山东财经大学 选修课 商务英语 课件

TopicFourOffer&Counter-offerTeachingProcedurePartIUsefulWordsPartTwoUsefulExpressionsPartThreeSituationalConversationPartFourSpeakingTaskPartOneUsefulWords1.transactionn交易2.expirevi终止，无效3.operativeadj有效的4.withdrawv撤销5.fluctuationn波动，起伏6.concessionn让步7.regarding=withregard/respect/referenceto8.takethelibertyofdoing/todosth冒昧做9.incompliancewith…依从，按照10.comeintoeffect生效11.inviewof鉴于12.starttheballrolling达成交易13.meetsbhalfway让步14.thereisnopointindoingsth没必要去做15.mightaswell不妨16.effectdelivery交货17.itoccurstosbthat使某人想起18.cometoterms=close/concludebusiness/transaction/bargain成交19.entertainone’scounter-offer接受还盘20.cometo/arriveat/makeanagreement达成协议PartTwoUsefulExpressionsOffer:Wearepleasedtomakeyouanoffer/anquotationforourproducts.Wetakethelibertyofmakinganofferfor…Wehopeyoucanquoteusyourmostfavorablefirmoffer.Ourquotationalwayscomeinlinewiththeworldmarket.Ourofferisbasedontheprevailinginternationalmarketprice.Effectivetime&termsofofferThisofferisvalid/openfor6days.Thisofferissubjecttomarketfluctuation.Ourofferwillbewithdrawnifnotacceptedwithin4days.Counter-offerYourpriceisratheroutofline.Thepriceyouquotedistoohightoworkon.Yourpriceisbeyondourreach.Replytothecounter-offerWethinkwecanentertainyourcounter-offer.Ifonlyyouraiseyourcounter-offerby3%,itwillstandabetterchanceofbeingconsidered.Inviewofourgoodcooperation,weacceptyourcounter-offer.Tostarttheballrolling,weagreetoyourprice.Afterdueconsideration,weagreetomakeafurtherconcessioninprice.Consideringthelongbusinessrelationsbetweenus,wedecidedtoreduceourpriceby10%.PartThreeSituationalConversationA&Bmakeacounter-offerforballpen,atlast,theymeeteachotherhalfwayandcometoanagreement.A:well,we’vediscussedyouroffer.Andwefoundthatyourofferwastoohigh.It’shardforustoaccept.B:I’msorrytohearthat.Itisourrock-bottomprice.AndIthinkourofferwasreasonable.Wecan’tmakeanyconcession.A:Ican’tagreewithyou.Ifyouinsistonyourprice,Idon’tthinkthere’sanypointinfurtherdiscussion.Wemightaswellcallthewholedealoff.B:well,what’syourcounter-offerthen?A:thebestwecandois40USdollarsperdozenCIFLondon.B:what!Youknowthatourballpen“Hero320”isworld-famousandyourcounter-offerisnotinlinewiththeworldmarket.A:butinformationshowsthatthepriceofstationerywillcontinueitsdownwardtendencyinthenearfuture,soIwouldsaythatourcounter-bidiswellfounded.B:I’msorrythegapbetweenyourpriceandoursistoogreat.WhatImeanis,we’llneverbeabletocomedowntoyourprice.A:Ithinkit’sunwiseforeitherofustoinsistonhisownprice.Howaboutmeetingeachotherhalfway?B:allright.Myproposalis42USdollarsperdozen.Consideringfurthercooperationbetweenus,wehopeyou’llagreetoit.A:thoughit’sstillabithigh,wacceptit.B:I’mgladthatwe’vecometoanagreementatlast.A:Metoo.B:thankyou.We’llbewaitingforyourfinalconfirmation.PartFourSpeakingTask1)interpretingsomesentences.2)Composingconversationaccordingtothegivensituation.SentenceInterpretation1.我们至多只能再减价30英镑，这可真是最低了。Thebestwecandowillbeareductionofanother30pounds.That’llbedefinitelyrock-bottom2.我们在谈判中没取得什么进展。Wearemakinglittleheadwaywiththenegotiations.3.你方还盘太低且没有根据，所以它不能作为进一步洽谈的基础。Yourcounter-offeristoolowandgroundless,thereforeitcan’tserveasabasisforfurthernegotiation.4.我们已经研究了你方对小麦的报价，觉得不符合现行价格水平。We’vestudiedyourofferforwheatandfinditoutoflinewiththeprevailingmarketlevel.5.鉴于我们长期的贸易关系和友好合作,我方决定接受你方的报盘。Inviewofourlongbusinessrelationsandamicablecooperation，wedecidetoacceptyouroffer.ComposingConversation1.Mr.AlifromIranisdiscussingwithMr.ZhangaboutthepriceofGreenTea.Mr.Alithinksthepricekeepsincreasingveryfastandasksforreductionof5%inprice,butMr.Zhangdoesn’tagree.Sotheycan’tconcludeabusinessdeal.2.AandBaredrivingahardbargain.Ainsiststhathispriceisreasonable,inviewofthesuperiorqualityofhisproducts.Btellshimhehasreceivedanotherofferfromanothersupplier.Later,theydecidetomeeteachotherhalf-way.Theyalsodiscusssomeotherdetails,includingtermsofpayment,dateofshipmentandsoon.