OPERATIONAL MANAGEMENT - Training portfolio 2019
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OPERATIONAL
MANAGEMENT
Training portfolio
2019
1
We offer highly customised
AIRBUS S.A.S. A.Doumenjou Master Films
learning solutions in order
to develop the knowledge,
skills and behaviours of
professionals in the aviation
and aerospace industry.
AirBusiness Academy is an
Airbus company.
Operational
Management
Assisting in the development of suppliers
in order to
• enhance skills
• support the supply chain
• improve performance
• improve customer satisfaction
• boost implementation
• change mind-set and behaviour
2
Product offer
> PROCUREMENT & SUPPLY CHAIN MANAGEMENT
• 3S Sourcing to Succeed & Sustain
• IPCA+ Self Assessment
• Be An Airbus Supplier (Executive)
• Be An Airbus Supplier (Module 1)
• Be An Airbus Supplier (Module 2)
> REGULATIONS & QUALITY
• Switch on APQP
• Implementing & Boosting APQP
• APQP Champions
> LEAN
• Mind Over Matter: Lean in Aerospace
• Full Speed Ahead: Boosting Lean in Aerospace
> PROJECT MANAGEMENT
• PM Foundations
• People Make the Difference (PMD)
• PM Complete
• PM Advanced
• Cayenne Simulation™
• Agile Into Practice
• Leading a Transverse Project team AirBusiness Academy is a
• Develop Anticipation in Projects PMI Registered Education
Provider (R.E.P)
• Mastering Internationl Negotiations
The PMI Registered
Education Provider logo
are registered marks of
the Project Management
Institute Inc.
Arrange an in-house session or
join an open course
www.airbusiness-academy.com/courses
3
Operational
Management
3S Sourcing to
Succeed & Sustain
Who should attend?
• Anyone in a procurement function or those working
in close proximity with suppliers
What are the learning objectives?
• Understand the cost of non-performance of suppliers
and the cost of recovering low quality levels
• Be aware of the impact that low supplier
performance may have on your end customer
• Understand the importance of installing and
developing a healthy working relationship with your
suppliers
Course content
• Implementing and executing your Procurement > METHOD & FORMAT
strategy & the importance of supplier segmentation Classroom/In-House
• Commodity Strategy: As-is, To-be (Segmentation, 5 Learning by doing
forces, Kraljic matrix, SWOT analysis, TCO - Total Cost
of Ownership)
• Recognising potential levers > L ANGUAGE
• Managing your supplier and collaborating to develop English
solutions (JIP - Joint Improvement Plan)
• Implementing Lean in Procurement
> D URATION
• Risk Management
3 days
> M AXIMUM PARTICIPANTS
15 participants
> P OSSIBLE TRAINING PATH
Consulting
4
Operational
Management
IPCA+
Self-Assessment
Who should attend? «Self-education is, I firmly believe, the only kind of
education there is.» Isaac Asimov.
• Multi-functional team (procurement, quality,
supply chain, manufacturing, business This Industrial Process Capability Assessment Plus
development), supported by top management
(IPCA+) training will allow you to analyse and
• Members of multi-functional teams in charge of
preparing or implementing a Call For Tender with assess your company from the inside out.
Airbus or other Tier 1 and 2 companies.
Are you fully in line with International standards
PRE-REQUISITE: Completion of the IPCA+ AWARENESS
and regulations? Do you know exactly what OEMs
eLearning a few weeks days/weeks prior the course expect from their supply chain?
What are the learning objectives? How do YOU measure up against your peers?
• Understand the Industrial Process Capability
Assessment Plus process and content
• Gain in-depth knowledge of Airbus Supplier
Requirements (ASR/GRAMS/GRESS)
• Identify, analyse and anticipate any potential gaps
within your company > METHOD & FORMAT
Classroom, In-House
Course content
> L ANGUAGE
• Use Airbus tools (IPCA+/PCMA) and IAQG tools English
(SSCA/PPDAC) to perform a self-assessment of the
quality, supply chain and supplier management
business processes > D URATION
• Build an action plan to close potential gaps in the 4 days
future.
Objectives, applicability and Policy > M AXIMUM PARTICIPANTS
Assessor qualification process 16 participants
Team organisation and roles
Documentation (poll, agenda, report, etc)
Assessment process
Review of come bricks
Case studies
> P OSSIBLE TRAINING PATH
Mind Over Matter: Lean in Aerospace
5
Operational
Management
Be An
Airbus Supplier
1-day Executive
Who should attend?
Measure the impact on your organisation. Do you have
• Executive or members of the Management team of the tools needed to fulfill your commitments to Airbus
current or future Airbus suppliers without pressurising the workload? What exactly does it
• Executives, CEO, COO, Lean, Quality and Supply
mean to be part of Aerospace Supply Chain?
Chain directors, Senior Business Managers of new or
existing Airbus suppliers
This course will provide the necessary insight into Airbus
• Management of suppliers who plan to answer or have
requirements in a compact and intense session.
recently won an Airbus Call For Tender and wish to
align their company with Airbus requirements
What are the learning objectives?
• Learn about and understand the Airbus Supplier
requirements (ASR/GRAMS/GRESS) and business
requirements applicable to all current or future
Airbus suppliers
• Learn about the long term initiatives put in place by
Airbus in order to develop and support performance > M ETHOD & FORMAT
improvement Classroom/Workshop/In-house
• Identify the key factors for successful implementation
of requirements.
> L ANGUAGE
English/French/Spanish
Course content
• A condensed overview of the Airbus Supplier > D URATION
Requirements (ASR, formally known as GRAMS/ 1 day
GRESS): Quality Assurance, Environment, Risk
Management, Project Management, Industrialization,
Qualification, Series production, Material
> M AXIMUM PARTICIPANTS
management, Sub-tier suppliers management,
30 participants
Deliveries and Customer support
• Concrete activities per requirement in order to fully
understand their importance and the importance of
their implementation.
> P OSSIBLE TRAINING PATH
IPCA+
6
Operational
Management
Be An
Airbus Supplier
Module 1
Who should attend?
• Quality, Supply Chain, Business Development
A seminar providing detailed understanding of the
Airbus Supplier requirements which will allow
suppliers to prepare for and live up to Airbus expectations.
Manager
• Current Tier 1 and sub-tier suppliers to Airbus dealing
with flying and non-flying aircraft related parts linked
to Airframe, Material, Cabin & Cargo, Propulsion and
Equipment & Systems
• Potential suppliers invited to respond to Airbus Call
for Tenders or those already involved in the process
PRE-REQUISITE: Current or potential Airbus Supplier
What are the learning objectives?
• Ensure that your company meets and exceeds
customer, regulation and shareholder expectations
> M ETHOD & FORMAT
Course content Classroom/In-House/Open course
• In-depth analysis of the rules, regulations, QMS
expectations from the 9100 > L ANGUAGE
English/French
• Airbus tools (IPCA+) as well as international
standards (SSCA/PPDAC)
> D URATION
• Assess each main requirement in the framework of a
4 days
Requirement Maturity Matrix
> M AXIMUM PARTICIPANTS
18 participants
> P OSSIBLE TRAINING PATH
Be An Airbus Supplier - Module 2
7
Operational
Management
Be An
Airbus Supplier
Module 2
Who should attend?
• Supplier Development, Quality, Supply Chain
A
Manager. Participants who have already attended seminar providing an overview of the key processes,
‘Be An Airbus Supplier’ (Module 1) or suppliers who
methods and tools used by Airbus to assess, monitor,
have significant knowledge and understanding of the
Airbus Supplier requirements (ASR/GRAMS/GRESS) assist and secure supply chain.
• Employees from Airbus Tier 1 and sub-Tier suppliers
(existing, new) with operational responsibilities for
core topics
PRE-REQUISITE: Participation in Module 1 or
understanding of Airbus Supplier requirements (ASR
/GRAMS/ GRESS). Completed e-learning modules
on IPCA+ Awareness (before the course) and where
relevant, ICSIS (after participation).
What are the learning objectives?
• Gain autonomy in the use of Airbus tools in order to
better prepare for assessment and to manage your
supply chainmore efficiently
> METHOD & FORMAT
• Understand the processes Airbus uses to secure Classroom/In-House/Open course
supply
• Understand what activities Airbus promotes to secure
supply in a sustainable way > L ANGUAGE
• Understand how best to collaborate with Airbus
English
Course content > D URATION
4 days
• Deep dive into Airbus tools (IPCA+, PMCA, LBIP+,
ALMA) to understand Airbus assessment and business
context
> M AXIMUM PARTICIPANTS
14 participants
• Airbus supplier approval/qualification and
surveillance processes
• Airbus supplier industrial capability and capacity
assessment methods (IPCA+, CCP) and also project
management aspects (PMCA)
• How to monitor the supply chain, manage risks,
control supply and develop suppliers
8
Operational
Management
Switch on
APQP
Who should attend?
Especially designed for Management teams;
• Engineering S witch on the Power! Experience a hands-on
workshop where you will be introduced to the APQP
methodology and discover how your organisation can
• Project Managers/Work Package Leaders
• Programme Managers best benefit from this reliable and proven quality enabler.
• Quality Managers
• Business Development Managers
What are the learning objectives?
• Identify and understand key factors that can
strengthen your Quality Mangement System
• Discover and increase your knowledge of Quality
tools
• Learn how to use Quality methods to enhance
customer satisfaction and achieve business success
• Understand how to deploy APQP Methodology
• Understand APQP approach and related processes > METHOD & FORMAT
• Have the ability to carry out assessments of Key Classroom/In-House
Business Deliverables from the Airbus APQP model
> L ANGUAGE
Course content? English
• Presentation of the Quality Standards that drive the
APQP approach (FMEA, MSA, Control Plan…) and the > D URATION
benefits they bring 6 hours
• Hands-on exercise to provide timely practice, > M AXIMUM PARTICIPANTS
implement these quality tools, deepen participant’s 16 participants
understanding and decision making ability
> P OSSIBLE TRAINING PATH
Implementing & Boosting APQP
9
Operational
Management
Implementing &
Boosting APQP
Who should attend?
P lay to win !
• Engineering Project Manager
• Work Package Leader If you work in the A viation , D efence or S pace
• Programme and Quality Manager industry and want to maximize the efficienc y of
• APQP Leader business systems ...
• CTQ Assessor
• Quality Assurance Manager If you want to learn how to achie ve pr oduc t
maturit y at E ntry I nto S er vice ...
PRE-REQUISITE:
• Basic knowledge of Quality tools or Core Tools ( If you need to manage pr oduc t change and
PPS/ Root Cause Analysis, D/PFMEA) optimi se your resour ce s ...
this course is for you !
What are the learning objectives?
• Ensure that participants understand and are capable
of deploying APQP Methodology
• Understand APQP model and related processes
• Carry out assessments of Key Business Deliverables > METHOD & FORMAT
from the Airbus APQP model
Classroom/In-House/Open course
Course content
> L ANGUAGE
• Lead an APQP project from start to finish and English
experience the power and added value of this end-
to-end process > D URATION
• Perform a detailed risk analysis to help you select
the product building block where you need to apply 1 day
APQP
• Identify the right skills and select the Multi- > M AXIMUM PARTICIPANTS
Functional Teams which help ensure the success of 14 participants
your APQP projects
• Learn to determine the Key Business Deliverables
that are critical to the quality of your APQP project
• Learn how to build a robust Quality Plan Timing,
essential pillar of a successful APQP approach
• Acquire the skills of a reliable assessor and learn to
monitor and report progress
> P OSSIBLE TRAINING PATH
On the job coaching
10
19 avenue Léonard de Vinci - 31700 Blagnac - France
+33 (0)5 62 12 11 00
info@airbusiness-academy.comOperational
Management
APQP
Champions
Who should attend?
APQP Leaders need a deep
APQP leaders from;
understanding of the complete
• Supply Chain Quality
• Production Quality
process in order to correcly
• Manufacturing Engineering implement each step. They should be
able to guide and coach their team
PRE-REQUISITE: and hence greatly contribute to
• APQP fundamentals or Video learning of APQP APQP change management across the
practitioner company.
• Notions of quality core tools This training covers the body of
knowledge and tools necessary for
What are the learning objectives?
leaders to be successful.
• Provide a robust foundation for future APQP Leaders
and help to develop their confidence and autonomy
• Gain a deeper understanding of implementation
steps and be able to transfer knowledge to your team
• Align with the APQP international standard and > METHOD & FORMAT
benefit from Airbus lessons learnt Classroom/In-House
• Assess gaps int he implementation plan and define
tailored action plans
> L ANGUAGE
English
Course content
• Participants will present, select and facilitate key > D URATION
APQP deliverables 3-day course upon nomination of APQP
• APQP model and implementation steps overview
leaders
• How to manage a Kick Off session and element
applicability matrix
> M AXIMUM PARTICIPANTS
• How to facilitate and lead workshops such as; 14 participants
Quality Plan Timing workshop, Decision Tree analysis,
Element Applicability Selection
• How to assess KBDs and report on progress
• Finding the appropriate argumentation to explain
and communicate about APQP
11
19 avenue Léonard de Vinci - 31700 Blagnac - France
+33 (0)5 62 12 11 00
info@airbusiness-academy.comOperational
Management
Mind Over
Matter:
Lean in Aerospace
Who should attend?
Tired of constantly hearing about Lean tools,
• Management team methods and restrictions? Imagine lean as a
• Line Managers mindset rather than an obligation!
• Change Agents
It is not enough to simply apply principles, lean must
PRE-REQUISITE: Value Chain & Customer Relationship
become a state-of-mind throughout every level of your
(internal-External);
Quality & Problem Solving; company.
What are the learning objectives? This training will show you the importance of the human
aspect of lean and how adopting a lean mindset can
• Understand the required conditions of processes
increase efficiency and sustainably impact customer value
• 5Ms (Manpower, Machines, Methods, Mother Nature, .
Material) in safety, quality, costs & delivery
• Change the mindset from single point of view
(Quality & Delivery) to an understanding of the
combination of all fundamentals of enablement
> METHOD & FORMAT
• Convince & conduct the change & run the Classroom/In-House
transformation...
> L ANGUAGE
English
Course content
> D URATION
• Pillar Foundations: Normal Conditions, Visual
Management & Reactions 2 days
• Systemic Approach: Increase the capacity & > M AXIMUM PARTICIPANTS
capability, reduce the waste
14 participants
• Efficiency: Deliver the performance expected by the
OEM
> P OSSIBLE TRAINING PATH
Full Speed Ahead: Boosting Lean in Ae-
rospace
12Operational
Management
Full Speed
Ahead:
Boosting Lean in
Aerospace
Who should attend? Now what?
• Multi-functional team & Improvers (Engineering,
Quality, Manufacturing, Supply Chain...) Your team understands the principles and the
methodology and have even changed their way of
PRE-REQUISITE: Lean Principles knowledge thinking...now they have to work together as a multi-
functional team to implement lean best practices...
What are the learning objectives?
...easier said than done?
• Get the most out of previous experience in Lean
methodology and mindset and ensure that all
support functions work together toward solid Lean
implementation
• Support the deployment of Lean best practices
Course content
• My Standard Agenda & routines
> METHOD & FORMAT
Classroom/In-House
• My problems: accident, absenteeism, missing/ Learning by doing
scrapped parts, outstanding work, lack of
polycompetence, inefficient reporting…
• Build my own operating system to address my issues > L ANGUAGE
• Gaming & Learning & In house Real case studies English
• Team working: make the link between the simulation
& my real world…
> D URATION
4 days
> M AXIMUM PARTICIPANTS
14 participants
13Operational
Management
Project
Management
Foundations
Who should attend? Discover the Fundamentals of Project Management based
• People involved in projects - Project Managers, WPL, on PMI® : 5 Process & 10 Domains of skills - working on
PMOs and any stakeholder who needs to understand the Development of a Hydrogen Fuel Cell Sport Car
basic PM processes
What are the learning objectives?
• Reinforce a harmonised/common approach for PM
within your company
• Be able to apply the core PM processes and methods
• Ensure that the PM culture and mind-set for project
success is applied AirBusiness Academy is a PMI Registered Education
Provider (R.E.P)
Course content
• PM knowledge areas and their main processes
• Application of fundamental project management > METHOD & FORMAT
concepts and techniques Classroom/In-House
• Initiate Project - Business Case & Project Charter Learning by doing/case study/group
• Stakeholder Management work
• Plan Project - Project Structures xBS - PMP - Gantt
Chart
• Risk & Opportunity Management > L ANGUAGE
• Execute Project - Pull/Push technics English
• Monitor & Control - Gantt-SCurve - Liar Diagram -
Status & KPI - Review Management
> D URATION
• Close Project - Acceptance - Contracts - Lessons
Learnt 3 days
> M AXIMUM PARTICIPANTS
15 participants
> P OSSIBLE TRAINING PATH
People Make the Difference
TABLE OF CONTENTS
(PMD)
The PMI Registered Education Provider logo are registered marks of
14 the Project Management Institute Inc.Operational
Management
People Make the
Difference (PMD)
Who should attend? Improve the performance of project teams working on
behaviours and human factors
• Project Leaders
• Head of Project Management Operations
• Project Team Members
What are the learning objectives?
• Enhance the performance of project teams
• Enhance the project team/client relationship
AirBusiness Academy is a PMI Registered Education
Provider (R.E.P)
Course content
• Develop the motivation of the team and of each
individual
• Define roles and responsibilities of project team
members > METHOD & FORMAT
Classroom/In-House
• Manage project team members development
through delegation
Learning by doing/role play
• Resolve problems and conflicts as a project team
• Lead effective Management and Progress Review
Meetings > L ANGUAGE
• Understand the client’s objectives English
• Build a communication plan with the project team
and the cliente note > D URATION
3 days
> M AXIMUM PARTICIPANTS
15 participants
> P OSSIBLE TRAINING PATH
PM Advanced
The PMI Registered Education Provider logo are registered marks of
the Project Management Institute Inc.
15Operational
Management
Project
Management
Complete
Who should attend? Combine the best of PM Foundations and People Make the
• Project Leaders Difference Trainings + Cayenne Simulation in a 5-day back-
• Head of Project Management Operations to-back session.
• Project Team Members
What are the learning objectives?
• Implement PM processes, methods and tools from
initiation to the closure of a project
• Understand how your behavioural skills will help
you to enhance the performance of project teams
through effective leadership AirBusiness Academy is a PMI Registered Education
Provider (R.E.P)
Course content
• Initiating; Go/No Go decision
> METHOD & FORMAT
Classroom/In-House
• Human behaviour and recognition
Learning by doing/role play/serious ga-
• Project planning ming
• Team behaviours, delegation, conflict management
and communication
• Time management and Cost management
> L ANGUAGE
• Risk and opportunity management English
• Project documentation management
• Procurement management and human resources
management
> D URATION
• Rules, roles and responsibilities 5 days
• Project Monitoring and control
• Baseline change management
> M AXIMUM PARTICIPANTS
15 participants
• Earned value management
• Project closure
The PMI Registered Education Provider logo are registered marks of
the Project Management Institute Inc.
16Operational
Management
PM Advanced
Who should attend?
Deep Dive in Key PM Topics for Complex Projects
• Project Leaders or PMO involved in Large and
Complex Projects focusing on C ustomer /S upplier R elationship
Management.
PRE-REQUISITE: At least 5 years experience in project
management & having attended «Project Management
Foundations» or similar training
What are the learning objectives?
• Gain more in-depth knowledge on critical PM
processes especially for complex and large projects AirBusiness Academy is a PMI Registered Education
- covering Business Case, Planning, Suppliers Provider (R.E.P)
Management, Earned Value
Course content
• Change Management > METHOD & FORMAT
• Business Case Classroom/In-House
Learning by doing/Role games
• Make Or Buy Policy
• Plan Complex Project - xBS, Gantt, Integrate &
Negociate
• Select Suppliers & Negociate Contracts > L ANGUAGE
English
• Risks & Opportunities Provisions Management
• Manage Supplier - Monitoring & Controlling
• Use Earned Value > D URATION
• Manage Efficient Meetings/Reviews 3 days
• Close - Handover Complex Project
> M AXIMUM PARTICIPANTS
16 participants
The PMI Registered Education Provider logo are registered marks of
the Project Management Institute Inc.
17Operational
Management
Cayenne™
Simulation
Who should attend? Bring out the best of each member of your team with
this highly interactive project management simulation .
Everyone involved in or affected by a project including;
• Head of Project Management Operations
Focusing on teamwork in a fun and competitive
• Project managers, leaders or team members
environement , participants will quickly learn to
• Business executives
anticipate and navigate through the highs and lows of
• Content provider consultants
any project .
• Experts, end-users, support personnel
What are the learning objectives? Help your company learn from mistakes long before
the stakes are high and secure the success of your
• Gain a better understanding of efficient preparation, project .
set-up and monitoring of projects
• Analyse and implement key performance measures
and identify critical success factors.
• Diagnose signs and symptoms of potential problems
and mitigate them.
• Improve decision-making processes in order to create > METHOD & FORMAT
maximum business value. Classroom/In-House
• Increase commitment and engagement of team Learning by doing/Serious Game
members, hence establishing proactive and positive
behaviours
> L ANGUAGE
Course content English
• Simulate a project from beginning to end in a
fun albeit competitive environment. In teams, > D URATION
participants revisit a project in severe difficulty
1 day
to identify the issues, deliver better results and
maximize business value. Teams encounter the
same challenges but each group is free to diagnose > M AXIMUM PARTICIPANTS
signs and symptoms of potential problems and 12 - 30 participants
mitigate them as they deem appropriate using the
limited resources available. Teams will quickly realise
the knock-on effect of their choices, understand
the importance of group-work and effective
communication and make the connection with the
reality of their own company. IN PARTNERSHIP WITH
18Operational
Management
Agile
Into
Practice
Who should attend? This hands-on, interactive training will allow you to
discover for yourself the advantages of adopting an
Everyone involved in or affected by a project including;
• Head of Project Management Operations agile way of working within your team .
• Project managers, leaders or team members
• Business executives
• Content provider consultants
• Experts, end-users, support personnel
What are the learning objectives?
• Implement the fundamentals of the Scrum framework
• Examine the contribution of each role to the project
success
• Acknowledge and discuss the benefits of Agile Scrum
in project Management
• Get a concrete toolbox for an immediate application
on your projects > METHOD & FORMAT
Classroom/In-House
Course content Learning by doing/Role games
• Introduction to Agile Project Management (Agile
Manifesto) > L ANGUAGE
• Introduction to Agile Scrum - planning, governance English
and iterative approach
• Into Practice
> D URATION
Plan and develop user-centric solutions
Values of a self-organised agile team 1 day
Scrum Master and Product Owner
> M AXIMUM PARTICIPANTS
Managing and engaging stakeholders
15 participants
• Grand Design Challenge
Serious gaming
Debriefing
Best practice and toolbox application
• o Learning is focused on best practices a nd
toolbox application
•
•
19Operational
Management
Leading
Transverse
Project Team
Who should attend? « Seize the opportunity to practice and develop your
leadership skills in international projects . Y ou with
• Junior and Senior Project Managers
other team members , will experience a complete project
• Workpackages Leaders
from its start to its end , playing different roles or
cultures and facing different situations »
What are the learning objectives?
• Deal with culture differences
• Influence Stakeholders
• Create and maintain Motivation and Team This course allocates 21 PDU for your
performance PMP® training
• Become Visible and Credible
• Work remote
• Manage difficult project situations
Course content
• Intercultural Management > METHOD & FORMAT
• Select your Project Classroom/In-House
• Run Project KoM Learning by doing/Role play/Gaming
• Build Your projet Team – Motivate Team Members -
Pitch your Project
• Give Visibility – Credibility to your Project > L ANGUAGE
• Engage your Key Stakeholders & Influencing English
Strategies
• Manage Critical Situations
> D URATION
• Working Remote
3 days
• Maintain Team Performance all along your project
• Manage Team Members Motivation- 4 Leadership
styles
> M AXIMUM PARTICIPANTS
15 participants
AirBusiness Academy is a PMI Registered Education
Provider (R.E.P)
20Operational
Management
Develop
Anticipation in
Projects
Who should attend? « Fed up with firefighting for the entire duration of your
projects? Tired of managing hundreds of risks in a VUCA
• Project Leaders, Project Managers, Program Managers,
Project Portfolio Managers world? It’s time to discover the power of adopting a mind-
• Project Teams set of anticipation throughout your projects »
What are the learning objectives?
• Assess personal /team anticipation profile This course allocates 14 PDU for your
• Improve ability to cope with main anticipation PMP® training
pitfalls
• Use newly acquired skills on current projects during
the course.
• Strengthen personal or team anticipation skills
> METHOD & FORMAT
Course content Classroom/In-House
Learning by doing/Role play/Gaming
• Define anticipation from short videos and your
personal experience
• Identify benefits using examples from 3 famous
> L ANGUAGE
companies English
• Experience anticipation pitfalls & enablers, simulating
an improvement project
> D URATION
2 days
• Discover your personal/team anticipation profile
• Experiment the K.I.T.A technique on participant > M AXIMUM PARTICIPANTS
projects 15 participants
• Grow your personal anticipation ability
AirBusiness Academy is a PMI Registered Education
Provider (R.E.P)
21Operational
Management
Mastering
International
Negotiations
Who should attend? « Provides the framework and guidance for the
planning and conduct of successful mutual gain
Anyone involved in:
• Conducting or participating in business negotiations business negotiations in an international context »
• International partnerships
• Managing multi-cultural projects
What are the learning objectives?
• 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
> METHOD & FORMAT
Classroom/In-House/Role play
Course content
> L ANGUAGE
• The negotiation process English
• The Harvard Method “joint problem solving” negotiation
technique
• The Four Quadrant Negotiation Preparation model
> D URATION
• Impact of different cultures in negotiations 3 days
• Personality types and how emotions can impact different
negotiations > M AXIMUM PARTICIPANTS
• The importance of inter-personal contact during the 15 participants
negotiation
• Influencing and effective application of leverage
• Understanding the mindset of your counterpart
• Dealing with difficult negotiation situations and inter-
personal problems
• Role play negotiation exercises and feedback
22Business
Contacts
Stephan Hirsch
Head of Business Development
Phone +33 5 62 12 11 29
Mobile +33 6 22 28 06 68
stephan.hirsch@airbusiness-academy.com
Romain Sohier
Head of Operational Management
Phone +33 5 62 12 11 14
Mobile +33 6 14 04 20 16
Visit our Website romain.sohier@airbusiness-academy.com
www.airbusiness-academy.com
Keep in touch Alice Kontos
Business Development Manager
Phone +33 5 62 12 11 55
@AirBusiness_Ac
Mobile +33 6 25 25 57 71
alice.kontos@airbusiness-academy.com
AirBusiness Academy SAS
AirBusiness Academy Nathan Sananès
Business Development Manager
Phone +33 5 62 12 11 81
Mobile +33 6 14 04 17 24
nathan.sananes@airbusiness-academy.com
2324
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