Drafting and Negotiating International Agency and Distribution Agreements

Proactively manage the legal and commercial considerations essential for securing a successful international agreement

7-8 Nov 2019

& 4-5 Jun 2020 , 12-13 Nov 2020

GBP 1,299
EUR 1,819
USD 2,026

Book now

Course overview

This two-day interactive course is targeted at those who draft, negotiate and advise on international commercial agreements, and cross-border transactions. This course reviews the sale of goods, the appointment of distributors and agents, as well as the licensing of intellectual property rights within the context of an international contract.

This seminar is not jurisdiction specific, and is as such ideal for individuals working in international practice.

This intensive and interactive training programme will develop your skills to:
  • Be aware of the legal and commercial considerations for a successful international deal
  • Understand the main legal instruments governing international contracts
  • Explore the allocation of jurisdiction, and the choice of law in a cross-border dispute
  • Evaluate the dispute resolution mechanisms available to resolve disputes in a sustainable manner
  • Use best practice techniques to successfully negotiate your contracts
  • Examine key types of international commercial agreements
  • Assess the strategic considerations associated with international commercial agreements
  • Plan in order to better negotiate a value-added deal

Who should attend?

Those with little or no experience of cross-border commercial agreements including:

  • Solicitors
  • In-house counsel
  • Trainee solicitors
  • Attorneys
  • Lawyers
  • Commercial and contract managers
  • Directors
  • Sales personnel
  • Operational managers
  • Business development managers

Programme - day one

International contractual disputes

  • A review of the international instruments governing cross- jurisdictional matters
  • Alternative dispute resolution
    • Mechanisms available and their pros and cons
  • Arbitration agreements
    • New York Convention
  • Jurisdiction and recognition and enforcement of foreign judgments
    • Brussels Regulation (Regulation (EU) No 1215/2012 of the European Parliament and of the Council of 12 December 2012 on jurisdiction and the recognition and enforcement of judgments in civil and commercial matters)
    • Hague Convention of 30 June 2005 on Choice of Court Agreements

Choice of law

  • Rome I (Regulation (EC) No 593/2008 of the European Parliament and the Council of 17 June 2008 on the law applicable to contractual obligations)

International contract law

  • Key instruments governing international contracts (binding and non-binding)
  • Choice of law in international contracts
  • United Nations’ Convention on Contracts for the International Sales of Goods 1980 (CISG)
    • Applicability and exclusions
    • Formation of a contract
    • Responsibilities of seller and buyer
    • Remedies of seller and buyer
    • Excuses for non-performance

Trade terms, documentary sales and trade finance

  • Introduction
  • Incoterms® 2010
  • Documentary sales and bills of lading
  • Letters of credit and the UCP 600

Programme - day two

Distribution agreements

  • Choosing between an agent and a distributor
  • The key differences between the two relationships
  • Regulation of distribution agreements (DCFR and EU competition law relevant to distribution agreements)
  • Key terms in distribution agreements: exclusivity, term, licences, verification and termination


  • Drafting and negotiation

Agency agreements

  • Agency arrangements: when and why
  • Common types of agency relationships
  • Concerns of principal and of agent
  • Legal regulation of the agency relationship
    • Directive 86/653/EEC on self-employed commercial agents
    • Commercial Agents (Council Directive) Regulations 1993 (SI 1993, No 3053 as amended)
    • EU competition law

Agency agreements: key terms

  • Appointment
  • Exclusivity
  • Term
  • Payment
  • Performance obligations • Targets
  • IPR protection
  • Termination
  • Indemnity
  • Compensation


  • Drafting and negotiation

Summary and final questions


Michala Meiselles

Michala Meiselles is a solicitor in England and Wales specialising in international business law, cross-border transactions and compliance. She has been working as a lawyer since 1994 and qualified as a solicitor in 1999. Starting off her career at Berrymans Lace Mawer, she has since worked in private practice and as in-house legal counsel for local government. Over a decade ago, Michala created her own dedicated consultancy firm, which she presently directs, providing business and legal solutions to multinationals, public sector entities and international organisations. In her work as a solicitor and international lawyer (operating in England, France, Canada and the US), she advises on compliance (inter alia anti-bribery and corruption, anti-money laundering and sanctions), trade finance, import and export, licensing, distribution, agency and foreign direct investment.
Michala is also a senior law lecturer at Derby Law School, where she teaches undergraduate and postgraduate law, and a visiting professor of law at Université Jean Moulin (France) and the Law School of University of Western Ontario (Western Law).
She is author of a book entitled ‘International Commercial Agreements – An Edinburgh Law Guide’ published by Edinburgh University Press (2013) and has published several articles. She is presently writing a book on international licences covering technology transfer agreements, competition law and cross-border dispute resolution for Oxford University Press.

Book now

7-8 Nov 2019
7-8 Nov 2019 Rembrandt Hotel, London GBP 1,299.00
EUR 1,819.00
USD 2,026.00
+ VAT @ 20.00%
Enrol now
Limited places

Please note: this event is being organised by our training partner Falconbury; clicking Enrol will take you to falconbury.co.uk to complete your purchase.
4-5 Jun 2020
4-5 Jun 2020 Cavendish Hotel, London GBP 1,299.00
EUR 1,819.00
USD 2,026.00
+ VAT @ 20.00%
Enrol now
Please note: this event is being organised by our training partner Falconbury; clicking Enrol will take you to falconbury.co.uk to complete your purchase.
12-13 Nov 2020
12-13 Nov 2020 Venue not yet confirmed GBP 1,299.00
EUR 1,819.00
USD 2,026.00
+ VAT @ 20.00%
Enrol now
Please note: this event is being organised by our training partner Falconbury; clicking Enrol will take you to falconbury.co.uk to complete your purchase.

Previous customers include...

  • A&L Goodbody
  • Astana International Financial Centre Authority
  • Boehringer-Ingelheim RCV GmbH & Co KG
  • Chevron Munaigas Inc
  • Dragerwerk AG & Co KGaA
  • Norbrook Laboratories Limited
  • Octagon Professionals
  • Research and Markets
  • Sasol South Africa Limited
  • Seah

Very well organised...covering all aspects of the subject, speaker very professional and friendly

Katarina De Jonge, Contracts Officer, European Space Agency

The speaker was excellent, focus on distribution/agency agreements also on day 1 would be good.

Alexandra Steindl, Senior Legal Counsel, Boehringer-Ingelheim RCV GmbH & Co KG


Nalufa Hoosen, Legal Advisor, Sasol South Africa Limited

The content, presentation and speaker are good.

Zaure Yespayeva, Senior Associate , Astana International Financial Centre Authority