[alanross]

bryant,
kilith asked the right question... how much money is the bar making on the nights you're there? If you're bringing people into the place, you deserve to get your best rate.

If the owner asked you for the extra nights at a discount, then you should consider how much to discount. If he just asked for the two extra nights - why on earth would you be the one to suggest a discount? Guilt? Fear? Embarassment? Get over that real quick.

If you have to negotiate, always begin negotiations with more than you expect to get. You may be surprized how much more they're willing to pay.

Think of it this way, If you got a booking for another place in town on a Monday night, you would be making $150.00 for the other place. So don't start your negotiations at any less than $150.00/night.

If the owner balks at that price, Hmm and Haw for a minute, scribble some nonsence on a piece of paper and then tell him you could probably do the extra two nights for $140/night, but Sunday would have to remain at $150. I know the temptation is to reduce your rate in $25 increments, but who made that rule? That's just silly. Any reduction in price will seem like a deal to the owner. Whether he's saving $10.00 or $50.00 is only important if a number has already been presented. In other words, if you've already discussed a $50 discount and then you come back and tell him you can give him a $10 discount, he's not gonna be happy with that. But if you've not discussed any discount, not even a range within which you might be willing to work, then even a $10 discount is giving the owner something for nothing.

As far as the perks of playing at his place:
How much are you really eating or drinking before or during the shows? I find that most bar owners offer this, but few KJs take real advantage of it. It's likely that this little benefit doesn't really pay you anything.
The fact that you can leave your stuff there was part of the original deal when you made $150.00, so why charge less for the same benefit on two other nights?
You got to leave early when you were charging $150. Again, he had accepted that term, so begin negotiations at the same level.
Don't capitulate before the process even starts.

Most negotiations are lost before they begin, because one of the players has already decided what their low number will be and starts the bidding right there. If you hit 'em with a high number, it may shock them, but they aren't going to throw you out of the office before you have time to barter down. Even if you have to shout, "Okay, I'll do it for less! Name your price!" as the bouncers are dragging you out the door by either arm, you will have time to amend your opening bid. Don't be afraid to shoot high.

But don't shoot too high. This will make you look like a fool who doesn't know what he's doing and again you will lose the negotiation. Your opening bid should be a number that you can justify. Like starting your bid at $150/night and saying, "That's my regular rate. If I'm playing here on Mondays for less than $150 and I get a booking for Mondays elsewhere and they're willing to pay the $150, I'd be losing money every night I stayed here."

As a bar owner, I'd probably still offer my low amount, but I'd add that if you got another booking for a monday night at another place, I'd be willing to cover the difference - at that time.

The point is, ask for more than you'd expect and see how much you can walk out the door with. This is a business. Business is all about profit.