教案 Counteroffers.docVIP

外贸函电课程教案 课题：Counteroffers 课时： 周次： 授课日期： 地点： 授课方式及手段：Lecturing, Task-based approach, Questioning, Discussion, Practicing… 教学目标： After studying this part, the students are able to: 1.To learn ways of counter-offering. 2.To learn useful expressions about counter-offers. 3.To practice writing counter-offer letters. 教学重难点： 1. To learn useful expressions about counter-offers. 2. To practice writing counter-offer letters. 教学过程与内容： Part I Step one warm-up Questions: What is a counter-offer? How to write a counter-offer? Step Two Presentation for Introduction ▆What is a counter-offer: A counter-offer is virtually a partial rejection of the original offer and also a counter proposal initiated by the buyer or the offeree. The buyer may show disagreement to the price, or packing, or shipment and state his own terms instead. Such alterations, no matter how slight they may appear to be, signify that business has to be negotiated on the renewed basis. The original offerer or the seller now becomes the offeree and he has the full right of acceptance or refusal. In the latter case, he may make another counter-offer of his own. This process can go on for many a round till business is finalized or called off. （Make an offer）→ Seller(offerer发盘人) ←——————————→buyer (offeree受盘人) ←———————————— (make response to an offer ) ↙ ↓ ↘ 1) accept the offer 2)reject the offer 3)amend or change completely completely certain terms or conditions (conclusion ) (rejection) a. change the price terms b. payment c. packing d. shipment e. insurance clause (counter-offer) ▆The rules for making a counteroffer: In making a counter-offer, one has to state the terms most explicitly and use words very carefully so as to avoid ambiguity or misunderstanding, the same way as one usually does