Unit 5 Counter-offer

1、1 M2- Unit 5Counter-offer UNIT CONTENTS1. STUDY AIMS2. WRITING SKILLS3. KEY SENTENCE PATTERNS4. SAMPLE LETTERS5. BUSINESS LINK6. KEY TO PRACTICE2&1. To know the writing steps of a counter- offer. &2. To know the writing steps of a reply to a counter-offer. &3. know the knowledge of “Lead in”Part. &4

2、. To know the knowledge of “Business Link” Part. Study AimsTO KNOW (應(yīng)知目標(biāo)應(yīng)知目標(biāo))3&1. To be able to translate a counter-offer. &2. To be able to make a counter-offer. &3. To be able to translate a a reply to counter- offer. &4. To be able to reply to counter- offer.Study AimsTO DO (應(yīng)會(huì)目標(biāo)應(yīng)會(huì)目標(biāo))Key Points &

3、 difficult pointsoMake a counterofferoWriting skills of a business letters of counterofferoUseful Sentence patterns45oIf the buyer do not agree with the specific terms such as price, packing, shipment mentioned in the prior offer from the seller, he will reply the seller with a counter-proposal on t

4、hose trade terms unacceptable. When a counter-offer is made, the original offer ends.oGenerally speaking, the process of offer and counter-offer is a kind of bargaining in business. Sometimes two parties will repeat the process for several times to complete a transaction. Both parties should pay mor

5、e attention to the expressions they use to avoid misunderstanding.Study AimsLEAD IN (知識(shí)導(dǎo)入知識(shí)導(dǎo)入)6o How to reply a counter-offer?o 1. No matter you accept it or not, you should send back a punctual, courteous and considerate reply.o 2. Explain the reasons for declining the counter-offer in an unfavorab

6、le reply.o 3. Show the wish of further business.Study AimsLEAD IN (知識(shí)導(dǎo)入知識(shí)導(dǎo)入)還盤o 受盤人不同意發(fā)盤中的交易條件而提出修改或變更的意見,稱為(Counter Offer),在法律上叫反要約. 還盤實(shí)際上是受盤人以發(fā)盤人的地位發(fā)出的一個(gè)新盤. 原發(fā)盤人成為新盤的受盤人.還盤又是受盤人對發(fā)盤的拒絕,發(fā)盤因?qū)Ψ竭€盤而失效,原發(fā)盤人不在受其約束.還盤可以在雙方之間反復(fù)進(jìn)行, 還盤的內(nèi)容通常僅陳述需變更或增添的條件,對雙方同意的條件毋需重復(fù).7o 還盤是在雙方為簽訂合同而進(jìn)行的談判還盤是在雙方為簽訂合同而進(jìn)行的談判期間，一方對另

7、一方的前一報(bào)盤做出的期間，一方對另一方的前一報(bào)盤做出的反應(yīng)。還盤意味著自動(dòng)拒絕前一報(bào)盤，反應(yīng)。還盤意味著自動(dòng)拒絕前一報(bào)盤，這個(gè)拒絕既可以是全部拒絕，也可以是這個(gè)拒絕既可以是全部拒絕，也可以是對其中一項(xiàng)或幾項(xiàng)不甚滿意，提出自己對其中一項(xiàng)或幾項(xiàng)不甚滿意，提出自己的意見，交易中將之視為新的報(bào)盤。的意見，交易中將之視為新的報(bào)盤。89oStep 1: To express gratitude to the original offeroStep 2: To explain the reasons for inability to accept the offeroStep 3: To put forwa

8、rd a counter-proposaloStep 4: To express an early replyWRITING SKILLSMain Points of a Counter-offero The offeree may send a counter-offer to state his disagreement to certain terms and express his own idea:o Opening: a. receipt or thanks for the offer; o Body: b. rejection and reasons;o c. the count

9、er proposal (price reduction etc.)o Closing: d. expectation of the acceptance 10o 還盤要點(diǎn)：還盤要點(diǎn)： 開頭：1) 感謝對方的報(bào)盤； 正文：2) 全部或部分拒絕對方報(bào)盤的態(tài)度及原因； 3) 向賣方提出建議，說明自己能接受價(jià)格、優(yōu)惠條件等； 結(jié)尾：4) 期望；希望還盤能得到接受，表達(dá)合作的希望等。1112Key Sentences Patternso 1. In reply, we very much regret to inform you that our end-users here find your pr

10、ice too high and out of line with the prevailing market level.o 2. Our counter offer is well found.o 3. We accept you counter-offer of 25th. o 4. The price you counter-offer is unreanoble. o 5. Im afraid we cant accept your counter offer. 13Key Sentences Patternso 6. I appreciate your counter-offer

11、but find it too low. o 7. Our counter-offer is in line with international market. o 8. We accept your counter-offer. Please advise us the shipping date. o 9. We make a counter-offer to you of $150 per metric ton F.O.B. London. o 10. We have managed to maintain the present price despite the increase

12、cost of raw materials.14Key Sentences Patternso11. There is no room to make any further reduction in prices.o12. Weve already cut down our price to cost level.o13. This is our rock-bottom price.o14. Im sorry the difference between our price and your counter offer is too wide.o15. However, such pract

13、ice will mean no profit to us.15oDear Sir or Madam:oThank you for your letter of the Jan 23 offering us 50 tons of first-class coffee at US$500 per ton CIF New York, on usual terms.oWe are regretful that our users here find your price too high and out of line with the international market.oAs goods

14、of similar quality is easily obtainable at a much lower price, we find it hard to persuade our users to accept your offer. If you can reduce your limit by, say, 6%, we might come to terms.oIn view of our long-standing business relations, we make you the above counter-offer. If your price is favorabl

15、e, we can book an order with you right away. As the market is declining, we hope you will take it into consideration and e-mail us acceptance at your earliest convenience.oYours sincerely,oIvanoABC Co., Ltd. Sample letter 1From: (ABC Co., Ltd.) To: (BCD Co., Ltd.) Date: Jan 25, 2008 Subject: a count

16、er-offero敬啟者：o感謝貴方1月23日來函，按慣常條款向我方報(bào)盤50噸一等咖啡，紐約CIF為每噸500美元。o很抱歉我們的用戶認(rèn)為貴方價(jià)格太高，與國際市場不符。o因?yàn)橄嗨破焚|(zhì)的貨物可以以更低的價(jià)格買到，我們很難說服我方用戶接受你方的報(bào)盤。如果你方能在這個(gè)價(jià)格上降低6%，我們就達(dá)成協(xié)議。o鑒于我們的長期合作關(guān)系，我們給出上面的還盤。如果你方價(jià)格優(yōu)惠，我方能馬上定貨。由于市場正在下滑，我們希望貴方仔細(xì)考慮此還盤并盡快回函告知是否同意。o 謹(jǐn)上o 艾梵o ABC 有限公司1617oDear Sir or Madam:oWe learn from your letter of Jan 25 t

17、hat you find our offer for the coffee too high to be acceptable.oWe are sorry to say that there is no possibility of our cutting the price to the extent you indicated, i.e. 6%. Since the prices of the goods have been raised here, Im afraid that we have to adjust the prices of our products accordingl

18、y. Moreover, if you put the quality of our goods into consideration, this price is in fact very reasonable. oDesirous as we are to do business with you, we regret being unable to entertain your counter-offer for the time being.oIf later on you can see any chance to do better, please let us know. In

19、the meantime, please keep us posted of developments at your end. We assure you that all your enquiries will receive our prompt attention.oYours Sincerely,oAdrian oBCD Co., Ltd. Sample letter 2From: (BCD Co., Ltd.) To: (ABC Co., Ltd.) Date: Jan 30, 2008 Subject: reply to the counter-offer o敬啟者：o我方在貴方

20、1月25日來函中獲悉貴方認(rèn)為我方咖啡價(jià)格太高很難接受。o要我方按你方提示幅度減價(jià)6%，沒有可能，甚歉。因?yàn)楝F(xiàn)在貨物的價(jià)格在上漲，我想我們不得不相應(yīng)地調(diào)整價(jià)格。而且，如果你方考慮到貨物的質(zhì)量因素，這個(gè)價(jià)格實(shí)際上是很公道的。o我方很希望與貴方合作，但很遺憾暫時(shí)不能接受你方的還盤。o將來你方如果有可能出較高的價(jià)格，請通知我方。同時(shí)請及時(shí)通知我們你方的進(jìn)展。我方保證貴方的所有要求都會(huì)得到我方及時(shí)的關(guān)注。o謹(jǐn)上o 亞德里恩o BCD 有限公司1819oDear Sir or Madam:oWe acknowledge with thanks receipt of your offer of May 18

21、 for the Porcelain Tea Set.oIn reply, we regret to say that we cant accept it. Your prices are rather on the high side and out of line with the world market. Information indicates that some parcels of Japanese make have been sold at a much lower level. We have seen your samples and admit that they a

22、re of high quality, but there should not be such a big gap between your prices and those of other suppliers.oIn order to conclude the transaction, we suggest that you reduce the prices by, say 20%.oWe hope you can accept the counter-offer and wait for your favorable reply.oTruly yours,oJustinoBCD Co

23、., Ltd. Sample letter 3From: (BCD Co., Ltd.) To: (ABC Co., Ltd.) Date: May 20, 2008 Subject: a counter-offer o敬啟者：o 我方感謝貴方5月18日發(fā)來的瓷茶具報(bào)盤。o 和遺憾我方無法接受。貴方價(jià)格很高而且與世界行情不符。有信息表明幾批日本茶具正低價(jià)出售。我方看過你方樣品并承認(rèn)它們的質(zhì)量不錯(cuò)，但價(jià)格也不應(yīng)該和其他供貨商相差甚遠(yuǎn)。o 為了做成這筆生意，我方建議貴方降價(jià)20%。o 我方希望貴方接受此還盤并等候佳音。o謹(jǐn)上o 賈斯丁o BCD 有限公司2021oDear Sir or Madam

24、:oWe acknowledge receipt of your offer for Seagull Brand cameras dated Mar 28.oRegretfully we are unable to accept your offer as your prices are too high. We also have got the quotation from a Russia camera company. Their prices are 10% lower than yours for similar products.oWe accept that the quali

25、ty of your cameras is better, but it does not justify such a large difference in price. We might do business with you if you could make us some allowance, say 10%, on your prices. Otherwise we have to decline your offer.oWe shall appreciate it very much if you will make a concession and fax us your

26、acceptance ASAP.oYours Sincerely,oThompson oABC Co., Ltd. Sample letter 4From: (ABC Co., Ltd.) To: (BCD Co., Ltd.) Date: Mar 30, 2008 Subject: a counter-offer o敬啟者：o 我方感謝貴方3月28日發(fā)來的關(guān)于海鷗牌相機(jī)的報(bào)盤。o 很抱歉由于價(jià)格太高我方不能接受你方報(bào)盤。我方也得到了一家俄羅斯相機(jī)公司的報(bào)價(jià)。同類產(chǎn)品他們的價(jià)格比貴方低10%。o我們承認(rèn)貴方相機(jī)品質(zhì)優(yōu)良，但這并不能夠說明如此大的價(jià)格差別。如果你方能在這個(gè)價(jià)格上給予10%的折扣，

27、我們可能做成這筆生意。否則我方只能謝絕貴方報(bào)盤。o 如果貴方讓步，我方感激不盡。望請盡快傳真告知。o謹(jǐn)上o 托普森o ABC 有限公司2223oDear Sir or Madam:oWe acknowledge with thanks receipt of your offer of February 9 for the recycling battery.oIn reply, we regret to say that we cant accept it. Your prices are rather on the high side and out of line with the wor

28、ld market. Information indicates that another company in your city have been sold the similar products at a much lower level. We admit that your products are of high quality, but there should not be such a big gap between your prices and those of other suppliers.oIn order to conclude the transaction

29、, we suggest that you reduce the prices by, say 20%.oWe hope you can accept the counter-offer and look forward to receiving your favorable reply.oTruly yours,oChenoBCD Co., Ltd. Sample letter 5 (additional letter)From: (BCD Co., Ltd.) To: (ABC Co., Ltd.) Date: February 12, 2008 Subject: a counter-of

30、fer o敬啟者：o 我方感謝貴方2月9日發(fā)來的可循環(huán)利用電池。o 很遺憾我方無法接受。貴方價(jià)格很高而且與世界行情不符。有信息表明貴方所在城市的另一廠家一直在低價(jià)出售同類產(chǎn)品。我方承認(rèn)貴方產(chǎn)品質(zhì)量確實(shí)不錯(cuò)，但價(jià)格也不應(yīng)該和其他供貨商相差甚遠(yuǎn)。o 為了做成這筆生意，我方建議貴方降價(jià)20%。o 我方希望貴方接受此還盤并等候佳音。o謹(jǐn)上o 陳o BCD 有限公司2425oDear Sir or Madam:oWe acknowledge receipt of your offer for Panda phosphor-free washing powder dated May 7.oRegretfu

31、lly we are unable to accept your offer as your prices are too high. We also have got the quotation from an Indian company. Their prices are 10% lower than yours for similar products.oWe accept that the quality of your products is better, but it does not justify such a large difference in price. We m

32、ight do business with you if you could give us 10% discount, on your prices. Otherwise we have to decline your offer.oWe shall appreciate it very much if you will make a concession and inform us of your acceptance ASAP. oYours Sincerely,oCathy oABC Co., Ltd. Sample letter 6 (additional letter)From:

33、(ABC Co., Ltd.) To: (BCD Co., Ltd.) Date: May 10, 2008 Subject: a counter-offer o敬啟者：o 我方感謝貴方5月7號(hào)發(fā)來的關(guān)于熊貓牌無磷洗衣粉的報(bào)盤。o 很抱歉由于價(jià)格太高我方不能接受你方報(bào)盤。我方也得到了一家印度公司的報(bào)價(jià)。同類產(chǎn)品他們的價(jià)格比貴方低10%。o 我們承認(rèn)貴方產(chǎn)品品質(zhì)優(yōu)良，但這并不能說明如此大的價(jià)格差別。如果你方能在這個(gè)價(jià)格上給予10%的折扣，我們可能做成這筆生意。否則我方只能拒絕貴方報(bào)盤。o 如果貴方讓步我方感激不盡。希望盡快告知貴方是否接受我方要求。o謹(jǐn)上o 凱西o ABC 有限公司2627 陶瓷

34、陶瓷中國藝術(shù)明珠中國藝術(shù)明珠o 陶瓷是陶器和瓷器統(tǒng)稱的一個(gè)術(shù)語。通過陶瓷產(chǎn)品，人們可以對中國手工藝品有所了解?？偟膩碚f，陶瓷品可分為兩大類：實(shí)用品和藝術(shù)品。它們可制成餐具、茶具、花瓶和花盆等實(shí)用品，也可制成人物或飛禽走獸等裝飾品。o 景德鎮(zhèn)是一座制造瓷器歷史悠久、享譽(yù)中外的名城。這里制造的瓷器因工藝精湛、圖案精美、造型漂亮、色彩迷人早已譽(yù)滿全球。o 宜興的紫砂陶是用當(dāng)?shù)靥赜械募t黏土燒制而成。它不但像景德鎮(zhèn)的瓷器一樣享有盛譽(yù)，而且具有更高的實(shí)用價(jià)值。 o 由于精湛的技藝，一些中國的陶瓷藝術(shù)品曾作為禮物饋贈(zèng)給外國高層領(lǐng)導(dǎo)人。陶瓷藝術(shù)也是中國人的驕傲。 Business link28 日本茶具文化日

35、本茶具文化o 日本的茶道離不開茶道用具，茶具是茶道最具表現(xiàn)力的載體之一，強(qiáng)調(diào)同季節(jié)時(shí)令相適應(yīng)，同時(shí)還要與茶室的布置協(xié)調(diào)統(tǒng)一，有助于營造和諧的氣氛。o 常說的茶具則專指飲茶用具，包括茶碗、茶壺、茶入、花入（插花的壺或筒）、水指（洗手的水具）、茶勺等。茶器是兼具觀賞與使用的器具，分為客廳用具（公用）和本席用具（專用）。o 日本茶具大致分為兩類：一類是泡濃茶用的陶瓷小壺，叫做“茶入”，根據(jù)形狀不同分為“肩沖”、“茄子”、“海壺”、“文琳”等；另一類叫做“薄茶器”，顧名思義是泡薄茶的，也分很多形狀。在所有的茶具中價(jià)值最高、品種最多、最為考究的當(dāng)屬茶碗。茶碗一般為陶瓷制品，也有石制品。從某種意義上來說，

36、茶碗可算作整個(gè)茶具類的代名詞。 Business link29Business link海鷗相機(jī)海鷗相機(jī)o 海鷗品牌代表行業(yè)形象，是中國歷史最悠久、規(guī)模最大，國內(nèi)唯一一家具有開發(fā)、生產(chǎn)制造各類單反相機(jī)、數(shù)碼相機(jī)、立體相機(jī)、全自動(dòng)相機(jī)及各類照相器材的影像器材制造企業(yè)，產(chǎn)品遠(yuǎn)銷美、德、英三十多個(gè)國家和地區(qū)。o 海鷗目前擁有市級(jí)開發(fā)中心，形成了數(shù)字軟件、電路光學(xué)、感光等11個(gè)開發(fā)版塊，具備CAD設(shè)計(jì)開發(fā)和CAM輔助加工能力，并從日本、德國引進(jìn)了先進(jìn)的精密沖壓、精密壓鑄、精密涂裝、先進(jìn)的設(shè)備，引進(jìn)了國外先進(jìn)的裝配流水線及技術(shù)與專利，近年通過與日本美能達(dá)、美國柯達(dá)公司等跨國公司建立合資企業(yè)，形成了國際相

37、機(jī)制造轉(zhuǎn)移載體，形成了雄厚的產(chǎn)品設(shè)計(jì)生產(chǎn)和成品裝配能力。o 海鷗立足跨越式發(fā)展戰(zhàn)略，構(gòu)筑了傳統(tǒng)、數(shù)碼、立體三足鼎立的產(chǎn)品格局，建立了世界一流的數(shù)碼相機(jī)生產(chǎn)基地。海鷗集40年傳統(tǒng)照相機(jī)制造經(jīng)驗(yàn)，在對引進(jìn)技術(shù)的消化吸收工作中，開發(fā)形成了中國照相機(jī)制造最高水平的單鏡頭反光系列相機(jī)和全自動(dòng)平視取景照相機(jī)系列、雙鏡頭反光照相機(jī)系列，立體相機(jī)及多款定焦、變焦鏡頭。30KEY TO PRACTICEI. Translate the following business terms or expressions.o1. to the extent of o2. counter-offero3. a big g

38、ap in price o4. similar producto5. for the time being o6. decline a counter-offero7. in view of o8. conclude a transactiono9. decline your offer o10. make a concession31KEY TO PRACTICEII. Translate the following sentences into Chinese.1.如果貴方能降價(jià)如果貴方能降價(jià)10%，我們就達(dá)成協(xié)議。，我們就達(dá)成協(xié)議。2.除非貴方降價(jià)除非貴方降價(jià)5%，不然無緣合作。，不然無

39、緣合作。3.經(jīng)過仔細(xì)研究，我方?jīng)Q定每碼再讓價(jià)經(jīng)過仔細(xì)研究，我方?jīng)Q定每碼再讓價(jià)5分。分。4.我們不得不指出貴方價(jià)格與市場水平不符。我們不得不指出貴方價(jià)格與市場水平不符。5.貴方有必要早日定貨。貴方有必要早日定貨。6.既然行情看漲，我方建議貴方馬上定貨。既然行情看漲，我方建議貴方馬上定貨。7.由于近期市場行情看好，我方報(bào)價(jià)中已沒有還價(jià)的余地。由于近期市場行情看好，我方報(bào)價(jià)中已沒有還價(jià)的余地。8.這批芝麻質(zhì)量上乘，但數(shù)量不多。這批芝麻質(zhì)量上乘，但數(shù)量不多。9.我方已收到貴方的我方已收到貴方的T恤衫報(bào)盤，但感到價(jià)格太高。恤衫報(bào)盤，但感到價(jià)格太高。10.我方產(chǎn)品質(zhì)量比其他國家的好。我方產(chǎn)品質(zhì)量比其他國家

40、的好。32KEY TO PRACTICEIII. Translate the following sentences into English.oYour counter-offer is very different from ours.oOur price is always lower for the products of the same quality.oIf you dont agree to cut down your price, we have to place our order elsewhere.oIt is unwise to insist on their own

41、 price for both parties.oIm afraid we have to call the whole deal off if you still insist on your original quotation. oIn respect to quality, I dont think that the goods of other brands can compare with ours.oIn view of our long-standing business relations, we can reduce the price by 3%.oOnly on ord

42、ers of 600 tons can we manage to lower the price without lowering the Grade of the potatos.oWe are glad to make a 5% discount for a order of 100 dozen or more.1.If the quality is up to our expectations, we shall send further orders in the future.33KEY TO PRACTICEIV. Writing practice .oDear Jack:oWe

43、acknowledge with thanks receipt of your offer for 500 cases of black tea, at 20 per kilogram, CIF liverpool.oRegretfully we are unable to accept your offer as your prices are too high and out of line with the world market. Information indicates that India has just come into the market with a lower p

44、rice. We have seen your samples and admit that they are of top quality, but still, there is keen competition in the tea market. oIn order to conclude the transaction, we suggest that you reduce the prices by, say 10%.oIn view of our long-standing business relations, we make you the above counter-off

45、er. oWe hope you can take my counter-offer into consideration and wait for your favorable reply.oYours Sincerely,oBill oBCD Co., Ltd.Translate the following letter into Chinese: 敬啟者： 感謝你方4月5日對襯衫的報(bào)盤。 由于市場競爭激烈，我方遺憾告知不能接受你方的報(bào)價(jià)，因?yàn)楂@利的空間不大。事實(shí)上，我們接到你地區(qū)的另一供貨商的報(bào)盤，比你方價(jià)格低10%。 鑒于我們長期的友好的貿(mào)易關(guān)系，建議你方至少降價(jià)8%。 盼佳音。o謹(jǐn)上