＜Upper-Intermediate＞ Lesson No.13
Contract Condition Negotiation for Joint Chemical Product Development with Overseas Joint Venture Partner / 海外合弁パートナーとの化学製品共同開発契約の条件交渉
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
Negotiating development cost sharing, intellectual property rights, and market division for joint development of next-generation materials with overseas chemical manufacturers.
海外化学メーカーとの次世代材料共同開発で開発費分担、知的財産権帰属、市場分割などの契約条件を交渉する場面です。
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．We propose a cost sharing ratio...（費用分担比率を提案する）
２．Let me explain our market allocation plan...（市場配分計画を説明させてください）
３．We request exclusive rights in...（...における独占権を要請する）
４．Let me clarify the rationale...（根拠を明確にする）
５．We calculated the ratio based on...（...に基づいて比率を計算した）
６．We are willing to reduce our share to...（当社の負担を...に削減することも可能です）
７．We propose establishing a joint steering committee...（共同運営委員会の設置を提案する）
1-2 Essential words
１．clarify（明確にする）
２．elaborate（詳しく説明する）
３．modify（修正する）
４．utilize（活用する）
５．justify（正当化する）
６．accelerate（短縮する）
７．expedite（迅速化する）
８．monitor（監視する）
９．resolve（解決する）
１０．enhance（高める）
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）
Negotiating development cost sharing, intellectual property rights, and market division for joint development of next-generation materials with overseas chemical manufacturers.
海外化学メーカーとの次世代材料共同開発で開発費分担、知的財産権帰属、市場分割などの契約条件を交渉する場面です。
👨💼【Teacher / Partner Company R&D Director】:
Thank you for meeting today. We need to discuss the joint development terms for the next-generation material. Could you clarify your company's position on cost sharing and intellectual property ownership?
（本日はお時間をいただきありがとうございます。次世代材料の共同開発条件について協議する必要があります。貴社の費用分担と知的財産権の帰属に関する立場を明確にしていただけますか？）
🧑🎓【Student / Sales Representative】:
Certainly. We propose a 60-40 cost sharing ratio, with our company covering 60 percent of the development expenses. Regarding intellectual property, we suggest joint ownership with exclusive licensing rights in our designated markets.
（承知しました。開発費用の分担比率は60対40を提案いたします。当社が60パーセントを負担いたします。知的財産権については、当社の指定市場における独占的ライセンス権を伴う共同所有を提案いたします。）
👨💼【Teacher / Partner Company R&D Director】:
I appreciate your proposal, but we are concerned about the market division. Could you elaborate on which regions you intend to designate as exclusive territories? We need to assess whether this conflicts with our current strategy.
（ご提案には感謝いたしますが、市場分割について懸念があります。どの地域を独占的領域として指定する予定か詳しく説明していただけますか？これが当社の現在の戦略と矛盾しないか評価する必要があります。）
🧑🎓【Student / Sales Representative】:
Let me explain our market allocation plan. First, we request exclusive rights in Asia and North America. Second, we propose shared access to European markets with a coordination mechanism. Third, we suggest annual reviews to modify the arrangement based on actual performance. This approach ensures both companies can utilize their strengths without direct competition.
（当社の市場配分計画を説明させてください。第一に、アジアと北米における独占権を要請いたします。第二に、調整メカニズムを伴う欧州市場への共同アクセスを提案いたします。第三に、実際の業績に基づいて取り決めを修正するための年次レビューを提案いたします。このアプローチにより、両社が直接競合することなく強みを活用できます。）
👨💼【Teacher / Partner Company R&D Director】:
Your framework is reasonable, but we must address the cost burden. A 60-40 ratio seems unbalanced given that we are contributing our core technology. Could you justify this calculation or consider adjusting it to 50-50?
（貴社の枠組みは妥当ですが、費用負担について対処する必要があります。当社が中核技術を提供することを考えると、60対40の比率は不均衡に思えます。この計算を正当化していただくか、50対50への調整を検討していただけますか？）
🧑🎓【Student / Sales Representative】:
I understand your concern. Let me clarify the rationale. We calculated the ratio based on three factors: manufacturing facility investment, regulatory compliance costs, and market development expenses. Our company will invest approximately 2 million USD in new equipment and carry out all certification procedures. However, we are willing to reduce our share to 55-45 if you can accelerate the technology transfer timeline by 2 months.
（ご懸念は理解いたします。根拠を明確にさせてください。この比率は3つの要素に基づいて計算いたしました。製造設備投資、規制遵守費用、市場開発費用です。当社は新設備に約200万米ドルを投資し、すべての認証手続きを実施いたします。ただし、技術移転のタイムラインを2か月短縮していただければ、当社の負担を55対45に削減することも可能です。）
👨💼【Teacher / Partner Company R&D Director】:
That is a constructive compromise. We can commit to expediting the technology transfer if you submit a detailed timeline by next week. One final point: how will we coordinate decision-making during the development phase to avoid conflicts?
（それは建設的な妥協案ですね。来週までに詳細なタイムラインを提出していただければ、技術移転の迅速化に取り組むことができます。最後に1点、開発段階における意思決定をどのように調整して対立を回避するかについてお聞かせください。）
🧑🎓【Student / Sales Representative】:
We propose establishing a joint steering committee with equal representation from both companies. The committee will meet monthly to monitor progress and resolve any discrepancies. All major decisions will require consensus, and we will define clear escalation procedures for critical matters. This ensures transparency and mutual accountability throughout the project.
（両社から同数の代表者で構成される共同運営委員会の設置を提案いたします。委員会は毎月会合を開き、進捗を監視し、あらゆる不一致を解決いたします。すべての主要な決定には合意が必要であり、重要事項については明確なエスカレーション手順を定義いたします。これによりプロジェクト全体を通じて透明性と相互の説明責任が確保されます。）
👨💼【Teacher / Partner Company R&D Director】:
Excellent. Your proposal addresses our main concerns effectively. Let us proceed with drafting the agreement based on the 55-45 cost sharing, market allocation framework, and governance structure we discussed. I look forward to a successful collaboration that enhances both our capabilities.
（素晴らしい。貴社の提案は当社の主な懸念に効果的に対処しています。本日協議した55対45の費用分担、市場配分の枠組み、ガバナンス構造に基づいて契約書の起草を進めましょう。両社の能力を高める成功的な協力関係を期待しております。）
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）
Negotiating development cost sharing, intellectual property rights, and market division for joint development of next-generation materials with overseas chemical manufacturers.
海外化学メーカーとの次世代材料共同開発で開発費分担、知的財産権帰属、市場分割などの契約条件を交渉する場面です。
👨💼【Teacher / Partner Company R&D Director】:
Thank you for meeting today. We need to discuss the joint development terms for the next-generation material. Could you clarify your company's position on cost sharing and intellectual property ownership?
🧑🎓【Student / Sales Representative】:
Certainly. We propose a 60-40 cost sharing ratio, with our company covering 60 percent of the development expenses. Regarding intellectual property, we suggest joint ownership with exclusive licensing rights in our designated markets.
👨💼【Teacher / Partner Company R&D Director】:
I appreciate your proposal, but we are concerned about the market division. Could you elaborate on which regions you intend to designate as exclusive territories? We need to assess whether this conflicts with our current strategy.
🧑🎓【Student / Sales Representative】:
Let me explain our market allocation plan. First, we request exclusive rights in Asia and North America. Second, we propose shared access to European markets with a coordination mechanism. Third, we suggest annual reviews to ［修正する］ the arrangement based on actual performance. This approach ensures both companies can ［活用する］ their strengths without direct competition.
👨💼【Teacher / Partner Company R&D Director】:
Your framework is reasonable, but we must address the cost burden. A 60-40 ratio seems unbalanced given that we are contributing our core technology. Could you justify this calculation or consider adjusting it to 50-50?
🧑🎓【Student / Sales Representative】:
I understand your concern. Let me ［明確にする］ the rationale. We calculated the ratio based on three factors: manufacturing facility investment, regulatory compliance costs, and market development expenses. Our company will invest approximately 2 million USD in new equipment and carry out all certification procedures. However, we are willing to reduce our share to 55-45 if you can ［短縮する］ the technology transfer timeline by 2 months.
👨💼【Teacher / Partner Company R&D Director】:
That is a constructive compromise. We can commit to expediting the technology transfer if you submit a detailed timeline by next week. One final point: how will we coordinate decision-making during the development phase to avoid conflicts?
🧑🎓【Student / Sales Representative】:
We propose establishing a joint steering committee with equal representation from both companies. The committee will meet monthly to ［監視する］ progress and ［解決する］ any discrepancies. All major decisions will require consensus, and we will define clear escalation procedures for critical matters. This ensures transparency and mutual accountability throughout the project.
👨💼【Teacher / Partner Company R&D Director】:
Excellent. Your proposal addresses our main concerns effectively. Let us proceed with drafting the agreement based on the 55-45 cost sharing, market allocation framework, and governance structure we discussed. I look forward to a successful collaboration that enhances both our capabilities.
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）
Negotiating development cost sharing, intellectual property rights, and market division for joint development of next-generation materials with overseas chemical manufacturers.
海外化学メーカーとの次世代材料共同開発で開発費分担、知的財産権帰属、市場分割などの契約条件を交渉する場面です。
👨💼【Teacher / Partner Company R&D Director】:
Thank you for meeting today. We need to discuss the joint development terms for the next-generation material. Could you clarify your company's position on cost sharing and intellectual property ownership?
🧑🎓【Student / Sales Representative】:
Certainly. ［開発費用の分担比率は60対40を提案いたします。当社が60パーセントを負担いたします。］ Regarding intellectual property, we suggest joint ownership with exclusive licensing rights in our designated markets.
👨💼【Teacher / Partner Company R&D Director】:
I appreciate your proposal, but we are concerned about the market division. Could you elaborate on which regions you intend to designate as exclusive territories? We need to assess whether this conflicts with our current strategy.
🧑🎓【Student / Sales Representative】:
［当社の市場配分計画を説明させてください。］ First, we request exclusive rights in Asia and North America. Second, we propose shared access to European markets with a coordination mechanism. Third, we suggest annual reviews to modify the arrangement based on actual performance. This approach ensures both companies can utilize their strengths without direct competition.
👨💼【Teacher / Partner Company R&D Director】:
Your framework is reasonable, but we must address the cost burden. A 60-40 ratio seems unbalanced given that we are contributing our core technology. Could you justify this calculation or consider adjusting it to 50-50?
🧑🎓【Student / Sales Representative】:
I understand your concern. ［根拠を明確にさせてください。この比率は3つの要素に基づいて計算いたしました。製造設備投資、規制遵守費用、市場開発費用です。］ Our company will invest approximately 2 million USD in new equipment and carry out all certification procedures. ［ただし、技術移転のタイムラインを2か月短縮していただければ、当社の負担を55対45に削減することも可能です。］
👨💼【Teacher / Partner Company R&D Director】:
That is a constructive compromise. We can commit to expediting the technology transfer if you submit a detailed timeline by next week. One final point: how will we coordinate decision-making during the development phase to avoid conflicts?
🧑🎓【Student / Sales Representative】:
［両社から同数の代表者で構成される共同運営委員会の設置を提案いたします。］ The committee will meet monthly to monitor progress and resolve any discrepancies. All major decisions will require consensus, and we will define clear escalation procedures for critical matters. This ensures transparency and mutual accountability throughout the project.
👨💼【Teacher / Partner Company R&D Director】:
Excellent. Your proposal addresses our main concerns effectively. Let us proceed with drafting the agreement based on the 55-45 cost sharing, market allocation framework, and governance structure we discussed. I look forward to a successful collaboration that enhances both our capabilities.
\ 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 joint development terms with an overseas chemical manufacturer for next-generation materials.
Your partner company is requesting clarification on cost sharing, intellectual property rights, and market allocation.
海外の化学メーカーと次世代材料の共同開発条件を交渉しています。
相手企業は費用分担、知的財産権、市場配分について明確化を求めています。
👨💼【Teacher / Partner Company R&D Director】:
We are interested in your joint development proposal, but we need more details about the cost structure and how we will divide the markets. Could you walk me through your company's terms?
（貴社の共同開発提案には関心がありますが、費用構造と市場分割の方法について詳細が必要です。貴社の条件について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． Explain the cost sharing ratio
２． Clarify the market allocation plan
３． Describe the investment breakdown
４． Propose a governance structure
※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)