新编商务英语：Counter Offer
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Mr. Smith is holding a cordial business talk with Mr. Wang next morning. Smith: Last night, I studied your price list. I must point out that your price is much too high. Wang: I think you can’t talk price separately from quality, and you’d better take quality into account first. Smith: It is because I have noticed the quality of your goods that I came to your company to negotiate with you. Wang: That’s fine. There’re certainly cheaper commodities on the market, but when you look at the quality of our goods, Mr. Smith, you will agree that our price is most favourable. Smith: To be frank, it would be very difficult for me to market your products at your price. I’ll have to turn to other suppliers if you don’t make some reduction. Wang: Well, then, what’s your idea of a competitive price? Smith: I suggest somewhere around USD 120 per dozen FOB Tianjin.
Listening
Dialogue One
❖ A: Your price has gone up by 15% over last year . Such an increase in price is unusual in the international market. It’s difficult for us to make any sales.
❖ B: I agree that I have increased my price by a large margin . But you may notice that the price of pure silk has increased since last year.
❖ A: I know the market quite well. Your price is over the market price already. Thailand gives a lower price.
Listen & Talk
Dialogue One Counter Offer Wang: I’m sorry the difference between our price and your counter-offer is too wide. Smith: Mr. Wang, no doubt you have wide contacts. I don’t think I have to stress that our counter offer is well founded. Wang: Mutual efforts would carry us a step forward. How about meeting each other half way? Smith: What we have given is a fair price. It is in line with the international market. Wang: Then could you give me a rough idea of the amount needed? Smith: Silk Blouses Article No. 285 and No. 326, 1000 dozen each. Wang: All right, Mr. Smith, As a token of friendship, we accept your counter offer. Article No. 285 is available and can be delivered immediately. As to Article No. 326, it is out of stock at present, but I’ll try my best to meet your demand. Smith: I’m glad we have brought this transaction to a successful conclusion. Wang: I hope that this will be the forerunner of other transactions in future.
❖ B: We provide high quality goods . ❖ A: We come to buy your products only because we are old friends. If you don’t make any
Listen & Talk
Dialogue Two Bargaining
Brown: Ms Li, I’m very glad to have the opportunity of visiting your company, and I’m indeed impressed by some articles displayed in the showroom. Li: What are you interested in most? Brown: T-shirts. They do look very nice. Li: Thank you. Our T-shirts are a great favourite with young people abroad. You can see that they are good in material, fashionable in design and superb in workmanship. Brown: Could you give me a competitive price? You know, the price of T-shirts from Korea is very competitive. Li: It’ s our practice to supply high-quality goods at reasonable prices. Could you tell me the exact quantity you want to order? Brown: If you could come up with a really competitive price, I might be able to place a large order, say, 2,000 dozen T-shirts. Li: 2,000 dozen? You are joking, Mr. Brown. 2,000 dozen is only a very small number, so we could not offer you a competitive price. Brown: What about 10,000 dozen, then? Li: Oh, that’s good. We can offer you 10,000 dozen T-shirts at USD 26 per dozen FOB Tianjin. Brown: Ms Li, your price is indeed on the high side compared with those of other suppliers. To be frank with you, I have received offers recently, most of which are below USD 20 per dozen.
Listen & Talk
Li: Below USD 20 per dozen? I really can’t understand how that could be! Before placing orders, You’d better compare our products with the others. If you think our price too high, you may purchase the goods from them. Brown: I know that you sell high quality goods at favourable prices. Could you cut the price a little bit? Li: You may make a counter-offer. Brown: What about USD 21 per dozen? Li: The price you offered almost leaves us no profit at all. Brown: Then USD 21.50? Li: When do you expect us to make delivery? Brown: As the goods are needed urgently, we would ask you to deliver them at an earlier date. Would it be possible to deliver the goods in one month from now? Li: I’m afraid we can’t manage it at this price, because the cost will increase for such a short period to deliver the goods. Brown: What about USD 22? Li: Mr. Brown, this is the first business contact between us. I sincerely hope this transaction can be concluded. I’m ready to move another step forward. Let’s bridge the gap and meet each other half way. That’s USD 24 per dozen. Brown: Oh, Ms Li, you are tempting me. All right, I’m going to place an order for 10,000 dozen T-shirts at USD 24 per dozen FOB Tianjin for delivery in oneIT 6 Counter Offer
Contents
1
Listen & Talk
12
Reading
3
Case Study
4
Additional Words
Listen & Talk
Dialogue Listening Role Play
Listen & Talk
Dialogue One Counter Offer
Listening
Dialogue One
❖ A: Your price has gone up by 15% over last year . Such an increase in price is unusual in the international market. It’s difficult for us to make any sales.
❖ B: I agree that I have increased my price by a large margin . But you may notice that the price of pure silk has increased since last year.
❖ A: I know the market quite well. Your price is over the market price already. Thailand gives a lower price.
Listen & Talk
Dialogue One Counter Offer Wang: I’m sorry the difference between our price and your counter-offer is too wide. Smith: Mr. Wang, no doubt you have wide contacts. I don’t think I have to stress that our counter offer is well founded. Wang: Mutual efforts would carry us a step forward. How about meeting each other half way? Smith: What we have given is a fair price. It is in line with the international market. Wang: Then could you give me a rough idea of the amount needed? Smith: Silk Blouses Article No. 285 and No. 326, 1000 dozen each. Wang: All right, Mr. Smith, As a token of friendship, we accept your counter offer. Article No. 285 is available and can be delivered immediately. As to Article No. 326, it is out of stock at present, but I’ll try my best to meet your demand. Smith: I’m glad we have brought this transaction to a successful conclusion. Wang: I hope that this will be the forerunner of other transactions in future.
❖ B: We provide high quality goods . ❖ A: We come to buy your products only because we are old friends. If you don’t make any
Listen & Talk
Dialogue Two Bargaining
Brown: Ms Li, I’m very glad to have the opportunity of visiting your company, and I’m indeed impressed by some articles displayed in the showroom. Li: What are you interested in most? Brown: T-shirts. They do look very nice. Li: Thank you. Our T-shirts are a great favourite with young people abroad. You can see that they are good in material, fashionable in design and superb in workmanship. Brown: Could you give me a competitive price? You know, the price of T-shirts from Korea is very competitive. Li: It’ s our practice to supply high-quality goods at reasonable prices. Could you tell me the exact quantity you want to order? Brown: If you could come up with a really competitive price, I might be able to place a large order, say, 2,000 dozen T-shirts. Li: 2,000 dozen? You are joking, Mr. Brown. 2,000 dozen is only a very small number, so we could not offer you a competitive price. Brown: What about 10,000 dozen, then? Li: Oh, that’s good. We can offer you 10,000 dozen T-shirts at USD 26 per dozen FOB Tianjin. Brown: Ms Li, your price is indeed on the high side compared with those of other suppliers. To be frank with you, I have received offers recently, most of which are below USD 20 per dozen.
Listen & Talk
Li: Below USD 20 per dozen? I really can’t understand how that could be! Before placing orders, You’d better compare our products with the others. If you think our price too high, you may purchase the goods from them. Brown: I know that you sell high quality goods at favourable prices. Could you cut the price a little bit? Li: You may make a counter-offer. Brown: What about USD 21 per dozen? Li: The price you offered almost leaves us no profit at all. Brown: Then USD 21.50? Li: When do you expect us to make delivery? Brown: As the goods are needed urgently, we would ask you to deliver them at an earlier date. Would it be possible to deliver the goods in one month from now? Li: I’m afraid we can’t manage it at this price, because the cost will increase for such a short period to deliver the goods. Brown: What about USD 22? Li: Mr. Brown, this is the first business contact between us. I sincerely hope this transaction can be concluded. I’m ready to move another step forward. Let’s bridge the gap and meet each other half way. That’s USD 24 per dozen. Brown: Oh, Ms Li, you are tempting me. All right, I’m going to place an order for 10,000 dozen T-shirts at USD 24 per dozen FOB Tianjin for delivery in oneIT 6 Counter Offer
Contents
1
Listen & Talk
12
Reading
3
Case Study
4
Additional Words
Listen & Talk
Dialogue Listening Role Play
Listen & Talk
Dialogue One Counter Offer