外贸函电 counteroffercountercounter offer.docx
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外贸函电counteroffercountercounteroffer
Reviewofthepreviousclass
Exercise:
Fillintheblankswiththegivenwordsorexpressions.
1.offersubjectdeclineacceptvalid
Wecan____youbicyclesatmuchlowerprices.
Wecannotseeourwayto____youroffer.
Weregrethavingto____youroffer.
Thisofferwillremain___fortendaysfromMarch3rd.
Ourofferis____togoodsbeingunsold.
Keys:
offeracceptdeclinevalidsubject
2.placepereffectedpriceinoffersubjectto
DearSirs,
WeacknowledgereceiptofyourletterofMarch15th,andconfirmhavingfaxedyoutodayinreply,as______confirmationcopyenclosed.Youwillnotefromourfaxthat,weareinapositiontoofferyou50longtonsofTinFoilSheetsattheattractive________ofUSD135perlongtonCFRShanghaifordeliverywithinonemonthafteryou________anorderwithus.Paymentofthepurchaseistobe______byanirrevocableletterofcredit_______ourfavor,payablebydraftatsightinPoundsSterlinginLondon.
Thisofferisfirm_______yourimmediatereplywhichshouldreachusnotlaterthantheendofthismonth.Thereislittlelikelihoodofthegoodsremainingunsoldoncethisparticular______haslapsed.
Yoursfaithfully,
Answer：
per,price,place,effected,in,subjectto,offer
Asper：
按照
asperconfirmationcopyenclosed：
正如随函附上的确认副本
Longton：
英吨；长吨（等于2240磅）
TinFoilSheet：
锡箔纸tin锡foil箔
payablebydraftatsight：
凭即期汇票支付
lapse：
失效
Unit7Counter-offerandcounter-counteroffer
Part1introduction
Counter-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。
还盘实质上是对原来报盘的部分拒绝。
Counter-offerconstitutesthemainpartofbusinessnegotiations.Duringthenegotiation,manyissueswillbetalkedaboutbythesellersandthebuyers.Socounter-offersareusuallytimeconsumingandmaygomanyroundsbeforebusinessisconcludedordropped.
该词可作动词，也可作名词。
Ifourofferisnotacceptable,pleasefaxyourbestcounter-offer.
如果不能接受我方报盘，请发传真告知你方最好的还盘。
Thepriceyoucounter-offeredisunreasonable.
你方还盘价格不合理。
Counter-counteroffer:
Anegativeoruncertainreplytoacounter-offerisactuallyanothercounter-offer.Typicalexpressions：
Itisimpossibleforustoentertainyourcounter-offer.
我们不能考虑接受贵方的还盘｡（entertainvt.
款待
使……有兴趣
考虑）
Thepriceyoucounter-offeredisnotinlinewiththeprevailingmarket.
贵方还盘与现行市场价格不符｡（beinlinewith…符合；prevailing占优势的，普遍的，盛行的）
Thisisourrock-bottomprice;wecan’tmakeanyfurtherreduction.
这是我方的最低报价,我们不能再降价了｡（rock-bottom底层的，最低的）
Weappreciateyourcounter-offerbutfindittoolowtoaccept.
谢谢贵方还盘但我方觉得太低无法接受｡
Weregrettolearnthatyouhaveturneddownourcounter-offer.
遗憾得知贵方已拒绝了我方的还盘｡
Part2Letter-writingGuide
1.还盘的内容
Acounter-offercanbewritteninthefollowingstructure:
1）Opentheletterbythankingtherecipientforhisoffer.
2）Declinetheoriginalofferbyprovidingtherecipientwithdetailedandreasonablereasons.
3）Putforwardthedesiredbusinessconditionsandtrytopersuadetherecipienttoacceptthem.
4）Closetheletterbyexpressingexpectationsforafavorablereply.
2.还盘信中常用的词汇及表达方式
1）Opentheletterbythankingtherecipientforhisoffer.
Thankyouforyourofferof...谢谢贵方……的发盘｡
Manythanksforyourreplytoourinquiryforsteelfurniture.
很感谢贵公司对我方关于钢家具询盘的答复｡
Thankyouforyourpromptreplyanddetailedquotation.感谢您的及时答复和详细报价｡
ThankyouforthesamplesyousentinresponsetoourinquiryofJune8,2012.
谢谢贵公司对我方2012年6月8日询盘的答复并寄来样品｡
SeealsoUnit2,3,4forotherexpressions.
2）Expressingregretatinabilitytoaccepttheofferandgivingreasonsfornon-acceptance
Muchtoourregret,wecannotentertainbusinessatyourprice,sinceitisoutoflinewiththeprevailingmarket,being20%lowerthantheaverage.
很遗憾我们不能考虑按贵方价格成交,因为贵方价格与现时市场不一致……
Wearesorrytotellyouthatwecannottakeyouupontheoffersincethepriceyouaremakingisabovethemarketlevelhereforthequalityinquestion.
很遗憾地通知贵方,我方不能接受贵方报盘,因为贵方所要求的价格高于本地同等质量产品的市场价格水平｡（takeyouupon…接受你的……；sth./sb.inquestion被谈论着的……）
Weregrettoinformyouthatyourofferisunworkable,assomeparcelsofJapanesemakeshavebeensoldhereatamuchlowerprice.
很遗憾贵方报盘无法接受,因为这里有几批日本货以低得多的价格出售｡（unworkable不可行的，行不通的）
Weregrettosaythatthepriceyouquotedistoohightoworkon.
很遗憾,贵方所报价格太高,无法进行下去｡
3）Makingacounter-offer
Inviewofourlong-standingbusinessrelationship,wemakeyouthefollowingcounter-offer.
鉴于我们之间长期的贸易关系,特向贵方作如下还盘｡
Yourpriceisonthehighsideandwehavetocounter-offerasfollows,subjecttoyourreplyreceivedbyusonorbeforeApril8,2013.
贵方价格偏高,我们不得不作如下还盘,以我方在2013年4月8日或以前收到你方答复为有效｡
Yourcompetitorsareofferingconsiderablylowerpricesandunlessyoucanreduceyourquotations,weshallhavetobuyelsewhere.
你们竞争对手的报价要低很多｡除非你们降价,否则我们得从他处购买｡
Pleasemakeusabestpossiblecounter-offer.请给我们一个最好的还盘｡
4）Hopingthecounter-offerwillbeacceptedandtheremaybeanopportunitytodobusinesstogether
Ifyouacceptourcounter-offer,wewilladviseourcustomerstobuyfromyou.
如贵方能接受我们的还盘,我们将劝用户向贵方购买｡
Wehopethatyouwilltakeourcounter-offerintoseriousconsiderationandreplyverysoon.
希望贵方对我们的还盘给予认真的考虑并很快地答复我方｡
Wehopeyouwillconsiderourcounter-offermostfavorablyandfaxusyouracceptanceassoonaspossible.
希望你们很好地考虑我方还盘并尽快用传真接受｡
Pleasekeepusinformedofthesupplypositioninyourplace.
请随时告知你处市场的供货情况｡
Exercise:
1.Choosethecorrectwordinthefollowingsentences.
1）Asweare____urgentneedofArt.No.5609,pleaseshipourorderwithoutdelay.
a.onb.ofc.ind.to
2）Ourcompanyhas30years’experience___themachineryline.
a.Onb.inc.aboutd.of
3）Youhavedelayedindispatchingustheshipping____aftershipment.
a.adviseb.instruction
c.informationd.data
4）_____yourEnquiryNo.123,wearesendingyouacatalogandasamplebookforyour reference.
a.Accordingb.Asper
c.Asd.About
2.SupplythemissingwordsintheblanksandtranslatetheletterintoChinese.
DearSirs,
Youwillbei___toknowthatwehaverecentlybroughtoutanewp___,ElectronicFaceCleaner,w____isspeciallydesignedfortheEuropeanm____.
Weares___oursamples,pricelistandfullsalespromotionalliteratureforyoutoexamine.Weares___thatitisthebestproductandsuppliedtoyouattheverylowp___.Besides,sinceyouareoneofouroldc___,wewillo___youaspeciald___of3%offthelistedpriceo___forthisthing.Pleaset___thischanceandplaceano___soon.
Yoursfaithfully
Keys:
interested;product;which;market; sending;literature;sure;price;clients;offer;discount;offered;take;order
3.Fillinthefollowingblankswithsuitablewords:
DearSirs,
Wethankyouforyourenquiry___10thSeptember___Bikes.
Enclosedpleasefindouroffer___ourForeverBrandBikesandwehopethatyouwillfindourproducts____.
_____separatecoverwearesendingyouforyourreferenceacopyofourcatalogue,inwhichareshownthevariousstylesandspecificationsoftheBikesavailable___export.
Shouldyoufindanyitemslisted__thecatalogue___interestwewouldmakeyoufurtheroffers.
Welookforwardtoyour___.
Yoursfaithfully
Keys:
of;for;for;interesting;under/by;for;in;of;reply
课本P105Exercise2,3.
课本P111Letter4,Letter6,Exercise1,2,4.
商务知识拓展：
如何对价格进行谈判
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。
•1.在过去的几个月里，世界市场铜的价格大幅度上升。
•Thepriceofcopperontheworldmarkethasgoneupconsiderablyinthepastfewmonths.
•2.价格上升是因为生产成本的上升。
•Thepriceisgoingupbecauseoftheriseincostof production.
•3.在过去的几个月中，原材料的价格几乎上升了30%，而我们的价格几乎保持不变。
Thepriceofrawmaterialshasincreasedbyalmost30%duringthepastfewmonthswhileourpricehasremainedalmostthesame.
•4.这一商品的行情一直在不断地上涨，估计价格还会进一步地上涨。
•Themarketforthisarticlehaskeptsteadilyadvancingandonemayexpectafurtherincreaseinpriceinthefuture.
•5.这一商品的国际行情呈上升趋势。
种种迹象表明，在不久的将来价格还会进一步上涨。
•Theworldmarketforthisitemshowsanupwardtrend.Thereiseveryindicationofafurtherriseinpriceinthenearfuture.
•6.正如你所知道的,全球的通货膨胀率在3%-9%之间，而我们的价格与去年相比只上升了5%。
•Asyouknow,therateofinflationaroundtheworldisfrom3%to9%whiletheriseinourpriceisonly5%comparedwithlastyear’s.
买方施加压力
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。
•1.除非你能降价，不然成交的希望十分渺茫。
•Unlessyoucanreducetheprice,chancesforbusinessareremote.
•2.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。
•Ifyoustandfirm,there’snopointinfurtherdiscussions.Wemightaswellcallthewholedealoff.
•3.要是你坚持原来的报价的话，我们看不出有成交的希望。
•Ifyouhangontotheoriginaloffer,wecanseenoprospectofbusiness.
•4.你们的报价没有其他的卖主所提供的报价有竞争力。
•Yourpriceisnotsocompetitiveasthoseofferedbyothersellers.
•5.我们已收到了比你方报价低得多的报价。
因此，这笔生意能否成交主要取决于你们的价格。
•Wehavereceivedoffersmuchlowerthanyours.Sobusinessdependsverymuchonyourprice.
•6.坦率地说，你们的报价比荷兰卖主的报价高出10%，比日本卖主的报价高出7%。
要是你们的报价没有竞争力的话，我们可能从荷兰或日本进口。
•Tobefrank,yourpriceis10%higherthanthatfromHollandand7%higherthanthatfromJapan.Ifyourpriceisnotsocompetitive,wemaybuyfromHollandorJapan.
打破僵局
在谈判中，如果双方都坚持自己的价格，会使谈判陷入僵局。
若要打破僵局，使谈判继续下去，可以说：
•1.为了打破僵局，我们准备降价5%。
•Tobreakthedeadlock,wearereadytoreducethepriceby5%.
•2.我建议我们大家折中一下，这样就能做成生意了。
•Isuggestwemeeteachotherhalfwaysothatthebusinesscanbeconcluded.
•3.老实说，你如果坚持自己的价格，我们是不可能成交的。
难道我们就找不到一个对双方都有利的价格吗？
•Tobehonest,ifyouinsistontheprice,wewon’tbeabletomakeadeal.Can’twefindapricethatisgoodforbothsides?
•4.为了做成这笔生意，我建议我们在价格上大家各让一半。
（折中成交、互相让步）
•Togetthebusinessdone,Isuggestwesplitthedifferenceinprice.
运用权限
在谈判中，让步是必须的。
没有适当的让步，谈判
升级会员 