(商务英语函电)Unit 4 Counteroffer Letters.ppt

Unit 4 Counteroffer Letters Contents 4-1 Objectives 4-2 Leading in 4-3 Practical reading 4-4 Layout, Basic Structure, Main Points of Counteroffer Letter 4-5 Sample Letters of Counteroffer 4-6 Key Words of Counteroffer Letter 4-7 Basic Sentences of Counteroffer Letter 4-8 Situational Dialogues 4-9 Practical Exercises Objectives After studying the lesson, you should be able to 1. Know the effect of counteroffer. 2. Understand the basic structure of counteroffer letter. 3. Practice writing counteroffer letters by using words and expressions in the list. 4. Ask the students to master the key words and basic sentences freely. 5. Gain the ability to make concessions and be polite and reasonable when making counteroffers. 6. Master the writing methods of counteroffer letters through doing more exercises. 7. Be familiar with the counteroffer strategies frequently used. Leading in When an offer has been made, what will the offeree do? Will he accept the offer immediately and unconditionally? If he doesn’t agree with any terms or conditions in the offer, what will he do? Yes, you got it. The offeree will make a counteroffer to respond. Do you know how a counteroffer is made? What will be in a counteroffer letter? What’s the difference between an offer letter and a counteroffer letter? The following contents will make you familiar with these items. Practical Reading 1. A counteroffer is a partial or full rejection of the original offer of the seller. 2. When receiving the seller’s offer, the buyer will not accept it immediately and unconditionally unless the offer is quite reasonable and satisfactory. 3. More often, the buyer will analyze the offer and the current market situation carefully and then suggest some changes in the terms and conditions in the offer. Then he will state his own terms and conditions to the seller. Such alterations, no matter how slight they may appear to be, signify that business has to be negotiated on the renewed basis. To persuade the selle