SGHA-SLA and Effective Negotiation Behaviors (classroom)

Did you know that in the past 5 years, 1229 participants from 94 countries have taken this course with IATA?

About the course

5-day (40 hours) classroom 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.

Course code: TAPP-32

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.

Next class

SGHA-SLA and Effective Negotiation Behaviors (classroom)

Register before Oct 21, 2024 to take advantage of the USD100 Early Bird discount. The price below includes this discount.

Find out more about our Early Bird Terms. All prices are before tax and include applicable discounts. Class no: 201444 English

Find out more about our IATA Training Center in Geneva, including details about the Training Center, a map to help you find it, and a schedule of all the upcoming courses being held in Geneva.

SGHA-SLA and Effective Negotiation Behaviors (classroom)

Register before Nov 11, 2024 to take advantage of the USD100 Early Bird discount. The price below includes this discount.

Find out more about our Early Bird Terms. All prices are before tax and include applicable discounts. Class no: 229290 English

Find out more about our IATA Training Center in Abu Dhabi, including details about the Training Center, a map to help you find it, and a schedule of all the upcoming courses being held in Abu Dhabi.

SGHA-SLA and Effective Negotiation Behaviors (classroom)

Register before Nov 03, 2024 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

Find out more about our Early Bird Terms. All prices are before tax and include applicable discounts. Class no: 230271 English

Find out more about our IATA Training Center in Geneva, including details about the Training Center, a map to help you find it, and a schedule of all the upcoming courses being held in Geneva.

SGHA-SLA and Effective Negotiation Behaviors (classroom)

Register before Sep 17, 2024 to take advantage of the 25% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply

Find out more about our Early Bird Terms. All prices are before tax and include applicable discounts. Class no: 230633 English

Find out more about our IATA Training Center in Singapore, including details about the Training Center, a map to help you find it, and a schedule of all the upcoming courses being held in Singapore.

SGHA-SLA and Effective Negotiation Behaviors (classroom)

Register before Dec 30, 2024 to take advantage of the 25% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply

Find out more about our Early Bird Terms. All prices are before tax and include applicable discounts. Class no: 229473 English

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

Find out more about our IATA Training Center in Beijing, including details about the Training Center, a map to help you find it, and a schedule of all the upcoming courses being held in Beijing.

SGHA-SLA and Effective Negotiation Behaviors (classroom)

Register before Jan 07, 2025 to take advantage of the 25% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply

Find out more about our Early Bird Terms. All prices are before tax and include applicable discounts. Class no: 229550 English

Find out more about our ACCET Accredited IATA Training Center in Montreal, including details about the Training Center, a map to help you find it, and a schedule of all the upcoming courses being held in Montreal.

Visas
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? Apply for your eTA (a CAD 7 fee applies). Please note that travelers or if you are booking for someone else, are responsible to request their visas through varying designated channels (consulates and/ or third party companies) in due time.

Discounts
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.

Taxes
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.

SGHA-SLA and Effective Negotiation Behaviors (classroom)

Register before Mar 22, 2025 to take advantage of the 25% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply

Find out more about our Early Bird Terms. All prices are before tax and include applicable discounts. Class no: 230634 English

Find out more about our IATA Training Center in Singapore, including details about the Training Center, a map to help you find it, and a schedule of all the upcoming courses being held in Singapore.

SGHA-SLA and Effective Negotiation Behaviors (classroom)

Register before May 10, 2025 to take advantage of the 25% Early Bird discount (only for payment by credit card or ICH)*. The price below includes this discount. *Terms apply

Find out more about our Early Bird Terms. All prices are before tax and include applicable discounts. Class no: 230272 English

Find out more about our IATA Training Center in Geneva, including details about the Training Center, a map to help you find it, and a schedule of all the upcoming courses being held in Geneva.

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.

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.

- Ludwig Dorfmeier , Director - Contract Air, Middle East and Africa, DHL Aviation EEMEA , December 01, 2023