外贸函电unit6.ppt

Unit 6 Counter-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
Basic Knowledge Concerned
Letter-writing Guide
monly Used Expressions and Sentences
Sample Letters
Practical Training
Part One
Part Two
Part Three
Part Four
Part Five
Contents
Part One
In international trade, when the offeree accepts the terms and conditions stated in the offer, the transaction is concluded. However, in most cases, the offeree would reject the terms and conditions or state his own terms and conditions by return. The rejection or partial rejection of the offeree to the offer is called counter-offer. A counter-offer is virtually a counter proposal initiated by the original offeree. In a counter-offer, the buyer may show disagreement to the price, or packing, or shipment and state his own terms instead. Once the counter-offer is made, the original offer is no longer valid, and the offeree now es the offeror as the counter-offer es the new offer.
Counter-offer constitutes the main part of business negotiations. During the negotiation, many issues (such as quality, quantity and packing of the goods, price, shipment, insurance, payment terms, commodity inspection, disputes and settlement of disputes, force majeure, and arbitration, etc.) will be talked about by the sellers and the buyers. So counter-offers are usually time consuming and may go many rounds before business is concluded or dropped.
1. The Significance and Effect of Counter-offers
Part One
2. Main Contents of a Letter for Counter-Offer
A satisfactory letter for counter offer generally includes the following:
(1)Thank the offeror for his offer, mentioning briefly the contents of the offer.
(2)Express regret at inability to accept the offer, giving reasons for non-acceptance.
(3)Make an appropriate counter-offer.
(4)Hope the counter-offer will be accepted and there may be an opportunity to do
business together.
Part Two
Steps/Contents
Typical Expressions
For letters of acceptance or confirming acceptance
1. Thanking