国际经贸英语实务 第03章.ppt

3. Refuse the counter-offer politely 婉转拒绝对方的还盘 (1) 谢谢您的还价，可我觉得太低了。 (2) 如果你考虑一下质量，你就不会觉得我们的价格太高了。 (3) 我方的报盘立足于日益扩大的市场，而且与其他供货商相比很有竞争力。 (4) 我们已经把价格压到成本价格的边缘了。 (5) 你会发现我们的报价比别处要便宜。 (6) 但是市场价格随时都在变化。 (7) 由于原材料价格上涨，我们不得不对产品的价格做相应的调整。 (8) 很遗憾我们不得不保持原价。 (9) 再也经不住大幅度削价了。 (10) 价格毫无再减的余地了。 Chapter 3 Counter-offer In the course of international business negotiation, when a buyer refuses to accept all or part of the terms and conditions made by the seller, the buyer will state his own terms and conditions to the seller, which we call counter-offer. 3.1 Background Information A counter-offer may be directed against the price, or the terms of payment, or the delivery date or other important trade terms. A counter-offer is the refusal of an offer. Once the offer receives a counter-offer, the original firm offer becomes invalid and unbinding and a new offer comes into being. Then the original offerer or the seller now becomes the offeree and he is fully entitled to acceptance or refusal. He may make another counter-offer of his own. In complicated deals, the process can go on for many a round till business is concluded. A counter-offer often covers the following points: (1) Express the buyer’s thanks to the seller for the offer. (2) Express regret at the buyer’s inability to accept. (3) Forward concrete suggestions or amendments to the former offer. (4) Express hopes of mutual beneficial cooperation. 3.2 Situational Conversation Section 1: Driving a Bargain (1) K=David Kinch; Y=Yu Ming Y: Well, we have studied your offer. And we found that your prices are much too high, at least 20% higher than those of Japan comparing with the similar products. So it would be difficult for us to push any sales if we buy the goods at such prices. K: Mr. Yu, you may notice that the prices for these commodities have gone up a lot in the international market since last month because the cost of production has risen a great deal recently, and we also have to adjust our selling price accordingly