＜Upper-Intermediate＞ Lesson No.6
Price Revision Negotiation Against Competitors / 競合他社対抗の価格見直し交渉
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 price adjustments while emphasizing product added value and quality advantages after a long-term overseas client received lower price offers from competitors.
長年の海外取引先が競合他社から安い価格提示を受けた際に自社製品の付加価値と品質優位性を説明しながら価格調整を交渉する場面です。
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．Let me explain our value proposition（当社の付加価値についてご説明させてください）
２．I acknowledge your situation（貴社の状況を理解いたします）
３．We can offer a reduction if you commit to...（...をお約束いただければ値下げを提示できます）
４．This approach allows us to maintain...（このアプローチにより...を維持できます）
５．Let me elaborate on our technology advantage（当社の技術的優位性について詳しくご説明いたします）
６．Our components utilize a patented...（当社の部品は特許取得済みの...を活用しています）
７．I will prepare a comprehensive assessment that demonstrates...（...を示す包括的な評価資料を準備いたします）
1-2 Essential words
１．appreciate（感謝する）
２．exclusive（独自の）
３．justify（正当化する）
４．acknowledge（理解する）
５．commit（約束する）
６．eliminate（免除する）
７．accommodate（対応する）
８．elaborate（詳しく説明する）
９．utilize（活用する）
１０．comprehensive（包括的な）
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 price adjustments while emphasizing product added value and quality advantages after a long-term overseas client received lower price offers from competitors.
長年の海外取引先が競合他社から安い価格提示を受けた際に自社製品の付加価値と品質優位性を説明しながら価格調整を交渉する場面です。
👨💼【Teacher / Purchasing Manager】:
Thank you for meeting with me today. I need to discuss our current pricing situation. We've received a quote from your competitor that is 15 percent lower than your current price. Can you explain why we should continue with your company?
（本日はお時間をいただきありがとうございます。現在の価格状況について話し合う必要があります。御社の競合他社から、現在の価格より15パーセント低い見積もりを受け取りました。なぜ私たちが御社との取引を続けるべきか説明していただけますか？）
🧑🎓【Student / Sales Representative】:
I appreciate your concern. Let me explain our value proposition. First, our products use exclusive technology that reduces failure rates by 40 percent. Second, we provide 24-hour technical support in 12 languages. Third, our delivery accuracy is 98 percent, which is the highest in the industry. These factors justify our pricing.
（ご懸念をいただきありがとうございます。当社の付加価値についてご説明させてください。第一に、当社製品は故障率を40パーセント削減する独自技術を使用しています。第二に、12言語で24時間の技術サポートを提供しています。第三に、当社の納品精度は98パーセントで、業界最高水準です。これらの要素が当社の価格を正当化しています。）
👨💼【Teacher / Purchasing Manager】:
I understand your points, but cost reduction is our top priority this year. Our management is putting pressure on me to cut expenses by 10 percent. Can you offer any price adjustment to help us meet this target?
（おっしゃることは理解できますが、コスト削減が今年の最優先事項です。経営陣から経費を10パーセント削減するよう圧力を受けています。この目標達成を支援するため、何らかの価格調整を提示していただけますか？）
🧑🎓【Student / Sales Representative】:
I acknowledge your situation. We can offer a 5 percent reduction if you commit to a 3-year contract with a minimum annual order of 50000 units. Additionally, we can eliminate the installation fee, which saves you approximately 8000 USD per year. This approach allows us to maintain quality while accommodating your budget constraints.
（貴社の状況を理解いたします。3年契約で年間最低50000個の発注をお約束いただければ、5パーセントの値下げを提示できます。さらに、設置費用を免除することで、年間約8000米ドルの節約になります。このアプローチにより、品質を維持しながら貴社の予算制約に対応できます。）
👨💼【Teacher / Purchasing Manager】:
That's a considerable offer. However, I'm still concerned about the initial price gap. Your competitor's quote is very competitive. What makes your technology so exclusive that it's worth the premium?
（それはかなりの提案ですね。しかし、依然として当初の価格差が気になります。競合他社の見積もりは非常に競争力があります。御社の技術は何がそれほど独自で、プレミアム価格に見合う価値があるのですか？）
🧑🎓【Student / Sales Representative】:
Let me elaborate on our technology advantage. Our components utilize a patented thermal management system that extends product lifespan by 5 years compared to conventional alternatives. This reduces your total cost of ownership significantly. Furthermore, our defect rate is below 0.2 percent, while industry average is 1.5 percent. This means fewer recalls and lower warranty costs for your company.
（当社の技術的優位性について詳しくご説明いたします。当社の部品は特許取得済みの熱管理システムを活用しており、従来の代替品と比較して製品寿命を5年延長します。これにより総所有コストが大幅に削減されます。さらに、当社の不良率は0.2パーセント未満ですが、業界平均は1.5パーセントです。これは貴社にとってリコールの減少と保証コストの低減を意味します。）
👨💼【Teacher / Purchasing Manager】:
I see the long-term benefits now. But I need to present a concrete proposal to our management next week. Can you calculate the total savings over 3 years and send me a detailed breakdown by Friday?
（長期的なメリットが理解できました。しかし、来週までに経営陣に具体的な提案を提出する必要があります。3年間の総節約額を計算し、金曜日までに詳細な内訳を送っていただけますか？）
🧑🎓【Student / Sales Representative】:
Absolutely. I will prepare a comprehensive assessment that demonstrates the cost-benefit analysis over the 3-year period. The document will consist of material costs, maintenance savings, and reduced downtime calculations. I'll also include case studies from 3 comparable clients who achieved 12 percent cost reduction in their second year. You'll receive this by Thursday afternoon.
（承知いたしました。3年間のコストベネフィット分析を示す包括的な評価資料を準備いたします。資料には材料費、メンテナンス節約額、ダウンタイム削減の計算が含まれます。また、2年目に12パーセントのコスト削減を達成した3社の類似顧客の事例研究も含めます。木曜日の午後までにお届けいたします。）
👨💼【Teacher / Purchasing Manager】:
That sounds very helpful. I appreciate your flexibility on pricing and your commitment to providing detailed documentation. I look forward to reviewing your proposal. If the numbers support your claims, I'm confident we can proceed with the partnership.
（それは非常に助かります。価格面での柔軟性と詳細な資料提供へのご尽力に感謝いたします。ご提案を検討するのを楽しみにしています。数字が御社の主張を裏付けるものであれば、パートナーシップを進められると確信しています。）
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 price adjustments while emphasizing product added value and quality advantages after a long-term overseas client received lower price offers from competitors.
長年の海外取引先が競合他社から安い価格提示を受けた際に自社製品の付加価値と品質優位性を説明しながら価格調整を交渉する場面です。
👨💼【Teacher / Purchasing Manager】:
Thank you for meeting with me today. I need to discuss our current pricing situation. We've received a quote from your competitor that is 15 percent lower than your current price. Can you explain why we should continue with your company?
🧑🎓【Student / Sales Representative】:
I ［感謝する］ your concern. Let me explain our value proposition. First, our products use ［独自の］ technology that reduces failure rates by 40 percent. Second, we provide 24-hour technical support in 12 languages. Third, our delivery accuracy is 98 percent, which is the highest in the industry. These factors ［正当化する］ our pricing.
👨💼【Teacher / Purchasing Manager】:
I understand your points, but cost reduction is our top priority this year. Our management is putting pressure on me to cut expenses by 10 percent. Can you offer any price adjustment to help us meet this target?
🧑🎓【Student / Sales Representative】:
I ［理解する］ your situation. We can offer a 5 percent reduction if you ［約束する］ to a 3-year contract with a minimum annual order of 50000 units. Additionally, we can ［免除する］ the installation fee, which saves you approximately 8000 USD per year. This approach allows us to maintain quality while ［対応する］ your budget constraints.
👨💼【Teacher / Purchasing Manager】:
That's a considerable offer. However, I'm still concerned about the initial price gap. Your competitor's quote is very competitive. What makes your technology so exclusive that it's worth the premium?
🧑🎓【Student / Sales Representative】:
Let me ［詳しく説明する］ our technology advantage. Our components ［活用する］ a patented thermal management system that extends product lifespan by 5 years compared to conventional alternatives. This reduces your total cost of ownership significantly. Furthermore, our defect rate is below 0.2 percent, while industry average is 1.5 percent. This means fewer recalls and lower warranty costs for your company.
👨💼【Teacher / Purchasing Manager】:
I see the long-term benefits now. But I need to present a concrete proposal to our management next week. Can you calculate the total savings over 3 years and send me a detailed breakdown by Friday?
🧑🎓【Student / Sales Representative】:
Absolutely. I will prepare a ［包括的な］ assessment that demonstrates the cost-benefit analysis over the 3-year period. The document will consist of material costs, maintenance savings, and reduced downtime calculations. I'll also include case studies from 3 comparable clients who achieved 12 percent cost reduction in their second year. You'll receive this by Thursday afternoon.
👨💼【Teacher / Purchasing Manager】:
That sounds very helpful. I appreciate your flexibility on pricing and your commitment to providing detailed documentation. I look forward to reviewing your proposal. If the numbers support your claims, I'm confident we can proceed with the 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）
Negotiating price adjustments while emphasizing product added value and quality advantages after a long-term overseas client received lower price offers from competitors.
長年の海外取引先が競合他社から安い価格提示を受けた際に自社製品の付加価値と品質優位性を説明しながら価格調整を交渉する場面です。
👨💼【Teacher / Purchasing Manager】:
Thank you for meeting with me today. I need to discuss our current pricing situation. We've received a quote from your competitor that is 15 percent lower than your current price. Can you explain why we should continue with your company?
🧑🎓【Student / Sales Representative】:
I appreciate your concern. ［当社の付加価値についてご説明させてください。］ First, our products use exclusive technology that reduces failure rates by 40 percent. Second, we provide 24-hour technical support in 12 languages. Third, our delivery accuracy is 98 percent, which is the highest in the industry. These factors justify our pricing.
👨💼【Teacher / Purchasing Manager】:
I understand your points, but cost reduction is our top priority this year. Our management is putting pressure on me to cut expenses by 10 percent. Can you offer any price adjustment to help us meet this target?
🧑🎓【Student / Sales Representative】:
［貴社の状況を理解いたします。］ We can offer a 5 percent reduction if you commit to a 3-year contract with a minimum annual order of 50000 units. Additionally, we can eliminate the installation fee, which saves you approximately 8000 USD per year. ［このアプローチにより、品質を維持しながら貴社の予算制約に対応できます。］
👨💼【Teacher / Purchasing Manager】:
That's a considerable offer. However, I'm still concerned about the initial price gap. Your competitor's quote is very competitive. What makes your technology so exclusive that it's worth the premium?
🧑🎓【Student / Sales Representative】:
［当社の技術的優位性について詳しくご説明いたします。］ Our components utilize a patented thermal management system that extends product lifespan by 5 years compared to conventional alternatives. This reduces your total cost of ownership significantly. Furthermore, our defect rate is below 0.2 percent, while industry average is 1.5 percent. This means fewer recalls and lower warranty costs for your company.
👨💼【Teacher / Purchasing Manager】:
I see the long-term benefits now. But I need to present a concrete proposal to our management next week. Can you calculate the total savings over 3 years and send me a detailed breakdown by Friday?
🧑🎓【Student / Sales Representative】:
Absolutely. I will prepare a comprehensive assessment that demonstrates the cost-benefit analysis over the 3-year period. The document will consist of material costs, maintenance savings, and reduced downtime calculations. I'll also include case studies from 3 comparable clients who achieved 12 percent cost reduction in their second year. You'll receive this by Thursday afternoon.
👨💼【Teacher / Purchasing Manager】:
That sounds very helpful. I appreciate your flexibility on pricing and your commitment to providing detailed documentation. I look forward to reviewing your proposal. If the numbers support your claims, I'm confident we can proceed with the 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 long-term overseas distributor has received a lower price offer from a competitor and is requesting a price review.
The sales representative must explain the added value and quality advantages of their products while negotiating possible price adjustments.
長年の取引先である海外の販売代理店が競合他社からより安い価格提示を受け、価格の見直しを要求している。
営業担当者は自社製品の付加価値と品質優位性を説明しながら、可能な価格調整について交渉する必要がある。
👨💼【Teacher / Purchasing Manager】:
We need to discuss your pricing. A competitor has offered us a significantly lower price. Can you explain your position and what flexibility you might have?
（価格について話し合う必要があります。競合他社が大幅に安い価格を提示してきました。御社の立場と、どのような柔軟性があるか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． Explain the value proposition
２． Acknowledge budget constraints
３． Offer conditional price reduction
４． Elaborate on technology advantages
※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)