Skip Ribbon Commands
Skip to main content

SGHA-SLA and Effective Negotiation Behaviors Workshop

Learn about the latest updates and how to use the IATA SGHA as a commercial agreement and services description document.

This course covers the IATA Standard Ground Handling Agreement section by section, giving you the foundations to write the Annex B and Service Level Agreement 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 availability

There are currently no scheduled classes. Check back later for updates or contact us to arrange a class in your company.

QRT course fee

CNS Members $1,200.00
Non Members $1,200.00

What you will learn

Upon completing this course you will be able to:

  • Identify the differences between 2008 and 2013 versions
  • Analyze the articles in the main agreement to identify the opportunities and risks
  • Understand 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, enhancing safety and service quality through commonly agreed standards
  • 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

Who should attend

This course is recommended for:

  • Airline and GSP buyers, sellers, and contract managers
  • Commercial managers
  • Legal counsel
  • Station managers

Course content

Changes in 2013 version compared to 2008 version

Standard Ground Handling Agreement (SGHA)

  • History and legal framework of the SGHA
  • Versions overview: 1993 - 2008
  • 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 (SLA)

  • Principles of the SLA
  • Contractual requirements
  • Targets based on operational needs
  • 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

Course activities

  • Case studies
  • Exercises