Unit+6外贸函电

1、Unit 6Counter- offers and Acceptancecounter =against, oppositecounter samplecountersign/countersignaturecounter-charge反控诉反控诉counterfeit伪造伪造, 假冒假冒counter clockwise逆时针逆时针counterbalance使平衡使平衡counterpart副本副本,配对物配对物counterproductive institution有碍生产力进步的机有碍生产力进步的机构构A counter-offer is make because of disagr

2、eement over parts of the offer.Usually, after rounds of counter-offers, business is finally concluded.An acceptance is a final and unqualified expression of assent to the terms of an offer. It means the conclusion of business and the terms and conditions in the offer are then legally binding on both

3、 parties. Writing Principles of Counter-offerBe polite but to the point to:List those you dont acceptState your own suggestions 1.在开始写一封还盘信之前给自己点准备时间。如果卖方的报价比你预期的高很多，你可能会有些气愤地写出一封不太理智的还盘信，这样的还盘信很可能得不到对方的接受。因此，在写信之前你应该认真考虑一下你计划从对方那里得到一些什么让步。2.仔细检查对方的原始发盘。有时候对方的发盘从报价方面看起来好像比你预期的要高，但是当你仔细想一下付款条件和其他条件的话

4、，这笔生意可能比它表面上看起来更有价值。3.在还盘信的开头要感谢对方的报价，并且让对方知道你是多么期望能达成交易。提及对方原始发盘中的某些特定条款并且列明它们跟你在还盘中所期望的有何不同。采用直接的表达方式会使你的信函看上去更符合商务合同的风格。不要把任何个人的情感带入你的信函中。4.必要的时候采取折衷的方式。价格谈判是一个“给予”和“获取”并存的过程。为了获得更好的报盘，你可能需要下一个更大的订单。详细地解释为什么你觉得你的还盘比对方的发盘更合理或者为什么你需要对方修改他的发盘，这对于得到对方的理解是非常必要的。5.如果你是作为卖方需要给买方写一封还盘信，以上各条也基本适用。Letter 1

5、 (Request for a lower price) Re: Canned Mushroom We are in receipt of your letter of July 28, offering us 20M/Ts of canned mushroom at USD1875 per M/T FOB Yantai. In reply, we regret to inform you that our clients in Arizona find your price much too high. Information has indicated that canned mushro

6、om has been sold here at a level about 10% lower than yours. We do know that the quality of your mushroom is slightly better, but the difference in price, should, in no case be, as big as 10%.关于：蘑菇罐头我们收到了你方7月28日的来信，信中你方对20公吨蘑菇罐头报价1875美元每公吨FOB烟台。我方很遗憾的通知你方，我们亚利桑那州的客户认为你们的价格太高了。信息表明蘑菇罐头在当地的销售价格要比你们的报价

7、低10%左右。我们知道你们的蘑菇的质量要好一点，但是价差无论如何也不应该有10%那么大。 I like the quality of your goods and would welcome the opportunity to do business with you. To close the business, we counter-offer as follows, subject to your reply reaching us by August 6, 2008 New York Time.我对你们产品的质量很满意，也非常希望跟你们进行交易。为此，我们做出如下还盘，该还盘以你方在

8、纽约时间8月6日前答复为有效。20M/Ts of canned mushroom (500g net for each)At USD1750 per M/T FOB Yantai, other terms as per your letter of July 28, 2008 As the market is declining, we recommend your early acceptance. 20公吨蘑菇罐头（每罐净重500克）1750美元每公吨FOB烟台，其他条件按照你方2008年7月28日信函中所定。鉴于目前市场不景气，我们建议你方尽早接受我方还盘。as perlWith ref

9、erence to 参考lAs per 按照，根据lAs per your requestlAs per your email attachmentLetter 2 (Request for a lower price rejected)Re: Canned Mushroom We note from your letter of July 30, 2008 that the price offered by us for the subject article is found to be on the high side.关于：蘑菇罐头我方从你方2008年7月30日信函中得知你方认为我方所

10、报上述货物的价格偏高。 While we appreciate your cooperation in giving us the information about the price level in your market, we regret to say that there is no possibility for us to cut the price to the extent you quoted. For your information, we have supplied the European market and Japanese market at the pr

11、ice we quoted for a long time and expect to close business with you at something near our normal price level. At present we can not see our way clear to entertain your counter-offer, as our price is quite realistic. We wish we could lower our price but unfortunately we cannot do so. 虽然我们很感激你方提供给我方的关

12、于你方所在地市场的价格信息，但是很遗憾我们不能将价格降到你方还盘中的价格。我们在很长的时间内一直以我方所报的价格向欧洲及日本市场供货，因此我们希望也能与你方以与此相近的价格达成交易。目前我们不可能接受你方的还盘，因为我们的报价是非常合理的。我们也很想能够给你方一个更低的价格，但是我们真的做不到。Despite our inability to offer you lower prices, we still hope we may receive an order from you.尽管我们不能给予你方更低的价格，我们仍然希望能收到你方的订单。 lbe on the side-rather o

13、r tooon the big,small, high sideThese new trousers are a bit on the large side. The price is on the rise.lon high high onShe is high on you,you know.I saw two planes flying on high .Letter 3 (Request for lower price granted) Re: Canned MushroomWe are sorry to learn from your letter of July 30, 2008

14、that you find our prices too high. We do our best to keep our price as low as possible without sacrificing quality. Considering the quality of the canned mushroom offered we do not feel that the price we quoted is at all excessive. However, since it is the first time we do business, we have decided

15、to offer you a special discount of 4%. We make this allowance because we should like to start business with you, but we must stress that it is the furthest we can go. We hope this revised offer will now enable you to place an order.关于：蘑菇罐头我们很遗憾地从你方2008年7月30日的信函中得知，你方认为我们的价格偏高。我们已经尽最大努力将价格在不降低质量的前提下降

16、到最低。考虑到我们所供蘑菇罐头的质量，我们不觉得所报价格过高。然而，因为这是我们的第一次交易，我方决定给予你方一个4%的特殊折扣。我们给予这样的折扣是因为我们希望能跟你方建立业务往来关系，但是我们必须强调的是，这是我们所能做出的最大让步了。我们希望修改后的报价将使得你方能够向我方订货。lII. Translate the following sentences from Chinese to English.l1. The prices we quoted in our letter of 13th, September leave us with only the smallest marg

17、in of profit. They are in fact lower than those of our competitors for goods of similar quality.l2. If, having given further thought to the matter, you feel you cannot accept our offer, we hope it will not prevent you from approaching us on some other occasions.l 3. For the rapidly rising cost of ra

18、w materials in the past four months, we shall not find it possible to cut the price by 15% as your suggestion without sacrificing the quality of products.l 4. Given the long business relationship between us, we should have agreed with your suggestion of lowering our prices for underwear. However, we have lots of difficulties in doing so.l 5. If you can raise the discount to 10%, we can make an order immediately.III. Translate the following letter into ChineseTran