Unit_6_offer_and_counter-offer

1、Unit 6 offer and counter-offerdistinction between offer and quotation 嚴格講quote/quotation 與offer不同，quote/quotation是報價，指某一商品的單價，offer是報盤，除單價外，還包括數(shù)量，交貨期，付款方式等等。另外，offer一般比較固定，賣方價格報出后，一般不能輕易變動，而quote/quotation則不同，賣方報價后，不受約束，可以根據(jù)情況略加調整。盡管有區(qū)別，但各國商人則往往把這兩個詞混用。differences between a firm offer and a non-firm

2、 offer A firm offer (offer with engagement /obligation) is made when the exporter has the intention to sign a contract with the importer and promises to sell goods at a stated price within a fixed period of time. It must be made with accuracy and the terms must be complete, definite, unambiguous and

3、 certain, because once duly accepted, it binds legally, and none of the parties can withdraw within the validity period. 實盤主要特點是：對發(fā)盤人具有約束力，在實盤規(guī)定的有效期內(nèi)，發(fā)盤人不得隨意撤回或修改實盤的內(nèi)容。實盤一經(jīng)受盤人在有效期內(nèi)無條件地接受，即無須再經(jīng)過發(fā)盤人的確認，就可以達成交易，構成對雙方都有約束力的合同。 一個實盤從法律上講，必須符合三點要求才能構成實盤。Clear：內(nèi)容清楚確切，不含糊其詞，不模棱兩可。Complete:交易條件完整（商品名稱、規(guī)格、包裝、

4、數(shù)量、交貨期、價格、支付方式、裝運期等）；對報盤有效期作出規(guī)定，這點很重要。Final:無保留：發(fā)盤人愿意按照他所提出的交易條件同受盤人簽訂合同，除此之外，沒有任何保留條件。 Reading Sample letters P. 98 : A Firm Offer of Womens Blouses and Sweaters P.100: A Firm Offer of Animal ToysNon-firm offer A non-firm offer is an expression of wishes made by the offeror to do business with the

5、offeree according to certain transaction terms with some reservations, e.g. “subject to our final confirmation”, “We offer, subject to goods being unsold”, “We offer, subject to prior sale”, “only for reference”, etc. Since the offer is made without engagement, and the details of the offer may chang

6、e in certain situations, the offeror will not be bound by the offer. 虛盤是發(fā)盤人所作的不肯定交易的表示。凡不符合實盤所具備的上述三個條件的發(fā)盤,都是虛盤。虛盤無須詳細的內(nèi)容和具體條件,也不注明有效期。它僅表示交易的意向,不具有法律效力。 虛盤是發(fā)盤人有保留地表示愿意按一定條件達成交易，不受發(fā)盤內(nèi)容的約束，也不做任何承諾，任何時候都可以改變、修改甚至取消。因此，虛盤是不受約束的、試探性的報價，其目的在于了解顧客、了解市場。虛盤表示方法如下：subject to change without notice 如有變更，不做預先通知

7、subject to our final confirmation 以我方最后確認為條件subject to goods being unsold 以貨物未售出為條件subject to prior sale 以先售為條件without engagement無約束力Further reading Sample Letters of non-firm offer P.101: A Non-firm offer of Teas P. 103: A Non-firm offer of Bedding ProductsPractice Textbook Exercises 1 & 2買賣雙方的

8、談價策略 （1）賣方說明價格上漲原因 有時價格的上升是因為國際市場行情上漲、通貨膨脹或是原材料價格的上升。 在過去的幾個月里，世界市場銅的價格大幅度上升。 The price of copper on the world market has gone up considerably in the past few months. 價格上升是因為生產(chǎn)成本的上升。 The price is going up because of the rise in cost of production.在過去的幾個月中，原材料的價格幾乎上升了在過去的幾個月中，原材料的價格幾乎上升了30%，而我們的價格幾，而

9、我們的價格幾乎保持不變。乎保持不變。 The price of raw materials has increased by almost 30% during the past few months while our price has remained almost the same.這一商品的行情一直在不斷地上漲，估計價格還會進一步地上漲。這一商品的行情一直在不斷地上漲，估計價格還會進一步地上漲。 The market for this article has kept steadily advancing and one may expect a further increase i

10、n price in the future.這一商品的國際行情呈上升趨勢。種種跡象表明，在不久的將來價格這一商品的國際行情呈上升趨勢。種種跡象表明，在不久的將來價格還會進一步上漲。還會進一步上漲。 The world market for this item shows an upward trend. There is every indication of a further rise in price in the near future.正如你所知道的，全球的通貨膨脹率在正如你所知道的，全球的通貨膨脹率在3%-9%之間，而我們的價格之間，而我們的價格與去年相比只上升了與去年相比只上升了

11、5%。 As you know, the rate of inflation around the world is from 3% to 9% while the rise in our price is only 5% compared with last years.2)買方對賣方施加壓力 ( 其中，取消談判、制造和利用競爭是逼迫對方讓步的兩個有效的武器和策略。 除非你能降價，不然成交的希望十分渺茫。 Unless you can reduce the price, chances for business are remote. 要是你堅持的話，我們就沒有必要在談下去了。我們還不如取消

12、這筆生意算了。 If you stand firm, theres no point in further discussions. We might as well call the whole deal off.要是你堅持原來的報價的話，我們看不出有成交的希望。要是你堅持原來的報價的話，我們看不出有成交的希望。 If you hang on to the original offer, we can see no prospect of business.你們的報價沒有其他的賣主所提供的報價有競爭力。你們的報價沒有其他的賣主所提供的報價有競爭力。 Your price is not so

13、competitive as those offered by other sellers.我們已收到了比你方報價低得多的報價。因此，這筆生意能否成交主我們已收到了比你方報價低得多的報價。因此，這筆生意能否成交主要取決于你們的價格。要取決于你們的價格。 We have received offers much lower than yours. So business depends very much on your price.坦率地說，你們的報價比荷蘭賣主的報價高出坦率地說，你們的報價比荷蘭賣主的報價高出10%，比日本賣主的報，比日本賣主的報價高出價高出7%。要是你們的報價沒有競爭力的話

14、，我們可能從荷蘭或日。要是你們的報價沒有競爭力的話，我們可能從荷蘭或日本進口。本進口。 To be frank, your price is 10% higher than that from Holland and 7% higher than that from Japan. If your price is not so competitive, we may buy from Holland or Japan.（3）買賣雙方努力打破僵局 在談判中，如果雙方都堅持自己的價格，會使談判陷入僵局。若要打破僵局，使談判繼續(xù)下去，可以說： 為了打破僵局，我們準備降價5%。 To break th

15、e deadlock ,we are ready to reduce the price by 5%. 我建議我們大家折中一下，這樣就能做成生意了。 I suggest we meet each other halfway so that the business can be concluded. 老實說，你如果堅持自己的價格，我們是不可能成交的。難道我們就找不到一個對雙方都有利的價格嗎？ To be honest, if you insist on the price ,we wont be able to make a deal. Cant we find a price that is

16、 good for both sides? 為了做成這筆生意，我建議我們在價格上大家各讓一半。 To get the business done, I suggest we split the difference in price. (4)運用權限 在談判中，讓步是必須的。沒有適當?shù)淖尣?，談判就沒法進行下去。但是過多的讓步又會損害本方的利益。這時賣方可以采取一個策略是運用權力限制這塊擋箭牌巧妙地拒絕買方進一步要求。 I dont think I can accept it right now, as it is beyond the limits of what I can discuss.

17、Now try your hand 恐怕降價15%超出了我的談判限度。 Im afraid a 15% reduction is beyond my negotiating limit. 很抱歉我無權作出這么大幅度的降價。 Im sorry Im not authorized to make such a big reduction. 我必須要請示一下公司本部才能救價格條件給你一個明確的答復。 Ill have to consult my home office before I can give you a definite answer on the price terms. 很抱歉我無權

18、同意給你10%的折扣。 Im sorry a 10% discount is outside where I can go. Points for Attention 發(fā)盤一般用通函，信件或者答復詢價的方法來進行。在答復詢價時，可寄送報價單。完整的發(fā)盤應包括下列幾點： 1. 對詢價表示感謝 2. 表明價格，折扣及付款條件的細節(jié) 3. 詳細說明價格包含的內(nèi)容（如運費，保費等） 4. 對交貨期或裝運期的承諾 5. 報價的有效期 6. 表達希望實盤有效期的表示： 1. Subject to your reply reaching us by (before) 2. Subject to your r

19、eply(acceptance)here within days 3. This offer is firm(open, valid. Good) for days.虛盤的表示：1. Without engagement (obligation)2. Subject to prior sale3. Subject to our final confirmation拒絕接受發(fā)盤的信應包括以下幾點：1. 對發(fā)盤表示感謝2. 對不能接受表示遺憾3. 如適當可還盤4. 提示一起做生意的其他機會Useful phrases1. In return for 回報 2. Conditions of sale

20、s 銷售條件3. Be in receipt of 收到4. Quotation 報價5. As per 按照6. Annual total purchase 每年總購買量7. Similar products 類似產(chǎn)品8. Make sb.an offer 向某人發(fā)盤9. Assure sb.of sth 使某人確信10. Commission on a sliding-scale basis 遞加傭金11. Non-firm offer 虛盤12. Firm offer 實盤13. Subject to our final confirmation 以我方最后確認為準14. The min

21、imum quantity for order 最低起訂量15. A trial order 試訂16. After-sales service 售后服務17. Make shipment in three equal monthly 分三個月每月平均裝運18. At buyers option 由買方選擇19. Push the sales of new products 推銷新產(chǎn)品20. Art. No 貨號Useful expressionsA. Offer 1. As requested by you some time ago, we take pleasure in making

22、you the following offer, which is subject to your acceptance within 7 days. 2. Replying to your enquiry of the 8th May, we have the pleasure of quoting our pillow cases as follows: 3. These quotations are all subject to the fluctuation of the market, and we hope to have your definite enquiries short

23、ly. 4. As for the above offer, it is extremely probable that the prices will rise still more, and it would therefore be to your interest to place your orders without delay. 5. We can offer you at prices, which you will find very favorable as compared with those of other importers. 6. The offer is va

24、lid for ten days. 7. Any orders you place with us will be processed promptly. 8. We hope you will agree that our prices are very competitive for these good quality clothes, and we look forward to receiving your initial order.B. Counter-offer 1. We, on behalf of our client, counter offer the followin

25、g, subject to your reply reaching here on or before August 18, 2000: 2. As the competition here is very keen, we regret we are unable to accept your prices, which will leave us a very small margin of profit. In fact, we have received from another supplier in your country a much attractive offer abou

26、t 10% below your price. 3. Your competitors are offering considerably lower prices and unless you can reduce your quotations, we shall have to buy elsewhere. 4. We thank you for your offer, but we are buying at lower prices; are these the best prices you can offer? 5. We do not see any advantage in

27、your quotations, and would like to know whether you have any better value to offer.C. Re-counter-offer 1. Much as we would like to do business with you, we regret to say that we cannot entertain (ready to consider) your counter offer. The price we have quoted is quite realistic. 2. Although we are a

28、nxious to open up business with you, we regret that it is impossible for us to allow the reduction asked for, because we have already cut our prices to the lowest point after closely examining our cost calculations.Structure for an offer letter (1) An expression of thanks for the enquiry, if any. (2) Name of commodities, quality, quantity, and specifications. (3) Price terms, discounts, commission an