国际商务函电 5.ppt

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1、ChapterFiveCounterOfferIntroductionAcounterofferismadewhenaprospectivebuyerfindsthetermsandconditionsintheofferunacceptableorasanattempttogainmorefavorableterms.Acounterofferisvirtuallyapartialrejectionoftheoriginalofferandalsoacounterproposalinitiatedb

2、ythebuyerortheofferee.Thebuyermayshowdisagreementtotheprice,orpacking,orshipment,andstatehisownideainstead.Suchalternations,nomatterhowslighttheymayappeartobe,signifythatbusinesshastobenegotiatedontherenewedbasis,theoriginalofferorthesellernowbecomesthe

3、offereeandhehasthefullrightofacceptanceorrefusal.Whenabuyerrejectsanoffer,heshould1.thankthesellerforhisoffer2.expressregretatinabilitytoaccept3.statereasonsfornon-acceptance4.makeacounterofferif,inthecircumstance,itisappropriate5.saythattheremaybeother

4、opportunitiestoco-operate.Inmakingacounteroffer,onehastostatethetermsmostexplicitly(ad.明白地;明确地)andusewordsverycarefullysoastoavoidambiguity(n.模棱两可的话;含糊话Thedisputeresultedfromambiguitiesinthecontract.)ormisunderstanding,thesamewayasoneusuallydoesinmaking

5、anoffer.SampleDialoguesDialogue1Smith：Wethinkyourofferistoohighinthemarketofourcountry．Lee：Iagreewithyou，butourofferisreallythebestwecando．Smith：Doyouinsistonyourprice?Lee：Well，what’syourcounteroffer?Smith：Wewouldliketomakeacounteroffertoyouof$1.5permet

6、er．Lee：Iamafraidit’stoolow．Smith：Thenhowabout$1.67.Lee：Sorry，it’snotpossible，weneedatleast$1.8．Smith：OK，letmecallmybosstoseeifthatwilldo．Smith：Yourpriceishigherthanothercompanies，ImafraidIdon’tfindyourpriceverycompetitive．Lee：Butconsideringthehighqualit

7、yofourproduct，ourpriceisveryreasonable．Smith：Couldyougoalittlelower?Youknowourquantityisnotsmall，andwecanorderrightnow．Lee：Howaboutmeetingeachotherhalfway?$1.7permeter,thereisreallynoprofitnow．Smith：OK，that’sadeal!Lee：Good，howaboutacoffeebreak?Thenwecan

8、talkaboutthepackage．Smith：Greatidea!Dialogue2A:Thisisourrock-bottomprice,Mr.Li.Wecan’tmakeanyfurtherconcessions.B:Inthatcase,thereisnotmuchpointinfurtherdiscussion.Wemightaswellcallthewholedealoff.A:WhatImeanisthatwe’llneverbeabl