Negotiations For Trade Finance Instruments

Start: Jan 22, 2024
End: Feb 2, 2024
Venue: Naivasha - Kenya
Duration: 2 weeks
Start: May 27, 2024
End: Jun 7, 2024
Venue: ESAMI Headquarters - Arusha - TANZANIA
Duration: 2 weeks
Statement of Need

Financial Institutions and users of trade finance solutions often engage in negotiations to arrive at agreements that take into out their respective needs. Effective negotiations require knowledge of the issue to be negotiated on.
This programme aims to improve participants’ understanding of negotiations for trade finance solutions. It encompasses critical stages in negotiations for trade finance solutions, from the initial application by a
client to actual negotiations. The programme covers the need for give and-take, theoretical comprehension of negotiations, enhancement of negotiating skills and techniques, simulation exercises, and case studies.
It also encompasses critical issues that parties focus on when negotiating trade finance solutions.

Who Attends

This includes, General Practitioners working in Financial Institutions in positions such as Relationship Managers, Trade Finance and Marketing Professionals, International Division Bankers, Middle Office and Front
Office Deal Structuring and Negotiating Staff, Loan Administration and Monitoring Managers, Credit and Deal Risk Analysts, Document Checkers and Supervisors, Risk Distribution Staff, Trading Company Corporate and
Treasury Staff, Auditors, Central Bank Regulators, Compliance Division Staff, Private Sector and Public Sector Practitioners involved in the buying and selling of goods, Export and Commodity Finance Professionals, Import and Export and Trade Operations Professionals, Business Organisations and Regional Economic Communities.

How participants will benefit

At the end of the programme, participants will be able to:

  • Explain the importance of trade finance in intra-African trade and the growth of export business;
  • Describe how trade finance can assist exporters and importers to improve their cash flow and efficiency;
  • Explain when and how Exporters and Importers can use trade finance solutions and which types;
  • Make use of trade finance solutions relevant to their businesses.
  • Identify financial institutions that can provide them with trade finance institutions;
  • Indicate how trade finance instruments are negotiated;
  • Make use of negotiation techniques in trade finance;
  • Discuss why trade finance is generally low risk for credit losses;
  • Elaborate the range of risks involved in trade finance solutions;
  • List the controls and mitigates available for trade finance risks;
  • Justify how some structured trade finance solutions can sometimes enable Financial Institutions to assist a weak balance sheet.