offer-and-counter-offer

1、offer and counter-offerHollyrevisionWhat is an offer?An offer is a proposal to give or do something. An offer of goods is a promise to supply or buy the goods on the terms and conditions stated by a seller or a buyer. Features of a firm offer-Clear, definite, complete, finalLeave no room of ambiguit

2、y or uncertainty, avoid the use of such words as “perhaps ”, maybe, about.- Once accepted, it becomes a contractual obligation-Should not withdraw a firm offer within its validitypracticeDear sir, Thank you for your letters of June 28, 2009 and _ (我們現(xiàn)報(bào)盤(pán)）as follows:_(產(chǎn)品): Green Beans, Hebei origin, 2

3、009 cropQuantity: 200 metric tons_(價(jià)格): at RMB 2,500 per metric ton CFR AntwerpPacking: in ordinary second-hand gunny bags._(裝船): in September, 2009_(支付): by irrevocable I./C, payable by draft at sightwe were pleased to offer youCommodityPriceShipmentPaymentpractice This offer is firm, subject to yo

4、ur immediate reply that should _ (在這個(gè)月底之前送達(dá)我方）。There is little likelihood of the goods remaining unsold once this particular offer has lapsed. If you find it acceptable, _ (請(qǐng)盡快答復(fù)）。Yours faithfully,*reach us not later than the end of this monthPlease let us have your reply as soon as possibleNon-firm

5、 offerNon-firm offer is a quotation subject to final confirmation and is not legally binding. The offeror can withdraw it anytime before the offeree accepts it. 發(fā)盤(pán)人沒(méi)有肯定的訂立合同的意旨，例如反映在發(fā)盤(pán)內(nèi)容不明確（Not clear)，或者主要條件不完備(Not complete)，或者不是最后的（Not final)，這種發(fā)盤(pán)對(duì)發(fā)盤(pán)人無(wú)約束力(Without engagement),也稱邀請(qǐng)發(fā)盤(pán)。虛盤(pán)是發(fā)盤(pán)人有保留地表示愿意按一

6、定條件達(dá)成交易，不受發(fā)盤(pán)內(nèi)容的約束，也不做任何承諾，任何時(shí)候都可以改變、修改甚至取消。因此，虛盤(pán)是不受約束的、試探性的報(bào)價(jià)，其目的在于了解顧客、了解市場(chǎng)。虛盤(pán)的表達(dá)方式：1) The above offer is made without engagement. 以上報(bào)盤(pán)沒(méi)有任何約束力。2）.We offer sth subject to our final confirmation. 我方報(bào)盤(pán) （各項(xiàng)交易條件） 以我方最后確認(rèn)有效。3）.We submit you this offer subject to prior sale. 我方向你方報(bào)盤(pán)，以先售為條件。 4）. We make yo

7、u an offer subject to the goods being unsold. 我方向你方報(bào)盤(pán)，以未售出為準(zhǔn)。5）We offer you subject to change without notice. 我方向你方報(bào)盤(pán)，此報(bào)盤(pán)如有變化不另行通知。situation 1: making a non-firm offerin reply to 作為的回復(fù)without engagement 無(wú)約束性的the following offer 以下報(bào)盤(pán)be agreeable to= agree with 同意Conclusion:how to make an offer?An exp

8、ression of thanks for the enquiryDetails of the goods and trade terms, includingName of goods, quality or specifications, quantity, unit price and price terms, discounts and their conditions,terms of payment, time of shipment/delivery, package Firm offer: the period for which the offer is validNon-f

9、irm offer: a remark to the effect that the offer is without engagementFavorable comments on the goods themselves, if appropriateAn expression of hope that the offer will be accepted完整的報(bào)盤(pán)應(yīng)該包括以下內(nèi)容：（1）對(duì)詢價(jià)表示感謝（2）提供所要求的所有信息，如名稱、質(zhì)量、特征、價(jià)格、折扣、付款條件等。（3）對(duì)交貨期或者裝運(yùn)期的承諾（4）如是實(shí)盤(pán)，注明有效期（5）希望對(duì)方接受報(bào)價(jià)定購(gòu)貨物Counter-offer(還盤(pán)

10、)A counter-offer is an expression by the offeree of his disagreement, either in part or as a whole, to the offer made by the offeror.A reply to an offer which purports to be an acceptance but contains additions, limitations or other modifications is a rejection of the offer and constitutes a counter

11、-offer. 還盤(pán) Counter-Offer 當(dāng)賣(mài)方提出的offer ， 買(mǎi)方在收到后一般需做一定的表示。當(dāng)他請(qǐng)求變更交易條件時(shí)，firm offer 失去效力，產(chǎn)生新的offer,這稱為還盤(pán)（counter-offer). 還盤(pán)一般是對(duì)價(jià)格的還盤(pán)，對(duì)最低起定量的還盤(pán)，對(duì)支付方式的還盤(pán)。出口商寫(xiě)討價(jià)還價(jià)的方法：（一）賣(mài)方不同意見(jiàn)減價(jià)時(shí)1、貴公司覺(jué)得本公司的價(jià)錢(qián)太高，本公司實(shí)在抱歉。 2.拒絕減價(jià)的理由: （1）人工成本上升或人民幣升值造成出口成本上升。 （2）強(qiáng)調(diào)本公司的產(chǎn)品在品質(zhì)上絕對(duì)比同價(jià)位其他供應(yīng)商的優(yōu)良。 （3）本公司的報(bào)價(jià)只含最少利潤(rùn)。3、為了表示配合對(duì)方的需要，推薦對(duì)方買(mǎi)品質(zhì)、

12、款式及外形類(lèi)似而價(jià)位低的產(chǎn)品當(dāng)替代品。(二）賣(mài)方附帶條件的同意減價(jià)時(shí)1.本公司從貴公司某月某日來(lái)信得知貴公司覺(jué)得本公司的價(jià)錢(qián)太高，本公司自認(rèn)報(bào)價(jià)比其他廠商的報(bào)價(jià)低。2如果貴公司的訂單超過(guò)了多少金額或多少數(shù)量，本公司將給予貴公司多少折扣。3.鼓勵(lì)買(mǎi)方在出貨前若先將貨款用電匯匯過(guò)來(lái)，將再給予多少現(xiàn)金折扣，而且買(mǎi)方愿意這么做的話，將跟對(duì)方分享匯率的好處。 4.提醒買(mǎi)方該報(bào)價(jià)單的有效期只有多少天，過(guò)了這段時(shí)間，我們將會(huì)漲價(jià)。所以請(qǐng)買(mǎi)主盡快下單不要遲疑。Which terms and conditions included in a counter-offer?Price, payment, quali

13、ty and quantity of the goodsPlace and time of deliveryExtent of one partys liability to the otherthe settlement of disputesHow to write a counter-offer?An expression of thanks for an offer.Regret to be unable to accept the offer and state reasons.Make a counter-offer or suggest other opportunity to

14、do business together.Hope for early reply.Useful expressionsWe regret to inform you that your price is rather on the high side though we appreciate the good quality of your products.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(rèn)為你方價(jià)格偏高。We are regretful that your price is out of line with the prevailing market.我們很遺憾你

15、方價(jià)格與現(xiàn)行市場(chǎng)價(jià)格不符。in line with符合Useful expressionsAlthough we are desirous of doing/keen on doing/keen to do business with you, we regret to say that your price is unacceptable to us.盡管我們渴望與你方成交，但我們遺憾地說(shuō)你方價(jià)格不可接受。Much as we are interested in your products, we cannot place an order with you because of the h

16、igh price.盡管我方對(duì)貴公司產(chǎn)品很感興趣，但由于價(jià)格過(guò)高，我方不能訂貨。Useful expressionsWhen comparing with the other suppliers prices, your price is almost 10% higher than theirs.與其他貨源的價(jià)格相比，你方的價(jià)格比他們的報(bào)價(jià)幾乎高出10%。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

17、下跌，除非你方能夠降價(jià)5%，否則無(wú)法成交。Useful expressionsTo step up trade, we counter offer as follows:500 tons of Walnuts at USD 600/ton CIF NewYork.為促進(jìn)貿(mào)易，我方還盤(pán)為：500噸核桃 CIF紐約600美元/噸。We dont deny the quality of your products is superior to that of Indian makes but the difference in price should in no case be as big as

18、 10%. Our counter offer is USD 900 per ton CIF Hamburg.我們不否認(rèn)你方產(chǎn)品質(zhì)量比印度產(chǎn)品好，但差價(jià)絕不可能大于10%，我們還盤(pán)是CIF漢堡900美元/噸。situation 3end-users 最終客戶out of line with 不符合the prevailing market lever 現(xiàn)行市價(jià)parcels of Japanese make 日本制造的幾批貨物such being the case 情況既然如此be prepared to do 準(zhǔn)備并愿意做某事persuade sb. to do sth 說(shuō)服某人做某事come to terms 達(dá)成交易in view of 鑒于reduce 降低cable 發(fā)電報(bào)figure 數(shù)字，數(shù)目Exercise II translation敬啟者： 您2009年7月18日關(guān)于200公噸2009年產(chǎn)河