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Description

Incoterms® 2020: Selecting the Right Rule, Negotiating and Securing Your Sales

Select an Incoterms® rule knowing exactly what it costs and what it transfers to the other party

  • 1 day — 7 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

Many companies have been shipping under the same Incoterms® rule for years without checking whether it still matches their logistics set-up. The consequences only surface at the first incident: damaged goods with no insurance cover available, terminal handling charges invoiced twice, customs formalities assigned to a party that was never in a position to complete them.

This one-day programme reviews the Incoterms® 2020 rules one by one: allocation of costs, transfer of risk, documentary and customs obligations. Participants learn how to select the rule suited to each trade flow and how to negotiate it with customers and carriers alike.

Learning objectives

  • Position each Incoterms® 2020 rule according to the mode of transport used
  • Identify the point of risk transfer and the point of cost transfer
  • Allocate customs and documentary obligations between seller and buyer
  • Select the Incoterms® rule suited to a given trade flow and logistics set-up
  • State the chosen rule correctly in the quotation and in the contract

What makes this programme different

Each rule is studied through a real trade flow together with its full costing
Incorrect wording found on genuine commercial documents is used as working material
Participants leave with a selection matrix by type of trade flow

Programme

1The Logic Behind the Incoterms® 2020 Rules

Understanding what the rule settles and what it does not

  • Purpose of the rules and their interaction with the contract of sale
  • Families of rules according to the mode of transport selected
  • Points of risk transfer and allocation of costs
  • Wording to be shown on documents and the named place to be specified

2Reviewing the Rules One by One

Measuring the effects of each choice

  • Rules applicable to any mode of transport
  • Rules reserved for sea and inland waterway transport
  • Insurance obligations and the level of cover required
  • Export and import formalities and the related responsibilities
  • Terminal handling charges and the risk of double invoicing

3Selection and Negotiation

Defending the rule that protects the company

  • Selection criteria based on logistics control and country of destination
  • Impact of the choice on the selling price and on margin
  • Interaction with letters of credit and other payment instruments
  • Conducting the negotiation with the customer and with the carrier

Who is it for

Export managers, sales administration officers and assistants, buyers, logistics managers and customs declarants.

Prerequisites

No prerequisites

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.