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1、Unit 6Counter- offer and Acceptance 6.1 Introdutionvcounter-offervA counter-offer is an offer made by an offeree to an offeror, accepting some terms and changing other terms. It can be made verbally or in writing.vIn fact, a counter-offer is partial rejection of the original offer. It is a new offer
2、, at the same time, the original offer lapses. The buyer may not agree on the price, or packing, or shipment put before him by the seller or offeror, and state his own terms instead. Such alterations indicate that business has to be negotiated on a renewed basisvThe original offeror or the seller no
3、w becomes the offeree and he has the reght to accept or refuse. In the laater case,he may make another couner-offer of his own. This process can go on for many a round till the transaction is concluded or called off. In making a counter-offer, one should express regret at inability to accept, explai
4、n reasons for non-acceptance and suggest that there may be other opportunities to do business together in the future.6.1 Introdutionv还盘信函应 包含的内容:对发盘人的发盘表示 感谢对由于某种原因 无法 接受发盘表示遗憾,同时解释原因对还盘的内容能够接受己方所希望的交易条件提出建议希望对方能够接受己方所提出的还盘建议vAcceptancevIn business law, an acceptance is the assent to the terms of an
5、 offer, required before a contract can be valid. It must be absolute and unconditional, may be tendered only by the person to whom ther offer is made, and must confirm any conditions concerning it that are set frth in the offer.vAn acceptance should confirm the following conditions:vAn acceptance ca
6、n only be made in the form of a statement or any other conduct by an offeree, the particlar person or a group of persons, who are clearly stipulate in a firm offer. Either a verbal or a written statement is good for this purpose. The conduct that the seller delivers the goods or the buyer makes the
7、payment also serves. On the contrary ,silence or inactivity is by no means an acceptance.v接受/承诺的四项条件接受只能由受盘人作出接受必须是无条件的,完全同意发盘中提出的各项交易条件接受的方式必须符合发盘的要求接受必须在发盘规定的有效期内作出6.2 Writion Skills v还盘信函的写作步骤对发盘人的报价表示感谢表示无法接受发盘并说明原因对所希望的交易条件所提出建议希望对方能够接受你所提出的还盘的建议6.3 Specimen LettersvDear Sirs,v We acknowledge w
8、ith thanks the receipt of your inquiry of Sep 5, and are pleased to make you an offer regarding our Changhong Brand color TV sets in the size you required.v All sizes can be supplied by the beginning of next subject to our receiving your order. The price for Changhong Brand color TV set inch 34 is U
9、SD450 each at CIF Copenhagen.v Our price is very competitive for other good quality TV sets. We look forward to receiving your large number of order.v Truly yours,v Fred JacksonvLetter 2 : Counter-offerDear Sirs, We are glad to have received your letter of Sep18 offering us Changhong Brand color TV
10、sets inch 34 at CIF Copenhagen USD450 per set In reply, we regret to inform you that your price is too high. Market informating tells us that some Japanese color TV sets have been sold here at a level about 30% lower than yours. We do not deny the quality of Changhong Brand color TV sets,but the dif
11、ference in price is a wide gap. To step up the trade, we counter-offer you 10 thousand Changhong Brand color TV sets inch 34 at CIF Copenhagen USD300 per set. It is hoped that you would seeiously take it into consideration and let us have your reply very soon. Sincerely lyours, Xiaojin PengvLetter 3
12、: AcceptanceDear Sirs, We have received your letter of October 2. it is regreful for us t see that you cut down the price of our Changhong Brand color TV sets too sharp, but regarding our long term of business relationship, we decide to accept your counter-offer on condition that cash must be paid w
13、ithin three months of date of delivery, or subject to 5% discount if paid within one month. Sincerely yours, Ping WangvLetter 4: A firm offerDear sirs We thank you for your letter dated June 25 covering our Jinling Brand automatic washing machine inquiry. Jingling Brand is one of the best known trad
14、e marks in China.It can run 15,000 times continuously without any breakdown. It first passed through the recognition of Americas UL and the qualities have kept the first for 5 years in succession. Complying with your request, we take a pleasur to make you a firm offer Jingling Brand automatic machin
15、e USD120 per machine FOB Guangzhou, inclusive of your 5% commission. Your reply must reach us before 12 a.m. July 25 our time and subject to our final confirmation. For detailed specification, please refer to the catalogue enclosed. We hope that you will be glad to place a trial order with us. We an
16、ticipate your early reply. Truly yours, John SmithvLetter 5 : A counter- offerDear Sirs, We are in possession of your letter July 5 offering us Jinling Brand automatic washing machine USD120 per machine FOB Guangzhou inclusive of our 5% commission. While appreciating the quality of your lines, we ma
17、de a careful study of your offer. We find your prices are too high to be acceptable. In fact, the cost of raw materials has not soared in the past threes months. In order to make your products more competitive in our market, we suggest that you reduce prices by 10%. If you will agree to our counter-suggestion, regular orders for large numbers will be placed. Otherwise, we will conduct our business elsewhere. Please let us have your E-mail confirmation at your earliest convenience. Yours faithfully, Leon Allen