第一篇 section6（课件）-《外贸英语函电》同步教学（大连理工大学出版社）

/06 Situation Counter-offers Be able to ask for a price reduction Be able to decline a price reduction Be familiar with the words and expressions used in making a counter-offer Aims Today A counter-offer is a reply to an offer made by the offeree to the offeror ,accepting some terms and changing other terms. A counter-offer is , in fact, a partial or total rejection to the original offer . The offeree may not agree on the price，packing or payment terms made by the offeror and state his own terms instead. Such alterations indicate that business has to be negotiated on the renewed basis. So, a counter-offer is a new offer and at the same time, the original offer lapses.The original offeror has now become the offeree and he has the right to accept or refuse the counter-offer .In the latter case, he may make another counter-offer of his own. A counter-offer constitutes the main part of business negotiations . This process may go on for many a round till the transaction is concluded or called off. Background Information 还盘是受盘人对发盘人发盘的回复,接受一些条款并更改另—些条款。还盘其实是对最初发盘的部K发盘人受盘人可能不能接受发盘人提出的价格、包装于教等,在还盘中提出自己的示件。这样的更改意味着业务必须在新的基础上进行谈判，所以还盘是—个新的发盘。与此同时,原先的发盘到李效。原来的发的盘人变成规在的受盘人，他有权接受或拒绝此还盘。如果他拒绝这个还盘，他可以做出反还盘。 还盘是交易磋商中的主要组成部分。这一过程可能会进行多个回合直到交易达成或取消。 Background Information Specimen Letter 1-Asking for a Price Reduction Dear Mr. Qiu  Re: 100% Cotton Men’s Jackets Item No.7009A Thank you for your fax of Nov. 22, making us an offer for 100% Cotton Men’s Jackets at USD30.00/pc, FOB Shanghai. All the terms in the offer are acceptable except the price. While appreciating the quality and style of your jackets, we find your price to be on the high side. Now in our market, many suppliers, mainly from Asia, have been selling at a much lower price than yours. The chief sellers, worrying about their market shares, are again lowering their prices. To accept your quotation would leave us little profit since this is an area in which the principal demand is for articles in the medium price rang