week6 counter-offer解析
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新编商务英语：Counter Offer
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.
Unit 6 Counter-offer and Acceptance
还盘常用句型
句型一： counter句型一：to make a counter-offer 还 盘 句型二： counter-offer还盘 句型二：to counter-offer还盘 句型三： 句型三：out of line with the market与市场不一致 market与市场不一致 句型四： 句型四：to entertain business price考虑按 考虑按…价格成交 at … price考虑按 价格成交
Letter 3 1.cut down the price 降价 Cut/reduce/decline/lower/drop the price Raise/increase/lift/improve the price
关系， 2. relationship 关系，联系 Continue business relationship Present Continue business relationship Improve/promote/speed up/enlarge/restore/Interrupt /cement
Unit 6 Counter-offer anuction（简介） 6.1 Introduction（简介） 还盘： 还盘： 还盘的性质 接受 接受的撤回或修改 Skills（写作技巧） 6.2 Writing Skills（写作技巧）
Letters（样函） 6.3 Specimen Letters（样函） Letter 1 有关收到订单、 1. 有关收到订单、询盘或信件的表达 方法： 方法： of… We are in receipt of of… We acknowledge receipt of acknowledged… We have acknowledged We have the pleasure of of… acknowledging receipt of
外贸函电counter-offercounter-counteroffer剖析
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 3rd.Our offer is ____ to goods being unsold.Keys:offer accept decline valid subject2. place per effected price in offer subject toDear 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, 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 Pounds Sterling in London.This offer is firm _______ your immediate reply which should reach us not laterthan 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 introductionCounter-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。
unit 6 counter-offer
The foreign minister外交部长 is the counterpart 对应的人of the secretary of state国务卿.
The seller can ask a sky-high price.
The buyer can make a down-to-earth offer.
A counter offer, in fact, is a rejection of the offer. Hence, it is a new offer and at the same time, the original offer lapses. In a counter offer a new price as well as other new terms is suggested. When used, it is often simply worded用言辞表达 with only the new suggested terms stated. In order to make certain that the other terms embodied in the original offer remain unchanged, the date and/or reference number of the original offer is usually so referred to in the counter offer as to be no mistaking what it is aimed at.
compete: vi. 竞争 Suppliers are competing strongly for customers. 供货商为争夺客户而激烈竞争。 He competed with a number of other candidates. 他与其他数名候选人竞争。 Small independent suppliers can‟t compete against the large ones. 小型独立供货商无法与大供货商竞争。
The seller can ask a sky-high price.
The buyer can make a down-to-earth offer.
A counter offer, in fact, is a rejection of the offer. Hence, it is a new offer and at the same time, the original offer lapses. In a counter offer a new price as well as other new terms is suggested. When used, it is often simply worded用言辞表达 with only the new suggested terms stated. In order to make certain that the other terms embodied in the original offer remain unchanged, the date and/or reference number of the original offer is usually so referred to in the counter offer as to be no mistaking what it is aimed at.
compete: vi. 竞争 Suppliers are competing strongly for customers. 供货商为争夺客户而激烈竞争。 He competed with a number of other candidates. 他与其他数名候选人竞争。 Small independent suppliers can‟t compete against the large ones. 小型独立供货商无法与大供货商竞争。
国际商务英语Chapter6 Offer & Counter-offer
Offer & Counter-offer
V. Time allocation 1 class: Introduction of Firm offer, non-firm offer and counter offer 2 classes: Sample analysis
VI. Teaching procedures:
虚盘是报盘人所作的非承诺性的表示，报盘人不受约束。虚盘 不必有完备的内容和完备的交易条件，并常有保留条件，如 “以我方最后确认为准（Subject to our final confirmation ）”，或“以我货未售出为准（Subject to Goods Being unsold）”等。虚盘的表达方式有： We are making an offer for the following, subject to our final confirmation. This offer is made subject to the goods being unsold. We submit you this offer subject to prior sale. The price quoted is subject to changes without notice.
实盘是报盘人有肯定的顶礼合同的意图，所发的实盘内容必须清楚确 切，没有含糊和摸棱两可的词句，买卖商品的主要交易条件是完整的，肯 定的。 一般应有：商品的名称、品质、规格、包装、数量、交货期、价格、支 付方式等主要交易条件。报盘人没有任何其他保留条件，只要受盘人在有 效期内或合理的时间内表示完全同意，交易即达成。 报盘人发盘时，既可以明确提出这是一个实盘（常用术语为“报实盘” 字样）， 也可以不加注明。另外，我们报盘一般应规定有效期。在有效期 内，报盘人在法律上受约束，但有效期并不是报盘的必不可少的条件。 实盘的表达方式有： We are making you this offer subject to your reply reaching here before the 15th this month. We offer firm the following subject to your acceptance within 5 days.
Counter-offer 还盘 商务
Question：
• How many kinds of counter-offers in your opinion, and what are they?
Several Kinds of Counter-offers
• • • • • • • 1. Counter-offer on price. 2. Asks for reduction of minimum quantity. 3. Counter-offer on payment terms. 4. Asks for earlier delivery. 5. Asks for changing the package. 6. Counter-offer on the discount of the goods. 7. Asks for more commission.
Tips：
• Set a baseline figure and explain the basis for any offer or counter-offer. • Avoid lowballing and highballing. Respond calmly to lowball or highball offers. • Avoid polarization from unwise ultimatums and insert an “unless” into your ultimatums. • Be true you understand their offers and counter-offers, and seek clarification if needed. Stay cool when your offer or countoffer is rejected.
unit6 counter-offer and acceptance分析
I regret that your terms are unsatisfactory and unless you can amend those terms we shall have to place our order elsewhere. （很抱歉，你方条件不能让人满意，如果不能改变条件的话， 我方只好另转订单。）
We are glad to have received your letter of Sep18 offering us Changhong Brand color TV sets inch 34 at CIF Copenhagen USD450 per set.
In reply, we regret to inform you that your price is too high. Market information tells us that some Japanese color TV sets have been sold here at a level about 30% lower than yours.
Thank you for the samples you sent in response to our enquiry of 8 June. （感谢您对我方6月8日询价的答复并寄来样品。）
5
表示无法接受发盘并说明原因
We are sorry to tell you that we cannot take you up on the offer as the price you are asking is above the market level here for the quality in question. （很遗憾地通知你方，我方不能接受你方报价，因为你方所 要求的价格高于本地同等质量产品的市场价格水平。）
We are glad to have received your letter of Sep18 offering us Changhong Brand color TV sets inch 34 at CIF Copenhagen USD450 per set.
In reply, we regret to inform you that your price is too high. Market information tells us that some Japanese color TV sets have been sold here at a level about 30% lower than yours.
Thank you for the samples you sent in response to our enquiry of 8 June. （感谢您对我方6月8日询价的答复并寄来样品。）
5
表示无法接受发盘并说明原因
We are sorry to tell you that we cannot take you up on the offer as the price you are asking is above the market level here for the quality in question. （很遗憾地通知你方，我方不能接受你方报价，因为你方所 要求的价格高于本地同等质量产品的市场价格水平。）
counter-offer
counter-offer
Counter-offer
Offer Not agree on the price, or packing; or shipment? => a counter-offer (A partial rejection of the original offer)
The
counter-offer can go on for many a round till the transaction is concluded or called off.
Some useful expressions
price vs. quality
在质量方面， 其他牌子的商品很难和我们 的相比。 In respect to quality, I don’t think that the goods of other brands can compare with ours. 结合质量考虑，我认为这个价格是合理的。 Taking the quality into consideration, I think the price is reasonable.
Some useful expressions
Call the deal off放弃这笔生意
e.g. 如果你们仍然坚持原报价，我们就只 好放弃这笔生意。 I’m afraid we have to call the whole deal off if you still insist on your original quotation.
make a n%ቤተ መጻሕፍቲ ባይዱreduction
Some useful expressions
为了使这笔生意成交，我认为你方应至少降价10％。 To have this business concluded, I should say a reduction of at least 10% would help. 但是降价10％是不可能的。 But to make a 10% reduction is out of question. 恐怕我们无法接受5％的减价。 I’m afraid 5% reduction in price is unacceptable to us. 如果你们订货数量大，我们准备减价百分之二。 We are prepared to make a 2% reduction if your order is big enough. 你方价格上涨了，几乎比去年上涨了25％。 Your price has soared. It’s almost 25% higher than last year’s.
Counter-offer
Offer Not agree on the price, or packing; or shipment? => a counter-offer (A partial rejection of the original offer)
The
counter-offer can go on for many a round till the transaction is concluded or called off.
Some useful expressions
price vs. quality
在质量方面， 其他牌子的商品很难和我们 的相比。 In respect to quality, I don’t think that the goods of other brands can compare with ours. 结合质量考虑，我认为这个价格是合理的。 Taking the quality into consideration, I think the price is reasonable.
Some useful expressions
Call the deal off放弃这笔生意
e.g. 如果你们仍然坚持原报价，我们就只 好放弃这笔生意。 I’m afraid we have to call the whole deal off if you still insist on your original quotation.
make a n%ቤተ መጻሕፍቲ ባይዱreduction
Some useful expressions
为了使这笔生意成交，我认为你方应至少降价10％。 To have this business concluded, I should say a reduction of at least 10% would help. 但是降价10％是不可能的。 But to make a 10% reduction is out of question. 恐怕我们无法接受5％的减价。 I’m afraid 5% reduction in price is unacceptable to us. 如果你们订货数量大，我们准备减价百分之二。 We are prepared to make a 2% reduction if your order is big enough. 你方价格上涨了，几乎比去年上涨了25％。 Your price has soared. It’s almost 25% higher than last year’s.
Counter-offer
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
5. Suggest other opportunities to do
business together.
1. 首先感谢对方的发盘
2. 对不能接受发盘表示遗憾
3. 阐述不能接受发盘的具体原因，比 如产品的报价过高、装运期过晚、包 装不符合要求等等。
4. 进行适当的还盘
5. 表达与对方进行合作的意愿，并希 望能得到早日回复。
小组成员：
董晓兰 陈秋虹 蓝婧 邓文杰
3. In the last paragraph:
Make a counter-offer, if it’s wanted, and express the expectation for longterm cooperation and early reply.
Dear Mr. Zhang,
Re: Green Tea Extract and Porcelain Tea Set
Unit 4(2) counter offer
Ⅲ Counter-Offers
Counter offer: 还盘，用法同offer ②v. 还盘，用法同 我们愿还盘100,000打挂锁 打挂锁(padlock)， 我们愿还盘 打挂锁 ， 每打20美元 美元CFR洛杉矶价 洛杉矶价。 每打20美元CFR洛杉矶价。 We counteroffer 100,000 dozen padlocks at USD$20 per dozen CFR Los Angeles.
2、to step up the trade 、 为促进贸易 3、competition: n. 竞争 、 Competition is keen/fierce/intense/ tough. 竞争激烈。 竞争激烈。
பைடு நூலகம்
Ⅲ Counter-Offers
• Letter 2 (P78)
1、“￡9.50” : nine pounds and fifty pence 、 2、 “conclude a transaction “ 意思是“成交”, 意思是“成交” 、 同样意思的表达方法还有:come to 同样意思的表达方法还有 business, come to terms, close a deal, conclude business等｡ business等 3、“take advantage of ”意思是“利用”, “take 意思是“ 、 意思是 利用” advantage of this opportunity” 意为”利用这 意为” 一有利时机“ 一有利时机“。 4、“benefit from” 意思是”从……中 意思是” 、 中 获益“ 获益“
Ⅲ Counter-Offers
• Letter 1 (P77) 1.Counter offer: ①n. 还盘(或counter-offer) 还盘 或
外贸常用英语还盘(Counteroffer)
外贸常用英语:还盘(Counter offer)1. We think your offer is too high, which is difficult for us to accept.我们认为你方的报价太高了，我方难以接受。
2. Our offer is reasonable and realistic. It comes in line with the prevailing market.我方的报价是合理的、现实的，符合当前市场的价格水平。
3. If you insist on your price and refuse to make any concession, there will be not much point in further discussion.如果你方坚持自己的价格，不作让步，我们没有必要再谈下去了。
4. Let's have your counter offer.请还个价。
5. We make a counter-offer to you of $150 per metric ton F.O.B. London.我们还价为每公吨伦敦离岸价150美元。
6. Your counteroffer is too low and we can't accept it.你方还价太低了，我方无法接受。
7. It's absolutely out of the question for us to reduce our price to your level.我们不可能将价格降到你方所要求的那样低。
8. We can't accept your offer unless the price is reduced by 5%.除非你们减价5%，否则我们无法接受报盘。
9. I'm afraid I don't find your price competitive at all.我看你们的报价毫无任何竞争性。
商务英语写作 Unit 6 counter-offer
Unit 6
Counter-offer
Definition
A counteroffer is a partial or full rejection of the original offer of the seller.In counteroffer letters,the buyer may show his disagreement to certain terms of the offer.To convice the seller of his position,the buyer should give proper reasons to support himself and then state his own proposals.பைடு நூலகம் 还盘是对卖方的原报盘的部分或全部拒绝。在还 盘信中，买方可对报盘的某些条款提出不同意见。 为了向卖方表明自己的立场，买方应阐明适当的 理由，继而提出自己的条件。
Definition
The seller has the right of acceptance or refusal.In the latter case,he may make another counter-offer of his own.This process can go on for many a round till a business is concluded or called off. 对买方的提议卖方可以接受或拒绝。如果 拒绝，卖方可提出反还盘。这个往来过程 可能有很多轮，直至最后成交或交易谈判 失败。
Unit 5 Counter-Offer and Acceptance
常用句型
（3）尽管我们渴望与你方成交，但我们遗憾 地说你方价格不可接受。 Although we are desirous of doing business with you, we regret to say that your price is unacceptable to us.
(4)find your price too high 认为你方价格偏高 find our prices too low 认为我方价格偏低
Key Expressions(课后巩固)
⊙Stating the reasons for expressing regret at inability to accept the offers/ orders • a. Much to our regret, as your offer is out of line with the market level, it is difficult for us to accept it. • b. We regret to say that we cannot accept your offer, as your price is unworkable. • c. We would much more appreciate it if there is a discount. • d. We find the rice you quoted is much higher than other suppliers’ of the similar products. Could you please lower it down to …?
• • • • •
返回
Counter offer: ①n. 还盘(或counter-offer)
Unit 6 Counter-offer and AcceptancePPT课件
6
Main contents of counter-offer
• deliver appreciation to the offer • show your regret and explain it • state your own suggestions • express your expectation
• A counter-offer is made when an offeree does’t agree to the terms and conditions of the offer.
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4
Introduction
• The original offer or the seller now becomes the offeree, and he has the full right of acceptance or refusal.
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8
Writing Skills
• Render thanks for the offer • Express the inability to accept the offer
and explain it • Put forward suggestions on the trade
• In the latter case, he may make another counter offer of his own.
• This process can go on for many rounds till business is finalized or called off.
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• What is counter-offer? • Please list the main content of counter-
week6 counter-offer解析
1. We regret to inform you that the price you quoted is on the high side though we appreciate the good quality of your products. 我们很遗憾告知对方，尽管我们对你方产品质量 很满意，但我方认为贵方所报价格偏高。
Ability’s objective：
Can write the letter of making counter-offer.
Knowledge objective：
Be familiar with the words and expressions related the topic of making counter-offer.
A negative or uncertain reply to a counter-offer is actually another counter-offer. The following are some typical expressions. It is impossible for us to entertain your counteroffer.(我们不能考虑接受你方的还盘。) The price you counter-offered is not in line with the prevailing market.(你方还盘与现行市场价格 不符。) This is our rock-bottom price. We can’t make any further reduction.(这是我方的最低报价，我 们不能再降价了。)
For letters in reply to a counter-offer
Unit 6 offer and counter-offer
买卖双方的谈价策略
• （1）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。 • 在过去的几个月里，世界市场铜的价格大幅度上升。 The price of copper on the world market has gone up considerably in the past few months.
2)买方对卖方施加压力
• ( 其中，取消谈判、制造和利用竞争是逼迫对方让步的两 个有效的武器和策略。 ou can reduce the price, chances for business are remote. • 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, there’s no point in further discussions. We might as well call the whole deal off.
Unit 6 offer and counter-offer
distinction between offer and quotation
• 严格讲quote/quotation 与offer不同， quote/quotation是报价，指某一商品的单价， offer是报盘，除单价外，还包括数量，交货期， 付款方式等等。另外，offer一般比较固定，卖方 价格报出后，一般不能轻易变动，而 quote/quotation则不同，卖方报价后，不受约束， 可以根据情况略加调整。尽管有区别，但各国商 人则往往把这两个词混用。
• 我必须要请示一下公司本部才能救价格条 件给你一个明确的答复。
• I’ll have to consult my home office before I can give you a definite answer on the price terms.
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In international trade, when the offeree accepts the terms and conditions stated in the offer, the transaction is concluded. In most cases, the offeree would reject the terms and conditions or state his own terms and conditions by return. The rejection or partial rejection of the offeree to the offer is called such as quality, quantity and counter-offer. packing of the goods, price, Once the counter-offer is made, the original offer is no longer valid, and shipment, insurance, payment the offeree now becomes the offeror as the counter-offer becomes the new terms, commodity inspection, offer. disputes and settlement of majeure, and During the negotiation, many issues willdisputes, be talkedforce about by the sellers arbitration, etc. and the buyers. Counter-offers are usually time consuming and may go many rounds before business is concluded or dropped.
Part Two: Letter-writing Guide
1. Structure
If you want to write a counter-offer to state your disagreement to certain terms and express your own ideas, the following contents may be included: 1. To express thanks for the offer 2. To express regret at your inability to accept the offer and give reasons for non-acceptance 3. To make the counter proposal (price reduction etc.) 4. To express expectation of the acceptance
商务函电
Transaction Situation 4
还 盘
Learning Objectives（学习目标）
Ability’s objective：
Can write the letter of making counter-offer.
Knowledge objective：
上次交易情境复习
11月19日，在收到Ellen的询盘后，Victor经过对产品的报价核 算，向加拿大CANADIAN FASHION TRADE CO., LTD.公司进行报 价，同时告知了包装、支付方式、保险、装运时间等相关贸易情况。 发盘具体资料： 1．品名：型号为BJ123的全棉运动上衣 2．尺码：小码、中码和大码 3．单价：每件20.5美元，CIFC3%蒙特利尔 4．数量：6000件，各尺码2000件 5．包装：10件装入一个不透明的塑料袋，每10个塑料袋装入一个 双层瓦楞纸箱 6．付款方式：以卖方为受益人的不可撤销跟单即期信用证 7．交货期：收到相关信用证后60天之内 8．保险：由卖方投保 9．发盘以对方11月26日之前的复到为准 同时督促对方尽早下订单。
Work Task 1 （工作任务一）
Ellen收到Victor的发盘函后，要对其进行回复。请以 Ellen的名义写一封针对Victor发盘的回函，具体要求如下： 1．表示已经收到对方的发盘函，并表示感谢。 2．很遗憾的告诉Victor，你方客户认为他们的价格偏 高。 3．表示虽然Victor一方产品的质量很好，但是价格不 应该比其他供应商高出10%，因此进行还盘。 4. 还盘内容如下：单价变为每件18.45美元， CIFC3%蒙特利尔。 5．希望对方尽快回复。
Other Commonly Used Expressions and Sentences
Part Two Part Three Part Four Part Five
Practical Training
Part One: Basic Knowledge Concerned
1. The Significance and Effect of Counter-offers
Work Task 2 （工作任务二）
Victor收到加拿大客户Ellen的还盘后，经过认真核算， 觉得不能接受对方的还价，因为自己的报价已经是比较低 了。但是考虑到如果能做成这笔订单，双方合作愉快的话， 那将会带来更多的订单，会给公司带来更大的利益，所以 Victor仍期望与对方做成这笔订单，于是他按照公司销售 部的惯例，提出如果对方的订单超过10,000件，就同意降 价5%。
Be familiar with the words and expressions related the topic of making counter-offer.
Contents
Part
One
Basic Knowledge Concerned Letter-writing Guide Sample Letters