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ChapterFourMakingCounter-offersandDecliningOrdersCollegeofForeignLanguagesShaoxingUniversityCounter-offerIftheoffereegivesareplytoacceptthetermsandconditionsintheofferwithsomereservedconditions,thismeansheismakingacounter-offer.Forexample,theoffereemaythinkthatthepriceistoohighandhewantstobuytheproductatalowerprice.Ortheoffereehopestochangethepaymentmethod.Acounter-offerdestroystheoriginaloffer,whichcannotbeacceptedunlessitisrenewedonthesameterms.Butiftheoffereeseeksmoreinformationontheitem(s)beingoffered,thisdoesnotamounttoacounter-offer;hencetheoriginalofferremainsintactandthereforecapableofbeingacceptedsubsequently.Thefollowingisafewlettersofcounter-offer:5thofAprilSampleADearMr.Zhang,Thankyousomuchforyourletterdated31stofMarch.Wethinkthatpricesinyourpricelistarenotcompetitive.Besides,othercompetitorsgiveusmorediscountsonalargeorder.So,canyoureduceyourpricetosomeextentandgiveusa5%discountonalargeorderof300TVsets?Astoothertermsandconditionswearereadytoacceptthem.Pleaseanswerassoonaspossible.Bestwishes.Sincerelyyours,JoanSmithSampleBDearSirs,SocksWewishtotankyouforyourletterofMarch,2,offeringus1,000pairsofcaptionedsocksatRMB￥15perpairontheusualterms.Althoughweareinterestedinyourproducts,wefindyourpriceissohighthatourmarginofprofitwouldbeeitherverylittleornil.Informationindicatesthatthesocksofsimilarqualityareavailableatpresentonthemarketandataprice10-15%lowerthanyours.Wehope,therefore,youwillreduceyourpricesoastostanduptothecompetition.Wewaityourreply.Yoursfaithfully,(Signature)JackWilliamsonSampleC10thofAprilDearMs.Smith,Wearewritinginanswertoyourletterof5thofApril.Wethinkyoursuggestionaboutthediscountisacceptable.Inaddition,itispossibletolowerthepricesofourproductsprovidedthatyoucanreallyplaceanorderfor300TVsets.Astothedetailsofhowmuchthepricescanbereducedandotherrelevantdetails,itissuggestedthatweshoulddiscussthemfacetofaceassoonaspossiblebeforewefinallysignthecontract.Wewouldbeverymuchobligedtoyouifyoucouldtelluswhenyouareavailabletomeetforthenegotiationofthetransaction.Lookingforwardtoyourearliestanswer.Bestregards.Faithfullyyours,TimZhangSampleDDearSirs,ThankyouforyourofferofJuly11for2,000unitsofTV.Weregretbeingunabletomakeuseofthesegoodsasthepriceyouaskisabovethemarketlevelhereforthequalityinquestion.TheTVssuppliedherecoveringthesamebrandwerenotofthequalitywehadexpectedforthepricequoted.Yoursfaithfully,SampleEDearSirs,ManythanksforyourletterofNovember21.Wehavegivenourcarefulconsiderationtoyourcounterofferagainstourofferforwoolsweaters:ArtNo.10.Wewouldliketohelpyouinthematterofprice.However,weregrettoinformyouthatthereisnoroomtomakeanyfurtherreductioninpricesaswehavealreadycutthemtotheabsoluteminimum.However,inordertomeetyourdemandswerecommendourNo.15,whichisourlatestproduct.Thisissuperiorinqualityandmoderateinprice,andwewillofferaspecialdiscountof4%offthelistpriceforthistime.Weawaityouracceptanceofthisoffer.Yoursfaithfully,ⅠTranslatethefollowingsentencesintoEnglish1.Yourcounterofferisnotinlinewiththeprevailingmarket.2.Wearesorrythedifferencebetweenourpriceandyourcounterofferistoowide.3.Weverymuchregretthatwecannotreduceourpricetothelevelyouindicated.4.Owingtotheshortageofrawmaterials,themanufacturercannotacceptanyneworders.5.Owingtoheavycommitments,weregretthatwecannotentertainanyfreshordersforthetimebeing,butwewillcontactyoubycableassoonasthenewsuppliescome.6.Wecannotofferyouatpresent,butwewillkeepyourenquirybeforeus.7.Thepricewequotedisquiterealistic.Andweregretthatyourcounterofferisunacceptabletous.8.Thepricewequotedisquitereasonable,whichhasbeenacceptedbytheotherbuyersatyourend.9.Youmustreduceyourpriceby2%;otherwise,businessisimpossible.10.Pleasekeepusinformedofthesupplypositioninyourplace.ⅡFillingintheblankswithproperwordsorexpressions1.declining;found;high2.note;in;market3.see;our;way;indicated4.close;near5.may;rest;without;delay6.out;of;line;possible;end7.cannot8.in;position;offer;contact9.list;reference10.feelⅢTranslatethefollowingletterintoEnglishMarch29,2002DearSirs,WethankyouforyourletterofMarch20.Yourcommentsonourofferofsockshavehadourcloseattention.Althoughwearekeentomeetyourrequirements,weregretthatweareunabletocomplywithyourrequesttoreducethepricesasourpricesarecloselycalculated.Evenifthereisadifferencebetweenourpricesandthoseofothersuppliers,youwillfinditprofitabletobuyfromusbecausethequalityofourproductsisfarbetterthanthatofotherforeignmakesavailableinyourdistrict.However,inordertohelpyoutodevelopbusinessinthisline,wearepreparedtoallowyouadiscountof5%providedyourordercallsforaminimumquantityof5,000pairs.Ifyoufindourproposalacceptable,pleaseletushaveyourorderatanearlydate.Yoursfaithfully,WhatisBusiness?Businessisaboldgamble.Businessisawin-winactivity.Businessisbuyingandselling.Businessisaprofitableventure.Businessisagive-and-takeaction.Businessisanecessityofhumanlife.Businessisacredit-basedundertaking.Businessisthetestofaperson’scharacter.Businessisanarenaforcooperationandcompetition.Businessisaprofit-makingandbenefit-givingoperation.Conclusion:Businessisexchangeofgoodsandservicesbet