外貿英語函電主講教師：王英Unit4OfferandCounter-offerLettersLeadingInOffer

Anofferistheexpressionofthewishesofthesellertosellparticulargoodsunderstatedterms(includingquality,prices,timeofshipment,termsofpaymentetc.).Thepersonmakingtheofferiscalled“offeror”報盤人,whilethepersonreceivingtheofferiscalled“offeree受盤人”Ininternationalbusiness,offerscanbedividedintotwokinds:firmofferandnon-firmoffer.現在問題來了：

What’sthedifferencebetweeninquiryandbid?發盤就是發價或報價，在法律上稱為要約。“凡向一個或一個以上特定人提出訂立協議提議，假如其內容十分確定而且表明發盤人有在其發盤一旦得到接收就受其約束意思，即組成發盤。”發盤可由賣方提出，也可由買方提出，所以，有賣方發盤和買方發盤之分。后者習慣上稱為遞盤。(bid)FirmofferAfirmofferismadewhenasellerpromisestosellgoodsatastatedpricewithinastatedperiodoftime.Onceithasbeenaccepteditcannotbechangedorwithdrawnandthetransactionwillbeconcluded.Whenthevalidityisoverdue,thisofferwillceasetobeeffectiveandtheofferorwillnolongertaketheresponsibilityofcarryingoutthecommitments承諾確保stipulated要求intheoffer.Non-firmofferNon-firmofferisaninformaloffermadebytheofferor,whichhasgotnovaliditytermsbutwithclearindicationofitsconfirmationconditions,suchas“subjecttoourfinalconfirmation”.Itcanbeconsideredasanofferwhicharenotuponbindingthesellersandthedetailsoftheoffersmaychangeincertainsituations.Structureofanoffer

AnexpressionofthanksfortheinquiryyouhavereceivedInformingthemofthedetailedtermsandconditionsaboutthesuppliedcommodities,suchasnames,quality,quantity,specifications,priceterms,discounts,termsofpayment,packinganddeliverydateetc.Informingthemofthevalidityoftheoffer(forfirmoffer)ExpressingyoursincereexpectationofreceivingtheirordersWarm-upexpressionscounter-offeroffereroffereeofferlist/bookofferingperiodLump塊狀offer

bid投標出價還盤，還價報盤人受盤人報價單報價日綜合報盤（針對兩種以上商品）遞價；出價；遞盤（由買方發出）1.offer:apromisemadebythesellertsupplygoodsontermsstated.v.n.報盤offersbsthataprice以…價格向某人報盤offersbfirm給某人報實盤makesbafirmofferforsthataprice向…報實盤afirmoffer實盤anon-firmoffer虛盤toacceptanoffer接收報盤toconfirmanoffer確認報盤LanguagePointsafirmoffer實盤anon-firmoffer虛盤toacceptanoffer接收報盤toconfirmanoffer確認報盤todeclineanoffer拒絕報盤toentertainanoffer考慮接收報盤toextendanoffer延長報盤towithdrawanoffer撤消報盤torenewanoffer恢復報盤LanguagePointsFirmoffer現為你方報10公噸大米實盤。Wearenowmakingyouafirmofferfor10metrictonsofrice.現為你方報實盤以下。Wearenowofferingyoufirmasfollows,Theofferisvalidfor3days.TheofferisvalidtillMarch15.Firmoffer’svalidityExpressionsusedtoindicateaNon-firmOffer以我方最終確認為準subjecttoourfinalconfirmation現報盤，以我方最終確認為有效。Wearenowmakingyouanoffersubjecttoourfinalconfirmation.LanguagePointsLanguagePointsWehopetobeabletooffernextweek.我們希望下周能報盤。

WecanofferforMen’sShirtsatcompetitiveprices.Wewillmakeyouafirmofferassoonaspossible.我們能盡快向你方報實盤。

offer與quotation區分：

Offer為報盤，也就是說除了針對某種商品價格外，還應該包含數量、交貨期、支付方式等交易條件。

Quotation為報價，即某種商品價格。Anindicationofthepriceatwhichasellermightbewillingtooffergoodsforsale.我們能以競爭性價格開報男式襯衫報盤。現在問題又來了：Offer?Quotation?CommoditySpecificationQuantityUnitPricePackingShipmentPaymentInsurance2.Quotev.quotationn.toquotesb.apriceforsth.向某人報……價現欣然報紅茶最低價。Wearepleasedtoquoteyouourlowestpriceforblacktea.toquoteforsth.at…報某貨物價我方報此貨FOB上海價，每箱10美元。Wequoteforthisarticle(at)US$10percaseFOBShanghai.LanguagePointstosend(make,give)sb.one’s(best,lowest)quotationfor…向某人報……（最低價）ThankyouforyourenquiryofMay21andwearepleasedtosendyouourbestquotationforMen’sShirts.謝謝貴方5月21日詢盤，現高興地向貴方報男式襯衫最低價LanguagePointsOurofferisfirmforthreedays.3.firmadj.notsubjecttochange,definite確定；有效We’repleasedtomakeyouafirmoffer.我方報盤使用期為三天。欣然向你方報實盤。

LanguagePointsLanguagePoints4.stockn.庫存；存貨storeofgoodsavailableforsale,distributionoruse,inashop,warehouse,etc.

astockof一批…現貨fromstock（exstock）現貨；動用庫存

instock庫存中

comeinto（to）stock庫存有貨

outofstock無貨；缺貨LanguagePointsThereisnomorestockonhand.Wecansupplyyoufromstock.我們能夠現貨供給。手頭已無存貨。Thetypeyourequiredisoutofstock，butthesimilartypeisinstock.你方詢購型號無貨。類似型號有貨。LanguagePoints5.hold:v.continuetobetrueorvalid3)TheofferImadetoyoulastweekstillholds.上星期我給你買發盤依然有效。2)Theofferholdgooduntil4o’clockp.m.,18thofDecember,Beijingtime.我們報盤使用期到北京時間12月18日下午4點。

LanguagePoints2)We’remakingyouafirmofferasfollows,subjecttoyourreplyreachingusbytheendofthisweek.6.subjectadj.dependingonsthasacondition以…為條件；以…為準；取決于；現向你方報實盤以下，以你方回復于本周末前抵達為有效。

LanguagePointsTheofferissubjectto….本報盤以…為準。這個表示法是經典虛盤，即無約束力報盤。類似表示法：

Theofferissubjecttochangewithoutnotice.本報盤以隨時更改而勿需另作通知為條件。Theofferissubjecttogoodsbeingunsold.本報盤以貨物未售出為條件。Wemakeyoutheofferwithoutengagement.此報盤為無約束力報盤。Caution一個實盤從法律角度上講，必須符合三點要求才組成實盤：

Clear內容清楚確切不含糊其詞，模棱兩可。

Complete交易條件完整（商品名稱、規格、包裝、數量、交貨期、價格支付方式、裝運期等）;對報盤使用期做出要求，這一點也很主要。

Final無保留：發盤人愿意按照他所提出交易條件受盤人簽署協議，除此之外，沒有任何保留條件。

LanguagePointssubjecttoourfinalconfirmationsubjecttopriorsalesubjecttothegoodsbeingunsoldsubjecttochangewithoutnoticewithoutengagement普通保留條件有以下表示法：LanguagePointsAswehavequotedourmostfavorablepricesandanycounterofferswillnotbeentertained.我方所報價格已是最優惠，所以不能考慮接收任何還盤。7.entertainv.(fml)bereadyandwilingtoconsider考慮接收Wearenotinapositiontoentertainanyfreshordersonaccountoftheuncertaintyofrawmaterials.因為原材料不確定，所以不能考慮接收任何新訂單。LanguagePoints

LanguagePoints7.demandn.v.需求，后接介詞forbeinlargedemandfor大量需求beingooddemandfor大量需求beinheavydemandfor大量需求beinbriskdemandfor需求活躍beinregulardemandfor常年需求beinsmalldemandfor需求不大

LanguagePointsWedemandimmediatedelivery.我們要求馬上交貨。

LanguagePoints8.market

行市Themarketrises.行市上漲Themarketsoars.行市上漲Marketisstrong.行市堅挺Marketisbrisk.行市活躍Marketisdeclining.行市下跌Marketisweak.行市疲軟

LanguagePoints9.beinapositiontodosth能夠做某事

強調能做某事關鍵原因是所處地位，在其“位”謀其“政”而不是靠主觀努力所能到達，所以不能接條件從句。Wearenotinapositiontoacceptyourduplicateorderasthegoodsyourequiredareoutofstock.我們無法接收你方重復訂單，因為你所要求貨物已沒有庫存。withoutengagement無約束力Wearenowmakingyouthefollowingofferwithoutengagement.現報盤以下，此報盤無約束力。10.Engagementn.(fml)formalpromiseorguarantee,esp.inwritingWritingPracticeforofferlettersCase1寧波錢湖貿易有限企業收到MartinCrown先生詢盤信后，該企業陳先生與MartinCrown先生進行了接洽，并對錦緞手袋發出虛盤報價。KeyPointsBrocadehandbags5000piecesUS$12.00/pcCIFVancouverirrevocabledocumentaryL/CSubjecttogoodsbeingunsoldDearMr.Crown,WithreferencetoyourenquiryofMay24,wetakepleasureinmakingthefollowingoffer:“5,000piecesofbrocadehandbags,atUS$12.00/pcCIFVancouverforshipmentinAugust,,forpaymentbyirrevocabledocumentaryL/Cinseller’sfavor,whichwehopeyouwillfindinorder.Pleasenotethatthisofferissubjecttogoodsbeingunsold.”Aswehavereceivedlargenumberofordersfromourclients,itisquiteprobablethatourpresentstockmaysoonrunout.Wewouldthereforesuggestthatyoutakeadvantageofthisattractiveoffer.Welookforwardtoreceivingyourorder.YourSincerely,DavidChenCounter-offerletters

WritingSteps1.Thanksfortheoriginaloffer;2.Politeexpressionsofregretattheinabilitytoaccepttheofferandthereasonstosupportit;3.Suggestionsoramendmentstotheoriginaloffer;4.Hopesforacceptanceofthechangesandaquickreply.

Acounterofferincludesthefollowingparts:1.counteroffern.v.還盤；還價Yourcounterofferisnotinlinewiththeinternationalmarketprice.你方還盤與國際市場價格不符。Wecannotentertainyoursuggestionbecauseitdoesnotseemworkable.我們不能考慮接收你方提議，因為此提議似乎不可行.

LanguagePoints非常遺憾，我方不能考慮接收你方還盤。(entertain)Wenotewithregretthatyourbuyersarenotinterestedinouroffer.遺憾地得知你們客戶對我方報盤沒有興趣。Muchtoourregret，wecannotentertainyourcounteroffer.2.Regret抱歉無法按你方16日信中所提價格供貨。(indicate)Weregretourinabilitytosupplythegoodsatthepriceindicatedinyourletterof16.因為原材料價格上漲，抱歉無法按原價格接收你方訂單。(owingto,originalprice)Weregretthatwecan’tacceptyourorderattheoriginalpriceowingtotheriseinthepriceofrawmaterials.3.findyourpricetoohigh

認為你方價格偏高findourpricestoolow認為我方價格偏低

findourpricesreasonable認為我方價格合理

findourpricescompetitive認為我方價格含有競爭性

findourpricesinlinewiththemarket認為我方價格與市價一致

findourpricesworkable認為我方價格可行

findourpricesacceptable認為我方價格可接收

LanguagePoints

LanguagePoints4.outoflinewith

與…不一致

你方所詢購貨物超出我們經營范圍。(scopeofbusinessactivities)

你方價格頗為適當，但交貨期太長。(inline,distant)inlinewith與…一致inagreementwithThegoodsyouenquiredisoutoflinewiththescopeofbusinessactivities.Yourpriceisquiteinline,butthetimeofdeliveryistoodistant.5.declinevt.拒絕；謝絕（reject/refuse；

vi.下降；遺憾得知我方報盤遭到你方買主拒絕。(end-users)Weregrettolearnthatourofferhasbeendeclinedbyyourend-users.Asyourpricesaretoohightomeetcompetition,wehavetodeclineyourofferwithregret.因為你方價格太高，缺乏競爭力，我們只好拒絕你方報盤，甚歉。(too…to)

LanguagePoints6.atyourearliestconvenienceph.

盡早；早日;馬上atanearlydateatanearlymomentassoonaspossiblebyreturnbeforelongby(on/at)theearliestopportunitywithout(any)delaywiththeleastpossibledelay

LanguagePointsStrategiesforpricenegotiation

買主施加壓力1.其中，取消談判、制造和利用競爭是強迫對方讓步兩個有效武器和策略。除非你能降價，不然成交希望十分渺茫。

Unlessyoucanreducetheprice,chancesforbusinessareremote.2.Ifyoustandfirm,there’snopointinfurtherdiscussions.Wemightaswellcallthewholedealoff.要是你堅持話，我們就沒有必要在談下去了。我們還不如取消這筆生意算了。

3.Ifyouhangonto/insiston

theoriginaloffer,wecanseenoprospectofbusiness.要是你堅持原來報價話，我們看不出有成交希望。

4.你們報價沒有其它賣主所提供報價有競爭力。

Yourpriceisnotsocompetitiveasthoseofferedbyothersellers.5.我們已收到了比你方報價低得多報價。所以，這筆生意能否成交主要取決于你們價格Wehavereceivedoffersmuchlowerthanyours.Sobusinessdependsverymuchonyourprice.打破僵局

1.在談判中，假如雙方都堅持自己價格，會使談判陷入僵局。若要打破僵局，使談判繼續下去，能夠說：1為了打破僵局，我們準備降價5%。

Tobreakthedeadlock,wearereadytoreducethepriceby5%.2.Isuggestwemeeteachotherhalfwaysothatthebusinesscanbeconcluded.我提議我們大家折中一下，這么就能做成生意了。

3.Tobehonest,ifyouinsistontheprice,wewon’tbeabletomakeadeal.Can’twefindapricethatisgoodforbothsides?老實說，你假如堅持自己價格，我們是不可能成交。莫非我們就找不到一個對雙方都有利價格嗎？

4.Togetthebusinessdone,Isuggestwesplitthedifferenceinprice.為了做成這筆生意，我提議我們在價格上大家各讓二分之一。

WritingpracticeCase2價格是貿易雙方極為關注交易條件，MartinCrown先生收到陳先生報盤后認為其報價過高，于是對其價格進行了還盤。Keypoints:1.收到報盤信2.你方價格偏高,我們能夠取得比你報價低很多價格同類商品；希望給予8%折扣。3.考慮我們還盤wearenotinapositiontoaccept…beonratherhighside8%onyourquotedpriceDearMrChen,ThankyouforyourofferofJune1for5,000piecesofbrocadehandbags.Weappreciatethegoodqualityofyourgoods,butunfortunatelywearenotinapositiontoaccepttheofferonyourterms.Yourpriceappearstobeonratherhighside.Actuallywecanobtaintheproductswithsimilarqualitythroughanotherchannelatamuchlowerpricethanyouquotedus.Maywesuggestthatyoumakesomeallowance,say8%onyourquotedprice,thatwouldhelpto