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1、Unit6Counter-offer还盘大连理工大学电子音像出版社世纪商务英语外贸函电www.themegallery.comBasicKnowledgeConcernedLetter-writingGuideOtherCommonlyUsedExpressionsandSentencesSampleLettersPracticalTrainingPartOnePartTwoPartThreePartFourPartFiveContentsPartOneIninternationaltrade,whentheoffereeacceptsthete
2、rmsandconditionsstatedintheoffer,thetransactionisconcluded.However,inmostcases,theoffereewouldrejectthetermsandconditionsorstatehisowntermsandconditionsbyreturn.Therejectionorpartialrejectionoftheoffereetotheofferiscalledcounter-offer.Acounter-offerisvirtuallyacounterproposal
3、initiatedbytheoriginalofferee.Inacounter-offer,thebuyermayshowdisagreementtotheprice,orpacking,orshipmentandstatehisowntermsinstead.Oncethecounter-offerismade,theoriginalofferisnolongervalid,andtheoffereenowbecomestheofferorasthecounter-offerbecomesthenewoffer.Counter-offerco
4、nstitutesthemainpartofbusinessnegotiations.Duringthenegotiation,manyissues(suchasquality,quantityandpackingofthegoods,price,shipment,insurance,paymentterms,commodityinspection,disputesandsettlementofdisputes,forcemajeure,andarbitration,etc.)willbetalkedaboutbythesellersandthe
5、buyers.Socounter-offersareusuallytimeconsumingandmaygomanyroundsbeforebusinessisconcludedordropped.1.TheSignificanceandEffectofCounter-offersPartOne2.MainContentsofaLetterforCounter-OfferAsatisfactoryletterforcounteroffergenerallyincludesthefollowing:(1)Thanktheofferorforhiso
6、ffer,mentioningbrieflythecontentsoftheoffer.(2)Expressregretatinabilitytoaccepttheoffer,givingreasonsfornon-acceptance.(3)Makeanappropriatecounter-offer.(4)Hopethecounter-offerwillbeacceptedandtheremaybeanopportunitytodobusinesstogether.PartTwoSteps/ContentsTypicalExpressions
7、Forlettersofacceptanceorconfirmingacceptance1.Thankingtheofferorforhisoffer.Thankyouforyourofferof…（谢谢你方……时候的报盘。）Manythanksforyourreplytoourinquiryfor….(很感谢贵公司对我方关于…询盘的答复。)Thankyouforyourpromptreplyanddetailedquotation.(感谢您的及时答复和详细报价。)Thankyouforthesamplesyousentinresponsetoo
8、urinquiryof...(谢谢贵公司对我方…询盘的答复并寄来样品。)Seealsothepreviousunitsforothers
