外贸函电counteroffercountercounteroffer

1、 Review of the previous classExercise: Fill in the blanks with the given words or expressions. 1. offer subject decline accept validWe can _ you bicycles at much lower prices. We can not see our way to _ your offer. We regret having to_ your offer. This offer will remain _ for ten days from March 3r

2、d.Our offer is _ to goods being unsold.Keys:offer accept decline valid subject2. place per effected price in offer subject to Dear Sirs, We acknowledge receipt of your letter of March 15th, and confirm having faxed you today in reply, as _ confirmation copy enclosed. You will note from our fax that,

3、 we are in a position to offer you 50 long tons of Tin Foil Sheets at the attractive _ of USD 135 per long ton CFR Shanghai for delivery within one month after you _ an order with us. Payment of the purchase is to be _ by an irrevocable letter of credit _ our favor, payable by draft at sight in Poun

4、ds Sterling in London. This offer is firm _ your immediate reply which should reach us not later than the end of this month. There is little likelihood of the goods remaining unsold once this particular _ has lapsed. Yours faithfully, Answer：per, price, place, effected, in, subject to, offerAs per：按

5、照as per confirmation copy enclosed：正如随函附上的确认副本Long ton：英吨；长吨（等于2240磅）Tin Foil Sheet：锡箔纸 tin 锡 foil 箔payable by draft at sight：凭即期汇票支付lapse：失效Unit 7 Counter-offer and counter-counter offerPart 1 introduction Counter-offer： 还盘，指买方建议卖方修改报盘中的某些条款，并且向卖方陈述自己的条款。还盘实质上是对原来报盘的部分拒绝。Counter-offer constitutes t

6、he main part of business negotiations. During the negotiation, many issues will be talked about by the sellers and the buyers. So counter-offers are usually time consuming and may go many rounds before business is concluded or dropped. 该词可作动词，也可作名词。If our offer is not acceptable, please fax your bes

7、t counter-offer.如果不能接受我方报盘，请发传真告知你方最好的还盘。The price you counter-offered is unreasonable. 你方还盘价格不合理。 Counter-counter offer:A negative or uncertain reply to a counter-offer is actually another counter-offer. Typical expressions： It is impossible for us to entertain your counter-offer. 我们不能考虑接受贵方的还

8、盘 （entertain vt. 款待 使有兴趣 考虑）The price you counter-offered is not in line with the prevailing market. 贵方还盘与现行市场价格不符 （be in line with 符合； prevailing占优势的，普遍的，盛行的） This is our rock-bottom price; we cant make any further reduction. 这是我方的最低报价,我们不能再降价了 （rock-bottom 底层的，最低的）We appreciate your counter-offer

9、but find it too low to accept. 谢谢贵方还盘但我方觉得太低无法接受 We regret to learn that you have turned down our counter-offer. 遗憾得知贵方已拒绝了我方的还盘 Part 2 Letter-writing Guide1. 还盘的内容A counter-offer can be written in the following structure: 1) Open the letter by thanking the recipient for his offer.2) Decline the ori

10、ginal offer by providing the recipient with detailed and reasonable reasons.3) Put forward the desired business conditions and try to persuade the recipient to accept them.4) Close the letter by expressing expectations for a favorable reply.2. 还盘信中常用的词汇及表达方式1) Open the letter by thanking the recipie

11、nt for his offer. Thank you for your offer of. 谢谢贵方的发盘 Many thanks for your reply to our inquiry for steel furniture. 很感谢贵公司对我方关于钢家具询盘的答复 Thank you for your prompt reply and detailed quotation. 感谢您的及时答复和详细报价 Thank you for the samples you sent in response to our inquiry of June 8, 2012. 谢谢贵公司对我方2012年

12、6月8日询盘的答复并寄来样品 See also Unit 2,3,4 for other expressions. 2) Expressing regret at inability to accept the offer and giving reasons for non-acceptance Much to our regret, we cannot entertain business at your price, since it is out of line with the prevailing market, being 20% lower than the average.

13、很遗憾我们不能考虑按贵方价格成交,因为贵方价格与现时市场不一致 We are sorry to tell you that we cannot take you up on the offer since the price you are making is above the market level here for the quality in question. 很遗憾地通知贵方,我方不能接受贵方报盘,因为贵方所要求的价格高于本地同等质量产品的市场价格水平 （take you up on接受你的； sth./ sb. in question被谈论着的）We regret to inf

14、orm you that your offer is unworkable, as some parcels of Japanese makes have been sold here at a much lower price. 很遗憾贵方报盘无法接受,因为这里有几批日本货以低得多的价格出售 （unworkable 不可行的，行不通的）We regret to say that the price you quoted is too high to work on. 很遗憾,贵方所报价格太高,无法进行下去 3) Making a counter-offer In view of our lo

15、ng-standing business relationship, we make you the following counter-offer. 鉴于我们之间长期的贸易关系,特向贵方作如下还盘 Your price is on the high side and we have to counter-offer as follows, subject to your reply received by us on or before April 8, 2013. 贵方价格偏高,我们不得不作如下还盘,以我方在2013年4月8日或以前收到你方答复为有效 Your competitors ar

16、e offering considerably lower prices and unless you can reduce your quotations, we shall have to buy elsewhere. 你们竞争对手的报价要低很多除非你们降价,否则我们得从他处购买 Please make us a best possible counter-offer. 请给我们一个最好的还盘 4) Hoping the counter-offer will be accepted and there may be an opportunity to do business togethe

17、r If you accept our counter-offer, we will advise our customers to buy from you. 如贵方能接受我们的还盘,我们将劝用户向贵方购买 We hope that you will take our counter-offer into serious consideration and reply very soon. 希望贵方对我们的还盘给予认真的考虑并很快地答复我方 We hope you will consider our counter-offer most favorably and fax us your a

18、cceptance as soon as possible. 希望你们很好地考虑我方还盘并尽快用传真接受 Please keep us informed of the supply position in your place. 请随时告知你处市场的供货情况Exercise:1. Choose the correct word in the following sentences.1) As we are _ urgent need of Art. No.5609, please ship our order without delay.a. on b. of c. in d. to2) Ou

19、r company has 30 years experience _ the machinery line.a. On b. in c. about d. of3) You have delayed in dispatching us the shipping _ after shipment.a. advise b. instruction c. information d. data4) _ your Enquiry No. 123, we are sending you a catalog and a sample book for your reference.a. Acc

20、ording b.As perc.As d. About2. Supply the missing words in the blanks and translate the letter into Chinese.Dear Sirs, You will be i_ to know that we have recently brought out a new p_ , Electronic Face Cleaner, w_ is specially designed for the European m_ . We are s_ our samples, price list and ful

21、l sales promotional literature for you to examine. We are s_ that it is the best product and supplied to you at the very low p_ . Besides, since you are one of our old c_, we will o_ you a special d_ of 3% off the listed price o_ for this thing. Please t_ this chance and place an o_ soon.Yours faith

22、fully Keys: interested; product; which; market; sending; literature; sure; price; clients; offer; discount; offered; take; order3. Fill in the following blanks with suitable words:Dear Sirs, We thank you for your enquiry _ 10th September _ Bikes. Enclosed please find our offer _ our Forever Bra

23、nd Bikes and we hope that you will find our products _ . _ separate cover we are sending you for your reference a copy of our catalogue, in which are shown the various styles and specifications of the Bikes available _ export. Should you find any items listed _ the catalogue _ interest we would make

24、 you further offers. We look forward to your _ .Yours faithfullyKeys : of; for; for; interesting; under/by; for; in; of; reply课本P105 Exercise 2, 3.课本P111 Letter 4, Letter 6 , Exercise 1, 2, 4.商务知识拓展：如何对价格进行谈判卖方说明价格上涨原因   有时价格的上升是因为国际市场行情上涨、通货膨胀或是原材料价格的上升。 1.在过去的几个月里，世界市场铜的价格大幅度上升。  Th

25、e price of copper on the world market has gone up considerably in the past few months. 2.价格上升是因为生产成本的上升。  The price is going up because of the rise in cost of  production. 3.在过去的几个月中，原材料的价格几乎上升了30%，而我们的价格几乎保持不变。 The price of raw materials has increased by almost 30% during the past fe

26、w months while our price has remained almost the same. 4.这一商品的行情一直在不断地上涨，估计价格还会进一步地上涨。  The market for this article has kept steadily advancing and one may expect a further increase in price in the future. 5.这一商品的国际行情呈上升趋势。种种迹象表明，在不久的将来价格还会进一步上涨。  The world market for this item shows an up

27、ward trend. There is every indication of a further rise in price in the near future. 6.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%。  As you know, the rate of inflation around the world is from 3% to 9% while the rise in our price is only 5% compared with last years.买方施加压力   取消谈判、制造和利用竞

28、争是逼迫对方让步的两个有效的武器和策略。 1.除非你能降价，不然成交的希望十分渺茫。    Unless you can reduce the price, chances for business are remote. 2.要是你坚持的话，我们就没有必要在谈下去了。我们还不如取消这笔生意算了。    If you stand firm, theres no point in further discussions. We might as well call the whole deal off. 3.要是你坚持原来的报价的话，我们看不出有成交的希望

29、。  If you hang on to the original offer, we can see no prospect of business. 4.你们的报价没有其他的卖主所提供的报价有竞争力。    Your price is not so competitive as those offered by other sellers. 5.我们已收到了比你方报价低得多的报价。因此，这笔生意能否成交主要取决于你们的价格。    We have received offers much lower than yours. So busin

30、ess depends very much on your price. 6.坦率地说，你们的报价比荷兰卖主的报价高出10%，比日本卖主的报价高出7%。要是你们的报价没有竞争力的话，我们可能从荷兰或日本进口。    To be frank, your price is 10% higher than that from Holland and 7% higher than that from Japan. If your price is not so competitive, we may buy from Holland or Japan.打破僵局   在谈判中，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： 1. 为了打破僵局，我们准备降价5%。    To break the deadlock ,we are ready to reduce the price by 5%. 2.我建议我们大家折中一下，这样就能做成生意了。