Bargain your way to better hotel rates

Beware the BAR: According to Hanson, the first rate you’re often quoted isn’t the lowest: “In most cases, it’s not the ‘Best Available Rate,’ but rather, the ‘Most Available Rate,’” which is pegged to a particular type of room. There may be less desirable rooms that can be discounted, he says.

Factor the fade: The “fade rate” is the rock-bottom price below which a hotel is better off letting a room remain empty and it can vary based on a host of factors, not the least of which is timing. “Smart hotel operators will inform their front desk staff about what the lowest rate of the night is,” says trainer and consultant Carol Verret, “and it may be different at 7 p.m. than it is at 11 p.m.”

Understand your adversary: Even in tough times, hotels need to maintain a semblance of rate integrity. “They don’t like saying right off the bat, ‘Oh, actually there is a better rate,’ just because you asked,” says Craig. “As a rule, they need a reason for doing so. Are you retired or a member of AAA? They’re looking to help you get a better rate, but you have to help them help you.”