Breakthrough Negotiations: Getting to “Yes”

Every part of life involves negotiation — whether in business, in daily life or with family. Your success is defined by your ability to negotiate. Veteran events professional and suppliers will demonstrate the powerful techniques needed to negotiate contracts, products and services for your events. Planners and their suppliers will gain insight on strategies and approaches that will help them reach an agreement that works for both parties.

Learner Outcomes:

• Identify the best strategies for navigating show-stopping issues.
• Design and build negotiation momentum.
• Construct your end game by developing a sense of urgency.

Clock Hours: 1.0
Domain: Domain F: Stakeholder Management
Session Type: Concurrent Session

Studio: Deep Dive Studio
Areas of Interest: Corporate Events, Business of Events,

Individual Session Link

Kirsten Olean

Kirsten Olean, CAE, is Director of Meetings at the American Society for Microbiology (ASM), a position she assumed in October 2014 after 17 years at the Association of American Medical Colleges (AAMC). As director, Kirsten provides strategic leadership for the programs of ASM’s Meeting Strategy Committee, as well as oversight and direction to a staff of 13 that includes program management, logistics, exhibit operations, registration and housing.

Kirsten is currently the Secretary/Treasurer of PCMA and is the 2016 recipient of PCMA’s Meeting Professional of the Year award.

Daren Kingi

Daren Kingi is Senior Vice President of Sales at Visit Indy. He started his hospitality career at the Turtle Bay Hilton on Hawaii’s North Shore. He worked his way to the Los Angeles Airport Hilton.

A little over ninety days after arriving in NYC the tragic events of 9/11 took place and Daren had the unique opportunity of helping rebuild Marriott’s hotel business in that hard-hit city. In 2007, Daren was appointed Vice President of Sales and Marketing North America for Marriott’s Renaissance brand.

In 2014 Daren joined Visit Indy after 29-years in the hospitality industry, lastly serving as Vice President of Sales for Marriott International Western Mountain Pacific area. In that role, he was responsible for the overall business success of Marriott hotels in five major markets which included San Francisco, Denver, and Seattle.

Danielle Urbina

Danielle Urbina is the Vice President of Scientific and Corporate Meetings at the American Heart Association (AHA), she brings with her a wealth of knowledge and experience producing association, corporate and medical meetings, trade shows and special events. Prior to joining AHA, Urbina served as the director of meetings and exhibits for the American Society of Anesthesiologists (ASA) for five years. She also led the Meetings and Exhibits team for the American Society of Plastic Surgeons (ASPS).

Urbina began her career as an event organizer with Hyatt Hotels Corporation. She then established a successful career as an independent meeting professional working with firms such as Mary O’Connor and Company and Tangerine Meetings and Events. Over the years, she has planned and executed events for numerous organizations including the American Board of Medical Specialties, the American Hardware Manufacturers Association, Takeda Pharmaceuticals, Roche Diagnostics, Eli Lily and Company, Starbucks Corporation, and Sears.

Urbina holds a Bachelor of Arts in Communication from the University of Southern Mississippi. She is a Certified Meeting Professional (CMP) and an active member of the Professional Convention Management Association (PCMA), currently serving on the Board of Directors. Danielle is an Adjunct Faculty member at Roosevelt University in the Manfred Steinfeld School of Hospitality and Tourism Management.