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Counteroffer
還盤
Brief Introduction
還盤也叫還價(jià)。接盤人在收到一項(xiàng)報(bào)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(bào)盤即刻失效，于是交易在還盤的基礎(chǔ)上重新開始。
還盤的內(nèi)容不單是指價(jià)格。對支付條件、裝運(yùn)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(shí)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(jià)是很合理的。
3. Your counteroffer is not up to the present market level.
你的還價(jià)是不符合目前市場價(jià)格。
4. Please make us your best possible counteroffer.
請給我們你們的還盤。
5. The price you offer is not in line with the prevailing market.
你方報(bào)價(jià)與現(xiàn)行市場價(jià)不合。
6. It’s impossible for us to entertain your counteroffer.
我們不能接受你方的還價(jià)。
7. I’m sorry. The difference between our price and your counteroffer is too wide.
很遺憾，我們的價(jià)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，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(jià)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(jià)，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(jià)。
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(jià)。
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，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(jià)格永遠(yuǎn)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(jiān)持自己的價(jià)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(jià)比我們可以接受的價(jià)格高出100美元，我說的各讓 一半，是名副其實(shí)的一半。
-- 你是說讓我們再減價(jià)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(jià)格上達(dá)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(jìn)出口公司在貿(mào)易中做法更加靈活 了。
-- 正是這樣。事實(shí)上，最近我們在國際貿(mào)易中恢復(fù)或采用了國際慣例 和習(xí)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(diǎn)，我很高興。為了發(fā)展和鞏固我們雙邊之間的關(guān)系，特別是為了在執(zhí)行合同過程中就具體問題及時(shí)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(shè)立代表處，當(dāng)然還有一些細(xì)節(jié)問題需要處理。這個不是三言兩語就可以解決的。
-- 那當(dāng)然。我今晚打電話給國內(nèi)公司，向他們報(bào)告這件事，我們下一次什么時(shí)候見面？
-- 明天上午九點(diǎn)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(bào)盤情況。
-- 佩利絲女士，我們還一直為你保留著這一報(bào)盤。這個就是：500箱 紅茶，成本加運(yùn)費(fèi)保險(xiǎn)費(fèi)到利物浦價(jià)，每公斤20英鎊，七月裝船。
-- 價(jià)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(jià)格已經(jīng)上漲。我們的價(jià)格比起你從別處可以買到的價(jià)格是較為優(yōu)惠的。
-- 這點(diǎn)我恐怕不能同意。印度正剛好打入市場，價(jià)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(rèn)為這個價(jià)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(shí)際上正在削價(jià)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(diǎn)。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(rèn)為很難說服我們的客戶們接受你方的價(jià)格。
-- 坦率地說，如果不是為了我們之間的友好關(guān)系，我們本來不會考慮 以這個價(jià)格報(bào)實(shí)盤的。
-- 好吧，為了達(dá)成交易，我接受了。
-- 很高興我們就價(jià)格問題達(dá)成了協(xié)議。
-- 現(xiàn)在談?wù)剶?shù)量問題。你說只能供應(yīng)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(bào)800箱。
Counteroffer
還盤
Brief Introduction
還盤也叫還價(jià)。接盤人在收到一項(xiàng)報(bào)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(bào)盤即刻失效，于是交易在還盤的基礎(chǔ)上重新開始。
還盤的內(nèi)容不單是指價(jià)格。對支付條件、裝運(yùn)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(shí)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(jià)是很合理的。
3. Your counteroffer is not up to the present market level.
你的還價(jià)是不符合目前市場價(jià)格。
4. Please make us your best possible counteroffer.
請給我們你們的還盤。
5. The price you offer is not in line with the prevailing market.
你方報(bào)價(jià)與現(xiàn)行市場價(jià)不合。
6. It’s impossible for us to entertain your counteroffer.
我們不能接受你方的還價(jià)。
7. I’m sorry. The difference between our price and your counteroffer is too wide.
很遺憾，我們的價(jià)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，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(jià)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(jià)，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(jià)。
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(jià)。
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，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(jià)格永遠(yuǎn)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(jiān)持自己的價(jià)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(jià)比我們可以接受的價(jià)格高出100美元，我說的各讓 一半，是名副其實(shí)的一半。
-- 你是說讓我們再減價(jià)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(jià)格上達(dá)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(jìn)出口公司在貿(mào)易中做法更加靈活 了。
-- 正是這樣。事實(shí)上，最近我們在國際貿(mào)易中恢復(fù)或采用了國際慣例 和習(xí)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(diǎn)，我很高興。為了發(fā)展和鞏固我們雙邊之間的關(guān)系，特別是為了在執(zhí)行合同過程中就具體問題及時(shí)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(shè)立代表處，當(dāng)然還有一些細(xì)節(jié)問題需要處理。這個不是三言兩語就可以解決的。
-- 那當(dāng)然。我今晚打電話給國內(nèi)公司，向他們報(bào)告這件事，我們下一次什么時(shí)候見面？
-- 明天上午九點(diǎn)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(bào)盤情況。
-- 佩利絲女士，我們還一直為你保留著這一報(bào)盤。這個就是：500箱 紅茶，成本加運(yùn)費(fèi)保險(xiǎn)費(fèi)到利物浦價(jià)，每公斤20英鎊，七月裝船。
-- 價(jià)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(jià)格已經(jīng)上漲。我們的價(jià)格比起你從別處可以買到的價(jià)格是較為優(yōu)惠的。
-- 這點(diǎn)我恐怕不能同意。印度正剛好打入市場，價(jià)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(rèn)為這個價(jià)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(shí)際上正在削價(jià)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(diǎn)。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(rèn)為很難說服我們的客戶們接受你方的價(jià)格。
-- 坦率地說，如果不是為了我們之間的友好關(guān)系，我們本來不會考慮 以這個價(jià)格報(bào)實(shí)盤的。
-- 好吧，為了達(dá)成交易，我接受了。
-- 很高興我們就價(jià)格問題達(dá)成了協(xié)議。
-- 現(xiàn)在談?wù)剶?shù)量問題。你說只能供應(yīng)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(bào)800箱。