1. Counter-offers and Acceptance
Task 4.2
Counter-offers and Acceptance

2. Contents 1. Aims and Requirements 2.Teaching tasks
3. Useful sentences & Homework

3. Aims and Requirements:
In this chapter, students are required to grasp as follows:
1.Know how to make offer and counter offer orally
2.Know how to write a letter of offers and counter offers.
3.Master some negotiation strategies.    
4.Grasp some words, expressions and typical sentences on this topic.

4. Teaching tasks
Task 1. Learn some basic knowledge of offer and counter offer
Task 2 Learn some dialogues and letters of making offer and counter offer, master how to write.
Task 3 Learn some negotiation strategies.
Task 4 Useful words, expressions and sentences
Task 5 Practice

5. Task 1. Learn some basic knowledge of offer and counter offer
What is offer?
Offer refers that the buyer or the seller gives some sales terms and conditions to the other side for confirmation and expresses to sign a legal and effective contract based on these terms and conditions. Offer will be provided by either the seller with a sales offer or the buyer with a purchase offer. Offers include non-firm offer and firm offer..

6. What is counter offer?
When the offer cannot meet all satisfaction of the offeree, he may amend and add some new terms and requirements. It is called counter-offer. Counter-offer is the refusal of an offer and it is also a new offer issued by the offeree to the offerer. The offer from one party will be of no effect after the other party’s counter-offer. The offeree cannot accept the original offer again unless the original offerer agrees.

7. What is acceptance?
Acceptance is the absolutely necessary step for successful business conclusion and contract. It indicates that the offeree absolutely accepts all points offered by the other party within the validity time when receiving the offer or counteroffer. It is an intention of agreement by the offeree to place an order or sign a contract with the offerer.

8. Task 2 Learn some dialogues and letters of making offer and counter offer, master how to write
Smith：We think your offer is too high in the market of our country． Lee：I agree with you，but our offer is really the best we can do．
Smith：Do you insist on your price? Lee：Well，what’s your counter offer? Smith：We would like to make a counter offer to you of $1.5 per meter． Lee：I am afraid it’s too low． Smith：Then how about $1.67. Lee：Sorry，it’s not possible，we need at least $1.8． Smith：OK，let me call my boss to see if that will do． Smith：Your price is higher than other companies，I m afraid I don’t find your price very competitive． Lee：But considering the high quality of our product，our price is very reasonable． Smith：Could you go a little lower? You know our quantity is not small，and we can order right now． Lee：How about meeting each other half way? $1.7 per meter, there is really no profit now． Smith：OK，that’s a deal! Lee：Good，how about a coffee break? Then we can talk about the package． Smith：Great idea!

9. Specimen Letter: Offer
Dear Sirs,
We have received your letter dated August 1, from which we note that you wish to have an offer from us for 2,000 dozens of No.208 ladies’ pajamas, for shipment to San Francisco.
We are making you, subject to your reply reaching us by August 20 our time, the following offer: “2,000 dozens No.208 ladies’ pajamas, at USD26.00 per dozen CIFC2% San Francisco. Other terms and conditions are same as usual, with the exception of insurance which will cover All Risks and War Risks for 110% of the total invoice value.”
We look forward to your early reply.
Best regards
Mr. Wang
Tel:
Fax:

10. Writing skills Received your inquiry, thanks
Reply to inquiring points accordingly
Legal promise with careful consideration
Wait for confirmation and order

11. Specimen Letter: Counter offer
Dear Sir,
We have received your letter of August 1, offering us 2,000 dozens of No. 208 ladies’ pajamas at USD26.00 per dozen. In reply, we regret to inform you that our client has found your price much too high. Information indicates that similar articles have been sold there at approximately USD19.00 per dozen.
We don’t deny that your pajamas are slightly better in design, but your price difference should in no case be as big as USD7.00 per dozen. To step up the trade, we, on behalf of our clients, counteroffer the following, subject to your reply here on August 3, 2007: 2000 dozens of No.208 ladies’ pajamas at USD22.00 per dozen CIFC2% San Francisco, other terms remaining the same as stated in your letter dated August1, 2007.
As the market is declining, we recommend your acceptance.
Yours sincerely,
Dare Holland
Brother Trading Company

12. Writing skills Received, Thanks Disagree some of the points
Amendments and improvements with new requirements
Reasons for amendments
Waiting for confirmation
Contact information

13. Task 3 Learn some negotiation strategies.
Four Steps to Search Customers Online
First period: Select the inquiry letters and s --- classify the letters and s.
Second period: Reply the inquiry letters
Third period: Offer: Make an offer to all customers in response.
Fourth period: The customer replies and asks for samples after he received your letter.

14. Task 4 Useful words, expressions and sentences
Words and expressions
offer 报盘，报价 firm offer 实盘
non-firm offer 虚盘 to forward an offer (or to send an offer) 寄送报盘 to get an offer (or to obtain an offer) 获得...报盘 to cable an offer (or to telegraph an offer) 电报（进行）报价 offer and acceptance by post 通过邮政报价及接受
to accept an offer 接受报盘
quote 报价 　　 quotation 价格 　　 preferential offer 优先报盘 　　

15. Sentences Our offers are for 3 days.
We have extended the offer as per as your request. The offer holds well until 5 o‘clock p.m. 23rd of June, 1997, Beijing time. 　　　　
All prices in the price lists are subject to our confirmation. 　　　　
This offer is subject to your reply reaching here before the end of this month. 。 　　　　
This offer is subject to the goods being unsold. We have received offers recently, most of which are below 100 U.S. dollars. 　　　　
Moreover, we‘ve kept the price close to the costs of production. 　　　　

16. Task 5 Practice Oral Practice.
Your company will import 50 sets of computers and you are making an inquiry with the seller. Make a dialogue according to the following contents of requirements:
产品名称：Sony 电脑
要求FOB价
要求打折
要求报实盘
询问卖方可否接受承兑交单付款
可否参观样品

17. Writing practice: Write an acceptance letter according to the situations:
The seller accepts the buyer’s counteroffer at a 2% reduction with a view to encouraging business and encloses a Sales Confirmation in triplicate.

18. The End
Thank you!