DON'T GET STUCK ON RATE. Hotels can be very reluctant to budge on the room rate. If you can't get them to move, work to gain concessions in other areas: ancillary fees (resort fees, Internet fees, etc.), comp rooms, additional staff rooms, airport transfers, even food and beverage. AVOID ATTRITION. Knowing your history is paramount when trying to avoid attrition costs. If you know how many rooms you typically use, you'll be less prone to make room-block promises that you can't keep. Some ...

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