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1、Unit 5: Count-Offer,学习目标,了解还盘和返还盘的基本知识； 熟悉还盘和回复还盘信函的内容结 构、写作原则及常用表达； 能根据不同情境撰写还盘信函。,本讲内容,Section 1: Introduction Section 2: Writing Principles of A Counter-Offer Letter Section 3: Specimen Letters,Section 1：Introduction,还盘的概念和特点 还盘的规律 返还盘的概念,Section 1：Introduction,还盘(Counter-offer)，又称还价。在国际商务交流谈判中，当
2、买方收到卖方的报盘以后，如果不接受或者不能完全接受其交易条件，就需要进一步洽谈。买方可以针对价格、支付方式、装运期等主要交易条件进行修改或提出不同的建议。,Company Logo,Section 1：Introduction,还盘的实质： 还盘实质上构成对原发盘的某种程度的拒绝，也是受盘人以发盘人的地位向原发盘人提出的一项新发盘。因此，一项发盘经受盘人的还盘后即失去效力，发盘人不再受其约束，除非得到原发盘人的同意，受盘人不得在还盘后反悔，再接受原发盘,Company Logo,Section 1：Introduction,还盘规律: 一般说，一方的发盘经对方改变了内容，还盘以后就应视为失效，
3、发盘人不再受原发盘的约束；同时，接盘人在还盘中对原发盘有任何一点的改变，或对原发盘有任何一点的减少和增加，都是对原发盘的拒绝；接盘人在还盘以后又愿意接受原发盘，发盘人既可以确认，也可以拒绝。,Company Logo,Section 1：Introduction,受盘人在收到发盘后，有两种处理办法：1）完全同意发盘所提出的交易条件，并及时向对方发出接受通知，这就是所谓达成交易； 2）不同意发盘人在发盘中所提出的条件，并向发盘人提出自己的修改条件，这就是所谓的还盘。,Company Logo,Section 1：Introduction,返还盘(Counter-counter-offer)的概念
4、 还盘是对报盘的否定。还盘一经作出，原发盘即失去效力，发盘人不再受其约束，也就是说还盘就是受盘人向原发盘人提出的一项新发盘。原来的发盘人（offeror）变成了现在的受盘人，而原来的受盘人（买方或进口商）变成了现在的发盘人。在这种情况下，新的受盘人（卖方或出口商）可能同意也可能不同意还盘里的交易条件。如果卖方拒绝其中的交易条件，这就称为返还盘。,Company Logo,Section 2： Writing Principles of A Counter-Offer Letter,国际贸易还盘信函的基本内容、写作要点 国际贸易还盘信函的常用表达,Section 2： Writing Princ
5、iples of A Counter-Offer Letter,国际贸易还盘信函的功能在于买卖双方协商一些具体条件，因此，一定要做到信息内容正确、结构明确、叙述清楚。一般说来，还盘信函主要包括如下内容： 1. 感谢对方的报盘，并简要重复信函的主 要相关内容； 2. 表达遗憾不能接受报盘/还盘； 3. 解释不能接受的理由；,Company Logo,Section 2： Writing Principles of A Counter-Offer Letter,4. 还盘/反还盘，提出具体的修改建议； 5. 希望还盘或反还盘被接受，表达互惠合 作的愿望。,Company Logo,Section
6、2：Writing Principles of A Counter-Offer Letter,还盘常用短语: on counter-offer） counter-offer 还盘 counter-counter-offer 反还盘 trade agreement 贸易协定 favorable terms 优惠条件 total quantity 总量 minimum quantity 最低购买量,Company Logo,Section 2：Writing Principles of A Counter-Offer Letter,firm offer 实盘 non-firm offer 虚盘 p
7、rice of factory 厂价 price per unit 单价 extra price 附加价 gross price 毛价,Company Logo,Section 2：Writing Principles of A Counter-Offer Letter,submit an offer 提交报盘 renew an offer, to reinstate an offer 恢复报盘 entertain your counteroffer 考虑接受你方还盘 the prevailing market level 目前市场价格水平,Company Logo,Section 2：Wri
8、ting Principles of A Counter-Offer Letter,常用句子: (1) Our price is reasonable compared with that in the international market. 我们的价格和国际市场的价格相比还是合理的。 (2) Your price is higher than those we got from elsewhere. 你们的价格比我们从别处得到的报价要高。,Company Logo,Section 2：Writing Principles of A Counter-Offer Letter,(3) In
9、respect to quality, I dont think that the goods of other brands can compare with ours. 在质量方面，其他牌号的商品很难和我们的相比。 (4) In order to conclude the transaction, I think you should reduce your price by at least 5%. 为了促成交易，我认为你们至少得让5%才行。 (5) This is our rock-bottom price; we cant make any further reduction. 这是
10、我方的最低价格，我们不能再让了。,Company Logo,Section 2：Writing Principles of A Counter-Offer Letter,(6)If you have taken everything into considerations, you may find our quotation lower than those you can get elsewhere. 如果把各种因素都加以考虑，您会发现我们的报价比别处的报价要低。 (7)Its absolutely out of the question for us to reduce our pric
11、e to your level. 我们不将价格降到你方要求的那么低。 (8)This offer is based on an expanding market and is competitive. 此报盘着眼于扩大销路而且很有竞争性。,Company Logo,Section 2：Writing Principles of A Counter-Offer Letter,(9)The profit margin for these products is so thin that any price reduction would make business transactions poi
12、ntless. 这些产品的利润很薄，任何降价都会使生意失去意义。 (10) In order to conclude the transaction, we accept your price. 为了达成交易，我们接受你方的价格。,Company Logo,Section 2：Writing Principles of A Counter-Offer Letter,(11)In view of our long-standing business relations, we decide to accept your counter-offer as an exceptional case.
13、考虑到我们长期的业务关系，我们决定破例接受你方的还盘。 (12)We may accept your price only if you can make an earlier shipment. 如果你们答应提前交货，我们可以接受你方的价格。,Company Logo,Section 3: Specimen Letters,Letter 5.1 下面是一封由出口商写给进口商的还盘信函 Dear Sirs, We acknowledge with thanks receipt of your enquiry of March 15, and are pleased to hear that y
14、ou are interested in our porcelain wares. （本段主要感谢对方的询盘） In the letter, you asked us for a special price discount of 3% of the price list. While appreciating your order, we feel we must point out that our listed prices have already been cut to the minimum,Company Logo,Section 3: Specimen Letters,poss
15、ible, and our goods are unobtainable elsewhere at our rate. We are sure the good quality of our products and reasonable price will equip you with great competitive edge in your market.（还盘） We should, however, be pleased to allow you the requested 3% if you care to raise your order to 3 000 sets and
16、we await your confirmation before putting the matter in hand.（提出具体的修改建议 With our best regards.（结束语） Yours faithfully, （Signature）,Company Logo,acknowledge v. 承认；告知收到（信件等）,Examples: He finally acknowledged that they had been defeated. 他终于承认他们被击败。 We must acknowledge his letter. 我们必须通知他收到了他的来信。,Company Logo,order n. 订单（用作名词时可与动词send, give, make等搭配） vt. 订购,Examples: If you reduce your price by
