1、Unit 3 Counter-offers ObjectivesTo understand counter-offers.To write appropriate re-counter-offers.2101020304Negotiating prices Activities Counter-offers Negotiating at a stationary trade fairWriting re-counter-offers 05Language practice4IIIIIIPractice negotiating the prices about a commodity.Compl
2、ete the price negotiation process form.Complete the dialogue of negotiating prices with appropriate sentences or expressions.Activity 1 Negotiating pricesI.Practice negotiating the prices about a commodity.Example 1A：Which of our products are you particularly interested in?B:I am interested in these
3、 ones.But I would like to hear about the discounts?A:If you can order 5000 pieces,I can offer a 8%discount.If you increase the order to 10,000 pieces,I can offer you a larger discount.B:How much larger?A:About 10%.II.Complete the dialogue of negotiating prices with appropriate sentences or expressio
4、ns.SUSIE GREEN:Which of our products are you particularly interested in Mr.Smith?DANNY SMITH:I 1_these ones.But I want to hear what you say about 2_.SUSIE:I think the discount problem can be resolved but you need to be more precise about the quantity.DANNY:Fair enough.3_?SUSIE:On ten thousand units,
5、Mr.Smith,4_.But I cant offer more.DANNY:10 percent!SUSIE:Just let me finish,10 percent,but with a guarantee of 5_.DANNY:Delivery must be within one month or Im not interested.SUSIE:If you commit to 6_then I could consider a larger discount.DANNY:How much larger?SUSIE:If you order twenty thousand uni
6、ts then 7_.DANNY:Im getting tired of this.You are playing games.J.I can offer a fifteen percent discountH.could be interested inA.discountsE.What kind of discount are you offering on 10,000 unitsI.I can offer a discount of ten percentC.delivery within one monthF.buy 20,000 unitsKEYSII.Complete the d
7、ialogue of negotiating prices with appropriate sentences or expressions.SUSIE:If you want a big discount then you must make a big order.Lets talk about unit price rather than discount,Mr.Smith.DANNY:What kind of unit price can you offer me?SUSIE:8_.And our standard unit price for the size of such an
8、 order is 13.DANNY:Offer me a unit price of 10.5 on 25 thousand units.And we can do business.SUSIE:I cant do that.Im sorry.DANNY:Lets take a break for a few minutes.Would you like a cup of coffee?SUSIE:Yes,please.(Danny gives Susie a cup of coffee.)D.If you buy 30,000 units,then I can offer a unit p
9、rice of 10.5KEYSII.Complete the dialogue of negotiating prices with appropriate sentences or expressions.SUSIE:Thanks.So lets clarify the position so far.As far as Model A-114 is concerned,9_and it is our lowest price for an order of this size.Now lets look at the terms of payment.DANNY:Sixty days.S
10、USIE:Im sorry Mr.Smith,but thats completely unacceptable.Our standard policy on discounts of over 10 percent is payment within thirty days of delivery.DANNY:I cant believe it.I am making such a large order,but you.SUSIE:10_,Mr.Smith?I know youre making a large order but you are also getting an excel
11、lent product at a very large discount.DANNY:11_ _.SUSIE:I think that offer will be acceptable.KEYSG.This is my final offer:30,000 at 45 days payment.Take it or leave itB.my last offer of the unit price of 10.5 for 30,000 unitsK.Can I just come in hereIII.Complete the price negotiation process form.K
12、EYSProcessThe Seller:Susie GreenThe Buyer:Danny Smithphase 1discount1Which products are you interested in?2 It depends on your 1.discount.3Discount depends on the 2.quantity you order.4 Whats your discount for 10,000 units?53.On ten thousand units,I can offer a discount of ten percent with a guarant
13、ee of 4.the delivery within one month6 Im not interested.7If you buy 5.20,000 units,then I can offer a 6.15%discount.8I am getting tired of this.You are playing games.III.Complete the price negotiation process form.KEYSphase 2unit price9Lets talk about 7.unit price rather than discounts.Our standard
14、 unit price is 12.If you buy 8.30,000 units,I can offer a unit price of 9.10.5.10Offer me a unit price of 10.10.5 on 11.25,000.11I cant do that.12 Lets take a break.13We can offer a unit price of 12.10.5 for 30,000 and I cant go below that price for an order of this size.14 AgreeIII.Complete the pri
15、ce negotiation process form.KEYSphase 3terms of payment15Lets talk of terms of payment.1613.Sixty days17I am sorry but thats completely unacceptable.Our standard policy on discount of 10%is payment within 14.thirty days of delivery18This is my final offer.15.30,000 at 45 days payment.Take it or leav
16、e it.19Thats acceptable.12Activity 2 Counter-offersIIIIIIIVMatch the sentences below with the items in the content structure.Put the five counter-offers into the right order.Re-read the ordered five counter-offers and complete the table below.Re-read the ordered five counter-offers and find out the
17、useful expressions.321Counter-offer (b)Counter-offer (d)Counter-offer (a)Counter-offer (e)45Counter-offer (c)KEYSCounter-offer(b)From:mikespcompany.auTo:Subject:Re-counter-offer for headsetsDear Crystal,Thank you for your offer of June 12th for 10,000 pieces of smart stereo headset(LS-ET-010).We reg
18、ret to say that,compared with the offers from other sources,your price is too high,which is difficult for us to accept.As far as we have known,the competition in this market has been very sharp and five most popular brands here will be compelled to reduce their retail prices by at least 5%.We sugges
19、t that you adjust your price to suit our market.Best regards,MikeCounter-offer(d)From:To:mikespcompany.auSubject:Counter-offer for headsetsDear Mike,Thank you for your reply.We are disappointed to hear that our price is too high for you to work on.You mention that five most popular brands in your ma
20、rket will be compelled to cut their retail prices by at least 5%.We accept what you say,but we are of the opinion that the quality of the other companies does not measure up to that of our products.The best we can do is to reduce our previous quotation by 2%for 10,000 pieces.However,if you can incre
21、ase the quantity up to 15,000 pieces,we are willing to offer you a 5%discount.We trust that this will meet with your approval.We look forward to hearing from you.Best regards,CrystalCounter-offer(a)From:mikespcompany.auTo:Subject:Re-counter-offer for headsetsDear Crystal,We have studied your counter
22、-offer carefully.We understand that the quality of your headset is slightly better.However,the price level is still too high for this market,If you are prepared to grant us a discount of 5%for a quantity of 12,000,we would agree to your offer.Please note that some price cut will justify itself by an
23、 increase in business.We hope to hear from you soon.Best regards,MikeCounter-offer(e)From:To:mikespcompany.auSubject:Counter-offer for headsetsDear Mike,Thank you for your letter of June 18th.We regret that we cannot meet your terms.We must point out that the falling market here leaves us little or
24、no margin of profit.At present the best discount offered for a quantity of 12,000 is 4%.Please note that the prices for the raw materials have risen greatly recently.However,for your order we have kept our prices down.Hope you can understand our status.Our current situation leaves us little room to
25、bargain.To facilitate the transaction,we can arrange delivery within 30 days.This is the best we can do.We hope you will reconsider the offer.Please understand my status.Waiting for your nice response.Regards,CrystalCounter-offer(c)From:mikespcompany.auTo:Subject:Accept your counter-offerDear Crysta
26、l,Thank you for your letter of June 19th.We accept your terms,i.e.4%discount for 12,000 and delivery within 30 days.Please send us the PI for confirmation.Please inform me when the samples can be sent.Our clients are pushing us.Regards,MikePI：Proforma Invoice,预开发票。非预开发票。非正式性的参考性发票。正式性的参考性发票。以供进口商申领进
27、出以供进口商申领进出口许可证和批外汇之口许可证和批外汇之用。用。counter offersthe terms offered by the other partynew terms or requestacceptanceReasons1Yes/No2Yes/No3Yes/No4Yes/No5Yes/NoCompared with the offers from other sources,your price is too high.The five most popular brands here will be compelled to reduce their retail pric
28、es by at least 5%.We suggest you can adjust your price to suit our market.The quality of the other companies does not measure up to that of our products.The best we can do is to reduce our previous quotation by 2%for 10,000 pieces.However,if you can increase the quantity up to 15,000 pieces,we are w
29、illing to offer you a 5%discount.the price level is still too high for this market,If you are prepared to grant us a discount of 5%for a quantity of 12,000,we would agree to your offer.The falling market here leaves us little or no margin of profit.The prices for the raw materials have risen greatly
30、 recently.At present the best discount offered for a quantity of 12,000 is 4%.We can arrange delivery within 30 days.Please send us the PI for confirmation.Please inform me when the sample can be sent.FunctionsSentences or expressions used1.Beginning the counter-offer 2.Stating that the offered term
31、s is unacceptable3.Offering new terms4.Persuading the other party to accept the new terms5.Ending the counter-offerThank you for your reply/letter/offer of.We have studied your counter-offer carefully.We understand that.However,We regret to say that We regret that We are disappointed to hear that.We
32、 accept what you say,but we are of the opinion thatIf you.,we wouldIf you.,we are willing to The best we can do is to.To facilitate the transaction,we can The falling market leaves us little or no margin of profit.Hope you can understand our status.Please note that some price cut will justify itself
33、 by an increase in business.This is the best we can do.The best we can do is to We hope to hear from you soon.We look forward to hearing from you.Waiting for your nice response.Beginning7.Thank you for your proposal/feedback/reply.Stating that the terms are unacceptable+reasons1.I am sorry that we c
34、ouldnt meet your target of USD5.00.2.Our price is based on different packaging method/MOQ.4.The price I offered you is quiet competitive.8.We understand that our price is a bit higher.However,quality counts for much more in your market.14.We regret to hear that our price is too high for you to work
35、on.Ending15.Looking forward to the order confirmation soon.16.Hope to receive your feedback.Offering new terms/asking for more information5.Would you please kindly tell me the quantity?6.After discussing with my boss,I counter-offer you as follows:9.You may be interested in our new model with simila
36、r function but lower price.Please study our offer as attached.10.The best we can do is to effect delivery within one week at this price.11.If you can increase the quantity up to 10,000 sets,we are willing to cut the price to US$15 per set.Persuading the other party to accept the terms3.To be frank w
37、ith you,we have no margin to cut the price again.12.I trust that this price is workable for you.13.Please note that the price of raw materials has risen sharply recently.17.The cost is there.Hope you can understand.18.We understand that you want to test the market,and we are willing to reduce our ma
38、rgin to help you for this trial order.19.Please understand my status.20.This is the best we can do.We hope you will reconsider the offer.23Activity 3 Negotiating at a stationary trade fairSellerSellers role cardstationary trade fairBuyerbuyers role card1.Design your companys business card including
39、your company name and contact information.Prepare at least three business cards.2.Decide what kind of stationary you are going to sell.3.Find one booth in the classroom and display your products.4.Receive the potential buyers visiting your booth and exchange your business cards.5.Negotiate with them
40、 about the transaction terms.6.Keep a record of the visitors you have received in the sellers card.1.Design your companys business card including your company name and contact information.Prepare at least three business cards.2.Visit at least three booths at the trade fair.Exchange your business car
41、ds.3.Show your interest in certain products.4.Negotiate with the sellers about the terms.5.Keep a record of your agreed terms in the buyers card.24Activity 3 Negotiating at a stationary trade fairTermsthe 1st visitorthe 2nd visitorthe 3rd visitorNameCompanyPhone No.Email Add.Commodity of InterestUni
42、t PriceQuantityDiscountPayment Terms Delivery4100 Electric Rechargeable ToothbrushEdward Smith Smith Brothers Trading Company+1917-353-$49.95/per piece FOB Shenzhen500 pcs7%L/C 30 dayswithin one month Sellers Card25Activity 3 Negotiating at a stationary trade fairOur agreed termsTermsthe 1st boothth
43、e 2nd booththe 3rd boothCompany nameCommodityUnit PriceMOQ DiscountPayment TermsDeliveryThe Oriental Trading Company4100 Electric Rechargeable Toothbrush$49.95/per piece FOB Shenzhen500 pcs7%L/C 30 dayswithin one month Buyers CardActivity 4 Writing re-counter-offers Read the following counter-offer
44、by one customer and write a re-counter-offer properly.From:rebeccaspatrad.auTo:Subject:Re:our counter-offer for ladies bootWMB-ADear Catherine,Thx for your offer.Quality and design satisfactory;Terms of payment and time of shipment acceptable;Price of$50 per pair too high.$45 suggested;Other terms a
45、s per your offer of Sept.10th.Should the counter-offer be acceptable,pls send your S/C for our signature.Yours,RebeccaRead the following counteroffer by one customer and write a recounteroffer properly.Activity 4 Writing re-counter-offers Sample letterFrom:To:rebeccaspatrad.auSubject:Re:Your counter
46、-offer for Ladies Boots-WMB-ADear Rebecca,Thanks for your counter-offer.We have to draw your attention to the fact that this style of our ladies boots is selling fast in the market.The price stands firm and demand always exceeds supply.In view of your initial order,we make a special exception and re
47、duce our price to$48,other terms as per our original offer.Please understand that this is our rock-bottom price.Any price lower than this will never be acceptable.Attached is our S/C No.123.If it is acceptable,please counter-sign and return one copy for our file.Look forward to your early acceptance
48、.Yours,Catherine2801Translate the following expressions for counter-offers.幻灯片 2902Translate the Chinese sentences into English.Keys to language practice03Match the bargaining techniques with the sample letters.幻灯片 36I.Translate the following expressions for counter-offers.很遗憾地告知您：We regret to tell
49、you that.利润空间很小或者为零:The profit margin is little or nil.太高了以至于无法接受:Too high to be acceptable/too high for us to work on/for us to accept 同相比:Compared with/in comparison with 为了促成交易:To facilitate the transaction 比你方的价格低 10%:10%lower than your price 我们的价格非常合理/实际:Our price is very reasonable/realistic.鉴
50、于我们长期的贸易关系:Considering our long-term relationship 将价格降低 8%:Reduce/cut the price by 8%满足你方的需求:To meet/satisfy your needs 急剧上涨:rise sharplyII.Translate the Chinese sentences into English.很遗憾，我们认为您的报价太高，我们无法接受。We regret to tell you that your price is too high to be acceptable.很遗憾，我们上海的买主认为您的报价太高。We reg
