＜Upper-Intermediate＞ Lesson No.13
Long-term Shipbuilding Contract Negotiation with Shipping Company / 船舶運航会社との長期建造契約締結交渉
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 long-term contracts with major overseas shipping companies for multiple consecutive vessel construction, balancing order stability with profitability and risk management.
大手海外船舶運航会社との複数隻連続建造を前提とした長期契約で受注安定化と収益確保を両立させる場面です。
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 can accommodate a multi-vessel contract with...（...で複数隻契約に対応できる）
２．Let me elaborate on...（...について詳しく説明させてください）
３．We offer volume discounts for...（...に対するボリュームディスカウントを提供する）
４．We stabilize unit costs through...（...を通じて単価を安定させる）
５．We can commit to a reduction compared to...（...と比較して削減を確約できる）
６．We will assign dedicated project teams for...（...に専任プロジェクトチームを配置する）
７．We will collaborate closely with your technical team to...（...するため貴社の技術チームと緊密に協力する）
1-2 Essential words
１．accommodate（対応する）
２．elaborate（詳しく説明する）
３．stabilize（安定させる）
４．accelerate（早める）
５．assess（評価する）
６．commit（確約する）
７．monitor（監視する）
８．coordinate（調整する）
９．mitigate（軽減する）
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）
Negotiating long-term contracts with major overseas shipping companies for multiple consecutive vessel construction, balancing order stability with profitability and risk management.
大手海外船舶運航会社との複数隻連続建造を前提とした長期契約で受注安定化と収益確保を両立させる場面です。
👨💼【Teacher / Fleet Manager】:
Thank you for meeting today. We are considering a long-term contract for multiple vessels. Could you explain your approach to multi-vessel construction and pricing structure?
（本日はお時間をいただきありがとうございます。複数隻の長期契約を検討しています。複数隻建造と価格体系についてのアプローチを説明していただけますか？）
🧑🎓【Student / Sales Representative】:
Thank you for this opportunity. We can accommodate a multi-vessel contract with competitive pricing. Let me elaborate on our proposal. First, we offer volume discounts for consecutive orders. Second, we stabilize unit costs through long-term material procurement. Third, we accelerate delivery schedules by optimizing our production capacity.
（この機会をいただきありがとうございます。競争力のある価格で複数隻契約に対応できます。提案内容について詳しく説明させてください。第一に、連続受注に対するボリュームディスカウントを提供します。第二に、長期的な資材調達を通じて単価を安定させます。第三に、生産能力を最適化することで納期を早めます。）
👨💼【Teacher / Fleet Manager】:
That sounds promising. However, we need to assess the actual cost reduction. What percentage discount can you commit to for a 5-vessel contract over 3 years?
（それは有望に聞こえます。しかし、実際のコスト削減を評価する必要があります。3年間で5隻の契約に対して何パーセントの割引を確約できますか？）
🧑🎓【Student / Sales Representative】:
We can commit to a 12 percent reduction compared to single-vessel pricing. This consists of 7 percent from material procurement efficiency and 5 percent from production optimization. The total contract value would be approximately 450 million USD for 5 vessels, with each vessel at 90 million USD.
（単独発注価格と比較して12パーセントの削減を確約できます。これは資材調達効率による7パーセントと生産最適化による5パーセントで構成されます。契約総額は5隻で約4億5000万米ドル、1隻あたり9000万米ドルとなります。）
👨💼【Teacher / Fleet Manager】:
I appreciate the detailed calculation. But we are concerned about delivery consistency. How will you ensure that all 5 vessels are delivered on schedule without delays?
（詳細な計算に感謝します。しかし納期の一貫性について懸念しています。5隻すべてを遅延なくスケジュール通りに引き渡すことをどのように保証しますか？）
🧑🎓【Student / Sales Representative】:
We will assign dedicated project teams for each vessel and monitor progress weekly. Our facility has the capacity to construct 2 vessels simultaneously. We also coordinate with our suppliers to secure materials 6 months in advance. This approach will mitigate potential delays and maintain consistent delivery intervals of 8 months between vessels.
（各船舶に専任プロジェクトチームを配置し、毎週進捗を監視します。当社の施設は2隻を同時建造する能力があります。また、サプライヤーと調整して6か月前に資材を確保します。このアプローチにより潜在的な遅延を軽減し、船舶間8か月の一貫した引き渡し間隔を維持します。）
👨💼【Teacher / Fleet Manager】:
Your plan seems well-structured. One final question: what happens if we need to modify specifications during construction? Will that trigger additional costs?
（計画はよく構成されているようです。最後の質問です。建造中に仕様変更が必要になった場合はどうなりますか？それは追加コストを引き起こしますか？）
🧑🎓【Student / Sales Representative】:
Minor modifications within the first 3 months are included in the contract at no additional cost. Major changes after that period would require a separate assessment. We will collaborate closely with your technical team to define specifications clearly before construction begins. This will reduce the likelihood of costly modifications later.
（最初の3か月以内の軽微な変更は追加コストなしで契約に含まれます。その期間後の大きな変更は別途評価が必要です。建造開始前に仕様を明確に定義するため、貴社の技術チームと緊密に協力します。これにより後の高額な変更の可能性を減らします。）
👨💼【Teacher / Fleet Manager】:
Excellent. I am satisfied with your proposal. Let us proceed with the contract discussion. Please submit a formal proposal document by next week, and we will consult with our management team.
（素晴らしい。提案に満足しています。契約協議を進めましょう。来週までに正式な提案書を提出してください。経営陣と相談します。）
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）
Negotiating long-term contracts with major overseas shipping companies for multiple consecutive vessel construction, balancing order stability with profitability and risk management.
大手海外船舶運航会社との複数隻連続建造を前提とした長期契約で受注安定化と収益確保を両立させる場面です。
👨💼【Teacher / Fleet Manager】:
Thank you for meeting today. We are considering a long-term contract for multiple vessels. Could you explain your approach to multi-vessel construction and pricing structure?
🧑🎓【Student / Sales Representative】:
Thank you for this opportunity. We can ［対応する］ a multi-vessel contract with competitive pricing. Let me ［詳しく説明する］ on our proposal. First, we offer volume discounts for consecutive orders. Second, we ［安定させる］ unit costs through long-term material procurement. Third, we ［早める］ delivery schedules by optimizing our production capacity.
👨💼【Teacher / Fleet Manager】:
That sounds promising. However, we need to assess the actual cost reduction. What percentage discount can you commit to for a 5-vessel contract over 3 years?
🧑🎓【Student / Sales Representative】:
We can ［確約する］ to a 12 percent reduction compared to single-vessel pricing. This consists of 7 percent from material procurement efficiency and 5 percent from production optimization. The total contract value would be approximately 450 million USD for 5 vessels, with each vessel at 90 million USD.
👨💼【Teacher / Fleet Manager】:
I appreciate the detailed calculation. But we are concerned about delivery consistency. How will you ensure that all 5 vessels are delivered on schedule without delays?
🧑🎓【Student / Sales Representative】:
We will assign dedicated project teams for each vessel and ［監視する］ progress weekly. Our facility has the capacity to construct 2 vessels simultaneously. We also ［調整する］ with our suppliers to secure materials 6 months in advance. This approach will ［軽減する］ potential delays and maintain consistent delivery intervals of 8 months between vessels.
👨💼【Teacher / Fleet Manager】:
Your plan seems well-structured. One final question: what happens if we need to modify specifications during construction? Will that trigger additional costs?
🧑🎓【Student / Sales Representative】:
Minor modifications within the first 3 months are included in the contract at no additional cost. Major changes after that period would require a separate ［評価する］. We will ［協力する］ closely with your technical team to define specifications clearly before construction begins. This will reduce the likelihood of costly modifications later.
👨💼【Teacher / Fleet Manager】:
Excellent. I am satisfied with your proposal. Let us proceed with the contract discussion. Please submit a formal proposal document by next week, and we will consult with our management team.
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 long-term contracts with major overseas shipping companies for multiple consecutive vessel construction, balancing order stability with profitability and risk management.
大手海外船舶運航会社との複数隻連続建造を前提とした長期契約で受注安定化と収益確保を両立させる場面です。
👨💼【Teacher / Fleet Manager】:
Thank you for meeting today. We are considering a long-term contract for multiple vessels. Could you explain your approach to multi-vessel construction and pricing structure?
🧑🎓【Student / Sales Representative】:
Thank you for this opportunity. ［競争力のある価格で複数隻契約に対応できます。］ ［提案内容について詳しく説明させてください。］ First, we offer volume discounts for consecutive orders. Second, we stabilize unit costs through long-term material procurement. Third, we accelerate delivery schedules by optimizing our production capacity.
👨💼【Teacher / Fleet Manager】:
That sounds promising. However, we need to assess the actual cost reduction. What percentage discount can you commit to for a 5-vessel contract over 3 years?
🧑🎓【Student / Sales Representative】:
［単独発注価格と比較して12パーセントの削減を確約できます。］ This consists of 7 percent from material procurement efficiency and 5 percent from production optimization. The total contract value would be approximately 450 million USD for 5 vessels, with each vessel at 90 million USD.
👨💼【Teacher / Fleet Manager】:
I appreciate the detailed calculation. But we are concerned about delivery consistency. How will you ensure that all 5 vessels are delivered on schedule without delays?
🧑🎓【Student / Sales Representative】:
［各船舶に専任プロジェクトチームを配置し、毎週進捗を監視します。］ Our facility has the capacity to construct 2 vessels simultaneously. We also coordinate with our suppliers to secure materials 6 months in advance. This approach will mitigate potential delays and maintain consistent delivery intervals of 8 months between vessels.
👨💼【Teacher / Fleet Manager】:
Your plan seems well-structured. One final question: what happens if we need to modify specifications during construction? Will that trigger additional costs?
🧑🎓【Student / Sales Representative】:
Minor modifications within the first 3 months are included in the contract at no additional cost. Major changes after that period would require a separate assessment. ［建造開始前に仕様を明確に定義するため、貴社の技術チームと緊密に協力します。］ This will reduce the likelihood of costly modifications later.
👨💼【Teacher / Fleet Manager】:
Excellent. I am satisfied with your proposal. Let us proceed with the contract discussion. Please submit a formal proposal document by next week, and we will consult with our management team.
\ 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 major overseas shipping company proposes a long-term contract for multiple vessel construction.
The sales representative discusses contract terms to balance order stability with risk management.
大手海外船舶運航会社が複数隻建造の長期契約を提案している。
営業担当者は受注安定とリスク管理を両立させる契約条件を協議する。
👨💼【Teacher / Fleet Manager】:
We are ready to discuss the long-term partnership. Could you present your proposal for our fleet renewal plan?
（長期パートナーシップについて協議する準備ができています。船隊更新計画に対する提案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 pricing structure for multiple vessels
２． Describe the cost reduction plan
３． Present the delivery schedule and capacity
４． Clarify the modification policy
※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)