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＜Upper-Intermediate＞ Lesson No.9
Negotiation of Collaboration Terms with Local Partner Company for Overseas Plant Construction / 海外プラント建設における現地パートナー企業との協業条件交渉
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
Local regulations require collaboration with local companies for overseas plant construction, necessitating negotiation of technology transfer and profit sharing conditions.
海外でのプラント建設で現地企業との協業が必須となり、技術移転と利益配分の条件について交渉する場面です。
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．Let me clarify our position...（弊社の立場を明確にする）
２．We propose a profit sharing ratio...（利益配分比率を提案する）
３．We will provide technical training for...（...の技術研修を提供する）
４．I acknowledge that requirement...（その要件を認識する）
５．We can accommodate your request by...（...することで貴社の要望に対応できる）
６．Let me consult with our headquarters and calculate...（本社と協議し...を計算する）
７．We will collaborate with certified translation agencies to...（...するため認定翻訳機関と協力する）
1-2 Essential words
１．clarify（明確にする）
２．restrict（制限する）
３．acknowledge（認識する）
４．accommodate（対応する）
５．assign（配置する）
６．consult with（協議する）
７．commit（約束する）
８．empower（できるようにする）
９．monitor（監視する）
１０．collaborate（協力する）
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）
Local regulations require collaboration with local companies for overseas plant construction, necessitating negotiation of technology transfer and profit sharing conditions.
海外でのプラント建設で現地企業との協業が必須となり、技術移転と利益配分の条件について交渉する場面です。
👨💼【Teacher / Local Partner Representative】:
Thank you for meeting today. We received your proposal for the plant construction project. However, we need to discuss the technology transfer terms and profit sharing ratio in more detail.
（本日はお時間をいただきありがとうございます。プラント建設プロジェクトのご提案を拝見しました。ただし、技術移転の条件と利益配分の比率についてより詳しく協議する必要があります。）
🧑🎓【Student / Sales Representative】:
I appreciate your interest. Let me clarify our position. First, we propose a 60 to 40 profit sharing ratio in favor of your company. Second, we will provide technical training for 6 months. Third, we restrict the transfer of core design technology to protect our intellectual property.
（ご関心をお寄せいただきありがとうございます。弊社の立場を明確にさせてください。第一に、貴社に有利な60対40の利益配分比率を提案します。第二に、6か月間の技術研修を提供します。第三に、弊社の知的財産を保護するため、中核設計技術の移転は制限させていただきます。）
👨💼【Teacher / Local Partner Representative】:
We understand your concern about intellectual property. However, local regulations require substantial technology transfer to local partners. We need access to maintenance procedures and operational know-how to ensure long-term business continuity.
（知的財産に関する貴社の懸念は理解します。しかしながら、現地法規制では現地パートナーへの実質的な技術移転が義務付けられています。長期的な事業継続性を確保するため、保守手順と運用ノウハウへのアクセスが必要です。）
🧑🎓【Student / Sales Representative】:
I acknowledge that requirement. We can accommodate your request by providing comprehensive maintenance manuals and on-site training programs. We will assign 3 senior engineers to your facility for 12 months. This approach allows us to transfer operational knowledge while protecting our core design patents.
（その要件は認識しております。包括的な保守マニュアルと現場研修プログラムを提供することで、貴社のご要望に対応できます。12か月間、3名のシニアエンジニアを貴社施設に配置いたします。このアプローチにより、中核設計特許を保護しながら運用知識を移転できます。）
👨💼【Teacher / Local Partner Representative】:
That sounds more reasonable. However, we are concerned about the profit sharing ratio. Considering our investment in local infrastructure and regulatory compliance costs, we request a 55 to 45 ratio in our favor.
（それはより妥当に思えます。しかしながら、利益配分比率について懸念があります。現地インフラへの投資と法規制遵守コストを考慮すると、弊社に有利な55対45の比率を要望します。）
🧑🎓【Student / Sales Representative】:
I understand your position. Let me consult with our headquarters and calculate the financial impact. We can consider adjusting the ratio if you commit to a 5 year exclusive partnership agreement. This would reduce our market development costs and justify a more favorable profit distribution.
（貴社の立場は理解いたします。本社と協議し、財務的影響を計算させてください。5年間の独占的パートナーシップ契約をお約束いただければ、比率の調整を検討できます。これにより弊社の市場開拓コストが削減され、より有利な利益配分を正当化できます。）
👨💼【Teacher / Local Partner Representative】:
A 5 year commitment is acceptable to us. We also want to confirm that your engineers will train our local staff to operate the plant independently by the end of the training period.
（5年間の契約は弊社として受け入れ可能です。また、研修期間終了までに貴社のエンジニアが弊社の現地スタッフをプラント独立運用できるよう訓練することを確認したいです。）
🧑🎓【Student / Sales Representative】:
Yes, that is our commitment. We will develop a detailed training curriculum covering all operational aspects. Our goal is to empower your team to manage daily operations, routine maintenance, and troubleshooting independently. We will monitor progress monthly and adjust the program as needed.
（はい、それが弊社の約束です。すべての運用面をカバーする詳細な研修カリキュラムを作成します。貴社チームが日常運用、定期保守、トラブルシューティングを独立して管理できるようにすることが弊社の目標です。進捗を毎月監視し、必要に応じてプログラムを調整します。）
👨💼【Teacher / Local Partner Representative】:
Excellent. One final point. We need written documentation in both English and our local language. Can you provide translated technical manuals and training materials?
（素晴らしいです。最後に1点。英語と現地言語の両方で書面による文書が必要です。翻訳された技術マニュアルと研修資料を提供いただけますか。）
🧑🎓【Student / Sales Representative】:
Absolutely. We will collaborate with certified translation agencies to ensure accuracy. All technical documentation, safety procedures, and training materials will be available in both languages within 3 months of contract signing. This ensures compliance with local regulations and facilitates effective knowledge transfer.
（もちろんです。正確性を確保するため、認定翻訳機関と協力します。すべての技術文書、安全手順、研修資料は契約締結後3か月以内に両言語で利用可能になります。これにより現地法規制への準拠が確保され、効果的な知識移転が促進されます。）
👨💼【Teacher / Local Partner Representative】:
Thank you for addressing all our concerns. I believe we have a solid foundation for partnership. Let me discuss these terms with our management team, and I will contact you by the end of this week with our final decision.
（すべての懸念事項に対応いただきありがとうございます。パートナーシップの強固な基盤ができたと思います。これらの条件を弊社経営陣と協議し、今週末までに最終決定をご連絡いたします。）
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）
Local regulations require collaboration with local companies for overseas plant construction, necessitating negotiation of technology transfer and profit sharing conditions.
海外でのプラント建設で現地企業との協業が必須となり、技術移転と利益配分の条件について交渉する場面です。
👨💼【Teacher / Local Partner Representative】:
Thank you for meeting today. We received your proposal for the plant construction project. However, we need to discuss the technology transfer terms and profit sharing ratio in more detail.
🧑🎓【Student / Sales Representative】:
I appreciate your interest. Let me ［明確にする］ our position. First, we propose a 60 to 40 profit sharing ratio in favor of your company. Second, we will provide technical training for 6 months. Third, we ［制限する］ the transfer of core design technology to protect our intellectual property.
👨💼【Teacher / Local Partner Representative】:
We understand your concern about intellectual property. However, local regulations require substantial technology transfer to local partners. We need access to maintenance procedures and operational know-how to ensure long-term business continuity.
🧑🎓【Student / Sales Representative】:
I ［認識する］ that requirement. We can ［対応する］ your request by providing comprehensive maintenance manuals and on-site training programs. We will ［配置する］ 3 senior engineers to your facility for 12 months. This approach allows us to transfer operational knowledge while protecting our core design patents.
👨💼【Teacher / Local Partner Representative】:
That sounds more reasonable. However, we are concerned about the profit sharing ratio. Considering our investment in local infrastructure and regulatory compliance costs, we request a 55 to 45 ratio in our favor.
🧑🎓【Student / Sales Representative】:
I understand your position. Let me ［協議する］ our headquarters and calculate the financial impact. We can consider adjusting the ratio if you ［約束する］ to a 5 year exclusive partnership agreement. This would reduce our market development costs and justify a more favorable profit distribution.
👨💼【Teacher / Local Partner Representative】:
A 5 year commitment is acceptable to us. We also want to confirm that your engineers will train our local staff to operate the plant independently by the end of the training period.
🧑🎓【Student / Sales Representative】:
Yes, that is our commitment. We will develop a detailed training curriculum covering all operational aspects. Our goal is to ［できるようにする］ your team to manage daily operations, routine maintenance, and troubleshooting independently. We will ［監視する］ progress monthly and adjust the program as needed.
👨💼【Teacher / Local Partner Representative】:
Excellent. One final point. We need written documentation in both English and our local language. Can you provide translated technical manuals and training materials?
🧑🎓【Student / Sales Representative】:
Absolutely. We will ［協力する］ with certified translation agencies to ensure accuracy. All technical documentation, safety procedures, and training materials will be available in both languages within 3 months of contract signing. This ensures compliance with local regulations and facilitates effective knowledge transfer.
👨💼【Teacher / Local Partner Representative】:
Thank you for addressing all our concerns. I believe we have a solid foundation for partnership. Let me discuss these terms with our management team, and I will contact you by the end of this week with our final decision.
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）
Local regulations require collaboration with local companies for overseas plant construction, necessitating negotiation of technology transfer and profit sharing conditions.
海外でのプラント建設で現地企業との協業が必須となり、技術移転と利益配分の条件について交渉する場面です。
👨💼【Teacher / Local Partner Representative】:
Thank you for meeting today. We received your proposal for the plant construction project. However, we need to discuss the technology transfer terms and profit sharing ratio in more detail.
🧑🎓【Student / Sales Representative】:
I appreciate your interest. ［弊社の立場を明確にさせてください。］ ［第一に、貴社に有利な60対40の利益配分比率を提案します。］ Second, we will provide technical training for 6 months. Third, we restrict the transfer of core design technology to protect our intellectual property.
👨💼【Teacher / Local Partner Representative】:
We understand your concern about intellectual property. However, local regulations require substantial technology transfer to local partners. We need access to maintenance procedures and operational know-how to ensure long-term business continuity.
🧑🎓【Student / Sales Representative】:
［その要件は認識しております。］ ［包括的な保守マニュアルと現場研修プログラムを提供することで、貴社のご要望に対応できます。］ We will assign 3 senior engineers to your facility for 12 months. This approach allows us to transfer operational knowledge while protecting our core design patents.
👨💼【Teacher / Local Partner Representative】:
That sounds more reasonable. However, we are concerned about the profit sharing ratio. Considering our investment in local infrastructure and regulatory compliance costs, we request a 55 to 45 ratio in our favor.
🧑🎓【Student / Sales Representative】:
I understand your position. ［本社と協議し、財務的影響を計算させてください。］ We can consider adjusting the ratio if you commit to a 5 year exclusive partnership agreement. This would reduce our market development costs and justify a more favorable profit distribution.
👨💼【Teacher / Local Partner Representative】:
A 5 year commitment is acceptable to us. We also want to confirm that your engineers will train our local staff to operate the plant independently by the end of the training period.
🧑🎓【Student / Sales Representative】:
Yes, that is our commitment. We will develop a detailed training curriculum covering all operational aspects. Our goal is to empower your team to manage daily operations, routine maintenance, and troubleshooting independently. We will monitor progress monthly and adjust the program as needed.
👨💼【Teacher / Local Partner Representative】:
Excellent. One final point. We need written documentation in both English and our local language. Can you provide translated technical manuals and training materials?
🧑🎓【Student / Sales Representative】:
Absolutely. ［正確性を確保するため、認定翻訳機関と協力します。］ All technical documentation, safety procedures, and training materials will be available in both languages within 3 months of contract signing. This ensures compliance with local regulations and facilitates effective knowledge transfer.
👨💼【Teacher / Local Partner Representative】:
Thank you for addressing all our concerns. I believe we have a solid foundation for partnership. Let me discuss these terms with our management team, and I will contact you by the end of this week with our final decision.
\ 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
A local partner requests detailed terms for technology transfer and profit sharing in a plant construction project.
You need to propose conditions that protect intellectual property while meeting regulatory requirements.
現地パートナーがプラント建設プロジェクトにおける技術移転と利益配分の詳細条件を要求している。
法規制要件を満たしながら知的財産を保護する条件を提案する必要がある。
👨💼【Teacher / Local Partner Representative】:
We need to finalize the partnership terms today. Could you explain your proposal for technology transfer and profit distribution?
（本日中にパートナーシップ条件を確定する必要があります。技術移転と利益配分に関する貴社の提案を説明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 profit sharing structure
２． Propose technical training programs
３． Address intellectual property protection
４． Commit to long
※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)
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