Chapter5（课件）-《外贸函电》同步教学（西南财经大学出版社）

Chapter Five Counter-offers and Declining Orders （还盘） Lesson 15 Lesson 16 Lesson 17 Lesson 18 Lesson 19 主要内容 Objectives be able to write letters negotiating about trading terms with other companies. know the effect of counteroffer. be able to make concessions and attacks politely and reasonably when writing counter-offers. Objectives In international business negotiation, the seller’s quotation is often much higher than what the buyer has expected, so in this case, if the seller and the buyer want to conclude a transaction, they must drive a hard bargain. Leading In 15 Making Counter-offer Proposing other possible opportunities to keep business going. Suggesting the acceptable terms and conditions to maintain business transaction. Expression of regret and statement of reasons for inability to accept the offer. Expression of thanks to the offerer. Structure of the Counteroffer： Dear Sirs, Re: Cotton Shirts We have acknowledgement of your letter of August 15 offering us 5000 pieces of the captioned goods at US$ 45.00 per piece CIF Vancouver on the usual terms. In reply, we very much regret to state that our end-users here find your price too high and out of line with the prevailing market. Information indicates that the price of your products is 15% higher than that of the Indian origin. We know clearly that the quality of Chinese products is slightly better but the difference in price should not be so big. Such being the case, it is impossible for us to persuade our end-users to accept your price, as goods of similar quality are easily obtained at a much lower figure. To step up the trade, on behalf of our end-users, we counteroffer as follows, subject to your confirmation reaching us before the end of this month: 5000 pieces Cotton Shirts at US $38.00 per piece CIF3% Vancouver, other terms as per your letter of August 15. It is in view of our long-standing business relat