If you want to seriously negotiate price you also should be prepared to make concessions as well. For example, a Saturday in March as your date is going to give you much more leverage than a Saturday in June. Perhaps you can discuss Friday or Sunday pricing too. Also, many places may allow you to switch to a per person minimum instead of a bottom line food and beverage minimum. That way, you still have to spend a certain amount per plate but don't get screwed by a 25k minimum just because you are having a smaller wedding.As pps suggested too, sometimes asking for things to be included or upgraded without charge is a better way to go about saving money as most catering sales people still have to show a bottom line figure to their companies rather than the actual menu.