Offer and Counter-offer Lecture 7 Offer and Counter-offer

Contents I. Key words II. Warming-up questions III. Background discussion IV. Sample analysis Language points in the samples V. VI. Exercises Summary VII. VIII. Assignments

I. Key words & Expressions offer counter-offer counter counter-offer recounter-offer offerer offeree firm offer non-firm offer offer with engagement offer without engagement binding offer unbinding offer irrevocable offer revocable offer buying offer / bid selling offer make (sb.) an offer / counter-offer subject to …

II. Warming-up question How do you beat a bargain when you go shopping?

III. Background discussion An offer is promise of the seller (offerer 发盘人) to supply goods on the terms and conditions stated, indicating all the other necessary terms of sales for the buyer’s (offeree 受盘人)consideration and acceptance as well as the price of the goods he wishes to sell. The offer sent by a buyer is called a buying offer or bid. The offer sent by a seller is called a selling offer. Two kinds of offer: Firm offer / offer with engagement Non-firm offer / offer without engagement

III. Background discussion A firm offer is sent when the offeror is ready to sign the contract as soon as the offeree agrees on his terms. A firm offer should state the following points clearly: Name of commodity, quality, specifications, quantity, packing , price, delivery date, and terms of payment. A non-firm offer does not necessarily contain all the points in a firm offer. It is not final.

III. Background discussion Firm offer: We offer you firm subject to your reply by 17:00 September 30. We offer you firm subject to your reply/acceptance reaching here within 5 days from today. Non-firm offer: Subject to our final confirmation 以我方最后确认为准 Subject to prior sale 以先售为条件 Subject to change without notice 如有变化，恕不通知 Subject to the goods being unsold 以商品未售为准 Subject to fluctuations of market 随市场而变动 Without engagement/obligation 无约束力

III. Background discussion If you want to make a firm offer, you must be careful about the following points: Be definite, stating clearly your intention to make a contract Be complete, indicating all the main terms of the transaction. Be final (不能改变的), just be ready for the follow up contract being made based on it as soon as the offeree accepts during the terms of validity. State the validity of the offer.

III. Background discussion Counter-offer: the terms and conditions the offeree states is called the counter-offer. The counter-offer can be involved in price, packing, shipment, terms of payment, etc. In this case, the original offeror and the offeree shift their position. This kind of negotiation can go on for many a round until the transaction is finally concluded.

IV. Sample analysis Read Sample 1 and finish the following tasks. Sample 1 – firm offer Is the letter written by the importer or the exporter? Is this a firm offer? How do you know? What contents are included in this letter? Analyze the structure of the body of the letter

Now read again, and 1. Find 3 words you want to use more often 2. Find partners for the word “offer”, with their Chinese meaning. For example: make an offer 报盘

Now try to translate sample 1 orally. 从贵方7月5日来函中欣悉贵方对我方运往欧登塞的20公吨花生的报盘有兴趣。 现我方报盘如下，以贵方接受函于7月30 日前复到我方为有效（条件）。 “20 公吨山东花生，手工挑选且未分级，每公吨800元人民币欧登塞到岸价，装运期在十、十一月间。其它条款和条件与往常一样（保持不变）。” 由于从此处至欧登塞并无直达船，产品需运至哥本哈根转运。请注意哥本哈根至欧登塞的额外费用已包含在报价中。 供贵方参考，最近对花生的需求较大，这种日益增加的需求只会导致价格上涨。不过，若贵方立刻接收此盘，则有可能从这上涨的行情中受益。

V. Language points a. to offer sb sth 向某人报…… We can offer you wood pulp at attractive prices. 我们能以具有吸引力的价格向你方报木浆。 b. to make/give/ send sb an offer for/on sth 向某人报某物; 就某种东西报价给某人 Please make us an offer CIF London for/on 20 metric tons of Brown Cashmere. 请向我们报二十公吨棕色开斯米羊毛成本加运保费伦敦价。 c. Offer sb. firm 给……报实盘 d. offer of sth 对……的报盘 We are studying your offer of 2,000 kilos Black Tea. 我们正在研究你方二千公斤红茶的报盘。

V. Language points Offer 与quote Offer 涉及到包括价格在内的各种交易条件，而quote只涉及到价格。

V. Language points subject to …: 以......为准，以......为条件. to是介词. This offer is subject to our final confirmation. 此报盘以我方最后确认为准。 This offer is subject to your reply reaching us before March 20. 此报盘以你方三月二十日前复到有效。 Our offer is subject to alterations without prior notice. 我们的报盘在不通知你方的情况下可以修改。 Our offer is subject to prior sales. 我方对该报盘保留先卖权。

V. Language points For your information供你参考 for your reference 供你参考 for your consideration /study/examination 供你研究 for your record 供你记录 for your file 供你存档 for your perusal 供你详阅

V. Language points Provided conj 倘若 He can come with us, provided he pays for his own meals. We will pay the bonus provided the job is completed on time. In view of: 鉴于，由于 In view of the rising tendency in the present market, we’d recommend that you accept our offer. 鉴于目前市场的上涨趋势，我们建议你方接受我们的报价。 In view of what you said, I think we should reconsider our proposed course of action. 鉴于你所说的，我认为我们应该重新考虑我们提出的行动措施。

V. Language points Compare: with a view to: 为了…… (to, prep.) These measures have been taken with a view to increasing the company's profits. 采取这些措施是为了提高公司的利润。 It is with a view to encouraging future transactions that we grant you this price reduction. 我们为你降价是为了鼓励今后的交易。

V. Language points Out of line with:与……不符，脱离…… Though we would like to conclude a deal with you, we find your price out of line with the ruling market. 虽然我们想跟你达成交易，但我们认为你方价格脱离现行市价。 Your prices are out of line with the ruling market. 贵方价格与现行市场不一致。 in line with: 与……一致，符合…… We can assure you that our prices are always in line with the market. 我们可以向你保证我们的价格总是符合市场价格的。

V. Language points Reduce your limit by … 降低贵方价格限度.类似的说法还有： reduce one’s price by (to)… lower one’s price by (to)…: 将某人的价格降低（至）…… cut one’s price by (to)… Bring/cut down one’s price by (to)… Take 75% off for the sale Mark down by 15% A reduction of a price “略减”用shade： We shall shade our price soon.

V. Language points Come to terms 达成交易。类似的说法还有： Close business Conclude business Close a deal close a transaction conclusion of a business

V. Language points meet sb. halfway: 互相折中，各让一半 The best we can do is to meet you halfway. 我们最多只能与你各让一半。 Let’s meet each other halfway and split the price gap 50-50. 让我们各让一半，将价格差距对半平摊。

VI. Exercises Translate the following sentences. 1. 按你方要求，现报盘如下，以我方最后确认为准。 2. 此报盘无约束力。 3. 此报盘为实盘，以你方在本月底前复到为有效。 4. 关于标题项下的货物，随函寄去形式发票18号一式两份。请注意我方报盘有效期至4月21日。 5. 很遗憾，我们的价格与你方的还盘之间的差距太大。 6. 你方必须降价2%，否则没有成交的可能。 7. 谢谢你方还盘，但我方觉得价格太低了，所以无法接受。

The structure of VII. Summary An offer Express thanks for the previous step Make the offer, stating whether it is firm or not Point out the market prospect Urge the buyer to place orders early

The structure of VII. Summary A counter-offer Express thanks for the Express regret and reason make the counter-offer/ counter- suggestion urge the offeree to accept the counter-offer

VI. Assignments 1. Finish the exercises in this unit. 2. Be familiar with the sentences listed in “Typical Sentences”. 3. Write a letter to offer 5000 pairs of socks. 4. Write a letter to make a counter-offer for 5000 pairs of socks.