counter offer.ppt

Chapter4CounterOffers第四章还盘 授课人 方胜男日期 2009 10 21 Introduction Acounterofferismadewhenapotentialbuyerfindsthetermsandconditionsintheofferisunacceptableorasanattempttogainmorefavorableterms Aimsandkeypoints 1 Knowthedefinitionofcounteroffer 2 Masterthestepsofwritingcounterofferletter 3 Mastersomeusefulwords expressionsandsentencesofacounterofferletter Acounterofferisapartialorfullrejectionoftheoriginalofferoftheseller 还盘是交易方式之一 实质上是在某种程度上对原发盘的拒绝 受盘人在接到发盘后 不能完全同意发盘的内容 为了进一步磋商交易 对发盘提出修改意见 用口头或书面形式表示出来 就构成还盘 还盘是原接盘人以发盘人地位提出的新发盘 因此 一经还盘 原发盘即失效 新发盘取代它成为交易谈判的基础 Majorcontentsoftheletter Anexpressionofthanksfortheoffer Expresstheinabilitytoaccepttheoffer Statethereasonsfornon acceptance Makeacounterofferif inthecircumstance itisappropriate Suggestotheropportunitiestodobusinesstogether 1 首先感谢对方的发盘2 对不能接受发盘表示遗憾3 阐述不能接受发盘的具体原因 比如产品的报价过高 装运期过晚 包装不符合要求等等 4 进行适当的还盘5 表达与对方进行合作的意愿 并希望能得到早日回复 Thestructureoftheletter Generallyspeaking thelettercanbedividedinto3parts 1 Inpart1 Expressyourthanksfortheoffer2 Inparagraph2 1 Sorryfortheinabilitytoaccepttheoffer 2 Statethereasonsfornon acceptance 3 Inthelastparagraph Makeacounter offer ifit swanted andexpresstheexpectationforlong termcooperationandearlyreply Lesson10 A ACounterOfferforWristWatch写信意图 Liptor贸易公司就金士手表厂发来的实盘提出还盘 认为价格有商讨余地 还盘新价 Themainmessages DearSirs RegardingtheWristwatchinvolvedinyouroffermakeon16thMarch wehavestudiedyourofferwithlocalbuyers Wecounterofferasfollows Men sWristwatch12 000pieces King sBrand stainlesssteel water resistant automatic shockproof atUSD18 35perpieceFOBShanghai includingstandardpacking Qualityaspersamplessentbyyouon3rd March Shipmentistobemadeinthreeequalmonthlyinstallments beginningfromMay 2005 AllothertermsandconditionsarethesameasthosestipulatedinS CNo CN050303A Thiscounterofferissubjecttoyouracceptancebefore23rdthismonth Wecannotentertainanyfurtherproposalforpricesandothertermsandconditions YoursTruly Sig Notes counteroffer n 还盘Toourregret yourcounterofferisobviouslyoutoflinewiththeprevailingmarket involve vt 涉及到的 使陷入 含有类似表达 include entailTheextrapackingchargesinvolvedwillbeforthebuyer saccount Anyinvestmentinvolvessomerisks Thetestwillinvolveansweringquestionsaboutyourcareerpath installment n 分期 付款 部分Heboughtacarbyinstallment We llmakeshipmentinsixequalmonthlyinstallmentsbeginningfromnextmonth stipulate v 规定类似表达 specifyAdeliverydateisstipulatedinthecontract Thejobadvertisementstipulatesthattheapplicantmusthave2years experience S C salescontract salesconfirmation买卖双方在通过交易磋商达成交易后 由卖方出具并寄给双方加以确认的列明达成交易条件的书面证明 经买卖双方签署的确认合同 是法律上有效的文件 对买卖双方具有同等的约束力 entertain v 考虑 接受类似表达 takeintoconsideration holdinmindHeentertainedtheideaofmovingtoSouthAmerica B ReplytotheAbove写信意图 鉴于双方长期的友好合作关系 金士手表厂发信表示同意还盘 并告知对方已通过Fedex寄出了相关文件 Themainmessages DearSirs Re Men sWristwatchTakingourlongfriendlyco operationintoaccount wewouldliketoacceptyourcounterofferinyourletterof19March However suchanexceptionshouldnotbesetasaprecedentasit smadeuponunusualcircumstances RelativedocumentswillbebroughttoyoubyFedex theordertrackingnumberis862161057690 Pleasecountersignthedocumentandsendonecopyforourfile Bestregards Notes take intoaccount把 考虑在内Takingyoursoundfinancialstandingintoaccount wewillacceptD Ppaymentasanexception D P DocumentagainstPayment付款交单 exception n 例外makeanexceptionIthinkwecanmakeanexceptionforyou withoutexception 无一例外 一律AllthestudentswithoutexceptionmusttaketheEnglishtest setasaprecedent作为先例precedent n 先例Thisshouldnotberegardedasaprecedent countersign vt 副署 连署 会签EnclosedisourcontractNo 345induplicate pleasecountersignandreturnusonecopy随函附上我方第345号合同一式两分 请会签并回寄一份 Lesson11 A ACounterOfferforToys写信意图 Babylon贸易公司对东田玩具厂的成人益智玩具系列还盘 要求减价 因为印度的类似产品价格比对方的低10 Themainmessages DearMsGao Thankyouforyoure mailandquotation Althoughwearedesirousofreachinganagreementwithyouintermsofprice yourpriceofUSD1 03 pcisreallytoohigh USD0 91 pcisthemaximumpriceacceptabletous WearealsoinformedthatsimilarproductsfromIndiaareavailableataprice10 lowerthanyours Lookingforwardtoreceivingyourfavorablereply Yoursfaithfully AndyWhite Notes reach v 达到 达成类似表达 achieve arriveatreachanagreementWehavegottoreachanagreementaboutthisquestion intermsof在 方面Intermsofquality ourmakesarethebest Hethoughtofeverythingintermsofmoney B ReplytotheAbove写信意图 东田公司回函Badylon贸易公司指出报价是合理的 尤其是原材料上涨飞快的情况下 公司通过成本控制才能报出此价 不能再接受任何还盘 Themainmessages DearMrWhite ThankyouforyourletterofNovember30 Wearesorrytofindyourcounter bidhasleftuswithnoprofitatall Asyouknowthatthecrudeoilpricehasbeenpushedtoa21 yearhigh whichhastriggeredaseriesofchainreactionthataddsthecostofourfinalproducts Besides weareoftheopinionthatthequalityoftheothermakesdoesnotmeasureuptothatofourproducts Althoughwearekeentodobusinesswithyou weregretthatwecannotacceptyourcounteroffer Notes bid vt 出价递价又名递盘 就是在买方没有询盘的情况下主动向卖方报价的行为 买方的发盘 ThebuyerbidsUSD20perdozen It stoolowtobeacceptable crude adj 天然的 未加工的crudeoil rubber iron反义词 refined精加工的chainreaction连锁反应Thiseventmaycauseaseriesofchainreaction oftheopinion持 意见Weareoftheopinionthatit snotappropriatetoinsistonyoursaidpriceduringthissaleseason measureupto符合 达到 够得上Thequalityofthislotdoesnotmeasureuptoourrequiredlevel keen adj 渴望的 低廉的 价格 Theyareratherkeenonplacingatrialorderwithus Pleasequotekeenprices Lesson12 DecliningaCounterOffer写信意图 SILKFLOWER公司认为佳奇公司圣诞树的还盘不合理并拒绝还盘 希望对方着眼于产品的优良品质并接受所报的价格 DearSirs ManythanksforyourletterofMay11th wehavegivenseriousconsiderationtoyourcounterofferforChristmasTrees Themainmessages Wearequite ofcourse earnesttomeetyourwishessoastoenlargeourshareinyourmarket Butweregretourinabilitytoentertainyourcounteroffer asthepricewequotedisquiterealistic Thequalityisthebestavailableindomesticmarketandfarsuperiortothatofothermakeswhicharesuppliedtoyourmarket Wethinkitmoreadvisableforyoutoacceptourofferedprice andwewouldliketodiscusstheprospectofsalewithyou Yoursfaithfully Notes decline vt 拒绝Weareafraidthatweshallhavetodeclineyourorder vi 下降Thenumberoftouriststotheresortdeclinedby10 lastyear giveconsiderationto考虑 深思熟虑Wewillgiveconsiderationtoyourproposalearnest adj 认真的 热心的Lifeisrealandearnest inearnest 更加 认真的Youmaylaugh butI minbadlyearnest advisable adj 明智的 可取的类似表达 wise intelligent s