SGHA-SLA and Effective Negotiation Behaviors (Classroom)

Some of these topics are also explored in the following virtual classroom course:

Did you know that in the past 5 years, 782 participants from 101 countries have taken this course with IATA?


The 2018 version is the latest Standard Ground Handling Agreement (SGHA). 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.

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

Download the Outline

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


  • 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)

Singapore, Singapore (IATA)
6 - 10 September, 2021
Register before 16 Aug, 2021 to take advantage of the USD100 Early Bird discount. The price below includes this discount.
Please register by 16 Aug
All prices are before tax. Class no: 133031 English
Dev. Nations
USD 1,825
USD 2,375
USD 2,650

2 additional classes are scheduled

SGHA-SLA and Effective Negotiation Behaviors (Classroom)

United States, Miami (IATA, ACCET Accredited)
25 - 29 October, 2021
Register before 04 Oct, 2021 to take advantage of the USD100 Early Bird discount. The price below includes this discount.
Please register by 04 Oct
All prices are before tax. Class no: 132671 English
Dev. Nations
USD 1,825
USD 2,375
USD 2,650


The IATA Training Center in Miami is ACCET Accredited

A regional course discount (up to 10% discount) is available for classroom courses at IATA Training Centers in the Americas (excluding Canada).

To claim the discount, enter 'LatAmTraining' in the promotional code field during your registration. The discount will be deducted automatically from the course price. This discount will be applied in addition to any qualifying early bird promotion.

Miami Training Center Information

SGHA-SLA and Effective Negotiation Behaviors (Classroom)

Switzerland, Geneva (IATA)
8 - 12 November, 2021
Register before 08 Aug, 2021 to take advantage of the 20% Early Bird discount. The price below includes this discount.
Please register by 18 Oct
All prices are before tax. Class no: 132856 English
Dev. Nations
USD 1,540
USD 1,980
USD 2,200

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


  • 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 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.

Additional content


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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