语言的应用.docx

语言的应用.docx

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语言的应用

Chapter5

Counter-offer

PartⅠ.Relevantquestions

⏹Thereare2kindsofreplies:

oneofwhichisfavorableforitsshowingtheofferee’sacceptance,andtheotherisunfavorableforitsshowingtheacceptanceoftheoffereetogetherwiththesuggestionsofsomeadditions,restrictionsoramendments.Thelatterkindofreplyiscalledcounter-offer.

Thecontentofcounter-offerletter

vExpressingthankfulnesstotheofferor

vExpressingregretfulnesstotheofferorfornotbeingabletoaccepttheoffer.

vIndicatingthereasonfornotacceptingtheoffer

vMakingcounter-offer

vUrgingtheofferortoacceptyourcounter-offer

⏹Oncetheoffereeputsforwardsomedifferentideas,requestsorsuggestionsonsometermsoftheoffer,theoriginalofferwillloseitseffectivenesspromptlyandthetransactionsmustbebegunonthebasisofcounter-offer.

⏹Iflateronwhenthefluctuationoftheinternationalmarketorthechangeoftheforeignexchangeratebecomeadvantageoustotheimporter,theimporterwillbewillingtoaccepttheoriginaloffer.Theexportermayconsiderhisownspecialsituations,weightheadvantagesanddisadvantagesandthencometoadecisionofwhethertoacceptornot.

PartⅡ.SentencesPatterns

1.Tomakeacounter-offer

⏹Ifyoucannotacceptit,pleasemakebestpossiblecounter-offer.

⏹Yourofferisunworkable,assomeparcelsofJapanesemakeshavebeensoldhereatamuchlowerprice.However,inviewofourlong-standingbusinessrelationshipwemakeyouthefollowingcounter-offer.

2.Tocounter-offer

⏹Yourpriceisonthehighsideandwehavetocounter-offerasfollows,subjecttoyourreplyreceivedbyusonorbefore8April.

3.In/Outoflinewiththemarket

⏹Thepriceyoucounter-offeredisoutoflinewiththemarket,soitisbeyondwhatisacceptabletous.

4.Toentertainbusinessat…price

⏹Wecannotentertainbusinessatyourprice,sinceitisoutoflinewiththeprevailingmarket,being20%lowerthantheaverage.

PartⅢ.Letterexamples

Example1

⏹DearSirs,

⏹Re:

Counter-offerfor5000m/tSteelPlatesTypeA

⏹WeareinreceiptofyourletterApril10,offeringus5000metrictonsofSteelPlatesTypeAatUS$XXperm/t,CIFEMP.

⏹Inreply,wefeelregrettabletoinformyouthatourend-usershavefoundyourpricetoohighandoutoflinewiththeprevailingmarketlevel.

⏹Suchbeingthecase,itisimpossibleforustopersuadethemtoacceptyourprice,asthegoodsofsimilarqualityiseasilyobtainablehereatalowerprice.SomedealersfromtheEuropeanmarketareloweringtheirpricestoaboutUS$XXperm/t.Nodoubtthereiskeencompetitionintheinternationalmarket.

⏹Wedonotdenythatthequalityofyoursteelplatesisslightlyhigher,butthedifferenceinpriceshould,innocase,beasbigas3%.Todevelopourtrade,we,onbehalfofourend-users,makecounter-offerasfollows:

⏹5000metrictonsofSteelPlatesTypeAatUS$XXpermetricton,CIFEMPwithothertermsasperyourletterApril10.

⏹Weareanticipatingyourearlyacceptanceofourcounter-offer.

⏹Sincerelyyours，

Example2

⏹DearSirs,

⏹Re:

DecliningtheCounter-offerfor5000m/tSteelPlatesTypeA

⏹WeareappreciativeofyourletterofMay5,whichrequestedareductionof3%inthepriceof5000m/tSteelPlatesTypeA,i.e.,apricereductionfromUS$XXperm/ttoUS$XXperm/t.

⏹Weareregrettabletosaythatthereisnopossibilitytocutdownourpricetotheextentyouindicated.Youknowthepriceofmaterialshasincreasedsubstantiallytoacertainextentandrecentlywehavereceivedacrowdofinquiresfrombuyersinotherdirectionsandexpectedtoconcludebusinesswithusatsomethingnearourlevel.So,atpresent,wecannotseeourwaycleartoacceptyourcounter-offer.

⏹Butinviewofourlonglastingandfriendlybusinessrelations,shouldyouagreetomeeteachotherhalfwayinprices,wethinkapricereductionof10%wouldmakethisdealclinched,thatis,US$XXperm/t.Lookingforwardtohearingfromyousoon.

⏹Sincerelyyours，

PartⅣ.Oralpractice

Usefulwordsandexpressions

⏹Margin赚头，利润

⏹Transaction（一笔）交易、业务

⏹Confirmation确认

⏹Cometoanagreement成交

⏹Long-standingrelationship长期建立的关系

⏹Meethalfway各让一半

⏹Bottomprice底价

Dialogue1

⏹山东土畜产品进出口公司的Mr.ZhangYi接到英商JohnDavidson的电话。

Mr.Davidson希望Mr.Zhang能够降低棉花的价格，但Mr.Zhang认为这是不可能的。

Mr.Davidson很遗憾地告知Mr.Zhang他们不可能接受这个报盘。

D:

Mr.Zhang,we’vestudiedyourquotationforourorderof50metrictonsofcottonat$510permetricton.Butwefinditonthehighside.Idon’tthinkit’spossibletocometoanagreementatthis.

Z:

Why!

Mr.Davidson,I’mquitesurprisedatyourwords.Youmayknowverywellthatdifferentqualitywillcausedifferentprices.Everyoneinthetradeknowswellthatourcottonisofsuperiorquality.Whenyoutakethisintoconsideration,youmayfindourpricefavorable.Icanassureyouthatyoucannotfindapricelowerthanours.

D:

Doyouthinkso?

Butinfact,somesuppliersfromIndiawouldofferus490dollarsforthesamequality.Andgeographically,Indiaismuchclosertousthanchina.Wedon’tneedtopayasmuchinshippingandinsurance,either.however,inviewofourlong-standingrelationship,wewouldprefertodobusinesswithyou.

Z:

I’mgladtohearthat.Anyhow,let’shaveyoucounter-offerfirst.

D:

I’mafraidapriceof$480permetrictonisquitereasonable.

Z:

What?

No,no,we’llneverreduceourpricetothatextent.That’simpossible.

D:

Mr.Zhang,ourcounter-offerisbasedontheworldmarket.

Z:

Butthat’sreallytoolowforustoaccept.

D:

Ifyouinsistonyourownprice,wehavenochoicebuttogiveupthedealthistime.Ihopewe’llcooperateinotheropportunitiesinthefuture.

Z:

Allright.ShouldtherebeanythingIcanhelpwithinthefuture,pleasedon’thesitatetotellme.

D:

Iwill.Keepintouch.

Z:

Keepintouch.

Notes：

1.抱怨价格过高，不能接受时，可用下列表达方式：

⏹Thepriceisonthehighside.

⏹~~~toohightobeacceptable.

⏹~~~toohightoworkon.

⏹~~~farbeyondourreach.

⏹E.g.：

你方价格偏高，我们难以接受。

⏹Yourpriceisonthehighside.Itisdifficultforustoacceptit.

⏹Sincethepriceistoohigh,itisimpossibleforustoacceptit.

⏹Weregretbeingunabletoacceptyourpriceasitisonsuchahighside.

•抱怨价格过高时，如果有事实依据，更有说服力。

⏹Yourpriceismuchhigherthanothers.

⏹Yourpriceis10%higherthanthatothersuppliers.

⏹Yourpriceisatleast$15higherthaninthepresentmarket.

⏹Infact,wecangetanofferfromelsewherewhichis20%lowerthanyours.

⏹Wehavetopointoutthatyourpriceisfacingthecompetitionfromindiansuppliers,whoareofferingapriceinourmarket10%lowerthanyours.

Dialogue2（Assignment）

⏹波兰商人Mr.Follower给大连粮油食品进出口公司的Mr.Zhao打电话，双方经过进一步磋商，波兰方面接受了100公吨大米的报盘。

F:

赵小姐，我们已经讨论了你们关于100公吨大米的报盘。

我们认为你们的价格过高。

两天前我们已经寄去了还盘。

Z:

是的。

你们换盘每公吨人民币2500元。

我们讨论过，但是认为这个价格已经没什么利润了。

你认为人民币2800元能接受么？

这么做，我们放弃了很多。

F:

我们各让一半以2700元成交怎么样？

我们认为这个价格是合理的，与世界市场行情很接近。

Z:

好的，我们在每公吨人民币2700元欧洲主要港口到岸价向你方出售100公吨中国东北大米。

F:

好吧，你能设法在6月15日前装运么？

Z:

如果你能不晚于5月15日前开立信用证，我们就可以装运。

F:

好。

很高兴我们能就价格达成一致。

我相信这笔交易的成功会使我们的关系向前迈进一大步。

Z:

我也是这么看的。

Note：

⏹在价格上做出让步:

⏹Tomakeaconcessioninprice

⏹Tomakeapricereduction

⏹Toreducetheprice

⏹削价多少：

⏹Toreduce/decline/cutdownthepriceby…%/$...

⏹Tomakeareductionof…

⏹提出让步建议：

⏹Ithinkyou’dbetter…

⏹I’mafraidyou’llhaveto…

⏹Ihopeyouwillconsider…

⏹Whatdoyouthink…?

⏹Whatabout/howabout…?

Chapter5

Counter-offer

PartⅠ.Relevantquestions

⏹Thereare2kindsofreplies:

oneofwhichisfavorableforitsshowingtheofferee’sacceptance,andtheotherisunfavorableforitsshowingtheacceptanceoftheoffereetogetherwiththesuggestionsofsomeadditions,restrictionsoramendments.Thelatterkindofreplyiscalledcounter-offer.

Thecontentofcounter-offerletter

vExpressingthankfulnesstotheofferor

vExpressingregretfulnesstotheofferorfornotbeingabletoaccepttheoffer.

vIndicatingthereasonfornotacceptingtheoffer

vMakingcounter-offer

vUrgingtheofferortoacceptyourcounter-offer

⏹Oncetheoffereeputsforwardsomedifferentideas,requestsorsuggestionsonsometermsoftheoffer,theoriginalofferwillloseitseffectivenesspromptlyandthetransactionsmustbebegunonthebasisofcounter-offer.

⏹Iflateronwhenthefluctuationoftheinternationalmarketorthechangeoftheforeignexchangeratebecomeadvantageoustotheimporter,theimporterwillbewillingtoaccepttheoriginaloffer.Theexportermayconsiderhisownspecialsituations,weightheadvantagesanddisadvantagesandthencometoadecisionofwhethertoacceptornot.

PartⅡ.SentencesPatterns

1.Tomakeacounter-offer

⏹Ifyoucannotacceptit,pleasemakebestpossiblecounter-offer.

⏹Yourofferisunworkable,assomeparcelsofJapanesemakeshavebeensoldhereatamuchlowerprice.However,inviewofourlong-standingbusinessrelationshipwemakeyouthefollowingcounter-offer.

2.Tocounter-offer

⏹Yourpriceisonthehighsideandwehavetocounter-offerasfollows,subjecttoyourreplyreceivedbyusonorbefore8April.

3.In/Outoflinewiththemarket

⏹Thepriceyoucounter-offeredisoutoflinewiththemarket,soitisbeyondwhatisacceptabletous.

4.Toentertainbusinessat…price

⏹Wecannotentertainbusinessatyourprice,sinceitisoutoflinewiththeprevailingmarket,being20%lowerthantheaverage.

PartⅢ.Letterexamples

Example1

⏹DearSirs,

⏹Re:

Counter-offerfor5000m/tSteelPlatesTypeA

⏹WeareinreceiptofyourletterApril10,offeringus5000metrictonsofSteelPlatesTypeAatUS$XXperm/t,CIFEMP.

⏹Inreply,wefeelregrettabletoinformyouthatourend-usershavefoundyourpricetoohighandoutoflinew