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1、Counteroffer还盘LearningobjectivesCounterofferThreecounterofferletterswithdifferentpurposesPhrases,termsandexpressionswecanusewhenwecomposeacounterofferletterHowtodeclineacounterofferExercisesAcounterofferisvirtuallyapartialrejectionoftheoriginalofferandalsoacounterproposalinitiatedbythebuyerorth
2、eofferee.Thebuyermayshowdisagreementtotheprice,orpacking,orshipmentandstatehisowntermsinstead.Suchalterations,nomatterhowslighttheymayappeartobe,signifythatbusinesshastobenegotiatedontherenewedbasis.Theoriginaloffererorthesellernowbecomestheoffereeandhehasthefullrightofacceptanceorrefusal.Inthe
3、lattercase,hemaymakeanothercounterofferofhisown.Thisprocesscangoonformanyaroundtillbusinessisfinalizedorcalledoff.Inmakingacounteroffer,onehastostatethetermsmostexplicitlyandusewordsverycarefullysoastoavoidambiguityormisunderstanding,thesamewayasoneusuallydoesinmakinganoffer.Counteroffer:Thebuy
4、er’spartialrejectionoftheoriginalofferThebuyer’scounterproposalDisagreementoftheprice,packing,shipmentoranythingthatdoesnotsatisfyyourneedsPrinciples:StatethetermsexplicitlyUsethewordscarefullytoavoidambiguityormisunderstandingDialogueA(=thebuyer):Comparedwithothercorporations,Ifindyourpricefor
5、itemNo.A117isonthehighside.B(=theseller):Areyousurethey’rethesame?Thislatestdesignofcashmere sweaterissomarketable thatsomefactoriesmayinitiateit .A:Ican’tdenywhatyou’vesaid.Butyourpriceistoohigh.It’shardformetoacceptyourprice.B:Okay,Icanconsidermaking someconcessions .A:Ishouldsayareductionofa
6、tleast15%wouldhelp.B:Sorry,that’soutofthequestion .Weareabletobringdownourpriceatmostby5%.A:5%?It’sstillahighprice.B:Mr.Black,haven’tyounoticedthatthecostofproducthasrisenagreatdealrecently?Ifwesellitatsuchapriceyounamed,weshallloseourcapital.A:Okay,let’smeeteachotherhalfway.Howaboutbringdownyo
7、urpriceby10%?B:10%...well,forthesakeofourlong-termcooperation,weacceptyourprice.1.onthehighside:adj:偏高Thepriceisonthehigh/lowside.2.cashmere:finesoftwool,espthatmadefromthehairofatypeofAsiangoat开式米，山羊绒3.marketable:beabletobesoldbe
