Aviation Leadership and Management Skills Development – Developing Negotiation Skills – 1 Day


The ability to negotiate is a key management skill and essential when developing and negotiating aviation contracts. Businesses thrive when they are able to achieve profitable contracts. Negotiation is an essential element related to our goal of business success.

  • Aircraft Maintenance Contracts
  • Aircraft Lease & Lease Purchase Contracts
  • Subcontract Service Provider Relationships
  • Contract Service Providers

To successfully negotiate a contract or agreement you must be able to make a difference, how to influence in a positive way the decision-makers.

  • When you understand the key elements of effective negotiation you gain a competitive advantage
  • Successful negotiation allows you to both achieve business objectives, as well as to effect change to your desired outcome.

With this training, you will be able to engage in the necessary strategies to understand, plan, and achieve your objectives in a variety of business opportunities and initiatives

Businesses thrive when we are able to achieve profitable contracts. Negotiation is an essential element related to our goal of business success.

Who Is The Course For?

Anyone within the Organisations leadership Team who is required to perform internal or external negotiations.

What is the Benefit of this Training – What will I learn?

  • Understand the fundamental techniques for effective negotiation
  • Develop your mental and emotional strengths
  • Explain the various Styles of Negotiation
  • Be able to lead negotiate team efforts
  • Leverage your strengths for an effective outcome
  • Develop a win/win solution as part of your negotiation strategy

Detailed Content / Topics – The following Subjects will be addressed

Negotiating Skills Introduction
Considering the Difference between Integrative Negotiation & Distributive Negotiation
Initial Preparation to Plan Your Negotiation Strategy
Understanding the Different Types of Negotiation Strategies
Essential Strategies for a Successful Lease Negotiation
Conflict Resolution
General Considerations Related to Contract Development
Key Elements to Consider When Developing a Contract
Aviation Leadership Best Practice Negotiating Techniques
Aviation Leadership Considering Emotional Intelligence (EI) When Negotiating
Negotiations Concerning Aircraft Re-Delivery
Negotiation Top Tips to Ensure Success
Considering the Role of Modification within the Aircraft Lease Transition Process
Avoiding Subjective & Vague Terminology during Aircraft Lease Contract Developments
Understanding the IFRS 16 Financial Considerations related to Aircraft Leases

Target Groups

All levels of expertise within the organizational environment.


A background in the aviation environment.

Learning Objectives

To manage the key challenges and recognize the importance of the interconnected elements within the complete business process.

To understand the relationship between the various parts to be able to make the most effective decisions.

Certificate Wording

Basic Principles of Negotiation. Understanding the Different Types of Negotiation Strategies, Negotiation preparation, Effective Interaction and Key Negotiation Tactics, Developing Contracts & Closing the Deal.

What do People Say about Sofema Aviation Services Training?

“The course exceeded my expectations.”
“Everything was inappropriate timing and in a good climate.”
“Maximum points for the instructor’s effort and explanation from me.”
“The instructor provided enough room for all the questions to be asked”
“We received a lot of additional information to make things clearer.


1 Day – Start at 09.00 and finish at 17.00 with appropriate refreshment breaks.

To register for this training, please email team@sassofia.com or Call +359 28210806



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