国际商务函电实务还盘.pptx
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1、Part Two Business Correspondence Writing Part Two Business Correspondence Writing PracticePractice第二部 商务函电写作实务Page 1国际商务函电实务国际商务函电实务第1页/共249页Project 6Page 2Making Counter Offer&Re-counter Offer(还盘与反还盘)国际商务函电实务国际商务函电实务第2页/共249页Lead In(导入)nTo reach the goal of the project,the following knowledge and t
2、alents are required:nA good awareness of the counter offer and the re-counter offer.nCorrectly making business negotiation or bargaining in English in reply to the original offer.nCorrectly estimating the effectiveness of the counter-offer and identifying if it is a new offer.nSome knowledge and ski
3、lls relating to business negotiation and marketing.nSome good knowledge of price and its terms,terms of payment,transportation,packing as well as insurance in international business.nGood English in expression and grammar.nCounter offer is legally called a partial rejection of the original offer.It
4、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 offer appe
5、ars,the original offer has been invalid and replaced by it.Then the counter offer becomes a new offer and the foundation of business negotiation.nA 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 receives the
6、 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 3Project 6 Making Counter Offer&Re-counter Offer第3页/共249页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 qualitySkillsKnowledgeTo 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 or st
9、rategies 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;To tr
10、ain the students abilities of negotiation,communication and cooperation with their companions or co-workers.Page 4Project 6 Making Counter Offer&Re-counter Offer第4页/共249页Page 5Difficulties and Focuses(难点和重点)To judge the effectiveness of the counter-offer correctly;To master the typical expressions o
11、n 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 tact
12、ics 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第5页/共249页Case Study(案例学习)Page 6There 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第6页/共249页Case 6.1
15、Negotiating Price with its Terms and Payment TermsCase 6.1.1 A Counteroffer for Mens Trousers on Price and Payment TermsPage 7Situation: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 h
16、is different 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 2
17、0%of the total value in advance with order.Project 6 Making Counter Offer&Re-counter Offer第7页/共249页Page 8In-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
18、-counter OfferCase 6.1 Negotiating Price with its Terms and Payment TermsCase 6.1.1 A Counteroffer for Mens Trousers on Price and Payment Terms第8页/共249页Page 9Reference 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
19、 when you feel 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 OfferCase 6.1 Negotiating Price with its Terms and Payment TermsCase 6.1.1 A Counteroffer for Mens Trousers on Pric
20、e and Payment Terms第9页/共249页Page 10Project 6 Making Counter Offer&Re-counter OfferCase 6.1 Negotiating Price with its Terms and Payment TermsCase 6.1.1 A Counteroffer for Mens Trousers on Price and Payment Terms第10页/共249页Page 11Project 6 Making Counter Offer&Re-counter OfferCase 6.1 Negotiating Pric
21、e with its Terms and Payment TermsCase 6.1.1 A Counteroffer for Mens Trousers on Price and Payment Terms第11页/共249页c&DConsideration and Discussion(思考与讨论)Project 6 Making Counter Offer&Re-counter Offer第12页/共249页Page 13Consideration and Discussion(思考与讨论)1.What are the moves or strategies in making a co
22、unter offer?2.Do you think there are 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 ne
23、cessary improvements for the business practice in the fax?What do you think about them?Project 6 Making Counter Offer&Re-counter Offer第13页/共249页Page 14Consideration and Discussion(思考与讨论)Strategies for making counter offersA satisfactory counteroffer usually contains the following parts:1.To acknowle
24、dge receipt of the offer with its date and 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
25、 or acceptanceProject 6 Making Counter Offer&Re-counter Offer第14页/共249页Page 15Consideration 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第15页/共249页Reference Key to Case 6.1.1 A Counteroffer for Mens Trousers
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