【正文】 Unit 6 Counteroffer 還盤 大連理工大學(xué)電子音像出版社 世紀(jì)商務(wù)英語(yǔ) 外貿(mào)函電 Basic Knowledge Concerned Letterwriting Guide Other Commonly Used Expressions and Sentences Sample Letters Practical Training ? Part One ? Part Two ? Part Three ? Part Four ? Part Five Contents Part One In international trade, when the offeree accepts the terms and conditions 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 counteroffer. A counteroffer is virtually a counter proposal initiated by the original offeree. In a counteroffer, the buyer may show disagreement to the price, or packing, or shipment and state his own terms instead. Once the counteroffer is made, the original offer is no longer valid, and the offeree now bees the offeror as the counteroffer bees the new offer. Counteroffer 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, modity inspection, disputes and settlement of disputes, force majeure, and arbitration, etc.) will be talked about by the sellers and the buyers. So counteroffers are usually time consuming and may go many rounds before business is concluded or dropped. 1. The Significance and Effect of Counteroffers Part One 2. Main Contents of a Letter for CounterOffer A satisfactory letter for counter offer generally includes the following: (1)Thank the offeror for his offer, mentioning briefly the contents of the offer. (2)Express regret at inability to accept the offer, giving reasons for nonacceptance. (3)Make an appropriate counteroffer. (4)Hope the counteroffer will be accepted and there may be an opportunity to do business together. Part Two Steps/Contents Typical Expressions For letters of acceptance or confirming acceptance 1. Thanking the offeror for his offer. Thank you for your offer of … （謝謝你方 …… 時(shí)候的報(bào)盤。） Many thanks for your reply to our inquiry for….( 很感謝貴公司對(duì)我方關(guān)于 … 詢盤的答復(fù)。 ) Thank you for your prompt reply and detailed quotation.(感謝您的及時(shí)答復(fù)和詳細(xì)報(bào)價(jià)。 ) Thank you for the samples you sent in response to our inquiry of ...(謝謝貴公司對(duì)我方 … 詢盤的答復(fù)并寄來樣品。 ) See also the previous units for other similar expressions Part Two Steps/Contents Typical Expressions 2. Expressing regret at inability to accept the offer and giving reasons for nonacceptance. Much to our regret, we cannot entertain business at your price, since it is out of line with the prevailing market, being 20% lower than the average.(很遺憾我們不能考慮按你方價(jià)格成交，因?yàn)槟惴絻r(jià)格與現(xiàn)時(shí)市場(chǎng)不一致，要比一般價(jià)格低 20%。 ) The price you offer is out of line with the market, so it is beyond what is acceptable to us.(你方報(bào)價(jià)與市場(chǎng)不一致，故我方無(wú)法接受。 ) We are sorry to tell you that we can not take you up on the offer since the price you are asking is above the market level here for the quality in question. (很遺憾地通知你方，我方不能接受你方報(bào)價(jià)，因?yàn)槟惴剿蟮膬r(jià)格高于本地同等質(zhì)量產(chǎn)品的市場(chǎng)價(jià)格水平。 ) Part Two Steps/Contents Typical Expressions We regret to inform you that your offer is unworkable, as some parcels of Japanese makes have been sold here at a much lower price.(很遺憾你方報(bào)盤無(wú)法接受，因?yàn)檫@里有幾批日本貨以低得多的價(jià)格出售。 ) We regret to say that the price you quoted is too high to work on. (很遺憾，你方所報(bào)價(jià)格太高，無(wú)法進(jìn)行下去。 ) 3. Making a counteroffer if, in the circumstances, it is appropriate. In view of our longstanding business relationship we make you the following counteroffer. (鑒于我們之間長(zhǎng)期的貿(mào)易關(guān)系，特向你方作如下還盤。 ) Your price is on the high side and we have to counteroffer as follows, subject to your reply received by us on or before... (你方價(jià)格偏高，我們不得不作如下還盤，以我方在 … 時(shí)候或以前收到你方答復(fù)為有效。 ) Part Two Steps/Contents Typical Expressions We counter offer as follows: …( 我方還盤如下： ) Your petitors are offering considerably lower prices and unless you can reduce your quotations, we shall have to buy elsewhere. (你們競(jìng)爭(zhēng)對(duì)手的報(bào)價(jià)要低很多。除非你們降價(jià)，否則我們得從他處購(gòu)買。 ) 4. Expressing your hope and expectation. If you accept our counteroffer, we will advise our endusers to buy from you.(如你方能接受我們的還盤，我們將勸用戶向你方購(gòu)買。 ) We hope that you will take our counteroffer seriously into consideration and reply very soon.(希望你方對(duì)我們的還盤給予認(rèn)真的考慮并很快地答復(fù)我方。 ) We hope you will consider our counteroffer most favorably and fax us your acceptance as soon as