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1、Unit4CounterofferLettersContents4-1Objectives4-2Leadingin4-3Practicalreading4-4Layout,BasicStructure,MainPointsofCounterofferLetter4-5SampleLettersofCounteroffer4-6KeyWordsofCounterofferLetter4-7BasicSentencesofCounterofferLetter4-8SituationalDialogues4-9PracticalExercisesObjectivesAfterstudyingthel
2、esson,youshouldbeableto1.Knowtheeffectofcounteroffer.2.Understandthebasicstructureofcounterofferletter.3.Practicewritingcounterofferlettersbyusingwordsandexpressionsinthelist.4.Askthestudentstomasterthekeywordsandbasicsentencesfreely.5.Gaintheabilitytomakeconcessionsandbepoliteandreasonablewhenmakin
3、gcounteroffers.6.Masterthewritingmethodsofcounterofferlettersthroughdoingmoreexercises.7.Befamiliarwiththecounterofferstrategiesfrequentlyused.LeadinginWhenanofferhasbeenmade,whatwilltheoffereedo?Willheaccepttheofferimmediatelyandunconditionally?Ifhedoesntagreewithanytermsorconditionsintheoffer,what
4、willhedo?Yes,yougotit.Theoffereewillmakeacounteroffertorespond.Doyouknowhowacounterofferismade?Whatwillbeinacounterofferletter?Whatsthedifferencebetweenanofferletterandacounterofferletter?Thefollowingcontentswillmakeyoufamiliarwiththeseitems.Wecallthisreplytotheofferorfromtheoffereewithrevised,restr
5、ictiveoradditionaltermsandconditions“counteroffer”.Oncethecounterofferismade,theoriginalofferwillbeinvalid,andthebusinesswillbenegotiatedonthebasisofthecounteroffer.Theoriginalofferororthesellernowbecomestheoffereeandhehasthefullrightofacceptanceorrefusal.4.Thesellerhastherightofacceptanceorrefusal.
6、Whenreceivingthebuyerscounterofferandfindingsometermsandconditionsunsatisfactoryandevenunacceptable,thesellerwillstatehisownopinionsinaletter,whichiscalled“counter-counteroffer”.Ininternationaltradepractice,thefinalizationofabusinesshastogothroughaseriesofcounteroffersandcounter-counteroffers.Thispr
7、ocesscangoonformanyroundsuntilbusinessisconcludedorcalledoff.5.Acounterofferusuallycoversthefollowingcontents,expressionofthankstotheofferandexpressionofregretandstatementofreasonsforinabilitytoaccepttheoffer;suggestionsoftheacceptabletermsandconditionstomaintainbusinesstransactionandhopesforaccepta
8、nceofthechangesandaquickreply.Thebuyermayalsosuggestthattherebeotheropportunitiestodobusinesstogetheriftheycannotcometobusinessthistime.Newwordsandexpressions1partialp:ladj.部分的,不完全的2.rejectionrideknn.拒绝，退回3.satisfactionstsfknn.满意，满足4.analyzenlaizv.分析5.revisedrivaizdadj.修改后的（revise的过去分词）6.restrictive
9、rstrktvadj.限制的，约束的7.additionaldnladj.增加的，额外的8.invalidinvlidadj.（法律上或官方）不承认的，无效的9.acceptancekseptnsn.接受，认可10.refusalrifju:zln.拒绝11.finalizationfanlaizenn.结束，定下来Layout,BasicStructure,MainPointsofCounterofferLetterLayoutofCounterofferLetterTheBasicStructureofCounterofferLetterTheMainPointsofCounteroffe
10、rLetterLayoutofCounterofferLetter1.来函日期，主题2.称呼3.正文1）对客户的报盘表示感谢。2）对报盘中己方不能接受的条款礼貌地表示遗憾，并阐明原因以供对方考虑。3）陈述己方对原报盘中条款的修改建议。4）希望对方能够接受己方还盘并尽早答复。4.结束礼词5.签名职务TheBasicStructureofCounterofferLetterSalutationBody1)Thankthesellerfortheofferandgiveabriefsummaryoftheoriginaloffer.2)Rejectthetermsandconditionsthatc
11、annotbeagreedwith.Providethereasonifpossible.3)Statebuyersopinionaboutthetermsandthecounteroffer.4)Expresswishestomakebusinesswiththesellerandsuggesttheyconsiderthecounterofferandrespondquickly.5)Complimentaryclose6)Buyerscompanyname2)Politeexpressionsofregretattheinabilitytoaccepttheofferandthereas
12、onstosupportit.Inreply,weregrettoinformyouthatourclientsfindyourpricemuchtoohigh.作为答复，很遗憾的通知贵方我们的客户发现贵方报价太高。However,theysaidyourpriceistoomuchonthehighside,i.e.10%higherthantheaverage.然而贵方报价太高，也就是说，高于平均价格10%。Wefindyourpriceaswellasdeliverydatesatisfactory,however,wewouldgiveoursuggestionofanalterati
13、onofyourpaymentterms.我们对贵方价格和发货日期都很满意，但是我们希望可以就支付条款做出更改。3)Suggestionsoramendmentstotheoriginaloffer.Shouldyoubepreparedtoreduceyourpriceby10%,wemightcometoterms.如果贵方能够把价格降低10%，我们可能成交。Inordertoconcludethetransaction,wesuggestthatyoureducethepricesoftheproductsby,say20%.为了达成交易，我方建议贵方降低产品价格的20%。4)Hopes
14、foracceptanceofthechangesandaquickreply.Asthemarketisofkeencompetition,werecommendyourimmediateacceptance.市场竞争激烈，希望贵方尽早接受。Yourearlierreplywillbehighlyappreciated.我们将非常感谢您的早日答复。February14,2011DearSirs,Re:YourOfferNo.146forQINDAO-LIEBHERRRefrigeratorsWehavereceivedyourofferNo.146offeringus2500setsfort
15、hreedesignsofthesubjectgoods.Inreply,weregrettoinformyouthatourclientsfindyourpricemuchtoohigh.Informationindicatesthatsomekindsofthesaidarticlesmadeinothercountrieshavebeensoldhereatalevelabout5%lowerthanthatofyours.Wedonotdenythatthequalityofyourproductsisslightlybetter,butthedifferenceinpriceshou
16、ld,innocase,besobig.Tostepupthetrade,wecounterofferasfollows,subjecttoyourreplyhereby5p.m.ourtime,February18:US$400.00forBYD212US$365.00forBYD157US$375.00forBYD219Asthemarketisofkeencompetition,werecommendyourimmediateacceptance.Yoursfaithfully,JohnBrownPurchasingManagerSpecimen2ACounterofferonPrice
17、ofHand-EmbroideredSilkScarfJuly29,2011Re:ACounterofferonPriceofHand-EmbroideredSilkScarfDearChenHua,WethankyouforyourofferbytelexofSeptember3for5000piecesofthecaptionedgoodsatStg.9.50perpieceCIFHamburg.Weimmediatelycontactedourcustomersandtheyshowedgreatinterestinthequalityanddesignsofyourproducts.H
18、owevertheysaidyourpriceistoomuchonthehighside,i.e.10%higherthantheaverage.TheytoldusifyoucanreduceyourpricetoStg.8.55perpiece,theywillincrease1000piecestothequantity.Sothereisagoodchanceofconcludingabiggertransactionwiththemifyoucanmeettheirrequirement.Wehopeyouwilltakeadvantageofthisopportunitysoth
19、atyouwillbenefitfromtheexpandingmarket.Weawaityourfavorablereplywithgreatinterest.Yourssincerely,CatherinePurchasingManagerSpecimen3BuyerAsksforReductionofMinimumQuantityNovember19,2010Re:ReductionofMinimumQuantityDearMr.Brown,(YourOfferNo.123)WethankyouforyourfaxofNov.4offeringussixdesignsofOrnamen
20、talCloth.Howeverweregrettoinformyouthattheminimumof10000yardsperdesignistoobigforthismarket.Incaseyoucanreducetheminimumto7000yardsperdesign,thereisapossibilityofplacingorderswithyou,becauseaconsiderablequantityofthismaterialisrequiredonthismarketformanufacturingcurtains,bedsheets,etc.Pleasesendusyo
21、urreplyatyourearliestconvenience.Yourssincerely,MaryPurchasingManagerNovember19,2010Re:CounterofferonPaymentTermsDearMr.Brown,WethankyouforyourquotationofFebruary3for1000setsofPanasonic2188ColorTV.Wefindyourpriceaswellasdeliverydatesatisfactory,howeverwewouldgiveoursuggestionofanalterationofyourpaym
22、entterms.Ourpastpurchaseofotherhouseholdelectricalappliancesfromyouhasbeenpaidasarulebyconfirmed,irrevocableletterofcreditatsight.Onthisbasis,ithasindeedcostusagreatdeal.Fromthemomenttoopencredittillthetimeourbuyerspayus,thetie-upofourfundslastsaboutfourmonths.Underthepresentcircumstances,thisquesti
23、onisparticularlytaxingowingtothetightmoneyconditionandunprecedentedlyhighbankinterest.Inviewofourlongbusinessrelationsandouramicablecooperationprospects,wesuggestthatyouaccepteither“CashagainstDocumentsonarrivalofgoods”or“Drawingonusat60dayssight”.Yourfirstprioritytotheconsiderationoftheaboverequest
24、andanearlyfavorablereplywillbehighlyappreciated.Yoursfaithfully,MaryPurchasingManagerKeyWordsofCounterofferLetter1.counteroffern.还盘counter-counteroffer反还盘2.title称呼，称谓称呼，称谓DearSirorMadam,DearSirs,Towhomitmayconcern（敬启者）（敬启者）DearMr.Smith,3.receiptn.收到；接受收到；接受WeacknowledgereceiptofbothyourofferofMay5an
25、dthesamplesofMensShirts.你方你方5月月5日的报盘和男士衬衫样品均已收悉。日的报盘和男士衬衫样品均已收悉。WeareinreceiptofyourL/Ccovering1000pairsofleatherchoes.我方收到你方我方收到你方1000双皮鞋的信用证。双皮鞋的信用证。4.onthehighside价格偏高Weregrettosaythatthepricesyouquotedarefoundtoomuchonthehighside.我们很遗憾你方报价偏高。类似于价格高的表达方法有：Yourpriceisabithigh.你方价格有点高。Yourpriceisto
26、ohigh.你方价格太高。Yourpriceisratherstiff.你方价格相当高。Yourpriceisexcessive.你方价格过高。Yourpriceisprohibitive.你方价格令人望而却步。5.reduceyourprice降低价格Wewouldliketoplacerepeatorderswithyouifyoucouldreduceyourpriceatleastby1.5%.如果你方能至少降价1.5%，我们将向你方追加订单。降低价格的表示方法还有：lower/decrease/cutyourprice8.inviewof;considering鉴于Inviewoft
27、heforegoing,wetrustyouwillreconsiderthisquestion.鉴于以上所述，我们相信你方将重新考虑此问题。Inviewoftherawmaterialarerisingsharplyatpresent,wewouldkindlyaskyouresteemedcompanytoactasquicklyaspossible.鉴于目前原料的价格大幅度上涨，我们真诚地希望贵公司可以尽快做出决定。9.keencompetition竞争激烈Asthemarketisofkeencompetition,werecommendyourimmediateacceptance.
28、市场竞争激烈，我方建议你方立即接受。“竞争激励”的其他表达方式如下：intensive/extensive/strong/fiercecompetition10.atonesearliestconvenience尽早Pleasesendusyourreplyatyourearliestconvenience请尽早答复我们。我们还可以这样表达：Pleasesendusyourreplyassoonaspossible.2.Weregret.我们抱歉/很遗憾我们Weregretweareunabletodoasrequested.我很抱歉我们不能够按照你的要求去做。Weregrettosaytha
29、twecannotacceptyourprice.很遗憾地说，我们不能接受你方的价格。Weverymuchregretourinabilitytoacceptyourprice.我们对不能接受你方的价格感到非常遗憾。Weregretbeingunabletomeetyourrequest.很遗憾我们不能按照你的要求去做。3.counterofferonprice还价基本表达：1)Ourcounterofferisasfollows.我们还盘如下。2)Ourcounterofferiswellfounded.我们的还价是很合理的。3)Yourcounterofferisnotuptothepre
30、sentmarketlevel.你的还价是不符合目前市场价格。4)Pleasemakeusyourbestpossiblecounteroffer.请给我们你们最好的还盘。5)Thepriceyouofferisnotinlinewiththeprevailingmarket.你方报价与现行市场价不合。6)Itsimpossibleforustoentertainyourcounteroffer.我们不能接受你方的还价。7)Imsorry.Thedifferencebetweenourpriceandyourcounterofferistoowide.很遗憾，我们的价格与你方还盘之间的差距太大
31、。8)Thisisourrock-bottomprice,wecantmakeanyfurtherreduction.这是我方的最低价格，我们不能再让了。9)Howaboutmeetingeachotherhalfway?能不能互相做出让步？10)Ifyouacceptourcounteroffer,welladviseouruserstobuyfromyou.如您能接受我们的还盘，我们就劝用户向你方购买。11)Asarule,thelargertheorder,thelowertheprice.买得越多，价格越便宜，这是个惯例。12)Iappreciateyourcounterofferbu
32、tfindittoolowtoaccept.谢谢你的还价，我觉得太低了无法接受。13)Weaskforindulgencefor6daystomakeacounteroffer.我们要求宽限六天以便做出还价。14)Weregrettonotethatyouhaveturneddownourcounteroffer.我们很遗憾，知道你方已拒绝了我方的还价。4.Wehopetoreceiveyourearlyreply.我方希望早获得回复。Wehopeyoutakeoursuggestionintoseriousconsiderationandgiveusyourreplyassoonasposs
33、ible.希望贵方能够认真考虑我方建议并尽早答复我们。Yourfirstprioritytotheconsiderationoftheaboverequestandanearlyfavorablereplywillbehighlyappreciated.你方如能优先考虑上述要求并且尽早回复，我方不胜感激。Pleasesendusyourreplyatyourearliestconvenience.请尽早答复我们。5.take.intoaccount考虑，重视Youshouldtakeintoaccountnotonlythepricebutalsothequality.你方应予以考虑的不仅是价
34、格，而且还有质量。Inviewofourlongbusinessrelationsandouramicablecooperationprospects,wesuggestthatyouaccept。鉴于我们长期的业务关系和我们友好的合作前景，期望你方接受。SituationalDialogues(NegotiationonPrice)Dialogue1Dialogue2PracticalExercisesExerciseI.Translatethefollowingtermsandexpressions.ExerciseII.Choosethebestanswertocompleteeacho
35、fthefollowingsentences.ExerciseIII.Choosethebestprepositionstocompletethefollowingsentences.ExerciseIV.ChoosethecorrecttranslationforGroupAfromGroupB.ExerciseV.TranslatethefollowingsentencesintoChinese.ExerciseVI.TranslatethefollowingsentencesintoEnglish.ExerciseVII.TranslatethefollowingletterintoChineseExerciseVIII.TranslatethefollowingletterintoEnglish.ExerciseX.CompletethefollowingChineseintoEnglish.