Negotiations for Trade Finance Instruments

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 course 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 course 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.

Course of objectives

  • Explain the importance of trade finance in intra-African trade and the growth of export business.
  • Understand 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.
  • Understand how trade finance instruments are negotiated
  • Make use of negotiation techniques in trade finance
  • Understand why trade finance is generally low risk for credit losses
  • Appreciate the range of risks involved in trade finance solutions
  • Understand the controls and mitigants available for trade finance risks.
  • Appreciate how some structured trade finance solutions can sometimes enable Financial Institutions to assist a weak balance sheet.


  • Negotiation strategies and tactics
  • Key considerations in drawing trade finance solutions
  • Legal and commercial considerations when making a contract for trade finance
  • Negotiating risk related provisions
  • Negotiation and managing the trade finance relationships


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.

2 Weeks

a) Venue 1: Online
b) Venue 2: Naivasha, Kenya
Date: 22 Jan – 2 Feb 2024

c) Venue 3: Arusha
Date: 27 May– 7 Jun 2024

Course Fees



    Self EmployedEmployedNot Employed

    Puplic/ParastatalPrivateRegional/Civic organisationsAcademic Institution

    Naivasha, KenyaArusha