SGHA-SLA and Effective Negotiation Behaviors (classroom)

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CLASSROOM

You can also take this course online in a LIVE virtual classroom setting: Take a look at the LIVE VIRTUAL CLASSROOM schedule

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

About the course

5-day (40 hours) classroom course

IATA SGHA-SLA and Effective Negotiation Behaviors aviation training course

The 2023 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.

Download the Outline

Course code: TAPP-32

Course format

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

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.

Next class

SGHA-SLA and Effective Negotiation Behaviors (classroom)

Switzerland, Geneva (IATA)
20 - 24 February, 2023
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 172242
English
USD 1,925
USD 2,475
Regular
USD 2,750
Register
Seats selling fast

6 additional classes are scheduled

SGHA-SLA and Effective Negotiation Behaviors (classroom)

United Arab Emirates, Abu Dhabi (IGHC-IATA)
18 - 20 May, 2023
Register before 15 Feb, 2023 to take advantage of the 20% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply.
Please register by 27 Apr
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 182806
English
USD 1,540
USD 1,980
Regular
USD 2,200

This course is offered at the end of IGHC conference, at the same venue. It is a special version of the full course, excluding the Effective Negotiations Behavior modules. Class will start on the 18th of May at 14:00 and will be completed on the 20th of May at 17:00.

Use discount code IGHCSGHA30 for a discounted price 30%-off standard price (plus applicable taxes).

SGHA-SLA and Effective Negotiation Behaviors (classroom)

Spain, Madrid (IATA)
5 - 9 June, 2023
Register before 05 Mar, 2023 to take advantage of the 20% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply.
Please register by 15 May
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 171914
English
USD 1,540
USD 1,980
Regular
USD 2,200

SGHA-SLA and Effective Negotiation Behaviors (classroom)

China, Beijing (IATA)
3 - 7 July, 2023
Register before 02 Apr, 2023 to take advantage of the 20% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply.
Please register by 12 Jun
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 171803
English
USD 1,540
USD 1,980
Regular
USD 2,200

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)

United States, Miami (IATA, ACCET Accredited)
10 - 14 July, 2023
Register before 09 Apr, 2023 to take advantage of the 20% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply.
Please register by 19 Jun
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 172087
English
USD 1,540
USD 1,980
Regular
USD 2,200

Accett

The IATA Training Center in Miami is ACCET Accredited

Miami Training Center Information

SGHA-SLA and Effective Negotiation Behaviors (classroom)

Singapore, Singapore (IATA)
9 - 13 October, 2023
Register before 09 Jul, 2023 to take advantage of the 20% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply.
Please register by 18 Sep
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 172561
English
USD 1,540
USD 1,980
Regular
USD 2,200

SGHA-SLA and Effective Negotiation Behaviors (classroom)

Switzerland, Geneva (IATA)
20 - 24 November, 2023
Register before 20 Aug, 2023 to take advantage of the 20% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply.
Please register by 30 Oct
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 172243
English
USD 1,540
USD 1,980
Regular
USD 2,200

What you will learn

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

Course content

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

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.

Testimonials

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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