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1、,Unit 5 Counter-offer 还 盘,大连理工大学电子音像出版社,世纪商务英语 外贸函电,http:/,,Basic Knowledge Concerned,Letter-writing Guide,Other Commonly Used Expressions and Sentences,Sample Letters,Practical Training,Part One,Part Two,Part Three,Part Four,Part Five,Contents,http:/,,Part One,http:/,In international trade, when th
2、e offeree accepts the terms and conditions stated in the offer, the transaction is concluded. However, 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 counter-of
3、fer. A counter-offer is virtually a counter proposal initiated by the original offeree. In a counter-offer, the buyer may show disagreement to the price, or packing, or shipment and state his own terms instead. Once the counter-offer is made, the original offer is no longer valid, and the offeree no
4、w becomes the offeror as the counter-offer becomes the new offer. Counter-offer constitutes the main part of business negotiations. During the negotiation, many issues (such as quality, quantity and packing of the goods, price, shipment, insurance, payment terms, commodity inspection, disputes and s
5、ettlement of disputes, force majeure, and arbitration, etc.) will be talked about by the sellers and the buyers. So counter-offers are usually time consuming and may go many rounds before business is concluded or dropped.,1. The Significance and Effect of Counter-offers,,Part One,http:/,A satisfacto
6、ry counter-offer generally includes the following: (1) Thanking the offeror for his offer and mentioning briefly the contents of the offer (2) Expressing regret at inability to accept the offer and giving reasons for non-acceptance (3) Making an appropriate counter-offer (4) Hoping the counter-offer
7、 will be accepted and there may be an opportunity to do business together,2. Main Contents of a Counter-offer,,Part Two,http:/,,Part Two,http:/,,Part Two,http:/,,Part Two,http:/,,Part Two,http:/,,Part Two,http:/,,Part Two,http:/,,Part Three,http:/,Expressions (1),1. (make a) counter-offer 还盘 2. (pri
8、ce) on the high/low side (价格)偏高/低 3. current price, ruling price, prevailing price, the present price, the going price 现行价格 4. long-standing business relations 长期业务关系 5. out of line with the market 与市场不一致 in line with the market 与市场一致 6. (price) is rising/advancing/going up (价格)在持续上扬 (price) is fall
9、ing/dropping/going down (价格)在持续下降 7. entertain business at. price 考虑按价格成交 8. make a counter-offer as follows 还盘如下 9. give/allow/make/grant a discount 给折扣 10. leave.with only a small profit 获利低微,,Part Three,http:/,Expressions (2),11. at a price 5% lower than. 价格比低5% 12. meet sb. half way 各让一半,折中处理 13
10、. previous quotation 先前的报价 14. international/current market is weak 国际/目前市场疲弱 rock-bottom price 底价；lowest price 最低价； competitive price 竞争性价 格；reasonable price 合理的价格; fair price 公平的价格; the best price 最佳 价格; favorable price 优惠价 16. make any further reduction 再次降价 17. (price) fixed at a reasonable leve
11、l 定价合理 18. (products) moderately/too highly priced (产品)定价适中/过高 19. (the price) has advanced 10%/considerably (价格)已上涨10%/明显上涨; a jump/slump (in price) (价格)飞涨/暴跌 20. be (not) in a position to. 能够/不能够做,,Part Three,http:/,Typical Sentences (1),1. As this is an order of substantial size, we cannot safely
12、 undertake to complete its manufacture in a month. 2. Unfortunately we cannot accept your offer. The prices you quoted are much higher than those of other manufacturers. 3. We do not see any advantage in your quotation, and would like to know whether you have any better price to offer. 4. Our counte
13、r-offer is well founded and workable. We can also offer a 10% discount for orders over 10000 pieces. 5. Owing to a shortage of stock, we regret that we are unable to accept your repeat order. 6. Owing to heavy bookings, we cannot accept fresh orders at present. 7. We have cut the price to the limit.
14、 We regret, therefore, being unable to comply with your request for any further reduction.,,Part Three,http:/,Typical Sentences (2),8. We are sorry that the difference/gap between our prices and your counter-offer is too wide. The best we can do is 5% off. 9. Although we are anxious to open up business with you, we very much regret that we cannot reduce our price to the level you indicated. 10. We believe that the price we quoted is quite realistic. We regret that your counter-offer is unacceptabl
