The Psychology and Principles of Sales and Negotiation

Jun 21, 2017 10:45am ‐ Jun 21, 2017 11:45am

Credits: None available.

1 Clock Hour | Domain F: Stakeholder Management 

As a meeting planner you are constantly negotiating with and influencing your clients. Learn how to nurture these business relationships and the approach you take with negotiations. It will determine whether you have loyal, long term clients or whether they will look elsewhere for their next solution.

Learner Outcomes:

  • Participants should be able to: demonstrate an important negotiation and/or sales principle as it applies to a meeting planner situation and identify ways that non-verbal communication can assist as they sell, negotiate, and work with clients.
  • Participants should be able to: Recognize the importance of using stories to connect with and sell to meeting planner clients. Feel inspired to be better people, recognizing that the little things make a big difference in life.
  • Participants should be able to: Identify a principle or technique to get past gatekeepers and connect with the decision maker in organizations and recognize how this may apply to meeting planner sales.
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Creating Experiences Their Brains Can’t Forget

Jun 21, 2017 10:45am ‐ Jun 21, 2017 11:45am

Credits: None available.

1 Clock Hour | Domain G: Meeting or Event Design 

There are some really cool science-based strategies we can use to make our meetings more meaningful, magical, and memorable. In this highly interactive, fun, example-filled session you will learn about specific tools, tactics, and technologies for stimulating senses, stirring-up emotions, and activating brains to fall in love with your brand. You will learn the basics about how the human brain works, how our attention is activated, and what role our senses play in creating emotions. As a result, you will understand how to craft novel, multi-sensory, emotionally-diverse 360˙ experiences that will be much more attention grabbing than typical meetings.

There is a science and pattern to how human beings remember things (from working memory to short and long-term memory), knowing more about this process will allow you to utilize specific strategies to craft unforgettable moments in your meetings and events. After learning how other industry professionals are taking advantage of these neurological sensory activation strategies, you will leave armed and inspired to implement this knowledge to design future events which will leave a positive lasting impression on your target audience.

After learning how various industry professionals are taking advantage of these neurological sensory activation strategies, the participants will leave armed and inspired to implement this knowledge to design their next events to leave a positive lasting impression on their target audience.

Learner Outcomes:

  • Participants will learn the basics about how the human brain works, how our attention is activated, and what role our senses play in creating emotions.
  • Participants will understand the science and pattern to how human beings remember things which enable them to deploy strategies to craft unforgettable moments in their meetings and events.
  • Participants will discover how industry professionals are applying these neurological sensory activation strategies knowledge to design their events to leave a positive lasting impression on their audience.
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Deep Connections: Fostering Conversational Cocktail Experiences That Develop Trust and Purpose

Jun 21, 2017 10:45am ‐ Jun 21, 2017 11:45am

Credits: None available.

1 Clock Hour | Domain G: Meeting or Event Design 

What type of conversational cocktails do you serve in your conference experiences? Are they experiences during which participants hear and speak words that reach into their deepest beings, releasing dopamine, serotine and oxytocin—brain-bonding neurochemicals? Conversational cocktail experiences can spark a soul-talk revolution and create deep connections.

Learner Outcomes:

  • Identify the three types of conversations and the alchemy each has on our brains.
  • Discuss the chemistry of conversation cocktails and how to create experiences that lead to deep connections.
  • Explore four tips to co-creating engaging conversations resulting in deep connections.
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All Attendee Lunch: Discover the Power of Magic

Jun 21, 2017 12:00pm ‐ Jun 21, 2017 1:30pm

Credits: None available.

Not for Clock Hour Credit

Lunch and learn: The reality of meeting planning today – real-life case study on what happened behind the scenes when MPI’s WEC17 featured luncheon keynote cancelled.

You have everything prepared and ready to go for the next day. All rehearsals for the first show of the day are done and everything is prepared to quickly turn the room, conduct rehearsals and be ready for the highly anticipated lunch with the famous Earvin “Magic Johnson”, who is going to deliver a passionate message about his life story and how we can all make a difference in engaging our audiences as well as our community. You just had dinner and are on your way to your hotel room when you receive the e-mail that puts your meeting planning world upside down… Magic Johnson has cancelled and will not be there tomorrow to deliver his keynote…

In this session, you will get a peek behind the curtain about what happened when Earvin “Magic” Johnson had to cancel his keynote delivery and how MPI collaborated with their partners at MGM Resorts International to re-design the session, bring you headline enterntainment and turn this into a learning opportunity for all, as this could happen to you too…


20 Innovations You'll See in the Best Meeting and Conference Venues

Jun 21, 2017 2:15pm ‐ Jun 21, 2017 3:15pm

Credits: None available.

1 Clock Hour | Domain C: Risk Management

You need to find a home for your meetings where the design, operation and services provided compliment your goals and help ensure you meet required outcomes. Consider 20 global innovations that you can experience today in meetings-focused venues that will help you reach your goals and objectives.

Learner Outcomes:

  • Understand what lies beyond typical function rooms and how easy it is to provide a real wow experience at your meetings.
  • Consider the importance of providing the right spaces outside of the meeting room, as well as in.
  • Build your understanding of alternative meeting room styles and how delegates of different generations behave in these environments.
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Bullets, Bad Guys and Fire & Brimstone

Jun 21, 2017 2:15pm ‐ Jun 21, 2017 3:15pm

Credits: None available.

1 Clock Hour | Domain C: Risk Management 

The Bataclan Paris. Pulse Nightclub Orlando. Nice Bastille Day. Fort Hood Army Base. Inland Regional Center San Bernardino. The Boston Marathon. Terrorism and active shooters. Is it just a matter of time before a Meetings and Event Industry Conference appears in similar horrific headlines? What about civil unrest, controversial legislation and weather-related catastrophes such as Hurricane Katrina, the Nashville flood, Atlanta tornado? These, and other equally disruptive forces may be beyond our control but defining the role of the meeting owner or event organizer in assuring that their participants are informed and as safe as possible is not. We can't prevent every risk scenario, but shouldn't we prepare for threats even as we hope they never occur?

IAEE & ESCA recently launched Exhibitions and Meetings Safety and Security Initiative (EMSSI), a national convention center security initiative in support of Homeland Security’s SAFETY Act. Work is separately underway for a Global Venue Security Standard to include hotels and freestanding venues. These movements toward universally accepted venue security standards are critical. Yet, to be effective, comprehensive safety planning must be a collaboration between the venue and the meeting owner/event organizer. The meeting owner/event organizer must be in the loop and receive “eyes only” information since they act as the intermediaries to instantly review and distribute the best information available for the safety and security of participants.

The buzz today is rightly about active shooters and terrorism, yet we face a variety of threats from unexpected forces. The good work of the venue standard initiatives is welcome and long overdue, but where and how does the planner engage in the process to insure maximum participant safety? This session guides the planner through steps in creating their own customized action plan depending on a variety of components that comprise the individual event.

Learner Outcomes:

  • Comprehend the magnitude of attendee safety issues - it is not just about terrorism or active shooters.
  • Collaborate with suppliers and partners to customize safety tips for your event.
  • Acquire resources to aid in creating plans for multiple events.
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Deep Play: Nurturing Curiosity, Challenge and Combinatory Play In Conference Experiences

Jun 21, 2017 2:15pm ‐ Jun 21, 2017 3:15pm

Credits: None available.

1 Clock Hour | Domain G: Meeting or Event Design 

Our impulse to play is ancient. Its origins mean we have the freedom to take a risk or try something new. Deep play surrounds us through a form of abandon, surrender and engagement. So how does deep play help us become more creative and innovative and what’s its role in events?

Learner Outcomes:

  • Discuss the critical elements of play and how to use them in your event.
  • Practice the deep play process of Einstein’s combinatory play that creates genius.
  • Explore how to use play as an effective programming element that stimulates creativity, innovation, inspiration and problem solving.
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Transformative Technologies for Meetings and Events

Jun 21, 2017 2:15pm ‐ Jun 21, 2017 3:15pm

Credits: None available.

1 Clock Hour | Domain G: Meeting or Event Design 

This panel discussion will examine how technology can increase attendee engagement, making meetings more memorable, energizing, and even inspiring. Explore session interactivity, hybrid live/online events, projection mapping, and more. Learn what makes these technologies powerful, and how to achieve the highest possible return on objective from your event technology.

Learner Outcomes:

  • Describe emerging event technologies in terms of their potential impact for meetings and events
  • Select technological event enhancements that will deliver the desired attendee outcome
  • Adhere to best practices with respect to new event technology adoption
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Strategic Collaboration; How To Become A Trusted Advisor

Jun 21, 2017 2:15pm ‐ Jun 21, 2017 3:15pm

Credits: None available.

1 Clock Hours | Domain E: Human Resources 

One of the greatest challenges meeting planners face is getting everyone both internally and externally aligned and working together in a way that is effective. Unfortunately, you can’t just tell people to work together better and expect them to be able to do it. In this session, CEO/Founder of Banding People Together, the world’s leading collaborative strategy organization, will expand your thinking around how to amplify your voice as a trusted advisor so you can help meeting owners co-create a meeting experience that measurably impacts the business.

Learner Outcomes:

  • A framework for collaborating more strategically.
  • The importance of the discovery process.
  • How to leverage your assets and liabilities based on how your brain is wired.
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Spectrogram: Trends in Meeting Design, Food & Beverage and Negotiation

Jun 21, 2017 2:15pm ‐ Jun 21, 2017 3:15pm

Credits: None available.

1 Clock Hour | Domain A: Strategic Planning

Discover best practices in meeting design, food and beverage and negotiations from experts in the room! We’ll use a human spectrogram to find thought leaders among our peers, and then drill down into your burning questions, must-know trends and next practices that will help you excel in today’s meeting marketplace.

Learner Outcomes:

  • Discover best practices and leading trends in meeting design, food and beverage and negotiations.
  • Find key takeaways you can use tomorrow to enhance your events.
  • Participate in a Spectrogram, and think about how you might utilize it to similar effect at your meetings and events.
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