Management Forum courses now available at IPI Academy - visit IPI for an updated experience and a broader selection of courses and subjects

Drafting and Negotiating International Agency and Distribution Agreements Training Course

Proactively manage the legal and commercial considerations essential for securing a successful international agreement.
*INCLUDES: Practical and interactive exercises*

1-2 Dec 2022

Book now


Course overview

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

This event is not jurisdiction specific and is ideal for those working in international practice.

Why you should attend

This two-day seminar will give practical advice on the legal considerations and commercial concerns essential for securing a successful and sustainable international deal.

Day one provides a comprehensive overview of the main international legal instruments governing international contracts, the sale of goods, trade terms, documentary sale and letter of credit. Cross-jurisdictional concerns will be explored generally and, in particular, the allocation of jurisdiction, choice of law, and the recognition and enforcement of judgments. The programme will look at the new Brussels Regulation (in force from 2015), the Hague Convention 2005 (in force from 2015), Incoterms® 2010 and 2020, and the UCP 600 (Uniform Customs and Practice for Documentary Credits).

Day two provides delegates with the requisite knowledge and skills that they need to negotiate and draft international commercial deals generally, and specifically sales, distribution and agency agreements.

By the end of this seminar, delegates should be properly equipped with the essential skill-base and substantive legal and business knowledge needed in order to effectively advise on, negotiate and draft cross-border commercial agreements.

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?

All those who need to gain knowledge and experience of cross-border commercial agreements including:

  • In-house lawyers
  • Private practice legal advisers
  • Commercial managers
  • Contracts managers
  • Business development managers


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
    • Hague Convention 2019 on recognition of enforcement of foreign judgments in civil or commercial matters

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)

Practical exercise: Choice of law

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

Practical exercise: Convention on Contracts for the International Sale of Goods

Trade terms, documentary sales and trade finance

  • Introduction
  • Incoterms® 2010 and 2020
  • Documentary sales and bills of lading
  • Letters of credit and the UCP 600

Distribution agreements

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

Practical workshop: Drafting and negotiation – part 1

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
  • Checklist of general provisions

Practical workshop: Drafting and negotiation – part 2


Michala Meiselles (More...)

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

Book now

NEW higher discounts for booking multiple places - bring your colleagues to make your training budget go further:

  • 30% off the 2nd delegate
  • 40% off the 3rd delegate
  • 50% off the 4th delegate
1-2 Dec 2022
Live webinar
UK (London)
1-2 Dec 2022
Live webinar
UK (London)
GBP 1,099 899
EUR 1,579 1,299
USD 1,786 1,474
Until 27 Oct*
Enrol now
to attend
Live webinar

Please note: this event is being organised by our training partner Falconbury; clicking Enrol will take you to to complete your purchase.

Learn more about our face-to-face and webinar training formats.

* Note the early booking discount cannot be combined with any other offers or promotional code. As such, discounts for the 2nd/3rd/4th attendees are based on the full price of the course. Please contact us for pricing if you wish to send more than 4 delegates.

Continuing professional development

This course qualifies for 12 hours for your CPD records.
More about CPD

Customised in-house training

We can customise this course to meet the requirements of your organisation and deliver it at your location and/or online.

Contact us

You may also be interested in

Previous customers include...

  • A&L Goodbody
  • Astana International Financial Centre Authority
  • Beth- El Zikhron Yaaqov Industries Ltd.
  • Bial - Portela CA, S.A.
  • Boehringer-Ingelheim RCV GmbH & Co KG
  • Chevron Munaigas Inc
  • Dragerwerk AG & Co KGaA
  • Grifols Worldwide Operations
  • HR Europe BV
  • Medicines for Malaria Venture
  • O-I Europe Sarl
  • Octagon Professionals
  • Research and Markets
  • ROSEN Swiss AG
  • Sasol South Africa Limited
  • Seah
  • Sollers PJSC

Michala Meiselles is an experienced presenter with strong knowledge of both theoretical and practical aspects of the subject. Her presentation was effective, easy-going and enjoyable. The course provided a very good overview that covered a broad spectrum of issues.

Victor Khvesenya, Chief Legal Officer, Sollers PJSC, Nov 19

The content, presentation and speaker are good.

Zaure Yespayeva, Senior Associate , Astana International Financial Centre Authority , Nov 18

The speaker was excellent and I particularly liked the interactive session, diverse group and real-world examples.

Alexandra Steindl, Senior Legal Counsel, Boehringer-Ingelheim RCV GmbH & Co KG, Nov 18

Very well organised and the speaker was very professional and friendly.

Katarina De Jonge, Contracts Officer, European Space Agency , Nov 18


Nalufa Hoosen, Legal Advisor, Sasol South Africa Limited, Nov 18