Unit5OffersandCounteroffers.ppt

UnitFiveOffersandCounter-offers,NegotiatingforBusinessOffersandCounter-offers,BusinessFocus,LanguageFocus,PartIOffers,Definition,Anofferisaproposalmadebysellerstobuyersinordertoenterintoacontract.Inotherwords,anofferreferstotradingtermsputforwardbyoffererstoofferees,onwhichtheofferersarewillingtoconcludebusinesswiththeofferees.Thetermsmainlyincludenameofcommodity,brand,specifications,quantity,price,packing,paymentandshipment,etc.,Offervs.Quotation,Anofferisdifferentformaquotation.Whensendinganoffer,thesellermustnotonlyquotethepriceofthegoodshewishestosellbutalsoindicatedallnecessarytermsofsalesforthebuyersconsideration.Quotationisamerelynoticeofthepriceofcertaingoodsatwhichtheselleriswillingtosell.Itisnotanofferinthelegalsense.However,ifaquotationismadetogetherwithallnecessarytermsandconditionsofsales,itamountstoanoffer.,VariousFormsofOffer,AfirmofferItismadewhenasellerpromisestosellgoodsatstatedtermswithinastatedperiod.Whenmakingafirmofferanexactdescriptionofthegoods,thetimeofshipment，themodeofpaymentdesiredand,ifpossible,patternofsampleshouldbegiven,too.Onceaccepted,itcannotbewithdrawn.,Anon-firmofferItisusuallymadebymeansofsendingcatalogues,price-listsandsoon.Itisnotlegallybindingontheofferersandcannotbe“accepted”.However,itcanbeconsideredasaninducementtobusiness.,Expressionsindicatingafirmoffer:theofferisfirm/valid.subjecttoyourreplyreachingusby/beforesubjecttoyourreply/acceptancereachingherewithindays,Expressionsindicatinganon-firmoffer:withoutengagement(obligation)subjecttoourfinalconfirmationsubjecttopriorsale(以未售出为准),LetterPatterns,ForOffers:Appreciationfortheenquiryiftheresany;Indicatingprices,discounts,termsofpayment(coveringparticularssuchascost,insurance,commission,etc.),andvalidity(有效期);Promiseondeliveryorshippingdate.,Letter1:Anon-firmofferinreplytothebuyer,DearSirs,Weareinreceiptofyourletterdated21stinst.and,asrequested,areairmailingyou,underseparatecover,onecatalogueandtwosamplebooksforourPrintedShirting.Wehopetheywillreachyouinduecourseandwillhelpyouinmakingyourselection.Inordertostartaconcretetransactionbetweenus,wetakepleasureinmakingyouaspecialoffer,subjecttoourfinalconfirmation,asfollows:,Art.No.8100PrintedShirtingDesignNo.7243-2ASpecifications:3036716035/642yds.Quantity:18000yds.Packing:Inbalesorinwoodencases,atsellersoptionPrice:RMBperyardC.I.F.C.5%LagosShipment:Tobemakeinthreeequalmonthlyinstallments,beginningfromJune,2011,Wetrusttheabovewillbeacceptabletoyouandawaitwithkeeninterestyourtrialorder.Yoursfaithfully,LanguagePoints,beinreceiptof=receiveinst.=instant=thismonthcf.ult.=ultimo=lastmonthprox.=proximo=nextmonth,induecourse=dulyWehavereceivedyoursalesContractsNo.XXXinduecourse.(Wehavedulyreceived)Yoursampleshavedulyarrived.subjectto以为准(条件)subjecttoourfinalconfirmationsubjecttoyourreplyreachingherebeforeMarch,Drills,1.TranslatethefollowingintoChinese:Wemakeyouthefollowingoffer,subjecttoyourreplyreachingusnotlaterthannoontime,December23.Weofferyou30metrictonsWalnutMeat,subjecttoyourreplybeforeDecember23,Beijingtime.Wemakeyouthefollowingoffer,subjecttothegoodsbeunsold.,Letter2:Afirmofferinreplytothebuyer,Weconfirmyourletterof2ndinst.askingustomakeyoufirmoffersforbothGroundnutsandWalnutmeatCCoveringtheparticularsstatedintheoffer;Regrettingrejectingtheoriginaloffer;Indicatingopportunitiesforotherbusinessiftheresany.,Letter3:Acounter-offer,TinFoilSheetsWewishtothankyouforyourletterofthe20thinst.offeringus50longtonsofthecaptionedgoodsatStg.235perlongtonCIFShanghai,usualterms.Inreply,weverymuchregrettostatethatourend-userherefindyourpricetoohighandoutoflinewiththeprevailingmarketlevel.InformationindicatesthatsomeparcelsofJapanesemakerhavebeensoldatthelevelofStg.228perlongton.,Suchbeingthecaseitisimpossibleforustopersuadeourend-userstoacceptyourprice,asmaterialofsimilarqualityiseasilyobtainableatamuchlowerfigure.Shouldyoubepreparedtoreduceyourlimitby,say,8%,wemightcometoterms.Itisinviewofourlong-standingbusinessrelationshipthatwemakeyousuchacounteroffer.Asthemarketisdeclining,wehopeyouwillconsiderourcounteroffermostfavorablyandcableusacceptanceatyourearliestconvenience.,Words&Expressions,Stg.=Sterlingpoundusualterms=on/underusualtermsoutoflinewith=irrelevanttocf.inlinewith=relevantto,cometoterms=cometobusiness=closeabargain/dealinviewof=considering,Letter4:Ananti-counter-offer,TinFoilSheetsWenotefromyourletterofMay30thatthepriceofferedbyusforthesubjectarticleisfoundtobeonthehighside.WhileweappreciateyourcooperationingivingustheinformationabouttheJapanesesupplyinyourmarket,weregrettosaythatthereisnopossibilityofourcuttingthepricetotheextentyouindicated,i.e.8%.,Foryourinformation,wehavereceivedacrowdofenquiriesfrombuyersinotherdirectionsandexpecttoclosebusinessatsomethingnearourleve