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＜Upper-Intermediate＞ Lesson No.8
Payment Terms Modification Negotiation / 支払条件変更の交渉
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
Proposing new payment terms that balance risk management and continued business after a major South American client requested payment condition changes due to economic deterioration.
南米大手顧客が経済情勢悪化により支払条件変更を要請した際にリスク管理と継続取引のバランスを考慮した条件を提案する場面です。
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 need to discuss...（...について話し合う必要がある）
２．Could you elaborate on...（...について詳しく説明していただけますか）
３．Let me consult with...（...と相談させてください）
４．I need to confirm...（...を確認する必要がある）
５．Based on your long-term partnership with us...（貴社との長期的なパートナーシップに基づき...）
６．Let me calculate the financial impact of...（...の財務的影響を計算させてください）
７．I will recommend a compromise of...（...という妥協案を推奨いたします）
1-2 Essential words
１．elaborate（詳しく説明する）
２．consult（相談する）
３．assess（評価する）
４．mitigate（軽減する）
５．depreciate（下落する）
６．constraints（制約）
７．collateral（担保）
８．impose（課す）
９．acknowledge（認識する）
１０．considerable（かなりの）
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）
Proposing new payment terms that balance risk management and continued business after a major South American client requested payment condition changes due to economic deterioration.
南米大手顧客が経済情勢悪化により支払条件変更を要請した際にリスク管理と継続取引のバランスを考慮した条件を提案する場面です。
👨💼【Teacher / Finance Manager, Major South American Client】:
Thank you for meeting with me today. I need to discuss our payment terms urgently due to the current economic situation in our country.
（本日はお時間をいただきありがとうございます。我が国の現在の経済状況により、支払条件について緊急に話し合う必要があります。）
🧑🎓【Student / Sales Representative】:
I understand your concern. Could you elaborate on what specific changes you are considering?
（ご懸念は理解しております。具体的にどのような変更をお考えか詳しくお聞かせいただけますか。）
👨💼【Teacher / Finance Manager, Major South American Client】:
We need to extend our payment period from 60 days to 120 days and introduce installment payments. Our currency has depreciated by 30 percent, and we are facing serious cash flow constraints.
（支払期間を60日から120日に延長し、分割払いを導入する必要があります。我が国の通貨は30パーセント下落しており、深刻な資金繰りの制約に直面しています。）
🧑🎓【Student / Sales Representative】:
I appreciate you sharing this situation with us. Let me consult with our finance department to assess the feasibility. First, I need to confirm your annual purchase volume. Second, I need to understand your projected cash flow recovery timeline. Third, I need to clarify whether you can provide additional collateral to mitigate our risk.
（この状況を共有していただき感謝いたします。実現可能性を評価するため、財務部門と相談させてください。第一に、貴社の年間購入量を確認する必要があります。第二に、貴社の資金繰り回復の見通しを理解する必要があります。第三に、当社のリスクを軽減するための追加担保を提供いただけるか明確にする必要があります。）
👨💼【Teacher / Finance Manager, Major South American Client】:
Our annual volume is approximately 50000 units worth 5000000 USD. We anticipate our cash flow will stabilize within 18 months. However, we cannot offer additional collateral at this moment.
（当社の年間購入量は約50000個で、5000000 USDに相当します。資金繰りは18か月以内に安定すると予想しています。しかし、現時点では追加担保を提供することはできません。）
🧑🎓【Student / Sales Representative】:
Thank you for the detailed information. Based on your long-term partnership with us, I will propose the following solution to our management. We can extend the payment period to 90 days with quarterly installments over 3 payment cycles. In return, we need you to commit to a 3-year contract with a minimum annual volume of 45000 units. This approach will help us balance risk management and maintain our business relationship.
（詳細な情報をありがとうございます。貴社との長期的なパートナーシップに基づき、経営陣に以下の解決策を提案いたします。支払期間を90日に延長し、3回の支払サイクルで四半期ごとの分割払いとすることができます。その代わりに、年間最低45000個の3年契約をお約束いただく必要があります。このアプローチにより、リスク管理と取引関係の維持のバランスを取ることができます。）
👨💼【Teacher / Finance Manager, Major South American Client】:
Your proposal is reasonable, but 90 days is still challenging for us. Can you consider 105 days? We are willing to accept the 3-year commitment and volume guarantee.
（ご提案は妥当ですが、90日は依然として当社には厳しいです。105日を検討いただけますか。3年契約と購入量保証は受け入れる用意があります。）
🧑🎓【Student / Sales Representative】:
Let me calculate the financial impact of 105 days and coordinate with our finance team. If we agree to 105 days, we would need to impose a 2 percent surcharge on the total contract value to compensate for the extended credit risk. Would this be acceptable to you?
（105日の財務的影響を計算し、財務チームと調整させてください。105日に同意する場合、延長された信用リスクを補償するため、契約総額に2パーセントの追加料金を課す必要があります。これは受け入れ可能でしょうか。）
👨💼【Teacher / Finance Manager, Major South American Client】:
A 2 percent surcharge is too high for us given our current financial constraints. Can you reduce it to 1 percent? We have been your loyal customer for over 10 years.
（現在の財務的制約を考えると、2パーセントの追加料金は当社には高すぎます。1パーセントに減額していただけますか。当社は10年以上貴社の忠実な顧客です。）
🧑🎓【Student / Sales Representative】:
I acknowledge your long-term loyalty and the value of our partnership. I will recommend a compromise of 1.5 percent surcharge with 105-day payment terms and quarterly installments. This represents a considerable concession on our part while ensuring we can continue to support your business. I will submit this proposal to our management for final approval within 3 business days.
（貴社の長期的な忠誠心とパートナーシップの価値を認識しております。105日の支払条件と四半期ごとの分割払いで、1.5パーセントの追加料金という妥協案を推奨いたします。これは当社にとってかなりの譲歩であり、同時に貴社のビジネスを引き続き支援できることを保証します。この提案を3営業日以内に最終承認を得るため経営陣に提出いたします。）
👨💼【Teacher / Finance Manager, Major South American Client】:
Thank you for your flexibility and understanding. We accept the 1.5 percent surcharge with the extended terms. Please proceed with the approval process, and we look forward to continuing our successful partnership.
（柔軟性とご理解に感謝いたします。延長条件付きの1.5パーセントの追加料金を受け入れます。承認プロセスを進めてください。今後も成功するパートナーシップを継続できることを楽しみにしております。）
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）
Proposing new payment terms that balance risk management and continued business after a major South American client requested payment condition changes due to economic deterioration.
南米大手顧客が経済情勢悪化により支払条件変更を要請した際にリスク管理と継続取引のバランスを考慮した条件を提案する場面です。
👨💼【Teacher / Finance Manager, Major South American Client】:
Thank you for meeting with me today. I need to discuss our payment terms urgently due to the current economic situation in our country.
🧑🎓【Student / Sales Representative】:
I understand your concern. Could you ［詳しく説明する］ on what specific changes you are considering?
👨💼【Teacher / Finance Manager, Major South American Client】:
We need to extend our payment period from 60 days to 120 days and introduce installment payments. Our currency has depreciated by 30 percent, and we are facing serious cash flow constraints.
🧑🎓【Student / Sales Representative】:
I appreciate you sharing this situation with us. Let me ［相談する］ with our finance department to ［評価する］ the feasibility. First, I need to confirm your annual purchase volume. Second, I need to understand your projected cash flow recovery timeline. Third, I need to clarify whether you can provide additional ［担保］ to ［軽減する］ our risk.
👨💼【Teacher / Finance Manager, Major South American Client】:
Our annual volume is approximately 50000 units worth 5000000 USD. We anticipate our cash flow will stabilize within 18 months. However, we cannot offer additional collateral at this moment.
🧑🎓【Student / Sales Representative】:
Thank you for the detailed information. Based on your long-term partnership with us, I will propose the following solution to our management. We can extend the payment period to 90 days with quarterly installments over 3 payment cycles. In return, we need you to commit to a 3-year contract with a minimum annual volume of 45000 units. This approach will help us balance risk management and maintain our business relationship.
👨💼【Teacher / Finance Manager, Major South American Client】:
Your proposal is reasonable, but 90 days is still challenging for us. Can you consider 105 days? We are willing to accept the 3-year commitment and volume guarantee.
🧑🎓【Student / Sales Representative】:
Let me calculate the financial impact of 105 days and coordinate with our finance team. If we agree to 105 days, we would need to ［課す］ a 2 percent surcharge on the total contract value to compensate for the extended credit risk. Would this be acceptable to you?
👨💼【Teacher / Finance Manager, Major South American Client】:
A 2 percent surcharge is too high for us given our current financial constraints. Can you reduce it to 1 percent? We have been your loyal customer for over 10 years.
🧑🎓【Student / Sales Representative】:
I ［認識する］ your long-term loyalty and the value of our partnership. I will recommend a compromise of 1.5 percent surcharge with 105-day payment terms and quarterly installments. This represents a ［かなりの］ concession on our part while ensuring we can continue to support your business. I will submit this proposal to our management for final approval within 3 business days.
👨💼【Teacher / Finance Manager, Major South American Client】:
Thank you for your flexibility and understanding. We accept the 1.5 percent surcharge with the extended terms. Please proceed with the approval process, and we look forward to continuing our successful partnership.
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）
Proposing new payment terms that balance risk management and continued business after a major South American client requested payment condition changes due to economic deterioration.
南米大手顧客が経済情勢悪化により支払条件変更を要請した際にリスク管理と継続取引のバランスを考慮した条件を提案する場面です。
👨💼【Teacher / Finance Manager, Major South American Client】:
Thank you for meeting with me today. I need to discuss our payment terms urgently due to the current economic situation in our country.
🧑🎓【Student / Sales Representative】:
I understand your concern. ［具体的にどのような変更をお考えか詳しくお聞かせいただけますか。］
👨💼【Teacher / Finance Manager, Major South American Client】:
We need to extend our payment period from 60 days to 120 days and introduce installment payments. Our currency has depreciated by 30 percent, and we are facing serious cash flow constraints.
🧑🎓【Student / Sales Representative】:
I appreciate you sharing this situation with us. ［実現可能性を評価するため、財務部門と相談させてください。］ First, I need to confirm your annual purchase volume. Second, I need to understand your projected cash flow recovery timeline. Third, I need to clarify whether you can provide additional collateral to mitigate our risk.
👨💼【Teacher / Finance Manager, Major South American Client】:
Our annual volume is approximately 50000 units worth 5000000 USD. We anticipate our cash flow will stabilize within 18 months. However, we cannot offer additional collateral at this moment.
🧑🎓【Student / Sales Representative】:
Thank you for the detailed information. ［貴社との長期的なパートナーシップに基づき、経営陣に以下の解決策を提案いたします。］ We can extend the payment period to 90 days with quarterly installments over 3 payment cycles. In return, we need you to commit to a 3-year contract with a minimum annual volume of 45000 units. This approach will help us balance risk management and maintain our business relationship.
👨💼【Teacher / Finance Manager, Major South American Client】:
Your proposal is reasonable, but 90 days is still challenging for us. Can you consider 105 days? We are willing to accept the 3-year commitment and volume guarantee.
🧑🎓【Student / Sales Representative】:
［105日の財務的影響を計算し、財務チームと調整させてください。］ If we agree to 105 days, we would need to impose a 2 percent surcharge on the total contract value to compensate for the extended credit risk. Would this be acceptable to you?
👨💼【Teacher / Finance Manager, Major South American Client】:
A 2 percent surcharge is too high for us given our current financial constraints. Can you reduce it to 1 percent? We have been your loyal customer for over 10 years.
🧑🎓【Student / Sales Representative】:
I acknowledge your long-term loyalty and the value of our partnership. I will recommend a compromise of 1.5 percent surcharge with 105-day payment terms and quarterly installments. This represents a considerable concession on our part while ensuring we can continue to support your business. I will submit this proposal to our management for final approval within 3 business days.
👨💼【Teacher / Finance Manager, Major South American Client】:
Thank you for your flexibility and understanding. We accept the 1.5 percent surcharge with the extended terms. Please proceed with the approval process, and we look forward to continuing our successful partnership.
\ 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 South American client requests changes to payment terms due to economic deterioration.
The sales representative must negotiate payment conditions while consulting with the finance department and balancing risk management with business continuity.
南米の大手顧客が経済情勢の悪化により支払条件の変更を要請する。
営業担当者は財務部門と相談しながら、リスク管理と事業継続のバランスを考慮して支払条件を交渉する必要がある。
👨💼【Teacher / Finance Manager, Major South American Client】:
We are facing serious financial constraints and need to discuss extending our payment terms. Can you explain what options might be available to accommodate our situation?
（当社は深刻な財務的制約に直面しており、支払条件の延長について話し合う必要があります。当社の状況に対応できる選択肢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． Acknowledge the client's financial situation
２． Propose extended payment terms with conditions
３． Calculate the financial impact of changes
４． Recommend a balanced 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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