＜Upper-Intermediate＞ Lesson No.6
Annual Supply Contract Renewal Negotiation with Multinational Corporation / 多国籍企業との年間供給契約更新交渉
０．Greetings & Ice-break (2min.)｜挨拶と導入
0-1 Greetings
Let’s practice a short small talk that you can use to greet a business partner and start building a good relationship.
講師との挨拶を兼ねて、ビジネスパートナーと信頼関係を築くための短いスモールトークを練習してみましょう。
[Tips / 会話のヒント]
・Can you hear me clearly?
私の声はクリアに聞こえますか？
・How's your day going so far?
今日はどんな一日でしたか？
・Talk about one small topic (Work, Weather, News, Hometown, Sports event, etc.)
軽い話題について話しましょう（仕事、天気、ニュース、地元、スポーツイベントなど）
0-2 Introduction
In today’s lesson, we’ll learn about the following situation. Have you ever experienced something similar?
本日のレッスンでは以下のようなシチュエーションについて学びます。同様のシチュエーションを経験したことがありますか？
- If you have experience, please tell us what it was like, what was difficult, or what you learned.
経験があれば、どんな内容だったか、難しかったことや学んだことなどを教えて下さい。
- If you don’t have experience, try to imagine yourself handling that situation in English.
What do you think would be challenging?
経験がなければ、英語でその状況に対応しているところを想像してみましょう。どんなことが難しそうですか？
Situation / シチュエーション
Annual supply contract renewal negotiations worth hundreds of millions of yen with a global enterprise, reviewing all terms based on performance and market conditions.
グローバル企業との数億円規模の年間供給契約更新で、実績と市場動向を踏まえ全契約条件を見直す交渉の場面です。
1. Read (2 min)｜型を学ぶ
Let's read the following key sentences aloud!
下記の文章や単語を順番に音読しましょう！
1-1 Basic phrases
１．I appreciate the opportunity to...（...する機会に感謝する）
２．We acknowledge the market volatility and are prepared to...（市場の変動を認識し...する準備ができている）
３．Let me clarify the calculation behind...（...の背景にある計算を明確にする）
４．We can reduce the increase to...（値上げを...に削減できる）
５．We will assign a dedicated account team to...（...するために専任チームを配置する）
６．We will keep this proposal valid until...（この提案を...まで有効に保つ）
７．I will prepare a detailed breakdown document and submit it by...（詳細な内訳書を作成し...までに提出する）
1-2 Essential words
１．elaborate（詳しく説明する）
２．clarify（明確にする）
３．enhance（高める）
４．considerable（大きい）
５．demonstrate（示す）
６．eliminate（廃止する）
７．mitigate（軽減する）
８．monitor（監視する）
９．coordinate（調整する）
１０．consult（相談する）
2. Try (3 min)｜ロールプレイ練習
Let’s practice the role-play.
ロールプレイの練習をしましょう！
Situation / シチュエーション（Reference again）
Annual supply contract renewal negotiations worth hundreds of millions of yen with a global enterprise, reviewing all terms based on performance and market conditions.
グローバル企業との数億円規模の年間供給契約更新で、実績と市場動向を踏まえ全契約条件を見直す交渉の場面です。
👨💼【Teacher / Global Procurement Director】:
Thank you for meeting today. We need to discuss the renewal of our annual supply contract. Last year's performance was solid, but market conditions have changed significantly.
（本日はお時間をいただきありがとうございます。年間供給契約の更新について話し合う必要があります。昨年の実績は堅調でしたが、市場環境が大きく変化しています。）
🧑🎓【Student / Sales Manager】:
I appreciate the opportunity to discuss this. We acknowledge the market volatility and are prepared to address your concerns while maintaining our commitment to quality and reliability.
（この機会をいただき感謝いたします。市場の変動を認識しており、品質と信頼性への取り組みを維持しながら、貴社の懸念に対応する準備ができています。）
👨💼【Teacher / Global Procurement Director】:
Our main concern is the proposed price increase of 8 percent. Given that commodity prices have only risen 3 percent, this seems excessive. Can you elaborate on your pricing structure?
（私たちの主な懸念は、提案された8パーセントの値上げです。商品価格が3パーセントしか上昇していないことを考えると、これは過剰に思えます。価格構造について詳しく説明していただけますか。）
🧑🎓【Student / Sales Manager】:
Let me clarify the calculation behind our proposal. First, raw material costs increased 3 percent as you mentioned. Second, logistics expenses rose 12 percent due to fuel costs and port congestion. Third, we invested 200000 USD in facility modernization to enhance production efficiency for your orders specifically.
（提案の背景にある計算を明確にさせてください。第一に、おっしゃる通り原材料費が3パーセント増加しました。第二に、燃料費と港湾混雑により物流費が12パーセント上昇しました。第三に、貴社の注文に特化して生産効率を高めるため、施設の近代化に20万米ドルを投資しました。）
👨💼【Teacher / Global Procurement Director】:
I understand the logistics challenge, but 8 percent still appears considerable. Our competitors are offering more competitive rates. What flexibility can you demonstrate in your pricing?
（物流の課題は理解しますが、8パーセントはやはり大きいように思えます。競合他社はより競争力のある価格を提示しています。価格面でどのような柔軟性を示せますか。）
🧑🎓【Student / Sales Manager】:
We can reduce the increase to 5 percent if you commit to a 3-year contract with a minimum annual volume of 50000 units. Additionally, we will eliminate the fluctuation clause and fix the price for the entire period, which mitigates your budget uncertainty.
（年間最低5万個の3年契約をお約束いただければ、値上げを5パーセントに削減できます。さらに、変動条項を廃止し、全期間の価格を固定することで、貴社の予算の不確実性を軽減します。）
👨💼【Teacher / Global Procurement Director】:
The 3-year commitment is a significant decision. What assurance can you provide regarding consistent quality and delivery performance throughout this period?
（3年間の契約は重要な決定です。この期間を通じて一貫した品質と納品実績についてどのような保証を提供できますか。）
🧑🎓【Student / Sales Manager】:
We will assign a dedicated account team to monitor your orders and coordinate with our production facility. Our quality certification process has been enhanced, and we achieved 99.2 percent on-time delivery last year. We are also prepared to include penalty clauses for any delays exceeding 5 business days.
（貴社の注文を監視し、生産施設と調整する専任のアカウントチームを配置します。品質認証プロセスが強化され、昨年は99.2パーセントの定時配送を達成しました。また、5営業日を超える遅延に対する違約条項を含める準備もできています。）
👨💼【Teacher / Global Procurement Director】:
That sounds reasonable. However, I need to consult with our finance team before making a final commitment. Can you maintain this offer for 2 weeks while we complete our internal assessment?
（それは妥当に聞こえます。ただし、最終的な約束をする前に財務チームと相談する必要があります。社内評価を完了する間、この提案を2週間維持していただけますか。）
🧑🎓【Student / Sales Manager】:
Absolutely. We will keep this proposal valid until the end of this month. I will also prepare a detailed breakdown document and submit it by tomorrow to assist your evaluation process.
（もちろんです。この提案を今月末まで有効に保ちます。また、評価プロセスを支援するため、明日までに詳細な内訳書を作成して提出いたします。）
👨💼【Teacher / Global Procurement Director】:
Excellent. I appreciate your flexibility and transparency. This gives us a solid foundation to proceed. I look forward to reviewing the documentation and continuing our discussion next week.
（素晴らしい。柔軟性と透明性に感謝します。これにより、進めるための確固たる基盤ができました。資料を確認し、来週議論を続けることを楽しみにしています。）
3. Use (4 min)｜ロールプレイ & 実践（空欄補完）
Let's perform the role-play and fill in the blanks by translating the Japanese into English!
空欄の日本語を英語に訳しながら、ロールプレイを実践してみましょう！
Situation / シチュエーション（Reference again）
Annual supply contract renewal negotiations worth hundreds of millions of yen with a global enterprise, reviewing all terms based on performance and market conditions.
グローバル企業との数億円規模の年間供給契約更新で、実績と市場動向を踏まえ全契約条件を見直す交渉の場面です。
👨💼【Teacher / Global Procurement Director】:
Thank you for meeting today. We need to discuss the renewal of our annual supply contract. Last year's performance was solid, but market conditions have changed significantly.
🧑🎓【Student / Sales Manager】:
I appreciate the opportunity to discuss this. We acknowledge the market volatility and are prepared to address your concerns while maintaining our commitment to quality and reliability.
👨💼【Teacher / Global Procurement Director】:
Our main concern is the proposed price increase of 8 percent. Given that commodity prices have only risen 3 percent, this seems excessive. Can you elaborate on your pricing structure?
🧑🎓【Student / Sales Manager】:
Let me ［明確にする］ the calculation behind our proposal. First, raw material costs increased 3 percent as you mentioned. Second, logistics expenses rose 12 percent due to fuel costs and port congestion. Third, we invested 200000 USD in facility modernization to ［高める］ production efficiency for your orders specifically.
👨💼【Teacher / Global Procurement Director】:
I understand the logistics challenge, but 8 percent still appears considerable. Our competitors are offering more competitive rates. What flexibility can you demonstrate in your pricing?
🧑🎓【Student / Sales Manager】:
We can reduce the increase to 5 percent if you commit to a 3-year contract with a minimum annual volume of 50000 units. Additionally, we will ［廃止する］ the fluctuation clause and fix the price for the entire period, which ［軽減する］ your budget uncertainty.
👨💼【Teacher / Global Procurement Director】:
The 3-year commitment is a significant decision. What assurance can you provide regarding consistent quality and delivery performance throughout this period?
🧑🎓【Student / Sales Manager】:
We will assign a dedicated account team to ［監視する］ your orders and ［調整する］ with our production facility. Our quality certification process has been enhanced, and we achieved 99.2 percent on-time delivery last year. We are also prepared to include penalty clauses for any delays exceeding 5 business days.
👨💼【Teacher / Global Procurement Director】:
That sounds reasonable. However, I need to consult with our finance team before making a final commitment. Can you maintain this offer for 2 weeks while we complete our internal assessment?
🧑🎓【Student / Sales Manager】:
Absolutely. We will keep this proposal valid until the end of this month. I will also prepare a detailed breakdown document and submit it by tomorrow to assist your evaluation process.
👨💼【Teacher / Global Procurement Director】:
Excellent. I appreciate your flexibility and transparency. This gives us a solid foundation to proceed. I look forward to reviewing the documentation and continuing our discussion next week.
4. Challenge (7 min)｜応用実践
Let's perform the role-play and fill in the blanks by translating the Japanese into English!
空欄の日本語を英語に訳しながら、ロールプレイを実践してみましょう！
*Let's practice this part repeatedly until we can speak it smoothly.
このパートはスムーズにスピーキングできるようになるまで繰り返し練習しましょう。
Situation / シチュエーション（Reference again）
Annual supply contract renewal negotiations worth hundreds of millions of yen with a global enterprise, reviewing all terms based on performance and market conditions.
グローバル企業との数億円規模の年間供給契約更新で、実績と市場動向を踏まえ全契約条件を見直す交渉の場面です。
👨💼【Teacher / Global Procurement Director】:
Thank you for meeting today. We need to discuss the renewal of our annual supply contract. Last year's performance was solid, but market conditions have changed significantly.
🧑🎓【Student / Sales Manager】:
［この機会をいただき感謝いたします。］ We acknowledge the market volatility and are prepared to address your concerns while maintaining our commitment to quality and reliability.
👨💼【Teacher / Global Procurement Director】:
Our main concern is the proposed price increase of 8 percent. Given that commodity prices have only risen 3 percent, this seems excessive. Can you elaborate on your pricing structure?
🧑🎓【Student / Sales Manager】:
［提案の背景にある計算を明確にさせてください。］ First, raw material costs increased 3 percent as you mentioned. Second, logistics expenses rose 12 percent due to fuel costs and port congestion. Third, we invested 200000 USD in facility modernization to enhance production efficiency for your orders specifically.
👨💼【Teacher / Global Procurement Director】:
I understand the logistics challenge, but 8 percent still appears considerable. Our competitors are offering more competitive rates. What flexibility can you demonstrate in your pricing?
🧑🎓【Student / Sales Manager】:
［年間最低5万個の3年契約をお約束いただければ、値上げを5パーセントに削減できます。］ Additionally, we will eliminate the fluctuation clause and fix the price for the entire period, which mitigates your budget uncertainty.
👨💼【Teacher / Global Procurement Director】:
The 3-year commitment is a significant decision. What assurance can you provide regarding consistent quality and delivery performance throughout this period?
🧑🎓【Student / Sales Manager】:
［貴社の注文を監視し、生産施設と調整する専任のアカウントチームを配置します。］ Our quality certification process has been enhanced, and we achieved 99.2 percent on-time delivery last year. We are also prepared to include penalty clauses for any delays exceeding 5 business days.
👨💼【Teacher / Global Procurement Director】:
That sounds reasonable. However, I need to consult with our finance team before making a final commitment. Can you maintain this offer for 2 weeks while we complete our internal assessment?
🧑🎓【Student / Sales Manager】:
Absolutely. We will keep this proposal valid until the end of this month. I will also prepare a detailed breakdown document and submit it by tomorrow to assist your evaluation process.
👨💼【Teacher / Global Procurement Director】:
Excellent. I appreciate your flexibility and transparency. This gives us a solid foundation to proceed. I look forward to reviewing the documentation and continuing our discussion next week.
\ If you have some extra capacity, give it a try（余力があればやってみましょう）/
5. Real-world application (5 min)｜実務応用
Let's speak freely with the phrases and flow we learned today. If you can, imagine your real job—it makes practice more effective.
本日学習した単語やフレーズ、会話の流れを思い出しながら、自由に話してみましょう。可能であれば、自身の実務を想像しながら話すと効果的です。
Situation / シチュエーション
You are negotiating the renewal of a major annual supply contract with a global client.
Market conditions have changed, and you need to justify your pricing while offering flexible terms.
貴社は大手グローバル顧客との年間供給契約の更新交渉を行っています。
市場環境が変化しており、柔軟な条件を提示しながら価格を正当化する必要があります。
👨💼【Teacher / Global Procurement Director】:
We are concerned about the proposed price adjustment. Can you walk me through your rationale and what alternatives you can offer to make this work for both sides?
（提案された価格調整について懸念があります。根拠を説明し、双方にとって機能する代替案を提示していただけますか。）
🧑🎓【Student / Your Role】:
(Free Speaking based on today's lesson)
Hints / ヒント
１． Clarify the cost structure
２． Propose volume
３． Explain quality assurance measures
４． Offer contract flexibility
※This is not a role-play. Please speak until you finish your thoughts.
このパートはロールプレイ形式ではありません。最後まで通して話してみましょう。
6. Wrap-up (2 min) ｜レッスンの振り返り
Let's review today's lesson with your teacher!
今日のレッスンについて講師と振り返ってみましょう！
6-1 Comments from student
・Good points / 良かったところ・上手くできたところ
・Things to work on / 今後強化したいところ
6-2 Feedback from teacher
・Good points / 良かった点
・Things to work on / 今後の強化ポイント
・What to review / 復習ポイント
*6-3 Questions from student (if any)
Japanese translation（日本語訳）
1. Read (2min)（型を学ぶ）｜基本フレーズ
2. Try (4min)（ロールプレイ練習）｜型を使った練習
Let’s practice the role-play.
ロールプレイの練習をしましょう！
3. Use (7min)｜応用
Let’s perform the role-play and filling in the missing English!
英語を補完しながら、ロールプレイを実践してみましょう！
4. Challenge (7min)｜実践
Let’s perform the role-play and filling in the missing English!
英語を補完しながら、ロールプレイを実践してみましょう！
5. Wrap-up (3min) – レッスンの振り返り
"Let’s review today’s lesson with your teacher!”
「今日のレッスンについて講師と振り返ってみましょう！」
5-1. Comments from Student
- Good points / 良かったところ・上手くできたところ
- Things to work on / 今後強化したいところ
5-2. Feedback from Teacher
- Good points / 良かった点
- Things to work on / 今後の強化ポイント
- What to review / 復習ポイント
5-3. Question from Students (If any)