＜Upper-Intermediate＞ Lesson No.12
Procurement Condition Negotiation with Ship Component Supplier / 船舶部品サプライヤーとの調達条件交渉
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
Responding to price revisions and supply condition changes from overseas suppliers for major ship equipment, minimizing impact on construction costs while ensuring stable procurement.
主要船舶機器の海外サプライヤーからの価格改定と供給条件変更に対し建造コストへの影響を最小限に抑える場面です。
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 you reaching out...（...ご連絡いただき感謝いたします）
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 explain our concerns in...（...懸念事項を説明させてください）
４．We cannot pass this increase directly to...（この値上げを...に直接転嫁することはできません）
５．Let me calculate the impact based on...（...に基づいて影響を計算させてください）
６．We need to assess this proposal internally with...（この提案を...と社内で評価する必要があります）
７．I will coordinate with them and submit...（彼らと調整し...を提出いたします）
1-2 Essential words
１．elaborate（詳しく説明する）
２．adjust（調整する）
３．significantly（大きく）
４．acknowledge（承知する）
５．commit（約束する）
６．calculate（計算する）
７．guarantee（保証する）
８．assess（評価する）
９．coordinate（調整する）
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）
Responding to price revisions and supply condition changes from overseas suppliers for major ship equipment, minimizing impact on construction costs while ensuring stable procurement.
主要船舶機器の海外サプライヤーからの価格改定と供給条件変更に対し建造コストへの影響を最小限に抑える場面です。
👨💼【Teacher / Supplier Representative】:
Thank you for taking the time to meet with us today. We need to discuss the upcoming price revision for the main propulsion engines and auxiliary equipment.
（本日はお時間をいただきありがとうございます。主機関および補機類の価格改定についてお話しする必要があります。）
🧑🎓【Student / Sales Manager】:
I appreciate you reaching out directly. Could you elaborate on the reasons behind this price revision?
（直接ご連絡いただき感謝いたします。この価格改定の理由について詳しく説明していただけますか？）
👨💼【Teacher / Supplier Representative】:
Certainly. Raw material costs have increased by 18 percent over the past year, and manufacturing costs have risen due to stricter environmental regulations. We need to adjust our pricing to 520000 USD per unit, up from the current 440000 USD.
（承知しました。原材料費が過去1年間で18パーセント上昇し、環境規制の厳格化により製造コストも増加しています。現在の440000米ドルから、1台あたり520000米ドルに価格を調整する必要があります。）
🧑🎓【Student / Sales Manager】:
I understand the cost pressures you are facing. However, an 18 percent increase will significantly affect our shipbuilding costs. Let me explain our concerns in three points. First, we have fixed-price contracts with our clients. Second, we cannot pass this increase directly to them. Third, we need to maintain our competitive position in the market.
（貴社が直面しているコスト圧力は理解しております。しかしながら、18パーセントの値上げは当社の建造コストに大きく影響します。懸念事項を3点説明させてください。第一に、当社は顧客と固定価格契約を結んでいます。第二に、この値上げを顧客に直接転嫁することはできません。第三に、市場での競争力を維持する必要があります。）
👨💼【Teacher / Supplier Representative】:
We acknowledge your situation. However, we also propose new supply conditions. If you commit to a 3-year contract with a minimum order of 12 units annually, we can reduce the price increase to 12 percent instead of 18 percent.
（貴社の状況は承知しております。しかしながら、新たな供給条件も提案いたします。年間最低12台の3年契約をお約束いただければ、価格上昇を18パーセントではなく12パーセントに抑えることができます。）
🧑🎓【Student / Sales Manager】:
That is a more reasonable approach. Let me calculate the impact based on your proposal. A 12 percent increase would bring the unit price to 492800 USD. We can consider this if you guarantee stable delivery within 8 months from order confirmation. Additionally, could you maintain the current warranty terms of 24 months?
（それはより合理的なアプローチです。ご提案に基づいて影響を計算させてください。12パーセントの値上げで単価は492800米ドルになります。注文確定から8か月以内の安定した納入を保証していただければ、これを検討できます。加えて、現在の24か月の保証条件を維持していただけますか？）
👨💼【Teacher / Supplier Representative】:
The 8-month delivery schedule is achievable if you provide specifications 2 months earlier than your current practice. Regarding warranty, we can maintain 24 months, but extended warranty beyond that would require additional cost. Can you commit to the 3-year contract under these conditions?
（仕様書を現在の慣行より2か月早くご提供いただければ、8か月の納期は達成可能です。保証に関しては、24か月は維持できますが、それを超える延長保証には追加費用が必要です。これらの条件で3年契約をお約束いただけますか？）
🧑🎓【Student / Sales Manager】:
We need to assess this proposal internally with our planning and procurement teams. I will coordinate with them and submit our formal response within 10 business days. To summarize, we are considering the 12 percent increase at 492800 USD per unit, 3-year commitment for 12 units annually, 8-month delivery, and 24-month warranty. Is my understanding correct?
（この提案を社内の計画部門および調達部門と評価する必要があります。彼らと調整し、10営業日以内に正式な回答を提出いたします。要約しますと、1台あたり492800米ドルでの12パーセント値上げ、年間12台の3年契約、8か月納期、24か月保証を検討しています。私の理解は正しいでしょうか？）
👨💼【Teacher / Supplier Representative】:
Yes, your understanding is accurate. We look forward to your response. This arrangement will ensure stable supply for both parties and help us maintain our long-term partnership.
（はい、ご理解は正確です。ご回答をお待ちしております。この取り決めは双方にとって安定供給を確保し、長期的なパートナーシップの維持に役立ちます。）
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）
Responding to price revisions and supply condition changes from overseas suppliers for major ship equipment, minimizing impact on construction costs while ensuring stable procurement.
主要船舶機器の海外サプライヤーからの価格改定と供給条件変更に対し建造コストへの影響を最小限に抑える場面です。
👨💼【Teacher / Supplier Representative】:
Thank you for taking the time to meet with us today. We need to discuss the upcoming price revision for the main propulsion engines and auxiliary equipment.
🧑🎓【Student / Sales Manager】:
I appreciate you reaching out directly. Could you ［詳しく説明する］ on the reasons behind this price revision?
👨💼【Teacher / Supplier Representative】:
Certainly. Raw material costs have increased by 18 percent over the past year, and manufacturing costs have risen due to stricter environmental regulations. We need to adjust our pricing to 520000 USD per unit, up from the current 440000 USD.
🧑🎓【Student / Sales Manager】:
I understand the cost pressures you are facing. However, an 18 percent increase will ［大きく］ affect our shipbuilding costs. Let me explain our concerns in three points. First, we have fixed-price contracts with our clients. Second, we cannot pass this increase directly to them. Third, we need to maintain our competitive position in the market.
👨💼【Teacher / Supplier Representative】:
We acknowledge your situation. However, we also propose new supply conditions. If you commit to a 3-year contract with a minimum order of 12 units annually, we can reduce the price increase to 12 percent instead of 18 percent.
🧑🎓【Student / Sales Manager】:
That is a more reasonable approach. Let me ［計算する］ the impact based on your proposal. A 12 percent increase would bring the unit price to 492800 USD. We can consider this if you ［保証する］ stable delivery within 8 months from order confirmation. Additionally, could you maintain the current warranty terms of 24 months?
👨💼【Teacher / Supplier Representative】:
The 8-month delivery schedule is achievable if you provide specifications 2 months earlier than your current practice. Regarding warranty, we can maintain 24 months, but extended warranty beyond that would require additional cost. Can you commit to the 3-year contract under these conditions?
🧑🎓【Student / Sales Manager】:
We need to ［評価する］ this proposal internally with our planning and procurement teams. I will ［調整する］ with them and ［提出する］ our formal response within 10 business days. To summarize, we are considering the 12 percent increase at 492800 USD per unit, 3-year commitment for 12 units annually, 8-month delivery, and 24-month warranty. Is my understanding correct?
👨💼【Teacher / Supplier Representative】:
Yes, your understanding is accurate. We look forward to your response. This arrangement will ensure stable supply for both parties and help us maintain our long-term 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）
Responding to price revisions and supply condition changes from overseas suppliers for major ship equipment, minimizing impact on construction costs while ensuring stable procurement.
主要船舶機器の海外サプライヤーからの価格改定と供給条件変更に対し建造コストへの影響を最小限に抑える場面です。
👨💼【Teacher / Supplier Representative】:
Thank you for taking the time to meet with us today. We need to discuss the upcoming price revision for the main propulsion engines and auxiliary equipment.
🧑🎓【Student / Sales Manager】:
I appreciate you reaching out directly. ［この価格改定の理由について詳しく説明していただけますか？］
👨💼【Teacher / Supplier Representative】:
Certainly. Raw material costs have increased by 18 percent over the past year, and manufacturing costs have risen due to stricter environmental regulations. We need to adjust our pricing to 520000 USD per unit, up from the current 440000 USD.
🧑🎓【Student / Sales Manager】:
I understand the cost pressures you are facing. However, an 18 percent increase will significantly affect our shipbuilding costs. ［懸念事項を3点説明させてください。］ First, we have fixed-price contracts with our clients. Second, we cannot pass this increase directly to them. Third, we need to maintain our competitive position in the market.
👨💼【Teacher / Supplier Representative】:
We acknowledge your situation. However, we also propose new supply conditions. If you commit to a 3-year contract with a minimum order of 12 units annually, we can reduce the price increase to 12 percent instead of 18 percent.
🧑🎓【Student / Sales Manager】:
That is a more reasonable approach. ［ご提案に基づいて影響を計算させてください。］ A 12 percent increase would bring the unit price to 492800 USD. We can consider this if you guarantee stable delivery within 8 months from order confirmation. Additionally, could you maintain the current warranty terms of 24 months?
👨💼【Teacher / Supplier Representative】:
The 8-month delivery schedule is achievable if you provide specifications 2 months earlier than your current practice. Regarding warranty, we can maintain 24 months, but extended warranty beyond that would require additional cost. Can you commit to the 3-year contract under these conditions?
🧑🎓【Student / Sales Manager】:
We need to assess this proposal internally with our planning and procurement teams. ［彼らと調整し、10営業日以内に正式な回答を提出いたします。］ To summarize, we are considering the 12 percent increase at 492800 USD per unit, 3-year commitment for 12 units annually, 8-month delivery, and 24-month warranty. Is my understanding correct?
👨💼【Teacher / Supplier Representative】:
Yes, your understanding is accurate. We look forward to your response. This arrangement will ensure stable supply for both parties and help us maintain our long-term 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 supplier contacts you to discuss a price revision for critical ship components due to rising costs.
You need to negotiate terms that balance cost control with stable procurement for ongoing projects.
海外サプライヤーが重要な船舶部品の価格改定について連絡してきました。
進行中のプロジェクトのため、コスト管理と安定調達のバランスを取る交渉が必要です。
👨💼【Teacher / Supplier Representative】:
We need to discuss the price adjustment for the equipment you ordered. Can you share your thoughts on how we can move forward together?
（ご注文いただいた機器の価格調整について話し合う必要があります。どのように進めていけるか、お考えをお聞かせいただけますか？）
🧑🎓【Student / Your Role】:
(Free Speaking based on today's lesson)
Hints / ヒント
１． Acknowledge the cost pressures
２． Calculate the financial impact
３． Propose volume commitment terms
４． Coordinate internal approval process
※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)