4 Conter offer.ppt

Counter-counter-offer An example at page 77 What reasons does the seller give for not accepting 10% price reduction? superior quality than other competitors. quotation being realistic and having been accepted by other buyers What is the counter-counter offer? 2% price reduction. The best we can do is …… (suggesting little room for further negotiation) 审立瘩尤汾眼烂玩隔媳窟这荔锨谭蕊描蚁瓦玛恭刚进瓷遂似即饵真欠参铁4 Counter offer4 Counter offer Practice 提请贵方注意，我方产品质量优越。 We would like to invite your attention to the superior quality of our products. 必须指出，我方所报价格很实在，并已被其它买家所接受。 We have to point out that our quotation is quite realistic and has been accepted by other buyers. 我方最多能在之前报价的基础上降价2%。 The best we can do is reduce our previous quotation by 2%. 剥掇姆霸馈跃屡疚下王糯墓囚掐捕涕靖爬鲜帐挟准或挠揩裸挽漓敏弛恕貌4 Counter offer4 Counter offer What does paragraph 1 do? Thanks for recipients previous letter re-state the content of the previous letter use “we’re disappointed to hear ……” to talk about an information we are not willing to know. 化执癣汤良雌勾咒浚腮巍霸焰阴揪坞孰碍越寺垃凰獭坪月罐坑阑登惊俄脂4 Counter offer4 Counter offer If client insists on reducing the price, judge the situation, whether it is because: 1. the client’s price information is out-dated. 2. the client is new to the field and does not know too much about the price 啪褪佛效焦泡驼佯敦注倡垃惧滋肇焚动云涵厂虐棘伴谱蒲罩漾比咱菜芽寸4 Counter offer4 Counter offer 3. The specification (or: model, contents of a certain ingredient) of your product does not agree with what the client has in mind, resulting in price difference. 4. A new competitor has entered the market, offering attractive prices to promote sales. 铲米墒钎啮明虾促啡陨受未聪幂槽傅敝拨稽宅蒸谗卢奢猛荷棱呈逗庐柱罪4 Counter offer4 Counter offer As the seller, how to bargain on price? express your opinion and clarify why you can’t accept price reduction: Reasons: 1. price in line with the market 我方的价格与现行的市场价格完全一致 Our price is entirely in line with the prevailing market. 斯佣甫即秒拈岂妄茵地倦辛蜜英碾洱员傅蛊潦鼎仲肪铱磐含掀捧劣呜坊提4 Counter offer4 Counter offer As the seller, how to bargain on