外贸函电写作Chapter 4 Offer and Counteroffer.docx

1、外贸函电写作Chapter 4 Offer and CounterofferChapter FourOffer and Counter-offer Teaching objectives Upon completion of this chapter, the students will: understand the difference between firm offer and non-firm offer and grasp their relative expressions. be familiar with the terms & conditions involved in

2、an offer and be able to write them independently. basic knowledge 交易磋商的过程可分成询盘、发盘、还盘和接受四个环节: 1. 询盘（Inquiry）是交易的一方向对方探询交易条件，表示交易愿望的一种行为。询盘多由买方作出，也可由卖方作出,内容可详可略。如买方询盘：“有兴趣东北大豆，请发盘”，或者“有兴趣东北大豆，11月装运，请报价”。询盘对交易双方无约束力。 2. 发盘（Offer）也叫发价，指交易的一方（发盘人）向另一方（受 盘人）提出各项交易条件，并愿意按这些条件达成交易的一种表示，包括实盘（firm offer) 和虚盘（

3、non-firm offer)。 发盘在法律上称为要约，在发盘(实盘）的有效期内，一经受盘人无条件接受，合同即告成立，发盘人承担按发盘条件履行合同义务的法律责任。 发盘多由卖方提出（Selling Offer）。也可由买方提出（Buying Offer），也称递盘（Bid）。 3.还盘（Counter Offer）: 受盘人不同意发盘中的交易条件而提出修改或变更的意见， 称为还盘。 在法律上叫反要约, 新盘。原发盘人成为新盘的受盘人。 还盘又是受盘人对发盘的拒绝，发盘因对方还盘而失效，原发盘人不再受其约束。 可以反复进行 4. 接受（Acceptance）: 受盘人在发盘的有效期内，无条件地同

4、意发盘中提出的各项交易条件，愿意按这些条件和对方达成交易的一种表示。 接受在法律上称为”承诺”，接受一经送达发盘人，合同即告成立。 Offer An offer is the expression of the wishes of the seller to sell particular goods under stated terms (including quality, prices, time of shipment, terms of payment etc.). The person making the offer is called “offeror”报盘人, while t

5、he person receiving the offer is called “offeree受盘人” In international business, offers can be divided into two kinds: firm offer and non-firm offer.Firm offer 实盘 A firm offer is made when a seller promises to sell goods at a stated price within a stated period of time. Once it has been accepted it c

6、annot be changed or withdrawn and the transaction will be concluded. When the validity vliditi（有效期） is overdue, this offer will cease si:s （终止） to be effective and the offeror will no longer take the responsibility of carrying out the commitments stipulated stipjuleit;（规定） in the offer.Non-firm offe

7、r虚盘 Non-firm offer is an informal offer made by the offeror, which has got no validity terms but with clear indication of its confirmation conditions, such as “subject to our final confirmation”. It can be considered as an offer which are not upon binding baindi（法律约束的，必须遵守的） the sellers and the deta

8、ils of the offers may change in certain situations.实盘和虚盘: 发盘分为实盘和虚盘。实盘是指含有确定意思的发盘。 实盘特点：（1）必须提出完整、明确、肯定的交易条件； （2）必须规定有效期限。 所谓虚盘，是指不含明确意义的报价，也就是发盘人有保留地愿意按一定条件达成交易的一种表示。 实盘对发盘人来说，具有法律拘束力，如果受盘人在有效期限内表示接受，合同即告成立。E.g. “The offer is valid till March 15” 虚盘对发盘人没有法律向束力，发盘人可以随时撤回或修改虚盘的内容。即使受盘人对虚盘表示接受，仍须经过发盘人

9、的最后确认，才能成立一项对双方都有拘束力的合同。 E.g. “subject to our final confirmation” 虚盘的特点有：（1）在发盘中附有保留条件；（2）在发盘中不规定有效期。案例分析: 1990年，阿根廷某公司应中国某公司的请求，报出镁矿石初级产品200公吨，每公吨2 150美元，即期装运的实盘。但中方接到阿方报盘，未作还盘，而是一再请求阿方增加数量，降低价格，并延长有效期，阿方公司将数量增到350公吨，每公吨价格为CIF上海价2 100美元，有效期经三次延长，最后延长至9月25日，中方公司于9月20日来电表示接受该盘。 阿方接到该电报时，得知国际市场镁矿石价格上扬

10、，因此决定拒绝成交，于是向中方发电，称：“由于国际市场镁矿石价格发生变化，货物已于接到你方电报时售出。”而中方对此拒绝接受，认为中方是在发盘有效期内接受了阿方发盘，坚持要求按发盘的条件执行合同，阿方如不执行合同，则要赔偿中方的损失，即差价25万美元。 中方公司9月20日来电表示接受的发盘是实盘还是虚盘？此时合同是否成立？双方应该怎么样做？ 分析:卖方在发盘后，经3次延长有效期后，合同中的实质性条款完整、肯定、明确，而且规定了有效期为9月25日，由此看出卖方发出的是有确定意义的发盘，因此，此发盘为实盘，而非虚盘。 按照约定必须信守原则，阿方发出的实盘，受盘人在有效期限内作出接受的意思表示，即承诺

11、后，双方合同关系即告成立，就应履行各自的权利和义务。本案中，发盘方向受盘方提出有效期是9月25日，而受盘方9月20日就发电表示接受，发盘方也于9月20日接到受盘方的电函，因此，在9月20日，此货物销售合同已经成立，在双方当事人之间形成了合同约定的权利义务关系，一方违反合同规定的条款，即构成违约，应当承担违约责任。因此，本案中的销售合同在9月20日已成立。 小结:国际货物买卖合同是当事人之间意思表示一致的结果，是通过一方提出要约、另一方对要约表示承诺而成立的。要约一经受要约人承诺，合同即成立，当事人双方就应履行各自的权利和义务。Structure of an offer 1. An expres

12、sion of thanks for the inquiry you have received 2. Give favorable comments on the goods needed if possible 3. Informing them of the detailed terms and conditions about the supplied commodities, such as names, quality, quantity, specifications. 4. Give details of price, discounts, terms of payment,

13、packing, insurance, and delivery date etc.Structure of an offer 5. Informing them of the validity of the offer (for firm offer) Usually use such phrases as “subject to your reply reaching us by (before)” P56 6. Expressing the hope that the offer will be accepted and assure the customer of good servi

14、ce, and your sincere expectation of receiving their orders Firm offer 现为你方报10公吨大米实盘。 We are now making you a firm offer for 10 metric tons of rice. 现为你方报实盘如下。 We are now offering you firm as follows,Firm offers validity （实盘有效期）1.We make you the following offer subject to your reply within 10 days.2.

15、 We make you an offer, subject to your reply reaching us not later than noon time October 21 Beijing time. 3. The offer is valid for 3 days.4. The offer is valid till March 15. Non-firm Offer subject to our final confirmation 以我方最后确认为准 We are now making you an offer subject to our final confirmation

16、. 现报盘，以我方最后确认为有效。 without engagement 此报盘无约束力 We are now making you the following offer without engagement. 现报盘如下，此报盘无约束力。 subject to the goods being unsold 以货物未被售出为准 We are now making you a special offer subject to the goods being unsold. 我方向你方报特惠盘，以货物未被售出为准。 subject to prior sale 以先售为准 We are now m

17、aking an offer for air-conditioners as follows, subject to prior sale. 我方现报空调盘如下，以先售为准。Warm-up expressions counter-offer offerer offeree offer list/book offering period lump offer bid 还盘，还价 报盘人 受盘人 报价单 报价日 综合报盘（针对两种以上商品） 递价；出价；递盘（由买方发出） j In this module, you are expected Qiu Xiaoyun has just receive

18、d an inquiry on Nov. 11 from Allen Johnson, Purchasing Manager of Coast Co., Ltd., Republic of Ireland. As there is a big demand for half-sleeved cashmere sweater, she is making a prompt offer. Could you read this offer carefully and make a counter offer?Zhejiang Sunshine Cashmere Co., LtdAddress: N

19、o.25 Kangtai Road, Huzhou, Zhejiang Province China Nov. 15, 2009 11Emerald DriveShannon ParkCork CO6 18TSRepublic of IrelandDear Mr. Johnson,Half-sleeved cashmere sweaterWe thank you for your letter of Nov. 11 inquiry for 2000 pieces of half-sleeved cashmere sweater for shipment to Dublin. Based on

20、your demand of the items, we are making you, subject to your acceptance reaching us no later than Dec. 12, the following offer:Price: 220 per piece CIF DublinPacking: In cartons Payment: Irrevocable letter of credit payable by sight draft.Delivery: 15 days receipt of the L/CAs you know, our half-sle

21、eved cashmere sweater is a perfect combination of warmth, softness and easy care. We are confident that you can do some profitable business.Im looking forward to receiving your order.Faithfully yours,Qiu XiaoyunQiu Xiaoyun 1) Is this offer a firm one or not? How can people judge it? This is a firm o

22、ffer. To decide whether the offer is a firm offer or not, one can rely on the use of the sentences which show the confirmation meanings, such as, “This offer is subject to our confirmation”, “We make you a firm offer at the prices quoted”, “Firm offer: ￥3540 per ton”.2) When would a firm offer be ma

23、de by seller? A firm offer would be made when a seller promises to sell goods at a stated price within a stated period of time. Once it has been accepted it cannot be withdrawn. 3) Why and when a counter offer is sent? When the business terms and condition mentioned in the offer which can not meet t

24、he offerees needs, sometimes a counter offer may be send. But the offeree may not send if it is too far from offerees expectation. Counter offer11Emerald DriveShannon ParkCork CO6 18TSRepublic of IrelandNov. 17, 2009Sunshine Cashmere Co., LtdNo.25 Kangtai RoadZhili town, HuzhouZhejiang ProvinceChina

25、Dear Ms. Qiu,Thank you for your letter of Nov. 15 and the samples you kindly send us.We do not deny the good quality of these products, but unfortunately your prices appear to be on the high side for half-sleeved cashmere（山羊绒）sweater of this quality. May we suggest that you could perhaps make some a

26、llowance on your quoted prices, that is, a special discount of 10% for our order of 2000 pieces, will be appreciated. As the market is declining, we recommend your immediate acceptance.Sincerely yours,Allen JohnsonAllen JohnsonPurchasing managerSample letterDear Mr. Brown, We are glad to know that y

27、ou, one of the biggest suppliers of tea in the UK, are interested in our products. In order to establish a long friendly business relation with you, we are now making you a special offer. For details, please see quotation sheet. We are sending you under separate cover the samples of Green Tea Extrac

28、t and Porcelain Tea Set for your reference. We are confident that you will be satisfied with both the quality of our products and their competitive prices. We await your favorable news. Yours very sincerely,Language Points 报盘还盘是贸易中价格交锋的重点。各种不同的报盘表达法: 1. Were willing to make you an offer at this pric

29、e.我们愿意以此价格为你报实盘。2. We can offer you a quotation based on the international market. 我们可以按国际市场价格给您报价。3. Well give you the official offer next Monday.下星期就给您正式报盘。4. I came to hear about your fertilizer offer. 我来听听你们有关化肥的报盘。 5. My offer was based on reasonable profit, not on wild speculations.我的报价以合理利润为依

30、据，不是漫天要价。 6. Let me make you a special offer. 我给你一个特别优惠价。7. This offer is competitive and based on an expanding market 此报盘着眼于扩大销路而且很有竞争性。 8. The offer is good until 5 oclock p.m. June 23, 2005, Beijing time. 报价有效期到2005年6月23日下午5点，北京时间。9. All prices on the price lists are subject to our approval.报价单中所

31、有价格以我方确认为准。10.Our offers are for 3 days. 我们的报盘三天有效。11. We prefer to withhold quotation at this time.我们宁愿暂停报盘。Structure of the Counteroffer Thank the seller for his offer, mention briefly the content of the offer. Express regret at inability to accept (give the reasons for non-acceptance). Make a counter-offer if, under the circumstances, it is appropri