还盘常用短语: on counter-offer） counter-offer 还盘 counter-counter-offer 反还盘 trade agreement 贸易协定 favorable terms 优惠条件 total quantity 总量 minimum quantity 最低购买量
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Section 2：Writing Principles of A Counter-Offer Letter
常用句子:
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(1) Our price is reasonable compared with that in the international market. 我们的价格和国际市场的价格相比还是合理的 。 (2) Your price is higher than those we got from elsewhere. 你们的价格比我们从别处得到的报价要高。
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Section 3: Specimen Letters
possible, and our goods are unobtainable elsewhere at our rate. We are sure the good quality of our products and reasonable price will equip you with great competitive edge in your market.（还盘） We should, however, be pleased to allow you the requested 3% if you care to raise your order to 3 000 sets and we await your confirmation before putting the matter in hand.（提出具体的修改建议 With our best regards.（结束语） Yours faithfully, （Signature）
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acknowledge v. 承认；告知收 到（信件等）
Examples:
He finally acknowledged that they had been defeated. 他终于承认他们被击败。 We must acknowledge his letter. 我们必须通知他收到了他的来信。
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Section 3: Specimen Letters
Letter 5.1 下面是一封由出口商写给进口商的 还盘信函
Dear Sirs, We acknowledge with thanks receipt of your enquiry of March 15, and are pleased to hear that you are interested in our porcelain wares. （本段主要感谢对方的询盘） In the letter, you asked us for a special price discount of 3% of the price list. While appreciating your order, we feel we must point out that our listed prices have already been cut to the minimum
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Section 2：Writing Principles of A Counter-Offer Letter
(11)In view of our long-standing business relations, we decide to accept your counteroffer as an exceptional case. 考虑到我们长期的业务关系，我们决定破例 接受你方的还盘。 (12)We may accept your price only if you can make an earlier shipment. 如果你们答应提前交货，我们可以接受你方 的价格。
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Unit Five
Section 1：Introduction
返还盘(Counter-counter-offer)的概念
还盘是对报盘的否定。还盘一经作出，原发 盘即失去效力，发盘人不再受其约束，也就 是说还盘就是受盘人向原发盘人提出的一项 新发盘。原来的发盘人（offeror）变成了现 在的受盘人，而原来的受盘人（买方或进口 商）变成了现在的发盘人。在这种情况下， 新的受盘人（卖方或出口商）可能同意也可 能不同意还盘里的交易条件。如果卖方拒绝 其中的交易条件，这就称为返还盘。
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Unit Five
Section 2： Writing Principles of A Counter-Offer Letter
国际贸易还盘信函的基本内容、写作要点 国际贸易还盘信函的常用表达
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Section 2： Writing Principles of A Counter-Offer Letter
国际贸易还盘信函的功能在于买卖双方协 商一些具体条件，因此，一定要做到信息 内容正确、结构明确、叙述清楚。一般说 来，还盘信函主要包括如下内容： 1. 感谢对方的报盘，并简要重复信函的主 要相关内容； 2. 表达遗憾不能接受报盘/还盘； 3. 解释不能接受的理由；
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Section 2：Writing Principles of A Counter-Offer Letter
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(6)If you have taken everything into considerations, you may find our quotation lower than those you can get elsewhere. 如果把各种因素都加以考虑，您会发现我们的报价比别处 的报价要低。 (7)It’s absolutely out of the question for us to reduce our price to your level. 我们不将价格降到你方要求的那么低。 (8)This offer is based on an expanding market and is competitive. 此报盘着眼于扩大销路而且很有竞争性。
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Section 2：Writing Principles of A Counter-Offer Letter
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(9)The profit margin for these products is so thin that any price reduction would make business transactions pointless. 这些产品的利润很薄，任何降价都会使生意失 去意义。 (10) In order to conclude the transaction, we accept your price. 为了达成交易，我们接受你方的价格。
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Section 2：Writing Principles of A Counter-Offer Letter
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submit an offer 提交报盘 renew an offer, to reinstate an offer 恢复报盘 entertain your counteroffer 考虑接受你方还盘 the prevailing market level 目前市场价格水平
Unit Five
Section 1：Introduction
还盘的概念和特点
还盘的规律 返还盘的概念
Unit Five
Section 1：Introduction
还盘(Counter-offer)，又称还价。在国际 商务交流谈判中，当买方收到卖方的报 盘以后，如果不接受或者不能完全接受 其交易条件，就需要进一步洽谈。买方 可以针对价格、支付方式、装运期等主 要交易条件进行修改或提出不同的建议 。
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Unit Five
Section 1：Introduction
受盘人在收到发盘后，有两种处理办法： 1）完全同意发盘所提出的交易条件，并 及时向对方发出接受通知，这就是所谓 达成交易； 2）不同意发盘人在发盘中所提出的条件 ，并向发盘人提出自己的修改条件，这 就是所谓的还盘。
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Section 2：Writing Principles of A Counter-Offer Letter
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(3) In respect to quality, I don’t think that the goods of other brands can compare with ours. 在质量方面，其他牌号的商品很难和我们的相比。 (4) In order to conclude the transaction, I think you should reduce your price by at least 5%. 为了促成交易，我认为你们至少得让5%才行。 (5) 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。
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