4 Counter offer

,CounterOffer还盘,counter-offer还盘,Acounterofferisapartialrejectionoftheoriginalofferandalsoacounterproposal.,StructureofaCounter-offerletter,Opening:thanksfortheoffer.Body:RejectionandreasonsThecounterproposal(pricereductionetc.)Closing:expectationofacceptance,Opening:thanksfortheoffer.感谢对方于3月10日给你发来大米和黄豆的报价ThankyouforyourletterofMarch10quotingforthericeandsoybean.ThankyouforyourofferofMarch10forthericeandsoybean.感谢对方于9月20给你发来的男士皮包的报价ThankyouforyourletterofSept.20quotingformensleatherbags.ThankyouforyourofferofSept.20formensleatherbags.,StructureofaCounter-offerletter,2.Body:RejectionandreasonsThecounterproposal(pricereductionetc.),3.Closing:expectationofacceptance盼你方早日肯定答复。Weshallappreciateyourfavorablereply.Weareawaitingyourfavorablereply.,Stepsfordealingwithcounter-offerfromthebuyer,1.Analyzingacounter-offerletterfromthebuyer,findoutbuyersconcernandreasonsfortheconcern.2.Makingacounter-counter-offer3.Followingup.,1.Analyzingacounter-offerletterfromthebuyer,TypesofCounter-offer,Counter-offeron:pricepaymenttermsearliestdateofdeliveryminimumquantityothertradeterms,Letter1:acounter-offeronprice,p.761minutetoreadtheletter,answer:Whatsthereasonforrejection?价格偏高Thepricesappeartobeonthehighside(偏高).Proof:JapanesesuppliersWhatsthesenderscounter-offer?10%reduction.,Howdoyoucommentontheprice?,1)IfthepriceishighThepriceismuchtoohightoaccept.Yourpriceishigherthanweexpected.Wearealittleworriedaboutthepricesyoureasking.Reasonforsayingpriceistoohigh:Itismuchhigherthanthatofothersuppliers.Thepriceisonthehighsideforgoodsofthisquality.Yourquotationisunworkable/outoflinewiththeprevailingmarket.,LanguagePoints,theprevailingmarket现行市场；现行行市,SimilarExpressions:,thepresentmarketthecurrentmarkettherulingmarket,Page79,LanguagePoints,outoflinewith与不一致,你方的价格与现行的市场价格完全不一致。,inlinewith与一致,Yourpriceisentirelyoutoflinewiththeprevailingmarket.,Unfortunately,Regrettably,.,Whensayingyoucannotaccepttheoffer/counter-offer,use:Unfortunately,Regrettably,.(p.79)Unfortunately,yourpriceappearstobeonthehighsideevenforgoodsofthisquality.Regrettably,weareunabletosupplythegoodsatthepriceindicatedinyourletterofMay16th,2015.,Astheseller,howtobargainonprice?卖家如何应对降价要求？,AnexampleofCounter-counter-offer,Counter-counter-offer,Anexampleatpage77Whatreasonsdoesthesellergivefornotaccepting10%pricereduction?superiorqualitythanothercompetitors.quotationbeingrealisticandhavingbeenacceptedbyotherbuyersWhatisthecounter-counteroffer?2%pricereduction.Thebestwecandois(suggestinglittleroomforfurthernegotiation),Practice,提请贵方注意，我方产品质量优越。Wewouldliketoinviteyourattentiontothesuperiorqualityofourproducts.必须指出，我方所报价格很实在，并已被其它买家所接受。Wehavetopointoutthatourquotationisquiterealisticandhasbeenacceptedbyotherbuyers.我方最多能在之前报价的基础上降价2%。Thebestwecandoisreduceourpreviousquotationby2%.,Whatdoesparagraph1do?Thanksforrecipientspreviousletterre-statethecontentofthepreviousletteruse“weredisappointedtohear”totalkaboutaninformationwearenotwillingtoknow.,Ifclientinsistsonreducingtheprice,judgethesituation,whetheritisbecause:1.theclientspriceinformationisout-dated.2.theclientisnewtothefieldanddoesnotknowtoomuchabouttheprice,3.Thespecification(or:model,contentsofacertainingredient)ofyourproductdoesnotagreewithwhattheclienthasinmind,resultinginpricedifference.4.Anewcompetitorhasenteredthemarket,offeringattractivepricestopromotesales.,Astheseller,howtobargainonprice?,expressyouropinionandclarifywhyyoucantacceptpricereduction:Reasons:1.priceinlinewiththemarket我方的价格与现行的市场价格完全一致Ourpriceisentirelyinlinewiththeprevailingmarket.,Astheseller,howtobargainonprice?,expressyouropinionandclarifywhyyoucantacceptpricereduction:Reasons:2.risingofrawmaterialprices,laborcost,transportationcostandsalescostetc.价格上升是因为生产成本的上升。Thepriceisgoingupbecauseoftheriseincostofproduction.,Astheseller,howtobargainonprice?如何应对降价要求？,Clarifyreasonsfortheriseofprice这一商品的国际行情呈上升趋势。在不久的将来价格还可能会进一步上涨。Theworldmarketforthisitemshowsanupwardtrend.Theremaybeafurtherriseinpriceinthenearfuture.正如你所知道的，全球的通货膨胀率在3%-9%之间，而我们的价格与去年相比只上升了5%。Asyouknow,theinflationratearoundtheworldisfrom3%to9%.However,theriseinourpriceisonly5%abovelastyears.,Astheseller,howtobargainonprice?如何应对降价要求？,clarify:3.thebasisofyourquotation(e.g.specification,model,contentsofingredients)请注意，我方所采用的材料是Pleasenote,thematerialweuseis,Astheseller,howtobargainonprice?如何应对降价要求？,4.superiorqualityorservices：比材料：Pleasecomparethematerialweusedwiththoseusedbyothersuppliers.Webelieveyoucanseethedifference.同类产品中质量最好：Ourproductsareofthebestqualityofthesamekind.,5.Providemoreoptions(e.g.differentgradesofqualityetc.)forclienttochoose.,e.g.Wewouldliketore-quotethepricesasfollows:1)Supergrade,USD*,withaspecialdiscountof2%2)Agrade,USD*,similarassupergrade,butpricemuchmorecompetitive.,Astheseller,howtobargainonprice?如何应对降价要求？,6.smallquantityoftheorder;urgingtheclienttoincreaseorder.若你方增加订单至3000台，我方可考虑给予10%折扣。Ifyouincreaseyourorderto3,000sets,wewouldconsidergivingyoua10%discount.,7.mentioningexampleofotherclients以其他客户作为例子：我们已按此价与买主大量成交,我们不可能再降低了。Sincewehavedonealotofbusinesswithbuyersatthisprice,wecannotreduceourpriceanyfurther.,8.exertingpressure施加压力,坦率地说，以你方所报价格，我们根本没钱赚，我们宁愿放弃这桩生意。Franklyspeaking,wecantmakeanyprofitwiththepriceyouoffer.Wedrathercallthewholedealoff.,9.breakingthedeadlock,如果双方都坚持自己的价格，会使谈判陷入僵局。若要打破僵局，使谈判继续下去，可以说：老实说，你如果坚持自己的价格，我们是不可能成交的。难道我们就找不到一个对双方都有利的价格吗？Tobehonest,ifyouinsistontheprice,wewontbeabletomakeadeal.Cantwefindapricethatisgoodforbothsides?Canwemeeteachotherhalfway?,10.Use“limitofright”,use“limitofright”asanexcuse,sayyoucannotmakethefinaldecision.用“我没有这个权力”来作为缓冲和挡箭牌。IdontthinkIcanacceptitrightnow,asitisbeyondmylimits.很抱歉我无权作出这么大幅度的降价。ImsorryImnotauthorizedtomakesuchabigreduction.,Exercises,Exercises,鉴于产品的优良质量，我们的价格非常合理.Considering(Inviewof)thehighquality,ourpriceisveryreasonable.请注意我方产品质量是同类产品中最好的。Pleasenotethatourproductsareofthebestqualityofthesamekind.人工成本上涨，给10%的折扣，我方几乎无利可图。Thelaborcostisincreasingnow,itwouldbehardlyprofitableforusifweoffera10%discount.Wecanmakelittleprofitifwegiveyoua10%discountbecauseoftheriseinlaborcost.,我们认为如果你方把订货增加到5000件，我们就给你们5%的折扣。Ifyoucouldincreaseyourorderto5,000pieceswewouldallowa5%discount.我建议我们大家折中一下，这样就能做成生意了。Isuggestwemeeteachotherhalfwaysothatthebusinesscanbeconcluded.为了各让一步，我们准备降价5%。Tomeeteachotherhalfway,wearepreparedtoreducethepriceby5%.,我们最低能把以前的报价降价2%。Thebestwecandoistoreduceourpreviousquotationby2%.请注意这是我方能够做的最大限度了，希望你方接受。Pleasenotethisisthebestwecandoandwehopeyouwillacceptit.,恐怕降价15%超出了我的谈判限度。Imafraida15%reductionisbeyondmynegotiatinglimit.我必须要请示一下经理，才给你一个明确的答复。IllhavetoreporttomymanagerbeforeIcangiveyouadefiniteanswer.要是你坚持要20%折扣的话，恐怕就没有成交的可能了。Ifyouinsiston20%reductiononprice,wereafraidwedontseeachanceforbusiness.,Moreexpressionsandsentences,Moreexpressionsandsentences,对对方的观点表示了解：Iseewhatyoumean.表示无法赞同：Idontthinkthatsagoodidea.Frankly,wecantagreewithyourproposal.有条件地接受:Weacceptontheconditionthat我方接受你方提案，条件是你方订20000套。Weacceptyourproposal,ontheconditionthatyouorder20,000units.,VocabularyExercises,填空（Fillintheblankswithproperwords）,A5%reduction_yourpriceisnecessary.Wecansupplyyou_allkindsofleathershoes.Youshouldtakequality_consideration.Acceptingyourofferwillleaveus_littleprofitmargin.,Weareconfident_thequalityofourproducts._amatteroffact,thispriceisratherreasonable.,Translation,Translatethefollowingletter:,尊敬的Smith先生：感谢贵方7月10日的电邮。很遗憾得知贵方因为其它供应商以更低价报盘，而无法接受我们报盘。很抱歉我方无法接受贵方回盘。我方最多能在原报价基本上降低2%。不知其它供应商能否提供与我方同等高质量的产品。希望贵方不仅考虑价格因素，也能考虑质量因素。望尽早回复。,SampleTranslation,DearMr.Smiths，Thankyouforyouremailof10thJuly.Weregrettolearnthatsinceothersuppliersareofferingatlowerprices,youareunabletoacceptouroffer.However,wearesorrytosaythatyourcounter-offerisunacceptabletous.Thebestwecandoistoreduceourpreviousquotationby2%.Wewonderwhetherothersuppliersareofferingaqualityasgoodasours.Wedohopethatyouwilltakeintoconsiderationnotonlythepricebutalsothequality.Weawaityourearlyreply.Yoursfaithfully，,Readpushyoufurtherandfurthertolowertheprice.Trytoleadtheclient.Providetheclientmoreoptionstochoose.Otheroptionsmaybeclosetotheclientstargetprice.Dontbeafraidofnegotiatingatlength.Iftheorderisurgent,youmayalsoneedquickdecisions.,Asamplereplytocounter-offer,Dearsir,Plsfindthere-checkedpriceasfollows:1)Supergrade,USD*,withaspecialdiscountof2%2)Agrade,USD*,similarassupergrade,butpricemuchmorecompetitive.Hopewecanmakeadeal.Thankyou!Rgds,*,After-classAssignment:Replytobuyerscounter-offer,Writeareplytothefollowingcounter-offerletter:,Date:April9th,2015Re:Yourofferof100%CashmereSweatersDearSirsThankyouforyourletterofApril7,inwhichyouofferedus100%CashmereSweaters.Regrettably,weareunabletoacceptyourofferasyourpricesaretoohigh.WealsohavesimilaroffersfromKoreanmake.Theyare25%lowerthanyours.,Writeareplytothefollowingcounter-offerletter:,-Welikethequalityanddesignofyourproducts.Weacceptthatthequalityofyourproductsisbetter,butitdoesnotjustifysuchalargedifferenceinprice.Wemightdobusinesswithyouifyoucouldmakeussomeallowance,say20%,onyourprices.Otherwisewehavetodeclineyouroffer.Wehopeyou