商务英语Topic ThreeBusiness Negotiations-Counter Offer and Declining a

1、整理课件Topic Three Business Negotiations-Counter Offer and Declining a Counter Offer (贸易谈判-还盘和反还盘)整理课件Teaching Proceduresv1) Introductionv2) Useful Sentencesv3) Sample lettersv4) Situational Conversationv5) Exercises整理课件IntroductionvCounter-offer means the refusal of an offer.vA bid means that when the

2、 sellers goods sells well or when the seller is unaware of the market situation and asks the buyer to offer first, so this offer made by the buyer is called bid.vBusiness negotiationv The seller, on the one hand, wants to sell at a high price and secure term of payment; the buyer, on the other hand,

3、 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.(极力讨价还价) 整理课件Useful Sentencesv1) 我们至多只能再减价30英镑，这可真是最低了。v

4、 The best we can do will be a reduction of another 30 pounds. Thatll be definitely rock-bottom.整理课件v2）只要你把报价提高3%，还价有较好的机会获得考虑。vIf only you raise your counter-offer by 3%, it will stand a better chance of（有完成某事的希望或（有完成某事的希望或机会）机会） being considered.整理课件v3）你方还盘太低且没有根据，所以它不能作为进一步洽谈的基础。vYour counter-offe

5、r is too low and groundless, therefore it cant serve as a basis for further negotiation.v事实尽然如此，我们没有理由解雇他。vE.g Such being the case, we have no grounds for dismissing him.整理课件v4）很遗憾，我们的价格和你方还盘之间的差距太大，所以恐怕我方不能接受你方还盘。vI regret the difference between our price and your counter-offer is too wide/great, s

6、o its impossible for us to entertain your counter-bid.整理课件v5）我们已经研究了你方对小麦的报价，觉得不符合现行价格水平。vWeve studied your offer for wheat and find it out of line with the prevailing market level. vat a level of $120 per ton 按每吨120美元的价格出售整理课件v6)你方的出价与目前市场现行价格不一致。vYour bid is obviously out of line with the price ru

7、ling in the present market. v请尽量在你处将价格降到我方的水平。v Please do the best you can at your end (on your side/in your place) to cut your price to our level.v on the high/low side 价格偏高/低整理课件v7) 你们邻国的客户正在按我方所报的价格大量购进。v Other buyers in your neighboring countries (countries nearby) are buying freely at our quote

8、d price.整理课件v8) 我方不能按你方提示的幅度减价8%。v There is no possibility of our cutting the price to the extend you indicated, i.e. 8%v It is impossible for us to reduce the price by 8% as your request.整理课件v9) 我们已经从其他地方的客户那儿收到了大量询盘，并且希望大致上按我方的价格来成交。v We have received a crowd of enquiries from buyers in other dire

9、ctions and expect to close business (strike a deal/bargain) at something near (almost) our level.整理课件v10) 有关信息显示一些日本货按比你方低10%的价格在那里出售。vInformation indicates that some parcels of Japanese make have been sold there at a level about 10% lower than yours.整理课件v11) 我们很遗憾交易未能达成。v we regret that the busines

10、s has fallen through.v close/conclude a deal/business/transaction(成交)v strike a deal/bargain 达成协议（经过多次磋商） v come to terms（成交）v be on good terms with（同关系好）v in terms of （在方面）v on the usual terms（按惯常的条例）整理课件v12) 得悉你们对我方报盘未能取得任何进展甚为遗憾。vWe regret to note that you cannot make any headway with（取得进展） our o

11、ffer.v 我们在谈判中没取得什么进展。vWe are making little headway with the negotiations.整理课件Some Sentences on Quality and Quantityv1）我方对你们样品的质量十分满意，我相信你方产品会打开我国的市场。v Were satisfied with the quality of your samples and Im positive that your commodity will find a market in our country.整理课件v2）若你方报价合理，数量令人满意，我们将大量订购。v

12、If your prices are reasonable and quantities satisfactory, well place substantial order. vFor such a big sum, we should attach importance to it. 数目如此之大，我们将予以重视。 整理课件v3）鉴于你方产品质量好，我们打算成批订货。v In view of the excellent quality of your products, we are going to make orders in large quantities.vprime quali

13、ty , tip-top quality 第一流的质量 整理课件v4）我相信我们商品的高质量，低价格会使你尝试性的订购他们。vI believe that the high quality and low price of our commodity will attract you to place a trial order.整理课件v5）如果你能把数量增加到10万件，我们可以考虑给予1.5%的折扣。vIf you increase your quantity to 100000 pieces, we may consider giving you 1.5% discount.v 如果你方

14、的订单超过500打的话，我们同意给你方2%的折扣。v We are prepared to allow you a 2% quantity discount if your order exceeds 500 dozens. 整理课件v6）因为大量的订单涌进，我方供货短缺，但我方仍将尽力满足你方的数量要求。vBecause of the recent heavy inflow of orders, our supply position is very stringent. But we will do our best to satisfy your requirements of quan

15、tity.vstringent specification 高标准vA stringent ban on smoking 禁止吸烟的严格规定（指法律，规则必须遵守的，严格的，严厉的）vA stringent economic climate窘迫的经济形势（指财政状况因缺钱而困难，银根紧）整理课件v7）我方羊毛衫有着无比优越的品质和色彩。在这一点上没有人能赶上我们。vOur woolen sweaters have no rival /equal in quality and color. No other supplier can touch（与媲美） us in this point.vE.

16、g No one can touch him in comedy.v Theres nothing to touch mountain air for giving you an appetite. (再也没有比山间清新的空气更能促进食欲了) 整理课件v8）我们高兴地通知你，与其他供货商相比，你方产品质量较好，因此我方决定向你们定期订货。 vIm very happy to notify you that compared with those of other suppliers, your products are superior in quality. Therefore, weve

17、decided to place regular order with you.整理课件How to Counter-offer and Declining a Counter-offervCounter-offerv1) thank the seller for his offerv2) express regret at inability to acceptv3) state reasons for non-acceptancev4) urge the buyers to accept of the counter-offer整理课件vDeclining a Counter-offerv

18、1) acknowledge receipt of the letter of counter-offerv2) express regret at inability to entertain the counter-offerv3) state the reasons to reject the counter-offerv4) urge the buyer to accept the original offer immediately整理课件Sample Letter OneBuyers Counter-offervDear sirs,v We thank you for your q

19、uotation about the COMPAQ 1200 computer on February the 23rd.v Although we are interested in your products, we find that your price is so high that our margin of profit would be either very litter or nil. As you probably know, the computers available at present on the market in South Korea, Japan an

20、d Germany are of good quality, but the price is 15-20% lower that that of yours. We hope, therefore, you will reduce your price, to say, to U.S. $800 per set, so as to stand the competition.v We await your reply.v Yours faithfully,整理课件Sample Letter Two Asking the buyer to bidvDear Sirs,v We have rec

21、eived your letter of March 8 which says that you are interested in our COMPAQ 1200 computers but find our price too high to conclude business.v We wish to inform you that because of the top quality, our COMPAQ 1200 computers are the best-selling goods in the world market. But this is the first time

22、for us to deal with you. For the sake of friendship and also for the sake of future business, Id like to have your suggestions. If you should make us an acceptable bid, maybe well conclude the transaction.v As you know, there has been a large demand for computers in your market lately, which can onl

23、y result in increased prices. If you send us an immediate reply, you may avail yourselves of the advantage of this strengthening market.v We await your reply.整理课件Sample Letter ThreeSellers Counter-Counter OffervDear Sirs,v We have received your letter of March 8 that the price offered by us for the

24、COMPAQ1200 computer is found to be on the high side and should be reduced to U.S $ 800 per set.v We much regret to say that your counter-offer is not keeping with the current market and it is too low to be acceptable. In these days, we have received a lot of inquiries from buyers in other directions

25、 and we believe our price is fixed at a reasonable level. To be frank with you, if it werent for our good relations, we wouldnt have considered making you such a favorable firm offer at the price of U.S $950 per set. We cant satisfy your counter-offer for the time being.v However, if the size of the

26、 first order is over 1000 sets, we may reduce our price by 2%, i. e. U.S. $ 931 per set. This is our rock bottom price.v We hope you would accept this price and place your order at an early time. 整理课件Situational ConversationvThis disputes on prices are going on between Mr. Yu and Mr. Kinch. Mr. Yu,

27、the buyer wants to get the most favorable offer, and Mr. Kinch, the seller thinks that the quality of his products is higher than that of others, and insists on his own prices. The negotiations have reached an impasse.（陷入僵局） Finally both sides meet each other halfway, and the business is concluded s

28、uccessfully.整理课件Driving a Bargain (1)vY: Having gone over your quotation sheet, we found that your prices are much too high, at least 20% higher than those of Japan comparing with the similar products. So it would be difficult for us to push any sales if we buy the goods at such prices.vK: Mr.Yu, yo

29、u may notice that the prices for these commodities have gone up a lot in the international market since last month because the cost of production has risen a great deal recently, and we also have to adjust our selling price accordingly. The prices we offer are fairly reasonable and competitive as co

30、mpared with those in the international market.vY: Im afraid I dont agree with you on this point. Your prices are higher than those we have got from elsewhere. For example, the Japanese quotation is lower. 整理课件vK: But you should take the quality into consideration. You know our computers are high qua

31、lity and famous all over the world. Our design and technology are completely up-to-date. Youll be assured of efficient service for years to come, and free repair in the first year youll use. Taking the quality into consideration, I think our prices are reasonable and favorable.vY: Yes, I know your q

32、uality is good. That is why we import your products. But the price cant be so high. We also import the same kind of products from other countries. The quality is almost the same as yours, the prices are usually 15%-20% lower than yours. So, I dont think the end-user would accept your prices. We are

33、not playing same in the ball park(谈不到一块) at this price. We only ask that your prices are comparable with others. That is reasonable, I think.整理课件vK: Would you make a counter-offer or a bid and give me an idea of appropriate prices for these commodities? vY: I hope that you can reduce your price at l

34、east by 15% because it is difficult for us to persuade our end-users to buy your goods at such prices. Besides, there is a keen competition from suppliers in South Korea and Japan. In my opinion, you cant ignore that.vK: Im afraid its difficult for us to accept your counter-offer. Im sure that you k

35、now the market prices for these commodities very well. These commodities are our best selling lines. At present the demand of our products still exceeds the supply even if some countries are selling their same kinds of goods at low prices in big quantities. So we cant make more reduction of the pric

36、es.整理课件vY: If thats the case, there is hardly any need for further discussion. We might as well call the whole deal off. Our negotiation will give up halfway.vK: What I mean is that well never be able to come down to the price you name. The gap is too great. Well, I think it is unwise for either of

37、us to insist on his own price. In order to get the business, we are quite willing to make some concessions. Can you order more? If you can order more, we may adjust our prices accordingly.vY: The size of our order depends greatly on the price. Lets settle that matter first.整理课件Driving a Bargain (2)v

38、Y: If the goods are good in quality and reasonable in prices, wed like to have regular supply. Well order 1000 sets this time as a trial order. This number is large enough, isnt it?vK: As you wish, well, if you order 1000 sets this time, we are ready to reduce our price by 2%.vY: When we say your pr

39、ices are much too high, I dont mean they are higher nearly by 2 or 3 percent. 2% is nothing compared with 20%.vK: Then how much do you mean? Can you give me a rough idea? You mean you want me to reduce 20%, rightly? If we do so, well lose our capital. 整理课件vY: The unit price of your computer is 200 U

40、.S. dollars higher than that we accept. The prices of various main components are 80 dollars higher on average than those of South Korea. I suggest we meet each other halfway.vK: You mean that well have to make a reduction of 100 dollars in our unit price of computer, and 40 dollars of each main com

41、ponent on average, right? Thats impossible. How can you expect me to make a reduction to that extent?vY: To be frank with you, we can get an offer from other supplier. The prices are much lower than yours. If you insist on your present price, we have to accept the other offer. If we meet each other

42、halfway, business can be concluded.整理课件vK: Mr. Yu, according to what you said, I really dont know how I can pull this business through. If we sell our goods at such prices you named, we shall really lose our money.vY: Whats your good suggestion, then?vK: The best we can do is to reduce 60 dollars in

43、 our unit price of the computer, and 20 dollars for each main component. This is our rock bottom price. We cant do more reduction. 整理课件Meeting Each other HalfwayvY: Well, in order to get the business, I can accept the prices of your components, but there is still a gap of 40 dollars about the unit p

44、rice of your computers, let me make a bid, shall I?vK: How much will you bid for?vY: You said you can reduce 60 dollars in the unit price of your computer. Lets meet each other halfway further, then, the gap will be closed and business will be done.vK: You mean that the unit price of the computer is

45、 870 dollars and that the price of each main component is 40 dollars less than that we offered in our quotation sheet, right?vY: Yes, I dont know whether you can accept the price I bid.整理课件vK: Mr. Yu, you certainly have a way of talking me into agreeing your prices. Well, for the sake of friendship,

46、 I accept these prices.vY: Im glad youve come to an agreement on prices. Business is closed at this price.vK: The price is the main problem in a transaction. I take the initiative to make a concession in price. I hope this will set the ball rolling.vY: Ok. I hope we can both get something out of thi

47、s. We insist on the principle of equality and mutual benefit, as well as exchanging needed goods.（平等互利，互通有无）整理课件Asking for DiscountvY: Mr. Kinch, this time I intend to place a large order, but business is almost impossible unless you give me a discount.vK: In principle, we usually wont allow any dis

48、count, because we have made a big concession in price.vY: We usually get a considerable discount, when we place such a large order from other suppliers.vK: But I dont think you can get such favorable prices from anywhere else.vY: We have ordered such a large quantity that a discount, no matter how l

49、itter, should be allowed.vK: Considering the long-standing business relationship between us, we shall grant you a special discount of 3%.整理课件vY: A 3% discount? Its too little. We usually get a 10% discount from the European exporters.vK: Im afraid I could not agree with you for such a big discount.

50、In this way, it wont leave us anything. Well, Mr. Yu, considering this is a new production, we may offer you allowance on a sliding scale.（浮动折扣）vY: Could you say it more exactly?vK: Well, suppose your order comes to $100000, well give you a 3% discount. And it goes up to 5% for purchase exceeding $3

51、00000 and 7% for $400000 and prorate.vY: Your proposal seems to be reasonable. All right. In order to get the business, I accept it. 整理课件Exercises v1) 想购买 be in the market for v2）急需购买 be in urgent need of v3）需求量大 be in great demandv4）有能力做某事 be in a position to (see ones way clear to )v5）引起某人的兴趣 be o

52、f interest to sb (appeal to sb)v6）在另一封信里将某物寄给某人 send sb sth under separate coverv7）鉴于我们长期的贸易关系和友好合作vIn view of our long business relations and amicable cooperation 整理课件v8) 同当前的市价不一致 v be out of line with the prevailing market level (or the price ruling in the present market)v9) 借此机会干某事 avail oneself

53、 of this opportunity to do sth (take advantage of this opportunity to do sth) v10) 按惯例给某人报某物的价，单价是v offer sb sth at on the usual termsv11) 缺货 be in short supplyv12）无存货 be out of stockv13) 有货出售 be available for sales整理课件v14) 极力讨价还价 drive a hard bargainv strike a bargain (成交)v15）达成协议/成交 come to termsv close/conclude/strike a transaction/deal/ business/bargain v16)价格偏高/低 be on the high/low sidev17) 陷入僵