山东财经大学 选修课 商务英语 课件

1、Topic Four,Offer & Counter-offer,Teaching Procedure,Part I Useful Words Part Two Useful Expressions Part Three Situational Conversation Part Four Speaking Task,Part One Useful Words,1. transaction n 交易 2. expire vi 终止，无效 3. operative adj 有效的 4. withdraw v 撤销 5. fluctuation n 波动，起伏 6. concession n 让步

2、 7. regarding=with regard/respect/reference to 8. take the liberty of doing/to do sth 冒昧做 9. in compliance with 依从，按照 10. come into effect 生效,11. in view of 鉴于 12. start the ball rolling 达成交易 13. meet sb halfway 让步 14. there is no point in doing sth 没必要去做 15. might as well 不妨 16. effect delivery 交货

3、17. it occurs to sb that 使某人想起 18. come to terms=close/conclude business/transaction/bargain 成交 19. entertain ones counter-offer 接受还盘 20. come to/arrive at/make an agreement 达成协议,Part Two Useful Expressions,Offer: We are pleased to make you an offer/an quotation for our products. We take the liberty

4、 of making an offer for We hope you can quote us your most favorable firm offer. Our quotation always come in line with the world market. Our offer is based on the prevailing international market price.,Effective time & terms of offer,This offer is valid/open for 6 days. This offer is subject to mar

5、ket fluctuation. Our offer will be withdrawn if not accepted within 4 days.,Counter-offer,Your price is rather out of line. The price you quoted is too high to work on. Your price is beyond our reach.,Reply to the counter-offer,We think we can entertain your counter-offer. If only you raise your cou

6、nter-offer by 3%, it will stand a better chance of being considered. In view of our good cooperation, we accept your counter-offer. To start the ball rolling, we agree to your price. After due consideration, we agree to make a further concession in price. Considering the long business relations betw

7、een us , we decided to reduce our price by 10%.,Part Three Situational Conversation,A & B make a counter-offer for ball pen, at last, they meet each other halfway and come to an agreement.,A: well, weve discussed your offer. And we found that your offer was too high. Its hard for us to accept. B: Im

8、 sorry to hear that. It is our rock-bottom price. And I think our offer was reasonable. We cant make any concession. A: I cant agree with you. If you insist on your price, I dont think theres any point in further discussion. We might as well call the whole deal off. B: well, whats your counter-offer

9、 then? A: the best we can do is 40US dollars per dozen CIF London.,B: what! You know that our ball pen “Hero 320”is world-famous and your counter-offer is not in line with the world market. A: but information shows that the price of stationery will continue its downward tendency in the near future,

10、so I would say that our counter-bid is well founded. B: Im sorry the gap between your price and ours is too great. What I mean is, well never be able to come down to your price. A:I think its unwise for either of us to insist on his own price. How about meeting each other half way?,B: all right. My

11、proposal is 42 US dollars per dozen. Considering further cooperation between us, we hope youll agree to it. A: though its still a bit high, w accept it. B: Im glad that weve come to an agreement at last. A: Me too. B: thank you. Well be waiting for your final confirmation.,Part Four Speaking Task,1)

12、 interpreting some sentences. 2) Composing conversation according to the given situation.,Sentence Interpretation,1. 我们至多只能再减价30英镑，这可真是最低了。,The best we can do will be a reduction of another 30 pounds. Thatll be definitely rock-bottom,2.我们在谈判中没取得什么进展。,We are making little headway with the negotiation

13、s.,3. 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。,Your counter-offer is too low and groundless, therefore it cant serve as a basis for further negotiation.,4. 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。,Weve studied your offer for wheat and find it out of line with the prevailing market level.,5.鉴于我们长期的贸易关系和友好合作,我方决定接受你方的报盘。,In

14、view of our long business relations and amicable cooperation，we decide to accept your offer.,Composing Conversation,1. Mr. Ali from Iran is discussing with Mr. Zhang about the price of Green Tea. Mr. Ali thinks the price keeps increasing very fast and asks for reduction of 5% in price, but Mr. Zhang doesnt agree. So they cant conclude a business deal.,2.A and B are driving a hard bargain. A insists that his price is reasonable, in view of the superior qua