【www.tuzhexing.com--教育考试】
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Counteroffer
还盘
Brief Introduction
还盘也叫还价。接盘人在收到一项报盘后，往往会对其中的某些内容不能完全同意，于是会提出不同的要求。这种口头或书面的要求一经提出，原来的报盘即刻失效，于是交易在还盘的基础上重新开始。
还盘的内容不单是指价格。对支付条件、装运期等主要条件提出不同的建议，也都属于还盘性质。一笔交易的成立，有时要经历多次还盘和反还盘的过程。
Basic Expressions
1. Our counteroffer is as follows.
我们还盘如下。
2. Our counteroffer is well founded.
我们的还价是很合理的。
3. Your counteroffer is not up to the present market level.
你的还价是不符合目前市场价格。
4. Please make us your best possible counteroffer.
请给我们你们最好的还盘。
5. The price you offer is not in line with the prevailing market.
你方报价与现行市场价不合。
6. It’s impossible for us to entertain your counteroffer.
我们不能接受你方的还价。
7. I’m sorry. The difference between our price and your counteroffer is too wide.
很遗憾，我们的价格与你方还盘之间的差距太大。
8. This is our rock - bottom price, we can’t make any further reduction.
这是我方的最低价格，我们不能再让了。
9. How about meeting each other halfway?
能不能互相做出让步？
10. If you accept our counteroffer, we’ll advise our users to buy from you.
如您能接受我们的还盘，我们就劝用户向你方购买。
11. As a rule, the larger the order, the lower the price.
买得越多，价格越便宜，这是个惯例。
12. I appreciate your counteroffer but find it too low to accept.
谢谢你的还价，我觉得太低了无法接受。
13. We ask for indulgence for 6 days to make a counteroffer.
我们要求宽限六天以便做出还价。
14. We regret to note that you have turned down our counteroffer.
我们很遗憾，知道你方已拒绝了我方的还价。
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 tha
an 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，这是我方的最低价格，不能再让了。
-- 如果是这样的话，那就没有什么必要再谈下去了，我们是不是干脆 放弃这笔生意算了！
-- 我的意思是说我们的价格永远不可能降到你方提出的水平，差距太 大了。
-- 我想我们双方都坚持自己的价格是不明智的，能不能互相做出让 步？各方都再让一半，生意就能成交了。
-- 你的建议是?
-- 你方提出的单价比我们可以接受的价格高出100美元，我说的各让 一半，是名副其实的一半。
-- 你是说让我们再减价50美元吗？办不到！
-- 你的意见呢？
-- 我们最多只能再减30美元，这可真是最低价了。
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.
-- 这样还剩下20美元的差额呀。我们再一次各让一半吧。这样差额
就可消除，生意也就做成了。
-- 你真有办法，把我说服了。好吧，我们再各让一半。
-- 双方在价格上达成了协议，我感到很高兴。在下一次谈判中，我们再研究其他条款。
-- 好。不过我还想澄清另一个问题。
-- 什么事？
-- 商界的许多朋友好像觉得美国的进出口公司在贸易中做法更加灵活 了。
-- 正是这样。事实上，最近我们在国际贸易中恢复或采用了国际惯例 和习惯做法。
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.
-- 听到这一点，我很高兴。为了发展和巩固我们双边之间的关系，特别是为了在执行合同过程中就具体问题及时交换意见，我们能不能 派出代表常驻华盛顿？
-- 从根本上讲，可以，我们欢迎外国公司在华盛顿设立代表处，当然还有一些细节问题需要处理。这个不是三言两语就可以解决的。
-- 那当然。我今晚打电话给国内公司，向他们报告这件事，我们下一次什么时候见面？
-- 明天上午九点钟怎么样？
-- 好，我明天再来，这样我们可以更具体地讨论这件事。
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，我很想知道你们的报盘情况。
-- 佩利丝女士，我们还一直为你保留着这一报盘。这个就是：500箱 红茶，成本加运费保险费到利物浦价，每公斤20英镑，七月装船。
-- 价格太高了！我们很难销售。
-- 佩利丝女士，你这么说我很吃惊。你知道从去年以来红茶价格已经上涨。我们的价格比起你从别处可以买到的价格是较为优惠的。
-- 这点我恐怕不能同意。印度正刚好打入市场，价格比较低。
-- 不过，茶叶商人都知道美国红茶质量好。结合质量考虑，我认为这个价格很合理。
-- 毫无疑问，你们的红茶质量上等，但是茶叶市场竞争激烈。我知道有的国家实际上正在削价抛售。
B: So far our commodities have stood the competition w
ell. 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.
-- 目前为止，我们的商品都是经得起竞争的。其他客户不断地向我们 购买就证明了这一点。在香味或色泽方面，其他品牌的红茶很难与 我们的红茶媲美。
-- 不过我认为很难说服我们的客户们接受你方的价格。
-- 坦率地说，如果不是为了我们之间的友好关系，我们本来不会考虑 以这个价格报实盘的。
-- 好吧，为了达成交易，我接受了。
-- 很高兴我们就价格问题达成了协议。
-- 现在谈谈数量问题。你说只能供应500箱，这不够，去年我们销售 了700箱，今年肯定能销售更多，我希望你至少能报800箱。