商务英语chapter 8(3)-offer and counter-offer

3.2Offer发盘，发价，要约Anoffer,apromiseofthesellertosupplygoodsonthetermsandconditionsstated,indicatesalltheothernecessarytermsofsalesforthebuyer’sconsiderationandacceptanceaswellasthepriceofthegoodshewishestosell.Offeror，offerer:发盘人Offeree：受盘人3.2.1ConstitutionsofaneffectiveofferTheoffershallbemadetooneormorespecificpersons.Aproposalotherthanoneaddressedtooneormorespecificpersonsistobeconsideredmerelyasaninvitationtomakeoffers,unlessthecontraryisclearlyindicatedbythepersonmakingtheproposal.Notes:invitationtomakeoffers要约邀请Mainformsofinvitationtomakeoffers:Catalog,Pricelist,Auctionannouncement,Tendernotice,Prospectus,AdvertisingThecontentofanoffermustbesufficientlydefinite.Intradepractice,themaintradetermsshouldbecompletelydenoted:NameofCommodity;Quality;Quantity;Packing;Price;Delivery;Paymentandsoon.Theofferorintends,withoutreservation,toenterintoacontractwiththeoffereeifallthetermsofferedareacceptedbytheofferee.Anofferisaproposalindicatingtheofferortobeboundincaseofacceptancebytheofferee.3.2.2TypesFirmoffer（实盘）—offerwithengagementAsellerpromisestosellgoodsatastatedpricewithinastatedperiodoftime（validityperiod）.Itcandevelopintoacontractualobligation;Onceitisacceptedbyabuyer,thesellercannotrevokeit.WaystodeterminethevalidityperiodofanofferFixingthelatestdateforacceptance.e.g.OurofferissubjecttoyourreplyreachingusbeforeAugust20.TheofferisvalidtillJune10ourtime.FixingaperiodoftimeE.g.ourofferremainseffectivefor10daysfromJune1,inclusiveofJune1.Fixingingeneralterms,suchas“promptreply”,“immediateleyreply”,etc.(shoulebeavoided)Non-firmoffer（虚盘）—offerwithoutengagementTheofferissubjecttochange/alterationwithoutnotice.Theofferissubjecttotheseller’sfinalconfirmationTheofferissubjecttopriorsale.Theofferissubjecttobeingunsold.Theofferissubjecttobuyer’sinspectionorapproval.Theofferissubjecttoshippingspaceavailabel.Theofferissubjecttosafearrivalofgoodsatportofshipment.Theofferissubjecttoimportlicence.Theofferissubjecttomarketfluctuation.DearSirs, Youwillbeinterestedtohearthatwecanofferafurthersupplyofthebestqualitydiamondatthelowestprice.Thetotalamountis4,000caratsand200pieces.WearepleasedtosupplyittoyouatUS$140.00percarat. Withtheincreaseofthegeneralretailcosts,whichbecameconspicuousthisspring,thenextconsignmentwillbemuchdearer,sowerecommendyoutotakepromptadvantageofthisofferwhichisfirmforaweekonly.                                                 Yoursfaithfully,Sample–offer(1)September6,2001MessrsHealy&Co.73HydeRoad,Antwerp,BelgiumDearSirs,Men'sLeatherShoesThankyouforyourenquiryofSeptember5forthecaptionedgoods.Asrequested,weareofferingyou7500pairsof"Hero"BrandMen'sLeatherShoesatUS$12.5PERPAIRCFRAntwerpforshipmentinNovember,2002.Paymentistobemadebyanirrevocable,confirmedL/Cpayablebydraftatsight.Theofferisfirm,subjecttoyourreplyreachingherebeforeSeptember15,2002.Wehaveairmailedyouunderseparatecoversomeofourillustratedcatalouguesshowingexactlysizes,designsandworkmanshipofourgoods.Thereiseveryindicationthatthemarketistendingupwards.Itisinviewofourlongandfriendlyrelationsthatwehavequotedyouthemostfavorablepriceandnocounter-offerisanticipated.Yoursfaithfully,ShunDaImport&ExportCorporationSample–offer(2)July,32001JamesBrown&sons#304-310JalanStreet,Toronto,CanadaDearSirs,WeconfirmhavingreceiceivedyourenquiryofJuly2forourbicycles.Incompliancewithyourrequest,wearemakingyouanoffer,subjecttoourfinalconfirmationasfollows:Commodity:"Eagle"brandBicyclesSpecifications:FSE--26,blackandgraycolorsQuantity:5000piecesPrice:US$37.50perpieceCFRVancouverShipment:in twoequallotsof2500pieceseach,beginningfromAugust,2002.Packing:inwoodencasesPayment:byanirrevocable,confirmedL/Cpayablebydraftatsight. Onanorderformorethan10000pieces,a5%discountisallowed.Pleasefaxuswithoutdelayifyoufindtheabovesatisfactory,Weassureyouourpromptandcarefulattentiontoallofyourfutureorders.Yoursfaithfully,ChinaTradingCompanySample–offer(3)USEFULEXPRESSIONS(1)Thankyouforyourrecentenquiry.Wehavealargequantityof…instock,andarepleasedtoofferthemasfollows:(2)Wecanofferyouapriceof$_____peritem,firm30days,afterwhichthepricewillbesubjecttochange.(3)Wecanquoteyouapriceof$_____,thoughwecanonlyholdthispriceforsixweeksbecauseofexchangefluctuations.(4)Alllistpricesarequotedf.o.b.Londonandaresubjecttoa5%tradediscountwithpaymentbyletterofcredit.(5)Weusuallyofferan5%tradediscountonf.o.b.prices,andwouldpreferpaymentbyirrevocableletterofcredit.(6)Normallyweallowa5%tradediscountoffnetpriceswithpaymentonadocumentagainstpaymentbasis.(7)WethankyouforyourenquiryofJuly6andaresendingyou,underseparatecover,aspecimenof…togetherwithourpricelist.(8)Wecanquoteyouagrossprice,includingdeliverycharges.(9)Withreferencetoyourletterof…,enquiringfor…,weencloseourQuotationNo…foryourconsiderationandtrustyouwillfindourpricesacceptable.(10)Ourbestofferisgivenbelowsubjecttoourfinalconfirmation.EXERCISE1.TranslatethefollowingsentencesintoEnglish.我们确认已向你方电报下列商品实盘，以9月20日前复到有效。你方6月3日来电要求我们报第33号毯子。现确认我方于6月6日电报向你方报盘如下，该盘不受约束。我们的报盘三天有效。我的报价以合理利润为依据，不是漫天要价。2.LettersWriting敬启者：感谢你方11月30日询函，现随函附寄我方窗帘材料（curtainmaterials）的报价单。我们精心挑选了一些样品寄给你们。相信其优良的品质，具有吸引力的设计以及合理的价格会让你们觉得物有所值。由于目前各地对我们的产品的需求非常旺盛，以致于我们难以满足。但是如果我们能够在10天之内收到你们的订单，我们将优先尽快为你方发货。盼早日回复，不胜感激。谨上3.3Counter-Offer还盘andCounter-counterOffer反还盘Counter-offermeansthattheoffereedoesn'taccepttheofferwhollyandputforwardsomeadditions,modification,limitations,etc.astothebasictermsandconditionscontainedintheoffer.Oncethecounter-offerismade,theoriginalofferwillbeinvalid,andthebusinesswillbeonthebasisofthecounter-offer.Whenreceivingthebuyer’scounter-offerandfindingsometermsandconditionsunsatisfactoryandevenunacceptabletohim,thesellerwillstatehisownopinionsinaletter,whichiscalledcounter-counteroffer.Ininternationaltradepractice,thefinalizationofabusinesshastogothroughaseriesofcounter-offersandcounter-counteroffers.UsefulExpression如果你方接受我们的还盘，我们就劝用户向你方购买。Ifyouacceptourcounter-offer,we’llpersuadetheend-usertoplaceanorderwithyou.我方认为你方报价不合适，因为该原料价格正在下跌。Wefeelthatyourquotationisnotproperbecausethepriceforsuchmaterialisonthedeclineatpresent.希望你方重新考虑此事，并尽快告知你方决定。It’sourhopethatyouwouldconsiderthematterandletusknowyourdecisionasquicklyaspossible.在质量方面，其他牌子的商品很难和我们的相比。Inrespecttoquality,Idon’tthinkthatthegoodsofotherbrandscancomparewithours.结合质量考虑，我认为这个价格是合理的。Takingthequalityintoconsideration,Ithinkthepriceisreasonable.为了使这笔生意成交，我认为你方应至少降价10％。Tohavethisbusinessconcluded,Ishouldsayareductionofatleast10%wouldhelp.但是降价10％是不可能的。Buttomakea10%reductionisoutofquestion.恐怕我们无法接受5％的减价。I’mafraid5%reductioninpriceisunacceptabletous.如果你们订货数量大，我们准备减价百分之二。Wearepreparedtomakea2%reductionifyourorderisbigenough.你方价格上涨了，几乎比去年上涨了25％。Yourpricehassoared.It’salmost25%higherthanlastyear’s.如果你们仍然坚持原报价，我们就只好放弃这笔生意。I’mafraidwehavetocallthewholedealoffifyoustillinsistonyouroriginalquotation.我们同意以每吨五千美金的价格成交。WeagreetoconcludethetransactionatthepriceofUS$5000perton.Exercises-Translation1)我们愿意以此价格为你报实盘。2)我们可以按国际市场价格给您报价。3)好吧，我给你一个特别优惠价。4)我们将优先向你们报盘。5)此报盘着眼于扩大销路而且很有竞争性。6)Thisisourrock-bottomprice,wecan’tmakeanyfurtherconcession.7)Ourpriceisfixedatareasonablelevel.8)Ourcounter-offerisinlinewiththeinternationalmarket.9)Thepricewehavegivenisafairprice.10)Let’smeeteachotherhalfway.3.4Acceptance接受（1）DefinitionItisactuallyanunreservedassentorcommitmentofthebuyersorsellerswhoarewillingtoenterintoacontractinaccordancewiththetermsandconditionsagreeduponafterpreliminarymutualnegotiations.Ininternationaltrade,theacceptanceisindispensablefortheconclusionofabusinessandthesigningofacontrace.（2）TheconditionAneffectiveacceptancemustbehavethefollowingconditions:Acceptanceshallbebaseduponthebuyer’scompleteacceptanceofthefirmoffer,ortheseller’sconfirmationofthebuyer’sacceptanceofanon-firmoffer,ortheseller’sacceptanceofthebuyer’scounter-offerorthebuyer’sfirmorderorfirmbidwiththeseller.Acceptanceshallbemadebyaspecificofferee.Acceptanceshallbedeclaredinwaysstipulatedintheoffer,eitherorallyorinawrittenform.Acceptanceshallreachtheofferorwithinthetimeofvalidity.Question:ACompanywantstobuyanumberofgoods,andmakesanannouncementabouttender.CompanyB、C、D、EandFsubmittheirtenderrespectively.Atlast,companyBwinsthebid.Pleasepointoutthatwhichone(s)is(are)invitationtomakeoffer,whichone(s)is(are)offer,whichone(s)is(are)acceptance?InquiryCounterOfferAcceptanceYES/NOOfferNoYesBarginProceduresofBusinessNegotiation