and superiors

Module 10: Handling Difficult Negotiations

  • Strategies for dealing with aggressive or uncooperative negotiators
  • Techniques for saying "no" without damaging the relationship
  • Managing time pressures and deadlines
  • Recognizing and responding to unfair tactics
  • The art of walking away from a bad deal

Module 11: Team Negotiation Dynamics

  • The advantages and disadvantages of negotiating in teams
  • Defining roles and responsibilities within a team
  • Effective internal communication during a negotiation
  • Coordinating strategy and maintaining a unified front
  • Post-negotiation team debriefs

Module 12: E-Negotiation and Technology

  • The role of technology in modern negotiation
  • Negotiating via email, video conference, and instant messaging
  • The challenges of non-verbal cues in digital communication
  • Leveraging online tools for research and preparation
  • The future of automated and AI-driven negotiation

Module 13: Financial and Economic Negotiation

  • Understanding financial terms and valuations
  • Negotiating budgets and resource allocations
  • Cost-saving initiatives and efficiency discussions
  • Managing profit and loss in a negotiation
  • The art of making and receiving concessions

Module 14: Practical Scenarios and Role-Playing

  • Simulated negotiations based on real-world aviation cases
  • Engaging in a variety of two-party and multi-party exercises
  • Receiving personalized feedback and coaching
  • Observing and analyzing peer negotiation styles
  • Developing a personal action plan for improvement

Module 15: Post-Negotiation Evaluation

  • Analyzing the outcomes of a negotiation
  • Evaluating your own performance and identifying areas for growth
  • Documenting the agreements and key takeaways
  • Ensuring implementation of the negotiated terms
  • Building and maintaining a long-term professional network

CERTIFICATION

  • Upon successful completion of this training, participants will be issued with Macskills Training and Development Institute Certificate

TRAINING VENUE

  • Training will be held at Macskills Training Centre. We also tailor make the training upon request at different locations across the world.

AIRPORT PICK UP AND ACCOMMODATION

  • Airport Pick Up is provided by the institute. Accommodation is arranged upon request

TERMS OF PAYMENT

Payment should be made to Macskills Development Institute bank account before the start of the training and receipts sent to info@macskillsdevelopment.com

For More Details call: +254-114-087-180

 

Airside Advantage: Mastering Negotiation & Influence In Aviation in Djibouti
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