unitcounteroffer)要点分析.docVIP

Unit Four Counteroffer Learning Objectives After completion of this unit, as an offeree, you should be able to: 1. Express the reason why you don’t accept an offer entirely; 2. Refuse an offer and know how to put forward your new proposals properly in writing; 3. Know the essential components of a letter of a counteroffer. Introduction In international trade, a counteroffer is a reaction made by the offeree after he/she receives an offer/a bid. It is virtually a partial rejection of an offer. It also means a proposal put forward by the offeree in the hope of concluding a transaction. It forms a new offer. Writing Tips In making a counteroffer, one has to state the terms most explicitly(明确地To compose a letter of counteroffer, you may: Step 1. 感谢发盘 Step 2. 对不能接受对方条件表示歉意 Step 3. 说明不能接受的理由，并提出合理的交易条件 Step 4. 说服对方接受自己提出的条件 Step 5. 表达合作愿望 If you have received such a letter, you can reply as follows: Step 1. 致谢； Step 2. 说明是否接受对方还盘。如果不接受，要表示歉意，说明不接受的原因并提出修改意见； Step 3. 说服对方接受你提出的交易条件，表达愿意成交的愿望 Specimen Letters Letter 3-1 A Counteroffer Made by the Buyer against High Price Jan. 12th, 2012 Dear Sirs, Re: Hainan Mango 2012 Crop We are in receipt of your e-mail of yesterday, offering us 50 metric tons of the captioned goods at EUR1200/MT CIP Amsterdam. In reply, we regret to inform you that the buyers at our end find your price to be on the high side. Information indicates that some parcels of Indian origin have been sold here at a level about 15% lower than yours. We do not deny that the quality of Hainan Mangos is slightly better, but the difference in price should, in no case, be as big as 15%. To step up trade, we, on behalf of our buyers, make the following counteroffer, subject to your reply reaching here by Jan. 28th, our time. “50 metric tons Mango 2012 crop at EUR1050/MT CIP Amsterdam, other terms as per your e-mail dated Jan. 9th, 2012.” As the market price is falling, we recommend your immediate a