3.3.2A Recounter-offer on Price (课件）-《商务英语函电》同步教学（中国人民大学出版社）

ENQUIRY, OFFER COUNTER-OFFER & ACCEPTANCE Steps in Business Negotiation Enquiry Offer Counter-offer Acceptance Project 3 Counter-offer Aims be familiar with the basic knowledge of counter- offer key words, terms and sentence patterns be able to put what has been learnt into practice Main Points different kinds of counter-offer writing guide students’ practice Aims and Main Points Counter-offer is virtually a counter proposal initiated by the offeree, which is a partial or complete rejection to the original offer but with an intention to conclude a contract. During the negotiation, many issues (such as price, quality, quantity, packing, shipment, payment, etc.) will be talked about between the exporter and the importer. If the exporter or the importer is dissatisfied with the terms and conditions offered by the other, he may ask for limitation, amendment or put forward his own suggestion instead. Such alterations indicate that business has to be negotiated on a renewed basis. Once a counter-offer is made, the original offer is no longer valid, and the offeree becomes the offeror as the counter-offer becomes a new offer. Background Information Counter-offer Price Minimum Quantity Payment Terms Shipment Terms Packing Commission or Discount Other Terms & Conditions A counter-offer is a new offer in essence. The party who receives a counter-offer has the right to accept or decline it. He may choose to make a recounter-offer(also known as counter counter-offer) if the divergence between the two parties is not too big. So counter-offer are usually time-consuming and may go many rounds before a deal is concluded or dropped. Both the exporter and the importer should choose proper way of communication, appropriate tone and right time to respond concisely and clearly in an attitude that values friendship and future trading opportunities. Task 1 A Counter-offer on Price T