第十二还盘与接受.ppt

Lesson Eleven Counter-offer and Acceptance 南京人口学院 外语系 殷健 yinjianmail@126.com Background Knowledge 在接到发盘之后，收盘人必须对报盘内容进行认真研究。如果收盘人认为发盘价格难以接受或者对其他条件不满意，既可以拒绝接受，也可以向发盘人提出建议，要求对发盘内容进行修改。这种收盘人对发盘内容进行变更的表示称为还盘（counter-offer）。 事实上，还盘既是收盘人对发盘的拒绝，又是收盘人以发盘人的地位提出的新发盘。在交易磋商过程中，通过不断的还盘，买卖双方逐渐在贸易条件上趋向一致，直到最后达成交易。 如果拒绝发盘，在信中应该明确说明拒绝的原因，同时应该表达希望日后再开展贸易的希望。 还盘信函的写作应该十分小心，这种信函应该包括如下内容： （1）对发盘人的感谢 （2）对由于某种原因无法接受发盘表示遗憾，同时解释原因 （3）对还盘的内容也就是自己所希望的交易条件提出建议 （4）希望对方能够接受自己方所提出的还盘建议 如果收盘人认为能够接受发盘的全部内容和条件，那么就可以向发盘人定购商品。这种买方或者卖方同意对方在发盘中提出的各种交易条件，并原意按照这些条件达成交易、订立合同的表示称为接受（acceptance）。接受必须具备下列四项条件： （1）接受只能由收盘人做出 （2）接受必须是无条件的，完全同意发盘中提出的各项交易条件 （3）接受的方式必须符合发盘的要求 （4）接受必须在发盘规定的有效期内作出。 Trial Writing You have received the following letter A for an offer. And you think the terms are acceptable. Your terms of trade include: Price: USD 230 CIF 5% Vancouver Quantity: 5,000 (since it is a trial order) Then read the sample letter on Page 55 of the Textbook (Re: Forever Brand Bicycle) for reference Dear Sirs, In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows: Art. No.: 81000 Printed Shirting Design No.: 728-27202A Specification: 30 ? 36 ? 72 ? 69 Quantity: 12,600 yards Packing: in bales or in wooden cases Price: USD 250 per yard CIF 5% Vancouver Shipment: to be made in three equal monthly installment; beginning from June 2002 Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment We trust the above will be acceptable to you and await your trial order with keen interest. Sincerely yours, Discussion What are the moves in counter-offer letter? Complementary reading A whole process: Offer counter-offer