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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*

★★★★★ "The content, presentation and speaker are good."

13-14 December 2023
from £999

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Format: Live online
CPD: 12 hours for your records
Certificate of completion

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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

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

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

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

Day 1
Day 2

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

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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

Book Drafting and Negotiating International Agency and Distribution Agreements Live online training

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

13-14 December 2023

Live online

09:30-17:30 UK (London) (UTC+00)
10:30-18:30 Paris (UTC+01)
04:30-12:30 New York (UTC-05)
Course code 12688

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

Until 08 Nov

2 days live online training
Browser-based, no download usually required
See presenters and interact with fellow attendees
Download documentation and certification of completion
Fair transfer and cancellation policy

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* 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.

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

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.

Nov 7 2019

Victor Khvesenya Russia
Chief Legal Officer, Sollers PJSC