实用外经贸谈判英语教程课件廖瑛 ISBN9787811348095 PPT PPTLesson 11.pptVIP

Lesson 11 Counter-Offer, Bid and Counter-Counter-Offer 还盘、递盘与反还盘 New Words and Expressions 1. bid [???] v. n. 递盘 2. counter-offer 还盘 3. counter-counter-offer 反还盘 4. purport [???????] n. v. 主旨；声称 5. modification [??????????????] n. 更改, 修改, 修正 6. rejection [??????????] n. 拒绝 7. amendment [??????????] n. 改善, 改正 8. bargain [???????] v. 议价 9. margin [????????] n. 毛利 10. trade discount 同业折扣 11. offerer [??????] n. 发盘人 12. offeree [??:?????] n. 受盘人 13. nil [???] n. 零 14. for the sake of为了 15. strengthening [???????????] n. 加固 16. rock bottom price 最低价 17. insist on 坚持, 坚决要求 18. impasse [???????] n. 僵局 19. up-to-date a. 直到现在的, 最近的, 当代的, 新式的 20. taking…into consideration考虑到 21. keen [????] a. 敏锐的, 敏捷的 22. accordingly [??????????] adv. 因此, 从而 23. component [???????????] n. a.　成分；组成的, 构成的 24. initiative [??????????] n. 主动 25. long-standing 长期的 26. grant [??????] v. 同意, 准予, 承认(某事为真) 27. allowance [????????] n. 津贴, 补助 28. sliding scale n. 计算尺, 按比例增减 29. prorate [?????????] v. 比例分配, 分派; Introduction A reply to an offer that purports to be an acceptance but contains additions, limitations or other modifications is a rejection of the offer and constitutes a counter-offer. 买方在对卖方报盘的答复中，含有添加限制或其他更改内容时，则被认为拒绝该项报盘，并构成了还盘。 A counter-offer is the refusal of an offer. Once the offerer receives a counter-offer, the offerer is not bound to the former offer because it is out of validity. That is to say, a counter-offer is a new offer to the former offerer. 还盘是对报盘的否定。还盘一经做出，原发盘即失去效力，发盘人不再受其约束。也就是说，一项还盘等于是受盘人向原发盘人提出的一项新的发盘。 A counter-offer often covers the following points: 1) Express the buyer’s thanks to the seller for the offer. 表达买方对卖方报盘的感谢。 2) Express regret at the buyer’s inability to accept. 表示遗憾不能接受报盘。 3) Forward concrete suggestions or amendments to the former offer. 提出具体的修改建议。 4) Express hopes of mutual beneficial cooperation. 希望双方互利互惠。 In international business activities, when the seller’s goods sells well or when the seller is unaware of the market situation