Unit 11 (课件）-《外贸英语口语》同步教学（西南财经大学出版社）

Counter-offer (还盘) Unit Eleven 1 目录 Directory. Warm-up Key Terms Background Information Dialogues 参考译文 Notes Exercises 2 第一节 Warm-up 3 Warm-up When an offer is received,it is usually handled by the offeree in one of three ways: declining, conditional acceptance(counter-offer),or entire acceptance. When a buyer finds it difficult to accept some of the terms in an offer such as the price, he may ask the seller to make a better offer, or he may modify the terms and propose an acceptance on the new condition. Any change in the terms of the offer is considered as a refusal of the original offer. We can say counter-offer is an offer made in response to a previous offer, which is made by the other party during negotiations for a final contract. Making a counter-offer automatically rejects the prior offer, and requires an acceptance under the terms of the counter-offer or there is no contract. 4 Warm-up Example: Susan (seller) offers to sell her house for $150000,to be paid in 60 days; Bruce (buyer) receives the offer and gives Susan a counter-offer of $140000, payable in 45 days. The original offer is dead, despite the shorter time for payment since the price is lower. The seller then can choose to accept at $140000, counter again at some compromise price, reject the counter-offer, or let it expire. In a legal sense, a counter-offer is actually both a rejection to the original offer and a new offer(buyer‘s bid)made to the original offerer. And the seller becomes the offeree and the original buyer becomes the offerer in the counter-offer. 5 第二节 Key Terms 6 Key Terms counter-offer 还价,还盘 dual role 双重作用 reference price 参考价 current price, ruling price, prevailing price 现行价 opening price 开盘价 closing price 收盘价 reasonable price 合理价格 special price 特殊价格 price difference, price gap 差价 offer letter 报价书 offer sheet 出售货物单 offer list / book 报价单 offer price 售价 offering date 报价日 offering period 报价有效期限 lump offer 综合报盘(针对两种以上商品) bid /bɪd/ n. 递价;出价;递盘(由买方 发出) v.递盘 make