Unit 4
Offer，Counter Offer & Acceptance
发盘，还盘与接受
I. Business knowledge 商务知识
发盘(offer)，又称报价，在法律上称为“要约”，是指买方或卖方向对方提出的各项交易条件，并愿意按照这些条件成交的表示。在发盘人(offerer)发盘之后，在受盘人(offered)接受之前，发盘人能否撤回或更改发盘内容，各国法律对此有不同规定；为避免误解，于是把发盘分为实盘(Firm offer)和虚盘Non-Firm offer)两种：实盘是指对发盘人有约束力的发盘，受盘人收到后，在合同有效期内不经受盘人的同意不得随意撤销或修改其中的贸易条件。而虚盘是指发盘人可以根据情况和需要随时修改或撤销的发盘。与实盘不同，虚盘不受法律的约束。
还盘(counter offer)，又称还价，是指受盘人对发盘内容所做的变更的表示。还盘既是受盘人对发盘的拒绝，又是受盘人以发盘人的地位提出的新发盘，在交易磋商中，买卖双方在不断的还盘过程中逐步在贸易条件上协调一致，直到最后完成交易。
接受(Acceptance)在法律上称为“承诺”，是指买方或卖方同意对方在发盘中提出的各项交易条件，并愿意按照这些条件达成交易、订立合同的表示。作为一项有效接受，必须具备以上四项条件：
1．接受只能由受盘人作出；
2．接受必须是无条件的，完全同意发盘中提出的各项交易条件；
3．接受的方式必须符合发盘的要求；
4．接受必须在发盘规定的有效期内作出。
II. Business conversation 商务会话
1. Asking for a firm quotation
C: Hello, Ms …..
F: I 'm Anne Lo.
C: Nice to see you, Ms Lo. I' m John Liu. Please have a seat!
F Thanks, Mr. John.
C: Is this your first time to the fair?
F :Yes.
C: Have you had a look round the exhibition halls?
F: Yeah. I took a round the day before yesterday. The halls are so spacious that I lost my way several times.
C: Really? You should follow the signs.
F: I did, but you know, the exhibits are so spectacular.
C: I see.
F: And there' s such a wide variety.
C: It's very nice of you to say so. As a matter of fact, many of our products have not yet caught up with advanced world levels.
F: I must say you've done a marvelous job in recent years.
C: Thank you.
F: I'd like to find out about hardware. Here' s my list. I hope you' 11 give me your best offer.
C: I'll try my hardest,
F: Thanks. If your prices are good and if I can get the commission I want, I can place the order with you right away.
C: I' m sure you' 11 find our prices are very competitive. Hardware has gone up a lot in recent years, but our prices haven' t changed much.
F: Glad to hear that. When can I get a firm offer?
C: I' 11 have it worked out by this evening and let you have it tomorrow morning. Would you be free to come round then?
F: Fine. I'11 be here tomorrow morning at nine. How's that?
C: Perfect. See you tomorrow then.
F: Bye!
译文：要求报实盘
C：你好，您是……?
F：我是卢安妮。
C：卢女士，见到您真好。我是约翰·刘。请坐。
F：约翰先生，谢谢。
C：您第一次来广交会吗?
F：是的。
C：您看过展览厅了吗?
F：我前天看了一遍。展厅太大了，以致我几次迷路。
C：是吗?您应该跟着标志前行。
F：我是跟着标志走的，但你知道，展厅太壮观了。
C：我明白。
F：并且展品五花八门。
C：谢谢您的一番美言。事实上，我们的很多产品还未达到国际先进水平。
F：不过近年来你们已做了了不起的工作。
C：谢谢您。
F：我在找有关硬件。这是我的清单，希望您能给我最优惠的报盘。
C：我会尽全力而为。
F：谢谢。如果你方价格优惠，而且我能得到理想的佣金，我可以即刻订货。
C：我相信您将发现我方价格是极具竞争力的。硬件价格近年大幅度上涨，但我方价格变化不大。
F：这令我开心。何时我能得到您的实盘呢y
C：今晚我会办好，明天早上您可以拿到。到时您方便过来吗?
F：很好。明早9点我来，怎么样?
C：好极了。那明天见。
F：再见。
2. Talking about Price Policy
A：Your prices have increased 20% over last year. Such a jump in price margin is very unusual in the international market.
B: We have indeed marked up our prices by a rather large margin. The reason is that in the past, our prices consistently tended to be too low comparing to the prices of the same kind of products
in the international market.
A: But at present, the prices of this kind of commodity are tending downward in the world market. B; How about this since we hold different points of view toward the trend of the international market price, we can both first agree on the principle for setting the price and decide the specific price later.
译文：关于价格政策
A：你们的定价比去年上涨了20％。这样的涨幅在国际市场上是很少见的。
B：今年我们提价的幅度的确比较大。原因是我们过去的定价和国际市场同类产品价格比起来一直偏低。
A：可是目前在世界市场上这种产品有跌价的趋势。
B：我看这样吧。既然我们对市场的发展趋势有不同的看法，可以先商定作价原则．具体价格等到以后再商定。
3. Bargaining on Price
A: We are not used to bargaining. But this kind of high prices is really unacceptable to us.
B: Since you are our old customer, if your order is large in quantity, we'll consider giving you a preferential treatment by offering special prices. Would you be satisfied with this agreement?
A: How about this ——both sides make some concessions, and we meet each other half way. What do you think?
B: Well, if the difference is this big, I'm afraid we'll not be able to make the deal.
译文：讨价还价
A：我们是不喜欢讨价还价的。但这么高的价格我们实在无法接受。
B：你们是我们的老顾客，如果订货的数量大，可以考虑给你特价优待。这样行了吧?
A：这样吧，双方都做一定的让步。各让一半怎么样?
B：呀! 若差距这么大，恐怕难以成交。
4. Demanding a Lower Price
A: Do you think that the price for our product is acceptable?
B: Your product generally can meet our technological requirements. But can you lower the price a bit further?
A: To tell you the truth, the price which I am offering you is already lower than the market price. See, here is the quotation in today's newspaper.
B: We also received offers from other suppliers. Their listed prices are indeed more reasonable than yours.
A: But I think you cannot avoid considering the quality of products, don't you agree?
译文：要求压价
A：你们认为我们产品的价格可以接受吗？
B：你们的产品在技．术方面基本符合我们的要求。但在定价方面能不能再压一压?
A：说实在的，我给你们的价钱已经是低于市价了。请看看，这是今天报纸上的行情。
B：我们也收到了别的供应商的报价。人家的报价就比你们便宜。
A：相信你们不会不考虑到质量的差距吧?
5.Acceptance
B: Mr. Gao, would you give us an idea of the price you regard as workable?
A: As I said before, your price is so high that we find it difficult to make a bid. We hope you will take the initiative and bridge the gap.
B: We're ready to reduce the price by 5 percent. I hope this concession of ours will set the ball rolling.
A: So do we. I'm afraid though, Mr. Hoffmann, that the ball can hardly roll very far. Certainly it's a step forward on your side. But the gap is still too wide.
B: The ball is with you, Mr. Gao. What price would you suggest?
A: To make your offer workable, I think you should take another step down as big as the one you've just taken.
B: That won't do .You see, our profit margin is very narrow. It simply can't stand such a big cut. A: I hate to disappoint you, Mr. Hoffmann, but if that's the case, we have no alternative but to cover our requirements elsewhere. Do think it over, please. We sincerely hope our discussion will come to a success.
B: Well, considering the friendship and long term cooperation between us, I agree to a further reduction of 3 percent.
A: Good. We certainly appreciate your making these concessions for us.
B: May I repeat 15 Tunnel Drillers, specifications as shown in the technical data, at 57,000 Swiss Francs each, FOB European Main Ports. Business is closed at this price.
A: Yes, that's right. Shall we go over the other terms and conditions of the transaction to see if we agree on all the particulars?
B: All right.
译文：成交
B：高先生，什么价格水平你大概认为可以做得开? A：我已经讲过，你方出价太高使我们难以还价，希望你方采取主动，弥合差距。
B：我们准备削价5％，希望我方这——步能打开局面。
A：我们也这样希望。不过哈夫曼先生，恐怕这个局面打开得还不充分。当然，你们前进了一步，但是差距还是太大。
B：高先生，看你的了。你提出一个价格吧?
A：为使你方报盘可以成为谈判基础，我认为你应象刚才—样再跨出一步。
B：这不行。你知道，我方利润额很少，实在经不起这样大幅度的削价了。
A：哈夫曼先生，我不想使你感到失望，但是如果你方坚持这一意见的话，我没有别的办法，只好从别处购买了。请仔细考虑一下，我们衷心希望这次谈判能圆满成功。
B：好吧，考虑到我们的友谊和长期的合作关系，我方同意再削价3%.
A：好，我们十分感谢你方作了这些让步。
B：我再重复一下报盘，15台隧道钻机，规格详见技术资料，每台5万7千瑞土法郎，欧洲主要港口离岸价。交易就按此价敲定。
A：行啦。我们逐项检查一下这项交易的其他条款，好吗?看看有没有意见不一致的地方? B：好。
III. Business letters商务信函
1. Request for Quotation for Crockery
Dear Sirs,
You have previously supplied us with crockery and we should be obliged if you would now quote
CIF San Francisco for The items named below. The pattern we require is listed in your 2004 catalogue as 'No. 8'.
500 Teacups and Saucers,
200 Tea Plates,
100 2-pint Tea-pots
When replying, please state (1) discounts allowable, (2) terms of payment, and (3) earliest possible date of delivery.
Sincerely,
译文：要求陶器报价
先生：
你们曾向我们供应过陶器，如果你们现在报下列商品CIF旧金山价，我们将很感谢。我们要求的式样在你们2004年商品目录中列为第8号：
茶杯，茶托：500只
茶碟：200只
两品托茶壶：100只
回信时请说明：(1)折扣，(2)付款条件，(3)最早交货期。
您诚挚的
2. A Firm Offer from the Seller
Dear Sirs,
As requested in your letter of April 18th，we offer you firm as follows, subject to（以…..为准）your reply reaching us by the end of this month:
1000 dozen cotton shirts at US $ 60 per dozen CIF New York. The shipment(装运) is to be made during June. We require payment by confirmed irrevocable letter of credit（保兑的不可撤销的信用证）payable by draft at sight（即期汇票）.
This is the best offer（最优惠的报价）we can make at present and we trust that you will accept this offer without loss of time as the demand for our cotton shirts is heavy.
For your reference, we are sending you some samples separately.
Yours very truly,
译文；卖方报实盘
先生：
根据你们4月18日来函要求，我们报实盘如下，以你们在本月底复到有效：
棉衬衫1000打，每打CIF60美元纽约价。6月装运。我们要求以保兑的不可撤销即期信用证支付。
这是我们目前能报的最低价，由于对我们棉衬衫的需求急切，我们相信你们会立即接受这项报盘。
我们将另邮一些样品供你们参考。
您真诚的
3. A Special Offer
Dear Sirs,
In order to start a concrete transaction（实质的交易）between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows:
Art. No. 81000 Printed Shirting
Design No. 72435—2A
Specifications: 30 X 36 X 72 X 69 35"/36" X 42yds
Quantity: 12,600 yards
Packing: in bales or in wooden cases, at seller's option
Price: US $ ____per yard CIFC 5 % Vancouver
Shipment: to be made in three equal monthly installments; beginning from June 2002 Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. We trust the above will be acceptable to you
and await your trial order with keen interest.
Yours faithfully
译文：特别报盘
敬启者：
为使贵我双方的交易进入实质阶段，今向你方特别报盘如下，以我方最后确认为准。
货／号：81000印花布
图案设计号：72435—2A
规格：30X36X72X69 35"／36"X42码
数量：12，600码
包装：大包或木箱，由卖方任选
价格：每码US$_____CIFC5％温哥华
装运：从2002年6月开始，分三期按月平均装运
支付：保兑、不可撤销、凭即期汇票支付的信用证；该信用证需在装船前30天开出我方相信，贵方可接受上述报盘。殷切期待贵方试订。
您真诚的
4. Counter-offer
Dear Sirs,
We are glad to have received your letter of September 18 offering us Changhong Brand color TV sets inch 34 at CIF Copenhagen US $450 per set.
In reply, we regret to inform you that your price is too high. Market information tells us that some Japanese color TV sets have been sold here at a level about 30% lower than yours.
We do not deny the quality of Changhong Brand color TV sets, but the difference in price is a wide gap. To step up the trade, we counter-offer you 10 thousand Changhong Brand color TV sets inch 34 at CIF Copenhagen US $300 per set.
It is hoped that you would seriously take it into consideration and let us have your reply very soon. Yours faithfully,
( signature )
译文：还盘
敬启者：
我们非常高兴收到贵方9月18日给我们的发盘信，长虹牌彩电34英寸哥本哈根到岸价每台450美元。
我们在此遗憾地答复贵公司，你们的价格太高了。我们从市场信息中得知，日本彩电在此售价平均大约比你们的产品低30％。
我们并不否认长虹牌彩电的质量，但是价差太悬殊了。为了促进贸易，我向你还盘一万台长虹牌彩电34英寸哥本哈根到岸价每台300美元。
希望贵方认真考虑，并早日回函。
您真诚的
5. Seller’ s Acceptance
Dear Sirs,
Thank you for your counter offer of May 18 for cotton shirts. We are pleased to confirm the following cable we have just dispatched.
YOUR COUNTEROFFER MAY 18TH ACCEPTED
Please note, however, that we have specially accepted your request solely because we wish to make this the forerunner of many future orders from you.
We hope you will send us your formal order by return, which we will execute with our best attention.
Yours very truly,
译文：卖方接受还盘
先生：
谢谢你们5月18日对棉衬衫的还盘。我们很高兴地证实刚发出的如下电文：
你5月18日电悉还盘接受
但请注意，我们之所以特别接受你们的要求是因为我们希望以此获得你们未来的大量订单。
希望你们即寄正式订单，我们将以最仔细的关注予以执行。
您真诚的
6. A Non-Firm Offer
Dear Sirs,
We welcome your inquiry of April 17, thank you for your interest in our Wanlida DVD. Our products are super-thin. The voice quality is better, and pictures are clearer than same sort of products. We are pleased to offer you US $150 per set at GIF New York. Payment is to be made by confirmed, irrevocable L/C payable by draft at sight.
Please note that there is no commission on our products, but a discount 5% may be allowed if the quantity of your order is more than 1,000 sets.
We hope you will agree to our offer and look forward to receiving your order. Thank you again for your inquiry.
Yours faithfully,
(signature )
译文：
敬启者：
我们欢迎贵方4月17日的询盘，感谢你们对我们的万利达DVD感兴趣。我们的产品超薄，音质更好，图像比同类产品更清晰。我们非常高兴向贵方报价，纽约到岸价每台150美元。支付由可保兑的不可撤消的即期信用证汇票进行。
请注意，我们的产品没有佣金。但是如果贵公司的订货超过1千台，可许5％的折扣。
我们希望贵方认可我方的发盘，并盼望收到贵公司的订单。
再次感谢贵公司的询盘。
您真诚的
IV. Useful expressions
1.Will you please let us have an idea of your price? 请介绍一下你方的价格好吗?
2.This is our latest price list. Would you like to have a look? 这是我们的最新价目表，您想看
看吗?
3.Would you please give us an approximate idea of the quantity you require? 请告知你方大概
要订多少?
4.The size of our order depends greatly on your price.我们要订的数量，很大程度上取决于你
方的格价。
5.I'd like to have your lowest quotation C.I.F. Tokyo.希望得到你方的CIF东京的最低报价。
6.If you can give us a really competitive quotation, we expect to place a large order.如果你能给
予真正有竞争力的报价，我们要大量定货。
7.Please place an order with us if you find our price competitive.如你方认为我方价格有竞争
性，请向我们订购。
8.If your prices are most favorable than those of other suppliers we shall send you an order.
如果贵方的价格比其他供应者更优惠，我们将向你们订货。
9.We understand that there is a good demand for sports socks in your market, and take this
opportunity of enclosing our Quotation No. 234 for your consideration.我们了解到你方市场对运动袜需求强劲，借此良机，附上我方第234号报价单，供你方考虑。
10.Would you please tell us the price of these products so as to enable us to make a decision?
请报一下这些产品的价格，这样我们才好作出决定。
11.We enclosed our catalogue No.112 and we have quoted our best terms in the attached price
lists. We believe that our product will meet your requirements.附上我方第112号目录单。价格单中我方已报出最好交易条件，相信我们的产品能满足你方要求。
12.Referring to your letter dated 10th July in which you inquired for plastic toys, we have
pleasure in cabling you an offer as follows:关于贵方7月10日对塑料玩具的询价函，现电报报价如下：
13.As requested, we are offering you the following subject to our final confirmation: confirm
our cabled offer as follows:根据要求，现我方就如下货物向贵方报价，以我方最后确认为准。
14.We have pleasure in advising you that we are well placed to supply cotton textiles which have
already met with a warm reception abroad.欣告贵方，在国外颇受欢迎的棉纺织品我方已做好供货准备。
15.We are pleased to inform you that there are 50 tons of walnut now available for export.欣告现
有50吨核桃可供出口。
https://www.doczj.com/doc/fa1782554.html,st year we had the pleasure of supplying you with Drangon Well Tea and we trust that it has
given you every satisfaction. We are writing today to inform you that we can supply Qimen Black Tea.去年，我方荣幸地向贵方提供龙井茶叶，相信贵方十分满意。现函告贵方我方能提供祁门红茶。
17.Our offer is a firm offer and remains valid until 4:00 p.m., 5th May, 2004, Beijing time.此报
价为实盘，有效期至2004年5月5日北京时间下午4点。
18.The offer will remain firm until 31st March, beyond which date the terms and prices should be
discussed anew it.报价有效期至3月31日止，此日期之后的条款及价格需重新商讨。
19.At your request, we now hold this offer open till 10th March.按你方要求，我方报价有效期
至3月10日为止。
20.At your request, we now keep this firm offer open for a further ten days from 10th March.按
你方要求，我们现将实盘有效期从3月10日起再延长10天。
21.As recently the goods are in extremely short supply, we regret being unable to offer the price.
因近来货源奇紧，歉难报盘。
22.The item is presently sold out. Therefore, we cannot send you an offer.此商品目前已售完，因
此，我们不能向你方报价。
23.We regret to say that the goods required by you are not available for the time being, and for
this reason we are unable to send you an offer at present很遗憾，目前无法提供你方所需货物，恕暂难发盘。
4.Core Words and Phrases 核心词语与短语
acceptance of offer；accepting an offer接受发盘
as per sample 按照样品
asking price索价
bidding without engagement递虚盘
buying offer买方发盘
cable offer电报发盘
cancellation of offer；canceling an offer撤销发盘
combination offer搭配发盘
comparative list开价比较表
competitive quotation有竞争能力的开价
confirmation of offer；confirming an offer确认发盘
counter counteroffer反还盘
counter sample 反样、回样
counteroffer还盘(价)
declination of offer；declining an offer婉拒发盘
domestic market 国内市场
duration of offer发盘的有效期限
equal to sample 和样品相同
exceptional offer特殊发盘
exclusive offer独家发盘
favorable quotation；quoting favorably低廉的开价
firm bid；bidding firm递实盘
firm offer实盘发盘
foreign market 国外市场
free sample 免费样品
full range of samples 全套样品
lump offer；offer on a lump综合发盘
market condition 市场状况
market fluctuation 市场波动
market information 市场情报
market price 市场价格
market shortfall 市场供应不足
negotiation through letters and telegrams函电磋商
non-offer；offering without engagement虚盘,不受约束的发盘
offer accepted subject to following alterations接受发盘，但需作如下修改
offer entertainable；offer acceptable发盘可以考虑
offer good until withdrawn在撤回前有效的发盘
offer sample发盘附样品
offer subject to (goods) being unsold以未售出为准的发盘
offer subject to arrival of goods at port of shipment以货到出口港为有效的发盘
offer subject to buyer’s inspection or approval以买方看货后有效的发盘
offer subject to change without notice如有变化，无需另行通知的发盘
offer subject to export license以领得出口许可证为准的发盘
offer subject to immediate acceptance by telegram以立即回电接受为准的发盘
offer subject to immediate reply以立即答复为准的发盘
offer subject to import license以领得进口许可证为准的发盘
offer subject to market fluctuation按市价变动的发盘
offer subject to prior sale有权先售的发盘
offer subject to reply received here by．．．days以答复于……日内抵达我处为有效的发盘offer subject to seller’s confirmation卖方确认后有效的发盘
offer subject to shipment by first available steamer以装第一艘轮船为准的发盘
offer subject to shipping space available以有舱位为准的发盘
offer unacceptable发盘不能接受
offer；offering发盘(报价)
offered firm；firm offer确实报价
offeree接盘(被报价)人
offerer发盘(报价)人
offering date报(发)价日
offering list；offering book报价单
offering period发价有效期
original offer原发盘
overseas market 国外市场
overstocked 存货过多的
prices set through free自由订价
produce market 产品市场
quotation by RMB以人民币开价
quotation on CIF basis以CIF条件为基础的开价
quotation on discount basis在有折扣的基础上开价
quotation on FOB basis以FOB条件为基础的开价
quotation on U．S．dollar以美元开价
quotation sheet开价表
quotation without engagement不受约束的开价
quotation；quoting开价
re-offer on basis of availability按供应能力重新发盘
re-offer, reoffering重新发盘
repeat offer；repeating an offer再发盘
representative sample 有代表性样品
revocable offer可撤销发盘
sample book 样品册
sample for reference 参考样品
sample free of charge 免费样品
sample invoice 样品发票
sample of no charge 免费样品
sample of no value 无价样品
sample offer附样发盘
sample pad 样品
sample post 样品邮寄
special offer专门发盘
specific enquiry特定询价
under quoting开价低于所值
up to sample 达到样品品质、比得上样品
verbal offer口头发盘
withdrawal of offer；withdrawing an offer撤回发盘withholding of offer；withholding an offer暂停发盘