Counter-offers and Declining Orders （還盤）教學(xué)課件

外貿(mào)函電Counter-offersand

DecliningOrders

（還盤）

Lesson15Lesson16Lesson17Lesson18Lesson19主要內(nèi)容Objectivesbeabletowritelettersnegotiatingabouttradingtermswithothercompanies.knowtheeffectofcounteroffer.beabletomakeconcessionsandattackspolitelyandreasonablywhenwritingcounter-offers.Objectives

Ininternationalbusinessnegotiation,theseller’squotationisoftenmuchhigherthanwhatthebuyerhasexpected,sointhiscase,ifthesellerandthebuyerwanttoconcludeatransaction,theymustdriveahardbargain.LeadingIn15MakingCounter-offerProposingotherpossibleopportunitiestokeepbusinessgoing.Suggestingtheacceptabletermsandconditionstomaintainbusinesstransaction.Expressionofregretandstatementofreasonsforinabilitytoaccepttheoffer.Expressionofthankstotheofferer.StructureoftheCounteroffer：DearSirs,Re:CottonShirtsWehaveacknowledgementofyourletterofAugust15offeringus5000piecesofthecaptionedgoodsatUS$45.00perpieceCIFVancouverontheusualterms.Inreply,weverymuchregrettostatethatourend-usersherefindyourpricetoohighandoutoflinewiththeprevailingmarket.Informationindicatesthatthepriceofyourproductsis15%higherthanthatoftheIndianorigin.WeknowclearlythatthequalityofChineseproductsisslightlybetterbutthedifferenceinpriceshouldnotbesobig.Suchbeingthecase,itisimpossibleforustopersuadeourend-userstoacceptyourprice,asgoodsofsimilarqualityareeasilyobtainedatamuchlowerfigure.Tostepupthetrade,onbehalfofourend-users,wecounterofferasfollows,subjecttoyourconfirmationreachingusbeforetheendofthismonth:5000piecesCottonShirtsatUS$38.00perpieceCIF3%Vancouver,othertermsasperyourletterofAugust15.Itisinviewofourlong-standingbusinessrelationshipthatwemakeyousuchacounter-offer.Asthemarketisdeclining,wehopeyouwillconsiderourcounter-offermostfavorableandfaxusacceptanceatyourearliestconvenience1.acknowledge

承認(rèn)收到來信WeacknowledgereceiptofyourletterdatedJuly2.我們已收到你方7月2日來信。Weacknowledgereceiptofyourordercovering3metrictonsofgroundnuts.我方已收到你方關(guān)于3公噸花生的定單。LanguagePoints2.on（the）usualterms

按照慣常的條款WehaveacknowledgementofyourletterofAugust15offeringus5000piecesofthecaptionedgoodsatUS$45.00perpieceCIFVancouverontheusualterms.我方已收到你方8月15號按慣常條款報5000件標(biāo)題項(xiàng)下貨物每件45美元CIF溫哥華價的來信。3.outofline（with）（與….）脫節(jié)，（與….）不一致Thecommoditiesyouofferedareoutoflinewiththebusinessscopeofours.你方提供的產(chǎn)品與我們的經(jīng)營范圍不一致。Yourpriceisoutoflinewiththeprevailinginternationalmarket.你方的價格與現(xiàn)行市場價格不一致。16AdvisingtoAccepttheOfferDearSirs,Re:CottonShirtsWhilewethankyouforyourletterofAugust17,2009,weverymuchregretthatweareunabletoentertainyourcounter-offerofUS$38.00/pcCIF3%Vancouverfortheabovementionedgoods.Wehavetopointoutthatyourbidisobviouslyoutoflinewiththepricerulinginthepresentmarket,asotherbuyersinyourneighboringcountriesarebuyingfreelyatourquotedprice.Foryourinformation,themarketisfirmwithanupwardtendency,andthereisverylittlelikelihoodofanysignificantchangeintheforeseeablefuture.Inviewoftheabove,wewouldsuggestinyourinterestthatyouacceptourofferedprice,i.e.US$38.00/pcCIF3%Vancouver.Yoursfaithfully,1.beoutoflinewith

與…不一致Yourpriceisoutoflinewiththeprevailinginternationalmarket.你方的價格與現(xiàn)行市場價格不一致。beinlinewith

與…一致Inordertoenlargethesales,ourpriceshouldbeinlinewiththeworldmarket.為了擴(kuò)大銷售，我們的價格應(yīng)與世界市場價格相一致。ReturnLanguagePoints2.ruling現(xiàn)行的Yourpriceisseverelyoutoflinewiththerulingmarkethere.你們的價格與現(xiàn)行市場嚴(yán)重脫節(jié)。3.freely

大量的，樂意的，無困難的Goodsofthesamequalityarefreelyobtainableinthelocalmarket.相同質(zhì)量的產(chǎn)品在當(dāng)?shù)厥袌鋈菀踪I到。4.firm

堅(jiān)挺的Themarketisfirmwithanupwardtendency,andthereisverylittlelikelihoodofanysignificantchangeintheforeseeablefuture.現(xiàn)在市場正是呈上升趨勢的堅(jiān)挺市場，在可預(yù)見的未來，幾乎沒有重大變化的可能性.17DecliningPriceReductionDearSirs,Re:CottonShirtsWenotefromyourletterdatedAugust17,2009thatthepricequotedbyusforthesubjectgoodsisfoundtobeonthehighside.WhileweappreciateyourcooperationingivingustheinformationabouttheIndiansupplyinyourmarket,weareregretfulthatweareunabletoacceptyourcounter-offerorevenmeetyouhalfway.Weareoftheopinionthatthequalityofothermakesdoesnotmeasureuptothatofourproducts.Moreover,themarketisfirmwithanupwardtendency,andthereisverylittlelikelihoodofthegoodsremainingunsoldoncethisparticularofferhaslapsed.Inviewoftheabove,wehopeyouwilldirecttheattentionofyouruserstothesuperiorqualityofourproducts.Faithfullyyours,onthehighside

偏高

Comparedwithothersuppliers,yourpriceisratheronthehighside.

與其他供應(yīng)商相比，你們的價格偏高。

Thepriceforcottonisratheronthehighsideinourcountry,sowehavetopurchasefromothercountries.

在我們國家棉花的價格偏高，所以我們不得不從其他的國家購買。ReturnLanguagePoints

beofhighquality

高質(zhì)量

Wecanassureyouthatourproductsareofthebestquality.

我能向你保證，我們的產(chǎn)品擁有最優(yōu)良的品質(zhì)

Thequalityofyourproductsissobadthatwehavenochoicebuttoreturnthemtoyou.

你們產(chǎn)品的質(zhì)量太差，我們不得不將他們退還給你們。Returnmeetyouhalfway

雙方各讓一步Letusmeeteachotherhalfway…讓我們雙方各讓一步Letusmeeteachotherhalfwayandreducethepriceby5%.讓我們雙方各讓一步，將價格降低5%。LetusmeeteachotherhalfwayandmakethepaymentbyD/P.讓我們雙方各讓一步，用付款交單的方式付款。18ConcessiononPriceDearSirs,Re.:CottonShirtsWehavereceivedyourletterofAugust20,2009andregretthatyouhaveturneddownourcounter-offer.Asweareinurgentneedofthegoodsandanxioustoconcludethebusinesswithyou,

wehavemadeoureveryefforttopersuadeourclienttoacceptyourofferofUS$45.00perpieceCIFVancouver.Fortunately,ourcustomerinVancouverhaschangedhismindandapproachedusagainwithanorderfor5000pricesoftheabovegoodsonyourterms.Weareverypleasedtohavebeenabletofinalizedthisinitialbusinesswithyouafterprotractedexchangeofcorrespondence,andlookforwardtoyoursalescontract,uponreceiptofwhich,wewillopentherelativeL/Cwithoutdelay.19DecliningOrdersDearSirs,TableclothWearepleasedtoreceiveOrderNo.AP0811fortheabovegoods,

butmuchtoourregretowingtoshortageofstocks,weareunabletoacceptit,norourmanufacturersundertaketoentertainyourorderforfuturedeliveryonaccountoftheuncertaintyofrawmaterials.Wewill,however,reverttothismatterandcontactyoubyfax,assoonasournewsuppliescomeintostock.Meanwhile,pleasedonothesitatetoletusknowyourspecificinquiriesforanyothergoodsandyoucanrelyonourbestattentionatalltimes.1．WeacknowledgereceiptofyourletterdatedAugust17.我們已收到你方8月17日來信。2.Wefoundyourpriceisratheronthehighside,wecannotacceptit.我們發(fā)現(xiàn)你們的價格偏高，我們無法接受。3．Comparedwithothersuppliers,yourpriceisratheronthehighside.與其它供應(yīng)商相比，你們的價格偏高。4．Yourpriceisoutoflinewit