外貿(mào)函電counteroffercountercounteroffer

1、 Review of the previous classExercise: Fill in the blanks with the given words or expressions. 1. offer subject decline accept validWe can _ you bicycles at much lower prices. We can not see our way to _ your offer. We regret having to_ your offer. This offer will remain _ for ten days from March 3r

2、d.Our offer is _ to goods being unsold.Keys:offer accept decline valid subject2. place per effected price in offer subject to Dear Sirs, We acknowledge receipt of your letter of March 15th, and confirm having faxed you today in reply, as _ confirmation copy enclosed. You will note from our fax that,

3、 we are in a position to offer you 50 long tons of Tin Foil Sheets at the attractive _ of USD 135 per long ton CFR Shanghai for delivery within one month after you _ an order with us. Payment of the purchase is to be _ by an irrevocable letter of credit _ our favor, payable by draft at sight in Poun

4、ds Sterling in London. This offer is firm _ your immediate reply which should reach us not later than the end of this month. There is little likelihood of the goods remaining unsold once this particular _ has lapsed. Yours faithfully, Answer：per, price, place, effected, in, subject to, offerAs per：按

5、照as per confirmation copy enclosed：正如隨函附上的確認(rèn)副本Long ton：英噸；長(zhǎng)噸（等于2240磅）Tin Foil Sheet：錫箔紙 tin 錫 foil 箔payable by draft at sight：憑即期匯票支付lapse：失效Unit 7 Counter-offer and counter-counter offerPart 1 introduction Counter-offer： 還盤，指買方建議賣方修改報(bào)盤中的某些條款，并且向賣方陳述自己的條款。還盤實(shí)質(zhì)上是對(duì)原來(lái)報(bào)盤的部分拒絕。Counter-offer constitutes t

6、he main part of business negotiations. During the negotiation, many issues will be talked about by the sellers and the buyers. So counter-offers are usually time consuming and may go many rounds before business is concluded or dropped. 該詞可作動(dòng)詞，也可作名詞。If our offer is not acceptable, please fax your bes

7、t counter-offer.如果不能接受我方報(bào)盤，請(qǐng)發(fā)傳真告知你方最好的還盤。The price you counter-offered is unreasonable. 你方還盤價(jià)格不合理。 Counter-counter offer:A negative or uncertain reply to a counter-offer is actually another counter-offer. Typical expressions： It is impossible for us to entertain your counter-offer. 我們不能考慮接受貴方的還

8、盤 （entertain vt. 款待 使有興趣 考慮）The price you counter-offered is not in line with the prevailing market. 貴方還盤與現(xiàn)行市場(chǎng)價(jià)格不符 （be in line with 符合； prevailing占優(yōu)勢(shì)的，普遍的，盛行的） This is our rock-bottom price; we cant make any further reduction. 這是我方的最低報(bào)價(jià),我們不能再降價(jià)了 （rock-bottom 底層的，最低的）We appreciate your counter-offer

9、but find it too low to accept. 謝謝貴方還盤但我方覺(jué)得太低無(wú)法接受 We regret to learn that you have turned down our counter-offer. 遺憾得知貴方已拒絕了我方的還盤 Part 2 Letter-writing Guide1. 還盤的內(nèi)容A counter-offer can be written in the following structure: 1) Open the letter by thanking the recipient for his offer.2) Decline the ori

10、ginal offer by providing the recipient with detailed and reasonable reasons.3) Put forward the desired business conditions and try to persuade the recipient to accept them.4) Close the letter by expressing expectations for a favorable reply.2. 還盤信中常用的詞匯及表達(dá)方式1) Open the letter by thanking the recipie

11、nt for his offer. Thank you for your offer of. 謝謝貴方的發(fā)盤 Many thanks for your reply to our inquiry for steel furniture. 很感謝貴公司對(duì)我方關(guān)于鋼家具詢盤的答復(fù) Thank you for your prompt reply and detailed quotation. 感謝您的及時(shí)答復(fù)和詳細(xì)報(bào)價(jià) Thank you for the samples you sent in response to our inquiry of June 8, 2012. 謝謝貴公司對(duì)我方2012年

12、6月8日詢盤的答復(fù)并寄來(lái)樣品 See also Unit 2,3,4 for other expressions. 2) Expressing regret at inability to accept the offer and giving reasons for non-acceptance Much to our regret, we cannot entertain business at your price, since it is out of line with the prevailing market, being 20% lower than the average.

13、很遺憾我們不能考慮按貴方價(jià)格成交,因?yàn)橘F方價(jià)格與現(xiàn)時(shí)市場(chǎng)不一致 We are sorry to tell you that we cannot take you up on the offer since the price you are making is above the market level here for the quality in question. 很遺憾地通知貴方,我方不能接受貴方報(bào)盤,因?yàn)橘F方所要求的價(jià)格高于本地同等質(zhì)量產(chǎn)品的市場(chǎng)價(jià)格水平 （take you up on接受你的； sth./ sb. in question被談?wù)撝模￤e regret to inf

14、orm you that your offer is unworkable, as some parcels of Japanese makes have been sold here at a much lower price. 很遺憾貴方報(bào)盤無(wú)法接受,因?yàn)檫@里有幾批日本貨以低得多的價(jià)格出售 （unworkable 不可行的，行不通的）We regret to say that the price you quoted is too high to work on. 很遺憾,貴方所報(bào)價(jià)格太高,無(wú)法進(jìn)行下去 3) Making a counter-offer In view of our lo

15、ng-standing business relationship, we make you the following counter-offer. 鑒于我們之間長(zhǎng)期的貿(mào)易關(guān)系,特向貴方作如下還盤 Your price is on the high side and we have to counter-offer as follows, subject to your reply received by us on or before April 8, 2013. 貴方價(jià)格偏高,我們不得不作如下還盤,以我方在2013年4月8日或以前收到你方答復(fù)為有效 Your competitors ar

16、e offering considerably lower prices and unless you can reduce your quotations, we shall have to buy elsewhere. 你們競(jìng)爭(zhēng)對(duì)手的報(bào)價(jià)要低很多除非你們降價(jià),否則我們得從他處購(gòu)買 Please make us a best possible counter-offer. 請(qǐng)給我們一個(gè)最好的還盤 4) Hoping the counter-offer will be accepted and there may be an opportunity to do business togethe

17、r If you accept our counter-offer, we will advise our customers to buy from you. 如貴方能接受我們的還盤,我們將勸用戶向貴方購(gòu)買 We hope that you will take our counter-offer into serious consideration and reply very soon. 希望貴方對(duì)我們的還盤給予認(rèn)真的考慮并很快地答復(fù)我方 We hope you will consider our counter-offer most favorably and fax us your a

18、cceptance as soon as possible. 希望你們很好地考慮我方還盤并盡快用傳真接受 Please keep us informed of the supply position in your place. 請(qǐng)隨時(shí)告知你處市場(chǎng)的供貨情況Exercise:1. Choose the correct word in the following sentences.1) As we are _ urgent need of Art. No.5609, please ship our order without delay.a. on b. of c. in d. to2) Ou

19、r company has 30 years experience _ the machinery line.a. On b. in c. about d. of3) You have delayed in dispatching us the shipping _ after shipment.a. advise b. instruction c. information d. data4) _ your Enquiry No. 123, we are sending you a catalog and a sample book for your reference.a. Acc

20、ording b.As perc.As d. About2. Supply the missing words in the blanks and translate the letter into Chinese.Dear Sirs, You will be i_ to know that we have recently brought out a new p_ , Electronic Face Cleaner, w_ is specially designed for the European m_ . We are s_ our samples, price list and ful

21、l sales promotional literature for you to examine. We are s_ that it is the best product and supplied to you at the very low p_ . Besides, since you are one of our old c_, we will o_ you a special d_ of 3% off the listed price o_ for this thing. Please t_ this chance and place an o_ soon.Yours faith

22、fully Keys: interested; product; which; market; sending; literature; sure; price; clients; offer; discount; offered; take; order3. Fill in the following blanks with suitable words:Dear Sirs, We thank you for your enquiry _ 10th September _ Bikes. Enclosed please find our offer _ our Forever Bra

23、nd Bikes and we hope that you will find our products _ . _ separate cover we are sending you for your reference a copy of our catalogue, in which are shown the various styles and specifications of the Bikes available _ export. Should you find any items listed _ the catalogue _ interest we would make

24、 you further offers. We look forward to your _ .Yours faithfullyKeys : of; for; for; interesting; under/by; for; in; of; reply課本P105 Exercise 2, 3.課本P111 Letter 4, Letter 6 , Exercise 1, 2, 4.商務(wù)知識(shí)拓展：如何對(duì)價(jià)格進(jìn)行談判賣方說(shuō)明價(jià)格上漲原因   有時(shí)價(jià)格的上升是因?yàn)閲?guó)際市場(chǎng)行情上漲、通貨膨脹或是原材料價(jià)格的上升。 1.在過(guò)去的幾個(gè)月里，世界市場(chǎng)銅的價(jià)格大幅度上升。  Th

25、e price of copper on the world market has gone up considerably in the past few months. 2.價(jià)格上升是因?yàn)樯a(chǎn)成本的上升。  The price is going up because of the rise in cost of  production. 3.在過(guò)去的幾個(gè)月中，原材料的價(jià)格幾乎上升了30%，而我們的價(jià)格幾乎保持不變。 The price of raw materials has increased by almost 30% during the past fe

26、w months while our price has remained almost the same. 4.這一商品的行情一直在不斷地上漲，估計(jì)價(jià)格還會(huì)進(jìn)一步地上漲。  The market for this article has kept steadily advancing and one may expect a further increase in price in the future. 5.這一商品的國(guó)際行情呈上升趨勢(shì)。種種跡象表明，在不久的將來(lái)價(jià)格還會(huì)進(jìn)一步上漲。  The world market for this item shows an up

27、ward trend. There is every indication of a further rise in price in the near future. 6.正如你所知道的,全球的通貨膨脹率在3%-9%之間，而我們的價(jià)格與去年相比只上升了5%。  As you know, the rate of inflation around the world is from 3% to 9% while the rise in our price is only 5% compared with last years.買方施加壓力   取消談判、制造和利用競(jìng)

28、爭(zhēng)是逼迫對(duì)方讓步的兩個(gè)有效的武器和策略。 1.除非你能降價(jià)，不然成交的希望十分渺茫。    Unless you can reduce the price, chances for business are remote. 2.要是你堅(jiān)持的話，我們就沒(méi)有必要在談下去了。我們還不如取消這筆生意算了。    If you stand firm, theres no point in further discussions. We might as well call the whole deal off. 3.要是你堅(jiān)持原來(lái)的報(bào)價(jià)的話，我們看不出有成交的希望

29、。  If you hang on to the original offer, we can see no prospect of business. 4.你們的報(bào)價(jià)沒(méi)有其他的賣主所提供的報(bào)價(jià)有競(jìng)爭(zhēng)力。    Your price is not so competitive as those offered by other sellers. 5.我們已收到了比你方報(bào)價(jià)低得多的報(bào)價(jià)。因此，這筆生意能否成交主要取決于你們的價(jià)格。    We have received offers much lower than yours. So busin

30、ess depends very much on your price. 6.坦率地說(shuō)，你們的報(bào)價(jià)比荷蘭賣主的報(bào)價(jià)高出10%，比日本賣主的報(bào)價(jià)高出7%。要是你們的報(bào)價(jià)沒(méi)有競(jìng)爭(zhēng)力的話，我們可能從荷蘭或日本進(jìn)口。    To be frank, your price is 10% higher than that from Holland and 7% higher than that from Japan. If your price is not so competitive, we may buy from Holland or Japan.打破僵局   在談判中，如果雙方都堅(jiān)持自己的價(jià)格，會(huì)使談判陷入僵局。若要打破僵局，使談判繼續(xù)下去，可以說(shuō)： 1. 為了打破僵局，我們準(zhǔn)備降價(jià)5%。    To break the deadlock ,we are ready to reduce the price by 5%. 2.我建議我們大家折中一下，這樣就能做成生意了。