Sharpening Your Negotiating Skills with Vendors & Hotels + Your Salary
Negotiation is a critical part of every planner’s toolkit—but let’s face it, it can be intimidating. Whether you’re discussing rates with a hotel or asking for a raise, knowing how to confidently advocate for yourself is a game-changer.
In this candid conversation, industry pros share what it takes to get results without burning bridges. Watch the recording for real-world strategies you can start using right away—no “hardball” tactics required.
In this recorded session, you’ll learn:
- How to define your negotiation goals—and stick to them
- Why negotiating doesn’t mean being aggressive—and what to do instead
- Smart, proven strategies for negotiating your salary and understanding your value
- Key differences between negotiating with vendors and employers—and what works best in each scenario
Featured Speakers:
Cheryl Payne
Strategic Partner
INNOV8 Meetings + Events
Cheryl M. Payne, CMM, has been in the hospitality industry for nearly two decades. As a Strategic Partner at INNOV8 Meetings + Events she elevates her customer’s experience by providing unparalleled meeting management support services as well as knowledge on all aspects of Strategic Meetings Management.
She is a professional speaker/facilitator and contributes expert articles to several meeting industry trade publications on a wide range of topics ranging from Strategic Meetings Management, Contract Strategy, Budget & Cost Savings Techniques and more.
In addition to earning the prestigious CMP and CMM certifications, Cheryl is a Past President of the MPI, Orange County Chapter and has served as Chair of the MPI International Apex Advisory Task Force. She is also a professor at the University of California, Irvine (UCI) teaching in the Event Management - Extended Education program.
Mary Clare Darland, CIS, CITP
Sr. Manager, Sourcing & Supplier Relations
Brightspot Incentives & Events
Mary Clare Darland has built her career with industry leaders in corporate incentive travel and meetings, including Maritz and her current role at Brightspot Incentives & Events. She specializes in sourcing, contracting, and supplier relations—leading teams, building global partnerships, and delivering innovative, cost-effective solutions.
A strong advocate for sustainability and human trafficking awareness, she champions responsible practices across the industry. Mary Clare serves on the SITE International Board of Directors as the Vice President of Education and is a past president of the SITE Midwest Chapter. Mary Clare focuses her collaborative approach and commitment to driving both business results and positive global impact.
Outside of work, Mary Clare enjoys spending time with her family, staying active, traveling, cooking, and developing new friendships. She is aways seeking new experiences that inspire both her personal and professional life.
Save Your Spot Now – It’s Free! Can’t attend live? Register anyway—we’ll send you the recording!
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