-
1.
文体介绍
还盘
(counter-offer
),
也叫还价，是贸易往来中
(
主要是
对
价格
)
的磋商
(negotiation)
过程。
当买、卖双方，不能接受对
方所提供的某项贸易条件时，可以通过还盘说明原因，表示
遗憾，或建议对方给予一定让步。贸易条件逐项在这个过程
中一
一确定，直至交易达成。
2
。实用范例
(1)
Subject: Counter-offer
Dear Sir,
We have been
very pleased with your product, as you know.
However,
we
find
that
we
can
obtain
a
price
of
$$4.00
per
hundred with a local firm. This is
fifty cents per hundred lower
than your
price.
If you
can see your way clear to meeting these figures we
would be pleased to place with you an
order that will carry us
for
the
rest
of
this
year.
That
order
is
likely
to
be
one
of
the
largest
that we have ever placed with you.
Sincerely,
Xxx
主题：还盘
亲爱的先生：
你知道，我们对你的产品一致都很满意。
但发现，在
当地一家公司可以得到每一百个价格为
4
美元的这种产品，
比你们每一百个的价格少
5
0
美分。如果你们能设法找出原
因并使价格也达到这样的标准，
我们就乐意向你们提出一项
可以执行到本年底的订货。而且该项订货就可能是我们从来<
/p>
也没有向你们提出过的最大订货之一。
你真诚的，
xxx
(2)
Subject:
We
regret
that
we
cannot
accept
your
counter-offer.
Dear Sir,
In reference to
your E-mail of August 1, we cannot make a
better offer than the one we suggested
to you, we feel that offer
itself is
most generous under the circumstances.
In
checking
our
books,
we
find
that
you
have
purchased
from us twice as much the first three
months of this year as you
did in the
first three months of last year. This indicates to
us that
you have been successful in
retailing our merchandise.
We
hope
that
upon
reconsideration
you
will
be
able
to
accept
our offer. We have been very pleased to have you
on our
list of accounts.
Best regards,
Xxx
主题：拒绝还盘
亲爱的先生：
关于你
8
月
1
日的电子邮件所谈价格，我们认为
不能再
报比那更低的价格了。处于当前情况下，他本身就说明是最
慷慨的价格了。经查对我们的账目发现，你们今年的头
3
个<
/p>
月在我处所购的货物是去年同期的两倍。这就说明，你们零
售我们
的货物方面是取得了成就的。因此希望你们经过重新
考虑后，能够接受我们的该项报价。
我们已很乐意的将你们
的名字留在我们的账目上了。
你真诚的，
xxx
3.
典型句型
a.I think that
the price of your products is on high side.
我认为你方价格偏高。
your price I
’m
afraid you’ll stand very little chance
of obtaining the business.
按你这个价格，恐怕你获得这笔交易的机会甚小。
have this
business concluded, you need to lower your
price at least by 10 percent, I
believe.
我认为要达成
这笔交易，你至少要降价
10%
。
price
is
reasonable,
compared
with
that
in
the
international market.
我们的价格与国际市场上的价格相比还是合理的。
price
of ..is
acceptable,
provided
you
increase
the
quantity of your order to ..
……
价我
方可以接受，但条件是你方应奖订货数量增
至
……
’s meet
each other halfway.
我们各让一半吧
!
4.
商务写作小练习
请就上一期提供的报盘，写一封还盘进行讨价还价
1.
文体介绍
上一期我们练习了商务写作中的
询盘
，今天就来学习
收到
询盘
后如何报盘
报盘
(o
ffer)
，也叫报价，是卖方主动向买方提供商品信
息，或者
是对
询盘
的答复，是卖方根据卖方的来信，向买
方报盘，其内容可包括商品名称、规格、数量、包
装条件、
价格、付款方式和交货期限等。报盘有两种：
虚盘
(non-firm offers),
即无约束力的报盘。一般情况下，
多数报盘均为虚盘，虚盘不规定报盘的有效日
期，并且附有
保
留
条
< br>件
，
如
：
The
offer
is
subject
to
our
final
confirmation/prior
sale.
该报盘已我方最后确认为准
/
是否事
先售出为准。
实盘
(firm offers)
则规
定有效日期，
而且卖盘一旦被接受，
报盘人就不能撤回。
2
。实用范例
Subject: Offers
Dear Sir,
This is to
confirm your E-mail of 2 July, 2002, asking us to
make your firm offers for rice and
soybeans C&F Singapore.
We E-mail you this morning
offering you 300 metric tons
of
polished rice at A$$2400 per metric ton, C&F
Singapore, for
shipment
during
August/September
2002.
This
offer
is
firm,
subject
to the receipt of your reply before 16 July 2002.
Please note that we have quoted our
most favourable price
and are unable to
entertain any counter offer.
With
regard
to
soybeans,
we
advise
you
that
the
few
lots
we
have
at
present
are
under
offer.
If,
however,
you
were
to
make
us
a
suitable
offer,
there
is
possibility
of
our
supplying
them.
As you know, of late it has
been a heavy demand for these
commodities and this has resulted in
increased prices. You may,
however,
take advantage of the strengthening market if you
send
an immediate reply.
Sincerely yours,
Xxxx
主题：报盘
亲爱的先生：
2002
年
7
月
2
日有
关查询大米和大豆新加坡到岸价的电
子邮件也收悉。
今日上
午电子邮件报价：精白米
300
公吨，每公吨成本
加运费新加坡到岸价为
2400
澳元。
于
2002
年
8
或
9
月装运。
以上实价需
由贵公司于
2002
年
7
月
16
日前回复确实。
该报价为最优惠价，恕不能还价。
本公司与客户正洽售一批大豆，若
贵公司愿意报以适当
买价，
本公司乐
意出售。近来该类产品需求量大，令价格
上涨。请贵公司把握机会，尽早落实订单为盼。
你真诚的，
xxx
3.
典型句型
(1)As requested, we are offering you
the following subject
to our final
confirmation:
根据要求，现我方就如下货物向贵方报盘，以我方最后
确认为准
：
(2)As recently the goods are in
extremely short supply, we
regret being
unable to offer.
因近期货源紧张，很抱歉不能报盘。
(3)It’s a pleasure for us to offer you
the goods as follows:
非常荣幸地向你方报盘如下：
(4)Referring
to
your
E-mail
dated
July
10
in
which
you
inquired
for
shirts,
we
have
pleasure
in
giving
you
an
offer
as
follows:
关于贵
方
7
月
10
日
对衬衫的询盘，现报盘如下：
(5)We
will
keep
in
mind
your
requirement
for
shirts
and
shall contact you once it is available.
我方会
留心你方对衬衫的要求，一旦有货，将立即同你
方联系。
(6)We regret being unable to quote on
FOB basis, as it is
our general
practice to do business with all our clients on
CIF
terms.
很遗憾，我方不能以船上交货报价，因为按照惯例我方
与客户做生意通常报到岸价
My
offer
was
based
on
reasonable
profit,
not
on
wild
speculations.
我的报价以合理利润为依据，不是漫天要价。
We have
received offers recently, most of which are below
100 U.S. dollars.
我们最近的报价大多数都在
100<
/p>
美圆以下。
Moreover,
We've
kept
the
price
close
to
the
costs
of
production.
再说，这已经把价格压到生产费用的边缘了。
I think the
price we offered you last week is the best one.
相信我上周的报价是最好的。
No other buyers have bid
higher than this price.
没有别的买主的出价高于此价。
The price you offered is
above previous prices.
你方报价高于上次。
It was a higher price than
we offered to other suppliers.
此价格比我们给其他供货人的出价要高。
We
can't
accept
your
offer
unless
the
price
is
reduced
by
5%.
除非你们减价
5%
< br>，否则我们无法接受报盘。
I'm afraid I don't find your price
competitive at all.
我看你们的报价毫无任何竞争性。
Let me make you a special
offer.
好吧，我给你一个特别优惠价。
We'll give you the
preference of our offer.
我们将优先向你们报盘。
I should have thought my
offer was reasonable.
我本以为我的报价是合理的。
You'll
see
that
our
offer
compares
favorably
with
the
quotations you can get elsewhere.
你会发现我们的报价比别处要便宜。
This
offer
is
based
on
an
expanding
market
and
is
competitive.
此报盘着眼于扩大销路而且很有竞争性。
Words and
Phrases
quote
报价
quotation
价格
preferential
offer
优先报盘
cost of production
生产费用
reasonable
合理的
competitive
有竞争性的
the
preference of one's offer
优先报盘
wild speculation
漫天要价
Our offers are for 3 days.
报价单中所有价格以我方确认为准。
This offer is
subject to your reply reaching here before the
end of this month.
该报盘以你方本月底前到达我地为有效。
This offer is subject to the goods
being unsold.
该报盘以商品未售出为准。
Words and
Phrases
subject to
以
...
为条件，以
...
为准
offer subject to our written acceptance
以我方书面接受为
准的报盘
offer
subject
to
sample
approval
以样品确定后生效为准
的报盘
offer subject to our final confirmation
以我方最后确认为
准的报盘
offer
subject
to
export/import
license
以获得出口
(
进口
)
许可证为准的报价
offer subject
to prior sale
以提前售出为准的报盘
offer subject to goods being unsold
以商品未售出为准的
报盘
offer subject to your reply reaching
here
以你方答复到达
我地为准的报盘
offer subject to first available
steamer
以装第一艘轮船为
准的报盘
(
四
)
I'm afraid the
offer is unacceptable.
恐怕你方的报价不能接受。
The
offer is not workable.
报盘不可行。
The
offer is given without engagement.
报盘没有约束力。
It is difficult
to quote without full details.
未说明详尽细节难以报价。
Buyers do not
welcome offers made at wide intervals.
买主不欢迎报盘间隔太久。
We cannot make
any headway with your offer.
你们的报盘未得任何进展。
Please renew
your offer for two days further.
请将报盘延期两天。
Please renew
your offer on the same terms and conditions.
请按同样条件恢复报盘。
We regret we have to decline your
offer.
很抱歉，我们不得不拒绝你方报盘。
The offer is
withdrawn.
该报盘已经撤回。
We prefer to
withhold offers for a time.
我们宁愿暂停报盘。
Buyers are
worried at the lack of offer.
买主因无报盘而苦恼。
Words and
Phrases
to extend an offer
延长报盘
to renew an offer
或
to reinstate an
offer
恢复报盘
to withdraw an
offer
撤回报盘
to decline an
offer
或
to turn
down an offer
谢绝报盘
unacceptable
不可接受的
workable
可行的
at wide intervals
间隔时间太长
make headway
有进展
be worried at sth.
对
...
苦恼
语十一
种
“
钱
”
的表
达方法
初学
英语
的人，常用
expense
来表示一切
“
费用
”
。其
实
expense
主要是
“
花费
”
、
“
开支
”
之意，
如
current expenses“
日
常开支
”
，
selli
ng expenses“
销售费用
”
，
travelling expenses“
旅
费
”
等等。在现实生活中，各种
“
费用
”
有各种不同的表达法
:
一、
admission
(n.)
指入场费。
如：
admission by ticket
only
凭票入场
二、
charge (n.)“
原价、
要价
”
。
常用复数，主要用于一次性劳务所
收取的费用，如服务
费、行李超重费、旅馆费等等。
如：
What
are
the
charges
in
the
hotel?
这家旅馆收费多
少
?
三、
cost (n.)
本义为
“
成本
”
、
“
原价
”
。
常常用来表示对已取得的货物或劳务所支付的费用。
如：
The cost of seeing a movie
is seven dollars.
看一场电影
要花七美元。
四、
fare (n.)
指旅客乘公共
汽车、出租车、火车、轮船、
飞机等所支付的费用。
如：
All fares, please.(
公共汽车售票员用语
)
请买票。
五、
fee (n.)
医生、律师或其
它专门职业的佣金及会费、
手续费、停车费等。
例：软炸里脊
soft-fried pork fillet
烤乳猪
roast suckling pig
炒鳝片
Stir-fried eel slices
2
?
介绍菜肴的烹法和主料、辅料
公式：
烹法
+
主料
(
形状
)+(with)
辅料
仔姜烧鸡条
braised chicken fillet
with tender ginger
3
?
介绍菜
肴的烹法、主料和味汁：
公式：烹法
+
主料
(
形状
)+(with,in)
味汁
例：红烧牛肉
braised
beef with brown sauce
鱼香肉丝
fried
shredded pork with Sweet and sour sauce
清炖猪蹄
stewed pig hoof in clean
soup
三、以形状或口感开头的
翻译
方法
1
?
介绍菜肴的形状
(
口感
)
和主料、辅料
公式：
形状
(
口感
)+
主料
+(with)
辅料
例：芝麻酥鸡
crisp chicken with
sesame
陈皮兔丁
diced rabbit with orange
peel
时蔬鸡片
Sliced chicken with
seasonal vegetables
2
?
介绍菜
肴的口感、烹法和主料
公式：口感
+
烹法
+
主料
例：香酥排骨
crisp fried spareribs
水煮嫩鱼
tender stewed fish
香煎鸡块
fragrant fried chicken
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