chapter_5 Making Counter-offers

UNIT5COUNTER-OFFERSCONTENTSBasicinformationDefinitionletters-WritingstepsCounter-offerSpecimenLettersWHATISACOUNTER-OFFER?还盘又称还价，在法律上称反要约，是受盘人对发盘内容不完全同意而提出修改或变更的表示，是对发盘条件进行添加，限制或其他更改的答复。方式：答复报盘注意：根据《公约》规定，受盘人对货物的价格、付款、品质、数量、交货时间与地点、一方当事人对另一方当事人的赔偿责任范围或解决争端的办法等条件提出添加或更改，均作为实质性变更发盘条件。还盘的两个法律后果：1、还盘(实质性变更发盘条件)是对发盘的拒绝，还盘一经作出，原发盘即失去效力，发盘人不再受其约束。这个时候的还盘，等于是受盘人向原发盘人提出的一项新的发盘。2、还盘(变更非实质性条件)。按照《公约》规定，构成非实质性变更发盘条件的有条件接受是有效的，合同是成立的，除非发盘人表示不同意并立即通知对方。案例分析：我国某进出口公司向国外某商人询购某商品，不久，我方收到对方8月15日的发盘，发盘的有效期至8月22日。我方于8月20日回电“若价格能降至56美元/件，我方可以接受”。对方未作答复，8月21日，我方得知国际市场行情有变，于当日又向对方去电表示完全接受对方8月15日的发盘。问题：我方的接受能否使合同成立?为什么?5我某外贸公司于3月1日向美商发去电子邮件，发盘供应某农产品1000公吨并列明“牢固麻袋包装”（PACKEDINSOUNDGUNNYBAGS）。美商收到我方电子邮件后立即复电表示，“接受，装新麻袋装运”（ACCEPTED,SHIPMENTINNEWGUNNYBAGS）。我方收到上述复电后，即着手备货，准备于双方约定的6月份装船。数周后，某农产品国际市价猛跌，针对我方的催证电子邮件，美商于3月20日来电称：“由于你方对新麻袋包装的要求未予确认，双方之间无合同（nocontract）。”而我外贸公司则坚持合同已有效成立，于是双方对此发生争执。试问：此案应如何处理？说明理由。67DearSir,Re:“Panda”BrandColorTVSetsWeacknowledgereceiptofyourofferfor“Panda”BrandColorTVSetsdatedMay18.Regrettably,weareunabletoacceptyourofferasyourpricesaretoohigh.WealsohavesimilaroffersfromKoreanmake.Theirpricesare10%lowerthanyours.Weappreciatethegoodqualityofyourproducts.Weacceptthatthequalityofyourproductsisbetter,butitdoesnotjustifysuchalargedifferenceinprice.Wemightdobusinesswithyouifyoucouldmakeussomeallowance,say10%,onyourprices.Otherwisewehavetodeclineyouroffer.Weshallappreciateitverymuchifyouwillmakeaconcessionandfaxusyouracceptanceassoonaspossible.Yoursfaithfully,HOWTOMAKEACOUNTEROFFER?如何写还盘函开头语(OpeningSentences)Thanksfortheoriginaloffer.中间部分-Rejectionandreasons:Thereasonsforinabilitytoaccepttheoffer:pointoutthedecliningmarket;talkaboutoffersfromothersuppliers.表明条件不当-Thecounter-proposal.提出本公司的希望条件：Askforfavoronprice结尾语(TheclosingSentences)Expectationofacceptance.敬表期盼回单之忱。BEGINNING:①Inreplytoyourofferof20March,wewouldliketomakethefollowingcounteroffer:就贵公司3月20日的报价，我方还价如下：②Thankyouforyourofferforthesupplyof…②谢谢贵方关于……的报价。Weacknowledgereceipt/areinreceiptofyour对信件（询盘、报盘、还盘…）内容的简单复述，三种方式：a介词短语b现在分词做后置定语c介词+先行词引导定语从句9BODY:我们不能接受你的报盘①Wecannot/areunableto/arenotinapositiontoaccepttheofferfor…我们不能接受你们的报盘，因为…②Weregrettobeunabletoaccepttheofferyoumadeusinyourletterofthe…..很抱歉,我们不能接受你们……日来信中的报价。③Wearereadytoacceptyouroffer,provided（that）you……如果能……我方准备接受贵公司的报价。④Yourpriceisonthehighsideandwehavetocounterofferasfollows,subjecttoyourreplyreceivedbyusonorbefore……贵方价格偏高,我们不得不作如下还盘,以我放在…月…日或以前收到贵方答复为有效。原因①Keencompetitioninthisbusinessmakesitnecessaryforustogetthematlowprices.由于这种买卖竞争激烈，我方须以较低的价格购进。②Duetothepresentpriceofrawmaterials,wearenotinapositiontoacceptyouroffer.由于目前原材料价格的原因，我们无法接受。③Beingfarhigherthanwhatisprevailinginthemarkettoday,yourofferhastobedeclined.由于贵方报盘比市场上普遍的价格高得太多，所以无法接受。Wecanobtainthesamequalitythroughanotherchannelatmuchlowerpricethanthatyouquotedus.我们可以从其他的渠道以更低廉的价格购入相同质量的商品。Thereisabigdifferencebetweenyourpriceandthoseofyourcompetitors.提出可能的条件①Adiscountonpriceswillmakeiteasierforustopromotesales.价格上打点折扣便于我们推销。②Wewouldliketoknowifyoucouldgiveusa7%discountfromthelistprice.Ifyoucan,wehaveinmindanorderfor3,00dozenofthesegoods.望贵方告知，能否按表列价格给予7%的折扣。如蒙首肯，我方考虑订购3000打这种产品。③Wewouldlikeyoutogiveusthetermsofadraftat60d/sinsteadofadraftatsight.希望贵方给予见票后60天付款的条件，而不是见票即付条件。③价格优惠Reducethepriceby/toCut/drop/lower/bringdownthepriceby/toAllow/give/make/granta5%reductionIfyouarewillingtogiveusa5%reduction,….Ifyoucanreduceyourlimitby…Ifyouwillmakea5%reductionWe'dliketoaskforreductionof…receiptn.1）收到，接到WeareinreceiptofyourletterofJune5.（beinreceiptof=havereceived*）WeacknowledgewiththanksreceiptofyourletterofJune5.WeareinreceiptofyourletterofJune5offeringus50metrictonsofthecaptionedgoodsatRMB￥2250permetrictonontheusualterms.你方6月5日来函收悉，向我方供应50公吨标题货物，惯常条例，每公吨2250元人民币。Thegoodswillbesentuponreceiptofyourremittance.2）收据，收条Cargoreceipt（陆运）货运收据Depositreceipt存单、存款凭证Freightreceipt运费收据Mate’sreceipt大副收据（收货单）Parcelpostreceipt邮包收据3）（复数）收入、收进的款项或物品Thismonth’sreceiptsareestimatedtobeintheregionof$20000.本月进款估计在2万美元上下。15注释：“收到来函”的表达*注：以下几种表达方式，意义相同，都表示“收到来函”，在日常信中常常遇见：Weareinreceiptofyourletter…Weacknowledgereceiptofyourletter…Weacknowledgeyourletter…Wehaveforacknowledgementyourletter…Wehavereceivedyourletter…Wehavethepleasureofacknowledgingreceiptofyourletter…（正式场合用）以下几种表达方式正逐渐被淘汰，国外来信偶尔可以见到，尽量避免使用：Yourletter…istohand…（陈旧）Yourletter…hascometohand…（陈旧）Wehavetohandyourletterof…（陈旧）162、…asyourpricesaretoohigh.……你方价格太高。类似表达方式：Yourpriceisabithigh.你方价格有点高。Yourpriceisratherstiff.你方价格相当高。Yourpriceisexcessive.你方价格过高。Yourpriceisprohibitive.你方价格令人望而却步。Weregrettosaythatwecannotacceptyouroffer,asyourpriceisfound(tobe)onthehighside.歉告由于你方价格偏高，我方不能接受贵方报盘。173、Koreanmake韩国货Make制造的方法或式样，产品（工业）TheyareinterestedinthingsofChinesemake.Ifyoucannotoffer,theywillbuyothermakes.SomeparcelsofJapanesemakehavebeensoldat$125pertonne(=metricton).有几批日本货已按每公吨125美元出售。184、Appreciatev.1）涨价Thepricehasappreciated.2）感谢（后接名词或动名词作宾语）Yourimmediateattentionwillbeappreciated.Weshallappreciateitifyouwillmakeusafirmofferf