Counter-offer 还盘 商务.ppt

Counter-offer 还盘 1.The introduction of counter-offer Definition: Counter-offer is an offer made in response to a previous offer provided by the other party (often the exporter)during negotiationsfor a final contract.Making a counter-offer automatically rejects the prior offer.This rejection can be complete or partial . 还盘是在双方为签订合同而进行的谈判期间，一方对另一方的前一报盘做出的反应。还盘意味着自动拒绝前一报盘.这个拒绝既可以是全部拒绝也可是部分拒绝 Effect of counter-offer It has the effect of rejecting the original offer. Thus the prior offer becomes invalid and unbinding. It requires an acceptance/refusal under the terms of the counter offer. (还盘一经提出，原来的报盘即刻失效，交易要在还盘的基础上重新开始。) In complicated deals, this process can go on for many rounds till business is concluded. （还盘，反还盘） Example: lets say you are selling a vehicle. A buyer arrives and offers you $10,000 for the car. In an attempt to get a higher price, you counteroffer, asking for $11,000. If the buyer declines, you cannot force them to buy the car at $10,000, even though they have already offered at that price. The purpose of counter-offer making it more appealing for the other party to make Question： How many kinds of counter-offers in your opinion, and what are they? Several Kinds of Counter-offers 1. Counter-offer on price. 2. Asks for reduction of minimum quantity. 3. Counter-offer on payment terms. 4. Asks for earlier delivery. 5. Asks for changing the package. 6. Counter-offer on the discount of the goods. 7. Asks for more commission. The key structures of a counter-offer letter 1. Opening Paragraph: Express your thanks with a courteous sentence. Thank you for your letter of....,offering us for....感谢你方...的信函，报给我方... We acknowledge with thanks your offer dated...感谢你方...报盘 2. Transitional Paragraph: ①Express your difficulties to accept the offer and give your reason. ②Express your condition (suggestions) to counter-offer. We‘d like to inform you that your prices are not competitive.There is