At some hotels, the general manager or the front-of-house manager would have the autonomy to negotiate with you,

See what added value you can bring into it. (Find out whether they) are going to give you a discount off food and beverage if you are a frequent user of their hotel.

The airline model — where seats get more expensive closer to the departure date — is in reverse for hotels, because they do not want to be left with empty rooms,

Hotels tend to look for lengthier stays as well. So it is cheaper to book and negotiate against a four-night stay than it is for a one-night stay.