offran的dcounteroffer学习指导.docVIP

Offer and Counter Offer 报价和还价 Dialogue 1 A: Mr. Li, I’d like to know your quotation. B: Well, Mr. Smith. Here is the price list. 500 cases of black tea, at 20 pounds per kilogram, CIF (cost insurance and freight) Liverpool. We’ll make shipment in October. A: Your price is high. It would be difficult for us to make any sales. B: I?m very surprise to hear you say that. As you know, the price of black tea has gone up since last year. Our price is more favorable than those in other places. A: I’m afraid that I can’t agree with you there. India has just come into the market with a lower price. B: But our tea is of high quality. Considering quality, our price is reasonable. A: No doubt your black tea is of high quality, but there is keen competition in tea market. Some countries are lowering their prices. B: So far, our black tea has stood the competition well. Our clients keep on buying our tea because ours is better in flavor or color than other tea. A: We’ll have difficulty persuading our clients to accept the price. B: To be frank with you, if it weren’t for our good relations, we wouldn’t offer you such a price. A: Can’t you make any concessions? If that’s the case, we might as well call the deal off. B: What’s your proposal? A: Your unit price is 5 pounds higher than we can accept. B: Do you mean we lower our price to 15 pounds? That’s impossible! A: In order to close the deal, let’s meet each other half way. What about 17 pounds？ B: 18 pounds. This is our lowest price. We can’t make any concessions. A: All right. I accept it. B: I’m glad that we’ve settled the price. Now let’s go on to the other terms. 2.生词短语 quotation offer counter-offer CIF favorable quality considering reasonable competition persuade frank concession proposal settle terms respond absolutely realistic prepare compromise discount acceptable feasible prohibitive stiff skyrocket spiral advance make an exception call off firm offer make shipment make any sales 3.