5.Business Negotiation.pptx

,Part II. Business Negotiation,II. Business Negotiation: counter-offer 【还盘】,In last lesson, we briefly went through the four different stages of business negotiation and mainly focused on enquiry and offer. In this section, we move on to counter-offer（还盘）. Counter-offer is the expression of the offeree【受盘人】 to propose new terms to alter the terms offered for the transaction as he is not satisfied with certain terms in the offer. In fact, a counter-offer is a new offer that replaces the original offer, which means partial rejection to the offer. When a counter-offer is made, the original offeree becomes the new offerer【发盘人】 meanwhile the original offerer becomes the new offeree【受盘人】. The new offeree may may choose to reject or accept the counter-offer and he may also make another counter-offer which is called an “anti-counter-offer” 【反还盘】. It is through repeated negotiations that a transaction is concluded, with an agreement reached and a contract signed. Now we come to read some specimen letters of counter-offer【还盘】 and anti-counter-offer 【反还盘】together.,A Sample Letter,Dear Sirs, We have received your e-mail of September 6 offering us 5,000 dozen of lamb-patched gloves at USD38.00 per dozen FOB New York.【每打纽约离岸价38美元的报盘已收】 All the terms and conditions are found to be satisfactory except the price. There is no doubt that the quality and design of your goods are fine, but as we stated in our previous letter, competition from similar products is very tough here. In order to cope with the prevailing heavy competition we earnestly ask you to entertain the discount of 8%. Otherwise, it is impossible for us to persuade our final buyer to place order with us. Await your prompt confirmation.【盼速确认】 Yours faithfully,In this letter, “prevailing”is the word we should pay attention to. Prevailing (adj.)现行的，流行的 Prevailing price (or: market) 现价；时价 The prevailing market has declined by big margin since last December. 从去年12月份起行情已大幅大跌. Please read the letter again, and try to remember some of the useful expressions in it.,Another Sample Letter of Anti-counter-offer,Dear Sirs, We confirm having received your e-mail dated September 8, asking us to cut down the price by 8% for patched gloves. We regret to point out that it is really difficult for us to reduce the price to your indicated level【要求的水平】 owing to the fluctuation of exchange rate 【汇率波动】and the decrease of export tax rebates【退税率下降】. However, if you agree to increase the order to 8,000 dozen, we intend to meet your request. Please let us have your confirmation at your earliest convenience. Yours faithfully,Words,1. indicate(v.)指出，注明，表明 Please make us a firm offer indicating your payment terms and the earliest shipping date. 请报实盘，告知付款方式及最早船期。 2. level (n.) 价格（水准）；价格（水平） No business can be done at your level. 你方价格无法达成交易。 3. Exchange rate 汇率 Long rate 长期汇率 Official rate 官方汇率 Pence rate 付款汇率 Spot rate 现汇汇率 4. Export rebates/ export rebate rate 出口退税率 Tax refund management 退税管理 Export tax rebate adjustment 调整出口退税,Making an offer (or a quotation报盘) and a counter-offer are the most important steps in negotiating an export and import transaction because agreement is the first essential of a contract. The parties reach an agreement by an offer made on one side which is accepted on the other. 有缘学习更多+谓ygd3076考证资料 An offer is a promise conditioned on acceptance. However, sometimes the party who has received the offer and is not in a position to fully accept the business terms offered may make a counter-offer. It indicates a revision（修改） of the price or other terms with the purpose of bargaining（讨价还价）.,