Mastering New Management Roles

Includes a Live Web Event on 09/30/2026 at 10:30 AM (CDT)

Stepping into a managerial role in the exhibitions and events industry brings exciting challenges, chief among them, mastering negotiation. This virtual session is designed specifically for new managers eager to build confidence and skill in negotiation. Whether you’re finalizing contracts with vendors, securing better terms with clients, or navigating team agreements, effective negotiation can significantly impact your success. Join us to explore foundational negotiation tactics tailored for the fast-paced and dynamic exhibitions and events environment. Learn practical strategies to prepare, communicate, and close deals that benefit all parties while strengthening professional relationships.

Learning Objectives:

Identify and apply core negotiation principles relevant to exhibitions and events management.
Develop effective preparation techniques to approach negotiations with confidence and clarity.
Use communication strategies that foster collaboration and lead to mutually beneficial agreements.

This session is free for IAEE members and $79 for non-members

Andrea Christopherson

Global Head of Experiential, Tradeshows, Events & Venues

SearchWide Global

Andrea specializes in executive search for C-Level and Director Level professionals as well as business development in the experiential event marketing segment along with the tradeshow and convention industries. Her previous experience at a SaaS company focused on leadership development, her experience in hospitality, and her skills in business strategy, organizational effectiveness, change management, and talent acquisition bring a unique perspective to Executive Search and Organizational Strategy

This session is eligible for 0.75 clock hours towards CEM Recertification.

To view the session: Once you have entered the live or on-demand virtual session, select the CC button for the closed captions in English.
After you have completed the on-demand virtual session: select the session evaluation survey.