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1、Module 6 Counter Offers,Textile Garment English Correspondence 纺织服装英语函电,化学工业出版社,Contents,Introduction,1,Writing Skills,2,Specimen Letters,3,Useful Expressions,4,Learning Objectives,学习目标 To understand the concept of the counter-offer; To learn how to make a counter-offer; To be able to use expression
2、s related to the topic of counter-offer; To write effective letters on making a counter-offer.,Introduction,Offers and counter-offer are two directions of a transaction. Counter-offer is the reply to an offer, which covers two elements: 1)Partial rejection of the offer. 2) Counter-offer When the rec
3、eiver disagrees with the offer sent to him or her and makes some changes, the changed one is called a “replaced by the counter-offer. while the original one, when expired, will be replaced by the counter-offer. If it is amended again. another counter-offer is made until an acceptable one is worked o
4、ut. This final and accepted offer is firm and legally binding to both parties. It is not uncommon for a business negotiation to go through several rounds of offer and counter before an,agreement is reached. In making a counter-offer, one has to state the terms and most explicitly and use words very
5、carefully so as to avoid ambiguity or misunderstanding, the same way as one usually does in making an offer. In the whole procedure of negotiation, offer and acceptance are considered as two key steps, but in practice, we have to attach importance to all steps. A skillful enquiry may gain a good off
6、er. A persuadable and powerful counter-offer may lead to the successful conclusion of business.,Actually speaking, the procedure of negotiation is just the procedure of bargaining. In a transaction, buyers always want to buy at the lowest price with the most favorable terms; and sellers always want
7、to sell at the highest price with the most favorable terms for them. The final winner is the party who is successful to persuade their partner to accept their opinions and proposals. So how to make the letters sound reasonable and persuadable is the most important.,Writing Skills,A Counter-Offer Let
8、ter Usually Covers The Following Points: 还盘信函写作要点 An expression of thanks for the offer; Express regret at inability to accept; State reasons for rejection; Make a counter-offer; Hope for acceptance.,A Reply To The Counter-offer Usually Covers The Following: 回复还盘信函写作要点,tell the reader that you have
9、known his interest and show your regret; express your acceptance or regret that counter-offer is not acceptable; explain the reason for accepting or declining the counter-offer; wish to establish long business relations,Writing Skills,Specimen Letters 信函样例,Letter 1 A counter-offer by the Buyer,Dear
10、Sirs, We are in receipt of both your offer of July 12 for elastic corduroy and the catalogue and samples. While appreciating the special design and good quality of your products, we find your price is rather too high for Chinese markets. We have to point out that Japan-made elastic corduroy of this
11、quality are available in our market, all of which are at prices about 15% below yours. Such being the case, we have to ask you to consider if you can make reduction in your price, say 15%. As we are,Specimen Letters 信函样例,ready to purchase many other elastic corduroy later this year, you may think it
12、 worth while to make a concession for a potential big client. We are anticipating your early reply. Yours faithfully, (signature) Name,Specimen Letters 信函样例,Letter 2 Counter-offer on Payment Terms,Dear Sirs, Thank you for your quotation of February 8 for 1 000 sets of coin-up laundries. We find your
13、 price as well as delivery date satisfactory, however we would give our suggestion of an alteration of your payment terms. Our past purchase of other household electrical appliances from you has been paid as a rule by confirmed, irrevocable letter of credit at sight. On this basis, it has indeed cos
14、t us a great deal of. From the moment to open credit till the time our buyers pay us, the tie-up of our funds lasts about four months. Under the present circumstances, this matter is particularly taxing owing to the tight money condition and,Specimen Letters 信函样例,unprecedentedly high bank interest.
15、In view of our long business relations and our amicable cooperation prospects, we suggest that you can accept either “Cash against Documents on arrival of goods” or “ Drawing on us at 60 days sight”. Your first priority to the consideration of the above request and an early favorable reply will be h
16、ighly appreciated. Yours faithfully, (signature) Name,Specimen Letters 信函样例,Letter 3 Acceptance of a Counter-offer,Dear Sirs, Thank you very much or your letter of 23 June. We have considered your counter-offer carefully and are pleased to inform you that we can accept all the terms but the price. Although the price is still higher, we decided to accept it for developing our mutual business in future. Attached please check the purchase order No. 63
