＜Upper-Intermediate＞ Lesson No.21
Long-term Contract Renewal Negotiation / 長期契約の更新交渉
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
This is a comprehensive contract renewal review based on past performance, reconsidering price, quantity, quality standards, and risk sharing for mutual benefit.
重要サプライヤーとの長期契約更新で過去実績を踏まえ、価格・数量・品質基準・納期・リスク分担を総合的に再検討して双方メリットある契約を締結する場面です。
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 long-term commitment（長期的なコミットメントに感謝します）
２．Let me acknowledge our partnership...（パートナーシップについて触れさせてください）
３．I understand your situation（貴社の状況は理解しています）
４．Let me propose a solution（解決策を提案させてください）
５．We can commit to a volume increase...（数量を増やすことができます）
６．We'll accelerate payment terms from...（支払条件を...から短縮します）
７．I can pursue approval for...（...について承認を追求できます）
1-2 Essential words
１．acknowledge（認める）
２．consistent（一貫した）
３．accelerate（短縮する）
４．collaborate（協力する）
５．eliminate（削減する）
６．considerable（かなりの）
７．accommodate（対応する）
８．pursue（追求する）
９．disclose（開示する）
１０．detect（発見する）
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）
This is a comprehensive contract renewal review based on past performance, reconsidering price, quantity, quality standards, and risk sharing for mutual benefit.
重要サプライヤーとの長期契約更新で過去実績を踏まえ、価格・数量・品質基準・納期・リスク分担を総合的に再検討して双方メリットある契約を締結する場面です。
👨💼【Teacher / Supplier Account Manager】:
Thank you for meeting today. I'd like to discuss renewing our contract for the next 3 years. Given the current market situation, we need to adjust some terms, especially pricing.
（本日はお時間をいただきありがとうございます。今後3年間の契約更新について話し合いたいと思います。現在の市場状況を考慮すると、特に価格面でいくつかの条件を調整する必要があります。）
🧑🎓【Student / Buyer】:
I appreciate your long-term commitment. Before we discuss pricing, let me acknowledge our partnership over the past 5 years. Your quality has been consistent, and delivery performance exceeded 98 percent.
（長期的なコミットメントに感謝します。価格について話し合う前に、過去5年間のパートナーシップについて触れさせてください。貴社の品質は一貫しており、納期達成率は98パーセントを超えていました。）
👨💼【Teacher / Supplier Account Manager】:
Thank you for recognizing our efforts. However, raw material costs have increased by 15 percent, and labor costs are also rising. We need to reflect these factors in the new contract.
（私たちの努力を認めていただきありがとうございます。しかし、原材料費が15パーセント上昇し、人件費も上がっています。これらの要因を新しい契約に反映させる必要があります。）
🧑🎓【Student / Buyer】:
I understand your situation. Let me propose a solution. First, we can commit to a 20 percent volume increase, which will reduce your unit cost. Second, we'll accelerate payment terms from 60 days to 45 days. Third, we can collaborate on a cost reduction initiative to eliminate waste in the supply chain.
（貴社の状況は理解しています。解決策を提案させてください。第一に、数量を20パーセント増やすことで、貴社の単価コストを下げられます。第二に、支払条件を60日から45日に短縮します。第三に、サプライチェーンの無駄を削減するコスト削減の取り組みで協力できます。）
👨💼【Teacher / Supplier Account Manager】:
Those are considerable concessions from your side. But we still need at least an 8 percent price increase to maintain our current service level. Can you accommodate that?
（それは貴社からのかなりの譲歩ですね。しかし、現在のサービスレベルを維持するには、少なくとも8パーセントの値上げが必要です。それに対応できますか？）
🧑🎓【Student / Buyer】:
An 8 percent increase is difficult to justify internally. However, I can pursue approval for a 5 percent increase in year one, with annual reviews based on actual cost data you disclose. We'll also modify the quality standards to reduce your inspection burden, which should lower your operational costs.
（8パーセントの値上げは社内で正当化するのが難しいです。しかし、1年目は5パーセントの値上げについて承認を追求できます。その後は貴社が開示する実際のコスト データに基づいて毎年見直します。また、品質基準を変更して貴社の検査負担を減らし、運営コストを下げられるようにします。）
👨💼【Teacher / Supplier Account Manager】:
That's a fair compromise. What about risk allocation for currency fluctuations and delivery delays caused by external factors?
（それは公平な妥協案ですね。為替変動や外部要因による納期遅延のリスク分担についてはどうでしょうか？）
🧑🎓【Student / Buyer】:
We can define a currency adjustment clause with a 3 percent threshold. Beyond that, costs will be shared equally. For delivery delays, we'll classify them into controllable and uncontrollable factors, and penalties will apply only to controllable delays.
（3パーセントの閾値を設けた為替調整条項を定義できます。それを超えた場合、コストは均等に分担します。納期遅延については、管理可能な要因と管理不可能な要因に分類し、ペナルティは管理可能な遅延にのみ適用します。）
👨💼【Teacher / Supplier Account Manager】:
Excellent. One final point — can we establish quarterly business reviews to monitor performance and address issues proactively?
（素晴らしいですね。最後に一点、パフォーマンスを監視し、問題に積極的に対処するため、四半期ごとのビジネスレビューを設定できますか？）
🧑🎓【Student / Buyer】:
Absolutely. We'll coordinate quarterly meetings to assess both operational and financial aspects. This will help us detect potential problems early and maintain our strong partnership. I'll submit the revised contract draft by next Friday.
（もちろんです。運営面と財務面の両方を評価するため、四半期ごとの会議を調整します。これにより潜在的な問題を早期に発見し、強固なパートナーシップを維持できます。修正した契約案を来週金曜日までに提出します。）
👨💼【Teacher / Supplier Account Manager】:
Perfect. I appreciate your flexibility and commitment to our mutual success. Let's proceed with these terms and build an even stronger relationship for the next 3 years.
（完璧です。貴社の柔軟性と相互の成功へのコミットメントに感謝します。これらの条件で進め、今後3年間さらに強固な関係を築きましょう。）
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）
This is a comprehensive contract renewal review based on past performance, reconsidering price, quantity, quality standards, and risk sharing for mutual benefit.
重要サプライヤーとの長期契約更新で過去実績を踏まえ、価格・数量・品質基準・納期・リスク分担を総合的に再検討して双方メリットある契約を締結する場面です。
👨💼【Teacher / Supplier Account Manager】:
Thank you for meeting today. I'd like to discuss renewing our contract for the next 3 years. Given the current market situation, we need to adjust some terms, especially pricing.
🧑🎓【Student / Buyer】:
I appreciate your long-term commitment. Before we discuss pricing, let me ［認める］ our partnership over the past 5 years. Your quality has been ［一貫した］, and delivery performance exceeded 98 percent.
👨💼【Teacher / Supplier Account Manager】:
Thank you for recognizing our efforts. However, raw material costs have increased by 15 percent, and labor costs are also rising. We need to reflect these factors in the new contract.
🧑🎓【Student / Buyer】:
I understand your situation. Let me propose a solution. First, we can commit to a 20 percent volume increase, which will reduce your unit cost. Second, we'll ［短縮する］ payment terms from 60 days to 45 days. Third, we can ［協力する］ on a cost reduction initiative to ［削減する］ waste in the supply chain.
👨💼【Teacher / Supplier Account Manager】:
Those are considerable concessions from your side. But we still need at least an 8 percent price increase to maintain our current service level. Can you accommodate that?
🧑🎓【Student / Buyer】:
An 8 percent increase is difficult to justify internally. However, I can ［追求する］ approval for a 5 percent increase in year one, with annual reviews based on actual cost data you ［開示する］. We'll also modify the quality standards to reduce your inspection burden, which should lower your operational costs.
👨💼【Teacher / Supplier Account Manager】:
That's a fair compromise. What about risk allocation for currency fluctuations and delivery delays caused by external factors?
🧑🎓【Student / Buyer】:
We can define a currency adjustment clause with a 3 percent threshold. Beyond that, costs will be shared equally. For delivery delays, we'll classify them into controllable and uncontrollable factors, and penalties will apply only to controllable delays.
👨💼【Teacher / Supplier Account Manager】:
Excellent. One final point — can we establish quarterly business reviews to monitor performance and address issues proactively?
🧑🎓【Student / Buyer】:
Absolutely. We'll coordinate quarterly meetings to assess both operational and financial aspects. This will help us ［発見する］ potential problems early and maintain our strong partnership. I'll submit the revised contract draft by next Friday.
👨💼【Teacher / Supplier Account Manager】:
Perfect. I appreciate your flexibility and commitment to our mutual success. Let's proceed with these terms and build an even stronger relationship for the next 3 years.
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）
This is a comprehensive contract renewal review based on past performance, reconsidering price, quantity, quality standards, and risk sharing for mutual benefit.
重要サプライヤーとの長期契約更新で過去実績を踏まえ、価格・数量・品質基準・納期・リスク分担を総合的に再検討して双方メリットある契約を締結する場面です。
👨💼【Teacher / Supplier Account Manager】:
Thank you for meeting today. I'd like to discuss renewing our contract for the next 3 years. Given the current market situation, we need to adjust some terms, especially pricing.
🧑🎓【Student / Buyer】:
［長期的なコミットメントに感謝します。］ Before we discuss pricing, ［過去5年間のパートナーシップについて触れさせてください。］ Your quality has been consistent, and delivery performance exceeded 98 percent.
👨💼【Teacher / Supplier Account Manager】:
Thank you for recognizing our efforts. However, raw material costs have increased by 15 percent, and labor costs are also rising. We need to reflect these factors in the new contract.
🧑🎓【Student / Buyer】:
［貴社の状況は理解しています。］ ［解決策を提案させてください。］ First, we can commit to a 20 percent volume increase, which will reduce your unit cost. Second, we'll accelerate payment terms from 60 days to 45 days. Third, we can collaborate on a cost reduction initiative to eliminate waste in the supply chain.
👨💼【Teacher / Supplier Account Manager】:
Those are considerable concessions from your side. But we still need at least an 8 percent price increase to maintain our current service level. Can you accommodate that?
🧑🎓【Student / Buyer】:
An 8 percent increase is difficult to justify internally. However, I can pursue approval for a 5 percent increase in year one, with annual reviews based on actual cost data you disclose. We'll also modify the quality standards to reduce your inspection burden, which should lower your operational costs.
👨💼【Teacher / Supplier Account Manager】:
That's a fair compromise. What about risk allocation for currency fluctuations and delivery delays caused by external factors?
🧑🎓【Student / Buyer】:
We can define a currency adjustment clause with a 3 percent threshold. Beyond that, costs will be shared equally. For delivery delays, we'll classify them into controllable and uncontrollable factors, and penalties will apply only to controllable delays.
👨💼【Teacher / Supplier Account Manager】:
Excellent. One final point — can we establish quarterly business reviews to monitor performance and address issues proactively?
🧑🎓【Student / Buyer】:
Absolutely. We'll coordinate quarterly meetings to assess both operational and financial aspects. This will help us detect potential problems early and maintain our strong partnership. I'll submit the revised contract draft by next Friday.
👨💼【Teacher / Supplier Account Manager】:
Perfect. I appreciate your flexibility and commitment to our mutual success. Let's proceed with these terms and build an even stronger relationship for the next 3 years.
\ 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 buyer is negotiating a 3-year contract renewal with a key supplier who requests a price increase due to rising costs.
The buyer must balance cost control with maintaining a strong partnership and securing favorable terms for volume, payment, quality, and risk allocation.
バイヤーが、コスト上昇を理由に値上げを要求する重要なサプライヤーと3年間の契約更新交渉を行っています。
バイヤーは、コスト管理と強固なパートナーシップの維持のバランスを取りながら、数量、支払い、品質、リスク分担について有利な条件を確保する必要があります。
👨💼【Teacher / Supplier Account Manager】:
We've had a successful partnership, but we need to discuss adjusting the contract terms to reflect current market conditions. What can you offer to make this renewal work for both sides?
（私たちは成功したパートナーシップを築いてきましたが、現在の市場状況を反映するため契約条件の調整について話し合う必要があります。双方にとってこの更新を成功させるために、何を提案できますか？）
🧑🎓【Student / Your Role】:
(Free Speaking based on today's lesson)
Hints / ヒント
１． Acknowledge the past partnership performance
２． Propose volume and payment improvements
３． Suggest cost reduction collaboration
４． Define risk
※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)