unit eight.ppt

1、Unit Eight Counter-Offers and Counter-Counter Offers,Introduction Explanation of Specimen Letters Sentences Commonly Used on Counter-Offers and Counter-Counter-Offers,Introduction,After receiving a firm offer or a non-firm offer, the offeree will not accept it offhand and unconditionally unless the

2、offer is quite reasonable and to his satisfaction. Usually, the buyer tends to make a very careful analysis and study of the offer and the current market situation, shows disagreement to some contents, suggests some changes of the terms and conditions in the offer made by the seller, and states his

3、own terms and conditions to the seller, which we call counter-offer.,Therefore, we may say counter-offer is virtually a partial rejection of the original offer or an expression of difference or modification of the terms given by the offeror initiated by the buyer or the offeree. Counter offer on som

4、e occasion can go back and forth several times, a period called bargaining stage, also the most difficult phase of a negotiation. Once the counter offer is given, the offeree means to honor the terms he puts forward, which will have binding effect on the offeror. If the offeror finds some terms and

5、conditions unacceptable to him, he will state his own opinions ,which is called as counter-counter-offer.,Explanation of Specimen Letters,Warm-up Practice: -How to make Unit Price? 单价构成：计量单位，计价货币，单位价格金 额，价格术语 即：计价单位+数字+计量单位+价格术语 (国际电码或符号) (per+单位词) USD 200 per metric ton CIFNY FOB airport New York,

6、FOB vessel New York FOB train New York, FOB factory New York,Match the following currencies with their abbreviations. Currencies Code/Symbol Australian Dollar a) NZD (NZ$) Canadian Dollar b) RMB(RMB￥) Hong Kong Dollar c) SFr (SF) US Dollar d) EUR Euro Dollar e) CAD (Can$) Great Britain Pound f) HKD

7、(HK$) Japanese Yen g) USD (US$) Renminbi h) AUD (AU$) New Zealand Dollar i) JPY (J￥) Singapore Dollar j) GBP (GB) Swiss Franc k) SGD (SG$),Appreciate the following photos American Dollar,Australian Dollar,Canadian Dollar,Euro,French Franc,Letter-7(3) When the buyer draft the letter of partial reject

8、ion, he should cover the following points: Thank the seller for his offer State reasons for express regret at inability to accept the offer Make a counter-offer if, in the circumstances, it is appropriate Suggest other opportunities to do business together,“D.D.” brand raincoat “D.D.”牌雨衣 to be candi

9、d with you 直言相告 Candid : 1. directly truthful, even when telling the truth is uncomfortable or unwelcome 直 率的，坦白的 eg. To be candid, I dont like your hairstyle. 2. fair, just 公正的，公平的 eg. This is really a candid decision. 这确实是一个公正的决定。 but your price appear to be on the high side 但你方价格似乎是偏高了,4. It is u

10、nderstoodwould leave us little or no margin of profit on our sales. 不用说，接受你方的价格，我们在销售上只能获得很小或毫无利润。 we shall have no alternative but leave the business as it is. 我们将别无选择，只好放弃这笔业务。 allowance: discount eg. That store makes an allowance of 10% for cash payment. 那家商店给付现金的顾客打百分之十折扣。 7. For your informatio

11、n 供你方参考,Letter 2 Buyers Counter-Offer,Dear Sirs, Thank you for your letter of May, 15 for 300 sets of Butterfly Brand Sewing Machines at 55 per set CIF Lagos. In reply, we regret to state that your price has been found too high to be acceptable. As you know, the price of sewing machine has gone down

12、 since last year. Some countries are actually lowering their price. Under such circumstance, it is impossible for us to accept your price, as the goods of similar quality is easily obtainable at a lower figure. If you can make a reduction in your price, say 8%, there is a possibility of getting busi

13、ness done. We expect your early reply. sincerely yours,Letter 3,Dear Sirs, We note from your letter of August 15 that you are interested in our leather shoes but find our quotation of July 10 too high to conclude business. We very regret to say that your counter-offer is not in keeping with the curr

14、ent market and it is too low to be acceptable. We wish to inform you that our price has been accepted by other buyers in your city, at which substantial business has been done, and that enquiries have kept flooding in over the past few months. Such being the case, we cant see our way clear to cut ou

15、r price. In fact, it is in view of our longstanding business relations that we offered you such a favorable price. We hope you will reconsider it and cable us your order for our confirmation at your earliest convenience. We await your favorable reply.,conclude business 成交 =come to business, come to

16、terms, make a bargain, close a deal Let us call the deal off. Such being the case, we cant see our way clear to cut our price.情况就是这样，我们没办法降价。 see our way (clear): manage to 设法 cut the price 降价 = lower the price, reduce the price, make some reductions/concessions on the price at your earliest conveni

17、ence 请早日趁便（做某事）,Letter 4 (The sellers Counter-Counter-Offer and Consultation to the Price with the Buyer),Dear Sirs, Re. COMPAQ 1200 Computer We have carefully studied your letter of 18th inst. As our two firms have done business with each other for so many years, we should like to grant your reques

18、t to lower the prices of our products. But there are difficulties. Our cost of raw materials has risen sharply in the past four months and to reduce prices by 20% you mention could not be done without considerably lowering our standards of quality. This is something we are not prepared to do. Instea

19、d of 20% reduction, we suggest a reduction of 15% on all lines on order for US$5,000 or more. On orders of this size we could manage to make the reduction without lowering our standards. We hope you will agree to our counter-suggestion and look forward to receiving regular orders from you as in the

20、past.,Sentences Commonly Used on Counter-Offers and Counter-Counter-Offers,This is our rock-bottom price, we cant make any further concessions. Your counter-offer is not in keeping with the current market/in line with the international market. Our price is fixed at a reasonable level. Lets meet each

21、 other halfway. As a token of friendship, we accept your counter-offer.,Weve come to an agreement on price. Considerable quantities have been sold at this price, it is impossible to make any further reduction. As the market is weak at present/for the time being, your quotation is unworkable. We hope

22、 that this will be the forerunner of other transactions in future.,Role Play:,Make a dialogue according to the following structure: offer counter-offer counter-counter-offer acceptance Seller: offer valid until the 10th. USD 287 M/T FOB Qingdao.(offer) Buyer: your price too high, our best USD 130.(c

23、ounter-offer) Seller: price here has suddenly increased to USD 170.(counter-counter-offer) Buyer: accept only your original price USD 150, please airmail contract.(acceptance),Homework,Translate the following dialogues: 1. A: 怀特先生，这是我公司5000吨一级红豆的报盘，每公吨CIFC5%鹿特丹价175美元。 B: 张先生，你方所报价格偏高，以这样的价格成交是不可能的。

24、A: 我不知道你为什么会这样说。坦率地说，如果你不是我公司的长期客户，我公司是不会给你方报这么低的价格的。我敢说你从别的供应商处是得不到这么优惠的报价的。,B: 我昨天收到了泰国一家供应商的报盘，他们的价格比你方报价低3% 。 A: 你得从商品的质量这个角度去考虑价格。同行们都公认中国一级红豆的质量是一流的。一级产品的价格当然是比二流产品的价格要高些。此外，目前一级红豆的需求量很大，世界各地的客户都向我公司订货。大多数进口商都认为我方的报价是合理的。相信你方以这个价格仅获一定会赢利。 2. A:贵公司所报价格比上一次高了5%。 B: 你知道近来产品成本大增，同时我公司在确定价格的时候把此类产品

25、价格上升的趋势考虑了进去。 A: 可我方很难说服客户以这个价格购买此类产品。你方至少要在这个价格的基础上降价10%。,B: 你方的还盘大大超出了我方所能接受的范围。我公司不能接受这么大幅度的削价。 A: 我方的还盘是在比较了其它供应商的价格后做出的。我公司同时向几家供应商发出了询盘，你方的报价比其它供应商要高。 B: 我们暂时把价格问题搁一下。能否先告诉我你方打算订购多少件货物？ A: 这在很大程度上取决于你方的价格。如果你方能降价10%，我公司马上订10万件。 B: 这样吧，我们双方都做一些让步，我方降价7%， 你方把定购量升为20万件。这是我方的最低价格了。 A: 好吧,就以这个价格成交。

26、,Key to the exercises:,1.A: Mr. White, here is our offer for 5000 metric tons of Grade A Red Beans, USD 175 per metric ton CIFC5% Rotterdam. B: Your price is on the high side, Mr.Zhang. Its impossible for us to conclude any transactions at this price. A: I dont know why you think so. Frankly speakin

27、g, we wouldnt quote you such a low price if you were not our regular customer. I bet you cant get such a favorable price from other suppliers.,B: We got an offer from a Thailand supplier yesterday. Their price is 3% lower. A: You must take the quality of the Red Beans into consideration. Every one i

28、n this trade is well aware that Chinese Grade A Red Beans is of superior quality. So the price of Grade A commodities of course must be higher than those of inferior quality. Besides, there is a strong demand for Grade A Red Beans. A lot of orders are pouring in from all over the world. Most of the importers think that our offer is reasonable. I believe youll make a profit buying at this price.,2. A: Your price is 5% higher than that of the last transaction. B: Y