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＜Upper-Intermediate＞ Lesson No.16
Local Partner Selection Discussion for New Market Development / 新興市場開拓のための現地パートナー選定協議
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
Evaluating strategic partnership proposals from influential local maritime companies for entry into emerging markets, assessing market opportunities and collaboration benefits.
成長著しい新興国市場参入で現地有力海運会社からの戦略的パートナーシップ提案を市場機会と協業効果から評価する場面です。
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're very interested in exploring...（...を探求することに非常に興味がある）
２．Could you elaborate on...（...について詳しく説明していただけますか）
３．We need to assess...（...を評価する必要がある）
４．Let me propose an alternative...（代替案を提案させてください）
５．This approach would acknowledge...（このアプローチは...を認めるでしょう）
６．We need to include...（...を含める必要がある）
７．I suggest three key indicators...（3つの主要指標を提案します）
1-2 Essential words
１．elaborate（詳しく説明する）
２．assess（評価する）
３．considerable（かなりの）
４．exclusive（独占的な）
５．acknowledge（認める）
６．commitment（コミットメント）
７．alliance（提携）
８．consecutive（連続した）
９．exceed（超える）
１０．ambitious（野心的な）
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）
Evaluating strategic partnership proposals from influential local maritime companies for entry into emerging markets, assessing market opportunities and collaboration benefits.
成長著しい新興国市場参入で現地有力海運会社からの戦略的パートナーシップ提案を市場機会と協業効果から評価する場面です。
👨💼【Teacher / Regional Shipping Partner】:
Thank you for meeting with me today. I'd like to discuss our strategic partnership proposal for entering this emerging market together.
（本日はお時間をいただきありがとうございます。この新興市場への共同参入に関する戦略的パートナーシップ提案について話し合いたいと思います。）
🧑🎓【Student / Sales Manager】:
Thank you for the opportunity. We're very interested in exploring this collaboration. Could you elaborate on the specific cooperation structure you have in mind?
（機会をいただきありがとうございます。この協業について非常に興味があります。具体的な協力体制について詳しく説明していただけますか？）
👨💼【Teacher / Regional Shipping Partner】:
We propose a joint venture where we contribute our local customer network and market knowledge, while you provide the shipbuilding capacity and technology. We suggest a 60-40 revenue split in our favor, considering our market access value.
（私たちは、当社が現地の顧客ネットワークと市場知識を提供し、貴社が造船能力と技術を提供する合弁事業を提案します。市場アクセスの価値を考慮し、収益配分は当社に有利な60対40を提案します。）
🧑🎓【Student / Sales Manager】:
I appreciate the detailed proposal. However, we need to assess the revenue structure more carefully. First, our technology and manufacturing capacity represent considerable investment. Second, we carry the production risk and quality responsibility. Third, a 50-50 split would better reflect the balanced contribution from both sides.
（詳細な提案に感謝します。しかし、収益構造をより慎重に評価する必要があります。第一に、当社の技術と製造能力はかなりの投資を表しています。第二に、当社は生産リスクと品質責任を負います。第三に、50対50の配分が双方からのバランスの取れた貢献をより良く反映するでしょう。）
👨💼【Teacher / Regional Shipping Partner】:
I understand your concern about the split. But without our local connections, you would face significant barriers to entry. We have exclusive relationships with three major shipping companies that control 70 percent of the regional market.
（配分に関するご懸念は理解します。しかし、当社の現地コネクションなしでは、貴社は参入に大きな障壁に直面するでしょう。当社は地域市場の70パーセントを支配する3つの主要海運会社と独占的関係を持っています。）
🧑🎓【Student / Sales Manager】:
Your market access is definitely valuable. Let me propose an alternative structure. We could start with a 55-45 split in your favor for the first two years, then transition to 50-50 as we establish our own market presence. This approach would acknowledge your initial contribution while ensuring long-term sustainability.
（貴社の市場アクセスは確かに価値があります。代替案を提案させてください。最初の2年間は貴社に有利な55対45の配分で開始し、その後当社が独自の市場プレゼンスを確立するにつれて50対50に移行できます。このアプローチは、貴社の初期貢献を認めつつ、長期的な持続可能性を確保します。）
👨💼【Teacher / Regional Shipping Partner】:
That's an interesting compromise. But we're concerned about the transition timeline. Could you commit to a minimum contract period of five years to make this partnership worthwhile for us?
（それは興味深い妥協案ですね。しかし、移行スケジュールについて懸念があります。このパートナーシップを当社にとって価値あるものにするため、最低5年間の契約期間にコミットしていただけますか？）
🧑🎓【Student / Sales Manager】:
A five-year commitment is reasonable for this type of strategic alliance. However, we need to include performance milestones and exit clauses. If either party fails to meet agreed targets for two consecutive years, we should have the option to renegotiate or terminate. This protects both sides from underperformance risk.
（この種の戦略的提携には5年間のコミットメントは妥当です。ただし、業績マイルストーンと解約条項を含める必要があります。いずれかの当事者が2年連続で合意目標を達成できない場合、再交渉または解約のオプションを持つべきです。これは双方を業績不振リスクから保護します。）
👨💼【Teacher / Regional Shipping Partner】:
The performance milestones make sense. What specific targets do you have in mind, and how would we measure success?
（業績マイルストーンは理にかなっています。具体的にどのような目標を考えていますか、そして成功をどのように測定しますか？）
🧑🎓【Student / Sales Manager】:
We should define clear metrics. I suggest three key indicators: annual revenue of at least 50000000 USD by year three, customer satisfaction scores above 85 percent, and on-time delivery rate exceeding 90 percent. These targets would demonstrate that the partnership is creating real value for both companies and our customers.
（明確な指標を定義すべきです。3つの主要指標を提案します：3年目までに年間収益が少なくとも50000000米ドル、顧客満足度スコアが85パーセント以上、定時配送率が90パーセントを超えること。これらの目標は、パートナーシップが両社と顧客に真の価値を生み出していることを示すでしょう。）
👨💼【Teacher / Regional Shipping Partner】:
Those targets are ambitious but achievable with proper cooperation. I think we have a solid foundation for moving forward. Let me consult with my management team and prepare a formal agreement based on this discussion. Can we schedule a follow-up meeting next week to finalize the details?
（それらの目標は野心的ですが、適切な協力があれば達成可能です。前進するための確固たる基盤ができたと思います。経営陣と相談し、この話し合いに基づいて正式な合意書を準備させてください。詳細を確定するために来週フォローアップミーティングを予定できますか？）
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）
Evaluating strategic partnership proposals from influential local maritime companies for entry into emerging markets, assessing market opportunities and collaboration benefits.
成長著しい新興国市場参入で現地有力海運会社からの戦略的パートナーシップ提案を市場機会と協業効果から評価する場面です。
👨💼【Teacher / Regional Shipping Partner】:
Thank you for meeting with me today. I'd like to discuss our strategic partnership proposal for entering this emerging market together.
🧑🎓【Student / Sales Manager】:
Thank you for the opportunity. We're very interested in exploring this collaboration. Could you ［詳しく説明する］ on the specific cooperation structure you have in mind?
👨💼【Teacher / Regional Shipping Partner】:
We propose a joint venture where we contribute our local customer network and market knowledge, while you provide the shipbuilding capacity and technology. We suggest a 60-40 revenue split in our favor, considering our market access value.
🧑🎓【Student / Sales Manager】:
I appreciate the detailed proposal. However, we need to ［評価する］ the revenue structure more carefully. First, our technology and manufacturing capacity represent ［かなりの］ investment. Second, we carry the production risk and quality responsibility. Third, a 50-50 split would better reflect the balanced contribution from both sides.
👨💼【Teacher / Regional Shipping Partner】:
I understand your concern about the split. But without our local connections, you would face significant barriers to entry. We have exclusive relationships with three major shipping companies that control 70 percent of the regional market.
🧑🎓【Student / Sales Manager】:
Your market access is definitely valuable. Let me propose an alternative structure. We could start with a 55-45 split in your favor for the first two years, then transition to 50-50 as we establish our own market presence. This approach would ［認める］ your initial contribution while ensuring long-term sustainability.
👨💼【Teacher / Regional Shipping Partner】:
That's an interesting compromise. But we're concerned about the transition timeline. Could you commit to a minimum contract period of five years to make this partnership worthwhile for us?
🧑🎓【Student / Sales Manager】:
A five-year ［コミットメント］ is reasonable for this type of strategic ［提携］. However, we need to include performance milestones and exit clauses. If either party fails to meet agreed targets for two ［連続した］ years, we should have the option to renegotiate or terminate. This protects both sides from underperformance risk.
👨💼【Teacher / Regional Shipping Partner】:
The performance milestones make sense. What specific targets do you have in mind, and how would we measure success?
🧑🎓【Student / Sales Manager】:
We should define clear metrics. I suggest three key indicators: annual revenue of at least 50000000 USD by year three, customer satisfaction scores above 85 percent, and on-time delivery rate exceeding 90 percent. These targets would demonstrate that the partnership is creating real value for both companies and our customers.
👨💼【Teacher / Regional Shipping Partner】:
Those targets are ambitious but achievable with proper cooperation. I think we have a solid foundation for moving forward. Let me consult with my management team and prepare a formal agreement based on this discussion. Can we schedule a follow-up meeting next week to finalize the details?
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）
Evaluating strategic partnership proposals from influential local maritime companies for entry into emerging markets, assessing market opportunities and collaboration benefits.
成長著しい新興国市場参入で現地有力海運会社からの戦略的パートナーシップ提案を市場機会と協業効果から評価する場面です。
👨💼【Teacher / Regional Shipping Partner】:
Thank you for meeting with me today. I'd like to discuss our strategic partnership proposal for entering this emerging market together.
🧑🎓【Student / Sales Manager】:
Thank you for the opportunity. ［この協業について非常に興味があります。］ ［具体的な協力体制について詳しく説明していただけますか？］
👨💼【Teacher / Regional Shipping Partner】:
We propose a joint venture where we contribute our local customer network and market knowledge, while you provide the shipbuilding capacity and technology. We suggest a 60-40 revenue split in our favor, considering our market access value.
🧑🎓【Student / Sales Manager】:
I appreciate the detailed proposal. ［しかし、収益構造をより慎重に評価する必要があります。］ First, our technology and manufacturing capacity represent considerable investment. Second, we carry the production risk and quality responsibility. Third, a 50-50 split would better reflect the balanced contribution from both sides.
👨💼【Teacher / Regional Shipping Partner】:
I understand your concern about the split. But without our local connections, you would face significant barriers to entry. We have exclusive relationships with three major shipping companies that control 70 percent of the regional market.
🧑🎓【Student / Sales Manager】:
Your market access is definitely valuable. ［代替案を提案させてください。］ We could start with a 55-45 split in your favor for the first two years, then transition to 50-50 as we establish our own market presence. This approach would acknowledge your initial contribution while ensuring long-term sustainability.
👨💼【Teacher / Regional Shipping Partner】:
That's an interesting compromise. But we're concerned about the transition timeline. Could you commit to a minimum contract period of five years to make this partnership worthwhile for us?
🧑🎓【Student / Sales Manager】:
A five-year commitment is reasonable for this type of strategic alliance. However, we need to include performance milestones and exit clauses. If either party fails to meet agreed targets for two consecutive years, we should have the option to renegotiate or terminate. This protects both sides from underperformance risk.
👨💼【Teacher / Regional Shipping Partner】:
The performance milestones make sense. What specific targets do you have in mind, and how would we measure success?
🧑🎓【Student / Sales Manager】:
We should define clear metrics. ［3つの主要指標を提案します：3年目までに年間収益が少なくとも50000000米ドル、顧客満足度スコアが85パーセント以上、定時配送率が90パーセントを超えること。］ These targets would demonstrate that the partnership is creating real value for both companies and our customers.
👨💼【Teacher / Regional Shipping Partner】:
Those targets are ambitious but achievable with proper cooperation. I think we have a solid foundation for moving forward. Let me consult with my management team and prepare a formal agreement based on this discussion. Can we schedule a follow-up meeting next week to finalize the details?
\ 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 regional shipping partner proposes a strategic partnership to enter an emerging market together.
The partner offers local market knowledge and customer networks in exchange for your shipbuilding capacity and technology.
現地の有力海運会社が新興市場への共同参入のための戦略的パートナーシップを提案している。
パートナーは現地市場知識と顧客ネットワークを提供し、貴社の造船能力と技術との協業を求めている。
👨💼【Teacher / Regional Shipping Partner】:
I'd like to hear your overall assessment of our partnership proposal. What are your thoughts on the cooperation structure and revenue sharing arrangement?
（当社のパートナーシップ提案に対する全体的な評価をお聞きしたいです。協力体制と収益配分の取り決めについてどのようにお考えですか？）
🧑🎓【Student / Your Role】:
(Free Speaking based on today's lesson)
Hints / ヒント
１． Explain the strategic value assessment
２． Propose a balanced revenue structure
３． Define performance milestones
４． Suggest measurable success indicators
※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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