Counteroffer
　　還盤
　　Brief Introduction
　　還盤也叫還價。接盤人在收到一項報盤后，往往會對其中的某些內(nèi)容不能完全同意，于是會提出不同的要求。這種口頭或書面的要求一經(jīng)提出，原來的報盤即刻失效，于是交易在還盤的基礎上重新開始。
　　還盤的內(nèi)容不單是指價格。對支付條件、裝運期等主要條件提出不同的建議，也都屬于還盤性質(zhì)。一筆交易的成立，有時要經(jīng)歷多次還盤和反還盤的過程。
　　Basic Expressions
　　1. Our counteroffer is as follows.
　　我們還盤如下。
　　2. Our counteroffer is well founded.
　　我們的還價是很合理的。
　　3. Your counteroffer is not up to the present market level.
　　你的還價是不符合目前市場價格。
　　4. Please make us your best possible counteroffer.
　　請給我們你們最好的還盤。
　　5. The price you offer is not in line with the prevailing market.
　　你方報價與現(xiàn)行市場價不合。
　　6. It’s impossible for us to entertain your counteroffer.
　　我們不能接受你方的還價。
　　7. I’m sorry. The difference between our price and your counteroffer is too wide.
　　很遺憾，我們的價格與你方還盤之間的差距太大。
　　8. This is our rock - bottom price, we can’t make any further reduction.
　　這是我方的最低價格，我們不能再讓了。
　　9. How about meeting each other halfway?
　　能不能互相做出讓步？
　　10. If you accept our counteroffer, we’ll advise our users to buy from you.
　　如您能接受我們的還盤，我們就勸用戶向你方購買。
　　11. As a rule, the larger the order, the lower the price.
　　買得越多，價格越便宜，這是個慣例。
　　12. I appreciate your counteroffer but find it too low to accept.
　　謝謝你的還價，我覺得太低了無法接受。
　　13. We ask for indulgence for 6 days to make a counteroffer.
　　我們要求寬限六天以便做出還價。
　　14. We regret to note that you have turned down our counteroffer.
　　我們很遺憾，知道你方已拒絕了我方的還價。
　　Conversations
　　Dialogue 1
　　A: This is our rock - bottom price, Mr. Li. We can’t make any further concessions.
　　B: If that’s the case, there’s not much point in further discussion. We might as well call the whole deal off.
　　A: What I mean is that we’ll never be able to come down to your price. The gap is too great.
　　B: I think it unwise for either of us to insist on his own price. How about meeting each other half way so that business can be concluded?
　　A: What is your proposal?
　　B: Your unit price is 100 dollars higher than we can accept. When I suggested we meet each other half way, I meant it literally.
　　A: Do you mean to suggest that we have to make a further reduction of 50 dollars in our price? That’s impossible.
　　B: What would you suggest?
　　A: The best we can do will be a reduction of another 30 dollars. That’ll definitely be rockbottom.
　　-- 李先生，這是我方的最低價格，不能再讓了。
　　-- 如果是這樣的話，那就沒有什么必要再談下去了，我們是不是干脆 放棄這筆生意算了！
　　-- 我的意思是說我們的價格永遠不可能降到你方提出的水平，差距太 大了。
　　-- 我想我們雙方都堅持自己的價格是不明智的，能不能互相做出讓 步？各方都再讓一半，生意就能成交了。
　　-- 你的建議是?
　　-- 你方提出的單價比我們可以接受的價格高出100美元，我說的各讓 一半，是名副其實的一半。
　　-- 你是說讓我們再減價50美元嗎？辦不到！
　　-- 你的意見呢？
　　-- 我們最多只能再減30美元，這可真是最低價了。
　　B: That still leaves a gap of 20 dollars to be covered. Let’s meet each other half way once more, then the gap will be closed and our business completed.
　　A: You certainly have a way of talking me into it. All right, let’s meet half way again.
　　B: I’m glad we’ve come to an agreement on price. We’ll go on to the other terms and conditions at our next meeting.
　　A: Yes, there’s one other point I wish to clear up.
　　B: What is it?
　　A: My friends in business circles all seem to be of the opinion that the U.S. import and export corporations have become more
　　flexible in doing business recently.
　　B: Yes, they’re right. In fact, we have either restored or adopted international practices in our foreign trade.
　　-- 這樣還剩下20美元的差額呀。我們再一次各讓一半吧。這樣差額
　　就可消除，生意也就做成了。
　　-- 你真有辦法，把我說服了。好吧，我們再各讓一半。
　　-- 雙方在價格上達成了協(xié)議，我感到很高興。在下一次談判中，我們再研究其他條款。
　　-- 好。不過我還想澄清另一個問題。
　　-- 什么事？
　　-- 商界的許多朋友好像覺得美國的進出口公司在貿(mào)易中做法更加靈活 了。
　　-- 正是這樣。事實上，最近我們在國際貿(mào)易中恢復或采用了國際慣例 和習慣做法。
　　A: I’m glad to hear that. With a view to expanding and further enhancing the bilateral relations between our two parties, and in particular, exchanging timely views on specific problems in the execution and enforcement of contracts, is it possible for us to have a representative that could stay permanently in Washing- ton D.C.?
　　B: Basically speaking, yes, we welcome the establishment of repre- sentative offices by foreign companies in Washington D.C.
　　Of course, there are more details to be attended to. We cannot settle it in a few words.
　　A: Yes, of course. I’ll call my home office tonight and let them know about it. When do we meet again?
　　B: How about tomorrow morning at 9?
　　A: Good. I’ll come back tomorrow, and we can then discuss it more specifically.
　　-- 聽到這一點，我很高興。為了發(fā)展和鞏固我們雙邊之間的關系，特別是為了在執(zhí)行合同過程中就具體問題及時交換意見，我們能不能 派出代表常駐華盛頓？
　　-- 從根本上講，可以，我們歡迎外國公司在華盛頓設立代表處，當然還有一些細節(jié)問題需要處理。這個不是三言兩語就可以解決的。
　　-- 那當然。我今晚打電話給國內(nèi)公司，向他們報告這件事，我們下一次什么時候見面？
　　-- 明天上午九點鐘怎么樣？
　　-- 好，我明天再來，這樣我們可以更具體地討論這件事。
　　Dialogue 2
　　A: Mr. Brown, I’m anxious to know about your offer.
　　B: Well, we’ve been holding it for you, Mrs. Perless. Here it is. Five hundred cases of black tea, at 20 pounds per kilogram, C.I.F. Liverpool. Shipment will be in July.
　　A: That’s a high price! It will be difficult for us to make any sales.
　　B: I’m rather surprised to hear you say that, Mrs. Perless. You know the price of black tea has gone up since last year. Ours compares favorably with what you might get elsewhere.
　　A: I’m afraid I can’t agree with you there. India has just come into the market with a lower price.
　　B: Ah, but everybody in the tea trade knows that US’s black tea is of top quality. Considering the quality, I should say the price is reasonable.
　　A: No doubt yours is of high quality, but still, there is keen compe- tition in the tea market. I understand some countries are actually lowering their prices.
　　-- 布朗先生，我很想知道你們的報盤情況。
　　-- 佩利絲女士，我們還一直為你保留著這一報盤。這個就是：500箱 紅茶，成本加運費保險費到利物浦價，每公斤20英鎊，七月裝船。
　　-- 價格太高了！我們很難銷售。
　　-- 佩利絲女士，你這么說我很吃驚。你知道從去年以來紅茶價格已經(jīng)上漲。我們的價格比起你從別處可以買到的價格是較為優(yōu)惠的。
　　-- 這點我恐怕不能同意。印度正剛好打入市場，價格比較低。
　　-- 不過，茶葉商人都知道美國紅茶質(zhì)量好。結(jié)合質(zhì)量考慮，我認為這個價格很合理。
　　-- 毫無疑問，你們的紅茶質(zhì)量上等，但是茶葉市場競爭激烈。我知道有的國家實際上正在削價拋售。
　　B: So far our commodities have stood the competition well. The very fact that other clients keep on buying speaks for itself. Few other teas can compare with ours either for flavor or color.
　　A: But I believe we’ll have a hard time convincing our clients at your price.
　　B: To be frank with you, if it weren’t for our good relations, we wouldn’t consider making you a firm offer at this price.
　　A: All right. In order to get the business, I accept.
　　B: I’m glad that we’ve settled the price.
　　A: Now about the quantity. You said you could offer me only 500 cases, which I think is not enough. Last year we sold 700 cases, and I’m sure I can do better this year. I hope you can offer me at least 800 cases.
　　-- 目前為止，我們的商品都是經(jīng)得起競爭的。其他客戶不斷地向我們 購買就證明了這一點。在香味或色澤方面，其他品牌的紅茶很難與 我們的紅茶媲美。
　　-- 不過我認為很難說服我們的客戶們接受你方的價格。
　　-- 坦率地說，如果不是為了我們之間的友好關系，我們本來不會考慮 以這個價格報實盤的。
　　-- 好吧，為了達成交易，我接受了。
　　-- 很高興我們就價格問題達成了協(xié)議。
　　-- 現(xiàn)在談談數(shù)量問題。你說只能供應500箱，這不夠，去年我們銷售 了700箱，今年肯定能銷售更多，我希望你至少能報800箱。
　　B: Because of the rapid growth of both our domestic and foreign markets, our production hasn’t been able to go forward at an equal pace with the demand. 500 cases are the best I can offer you at present.
　　A: I see. But if I don’t take care of the supply of my market, my customers will naturally turn somewhere else for their needs.
　　B: Sorry, I don’t think we can offer you more than 500 cases this year. As a matter of fact, we have made a special effort to get
　　even these 500 cases for you.
　　A: All right. We’ll take the 500 cases this time. But I do hope you can supply more next time.
　　B: We’ll see if we can do better next year.
　　-- 由于國內(nèi)外市場迅速發(fā)展，我們的生產(chǎn)已趕不上需求。目前我最多能報500箱。
　　-- 我知道。不過如果我不能充分供應市場的話，我的顧客勢必會從別 處購貨。
　　-- 很抱歉，我想今年供應不可能超過500箱了。事實上，供應這500 箱我們還做了特別的努力。
　　-- 好吧，這次我們就接受500箱，但希望下次你方能多供應些。
　　-- 那得看明年我們能否多供應一些。
　　Dialogue 3
　　A: Mr. Brown, let’s have your firm offer now.
　　B: Gladly. Here’s our offer, 310 Francs per ton, F.O.B. Marseilles. You will notice the quotation is much lower than the current
　　market price.
　　A: I’m afraid I disagree with you there. We have quotations from other sources too. And, as you well know, we mainly rely on our own resources. Our own chemical industry has expanded rapidly. We import a certain amount of chemical fertilizer only when the price is reasonable.
　　B: Well, then, what’s your idea of a competitive price?
　　A: As we do business on the basis of mutual benefit, I suggest somewhere around 270 Francs per metric ton F.O.B. Marseilles.B: I’m sorry the difference between our price and your counter- offer is too wide. It’s impossible for us to entertain your counter- offer, I’m afraid.
　　A: Mr. Brown, you no doubt have wide contacts. I don’t think I have to stress that our counter - offer is well founded. It is in line with the international market.
　　B: I don’t see how I can pull this business through, Mrs. Wang. Let’s meet each other half way. Mutual efforts will carry us a step forward.
　　-- 布朗先生，現(xiàn)在給我們報實盤吧。
　　-- 好的。這是我們的報盤：每噸310法郎，馬賽船上交貨價。你會注 意到我們的價格比目前市價低很多。
　　-- 恐怕我不能同意這一點。我們也接到了其他地方的報盤。你知道，我們主要靠自己的貨源供應，我國的化工工業(yè)已迅速擴大。只有在 價格合理時，我們才進口部分化肥。
　　-- 那好吧，你認為什么價格具有競爭力？
　　-- 我們都是在互利的基礎上做交易，我建議每公噸馬賽船上交貨價為 270法郎左右。
　　-- 很遺憾，我們的價格與你方還盤差距太大了，恐怕不可能接受你們 的還盤。
　　-- 毫無疑問，布朗先生，你們的聯(lián)系很廣泛，我無須再三說明我們的 還盤是很有根據(jù)的。它符合國際市場的行情。
　　-- 王小姐，我不知道怎樣才能把這生意做成。我們各讓一半吧，共同努力才能使我們前進一步。
　　A: Now Mr. Brown, what we have given is a fair price.
　　B: Well, how’s this? We accept your price provided you take the quantity we offer.
　　A: I’m surprised, Mr. Brown. Wouldn’t it be better to settle on the
　　price first before going on to the quantity? If you accept our counteroffer, we’ll advise our users to buy from you.
　　B: Then perhaps you could give me a rough idea of the amount needed?
　　A: It’ll be somewhere around 50,000 tons.
　　B: All right, Mrs. Wang. As a token of friendship, we accept your counteroffer for ammonium sulphate for 50,000 tons, at 270 French Francs per metric ton F.O.B. Marseilles.
　　A: I’m glad we have brought this transaction to a successful conclusion.
　　B: I appreciate your efforts and cooperation and hope that this will be the forerunner of other transactions in future.
　　A: Thank you. We’ll be waiting for your confirmation.
　　-- 布朗先生，我們出的價格是公平合理的。
　　-- 這樣辦好不好：如果你方接受我們的數(shù)量，我們就接受你方的價格。
　　-- 布朗先生，你這么說出乎我的意料。在討論數(shù)量前，我們先解決價 格問題不更好嗎？如果你接受我們的還盤，我們就推薦用戶向你方購買。
　　-- 那么也許你可以給我一個大概的數(shù)量？
　　-- 大約五萬噸左右。
　　-- 好吧，王小姐，作為友誼的表示，我們接受你方對五萬噸硫酸銨的 還盤，即每公噸馬賽船上交貨價270法郎。
　　-- 我很高興，我們已成功地達成了交易。
　　-- 我感謝你方的努力和合作，并希望這筆交易將只是今后更多交易的 開始。
　　-- 謝謝你，我們等待你方的確認。
　　Words and Expressions
　　concession [kEn5seFEn] 讓步
　　literally [5litErEli] 照字面地，逐字地
　　reasonable [5ri:znEbl ] 合理的，適當?shù)?br /> 　　Franc [ frANk ] 法郎
　　current [5kQrEnt] 當前的，現(xiàn)行的
　　per [ pE] 每，每一
　　expand [iks5pAnd] 發(fā)展，擴大
　　counteroffer [ 5kauntE7C:fE ] 還盤
　　entertain [7entE5tein ] 接受，準備考慮
　　token [5tEukEn] 象征；表示
　　ammonium sulphate 硫酸銨
　　forerunner [5fC:7rQnE] 前兆，先導
　　rock bottom price 最低價格
　　in that respect 在那方面
　　Notes
　　1. might as well call the whole deal off 索性放棄這一整筆交易
　　2. have a way of talking me into it 有辦法說服我
　　3. have stood the competition well 經(jīng)得起競爭
　　4. The very fact that other clients keep on buying speaks for itself.
　　其他客戶繼續(xù)購買這一事實本身就說明了這一點。
　　5. It’s impossible for us to entertain your counteroffer.
　　我們不能接受你方的還價。
　　6. Our counteroffer is well founded. 我們的還價是很合理的。
　　7. provided you take the quantity we offer
　　如果你方接受我們提議的數(shù)量
　　8. as a token of friendship 作為友誼的表示
　　9. in line with the world market 和世界市場價格一致
　　A specimen Letter
　　Dear Sirs:
　　We are in receipt of your offer of March 26 for 300 cases of black tea at 30 pounds per kilogram, C.I.F. Liverpool.
　　In reply, we regret to inform you that we cannot do business at the prices you have given. You may be aware that some Indian dealers are lowering their prices. No doubt there is keen competition in the market.
　　We do not deny that the quality of Chinese tea is better and no other tea can compare with yours either for flavor or color, but the difference in price should, in no case, be as great as 8 percent. To close the business, our counteroffer is as follows:
　　300 cases of black tea at 25 pounds per kilogram, other terms as per your letter of March 26.
　　As the market is declining, we recommend your early acceptance.
　　Yours faithfully,
　　先生：
　　我們收到了你們?nèi)�月二十六日關于三百箱紅茶，每公斤三十英鎊利物浦到岸價的報盤。
　　很抱歉，我們不能接受你們的價格。你們可能知道，有些印度商人正在削價銷售。無疑市場競爭很激烈。
　　我們承認，中國茶葉品質(zhì)較好，在香味和色澤方面，其他品牌的紅茶很難與之相比。但是價格差距不應高過百分之八。為了成交，我們還盤如下：
　　三百箱紅茶，每公斤二十五英鎊，其他條件照你方三月二十六日信中所述辦理。
　　由于市價看跌，我們建議你們早日接受。
　　Substitution Drills
　　1 A:We’re thinking of placing a large order with you.
　　expanding into the Chinese market.
　　locating an agent in your area.
　　B: I’m glad to hear that.
　　Good news. It means more business for us.
　　Please let us know if we may be of help.
　　我們在考慮 下給你們一個大型訂單。
　　開拓進入中國市場
　　在你們地區(qū)設置一個代理
　　我很高興聽到這個。
　　好消息，這對我們來說意味著更多的生意。
　　請告知我們能否幫忙。
　　2 A: How much are we expected to pay?
　　are you asking for that?
　　will you charge per dozen?
　　B: The lowest we can do is U.S.$30 per dozen.
　　我們得付多少錢？
　　你要求多少錢？
　　每打你要多少錢？
　　我們可以做的最低價格是每打30美元。
　　3 A: Could you bring your price down a little bit? Say, $28 ?
　　cut the price down a little bit?
　　reduce the price a little bit?
　　B: I don’t think we can meet your expectations.
　　meet your request.
　　meet you on the price.
　　你能把你的價格降低一點嗎？我是說，28美元？
　　你們能把價格降低一點嗎？
　　你們能把價格降低一點嗎？
　　我想我們 滿足不了你們的要求。
　　滿足不了你們的要求。
　　不能在價格上滿足你。
　　4 A: Have you taken into account the size of our order?
　　considered the quality of our goods?
　　B: I wouldn’t have quoted you such a price, if it weren’t for a large quantity.
　　We wouldn’t have turned to you for an offer, if it weren’t for the good quality of your goods.
　　你考慮到我們 的訂單的大小了嗎？
　　商品的質(zhì)量了嗎？
　　我不會給你報這樣的價格，如果不是大批量的話。
　　如果不是因為你們商品質(zhì)量好的話，我們就不會向你們詢盤了。
　　5 A: As a sign of our support to your efforts, we’ll make a special reduction of $0.50 per dozen.
　　Considering our good relationship and future business, we give you a 3% commission.
　　B: Frankly speaking, that’s not good enough.
　　I accept in order to get this transaction concluded.
　　為了表示我們對你們努力的支持，每打我們特別降價0.5美元。
　　考慮到我們良好的關系和未來的生意，我們給你提供3%的傭金。
　　坦率地講，這還不夠。
　　為了達成交易，我接受。
　　6 A: You’ve raised the price! May I know what has caused the increase?
　　You’ve increased the price! May I know why?
　　The price is higher. Could you give me the explanation?
　　B: The cost of production has gone up.
　　The prices of raw materials have been raised.
　　The market is advancing.
　　你們提價了！我可以知道增價的原因嗎？
　　你們提價了！能告訴我為什么嗎？
　　價格漲了。你能解釋一下原因嗎？
　　生產(chǎn)成本提高了。
　　原材料的價格上漲了。
　　市場上漲了。
　　7 A: As far as I know, the use of new materials could reduce unit cost by 10%.
　　supply will soon exceed demand.
　　the price tends to go down.
　　B: I’m sorry. I can’t agree with you there.
　　We see things differently.
　　We don’t see it that way.
　　據(jù)我所知， 新材料的使用能減少單位成本的10%。
　　供給會很快超過需求。
　　價格趨于下降。
　　很抱歉，這點我不同意你的意見。
　　恐怕我們看法不一樣。