＜Upper-Intermediate＞ Lesson No.1
Price Negotiation for New Shipbuilding Contract / 新造船契約の価格交渉
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
Discussing price negotiations with overseas shipowners for new vessel construction, where the shipowner demands cost reduction while the sales representative aims to secure orders at appropriate prices based on technical advantages.
海外船主との新造船建造における価格交渉で、船主がコスト削減を要求し、営業担当が技術的優位性を根拠に適正価格での受注を目指す場面です。
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 elaborate on...（...について詳しく説明させてください）
２．We utilize advanced fuel-efficient technology that...（...する先進的な燃費効率技術を活用しています）
３．We calculate the price based on...（...に基づいて価格を算出しています）
４．Let me clarify the long-term value...（長期的な価値を明確にさせてください）
５．When you calculate the total lifecycle cost...（総ライフサイクルコストを計算すると...）
６．We can accommodate your needs with...（...で貴社のニーズに対応できます）
７．I will submit a comprehensive document within...（...以内に包括的な資料を提出いたします）
1-2 Essential words
１．reduce（削減する）
２．appreciate（理解する）
３．elaborate on（詳しく説明する）
４．utilize（活用する）
５．calculate（算出する）
６．demonstrate（実証する）
７．acknowledge（認識する）
８．persuasive（説得力がある）
９．accommodate（対応する）
１０．submit（提出する）
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）
Discussing price negotiations with overseas shipowners for new vessel construction, where the shipowner demands cost reduction while the sales representative aims to secure orders at appropriate prices based on technical advantages.
海外船主との新造船建造における価格交渉で、船主がコスト削減を要求し、営業担当が技術的優位性を根拠に適正価格での受注を目指す場面です。
👨💼【Teacher / Shipowner Representative】:
Thank you for submitting the detailed quotation. However, the price of 85000000 USD is significantly higher than our budget. We need you to reduce the cost by at least 15 percent to make this project viable for us.
（詳細な見積もりをご提出いただきありがとうございます。しかし、8500万米ドルという価格は我々の予算を大幅に超えています。このプロジェクトを実現可能にするため、少なくとも15パーセントのコスト削減が必要です。）
🧑🎓【Student / Sales Representative】:
I appreciate your concern about the price. Let me elaborate on our cost structure. First, we utilize advanced fuel-efficient technology that reduces operating costs by 20 percent. Second, our hull design complies with the latest environmental regulations. Third, we calculate the price based on high-grade steel and certified components that ensure 25 years of reliable operation.
（価格に関するご懸念は理解いたします。コスト構造について詳しくご説明させてください。第一に、我々は運航コストを20パーセント削減する先進的な燃費効率技術を活用しています。第二に、我々の船体設計は最新の環境規制に準拠しています。第三に、我々は25年間の信頼性の高い運航を保証する高品質鋼材と認証部品に基づいて価格を算出しています。）
👨💼【Teacher / Shipowner Representative】:
I understand the technical advantages, but we are facing fierce competition in the market. Could you demonstrate how your price is competitive compared to other shipyards? We have received alternative proposals at lower prices.
（技術的な優位性は理解しますが、我々は市場で激しい競争に直面しています。他の造船所と比較して、貴社の価格がどのように競争力があるか実証していただけますか。我々はより低価格の代替提案を受け取っています。）
🧑🎓【Student / Sales Representative】:
I acknowledge your competitive situation. Let me clarify the long-term value. Our vessels have a proven track record of 30 percent lower maintenance costs over 10 years. We also provide comprehensive training and technical support for 5 years at no additional cost. When you calculate the total lifecycle cost, our proposal offers considerable savings compared to cheaper alternatives that may require frequent repairs.
（貴社の競争状況は認識しております。長期的な価値を明確にさせてください。我々の船舶は10年間でメンテナンスコストが30パーセント低いという実績があります。また、我々は5年間の包括的な訓練と技術サポートを追加費用なしで提供します。総ライフサイクルコストを計算すると、頻繁な修理が必要になる可能性のある安価な代替案と比較して、我々の提案はかなりの節約を実現します。）
👨💼【Teacher / Shipowner Representative】:
Your lifecycle analysis is persuasive, but we still need immediate cost reduction to proceed with the contract. Can you offer any flexible options to bridge the gap between your price and our budget?
（ライフサイクル分析は説得力がありますが、契約を進めるためにはやはり即座のコスト削減が必要です。貴社の価格と我々の予算の差を埋めるための柔軟な選択肢を提示していただけますか。）
🧑🎓【Student / Sales Representative】:
I understand your budget constraints. We can accommodate your needs with two options. Option one is to reduce the initial price by 8 percent if you commit to a 2-ship contract within 18 months. Option two is to maintain the current specification but postpone the delivery by 4 months, which allows us to optimize our production schedule and reduce costs by 6 percent. Both options ensure the same quality and performance standards.
（予算の制約は理解しております。2つの選択肢で貴社のニーズに対応できます。選択肢1は、18カ月以内に2隻契約をお約束いただければ、初期価格を8パーセント削減します。選択肢2は、現在の仕様を維持しつつ納期を4カ月延期することで、生産スケジュールを最適化し、コストを6パーセント削減できます。どちらの選択肢も同じ品質と性能基準を保証します。）
👨💼【Teacher / Shipowner Representative】:
The 2-ship contract option is interesting, but we need to consult with our board before making that commitment. Could you provide a detailed breakdown of the 8 percent reduction and confirm the delivery schedule for both vessels?
（2隻契約の選択肢は興味深いですが、その約束をする前に取締役会と協議する必要があります。8パーセント削減の詳細な内訳と、両船舶の納期スケジュールを確認していただけますか。）
🧑🎓【Student / Sales Representative】:
Certainly. I will submit a comprehensive document within 3 business days. The breakdown will include material procurement savings, production efficiency gains, and shared engineering costs. For the delivery schedule, the first vessel would be completed in 24 months and the second in 30 months from contract signing. This timeline ensures optimal resource allocation and maintains our quality standards.
（承知しました。3営業日以内に包括的な資料を提出いたします。内訳には、資材調達の節約、生産効率の向上、共有エンジニアリングコストが含まれます。納期スケジュールについては、契約締結から第1船が24カ月、第2船が30カ月で完成します。このスケジュールは最適な資源配分を保証し、我々の品質基準を維持します。）
👨💼【Teacher / Shipowner Representative】:
That sounds reasonable. Please make sure the document includes all technical specifications and warranty terms as well. We will review it carefully and coordinate with our finance team to assess the feasibility of the 2-ship commitment.
（それは妥当に思えます。資料には全ての技術仕様と保証条件も必ず含めてください。我々はそれを慎重に検討し、2隻契約の実現可能性を評価するため財務チームと調整します。）
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）
Discussing price negotiations with overseas shipowners for new vessel construction, where the shipowner demands cost reduction while the sales representative aims to secure orders at appropriate prices based on technical advantages.
海外船主との新造船建造における価格交渉で、船主がコスト削減を要求し、営業担当が技術的優位性を根拠に適正価格での受注を目指す場面です。
👨💼【Teacher / Shipowner Representative】:
Thank you for submitting the detailed quotation. However, the price of 85000000 USD is significantly higher than our budget. We need you to reduce the cost by at least 15 percent to make this project viable for us.
🧑🎓【Student / Sales Representative】:
I ［理解する］ your concern about the price. Let me ［詳しく説明する］ our cost structure. First, we ［活用する］ advanced fuel-efficient technology that reduces operating costs by 20 percent. Second, our hull design complies with the latest environmental regulations. Third, we ［算出する］ the price based on high-grade steel and certified components that ensure 25 years of reliable operation.
👨💼【Teacher / Shipowner Representative】:
I understand the technical advantages, but we are facing fierce competition in the market. Could you demonstrate how your price is competitive compared to other shipyards? We have received alternative proposals at lower prices.
🧑🎓【Student / Sales Representative】:
I ［認識する］ your competitive situation. Let me clarify the long-term value. Our vessels have a proven track record of 30 percent lower maintenance costs over 10 years. We also provide comprehensive training and technical support for 5 years at no additional cost. When you ［算出する］ the total lifecycle cost, our proposal offers considerable savings compared to cheaper alternatives that may require frequent repairs.
👨💼【Teacher / Shipowner Representative】:
Your lifecycle analysis is persuasive, but we still need immediate cost reduction to proceed with the contract. Can you offer any flexible options to bridge the gap between your price and our budget?
🧑🎓【Student / Sales Representative】:
I understand your budget constraints. We can ［対応する］ your needs with two options. Option one is to ［削減する］ the initial price by 8 percent if you commit to a 2-ship contract within 18 months. Option two is to maintain the current specification but postpone the delivery by 4 months, which allows us to optimize our production schedule and ［削減する］ costs by 6 percent. Both options ensure the same quality and performance standards.
👨💼【Teacher / Shipowner Representative】:
The 2-ship contract option is interesting, but we need to consult with our board before making that commitment. Could you provide a detailed breakdown of the 8 percent reduction and confirm the delivery schedule for both vessels?
🧑🎓【Student / Sales Representative】:
Certainly. I will ［提出する］ a comprehensive document within 3 business days. The breakdown will include material procurement savings, production efficiency gains, and shared engineering costs. For the delivery schedule, the first vessel would be completed in 24 months and the second in 30 months from contract signing. This timeline ensures optimal resource allocation and maintains our quality standards.
👨💼【Teacher / Shipowner Representative】:
That sounds reasonable. Please make sure the document includes all technical specifications and warranty terms as well. We will review it carefully and coordinate with our finance team to assess the feasibility of the 2-ship commitment.
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）
Discussing price negotiations with overseas shipowners for new vessel construction, where the shipowner demands cost reduction while the sales representative aims to secure orders at appropriate prices based on technical advantages.
海外船主との新造船建造における価格交渉で、船主がコスト削減を要求し、営業担当が技術的優位性を根拠に適正価格での受注を目指す場面です。
👨💼【Teacher / Shipowner Representative】:
Thank you for submitting the detailed quotation. However, the price of 85000000 USD is significantly higher than our budget. We need you to reduce the cost by at least 15 percent to make this project viable for us.
🧑🎓【Student / Sales Representative】:
I appreciate your concern about the price. ［コスト構造について詳しくご説明させてください。］ First, we utilize advanced fuel-efficient technology that reduces operating costs by 20 percent. Second, our hull design complies with the latest environmental regulations. ［我々は25年間の信頼性の高い運航を保証する高品質鋼材と認証部品に基づいて価格を算出しています。］
👨💼【Teacher / Shipowner Representative】:
I understand the technical advantages, but we are facing fierce competition in the market. Could you demonstrate how your price is competitive compared to other shipyards? We have received alternative proposals at lower prices.
🧑🎓【Student / Sales Representative】:
I acknowledge your competitive situation. Let me clarify the long-term value. Our vessels have a proven track record of 30 percent lower maintenance costs over 10 years. We also provide comprehensive training and technical support for 5 years at no additional cost. ［総ライフサイクルコストを計算すると、我々の提案は頻繁な修理が必要になる可能性のある安価な代替案と比較して、かなりの節約を実現します。］
👨💼【Teacher / Shipowner Representative】:
Your lifecycle analysis is persuasive, but we still need immediate cost reduction to proceed with the contract. Can you offer any flexible options to bridge the gap between your price and our budget?
🧑🎓【Student / Sales Representative】:
I understand your budget constraints. ［2つの選択肢で貴社のニーズに対応できます。］ Option one is to reduce the initial price by 8 percent if you commit to a 2-ship contract within 18 months. Option two is to maintain the current specification but postpone the delivery by 4 months, which allows us to optimize our production schedule and reduce costs by 6 percent. Both options ensure the same quality and performance standards.
👨💼【Teacher / Shipowner Representative】:
The 2-ship contract option is interesting, but we need to consult with our board before making that commitment. Could you provide a detailed breakdown of the 8 percent reduction and confirm the delivery schedule for both vessels?
🧑🎓【Student / Sales Representative】:
Certainly. I will submit a comprehensive document within 3 business days. The breakdown will include material procurement savings, production efficiency gains, and shared engineering costs. For the delivery schedule, the first vessel would be completed in 24 months and the second in 30 months from contract signing. This timeline ensures optimal resource allocation and maintains our quality standards.
👨💼【Teacher / Shipowner Representative】:
That sounds reasonable. Please make sure the document includes all technical specifications and warranty terms as well. We will review it carefully and coordinate with our finance team to assess the feasibility of the 2-ship commitment.
\ 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 shipowner requests significant cost reduction for a newbuilding project after receiving the initial quotation.
The sales representative must explain the cost structure and technical advantages to justify the price level.
海外の船主が初期見積もり受領後、新造船プロジェクトの大幅なコスト削減を要求している。
営業担当者はコスト構造と技術的優位性を説明し、価格水準を正当化する必要がある。
👨💼【Teacher / Shipowner Representative】:
We appreciate your proposal, but the price exceeds our budget. Can you explain how your cost structure justifies this price level and offer any flexible options?
（ご提案には感謝しますが、価格が予算を超えています。コスト構造がこの価格水準をどう正当化するか説明し、柔軟な選択肢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． Explain the cost breakdown
２． Describe technical advantages
３． Clarify long
４． Offer flexible options
※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)