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＜Upper-Intermediate＞ Lesson No.9
Sales Contract Renewal Negotiation with Overseas Agent / 海外代理店との販売契約更新交渉
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
Renegotiating sales contract renewals and terms with overseas agents, balancing their performance contributions with company profitability and market strategy.
海外代理店との販売契約更新と条件見直しで、販売実績と自社収益確保を両立させた契約条件を協議する場面です。
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．I appreciate your contribution to...（...への貢献に感謝する）
２．Could you elaborate on...（...について詳しく説明していただけますか）
３．I acknowledge your remarkable achievement in...（...における素晴らしい成果を認識する）
４．Let me explain our position on...（...に対する当社の立場を説明する）
５．Let me clarify the factors behind...（...の背景にある要因を明確にする）
６．I appreciate your flexibility in...（...における柔軟性に感謝する）
７．Here's what I can propose as...（...として提案できることは以下です）
1-2 Essential words
１．elaborate（詳しく説明する）
２．acknowledge（認識する）
３．remarkable（素晴らしい）
４．assess（評価する）
５．expedite（迅速化する）
６．anticipated（予想した）
７．clarify（明確にする）
８．utilize（活用する）
９．compensate（補う）
１０．coordinate（調整する）
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）
Renegotiating sales contract renewals and terms with overseas agents, balancing their performance contributions with company profitability and market strategy.
海外代理店との販売契約更新と条件見直しで、販売実績と自社収益確保を両立させた契約条件を協議する場面です。
👨💼【Teacher / Overseas Distributor】:
Thank you for meeting with me today. I'd like to discuss our contract renewal and request better terms based on our strong sales performance in this market.
（本日はお時間をいただきありがとうございます。当社の市場での好調な販売実績に基づき、契約更新とより良い条件についてお話ししたいと思います。）
🧑🎓【Student / Sales Manager】:
I appreciate your contribution to our business. Could you elaborate on the specific terms you have in mind?
（貴社の貢献に感謝しております。具体的にどのような条件をお考えか詳しくお聞かせいただけますか？）
👨💼【Teacher / Overseas Distributor】:
We've increased sales by 35 percent over the past 2 years and expanded into 4 new ports. We'd like to reduce our purchase price by 8 percent and gain exclusive rights in 3 additional regions.
（過去2年間で売上を35パーセント増加させ、4つの新しい港に拡大しました。購入価格を8パーセント削減し、3つの追加地域での独占販売権を獲得したいと考えています。）
🧑🎓【Student / Sales Manager】:
I acknowledge your remarkable achievement in the market. Let me explain our position on your request. First, we can offer a 4 percent reduction if you commit to a 3-year contract with minimum annual orders of 12 vessels. Second, we need to assess the market potential in those 3 regions before granting exclusive rights. Third, we can expedite the approval process if you submit detailed sales projections by next month.
（市場での貴社の素晴らしい成果を認識しております。貴社のご要望に対する当社の立場を説明させてください。第一に、年間最低12隻の3年契約をお約束いただければ、4パーセントの削減を提示できます。第二に、独占権を付与する前に、その3地域の市場可能性を評価する必要があります。第三に、来月までに詳細な販売予測を提出いただければ、承認プロセスを迅速化できます。）
👨💼【Teacher / Overseas Distributor】:
A 4 percent reduction is lower than we anticipated. Our competitors are offering distributors in similar markets 7 to 9 percent discounts. How can we justify this gap to our management?
（4パーセントの削減は予想より低いです。競合他社は同様の市場の代理店に7から9パーセントの割引を提供しています。この差を当社の経営陣にどう説明すればよいでしょうか？）
🧑🎓【Student / Sales Manager】:
I understand your concern about the gap. Let me clarify the factors behind our pricing. Our vessels utilize advanced fuel-efficient technology that reduces operating costs by 18 percent annually, which compensates for the initial purchase price. Additionally, we provide comprehensive after-sales support and spare parts at no additional cost for 5 years. These benefits create long-term value that our competitors cannot match.
（その差に関する貴社の懸念は理解しております。当社の価格設定の背景にある要因を明確にさせてください。当社の船舶は、年間運用コストを18パーセント削減する先進的な燃費効率技術を活用しており、初期購入価格を補います。さらに、5年間追加費用なしで包括的なアフターサービスとスペアパーツを提供します。これらの利点は、競合他社が提供できない長期的価値を生み出します。）
👨💼【Teacher / Overseas Distributor】:
I see the value in your technology and support. However, we still need more competitive terms to maintain our market position. Can you consider a 6 percent reduction or offer exclusive rights in at least 2 of the 3 regions immediately?
（貴社の技術とサポートの価値は理解しました。しかし、市場での地位を維持するには、より競争力のある条件が必要です。6パーセントの削減、または少なくとも3地域のうち2地域での独占権を直ちに提供することを検討いただけますか？）
🧑🎓【Student / Sales Manager】:
I appreciate your flexibility in this discussion. Here's what I can propose as a compromise. We can increase the reduction to 5 percent if you extend the contract to 4 years and raise the minimum annual order to 15 vessels. Regarding exclusive rights, we can grant them for 2 regions immediately, with the third region subject to a 6-month performance review. This approach ensures mutual benefit while managing our revenue targets.
（この協議における貴社の柔軟性に感謝します。妥協案として以下を提案できます。契約を4年に延長し、年間最低注文数を15隻に引き上げていただければ、削減を5パーセントに増やすことができます。独占権については、2地域については直ちに付与し、3番目の地域は6か月の業績評価を条件とします。このアプローチは、当社の収益目標を管理しながら相互利益を確保します。）
👨💼【Teacher / Overseas Distributor】:
That sounds like a reasonable compromise. I'll need to consult with our headquarters, but I believe we can proceed with these terms. When can we finalize the contract?
（それは合理的な妥協案のようです。本社と相談する必要がありますが、これらの条件で進められると思います。いつ契約を確定できますか？）
🧑🎓【Student / Sales Manager】:
I'm glad we could reach a consensus. Once you confirm with your headquarters, we can prepare the contract within 2 weeks. I'll coordinate with our legal team to expedite the process.
（合意に達することができて嬉しく思います。本社でご確認いただき次第、2週間以内に契約書を準備できます。プロセスを迅速化するため、当社の法務チームと調整いたします。）
👨💼【Teacher / Overseas Distributor】:
Excellent. I appreciate your willingness to collaborate on mutually beneficial terms. I'll get back to you with our final decision by the end of this week.
（素晴らしいです。相互に有益な条件で協力いただけることに感謝します。今週末までに最終決定をお知らせします。）
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）
Renegotiating sales contract renewals and terms with overseas agents, balancing their performance contributions with company profitability and market strategy.
海外代理店との販売契約更新と条件見直しで、販売実績と自社収益確保を両立させた契約条件を協議する場面です。
👨💼【Teacher / Overseas Distributor】:
Thank you for meeting with me today. I'd like to discuss our contract renewal and request better terms based on our strong sales performance in this market.
🧑🎓【Student / Sales Manager】:
I ［認識する］ your contribution to our business. Could you ［詳しく説明する］ on the specific terms you have in mind?
👨💼【Teacher / Overseas Distributor】:
We've increased sales by 35 percent over the past 2 years and expanded into 4 new ports. We'd like to reduce our purchase price by 8 percent and gain exclusive rights in 3 additional regions.
🧑🎓【Student / Sales Manager】:
I ［認識する］ your ［素晴らしい］ achievement in the market. Let me explain our position on your request. First, we can offer a 4 percent reduction if you commit to a 3-year contract with minimum annual orders of 12 vessels. Second, we need to ［評価する］ the market potential in those 3 regions before granting exclusive rights. Third, we can ［迅速化する］ the approval process if you submit detailed sales projections by next month.
👨💼【Teacher / Overseas Distributor】:
A 4 percent reduction is lower than we anticipated. Our competitors are offering distributors in similar markets 7 to 9 percent discounts. How can we justify this gap to our management?
🧑🎓【Student / Sales Manager】:
I understand your concern about the gap. Let me ［明確にする］ the factors behind our pricing. Our vessels ［活用する］ advanced fuel-efficient technology that reduces operating costs by 18 percent annually, which compensates for the initial purchase price. Additionally, we provide comprehensive after-sales support and spare parts at no additional cost for 5 years. These benefits create long-term value that our competitors cannot match.
👨💼【Teacher / Overseas Distributor】:
I see the value in your technology and support. However, we still need more competitive terms to maintain our market position. Can you consider a 6 percent reduction or offer exclusive rights in at least 2 of the 3 regions immediately?
🧑🎓【Student / Sales Manager】:
I appreciate your flexibility in this discussion. Here's what I can propose as a compromise. We can increase the reduction to 5 percent if you extend the contract to 4 years and raise the minimum annual order to 15 vessels. Regarding exclusive rights, we can grant them for 2 regions immediately, with the third region subject to a 6-month performance review. This approach ensures mutual benefit while managing our revenue targets.
👨💼【Teacher / Overseas Distributor】:
That sounds like a reasonable compromise. I'll need to consult with our headquarters, but I believe we can proceed with these terms. When can we finalize the contract?
🧑🎓【Student / Sales Manager】:
I'm glad we could reach a consensus. Once you confirm with your headquarters, we can prepare the contract within 2 weeks. I'll ［調整する］ with our legal team to ［迅速化する］ the process.
👨💼【Teacher / Overseas Distributor】:
Excellent. I appreciate your willingness to collaborate on mutually beneficial terms. I'll get back to you with our final decision by the end of this 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）
Renegotiating sales contract renewals and terms with overseas agents, balancing their performance contributions with company profitability and market strategy.
海外代理店との販売契約更新と条件見直しで、販売実績と自社収益確保を両立させた契約条件を協議する場面です。
👨💼【Teacher / Overseas Distributor】:
Thank you for meeting with me today. I'd like to discuss our contract renewal and request better terms based on our strong sales performance in this market.
🧑🎓【Student / Sales Manager】:
［貴社の貢献に感謝しております。］ ［具体的にどのような条件をお考えか詳しくお聞かせいただけますか？］
👨💼【Teacher / Overseas Distributor】:
We've increased sales by 35 percent over the past 2 years and expanded into 4 new ports. We'd like to reduce our purchase price by 8 percent and gain exclusive rights in 3 additional regions.
🧑🎓【Student / Sales Manager】:
［市場での貴社の素晴らしい成果を認識しております。］ ［貴社のご要望に対する当社の立場を説明させてください。］ First, we can offer a 4 percent reduction if you commit to a 3-year contract with minimum annual orders of 12 vessels. Second, we need to assess the market potential in those 3 regions before granting exclusive rights. Third, we can expedite the approval process if you submit detailed sales projections by next month.
👨💼【Teacher / Overseas Distributor】:
A 4 percent reduction is lower than we anticipated. Our competitors are offering distributors in similar markets 7 to 9 percent discounts. How can we justify this gap to our management?
🧑🎓【Student / Sales Manager】:
I understand your concern about the gap. Let me clarify the factors behind our pricing. Our vessels utilize advanced fuel-efficient technology that reduces operating costs by 18 percent annually, which compensates for the initial purchase price. Additionally, we provide comprehensive after-sales support and spare parts at no additional cost for 5 years. These benefits create long-term value that our competitors cannot match.
👨💼【Teacher / Overseas Distributor】:
I see the value in your technology and support. However, we still need more competitive terms to maintain our market position. Can you consider a 6 percent reduction or offer exclusive rights in at least 2 of the 3 regions immediately?
🧑🎓【Student / Sales Manager】:
I appreciate your flexibility in this discussion. Here's what I can propose as a compromise. We can increase the reduction to 5 percent if you extend the contract to 4 years and raise the minimum annual order to 15 vessels. Regarding exclusive rights, we can grant them for 2 regions immediately, with the third region subject to a 6-month performance review. This approach ensures mutual benefit while managing our revenue targets.
👨💼【Teacher / Overseas Distributor】:
That sounds like a reasonable compromise. I'll need to consult with our headquarters, but I believe we can proceed with these terms. When can we finalize the contract?
🧑🎓【Student / Sales Manager】:
I'm glad we could reach a consensus. Once you confirm with your headquarters, we can prepare the contract within 2 weeks. I'll coordinate with our legal team to expedite the process.
👨💼【Teacher / Overseas Distributor】:
Excellent. I appreciate your willingness to collaborate on mutually beneficial terms. I'll get back to you with our final decision by the end of this 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
An overseas distributor requests contract renewal with better terms based on strong sales performance.
The distributor seeks price reductions and expanded exclusive rights in additional regions.
海外代理店が好調な販売実績に基づき、より良い条件での契約更新を要求する。
代理店は価格削減と追加地域での独占販売権の拡大を求める。
👨💼【Teacher / Overseas Distributor】:
We've achieved significant sales growth in our market and would like to discuss more favorable contract terms. Could you explain your position on our request for better pricing and exclusive rights?
（当社は市場で大幅な売上成長を達成しており、より有利な契約条件について話し合いたいと思います。より良い価格設定と独占権に関する当社の要求について、貴社の立場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． Acknowledge the distributor's contribution
２． Explain the pricing structure and conditions
３． Clarify the value of technology and support
４． Propose a compromise solution
※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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