Negotiation Skills: Beyond ‘Win Win’

Negotiation Skills: Beyond ‘Win Win’

The premise for this course is that ‘everything in life is a negotiation’ – formal and informal. Manage these well and you and the agency will be better off. This course is for those who negotiate consciously or unconsciously every day; a new agency contract, a media or production price – through to non financial negotiations such as strategy, creative ideas or timings.

Instructor:Paul Burns



Delivery:In person or online (sync.)

Course type:Course


What are the objectives of this course?

The main objective is to instil an understanding and confidence in the key skills of successful negotiation and to negotiate better agreements so that both parties end up in a better position than they had both anticipated.

Who is this course for?

This course is for Account Handlers and those who have to undertake negotiations on behalf of their agency.

About Paul Burns

Paul spent 25 very successful and exciting years at Saatchi & Saatchi in London looking after client business. He became their Training Director and first Director of Knowledge Practices, sitting on the main Management Board of the Agency.

He is recognised to have passion and skill in developing people and has won several industry awards for Learning and Development.

He has run accounts across a wide variety of businesses, from the hugely successful bid and launch of the National Lottery, to fast turnaround business on News International. He has led teams on large and complex financial brands, run countless Blue Chip fmcg brands and led many new business pitch winning teams.

Paul launched The Burns Unit tlc in 2010 and has built up an enviable client list. The Burns Unit tlc works with many of our key trade bodies; EACA, IPA, AIA, ISBA, the 4A’s and also with over 60 leading agencies from traditional above the line agencies, to large and small media agencies, specialist digital and search agencies as well as a number of blue chip client organisations including Google, Petronas, Revlon and General Mills.


  • Full day (face to face) £2,400.00 (GBP)
  • Half day (face to face) £1,200.00 (GBP)
  • 90 min Zoom course £600.00 (GBP)

These prices include a 20% discount for all EACA members! Prices include all development work, electronic copies of all content to delegates and any attendee can contact Paul Burns with follow up questions after the courses. Prices exclude travel, accommodation and subsistence. These additional costs would be a pre agreed fixed price based on location.