TheStructureofanCounterOfferLetterInternationalfinancialcorrespondence了解還盤函的寫作原則02掌握還盤函的寫作結構0301還盤的定義01DefinitionofCounter-OfferLetterDefinitionofCounter-OfferLetter100塊不能再多了150塊買不買DefinitionofCounter-OfferLetterIninternationalbusinesscommunication,areplytoanaddition,limitationorotherchangetothetermsandconditionsofanofferiscalledacounter-offer.“在國際商務交流中，對發(fā)盤條件進行添加、限制或其他更改的答復就稱為還盤”。Counter-OfferLetterDefinitionofCounter-OfferLetter100塊不能再多了150塊買不買Counter-OfferLetter128.5給你吧128不能再多了Counter-Counter-OfferDefinitionofCounter-OfferLetter02PrinciplesforWritingCounter-OfferLetters正確性Correctness簡明性Conciseness具體Concreteness禮貌Courtesy使用的語言、語法、傳遞的信息準確無誤；使用正確的格式等。PrinciplesforWritingCounter-OfferLetters正確性Correctness簡明性Conciseness具體Concreteness禮貌Courtesy用盡量少的單詞或漢字將事情說清楚。PrinciplesforWritingCounter-OfferLetters正確性Correctness簡明性Conciseness具體Concreteness禮貌Courtesy應該提供具體的信息而不是概括性或抽象的信息。PrinciplesforWritingCounter-OfferLetters正確性Correctness簡明性Conciseness具體Concreteness禮貌Courtesy從對方角度考慮問題或者闡述問題，這樣更容易贏得對方的好感。學會使用積極和正面的詞來替代消極負面的詞語。可以贏得新的商機。PrinciplesforWritingCounter-OfferLetters03TheStructureofaCounter-OfferLetter首句：感謝對方的報盤，簡單重復信函的主要內容。第二句：明確表達不能接受報盤的歉意。第三句：補充說明不能接受的理由。第四句：提出具體的修改意見，即還盤的內容。結尾：希望對方能接受自己的還盤，表達互惠合作的愿望。＋1＋2＋3＋4＋5TheStructureofaCounter-OfferLetter首句Thankyouforyourpromptreplyanddetailedquotationtoourenquiryof15June.感謝對方的報盤，簡單重復信函的主要內容。DearSirorMadamTheStructureofaCounter-OfferLetter第二句明確表達不能接受報盤的歉意（清晰原則/禮貌原則）。Wearesorrytotellyouthatwecannotacceptyouroffer.DearSirorMadamThankyouforyourpromptreplyanddetailedquotationtoourenquiryof15June.TheStructureofaCounter-OfferLetter第三句補充說明不能接受的理由(運用具體原則）。Iamsorrytosaythatyourpricesareabout9%higherthanthoseofferedbyothersuppliers.“很抱歉，貴方的報價比其他供貨商的價格要高出9%。”Wearesorrytotellyouthatwecannotacceptyouroffer.DearSirorMadamThankyouforyourpromptreplyanddetailedquotationtoourenquiryof15June.TheStructureofaCounter-OfferLetter第四句提出具體的修改意見，即還盤的內容?！罢沾饲樾危曳浇ㄗh貴方在價格方面給以優(yōu)惠，降價8%如何？”Suchbeingthecase,maywesuggestthatyoumakeareductioninyourprice,say,8%?Iamsorrytosaythatyourpricesareabout9%higherthanthoseofferedbyothersuppliers.Wearesorrytotellyouthatwecannotacceptyouroffer.DearSirorMadamThankyouforyourpromptreplyanddetailedquotationtoourenquiryof15June.虛擬語氣，表達委婉、禮貌；TheStructureofaCounter-OfferLetter結尾希望對方能接受自己的還盤，表達互惠合作的愿望?！跋ＭF方考慮我方還盤，并盡早發(fā)傳單表示接受。”Wehopeyouwillconsiderourcounter-offermostfavorably,andfaxusacceptanceatyourearlyconvenience.Yoursfaithfully,(Signature)Suchbeingthecase,maywesuggestthatyoumakeareductioninyourprice,say,8%?Iamsorrytosaythatyourpricesareabout9%higherthanthoseofferedbyothersuppliers.Wearesorrytotellyouthatwecannotacceptyouroffer.DearSirorMadamThankyouforyourpromptreplyanddetailedquotationtoourenquiryof15June.TheStructureofaCounter-OfferLetterDearSirorMadamThankyouforyourpromptreplyanddetailedquotationtoourenquiryof15JuneWearesorrytotellyouthatwecannotacceptyouroffer.Iamsorrytosaythatyourpricesareabout9%higherthanthoseofferedbyothersuppliers.Suchbeingthecase,maywesuggestthatyoumakeareductioninyourprice,say,8%?

Wehopeyouwillconsiderourcounter-offermostfavorably,andfaxusacceptanceatyoure