外语经贸函电课件unit3.pptVIP

Unit 3 On Price (counter-offers) Making Counter-offers After the buyer receives the offer, he may think it is unreasonable and not accept it. He could negotiate with the seller on price or some other aspects. This process is called counter-offer. Making Counter-offers A counter-offer is a partial rejection of the original offer initiated by the buyer. The buyer may show disagreement to the price, packing, or shipment and state his own terms. No matter how slight the alterations may be, they signify that business has to be negotiated on the renewed basis. Making Counter-offers The original offerer (seller) now becomes the offeree and he has the full right of acceptance or refusal. He may make another counter-offer of his own. This process can go on for many rounds till business is finalized or called off. 还盘 还盘也叫还价。接盘人在收到一项报盘后，往往会对其中的某些内容不能完全同意，于是会提出不同的要求。这种口头或书面的要求一经提出，原来的报盘即刻失效，于是交易在还盘的基础上重新开始。还盘的内容不单是指价格, 也可对支付条件、装运期等主要条件提出不同的建议。一笔交易的成立，有时要经历多次还盘和反还盘的过程。 Counter-offer Should Cover the Following Points: Thank the seller for his offer and express regret at inability to accept; State reasons for non-acceptance; Make a counter-offer; Persuade the other side to accept the counter-offer. A firm offer A counter-offer A price concession Declining a counter-offer A Counter-offer Declining a counter-offer A Partial Concession Useful Sentences on Making Counter-offers We find it impossible to accept your price because it is about 10% higher than the average. The market of groundnuts is declining. Unless you make a reduction of 5%, the deal cannot be made. Useful Sentences on Making Counter-offers Your counter-offer is not up to the present market level/not in line with the prevailing market. If you insist on your price and refuse to make any concession, there will be no point in further discussion. It’s absolutely out of the question for us to reduce our price to your level. Useful Sentences on Making Counter-offers This is our rock-bottom price, we can’t