SGHA-SLA and Effective Negotiation Behaviors (classroom)

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Did you know that in the past 5 years, 921 participants from 106 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)
3 - 7 February, 2025
Register before Jan 13, 2025 to take advantage of the USD100 Early Bird discount. The price below includes this discount.
Please register by 13 Jan
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 230271
English
USD 1,975
USD 2,570
Regular
USD 2,870

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.

Register
Seats selling fast

SGHA-SLA and Effective Negotiation Behaviors (classroom)

Singapore, Singapore (IATA)
17 - 21 March, 2025
Register before Feb 24, 2025 to take advantage of the USD100 Early Bird discount. The price below includes this discount.
Please register by 24 Feb
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 230633
English
USD 1,975
USD 2,570
Regular
USD 2,870

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)

Kenya, Nairobi (IGHC-IATA)
15 - 17 May, 2025
Register before Feb 15, 2025 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 24 Apr
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 239307
English
USD 1,660
USD 2,136
Regular
USD 2,376

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 15th of May at 14:00 and will be completed on the 17th of May at 17:00.

Use discount code IGHCSGHA30 for a discounted price 30%-off standard price (plus applicable taxes) (These fees apply solely to participation in this training)

SGHA-SLA and Effective Negotiation Behaviors (classroom)

China, Beijing (IATA)
30 June - 4 July, 2025
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
Please register by 09 Jun
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 229473
English
USD 1,556
USD 2,003
Regular
USD 2,228

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)

Canada, Montreal (IATA, ACCET Accredited)
7 - 11 July, 2025
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
Please register by 16 Jun
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 229550
English
USD 1,556
USD 2,003
Regular
USD 2,228

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.

Accett

Please check if you are eligible to travel to Canada before you complete your registration.

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)

Singapore, Singapore (IATA)
22 - 26 September, 2025
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
Please register by 01 Sep
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 230634
English
USD 1,556
USD 2,003
Regular
USD 2,228

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)

Switzerland, Geneva (IATA)
10 - 14 November, 2025
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
Please register by 20 Oct
Find out more about our Early Bird Terms.
All prices are before tax and include applicable discounts.
Class no: 230272
English
USD 1,556
USD 2,003
Regular
USD 2,228

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 my recent involvement in handling SGHA and SLA, I believe this course has significantly improved my confidence and understanding of their structure and implementation.

- Danai Vasilopoulou , June 24, 2024

Our job involves reviewing SGHA and SLA agreements, and this course gave me the knowledge to do so effectively.

- Ray Vincent Beleno , June 10, 2024

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