国际商务函电实务8 还盘.ppt

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1、单击此处编辑母版标题样式,单击此处编辑母版副标题样式,1,1,国际商务函电实务,International Business Correspondence Practice,Part Two Business Correspondence Writing Practice,第二部 商务函电写作实务,Page 2,国际商务函电实务,Project 6,Page 3,Making Counter Offer&Re-counter Offer（还盘与反还盘）,国际商务函电实务,Lead In（导入）,To reach the goal of the project,the following kno

2、wledge and talents are required:A good awareness of the counter offer and the re-counter offer.Correctly making business negotiation or bargaining in English in reply to the original offer.Correctly estimating the effectiveness of the counter-offer and identifying if it is a new offer.Some knowledge

3、 and skills relating to business negotiation and marketing.Some good knowledge of price and its terms,terms of payment,transportation,packing as well as insurance in international business.Good English in expression and grammar.,Counter offer is legally called a partial rejection of the original off

4、er.It also means a counter proposal put forward by the offeree,who could propose some material amendments or alteration for the offer maker to consider.In fact,the counter offer is a reply that adds to,limits and materially amends the original offer and is regarded as a new offer.Once a counter offe

5、r appears,the original offer has been invalid and replaced by it.Then the counter offer becomes a new offer and the foundation of business negotiation.A counter offer may come from or be made by the Buyer when he receives the offer and makes material alteration in reply or the Seller when he receive

6、s the counter offer from the Buyer and makes some change of or alteration to the counter offer,thus being called re-counter offer or counter-counter offer.,Page 4,Project 6 Making Counter Offer&Re-counter Offer,Aims and Demands（学习目标）,To master the strategy or ways of making counter offer and re-coun

7、ter offer and make business negotiation effectively and appropriately to get more commercial profits;To learn how to negotiate different kinds of trade terms and conditions for both parties,such as price,payment,transport or delivery,packing and insurance,and to master the relevant useful vocabulary

8、,expressions and translation skills;To master the correct layout of a business fax and email.,Personal quality,Skills,Knowledge,To write business faxes and emails relating to counter offer in a correct and complete form;To put forward some amendments or alterations with correct wording and tactics o

9、r strategies in reply to the original offer;To express yourselves and to translate the messages in the project jobs skillfully and correctly.,To train the talents of discovery or exploratory learning,trying to find out the rules and/or the strategies for reaching the goal of the jobs in the project;

10、To train the students abilities of negotiation,communication and cooperation with their companions or co-workers.,Page 5,Project 6 Making Counter Offer&Re-counter Offer,Page 6,Difficulties and Focuses（难点和重点）,To judge the effectiveness of the counter-offer correctly;,To master the typical expressions

11、 on the matters of price,payment,transport or delivery,packing and insurance,and to express yourselves and to translate the messages in the project jobs skillfully and correctly for reaching the goal of the jobs in the project;,To put forward some amendments or alterations with correct wording and t

12、actics in reply to the original offer;,To train to know discovery or exploratory learning,trying to find out rules and/or strategies;,To train to learn how to communicate and cooperate with your companions or co-workers.,Project 6 Making Counter Offer&Re-counter Offer,Case Study（案例学习）,Page 7,There a

13、re several cases in making counter offers and re-counter offers to form several rounds of business negotiation.The first two cases are making counter offer on mens cotton trousers negotiating prices and terms of payment.The second two cases are making re-counter offers on delivery or shipment.The th

14、ird two are negotiating packing and the last two are making negotiation of the terms of insurance and making acceptance.In these cases,such written correspondence should sound persuasive,effective,correct,cordial,sincere and courteous.,Project 6 Making Counter Offer&Re-counter Offer,Case 6.1 Negotia

15、ting Price with its Terms and Payment TermsCase 6.1.1 A Counteroffer for Mens Trousers on Price and Payment Terms,Page 8,Situation:,Having received the offer from Linfeng Import and Export Co.Ltd.,Johnson&Johnson Textiles Co.Ltd.in London,UK feels unsatisfied with some business terms and makes his d

16、ifferent proposals.Meanwhile,he hopes that the seller will accept them so as to close the deal.Now please draft a fax to Linfeng Import and Export Co.Ltd to make a counter offer for the mentioned goods bargaining the price in the pound on the basis of FCA,and on condition of payment by T/T for 20%of

17、 the total value in advance with order.,Project 6 Making Counter Offer&Re-counter Offer,Page 9,In-class Presentation:,Students are required to present their PPT in class,showing the fax you have drafted and what you have learned about making a counter offer.,Project 6 Making Counter Offer&Re-counter

18、 Offer,Case 6.1 Negotiating Price with its Terms and Payment TermsCase 6.1.1 A Counteroffer for Mens Trousers on Price and Payment Terms,Page 10,Reference Fax:,The following is a reference fax for the case.Please read it carefully and compare it with your draft,rewriting parts of the fax when you fe

19、el necessary.Pay attention to the fact that there are probably some mistakes or errors in it and you are required to find them out.,Project 6 Making Counter Offer&Re-counter Offer,Case 6.1 Negotiating Price with its Terms and Payment TermsCase 6.1.1 A Counteroffer for Mens Trousers on Price and Paym

20、ent Terms,Page 11,Project 6 Making Counter Offer&Re-counter Offer,Case 6.1 Negotiating Price with its Terms and Payment TermsCase 6.1.1 A Counteroffer for Mens Trousers on Price and Payment Terms,Page 12,Project 6 Making Counter Offer&Re-counter Offer,Case 6.1 Negotiating Price with its Terms and Pa

21、yment TermsCase 6.1.1 A Counteroffer for Mens Trousers on Price and Payment Terms,c&D,Consideration and Discussion（思考与讨论）,Project 6 Making Counter Offer&Re-counter Offer,Page 14,Consideration and Discussion（思考与讨论）,1.What are the moves or strategies in making a counter offer?2.Do you think there are

22、any mistakes in grammar or style in the message?How to improve them?3.Do you think you can find some reasons for rejecting the original offer?4.Think about some strategies to make the seller to take your counter offer into careful consideration.5.Are there any necessary improvements for the business

23、 practice in the fax?What do you think about them?,Project 6 Making Counter Offer&Re-counter Offer,Page 15,Consideration and Discussion（思考与讨论）,Strategies for making counter offersA satisfactory counteroffer usually contains the following parts:1.To acknowledge receipt of the offer with its date and

24、express thanks2.To state the rejected parts and good reasons for refusal3.To make new or counter proposals 4.To encourage or urge an immediate action,stating something about the goods supply and/or market situation(or trend)5.To expect an early confirmation or acceptance,Project 6 Making Counter Off

25、er&Re-counter Offer,Page 16,Consideration and Discussion（思考与讨论）,As to PT2,PT3,PT4 and PT5,please refer to the Reference Book for them.,Project 6 Making Counter Offer&Re-counter Offer,Reference Key to Case 6.1.1 A Counteroffer for Mens Trousers on Price and Payment Terms,Page 17,Project 6 Making Coun

26、ter Offer&Re-counter Offer,Page 18,Project 6 Making Counter Offer&Re-counter Offer,Reference Key to Case 6.1.1 A Counteroffer for Mens Trousers on Price and Payment Terms,Case 6.1 Negotiating Price with its Terms and Payment TermsCase 6.1.2 Making a Counter Offer for Ladys Shoes on Price and Payment

27、,Page 19,Situation:,After receiving the firm offer for shoes from Susan Li,the sales manager in Beijing Jingpeng Trading Company,Jose A.Delgado,a salesman of the ARTIMFER is planning to make a counter offer in USD for the two articles of womens shoes on the basis of CIF and on the condition of payme

28、nt by an irrevocable L/C payable by draft at 45 days after sight and shipment in one lot by direct steamer.Please draft a fax for him to show his dissatisfaction of the price and emphasize that a huge order will be placed.,Project 6 Making Counter Offer&Re-counter Offer,Page 20,In-class Presentation

29、:,Students are required to present their PPT in class,showing the fax you have drafted and what you have learned about how to make counter offer on the basis of the original offer from the seller.,Project 6 Making Counter Offer&Re-counter Offer,Case 6.1 Negotiating Price with its Terms and Payment T

30、ermsCase 6.1.2 Making a Counter Offer for Ladys Shoes on Price and Payment,Page 21,Reference Fax:,The following is a reference message for the case.Please read it carefully and compare it with your draft,rewriting parts of the fax when you feel necessary.Pay attention to the fact that there are some

31、 mistakes or errors in it and you are required to find them out.,Project 6 Making Counter Offer&Re-counter Offer,Case 6.1 Negotiating Price with its Terms and Payment TermsCase 6.1.2 Making a Counter Offer for Ladys Shoes on Price and Payment,Page 22,Reference Fax:,Project 6 Making Counter Offer&Re-

32、counter Offer,Case 6.1 Negotiating Price with its Terms and Payment TermsCase 6.1.2 Making a Counter Offer for Ladys Shoes on Price and Payment,Page 23,Reference Fax:,Project 6 Making Counter Offer&Re-counter Offer,Case 6.1 Negotiating Price with its Terms and Payment TermsCase 6.1.2 Making a Counte

33、r Offer for Ladys Shoes on Price and Payment,Page 24,Reference Fax:,Project 6 Making Counter Offer&Re-counter Offer,Case 6.1 Negotiating Price with its Terms and Payment TermsCase 6.1.2 Making a Counter Offer for Ladys Shoes on Price and Payment,c&D,Consideration and Discussion（思考与讨论）,Project 6 Maki

34、ng Counter Offer&Re-counter Offer,Page 26,Consideration and Discussion（思考与讨论）,1.Are there any wrong expressions in grammar or style and how to improve them?2.Are there any necessary improvements for the business practice in the message?What do you think about them?,Project 6 Making Counter Offer&Re-

35、counter Offer,Page 27,Consideration and Discussion（思考与讨论）,As to PT1 and PT2,please refer to the Reference Book for them.,Project 6 Making Counter Offer&Re-counter Offer,Page 28,Reference Key to Case 6.1.2 Making a Counter Offer for Ladys Shoes on Price and Payment,Project 6 Making Counter Offer&Re-c

36、ounter Offer,Page 29,Project 6 Making Counter Offer&Re-counter Offer,Reference Key to Case 6.1.2 Making a Counter Offer for Ladys Shoes on Price and Payment,Training in Class（课堂训练）,Training in Class（课堂训练）,Page 31,Fill in the blanks with appropriate prepositions.,1.We will now very much appreciate re

37、ceiving _ the earliest possible moment your offer _ walnut-meat _ the new season.2.We shall be glad to receive an offer _ you _ bicycles.3.We are offering firm on CIF Lagos _shipment _ 30 days,subject _ your reply reaching here_ 10 a.m.our time.4.We offer firm the following _ the same terms and cond

38、itions as the previous contract,subject to your reply here_ one week _ today.5.Owing_ usual shortage _stock,this offer is made subject to the goods being unsold.6.We have _ present only 50 metric tons of Bitter Apricot Kernels _ stock.,at,for,in,from,for,for,within,to,by,on,within,from,to,of,at,in,P

39、roject 6 Making Counter Offer&Re-counter Offer,Training in Class（课堂训练）,Page 32,Fill in the blanks with appropriate prepositions.,7.We can supply the goods _ stock.8.If your commodity meets the requirements _ our market,we feel sure _ placing a trial order with you.9._ reply _ your letter _ March 20,

40、we are making you,without engagement,the following offer.10._ separate cover,we have already sent you sample shoes _ various sizes.11.The buyer made a bid _$600 per m/t _ walnut-meat.12.We are _ receipt of your Quotation Sheet No.7788_which we thank you very much.,from,in,of,In,to,of,Under,in,at,for

41、,in,for,Project 6 Making Counter Offer&Re-counter Offer,Project Practice Tasks（项目实践工作任务）,I.Sentence Translation（单句翻译）Task 6.1.1 A.Translate the following sentences into Chinese:,Page 33,1.The price you offered is not in line with the current market.,1.你方报价与现行市场行情不符。,2.While we thank you for your off

42、er of March 14,we have to point out with regret that your price is on the high side.,2.感谢你方3月14日的报盘，但我们不得不十分遗憾地指出你们的价格偏高。,3.It is a price without competition and higher than what we bided to other suppliers.,3.此价格毫无竞争力，比我们给其他供货人的出价还要高。,Project 6 Making Counter Offer&Re-counter Offer,Project Practice

43、 Tasks（项目实践工作任务）,I.Sentence Translation（单句翻译）Task 6.1.1 A.Translate the following sentences into Chinese:,Page 34,4.Your quotation is unacceptable to us unless the price is reduced by 5.,4.除非你们减价5，否则我们无法接受报盘。,5.We hope that you will accommodate us/make us accommodation in this respect and are lookin

44、g forward to your favorable reply with keen interest.,5.我们希望你方在这方面给予我们优惠，并殷切期盼贵方惠复。,Project 6 Making Counter Offer&Re-counter Offer,Project Practice Tasks（项目实践工作任务）,I.Sentence Translation（单句翻译）Task 6.1.1 A.Translate the following sentences into Chinese:,Page 35,6.Opening L/C will involve a lot of ba

45、nking charges and fax expenses.The amount of this order is so small that it isnt worth paying by L/C(or it doesnt pay to open L/C in payment of it).,6.开立信用证将产生很多银行费用和传真费。这份订单金额太小，不值得采用信用证付款方式。,7.As agreed,the term of payment for the above orders is L/C at 60 days sight or D/P payable by/with sight d

46、raft.,7.根据达成的协议，上述订单的付款条件是见票60天付款的信用证或即期付款交单。,Project 6 Making Counter Offer&Re-counter Offer,Project Practice Tasks（项目实践工作任务）,I.Sentence Translation（单句翻译）Task 6.1.1 A.Translate the following sentences into Chinese:,Page 36,8.This offer is based on expanding market and we think it is competitive.,8.

47、此报盘着眼于扩大销路，我们认为很有竞争力。,9.As the market is weak at present,your quotation is unworkable.We are making you a counter-offer of$150 per metric ton FOB London.,9.眼前市场疲软，你方报价做不开，我们还价为每公吨150美元，伦敦离岸价。,10.We appreciate your reduction in price,but we feel it is still more than we can take.,10.谢谢你方所做的价格减让，不过我们认

48、为它仍然是高于我们可以接受的价格。,Project 6 Making Counter Offer&Re-counter Offer,Project Practice Tasks（项目实践工作任务）,Page 37,1.你方报价太高，我方难以接受。,1.We think your offer is too high,which is difficult for us to accept.,2.我们衷心希望能按比美国同类产品低10%的价格成交。,2.We sincerely hope to conclude the business at a price 10%lower than those o

49、f similar products from America.,3.我们认为你方价格不合适，我们各让一半（折衷处理）吧。,3.We note that your price is not reasonable.Shall we meet each other half way?,I.Sentence Translation（单句翻译）Task 6.1.1 B.Translate the following sentences into English:,Project 6 Making Counter Offer&Re-counter Offer,Project Practice Tasks

50、（项目实践工作任务）,Page 38,4.顺便告知，有迹象表明，此地销售的别国生产的同类产品的价格水平比贵方低3%左右。,4.For your information,it is indicated that some similar said articles made in other countries have been sold here at a level about 3%lower than that of yours.,5.如你方愿意降价，譬如说，降10%，也许能达成交易。,5.If you would reduce your price by,say 10%,we migh