This column is written by Dr. Bjorn Hanson, divisional dean for the NYU School of Continuing and Professional Studies.

In the U.S., most corporate and contract rates are negotiated September through December, but based on preliminary discussions, it's pretty clear that there are very different expectations between planners and venues. 

Meeting and business travel represents almost 20 percent of occupied room nights and almost 30 percent of U.S. lodging industry revenue. But the difference between buyer and seller expectations is even greater than last year. 

[JESSIE'S NOTE: Our FutureWatch 2011 report shows that planner-supplier relationships are more important to industry professionals than ever, but that reality doesn't seem to be reaching the negotiation table, if these numbers prove accurate.]

For 2011, the average negotiated rate increased approximately 4.5 percent. And the emerging hotel executive consensus for 2012 is that corporate contract rates will increase by a national average of 6.0 to 8.0 percent or more, but many planners and corporate travel managers are planning only for increases of 3.0 to 5.0 percent.

A preliminary estimate for the result of negotiations is for an average increase for corporate rates around 5.0 to 6.0 percent depending on location and the number of room nights for a specific buyer.

New York, for example is likely to be a location with a larger increase. Hotel executives also are seeking to charge separately for some services and amenities as they had in the past, in addition to implementing rate increases. In recent years, some contract rates included services and amenities such as waiving charges for telephone access charges, fax charges (which can be difficult for some hotels with business centers operated by lessees and would require hotels to pay for the service for guests), fitness centers, breakfast, local transportation and others.

One response of buyers to higher rates is to reallocate the portfolio of contract rate hotels to include more upscale, select service and limited service hotels in place of luxury and upper upscale hotels, for example. 

The estimates are based on selected interviews with industry executives and corporate travel executives, analysis of industry financial data, press releases and information available on hotel and brand websites.

Leave it to the hotel industry to take advantage of any current news in order to offer a deal (and get a little pub). Case in Point: Aqua resorts in Hawai'i. From the brand's website: 

"We’re all relieved to learn that the whole (U.S.) President Obama birth certificate dispute is thankfully over. In celebration of no longer having to bear witness to the rants and raves of certain “comb-over aficionados” who shall remain nameless, we’re offering a 15 percent discount now through Aug. 4, to anyone who presents a birth certificate at check-in at any Aqua managed property in Waikiki, Maui, Kauai and Molokai. Whether you’re American, Icelandic, Egyptian, Kenyan, whatever, bring your certificate of birth (long form or otherwise), and it’s like your instant discount coupon. Are you checking into Aqua Waikiki Wave, Aqua Waikiki Pearl or Aqua Hotel Molokai with your four-legged pal? If so, bring your pet’s registration and we’ll honor the discount as well."

Maybe I'm late to the party (wouldn't be the first time), but did you know that you can enter arrival and departure dates into Google Maps and get real-time hotel rates for those days? I tried the service out by searching for prices in Soho.

The new Business Travel Monitor (BTM) North America for third quarter 2010, produced by American Express Business Travel, shows that price increases are holding steady as business travel continues to rebound. It also shows that pricing power is shifting into the hands of suppliers as both international and U.S. airfares and U.S. hotel rates increased year-over-year.

"During the past quarter we've witnessed a distinct shift from a buyers' market to a suppliers' market leading to higher prices across several travel categories including airfare and hotel rates," said Christa Degnan Manning, director, eXpert insights research, Global Advisory Services, American Express Business Travel. "Airlines have been especially successful in constraining capacity and increasing fares to create more sustainable financial stability. This should prompt companies to revise travel cost-control tactics, identify new opportunities for travel return on investment and ultimately change traveler behavior in response to the new increased price environment."

The BTM found that with airlines exerting greater control over prices, business travelers have seen a third quarter year-over-year increase of 6 percent in average North American domestic airfare paid and a third quarter year-over-year increase of 8 percent in average international airfare paid.

"Hotel rates have lagged behind the airline pricing rebound as savvy travel category sourcing professionals locked in lower prices at the end of 2009 based on ongoing economic anxiety in the hotel community, but as business travelers headed back on the road hoteliers have been able to make marginal increases this year. Rates appear to be on a consistent rise domestically in the U.S., and an increase in hotel closures and a drop-off in the hotel construction pipeline due to the Great Recession will put some constraints on capacity moving forward. As such, companies need to evaluate the competitiveness of their rates across their top markets and identify opportunities during this negotiation season to avoid likely expected rate increases across the board in all tiers of properties," Manning said. "Global Advisory Services has already seen an average increase of more than 7 percent in corporate rates worldwide this year for 2011 business travelers."