1、Unit 5: Count-Offer 學(xué)習(xí)目標(biāo)了解還盤和返還盤的基本知識(shí)；熟悉還盤和回復(fù)還盤信函的內(nèi)容結(jié) 構(gòu)、寫作原則及常用表達(dá)； 能根據(jù)不同情境撰寫還盤信函。本講內(nèi)容Section 1: IntroductionSection 2: Writing Principles of A Counter-Offer LetterSection 3: Specimen Letters Section 1：Introduction 還盤的概念和特點(diǎn)還盤的規(guī)律返還盤的概念Section 1：Introduction還盤(Counter-offer)，又稱還價(jià)。在國(guó)際商務(wù)交流談判中，當(dāng)買方收到賣方的報(bào)盤以

2、后，如果不接受或者不能完全接受其交易條件，就需要進(jìn)一步洽談。買方可以針對(duì)價(jià)格、支付方式、裝運(yùn)期等主要交易條件進(jìn)行修改或提出不同的建議。 Company LogoSection 1：Introduction還盤的實(shí)質(zhì)： 還盤實(shí)質(zhì)上構(gòu)成對(duì)原發(fā)盤的某種程度的拒絕，也是受盤人以發(fā)盤人的地位向原發(fā)盤人提出的一項(xiàng)新發(fā)盤。因此，一項(xiàng)發(fā)盤經(jīng)受盤人的還盤后即失去效力，發(fā)盤人不再受其約束，除非得到原發(fā)盤人的同意，受盤人不得在還盤后反悔，再接受原發(fā)盤 Company LogoSection 1：Introduction 還盤規(guī)律: 一般說(shuō)，一方的發(fā)盤經(jīng)對(duì)方改變了內(nèi)容，還盤以后就應(yīng)視為失效，發(fā)盤人不再受原發(fā)盤的約束；

3、同時(shí)，接盤人在還盤中對(duì)原發(fā)盤有任何一點(diǎn)的改變，或?qū)υl(fā)盤有任何一點(diǎn)的減少和增加，都是對(duì)原發(fā)盤的拒絕；接盤人在還盤以后又愿意接受原發(fā)盤，發(fā)盤人既可以確認(rèn)，也可以拒絕。 Company LogoSection 1：Introduction 受盤人在收到發(fā)盤后，有兩種處理辦法：1）完全同意發(fā)盤所提出的交易條件，并及時(shí)向?qū)Ψ桨l(fā)出接受通知，這就是所謂達(dá)成交易； 2）不同意發(fā)盤人在發(fā)盤中所提出的條件，并向發(fā)盤人提出自己的修改條件，這就是所謂的還盤。 Company LogoSection 1：Introduction返還盤(Counter-counter-offer)的概念 還盤是對(duì)報(bào)盤的否定。還盤一經(jīng)作

4、出，原發(fā)盤即失去效力，發(fā)盤人不再受其約束，也就是說(shuō)還盤就是受盤人向原發(fā)盤人提出的一項(xiàng)新發(fā)盤。原來(lái)的發(fā)盤人（offeror）變成了現(xiàn)在的受盤人，而原來(lái)的受盤人（買方或進(jìn)口商）變成了現(xiàn)在的發(fā)盤人。在這種情況下，新的受盤人（賣方或出口商）可能同意也可能不同意還盤里的交易條件。如果賣方拒絕其中的交易條件，這就稱為返還盤。Company LogoSection 2： Writing Principles of A Counter-Offer Letter 國(guó)際貿(mào)易還盤信函的基本內(nèi)容、寫作要點(diǎn) 國(guó)際貿(mào)易還盤信函的常用表達(dá)Section 2： Writing Principles of A Counter-

5、Offer Letter 國(guó)際貿(mào)易還盤信函的功能在于買賣雙方協(xié)商一些具體條件，因此，一定要做到信息內(nèi)容正確、結(jié)構(gòu)明確、敘述清楚。一般說(shuō)來(lái)，還盤信函主要包括如下內(nèi)容： 1. 感謝對(duì)方的報(bào)盤，并簡(jiǎn)要重復(fù)信函的主 要相關(guān)內(nèi)容； 2. 表達(dá)遺憾不能接受報(bào)盤/還盤； 3. 解釋不能接受的理由；Company LogoSection 2： Writing Principles of A Counter-Offer Letter 4. 還盤/反還盤，提出具體的修改建議； 5. 希望還盤或反還盤被接受，表達(dá)互惠合 作的愿望。Company LogoSection 2：Writing Principles of

6、 A Counter-Offer Letter 還盤常用短語(yǔ): on counter-offer） counter-offer 還盤 counter-counter-offer 反還盤 trade agreement 貿(mào)易協(xié)定 favorable terms 優(yōu)惠條件 total quantity 總量 minimum quantity 最低購(gòu)買量Company LogoSection 2：Writing Principles of A Counter-Offer Letter firm offer 實(shí)盤 non-firm offer 虛盤 price of factory 廠價(jià) price

7、per unit 單價(jià) extra price 附加價(jià) gross price 毛價(jià)Company LogoSection 2：Writing Principles of A Counter-Offer Letter submit an offer 提交報(bào)盤 renew an offer, to reinstate an offer 恢復(fù)報(bào)盤 entertain your counteroffer 考慮接受你方還盤 the prevailing market level 目前市場(chǎng)價(jià)格水平Company LogoSection 2：Writing Principles of A Counter-

8、Offer Letter常用句子:(1) Our price is reasonable compared with that in the international market. 我們的價(jià)格和國(guó)際市場(chǎng)的價(jià)格相比還是合理的。(2) Your price is higher than those we got from elsewhere. 你們的價(jià)格比我們從別處得到的報(bào)價(jià)要高。Company LogoSection 2：Writing Principles of A Counter-Offer Letter(3) In respect to quality, I dont think th

9、at the goods of other brands can compare with ours. 在質(zhì)量方面，其他牌號(hào)的商品很難和我們的相比。(4) In order to conclude the transaction, I think you should reduce your price by at least 5%. 為了促成交易，我認(rèn)為你們至少得讓5%才行。(5) This is our rock-bottom price; we cant make any further reduction. 這是我方的最低價(jià)格，我們不能再讓了。Company LogoSection 2

10、：Writing Principles of A Counter-Offer Letter(6)If you have taken everything into considerations, you may find our quotation lower than those you can get elsewhere. 如果把各種因素都加以考慮，您會(huì)發(fā)現(xiàn)我們的報(bào)價(jià)比別處的報(bào)價(jià)要低。(7)Its absolutely out of the question for us to reduce our price to your level. 我們不將價(jià)格降到你方要求的那么低。(8)This

11、 offer is based on an expanding market and is competitive.此報(bào)盤著眼于擴(kuò)大銷路而且很有競(jìng)爭(zhēng)性。Company LogoSection 2：Writing Principles of A Counter-Offer Letter(9)The profit margin for these products is so thin that any price reduction would make business transactions pointless. 這些產(chǎn)品的利潤(rùn)很薄，任何降價(jià)都會(huì)使生意失去意義。(10) In order

12、to conclude the transaction, we accept your price. 為了達(dá)成交易，我們接受你方的價(jià)格。Company LogoSection 2：Writing Principles of A Counter-Offer Letter(11)In view of our long-standing business relations, we decide to accept your counter-offer as an exceptional case. 考慮到我們長(zhǎng)期的業(yè)務(wù)關(guān)系，我們決定破例接受你方的還盤。(12)We may accept your

13、price only if you can make an earlier shipment. 如果你們答應(yīng)提前交貨，我們可以接受你方的價(jià)格。Company LogoSection 3: Specimen LettersLetter 5.1 下面是一封由出口商寫給進(jìn)口商的還盤信函 Dear Sirs, We acknowledge with thanks receipt of your enquiry of March 15, and are pleased to hear that you are interested in our porcelain wares. （本段主要感謝對(duì)方的詢盤

14、） In the letter, you asked us for a special price discount of 3% of the price list. While appreciating your order, we feel we must point out that our listed prices have already been cut to the minimumCompany LogoSection 3: Specimen Letters possible, and our goods are unobtainable elsewhere at our ra

15、te. We are sure the good quality of our products and reasonable price will equip you with great competitive edge in your market.（還盤） We should, however, be pleased to allow you the requested 3% if you care to raise your order to 3 000 sets and we await your confirmation before putting the matter in

16、hand.（提出具體的修改建議 With our best regards.（結(jié)束語(yǔ)） Yours faithfully, （Signature）Company Logo acknowledge v. 承認(rèn)；告知收到（信件等） Examples:He finally acknowledged that they had been defeated.他終于承認(rèn)他們被擊敗。We must acknowledge his letter.我們必須通知他收到了他的來(lái)信。Company Logo order n. 訂單（用作名詞時(shí)可與動(dòng)詞send, give, make等搭配） vt. 訂購(gòu) Exampl

17、es:If you reduce your price by 3, we will send you an order immediately. 如你方能將價(jià)格降低3，我們將立即發(fā)送訂單。For your “Goldlion” Brand Bicycles, wed like to order 1 000 pieces. 關(guān)于你方的金獅牌自行車，我方樂(lè)意訂購(gòu)1000輛。 Company Logo point out 指出，指明Examples:point out a mistake 指出錯(cuò)誤I must point out that further delay would be unwise.

18、我必須指明再延誤就要吃大虧了。Company Logominimum adj. 最小的，最低的 maximum adj. 最高的，最大的Examples:minimum quantity 最低購(gòu)買量minimum price 最低價(jià)格minimum lending rate 最低利率minimum wage 最低工資maximum temperature 最高溫度Company LogoSection 3: Specimen LettersLetter 5.2 這是一封由買方寫給賣方的還盤信函，在信中，買方要求賣方降低價(jià)格 Dear Sirs, Your Offer No.146 for QI

19、NDAO-LIEBHERR Refrigerators We have received your offer No.146 offering us 2 500 sets for three designs of the subject article. (收到對(duì)方的報(bào)盤并簡(jiǎn)要重復(fù)信函的主要相關(guān)內(nèi)容) In reply, we regret to inform you that our clients find your price much too high. InformationCompany LogoSection 3: Specimen Letters indicates that

20、some kinds of the said articles made in other countries have been sold here at level about 5% lower than that of yours. (表達(dá)遺憾不能接受報(bào)盤 ) We do not deny that quality of your products is slightly better, but the difference in price should, in no case, be so big to step up the trade, we counter offer as f

21、ollows, subject to your reply here by 5 p.m. our time, February18: US$ 400.00for BYD212 US$ 365.00 for BYD157Company LogoSection 3: Specimen Letters US$ 375.00 or BYD219 （本部分解釋不能接受報(bào)盤的理由 ） As the market is of keen competition, we recommend your immediate acceptance. （ 希望還盤被接受） Yours faithfully, (Sign

22、ature)Company Logo Section 3: Specimen Letterscounter-offer v. & n. 還盤，還價(jià) Examples: The price you counter-offer is not in line with the prevailing market. 你方還盤價(jià)格與市場(chǎng)價(jià)不符。 We are sorry to tell you that we can not accept your counter-offer. 非常抱歉地告訴你方，我方不能接受你方還價(jià)。Company Logo Section 3: Specimen Letterske

23、en competition 激烈的競(jìng)爭(zhēng) Examples: keen 用于商業(yè)信函中，常見(jiàn)表達(dá)有： keen interest 強(qiáng)烈的興趣 keen price 薄利的價(jià)格，低價(jià)Company LogoSection 3: Specimen LettersLetter 5.3 這是一封由出口商寫的接受還盤的信函 Dear Sirs, We have received your offer of April 15 and regret that you have turned down our counteroffer. (表達(dá)遺憾對(duì)方?jīng)]能接受還盤) As we are in urgent n

24、eed of the goods and anxious to conclude the business with you, we have made our every effort to persuade our client to accept your offer of $32.00 per piece. Fortunately, our customer in Vancouver has changed his mind and approached us again with an order for 4 000Company LogoSection 3: Specimen Le

25、tters dozen of the above goods on your terms.（本段主要解釋接受還盤的理由 ） We are very pleased to have been able to finalize this initial business with you after protracted exchange of correspondence, and look forward to your sales contract, upon receipt of which, we will open the relative L/C without delay.（表達(dá)互

26、惠合作的愿望） Yours faithfully, (Signature)Company Logo Section 3: Specimen Lettersturn down v. 拒絕，回絕 Examples: They turned town his proposal. 他們拒絕了他的提議。 He tried to join the army but was turned down because of poor health. 他想?yún)④?，但因身體不好被拒絕。 Company Logoconclude the business 達(dá)成交易也可用 close business, come to

27、terms, come to business.Examples: We are glad to have concluded this transaction with you. 我們很高興和你們達(dá)成了這筆交易。 Company Logo Section 3: Specimen LettersFinalize v. 完成，達(dá)成 Examples: finalize the business = conclude the business 達(dá)成交易 finalize ones plan 把計(jì)劃確定下來(lái)Company Logoprotract v. 延長(zhǎng)，拖延 Lets not protract

28、 the debate any further. 我們不要再繼續(xù)爭(zhēng)論下去了Company LogoExamples: Section 3: Specimen LettersSection 3: Specimen Letters Letter 5.4 這是一封由進(jìn)口商寫的還盤信函。 Dear Sirs, We thank you for your quotation of February 3 for 1 000 sets of Panasonic 118 Color TV. We find your price as well as delivery date satisfactory, ho

29、wever we would give our suggestion of an alteration of your payment terms. （感謝對(duì)方的報(bào)盤，并簡(jiǎn)要重復(fù)信函的主要相關(guān)內(nèi)容） Our past purchase of other household electrical appliances from you has been paid as a rule by confirmed, irrevocable letter of credit at sight. On Company LogoSection 3: Specimen Letters this basic,

30、it has indeed cost us a great deal. From the moment to open credit till the time our buyer pay us, the tie-up of our funds lasts about four months. Under the present circumstances, this question is particularly taxing owing to the tight money condition and unprecedented high bank interest.（要求更換支付方式）

31、 In view of our long business relations and our amicable cooperation prospects, we suggest that you accept either “Cash againstCompany LogoSection 3: Specimen Letters Documents on arrival of goods” “Drawing on us at 60days sight”.（還盤，提出具體的建議） Your first priority to consideration of the above request

32、 and an early favorable reply will be highly appreciated. （表達(dá)希望盡快得到回復(fù)的愿望） Yours faithfully, (Signature)Company LogoExamples: As a rule, we give our agents 3 of commission. 通常我們給代理商3的傭金。Company Logoas a rule = usually 通常 Section 3: Specimen Letterstaxing a. 難以負(fù)擔(dān)的，使人感到有壓力的 Such an amount is taxing for

33、 a firm of moderate means. 這樣一筆數(shù)額對(duì)一個(gè)中等財(cái)力的商號(hào)是有壓力的。Company LogoExamples: tight a.（錢、商品等）緊的，難得到的 Examples: tight money 銀根緊 tight-up of funds 占有資金Company Logo Company Logocash against documents on arrival of goods 貨到后憑單付款，簡(jiǎn)稱CAD（Cash Against Documents) （憑單付款是從買方角度說(shuō)的，即買方付款是以賣方提供一定的單據(jù)為條件。） draw v. 開(kāi)出（匯票）常用

34、表達(dá)為：1)draw(a draft) on sb. for開(kāi)出向某人索取的匯票；2)draw on sb. against sth.這個(gè)結(jié)構(gòu)，表示開(kāi)出匯票向某人索取某筆款項(xiàng) 3)drawings n. pl. 用匯票支取的金額 Company Logo Examples: As agreed, we are drawing (a draft) on you for the value of this sample shipment. 按照商定，對(duì)這批樣貨的價(jià)款，我們開(kāi)出匯票向你方索取。 As agreed, we are drawing on you at sight against you

35、r purchase of a sample lot. 按照商定，對(duì)你方所購(gòu)樣貨我們開(kāi)出即期匯票。 Your letter of credit is to allow 5 more or less in drawings. 你方信用證應(yīng)準(zhǔn)許在收款時(shí)有5的上下幅度。Company Logo Section 3: Specimen Letters Letter 5.5 這是一封由賣方要求買方合理定價(jià)的還盤信函。 Dear Sirs, We learn from your letter of May 12, in which you think that our price for the subj

36、ect article is found to be on the high side.（簡(jiǎn)要重復(fù)信函的主要相關(guān)內(nèi)容 ） Much as we would like to cooperate with you in expanding sales, we are regretful that we just cannot see our way clear to entertain your counter-offer, as the price we quoted isCompany LogoSection 3: Specimen Lettersquite realistic and you

37、r counter-offer is under our cost, because the raw material itself has been increased very much. As a matter of fact, we have received a lot of orders from various sources at our level. Moreover, after investigation to your market, we trust that it will not be difficult for our products to get a footing in your local market if you should manage to do some marketing work.（遺憾不能接受還盤并解釋不能接受的理由）If you see any chance to do better, please let us know. On account of a limited supply available Company LogoSection 3: Specimen Lettersat present, we would ask you to act quickly. In the mean