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1、Chapter4 CounterOffers第四章还盘授课人：方胜男日期：2009.10.21IntroductionAcounterofferismadewhenapotentialbuyerfindsthetermsandconditionsintheofferisunacceptableorasanattempttogainmorefavorableterms.Aimsandkeypoints1.Knowthedefinitionofcounteroffer.2.Masterthestepsofwritingcounte
2、rofferletter.3.Mastersomeusefulwords,expressionsandsentencesofacounterofferletter.Acounterofferisapartialorfullrejectionoftheoriginalofferoftheseller.还盘是交易方式之一，实质上是在某种程度上对原发盘的拒绝，受盘人在接到发盘后，不能完全同意发盘的内容，为了进一步磋商交易，对发盘提出修改意见，用口头或书面形式表示出来，就构成还盘。还盘是原接盘人以发盘人地位提出的新发盘。因此，一经还盘
3、，原发盘即失效，新发盘取代它成为交易谈判的基础。MajorcontentsoftheletterAnexpressionofthanksfortheoffer;Expresstheinabilitytoaccepttheoffer;Statethereasonsfornon-acceptance;Makeacounterofferif,inthecircumstance,itisappropriate;Suggestotheropportunitiestodobusinesstogether.1.首先感谢对方的发盘2.对不能接
4、受发盘表示遗憾3.阐述不能接受发盘的具体原因，比如产品的报价过高、装运期过晚、包装不符合要求等等。4.进行适当的还盘5.表达与对方进行合作的意愿，并希望能得到早日回复。ThestructureoftheletterGenerallyspeaking,thelettercanbedividedinto3parts:1.Inpart1:Expressyourthanksfortheoffer2.Inparagraph2:(1)Sorryfortheinabilitytoaccepttheoffer(2)Statethereason
5、sfornon-acceptance3.Inthelastparagraph:Makeacounter-offer,ifit’swanted,andexpresstheexpectationforlong-termcooperationandearlyreply.Lesson10(A)ACounterOfferforWristWatch写信意图：Liptor贸易公司就金士手表厂发来的实盘提出还盘，认为价格有商讨余地，还盘新价。ThemainmessagesDearSirs,RegardingtheWristwatchinvol
6、vedinyouroffermakeon16thMarch,wehavestudiedyourofferwithlocalbuyers.Wecounterofferasfollows:Men’sWristwatch12,000pieces,King’sBrand,stainlesssteel,water-resistant,automatic,shockproof,atUSD18.35perpieceFOBShanghai,includingstandardpacking.Qualityaspersamplessentbyyo
7、uon3rd,MarchShipmentistobemadeinthreeequalmonthlyinstallments,beginningfromMay,2005.AllothertermsandconditionsarethesameasthosestipulatedinS/CNo.CN050303A.Thiscounterofferissubjecttoyouracceptancebefore23rdthismonth.Wecannotentertainanyfurtherproposalforpricesandoth
8、ertermsandconditions.YoursTruly,Sig.Notescounteroffer(n.)还盘Toourregret,yourcounterofferisobviouslyoutoflinewiththeprevailingmarket.involve
