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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*

★★★★★ "Michela was very positive and enthusiastic. I found the candidate interaction very interesting and t... more (6)"

23-24 July 2024
+ 13-14 November 2024 »

from £999

Need help?  Enrol or reserve

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 these agreements.

These agreements are used by businesses to expand market reach, enter new territories and efficiently and effectively manage sales and distribution channels. This two-day seminar gives 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, specifically the allocation of jurisdiction, choice of law, and the recognition and enforcement of judgments.

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. Bribery concerns will be explored alongside competition law concerns with specific attention given to the 2022 block exemption governing vertical restraints.[1]

The expert trainer uses practical exercises and case studies to help embed the learning and build essential knowledge in this complex area. Delegates will gain insights to be able to create successful business collaborations and encourage business growth through these agreements. There will be ample time to ask your specific questions and to get practical solutions to take back to your workplace. 

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

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

[1] Commission Regulation (EU) 2022/720 of 10 May 2022 on the application of Article 101(3) of the TFEU to categories of vertical agreements and concerted practices.

This training course is part of our Commercial Contracts Training Course collection which has been designed for the in-house lawyer.

Why you should attend

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 agency and distribution contracts
  • Examine key types of international commercial agreements
  • Assess the strategic considerations associated with international commercial agreements, and agency and distribution agreements specifically
  • Plan to better negotiate a value-added deal

Who should attend?

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

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

Enrol or reserve

The Drafting and Negotiating International Agency and Distribution Agreements course will cover:

International contractual disputes

  • 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 2012on 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® 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

Competition law

  • Which arrangements fall foul of EU competition law?
  • How to draft agreements to ensure that the clauses are compliant with EU competition law
  • Individual and block exemptions
  • Vertical restraints block exemption regulation[2]

[2] Commission Regulation (EU) 2022/720 of 10 May 2022 on the application of Article 101(3) of the TFEU to categories of vertical agreements and concerted practices.

Practical exercise: Competition law and distribution agreements

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

Enrol or reserve

Michala Meiselles
Rubicon (UK) Limited

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.

More details

NEW higher discounts for multiple bookings - 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*

Please contact us for pricing if you are interested in booking 5 or more delegates

23-24 July 2024

Live online

09:30-17:00 UK (London) (UTC+01)
10:30-18:00 Paris (UTC+02)
04:30-12:00 New York (UTC-04)
Course code 14189

  • GBP 999 1,199
  • EUR 1,439 1,719
  • USD 1,647 1,959

Until 18 Jun

View basket 

Not ready to book yet?

for 7 days, no obligation

13-14 November 2024

Live online

09:30-17:00 UK (London) (UTC+00)
10:30-18:00 Paris (UTC+01)
04:30-12:00 New York (UTC-05)
Course code 14190

  • GBP 999 1,199
  • EUR 1,439 1,719
  • USD 1,647 1,959

Until 09 Oct

View basket 

Not ready to book yet?

for 7 days, no obligation

* Early booking discounts may not be combined with other discounts or offers. As such, the discounts for 2nd/3rd/4th delegates are based on the full price; and apply only when booking multiple delegates on the same date.

Reviews of IPI's Drafting and Negotiating International Agency and Distribution Agreements training course

Michela was very positive and enthusiastic. I found the candidate interaction very interesting and the sharing of experiences between candidates was very useful.

Dec 13 2023

Hannah Jones
Trainee Legal Counsel, Survitec Group Ltd

Nov 7 2019

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 6 2018

The content, presentation and speaker are good.

Zaure Yespayeva
Senior Associate , Astana International Financial Centre Authority

Nov 6 2018


Nalufa Hoosen
Legal Advisor, Sasol South Africa Limited

Nov 6 2018

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

Katarina De Jonge
Contracts Officer, European Space Agency

Nov 6 2018

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


  • Medicines for Malaria Venture
  • O-I Europe Sarl
  • ROSEN Swiss AG


  • Boehringer Ingelheim RCV GmbH & Co KG
  • Boehringer-Ingelheim RCV GmbH & Co KG


  • Amarin Pharmaceuticals Ireland Limited
  • Grifols Worldwide Operations


  • Astana International Financial Centre Authority
  • Chevron Munaigas Inc


  • European Space Agency
  • HARMAN Consumer Nederland B.V.

United Kingdom

  • A&L Goodbody
  • Survitec Group Ltd


  • Ethypharm


  • Dragerwerk AG & Co KGaA


  • Beth- El Zikhron Yaaqov Industries Ltd.

Korea, Republic Of

  • Seah


  • BIAL - Portela & Ca, S.A.


  • Sollers PJSC

South Africa

  • Sasol South Africa Limited

United States of America

  • Transitions Optical

Enrol or reserve

Run Drafting and Negotiating International Agency and Distribution Agreements Live online for your team

2 days

Typical duration

Pricing from:

  • GBP 800
  • Per attendee, based on 10 attendees
  • Course tailored to your requirements
  • At your choice of location, or online


We can customise this course to your requirements and deliver it on an in-house basis for any number of your staff or colleagues.

Contact our in-house training experts Aleksandra Beer and Yesim Nurko to discuss your requirements:

Multiple colleagues? See above for details of our discounts for 2, 3, or 4 delegates. For more, talk to one of our training experts to discuss how to:

Run this course conveniently and cost-effectively in-house for your staff and colleagues

Aleksandra Beer

Aleksandra BEER
Training expert

Yesim Nurko

Training expert

+44 (0)20 7749 4749