Pearson New International Edition International pcl tp indd 1

REVENUE MANAGEMENT
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These negotiated rates are usually established for a specific time period (one year or
more), at which time the hotel and the client can renegotiate the rate.
FRONT OFFICE SEMANTICS
Negotiated rate:
Special room rate offered for a fixed period of time to a specific hotel client. Used as
in, “What is the 
negotiated rate we should offer to Wal-Mart employees next year?”
In some cases, the negotiated rate may be in effect on any date the guest wishes
to use it. In other cases, blackout dates may be identified and become part of the
negotiated rate agreement.
FRONT OFFICE SEMANTICS
Blackout date:
Any day in which the hotel will 
not honor a negotiated rate. Blackout dates should be
identified at the same time the hotel and the client agree on a negotiated rate. Common blackout dates
include New Year’s Eve and other times the hotel believes its best interests are served by disallowing
the negotiated rate.