(MONEY Magazine) – Many travelers hunt like tigers for low air fares -- then turn pussycat when booking a hotel room, meekly accepting the highest advertised rate. But those so-called rack rates are often management's wishful thinking. They are widely discounted, especially now with the glut of empty rooms. Last September, for example, hotel occupancy slid to 65.7%, down 1.2 percentage points from a year earlier -- the sharpest decline in five years. Still, you will need smart tactics to snare the best rates. First, as the adage goes: ''If you want the rate, be flexible about the date.'' A looser schedule permits you to take advantage of travel clubs and discount coupon books offering such tempting deals as 50% off, or a second night's free stay. Even with ironclad dates, you may turn up discounts of 20% to 50% on air/ hotel packages. Many large travel agencies (and consortiums of smaller ones) negotiate preferred rates at hotels where they book frequently. Just like airline agents, hotel clerks will rarely volunteer information -- you have to ask the right questions. To negotiate on your own, try these approaches: -- Call the specific hotel, not some central reservation system. If rooms are going begging, an ambitious assistant manager may find a deal just right for you. -- Phone during the day. ''Day clerks are like the A-Team, more savvy, more knowledgeable about options,'' says a banker who logs a lot of mileage. -- Ask about special deals. Weekend packages may be extended to begin on Thursday or stretch to Tuesday. -- Request the corporate rate when calling. At check-in, don't worry about your business cards: no ''proof'' is necessary, say Hilton and other chains. -- Play one against the other. If the Bandbox Hotel quotes a $90 room but you prefer the Sheltering Arms, ask the Arms manager to match it. -- Join a club. Membership in the American Automobile Association, for example, can mean discounts of 10% to 25%. Rates may hit 50% off if you belong to the American Association of Retired Persons. -- Always make a final effort at check-in. Politely say: ''I made this reservation two weeks ago. Can you do any better now?'' With hotel taxes rising, every dollar counts. In New York City, for example, a $20 savings means $23.85 in your pocket.