Base fees, typically 3% or 4% of total revenue, plus perhaps a marketing fee of 1%, are generally not negotiable. But an owner may obtain a ramp up in the early years of a new hotel until stabilization. These are overhead recovery fees by the management company. There has to be clarity as to what is and is not included in total revenue. For example, only the net rent from space leased to third parties, such as sundry shops, rather than the third-party's total revenue, is included in the hotel's top-line revenue number.