SGHA-SLA and Effective Negotiation Behaviors (Classroom, 5 days)


About

Learn about the latest updates in the 2018 edition, and how to use the IATA SGHA as a commercial agreement and services description document. This course covers the SGHA section by section, giving you the foundations to write the Annex B and Service Level Agreement (SLA) accurately and effectively. Learn how to enhance cooperation, efficiency and savings in your negotiations through technical training and exercises that replicate today’s global marketplace.

This course is available at IATA Training Centers and Regional Training Partner locations, and on-demand as in-house training.

Course code: TAPP-32

Course format

  • This classroom course provides 5 days (40 hours) of instruction delivered by an official IATA Instructor.
  • Student performance will be based on an assessment

Prerequisites

  • Participants should have prior knowledge of Ground Handling Business and Operations
  • Recommended level is Intermediate and Advanced
  • The recommended level of language proficiency is ICAO Operational Level 4 for courses in English or the equivalent level for other languages.

How to register

Next class

SGHA-SLA and Effective Negotiation Behaviors (Classroom, 5 days)

Switzerland, Geneva (IATA)
17 - 21 February, 2020
All prices are before tax. Class no: 109939 English
Dev. Nations
USD 1,925
Member
USD 2,475
Regular
USD 2,750
Register
Seats selling fast

8 additional classes are scheduled

SGHA-SLA and Effective Negotiation Behaviors (Classroom, 5 days)

Singapore, Singapore (IATA)
9 - 13 March, 2020
All prices are before tax. Class no: 109943 English
Dev. Nations
USD 1,925
Member
USD 2,475
Regular
USD 2,750
Register
Seats selling fast

SGHA-SLA and Effective Negotiation Behaviors (Classroom, 5 days)

Turkey, Istanbul (TKAA-RTP)
13 - 17 April, 2020
Register before 23 Mar, 2020 for a USD100 discount
Please register by 23 Mar
All prices are before tax. Class no: 117280 English
Dev. Nations
USD 1,925
Member
USD 2,475
Regular
USD 2,750

This class is offered in cooperation with Turkish Airlines Aviation Academy. The regional price applies to residents of Turkey.

Register on TAA website

For information and to register, please contact:

Turkish Airlines Aviation Academy
Ataturk Airport; Gate B 34149 Yesilkoy
Istanbul, Turkey
E-mail: tkaaiatatrainings@thy.com
Phone: +90 (212) 463 63 63 - 12360 - 14257 - 13101

Benefit from the Early Bird discount of 20% if you register 3 months prior to the course start date or USD100 if you register 3 weeks prior to the course start date.

SGHA-SLA and Effective Negotiation Behaviors (Classroom, 5 days)

Mexico, Mexico City (IATA-IGHC)
20 - 22 May, 2020
Register before 20 Feb, 2020 for a 20% discount
Please register by 29 Apr
All prices are before tax. Class no: 103669 English
Dev. Nations
USD 1,925
Member
USD 2,475
Regular
USD 2,750

This course is offered at the end of IGHC conference, at the same venue, Hilton Mexico City Reforma. It is a special version of the full course, excluding the Effective Negotiations Behavior modules. Course will start on the 20th of May 14:00 and will be completed on the 22nd of May 17:00.

A discounted price per Participant is 40%-off standard price (plus applicable taxes). Please use the code SGHA-MEX when registering to benefit from the discounted price.

SGHA-SLA and Effective Negotiation Behaviors (Classroom, 5 days)

China, Beijing (IATA)
15 - 19 June, 2020
Register before 17 Mar, 2020 for a 20% discount
Please register by 25 May
All prices are before tax. Class no: 109942 English
Dev. Nations
USD 1,925
Member
USD 2,475
Regular
USD 2,750

Please note that prices DO NOT include the 6% Chinese VAT. The VAT must be paid additionally if applicable to your registration.

Beijing Training Center Information

SGHA-SLA and Effective Negotiation Behaviors (Classroom, 5 days)

United Kingdom, London (IATA)
29 June - 3 July, 2020
Register before 31 Mar, 2020 for a 20% discount
Please register by 08 Jun
All prices are before tax. Class no: 109944 English
Dev. Nations
USD 1,925
Member
USD 2,475
Regular
USD 2,750
Register
Seats selling fast

SGHA-SLA and Effective Negotiation Behaviors (Classroom, 5 days)

Hong Kong SAR, China (IATA)
14 - 18 September, 2020
Register before 16 Jun, 2020 for a 20% discount
Please register by 24 Aug
All prices are before tax. Class no: 109941 English
Dev. Nations
USD 1,925
Member
USD 2,475
Regular
USD 2,750

SGHA-SLA and Effective Negotiation Behaviors (Classroom, 5 days)

Canada, Montreal (IATA, ACCET Accredited)
28 September - 2 October, 2020
Register before 30 Jun, 2020 for a 20% discount
Please register by 07 Sep
All prices are before tax. Class no: 109945 English
Dev. Nations
USD 1,925
Member
USD 2,475
Regular
USD 2,750

Accett

The IATA Training Center in Montreal is ACCET Accredited


The Canadian authorities have announced that starting March 15, 2016, visa-exempt foreign nationals who fly to or transit through Canada will need an Electronic Travel Authorization (eTA). Exceptions include U.S. citizens and travelers with a valid visa. Do you need an eTA? Find out here.

To apply simply click here (a CAD 7 fee applies) for your upcoming trip.

Please note that travelers or arrangers are responsible to request their visas through varying designated channels (consulates and/ or third party companies) in due time.

A regional course fee (15% discount) is applied to course participants residing in Canada who attend classes at the Montreal Training Center. To claim the discount, enter YMQ-LOCAL in the promotional code field during your registration. The discount will be deducted automatically from the course price.

These regional discounts will be applied in addition to any qualifying early bird promotion.

As per the detailed procedure on our tax page, non-canadian residents do not pay sales taxes if they advise us prior to their purchase.

Montreal Training Center information

SGHA-SLA and Effective Negotiation Behaviors (Classroom, 5 days)

Switzerland, Geneva (IATA)
23 - 27 November, 2020
Register before 25 Aug, 2020 for a 20% discount
Please register by 02 Nov
All prices are before tax. Class no: 109940 English
Dev. Nations
USD 1,925
Member
USD 2,475
Regular
USD 2,750

What you will learn

Upon completing this course you will be able to:

  • Identify the differences between 2013 and 2018 versions
  • Analyze the articles in the main agreement to identify the opportunities and risks
  • the services and descriptions of the Sections in Annex A
  • Derive and write a proper Annex B, reflecting the business and operational requirements
  • Set achievable and meaningful targets in the SLA, using the new template, enhancing safety and service quality through commonly agreed targets
  • Make the best use of time in negotiations, meeting the target with the minimum possible effort and time investment
  • Improve cooperation in your negotiations by recognizing your counterpart’s objectives

Course content

  • Changes in 2018 version compared to 2013 version
  • Standard Ground Handling Agreement
    • History and legal framework of the SGHA
    • Versions overview: 1993 - 2013
    • Liability, as in Article 8 of the main agreement
    • Article 11 of the Main Agreement
    • Operations safety
    • Duration and termination terms
    • Review of Annex A and B
    • Interpretation of all sections and paragraphs
  • Service Level Agreement
    • Principles of the SLA
    • Linking SLA to SGHA
    • Operational needs reflection on Targets
    • Bonus schemes
    • The SLA and aviation safety
    • Measuring and monitoring of SLA performance
  • Business-to-Business negotiations
    • Negotiations: achieving more with less effort
    • Business-to-business relations
    • Cultural differences and opportunities

Download the Outline

Activities

  • Case studies
  • Exercises

Who should attend

This course is recommended for:

  • Airline and GSP Buyers, Sellers, and Contract Managers
  • Commercial, Agreement performance, and Service quality managers
  • Station managers
  • Legal counsel

Certificate awarded

An IATA Certificate of Attendance is awarded to participants who successfully complete the workshop.

Additional content

Testimonial

Ludwig Dorfmeier, Director - Contract Air, Middle East and Africa, DHL Aviation EEMEA
With a B.Sc. in Aviation Management, an MBA, and 15 years of flight operations experience behind me, I wanted to refresh my knowledge - this time with a focus on ground operations. I researched several executive-level programs but chose IATA’s Ground Operations Diploma program for its reputation and convenient course schedule. The SGHA-SLA & Effective Negotiation Behaviors workshop was a great introduction to IATA’s courses and approach to ground operations training. I work with SGHAs - mainly wet and dry lease agreements – daily, and this practical course has helped me utilize the manual to its fullest and formulate solutions to issues when they arise on the ramp. Thanks to a lot of practice opportunities provided during the course, I also feel more confident when generating agreements with our established pool of operators.

Theory is great, but it’s the experience the instructors and other participants bring to the classroom I find most beneficial. I recently took a course with a group of CAA and Airport Authority representatives from Nigeria, a country in which DHL operates. It was a valuable opportunity to meet some of the people I work with and see how we might increase our cooperation on common issues. My colleagues are now very aware of my training history with IATA, and I recommend IATA courses to those interested in furthering their aviation careers. I strongly believe IATA courses and diplomas are useful at all career levels, increasing the credibility of both the individuals and their companies.

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