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7.0 NEGOTIATION EXAMPLE - HOW WE GOT A RESORT HOTEL SUITE FOR THE PRICE OF A REGULAR ROOM AT $29 A NIGHT

Here is how my wife and I got a luxury suite for $29 a night at a resort with a pool and a jacuzzi.

Between Christmas and New Years, I called the local number (not the central 800 number for the hotel chain) and told them I understood they had a special price this time of year. (I didn't know, but figured they must. In any case it's a great opening line.) The hotel replied that I must mean their $29-a-night special. "Yes," I said, "that's it." So I reserved a room. On season a small room would have cost over $100 a night.

Next when I arrived, I showed them my hotel "club" card. Most hotels and motels have clubs that usually cost nothing to join. Belonging to a club means you might get a late check-out, or an upgrade, or a free stay after so many regular stays. If nothing else, belonging to their club means you're a regular customer.

I asked for an upgrade which I'm was supposed to get if one was available. I also asked for a non-smoking room. The woman at the desk took some time to search through the floors that were open, apologizing for her slowness. I explained that I wasn't in a hurry and that it was nice of her to go to so much trouble. Finally she looked up and said, "How about a suite?" "For $29," I replied, trying to act unimpressed. "Sure, why not, you're a loyal customer."

Also, since we belonged to their club, the company had sent us a pack of coupons. We used one of these coupons to get dinner at half price. And I made sure they gave me my 500 frequent flier miles bonus when we checked out.

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