Hotels have more pricing flexibility than most travelers realize. Unlike airlines with rigid computerized pricing, hotels have humans who can make decisions—and those humans have incentives to fill rooms.
When Negotiation Works
Negotiating won't work for every booking, but it's most effective when:
- Booking directly with the hotel (not third-party sites)
- Staying multiple nights
- During shoulder season or slow periods
- Booking relatively last-minute when rooms might go empty
- Dealing with independent hotels (chains have less flexibility)
The Direct Booking Advantage
Always contact hotels directly for negotiation. Third-party bookings go through intermediaries who can't adjust prices. When you call the hotel directly:
- You're talking to someone who can actually help
- The hotel saves the commission they'd pay Expedia (15-25%)
- They have incentive to match or beat third-party rates
Start with: "I found your hotel listed at $X on [booking site]. I'd prefer to book directly—can you match that rate or do better?"
Negotiation Tactics That Work
The Longer Stay Discount
"I'm planning to stay five nights. If I committed to the full five nights, is there a multi-night discount available?"
Hotels love guaranteed longer stays. A small per-night discount for a confirmed multi-night booking is often happily given.
The Upgrade Ask
Sometimes the best negotiation isn't on price but on value. Ask: "I understand the rate is firm. Is there any possibility of a room upgrade at this rate?"
If the hotel isn't full, upgrading you to a better room costs them nothing and increases your satisfaction.
The Loyalty Mention
"I stay at your properties regularly when traveling for work. Is there any rate flexibility for returning guests?"
Even without formal loyalty status, expressing loyalty intent can unlock discounts.
The Package Unbundle
Some hotels quote packages with breakfast or amenities included. Ask: "Can I book just the room without the breakfast package for a lower rate?"
Leveraging Loyalty Programs
Hotel loyalty programs offer negotiating leverage even at base levels:
- Members-only rates (often 5-15% off)
- Points that offset future stays
- Status benefits that add value without reducing rate
When negotiating: "I'm a [Loyalty Program] member. Is there a members-only rate that's better than what I'm seeing?"
Timing Your Request
When you ask matters:
- Before booking: Best time to negotiate rate
- At check-in: Good time to ask for upgrades
- During slow periods: More flexibility overall
- Late in the day: Front desk knows what rooms will go empty
What Not to Do
- Don't be pushy or entitled—friendly requests work better
- Don't lie about prices you've seen elsewhere
- Don't expect miracles during peak season or events
- Don't negotiate after booking (you've lost leverage)
The Corporate Rate Strategy
Many hotels offer corporate rates to small businesses. If you have any business, even freelance work, ask if corporate rates are available. Sometimes simply having a business card qualifies you.
Beyond the Discount
Remember: the goal is value, not just the lowest number. A room that includes breakfast, parking, or late checkout might be worth more than a cheaper room without those perks. Negotiate the package that delivers the best total value for your specific needs.