1、第八講,報(bào)盤（offer）與還盤（counter-offer）的翻譯,1. 報(bào)盤的基礎(chǔ)知識(shí),報(bào)盤（offer）也叫報(bào)價(jià)，是賣方主動(dòng)向買方提供商品信息，或者是對(duì)詢盤的答復(fù)，是賣方根據(jù)買方的來(lái)信，向買方報(bào)盤，其內(nèi)容可包括商品名稱、規(guī)格、數(shù)量、包裝條件、價(jià)格、付款方式和交貨期限等。報(bào)盤有兩種： 虛盤（non-firm offers）, 即無(wú)約束力的報(bào)盤。一般情況下，多數(shù)報(bào)盤均為虛盤，虛盤不規(guī)定報(bào)盤的有效日期，并且附有保留條件，如：The offer is subject to our final confirmation/prior sale. 該報(bào)盤以我方最后確認(rèn)/事先售出為準(zhǔn)。 實(shí)盤（firm

2、offers）則規(guī)定有效日期，而且賣盤一旦被接受，報(bào)盤人就不能撤回。,虛盤案例,實(shí)盤案例,報(bào)盤是按照所表述的條件與對(duì)方達(dá)成交易、簽訂合同的一種肯定表示。構(gòu)成一項(xiàng)法律上有效的發(fā)盤，必須具備幾個(gè)基本條件： 1. 報(bào)盤是指買賣雙方的一方，即發(fā)盤人提出的交易條件； 2. 是發(fā)盤人向一個(gè)或一個(gè)以上的受盤人提出的； 3. 表明愿意承受條件約束的意思表示； 4. 內(nèi)容必須十分確定； 5. 送達(dá)受盤人，并有確定的有效期。 發(fā)盤在被接受之前并不產(chǎn)生法律效力，可在一定條件下隨時(shí)終止或者撤回發(fā)盤。,2. 報(bào)盤 （Offer）的慣用表達(dá),1. We have the offer ready for you. 2. I

3、 come to hear about your offer for fertilizers. 3. We are in a position to offer tea from stock. 4. We can offer you a quotation based upon the international market. 5. We offer firm for reply 11 a.m. tomorrow. 6. My offer was based on reasonable profit, not on wild speculations.,我們已經(jīng)為你準(zhǔn)備好報(bào)盤了。 我來(lái)聽(tīng)聽(tīng)你

4、們有關(guān)化肥的報(bào)盤。 我們現(xiàn)在可以報(bào)茶葉現(xiàn)貨。 我們可以按國(guó)際市場(chǎng)價(jià)格給您報(bào)價(jià)。 我們報(bào)實(shí)盤，以明天上午11點(diǎn)答復(fù)為有效。 我的報(bào)價(jià)以合理利潤(rùn)為依據(jù)，不是漫天要價(jià)。,報(bào)盤 （Offer）的慣用表達(dá),7. We always try out best to meet your requirements in view of our long relations. 8. Is your offer a firm one or one subject to final confirmation? 9. This offer is based on an expanding market and is

5、competitive. 10. Please renew your offer for two days further. 11. Please renew your offer on the same terms and conditions. 12. The offer will remain open for 3 days.,鑒于我們長(zhǎng)期的貿(mào)易關(guān)系，我們總是盡力滿足你們的要求。 你報(bào)的是實(shí)盤還是以最后確認(rèn)為準(zhǔn)？ 此報(bào)盤著眼于擴(kuò)大銷路而且很有競(jìng)爭(zhēng)性。 請(qǐng)將報(bào)盤延期兩天 請(qǐng)按同樣條件恢復(fù)報(bào)盤。 報(bào)價(jià)的有效期為3天。,報(bào)盤函-1,Quotation sheet 報(bào)價(jià)單 Art No. = A

6、rticle No. 貨號(hào) Type + 數(shù)字： 某某型號(hào) Prompt shipment 即期裝運(yùn) CIFC2% New York 紐約到岸價(jià)外加2%的傭金 Under separate cover 另行郵寄,報(bào)盤函 2,報(bào)盤3,3. 還盤（counter-offer）,還盤（counter-offer）又稱還價(jià)，是受盤人對(duì)發(fā)盤內(nèi)容不完全同意而提出修改或變更的表示，是對(duì)發(fā)盤條件進(jìn)行添加，限制或更改的答復(fù)。還盤只有受盤人才可以做出，其他人做出無(wú)效。 受盤人在接到發(fā)盤后，不能完全同意發(fā)盤的內(nèi)容，為了進(jìn)一步磋商交易，對(duì)發(fā)盤提出修改意見(jiàn)，用口頭或書面形式表示出來(lái)，就構(gòu)成還盤。 受盤人在收到發(fā)盤后，有

7、兩種處理辦法：一種是完全同意發(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；另一種情況是，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。 此外，還有一種有條件的接受，即在答復(fù)對(duì)方的發(fā)盤時(shí)，在表示“接受”的同時(shí)，又附加上某種條件，這是還盤的另一種形式，實(shí)際上也是對(duì)發(fā)盤的拒絕。,還盤（counter-offer）是交易方式之一，即接盤人對(duì)所接發(fā)盤表示接受，但對(duì)其內(nèi)容提出更改的行為。還盤實(shí)質(zhì)上構(gòu)成對(duì)原發(fā)盤的某種程度的拒絕，也是接盤人以發(fā)盤人地位所提出的新發(fā)盤。因此 ，一經(jīng)還盤，原發(fā)盤即失效，新發(fā)盤取代它成為交易談判的基礎(chǔ)。如果另一方對(duì)還盤內(nèi)容不

8、同意，還可以進(jìn)行反還盤（或稱再還盤）。還盤可以在雙方之間反復(fù)進(jìn)行，還盤的內(nèi)容通常僅陳述需變更或增添的條件，對(duì)雙方同意的交易條件毋需重復(fù)。在國(guó)際貿(mào)易中，往往經(jīng)過(guò)多次的還盤、反還盤，才最終達(dá)成協(xié)議。,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；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。,還盤應(yīng)注意的事項(xiàng),還盤 （Counter offer）的慣用表達(dá),1. We think your offer is too high, which is

9、 difficult for us to accept. 2. Our offer is reasonable and realistic. It comes in line with the prevailing market. 3. If you insist on your price and refuse to make any concession, there will be not much point in further discussion. 4. Lets have your counteroffer. 5. We make a counter-offer to you

10、of $150 per metric ton F.O.B. London. 6. Your counteroffer is too low and we cant accept it.,我們認(rèn)為你方的報(bào)價(jià)太高了，我方難以接受。 我方的報(bào)價(jià)是合理的、現(xiàn)實(shí)的，符合當(dāng)前市場(chǎng)的價(jià)格水平。 如果你方堅(jiān)持自己的價(jià)格，不作讓步，我們沒(méi)有必要再談下去了。 請(qǐng)還個(gè)價(jià)。 我們還價(jià)為每公噸倫敦離岸價(jià)150美元。 你方還價(jià)太低了，我方無(wú)法接受。,還盤 （Counter offer）的慣用表達(dá),7. Its absolutely out of the question for us to reduce our pric

11、e to your level. 8. We cant accept your offer unless the price is reduced by 5%. 9. Im afraid I dont find your price competitive at all. 10. Still, I think it unwise for either of us to insist on his own price. 11. Ill respond to your counter-offer by reducing our price by three dollars. 12. If the

12、price is higher than that, wed rather call the whole deal off.,我們不可能將價(jià)格降到你方要求的那樣低。 除非你們減價(jià)5%，否則我們無(wú)法接受報(bào)盤。 我看你們的報(bào)價(jià)毫無(wú)任何競(jìng)爭(zhēng)性。 不過(guò)，我認(rèn)為彼此都堅(jiān)持自己的價(jià)格是不明智的。 我同意你們的還價(jià)，減價(jià)3元。 如果價(jià)格比這還高，我們寧愿放棄這樁生意。,Dear Sirs， In reply to your letter of 21st November，we have pleasure in enclosing a detailed quotation for bathroom showe

13、rs. Besides those advertised in the Builders Journal，our illustrated catalogue also enclosed shows various types of bathroom fittings and the sizes available. Most types can be supplied from stock.45-60 days should be allowed for delivery of those marked with an asterisk. Building contractors in Hon

14、g Kong and Taiwan have found our equipment easy to install and attractive in appearance. Naturally all parts are replaceable，and our quotation includes prices of spare parts. We can allow a 2% discount on all orders of US$6，000 in value and over，and a 3% on orders exceeding US$20，000. Any orders you

15、 place with us will be processed promptly. Yours sincerely，F(xiàn)rancesco MaraniSales Manager,還盤函（完全接受）,報(bào)盤,還盤（有條件接受）,復(fù)還盤（1）,復(fù)還盤（2）,定盤（firm offer）,定盤（firm offer）是指在發(fā)盤人發(fā)盤后受盤人完全接受發(fā)盤的條件而確定交易或者在受盤人收到發(fā)盤后提出一定的變更條件后發(fā)盤人表示接受而確定交易的情形。 一般定盤以后雙方就步入了合同簽訂的階段。,議價(jià) Negotiating Prices,1. Its not possible for us to make any

16、 sales at this price. 2. Well, ordinarily its $ 13.62! But since our business relationship is of long standing, I will make it $ 13.00. 3. Your price is higher than other companies. 4. But considering the high quality, our price is very reasonable. 5. If you could go a little lower, Id give you the

17、order here and now. 6. Im afraid I cant. They are our bottom wholesale prices. 7. Could you make it $6.50 per set, C.I.F. Hamburg? 8. What about the quantity? 9. 500 sets for September shipment. 10. Can we meet each other half way? 11. I must talk with my boss before I make up my mind. 12. Lets clos

18、e the deal at $6.70 per set, C.I.F. Hamburg.,我們無(wú)法以這種價(jià)格銷售。 唔，通常是要13.62美元的！不過(guò)考慮到我們長(zhǎng)久以來(lái)的貿(mào)易關(guān)系，我算你13美元吧。 你方的價(jià)格比其它公司的價(jià)格高。 不過(guò)鑒于產(chǎn)品的優(yōu)良質(zhì)量，我們的價(jià)格非常合理。 如果你能把價(jià)格降低一點(diǎn)，我馬上便向你們訂貨。 恐怖不能。這已經(jīng)是我們的批發(fā)底價(jià)了。 你能否把價(jià)格定在每套6.50美元，C.I.F.漢堡？ 數(shù)量多少？ 500套于9月裝船。 我們能折衷一下嗎？ 作決定之前，我必須和我老板討論一下。 讓我們以每套6.70美元C.I.F.漢堡商定這宗買賣吧。,還盤函,Dear Sirs， Th

19、ank you for your letter of 20 January 2006. We are disappointed to hear that our price for Flame cigarette lighters is too high for you to work on. You mentioned that Japanese goods are being offered to you at a price approximately 10% lower than that quoted by us. We accept what you say, but we are

20、 of the opinion that the quality of the other makers does not measure up to that of our products. Although we are keen to do business with you, we regret that we cannot accept your counter offer or even meet you half way. The best we can do is to reduce our previous quotation by 2%. We trust that th

21、is will meet with your approval. We look forward to hearing from you. Yours faithfully,復(fù)盤函(Counter-offer ),Dear sirs, We welcome your enquiry of 22nd August and thank you for your interest in our products. A copy of our illustrated catalogue is being sent to you today, with samples of some of the sk

22、ins we regularly use in our manufactures. Unfortunately, we cannot sendyou immediately a full range of samples, but you may take it that such leathers as chamois and doeskin, not represented in the parcel, are of the same high quality. Mr Wang, our overseas director, will be in Rome early next month

23、 and will be pleased to call on you. He will have with him a wide range of our manufactures and when you see them we think you will agree that the quality of the material used and high standard of craftsmanship will appeal to the most selective buyer. We also manufacture a wide range of hand-made le

24、ather hand-bags in which we think you may be interested. They are fully illustrated in the catalogue and are of the same high quality as our gloves. Mr Wang will be able to show you samples when he calls. We look forward very much to the pleasure of receiving an order from you. Yours faithfully,定盤（f

25、irm offer),Dear sirs, Groundnuts & Walnutmeat We confirm your cable of 2nd September asking us to make you firm offers for both Groundnuts (花生) and Walnutmeat(胡桃肉)CFR Copenhagen. We cabled back this morning, offering you 250 metric tons of Groundnuts, Hand-picked, Shelled and Ungraded at RMB￥1,800 n

26、et per metric ton CFR Copenhagen or any other European Main Port for shipment during October / November,2013. This offer is firm, subject to the receipt of reply by us before 25th September. Please note that we have quoted our most favorable price and are unable to entertain any counteroffer. As reg

27、ards Walnutmeat, we would inform you that the few parcels we have at present are under offer elsewhere. However, if you should make us an acceptable bid, there is a possibility of your obtaining them. As you are aware that there has been lately a large demand for the above commodities, such growing

28、demand has doubtlessly resulted in increased prices. However you may avail yourselves of the advantage of this strengthening market if you will send us an immediate reply. Yours truly,Dear sirs, A year ago you placed a substantial order for Type CB555 Rechargeable Battery, a discontinued line that w

29、e had on offer at the time. As we now have a similar line on offer, i.e. Type AP303, it occurs to us that you may be interested. We have a stock of 1,200 dozen of Type AP303 (see enclosed leaflet) which we are selling off at Stg 60 per dozen with a quantity discount of up to 15%, though we are prepared to give 20% for an offer to buy the complete stock. We are giving you the first chance in view of your previous order, but we should appreciate a prompt reply so that we can put the offer out in the event of your no