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Upcoming Seminar on Pricing Negotiation: Insights from Masaki Ikoma

In a time of economic strain for many businesses, mastering the art of negotiation has become essential. Rising costs of raw materials and labor have led many small and medium-sized enterprises (SMEs) to struggle with maintaining profit margins. To address this pressing issue, the Japan Management Development Association and the Kansai Management Association are hosting a seminar titled "The Essentials of Pricing Negotiation". This informative session is set to feature renowned negotiation expert and professional, Masaki Ikoma, who boasts over 10,000 successful negotiation cases. The seminar will take place on March 6, 2026, from 1:30 PM to 4:30 PM.

The Urgent Need for Pricing Negotiation Skills

The recent increase in global resource prices, higher logistics costs, and soaring labor expenses means that many businesses are finding it financially unfeasible to stick to their old pricing models. The fear of customer attrition often prevents companies from raising prices, leading to potentially greater financial risks. Thus, it is imperative for businesses to leverage proper negotiation strategies that permit price adjustments without alienating their clients.

Seminar Concept: Successfully Justifying Price Increases

This seminar will delve deep into strategies that go beyond mere price increases. Participants will learn to foster trust with customers while presenting added value and developing effective negotiation strategies. The comprehensive curriculum will teach skills ranging from Ikoma's “7 Steps of Negotiation Preparation” to his “3 Key Points for Pricing Negotiation.” This knowledge equips businesses to navigate the challenges of increased costs, thus enabling them to double their profits even amid economic difficulties.

Content Overview of the Seminar

• - Distinguishing between Companies That Can and Cannot Raise Prices
• - Understanding the Fundamentals of Negotiation
• - 7 Steps of Preparation (including preliminary analysis, BATNA setting, and proposal scenario preparation)
• - 7 Steps of Practical Negotiation (such as active listening, understanding needs, strategic proposals, and psychological negotiation techniques)
• - Specific Strategies for Value Propositions Beyond Price
• - Case Studies of Success (such as improvements in gross profits in the food manufacturing and printing industries)

Through this structured program, attendees will gain insights into how to implement sustainable price adjustments that satisfy both their companies and their clients.

Expected Benefits: Reconstructing Profitability Amid Rising Costs

Participants of the seminar can look forward to:

• - Sustainability in profits even in the face of rising costs for materials and labor.
• - Improvements in sales and gross profit through strategic pricing negotiation.
• - Acquisition of negotiation skills that maintain customer trust.
• - Strengthening internal negotiation and proposal capabilities, enhancing overall management quality.

There have been instances where companies successfully increased gross profits by 500 million yen simply by applying these negotiation techniques.

About the Speaker: Masaki Ikoma

Masaki Ikoma is the CEO of the Business Negotiation Strategy Research Institute and is considered a leading authority on "Pricing Negotiation Strategies." With a 33-year career at a general trading company, Ikoma has dealt with a diverse range of industries and achieved substantial negotiation results. His methodologies on negotiation skills development are essential learning for executives and managers alike. Some of his published works include "How to Develop Business Negotiation Skills" by Selva Publishing.

Seminar Details

• - Title: Winning the Essentials of Pricing Negotiation - A Thorough Guide to Pricing Strategy for SMEs.
• - Date: March 6, 2026 (Friday) from 1:30 PM to 4:30 PM.
• - Location: Tekkokai Hall (a 5-minute walk from Kayabacho Station).
• - Address: 3-2-10 Nihonbashi Kayabacho, Chuo-ku, Tokyo 103-0025
• - Online Participation: Available and well-received!
• - Speaker: Masaki Ikoma, Executive Director of the Business Negotiation Strategy Research Institute.
• - Target Audience: Business owners and executives of SMEs grappling with challenges related to high raw material and labor costs.
• - Participation Format: Hybrid format with both in-person and online options.
• - Organizers: Japan Management Development Association & Kansai Management Association.

For registration or inquiries, please visit the official website or contact us directly at:
Japan Management Development Association
Email: [email protected] | TEL: 06-6312-0691

About JMDA and KMCA

The Japan Management Development Association and the Kansai Management Association have a rich history spanning 70 years, leading the management consulting sector in Japan. They have consistently adapted their programs to meet the evolving needs of the corporate world, contributing significantly to the growth of domestic industries. They offer a variety of programs such as national management conferences, management workshops, training seminars, and consulting services, all designed to support business management and personnel development effectively.