SGHA-SLA and Effective Negotiation Behaviors

5-day (40 hours) classroom course

Learn about the latest updates 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.

Course code: GOC026VEEN02

Course format

• This classroom course provides 5 days (40 hours) of instruction delivered by an official IATA Instructor.
• Take this course at an IATA Training Centers and Regional Training Partner locations, and on-demand as in-house training.
• 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

• When you click the Register button, you will be directed to log in to your Training Account.
• Register early and save up to 25% at our Training Centers! Please read the Terms and Conditions for the early bird discount.

In-house training

To arrange in-house training for your company, please complete the in-house training request form or contact the Training Specialist in your region.

Upon completing this course, you will be able to:

• Identify the differences between 2018 and 2023 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

The key topics that are covered during this course include:

• Changes in 2023 version compared to 2018 version
• Standard Ground Handling Agreement
• Service Level Agreement
• Business-to-Business negotiations

Activities

• Case studies
• Exercises

This course is recommended for:

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

An IATA Certificate of Completion is awarded to participants obtaining a grade of 70% or higher on an assessment. A special distinction is awarded to participants obtaining a grade of 90% or higher.