Counter-offer

Introduction
Letters including a counter-offer can be written in the following structure:
1. Open the letter by thanking the recipient for his offer. 2. Decline the original 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.
我们最多只能给你们打8折。
• 我们最多只能将价格降到每个23欧元。
The best we can do is to reduce the price to € 23 each.
We wish to draw your attention to the fact that … 请注意
• We wish to draw your attention to the fact that we will not accept the payment by D/P for orders of $10,000 or more.
conclusion n. 结束，议定，结论
They decided to bring the negotiation to a speedy conclusion. 他们决定尽快结束谈判。 We have come to the conclusion that it would be unnecessary to import a machine at such a high price. 结论是没有必要进口价格如此高的机器。 I came to/ reached the conclusion that we must do business with foreign countries on the basis of equality and mutual benefit. 我认为（我看）我们应该在平等互利的基础上同海外 各国做生意。
Dear Mr. Zhang,
Re: Green Tea Extract and Porcelain Tea Set
We acknowledge with thanks receipt of your offer of May 8 for the subject goods. In reply, we regret to say that we can’t accept it. Your prices are rather on the high side and out of line with the world market. Information indicates that some parcels of Japanese make have been sold at a much lower level.
In regard to
as to
• In regard to shipment, we hope it will be made within one week.
关于装运，我们希望能在一个月之内装运。 • In regard to insurance, we will cover for 110% of the invoice value. 关于保险，我们将按发票金额的110%投保。
我们的惯例是按发票金额的110%投保。
• It is our usual practice to place a trial order before placing a large one.
我们的惯例是在大量订购前先试订购。
The best we can do… • The best we can do is to give you a discount of 20%.
Since the order is quite large, we request the payment to be made by L/C.
We regret to say that … • We regret to say that we are not in a position to reduce the price to the level you mentioned. 我们很遗憾，我们不能将价格降到你提及的水平。
tie up
占据资金
• To make the payment by L/C will tie up our money. 用信用证付款将占据我们的资金。
• The purchase of raw material has tied up our money, so we can’t make the payment immediately.
请注意我们对于金额达到1万或1万美元以上 的订购，不接受付款交单的付款方式。 • 请注意此报盘的有效期为5天。
We wish to draw your attention to the fact that the offer is valid for 5 days.
guarantee
• If you can guarantee payment, we will forward them the shipment on D/P basis.
Counter-offer
Objectives
通过本章的学习，帮助学生掌握:
1.还盘的内容 2.还盘信的基本写法 3.还盘信中常用的词汇及表达方式
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counter-offer 还盘，是外贸业务用语，指受盘 人对收到的报盘提出修改条件。该词可作动词或 名词。 If our offer is not acceptable, please fax your best 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。
Your price is too high. 你方价格太高。 类似的表达方式还有： Your price is a bit high. 你方价格有点高。 Your price is excessive. 你方价格过高。 Your price is rather stiff. 你方价格相当高。 Your price is prohibitive. 你方价格令人望而却步。 Your price is found on the high side. 你方价格偏高。
recommend • We take the advantage of recommending our new products which have been selling well in Europe. 我们利用此次机会向你们推荐新产品，这些产品 在欧洲销售很好。 • We recommend you to make the payment by L/C for it will give you some additional protection. 我们建议你们用信用证付款，这会给你额外的保护。
• 我们很遗憾不能在一个月内装运。
We regret to say that we can’t make the payment within one month.
It our usual practice to…我们的惯例是…
• It is our usual practice to cover the insurance for 110% of the invoice value.
make some concessions • If you could make some concessions, say a reduction of 10%, we may conclude the transaction. 如果你能让步，比方说10%，我们也许能达成交易。 • We won’t make any concessions, for we will not make any profits at the price you named. 我们不能让步，因为以你们指定的价格我们将无 利可图。
倘若作为开端你方能保证一年营业额达 75000英镑，我方乐于给予3%的佣金。
conclude v. 达成，缔结(条约等)；决定 Britain concluded a trade agreement with China. 英国和中国签署了贸易协定。 Once the price had been agreed, a deal was quickly concluded. 价格一经商定，交易很快就达成了。 We have concluded a transaction with ABC Company on a wide variety of light industrial products. 我们与ABC公司就多种轻工业品达成了交易。
如果你们担保付款，我们将按付款交单把这批 货发运给他们。 • It is impossible for us to guarantee the time of arrival.
我们不可能保证到达的时间。
guarantee • We are ready to allow you a 3% commission provided you can guarantee a yearly turnover of £75000 for a start.
Let us meet each other half way… • Let us meet each other half way and make the payment by D款。
• 让我们双方各让一步，将价格降低5%。
Let us meet each other half way and reduce the price by 5%.
Introduction
Definition of a counter-offer:
A counter-offer is virtually a partial rejection of the original offer. It also means a counter proposal put forward by the buyer.
We have seen your samples and admit that they are of high quality, but there should not be such a big gap between your prices and those of other suppliers. In order to conclude the transaction, we suggest that you reduce the prices of both products by, say 30%. We hope you can accept the counteroffer and wait for your favorable reply. Truly yours, Global Tea Bags (Pvt) Ltd
购买原材料占据了我们的资金，所以我们不 能立即付款。
make the payment • For special products like flowers, we request the payment to be made in advance. 对于像花这样的特殊产品，我们要求预先付款。
• 因为订购量很大，所以我们要求用信用证的方 式付款。