Response to offers 商务英语函电课件PPT.ppt

Response to offers sequence of business negotiation Buyer seller enquiry (A request for trade terms) offer (Statement about trade terms) counter-offer (After analyzing the offer) counter-counter offers (After analyzing the counter-offer) Section 1 decline an offer and counter-offer To understand that “counter-offer” is an expression of modifying the contents because the beneficial is not completely satisfied with the offer; To understand that “declining an offer” is a kind of counter-offer. Declining an offer Silence or inactivity during the validity of the offer amounts to declining an offer. Declining an offer is to convey the unpleasant news yet maintain goodwill. Counter-offer In the course of international business negotiation, after receiving the offer made by the seller, if the buyer may not agree with the price, or packing, or shipment or other important trade terms stated in the original offer and then put forward the counter-proposal on those trade terms unacceptable. counter-offer: partial rejection of the original offer and counter proposal counter-counter-offer: partial rejection of counter-offer and counter proposal Counter-offer CISG article 19 “(1) a reply to an offer which purports to be an acceptance but contains additions, limitations or other modifications is a rejection of the offer and constitutes a counter-offer. (2)however, a reply to an offer which purports to be an acceptance but contains additional or different terms which do not materially alter the terms of the offer constitutes an acceptance, unless the offeror, without undue delay, objects orally to the discrepancy or dispatches a notice to that effect. If he does not so object, the terms of the offer are the laws of the offer with the modification contained in the acceptance. Additional or different terms relating, among other things, to the price, payment, quality and quantity of the goods, place and time delivery, extent of one partys liability to the other or the settlement of disputes are considered to alter the terms of the offer materially. Outline of a counter-offer thanks for the original offer the reasons for inability to accept the offer the counter-proposal expectation of acceptance (A) counter-offer Gentlemen: Copper Thank you for your letter of 20th October offering us 50 tons of the subject goods at GBP.600 per ton CFR Shanghai, on usual terms. In reply, we are regretful that our users here find your price too high and out of line with the prevailing market. Information indicates that some parcels of American origin have been sold at the level of GBP 540 per ton. As material of similar quality is easily obtainable at much lower price, we find it hard to persuade our users to accept your offer. Should you be prepared to reduce your limit by, say, 8%, we might come to terms. In view of our long-standing business relations, we make you the above counter-offer. If your price is favorable, we can book an order with you right away. As the market is declining ,we hope you will take it into consideration and e- mail us acceptance at your earliest convenience. Yours faithfully, Vocabulary and Notes 1. out of line with 与 不一致 eg.: out of line with the prevailing market level. 与现行的行市水平不一致, 意味着 your price is rather on the high side.你方价格有点偏高了. in line with 与 一致. Your price is quite in line with the prevailing market . 你方的价格与行市一致. 2. be prepared to reduce say, 8%, be prepared to 准备做 事, 包含着“同意”去做, 还包含“打算”之意: say, 8% 这儿是 let us say 8% 的简化. 意思是: 比 方说8%. 增多, 减少百分比,通常用介词by, eg. a. to reduce your limit by say 8%. 减低你方的价格,比方说百分之8. b. May we suggest that you make some allowance , say 8% on your quoted prices , that would help to introduce your goods to our customers. 我们建议你作出折扣,比方说,在你方报价的基础 上折让8%,这样有助于向顾客介绍你方产品. C. To have this business concluded, you need to lower your price at least by 3%. 为达成这笔交易,你方应至少减价3%. 3. In view of 有鉴于,着重说这个客观事实. 而owing to , due to, because of 着重于原因.这些词组意义很 相近. eg. a. It is in view of our long-standing business relationship that we make you such a counter- offer. 只是鉴于双方长期的业务关系,我们才给予 上述还盘。 倘若要用从句,则需加上the fact that , 例如: b. In view of the fact that we have done a lot of business with buyers at this price, we cannot reduce our price any further. 鉴于我们已按这个价格做了许多业务, 我们也就不 可能再减价了 (B) Declining of an offer Dear Sirs, Copper We note from your letter of October 30 that you find our offer for the subject article too high to be acceptable. Many thanks for giving us the information about the African supply in your market. We are sorry that there is no possibility of our cutting the price to the extent you indicated, I.e.8%. Since the prices of the goods have been raised here, I am afraid that we have to adjust the prices of our products accordingly. Moreover, considering the quality of our goods, this price is in fact very reasonable and quite realistic. Our copper sells well in the world market and we have received a crowd of enquiries at something near our level from buyers in other directions. Desirous as we are to do business with you, we regret being unable to entertain your counter-offer for the time being . If later on you can see any chance to do better, please let us know. In the meantime, please keep us posted of developments at your end. We assure you that all your enquiries will receive our prompt attention. Vocabulary and Note 1.the subject article: 标题（所指的）商品,也可以 说: the captioned article article 货物. “货物”一词在外贸英语中可用不同 的词来表达:goods是常用的词,不能以单数出现; consignment 是发运的货; article是具体的货,是可 数名词; item是一项一项的货; order 是所定的货; commodity 是从有物件的角度讲的货; shipment 是运出的船货; cargo 是用运载工具装运的货物等 eg. As the production of the subject /captioned goods is going up much faster than before, we believe we can complete your order earlier. 关于标题项下货物,由于其生产较以前大大加快,我 们相信能提前完成运交你方订货 2. Your price has been found too high to be acceptable (accept, be accepted). In international business negotiation, the seller, on one hand, wants to sell at a high price and a safe term of payment; the buyer, on the other hand, wants to buy at a low price and an earlier delivery date. So the sellers quotation is often much higher than what the buyer has expected. In this case, if the seller and the buyer want to conclude a transaction, they must drive a hard bargain. (拼命地讨价还价) 1). My offer was based on reasonable profit, not on wild speculations. 我的报价以合理利润为依据,不是漫天要价. 2). We have received offers recently, most of which are below 100 U.S. dollars. 我们最近的报价大多数都在100美元以下. 3). Moreover, Weve kept the price close to the costs of production. 再说,这已经把价格压倒生产费用的边缘了. 4). I think the price we offered you last week is the best one. 相信我上周的报价是最好的. Other similar expressions 5). No other buyers have bid higher than this price. 没有别的买主的出价高于此价 6). The price you offered is above previous price. 你方报价高于上次. 7). It was a higher price than we offered to other suppliers. 此价格比我们给其他供货人的出价要高. 8). We cant accept your offer unless the price is reduced by 5%. 除非你们减价5%,否则我们无法接受报盘. 9). Im afraid I dont find your price competitive at all. 我看你们的报价毫无竞争性. 10). Let me make you a special offer. 好吧，我给你们一个特别优惠价 11). Well give you the preference of our offer. 我们将优先向你们报盘. 12). I should have thought my offer was reasonable. 我本以为我的报价是合理的. 13). Youll see that our offer compares favorable with the quotations you can get elsewhere 你会发现我们的报盘比别处的要便宜. 14). This offer is based on an expanding market and is competitive. 此报盘着眼于扩大销路而且很有竞争性. Your price is too high / a bit high / rather high / excessive (过高). Your price is so high that our profits would either be little or nil. (我方的利润微乎其微甚至为零) Our clients find your price too high. Your price is much higher than we expected. The price of your products is 10%-15% higher than that of the similar goods. Your price is too much on the high side (过高), i.e.，10% higher than the average. commonly used sentences We regret to say that we cannot accept your offer as your price is on the high side. 我们遗憾的说我们不能接受你们的报盘,因为你方 的价格偏高. 2. There is no demand for your products at present. 目前对你们的产品尚无需求. 3. I think it unwise for either of us to insist on his price. 我认为哪一方坚持自己的价格都是不明智的. 4. We believe well have a hard time convincing our clients at your price. 我们认为很难说服我们的客户们接受你方的价格 5. The offer is not workable. 恐怕你方报盘不能接受. 6. We regret we have to decline your offer. 很抱歉,我们不得不拒绝你方报盘. 7. Your price is too high to interest buyers in counter-offer. 你方价格太高,买方没有兴趣还盘. 8. I appreciate your counter-offer but find it too low. 谢谢你方的还价,可我觉太低了. 9. Weve already cut down our price to cost level. 已经将价格降到成本费的水平了. Exercises (Translations) 我们遗憾的说，你方报来的铁钉价格与我们的市场 行情完全不符。 We regret to say that your price for iron nails is out of line with the market here. 如果你方价格降至50英镑，我们可能达成交易。 If you are able to reduce your price to 50, we might come to terms. 目前行市疲软，你方报价做不开（行不通）。 As the market is week ( ease ) at present, your quotation is unworkable. 鉴于我们长久良好的业务关系，我们可以考 虑减价3%。 In view of our long-standing friendly trade relations, we can consider a reduction of 3% in our price. 目前市场不活跃，我们可能获得的最好价格 是每吨135英镑。 The best price we can obtain is 135 per long ton as the market is inactive at present. Summary When writing a counter-offer or declining of an offer, we should 1) Point out the unacceptable terms from the offer clearly, correctly and simply with decent words and respect . 2) Never making your opponents embarrassed or unpleasant, then, explain reasons and your modified opinions for others reference politely. Write a letter according to the following requirements: 收到4月20日来函，提到我方价格偏高。 认为还盘不符合行市，还价太低， 不能接受。 为发展业务关系，希望与对方保持联系。 Homework Answer Dear Sirs, We have received your letter of April,20 that the price offered by us for the article is found to be on the high side. We very regret to say that your counter-offer is not in line with the current market and it is too low to be acceptable. In those days, we have received a lot of inquiries from other buyers and we believe our price is fixed at a reasonable level. To be frank, if it werent for our good relations, we wouldnt consider making you a firm offer at this price we cant satisfy your counter -offer at once. If later on you see any chance to do better, please let us know. Meanwhile, please keep us posted of developments at your end. We make sure that all your inquiries will receive our prompt attention. Truly Yours Section 2 Acceptance CISG article 18 “(1) a statement made by or other conduct of the offeree indicating assent to an offer is an acceptance. Silence or inactive does not in itself amount to acceptance.” (2) an acceptance of an offer becomes effective at the moment the indication of assent reaches the offeror ; (3) the offeree may indicate assent by performing an act, such as one relating to the dispatch of the goods or payment of the price, without notice to the offeror. Focus and Difficulties “acceptance” means “commitment”, one side sends an offer and another accepts, that is the conclusion of the dealing . Some key words and expressions: 1) favorable price 2) owing to 3) make some concessions 4) to cut by 8% 5) look forward to An effective acceptance should satisfy the following essential conditions: 1. It can only be made by the offeree. 2. The offeree must agree to the precise terms and conditions offered. 3. The offeree must state his acceptance clearly. 4. It must reach the offerer within the validity of the offer. Specimen Dear sirs, Copper We acknowledge with thanks the receipt of your letter of 30th October in which you proposed to reduce our limit by 8%FOR THE SUBJECT GOODS. In fact, we have quoted our most favorable price and our goods are well received in the overseas market owing to their high quality and reasonable price. Well, considering our long-standing business relations, we are willing to make some concessions to cut by 8% of our price to meet your requirement if the quantity of your individual purchase is not less than 50 tons. Please understand that we have made an exception here. Thank you again for your interest in our products. We are looking forward to your order and you may be assured that it will receive our prompt and careful attention. Yours faithfully