chapter 5 Counter_offer

1、LOGOChapter 5 Counter-offer還 盤LOGOBasic Knowledge ConcernedLetter-writing GuideOther Commonly Used Expressions and Sentences Sample Letters Practical Training Part One Part Two Part Three Part Four Part FiveContentsLOGOPart One In international trade, when the offeree accepts the terms and condition

2、s stated in the offer, the transaction is concluded. However, in most cases, the offeree would reject the terms and conditions or state his own terms and conditions by return. The rejection or partial rejection of the offeree to the offer is called counter-offer. A counter-offer is virtually a count

3、er proposal initiated by the original offeree. In a counter-offer, the buyer may show disagreement to the price, or packing, or shipment and state his own terms instead. Once the counter-offer is made, the original offer is no longer valid, and the offeree now becomes the offeror as the counter-offe

4、r becomes the new offer. 1. The Significance and Effect of Counter-offersLOGO Counter-offer constitutes the main part of business negotiations. During the negotiation, many issues (such as quality, quantity and packing of the goods, price, shipment, insurance, payment terms, commodity inspection dis

5、putes and settlement of disputes, force majeure不可抗力, and arbitration仲裁；公斷, etc.) will be talked about by the sellers and the buyers. So counter-offers are usually time consuming and may go many rounds before business is concluded or dropped. LOGOvTask 1: How many kinds of counter-offers in your opin

6、ion, and what are they?vTask 2: Say something about the key structure of the counter offer.Part OneLOGOSeveral Kinds of Counter-offersv1. Counter-offer on price.v2. Asks for reduction of minimum quantity.v3. Counter-offer on payment terms.v4. Asks for earlier delivery.v5. Asks for changing the packa

7、ge.v6. Counter-offer on the discount of the goods.v7. Asks for more commission.Part OneLOGOvcounter (L.) =against, oppositecounter sample 對等樣品,回樣countersign/countersignature部署,連署counter-charge反控訴counterfeit偽造, 假冒counter clockwise逆時針counterbalance使平衡counterpart副本,配對物counterproductive institution有礙生產(chǎn)力

8、進步的機構(gòu)LOGOMr. A charged Mr. B with bribery(行賄,受賄,賄賂)and Mr. B countercharged(反攻,反訴) Mr. A with slander(誹謗).The girls earnest effort counterbalanced使平衡her slowness at learning.The foreign minister外交部is the counterpart of the secretary of state國務卿.LOGOThe seller can ask a sky-high price.The buyer can m

9、ake a down-to-earth offer.LOGO2.How to write a counter-offer?vAn expression of thanks for an offer.vRegret to be unable to accept the offer and state reasons.vMake a counter-offer or suggest other opportunity to do business together.vHope for early reply.LOGO3.Writing Principles of Counter-offerBe p

10、olite but to the point to: List those you dont acceptState your own suggestions LOGOPart TwoSteps/ContentsTypical ExpressionsFor letters making counter-offer1. Thanking the offeror for his offer Thank you for your offer of. 謝謝貴方的發(fā)盤Many thanks for your reply to our inquiry for steel furniture.很感謝貴公司對

11、我方關(guān)于鋼家具詢盤的答復Thank you for your prompt reply and detailed quotation.感謝您的及時答復和詳細報價Thank you for the samples you sent in response to our inquiry of June 8, 2007.謝謝貴公司對我方2007年6月8日詢盤的答復并寄來樣品See also textbook for other expressions.LOGOPart TwoSteps/ContentsTypical Expressions2. Expressing regret at inabil

12、ity to accept the offer and giving reasons for non-acceptance (1)Much to our regret, we cannot entertain business at your price, since it is out of line with the prevailing market, being 20% higher than the average. 很遺憾我們不能考慮按貴方價格成交,因為貴方價格與現(xiàn)時市場不一致,要比一般價格高20%The price you offer is out of line with th

13、e (prevailing) market, so it is beyond what is acceptable to us.貴方報盤與(現(xiàn)行)市場不一致,故我方無法接受 LOGO2. Expressing regret at inability to accept the offer and giving reasons for non-acceptance (2)We are sorry to tell you that we cannot take you up on the offer since the price you are asking is above the marke

14、t level here for the quality in question.很遺憾地通知貴很遺憾地通知貴方方,我方不能接受貴方報盤我方不能接受貴方報盤,因為貴方所因為貴方所要求的價格高于本地同等質(zhì)量產(chǎn)品的要求的價格高于本地同等質(zhì)量產(chǎn)品的市場價格市場價格水平水平 Your price compares much higher than that we can get from elsewhere.你方的價格比我們從其他你方的價格比我們從其他貨源得到的價格高得貨源得到的價格高得多。多。LOGOPart TwoSteps/ContentsTypical Expressions2. Expres

15、sing regret at inability to accept the offer and giving reasons for non-acceptance (3)我們很遺憾告知你方，盡管我們很滿意你方產(chǎn)品的質(zhì)量，但我們認為你方價格偏高。We regret to inform you that your price is rather on the high side though we appreciate the good quality of your products.We regret to say that the price you quoted is too high

16、to work on. 很遺憾,貴方所報價格太高,無法進行下去LOGOPart TwoSteps/ContentsTypical Expressions2. Expressing regret at inability to accept the offer and giving reasons for non-acceptance (4)We regret to inform you that your offer is unworkable, as some parcels of Japanese makes have been sold here at a much lower pric

17、e. 很遺憾貴方報盤無法接受,因為這里有幾批日本貨以低得多的價格出售LOGOPart TwoSteps/ContentsTypical Expressions3. Making a counter-offer if, in the circumstances, it is appropriate(1)Your price is on the high side and we have to counter-offer as follows, subject to your reply received by us on or before April 8, 2007. 貴方價格偏高,我們不得不

18、作如下還盤,以我方在2007年4月8日或以前收到你方答復為有效In view of our long-standing business relationship, we make you the following counter-offer. 鑒于我們之間長期的貿(mào)易關(guān)系,特向貴方作如下還盤LOGOPart TwoSteps/ContentsTypical Expressions3. Making a counter-offer if, in the circumstances, it is appropriate(1)Your price is on the high side and w

19、e have to counter-offer as follows, subject to your reply received by us on or before April 8, 2007. 貴方價格偏高,我們不得不作如下還盤,以我方在2007年4月8日或以前收到你方答復為有效In view of our long-standing business relationship, we make you the following counter-offer. 鑒于我們之間長期的貿(mào)易關(guān)系,特向貴方作如下還盤We counter-offer as follows: . 我方還盤如下:Yo

20、ur competitors are offering considerably lower prices and unless you can reduce your quotations, we shall have to buy elsewhere. 你們競爭對手的報價要低很多除非你們降價,否則我們得從他處購買LOGOPart TwoSteps/ContentsTypical Expressions3. Making a counter-offer if, in the circumstances, it is appropriate(2）還盤建議To step up trade, we

21、 counter offer as follows:500 tons of Walnuts at USD 600/ton CIF EMP.為了促進貿(mào)易，我們還盤如下：500噸核桃，每噸600美元成本加保費歐洲主要港口。As the market of Walnuts is declining, there is no possibility of business unless you can reduce your price by 5% .由于核桃行市下跌，除非你方能夠降價5%，否則無法成交。We dont deny the quality of your products is supe

22、rior to that of Indian makes but the difference in price should in no case be as big as 10%.Our counter offer is USD 900 per ton CIF Hamburg.我們不否認你方產(chǎn)品的質(zhì)量比印度產(chǎn)品好，但差價絕不可能大于10%，我們還盤是每噸900美元成本加保費運費漢堡。LOGOPart TwoSteps/ContentsTypical Expressions4.Hoping thecounter-offer will be accepted and there may be

23、an opportunity to do business togetherIf you accept our counter-offer, we will advise our end-users to buy from you. 如貴方能接受我們的還盤,我們將勸用戶向貴方購買We hope that you will take our counter-offer serious into consideration and reply very soon.希望貴方對我們的還盤給予認真的考慮并很快地答復我方We hope you will consider our counter-offer

24、 most favorably and fax us your acceptance as soon as possible.希望你們很好地考慮我方還盤并盡快用傳真接受Please keep us informed of the supply position in your place. 請隨時告知你處市場的供貨情況LOGOPart TwoFor letters in reply to a counter-offerA negative or uncertain reply to a counter-offer is actually another counter-offer. The f

25、ollowing are some typical expressions. It is impossible for us to entertain your counter-offer.我們不能考慮接受貴方的還盤 The price you counter-offered is not in line with the prevailing market. 貴方還盤與現(xiàn)行市場價格不符This is our rock-bottom price; we cant make any further reduction.這是我方的最低報價,我們不能再降價了We appreciate your co

26、unter-offer but find it too low to accept. 謝謝貴方還盤但我方覺得太低無法接受LOGOPart TwoSteps/ContentsTypical ExpressionsWe will consider accepting your counter-offer.我們會考慮接受貴方的還盤We regret to learn that you have turned down our counter-offer. 遺憾得知貴方已拒絕了我方的還盤A positive reply to a counter-offer is actually an accepta

27、nce. Writing a letter to accept a counter-offer is the same as writing a letter to accept an offer. Please see the next chapter for reference. LOGOPart ThreeExpressions (1)1.(make a) counter-offer 還盤2. decline a counter offer 拒絕還盤3. (price) on the high/low side (價格)偏高/低4. current price, ruling price

28、, prevailing price, the present price, the going price 現(xiàn)行價格, Opening Price開盤價 , Closing offer收盤5. long-standing business relations 長期業(yè)務關(guān)系6. out of line with the market 與市場不一致 in line with the market 與市場一致LOGO7. (price) is rising/advancing/going up (價格)在持續(xù)上揚 (price) is falling/dropping/going down (價格

29、)在持續(xù)下降8. entertain business at. price 考慮按價格成交9. make a counter-offer as follows 還盤如下10. give/allow/make/grant a discount 給折扣11. leave.with only a small profit 獲利低微Expressions (2)Part ThreeLOGOPart Three12. at a price 5% lower than. 價格比低5%13. meet sb. half way 各讓一半,折中處理14. previous quotation 先前的報價15.

30、 international/current market is weak 國際/目前市場疲弱16. rock-bottom price 底價；lowest price 最低價； competitive price 競爭性價格；reasonable price 合理的價格; fair price 公平的價格; the best price 最佳價格; favorable price 優(yōu)惠價; Reference Price參考價; Special Price特殊價格; Wholesale Price批發(fā)價;Retail Price零售價;Price Difference, Price Gap

31、差價Expressions (3)LOGO17. make a reduction 減價/make any further reduction 再次降價18. (price) fixed at a reasonable level 定價合理19. (products) moderately/too highly priced (產(chǎn)品)定價適中/過高20. (the price) has advanced 10%/considerably (價格)已上漲10%/明顯上漲; a jump/slump (in price) (價格)飛漲/暴跌 21. be (not) in a position t

32、o. 能夠/不能夠做Expressions (4)Part ThreeLOGOPart Three22. quoted price 所報價格 23. on usual terms 按照慣常條款24. in reply 回復25. book ones order 接受某人訂單 26. in view of 鑒于27. draw ones attention 提請注意28. for ones information 供某人參考29. Sale by Grade憑等級買賣30. Sale by Specification憑規(guī)格買賣31. Sale by Standard憑標準買賣Expression

33、s (5)LOGO32.品質(zhì)以賣方樣品為準 Quality as per Sellers Sample 33.品質(zhì)以買方樣品為準 Quality as per Buyers Sample34.大路貨 FAQ35.公噸 Metric Ton;長噸 Long Ton ;短噸 Short Ton ;凈重 Net Weight;毛重Gross Weight 以毛作凈 Gross for Net;皮重 Tare Weight 36.回扣 RExpressions (6)Part ThreeLOGO1.on the high side 偏高too high to work on 太高，無法進行下去(接受)

34、be slightly higher 稍高be 20% higher 高20%e.g. 很遺憾，你方所報價格太高，與現(xiàn)行的行市水平不一致。We regret to say that the price you quoted is too high and out of line with the prevailing market level. 雖然我們很感謝你方對詢盤的注意，但很抱歉的說你方報盤太高。Though we thank you for your prompt attention to our enquiry, we are sorry to say that your offer

35、 is on the high side.Part ThreeExplanations for some frequently-used phrasesLOGO2. leave with only a small profit 無利可圖，獲利很低n. profit 利益；收入；貸款e.g. 接受你方當前的報價意味著虧損，更別說獲利了。 Acceptance of your current price means lose, not to say profit. LOGO3. information indicates that 消息表明消息表明, 跡象表明跡象表明e.g. 有消息表明，美元的價

36、值受到金融市場的影響而下跌。有消息表明，美元的價值受到金融市場的影響而下跌。 Information indicates that the value of the dollar decline because of the influence of the financial market. similar expressions: sources indicate information states that indication shows that there is indication that Explanations for some frequently-used phras

37、esPart ThreeLOGOv. indicate to show, to point out 指出，顯示指出，顯示,說明說明，指示，指示 e.g. 跡象表明，其他競爭者正以比你方價格低10%的價格出售同類產(chǎn)品。 Information indicates that other competitors are selling similar goods at a price 10% lower than yours. 請電報我方說明所有條件。 Please cable us soon indicating all the terms. n. indication 跡象，表明 indicat

38、ion shows that 跡象表明 there is indication LOGO4. at a price 10% lower than比低10%的價格e.g. 我們希望能按比你們現(xiàn)在所報價格低10%的價格成交。 We sincerely hope to conclude the business at a price 10% lower than your quotation. Part ThreeExplanations for some frequently-used phrasesLOGO5. reduce v. cut down 降低，減少 e.g. 為了成交，我們將價格降得

39、更低。 In order to close this deal we shall further reduce (cut) our price. 這是我方的最低價格，我們不能再讓了。 This is our rock-bottom price, we cant make further reduction. reduction n. 降價 句式： reduce by 幅度 reduce to 從.降至 reducefrom to從降至 make a reduction of 降價幅度 make a reduction to 降價至 make a reduction in 在方面降價e.g. 如

40、你方能在報價上減少2%，我們將立即接受。 If you can reduce your offer by 2%, well accept it. Or: If you can make a reduction of 2% in price, well accept it. LOGO6. level n. price 水平，情況 e.g. 我們已與你地其他買主按我們的價格成交了業(yè)務。 Weve concluded business with other buyers in your area at our level. tolevel 達到水平(情況) market level 市場行情e.g.

41、 我們遺憾的說，你方報來的鐵釘價格完全與我地市場行情不一致。 We regret to say that the price of iron nails you offer is completely out of line with our market level. Explanations for some frequently-used phrasesPart ThreeLOGO7. while though，although，whereas 雖然，但，而e.g. 雖然我方很想和你方交易，但還是不能接受你們的提議。 While we would like to do business

42、with you, we cannot agree to your proposal. 雖然我們很感謝你方在推銷我方產(chǎn)品方面所做的努力，但是我們?nèi)圆荒芙邮苓€盤。 While we thank you for your efforts in pushing the sale of our goods, we cannot accept your counteroffer. LOGO8.work on workable 開展，進行下去 e.g. 很遺憾，你方所報價格太高，無法進行下去。 We regret to say that the price you quoted is too high t

43、o work on.我們正在處理你方的報盤并盡快給予答復。 We are working on your offer and will reply as soon as possible.區(qū)別：work out 解決、做出、算出 e.g. 請盡快寫一封還盤信。 Please work out a counter-offer letter as soon as possible.Explanations for some frequently-used phrasesPart ThreeLOGO9. We do not deny 我們不否認e.g. 不否認我方的報價偏高，但是請注意我們的產(chǎn)品比同

44、類的其他產(chǎn)品要好得多。 We do not deny that our price is on the high side, but please note that our products are much better than other products of this type. 我們不否認你們的建議，但是要我們在8月5日之前安排裝運確實是不可能的了。 We do not deny what you suggested, but in fact, it is impossible for us to arrange shipment before August 5. LOGO10.

45、 invite your attention to 請注意 e.g. 我們請你方注意合同上規(guī)定的條款。 Wed like to invite your attention to the stipulated terms in the contract.pay/ give/ draw/ bring/ direct/ attract ones attention to sth.e.g. 請貴方注意我們產(chǎn)品的質(zhì)量，比你地區(qū)市場上的同類產(chǎn)品要好。 We invite your attention to the quality of our products, they are superior to

46、other products of this kind in your district. Explanations for some frequently-used phrasesPart ThreeLOGO11. point out notice, remark 指出 e.g. 我們不得不指出，運來的貨物品質(zhì)與合同規(guī)定的不符合。 We have to point out that the quality of the goods shipped is not up to the e.g. 如在合同中指出的，在信用證中不能加入任何未經(jīng)雙方同意的條款。 As pointed out in th

47、e contract, you cant insert in the L/C any terms not agreed upon by the two parties. LOGO12. be keen to adj. acute 敏捷的, 熱心的，激烈的 e.g. 我們必須面對市場上的激烈競爭。 We should face the keen competition in the market.be keen to do sth. 熱切地想做with keen interest 殷切keen competition 激烈競爭 Explanations for some frequently-u

48、sed phrasesPart ThreeLOGO13.regret v. to feel sorry, disappointed, or distressed about 遺憾，惋惜遺憾，惋惜 e.g. 很遺憾的是，很遺憾的是， 你們的貨晚到了你們的貨晚到了3個月。個月。 Much to our regret, your goods were late for 3 months.我們感到很遺憾，你方報價與本地市場價格不相符合。我們感到很遺憾，你方報價與本地市場價格不相符合。 We regret that your offer is not in line with the market pr

49、ice at our end. n. regret to our regret 使我們遺憾的是使我們遺憾的是句式：regret that regret to do sth regret being unable to sb. be regretful that sth. be regrettable thatDifference between regretful and regrettable, 對比：We are regretful that you cant accept our offer.It is regrettable that you can accept our offer.

50、with regret 遺憾地e.g. 目前，我們不能介紹新的訂單，為此表示遺憾。 At present, we cannot accept new orders, for which we express our regret. 使我們遺憾的是，我們認為你方價格不實際。 Much to our regret, we found your price not to be realistic. LOGO14. meet sb. half way 各讓一半，折中處理 e.g. 我們折中處理好嗎？ Shall we meet each other half way?e.g. 鑒于雙方的友好關(guān)系，我們

51、折中處理作為讓步。 In view of our friendly relations, we would meet you half way as a accommodation.Explanations for some frequently-used phrasesPart ThreeLOGO15.approval n. agreement 批準，同意 e.g. 我們會盡力取得當局的進口許可證批準的。 We will do our best to obtain the approval of the import license from the LOGOobtain ones appr

52、oval of sth.v. approve 批準，同意 approve of sth. approve sth agree to sth.e.g. 你的要求已被批準。 Your request has been approved of. 我們同意你方建議。 We approved your suggestion. 真誠的希望我方的要求得到你方的同意。 We sincerely hope that our request will meet with your approval.LOGOPart ThreeTypical Sentences (1)1. As this is an order

53、of substantial size, we cannot safely undertake to complete its manufacture in a month.2. Unfortunately we cannot accept your offer. The prices you quoted are much higher than those of other manufacturers.3. We do not see any advantage in your quotation, and would like to know whether you have any b

54、etter price to offer. 4. Our counter-offer is well founded and workable. We can also offer a 10% discount for orders over 10000 pieces. LOGO5. Owing to a shortage of stock, we regret that we are unable to accept your repeat order. 6. Owing to heavy bookings, we cannot accept fresh orders at present.

55、7. We have cut the price to the limit. We regret, therefore, being unable to comply with your request for any further reduction. 8.We are sorry that the difference/gap between our prices and your counter-offer is too wide. The best we can do is 5% off. LOGOPart ThreeTypical Sentences (2)9. Although

56、we are anxious to open up business with you, we very much regret that we cannot reduce our price to the level you indicated. 10. We believe that the price we quoted is quite realistic. We regret that your counter-offer is unacceptable to us. 11. The price we quoted is quite reasonable. It has been a

57、ccepted by other buyers at your end. 12.You must reduce your price by 2%, otherwise business is impossible.13. Im afraid there is no much room for further reduction. LOGO14.May we suggest that you should make some allowance on your quoted prices that would help to introduce your goods to this market

58、?15.I regret that your terms are unsatisfactory and unless you can amend those terms, we will have to place our order elsewhere. 16. We would suggest that you make some allowance, say 10%, on your quoted prices so as to enable us to introduce your products to our customers. LOGOPart ThreeTypical Sen

59、tences (3)17. It is in view of our long-standing business relations that we make you such a counter-offer.18. Your price is reasonable, but the listed payment conditions are not customary in our trade.19. As a token of friendship, we accept as an exception your counter-offer for 5000 pairs of leathe

60、r shoes at US$26 per pair. 20. Our price has been narrowly calculated and it is impossible to make any further reduction.LOGOPart Four Notes返回Sample 11. 表示“縮減”的動詞(1)decrease, reduce最常見的兩個詞?？芍笖?shù)量、質(zhì)量、能量、長度、面積、體積、時間、速率、強度等的減少。The sunspots太陽的黑點 increase and decrease as the years go on.We can reduce frict