2021年中級(jí)商務(wù)英語(yǔ)口語(yǔ)考試指導(dǎo)：還盤(pán)（1）

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2021年中級(jí)商務(wù)英語(yǔ)口語(yǔ)考試指導(dǎo)：還盤(pán)（1）

Brief Introduction

還盤(pán)也叫還價(jià)。接盤(pán)人在收到一項(xiàng)報(bào)盤(pán)后，往往會(huì)對(duì)其中的某些內(nèi)容不能完全同意，于是會(huì)提出不同的要求。這種口頭或書(shū)面的要求一經(jīng)提出，原來(lái)的報(bào)盤(pán)即刻失效，于是交易在還盤(pán)的基礎(chǔ)上重新開(kāi)始。

還盤(pán)的內(nèi)容不單是指價(jià)格。對(duì)支付條件、裝運(yùn)期等主要條件提出不同的建議，也都屬于還盤(pán)性質(zhì)。一筆交易的成立，有時(shí)要經(jīng)歷多次還盤(pán)和反還盤(pán)的過(guò)程。

Basic Expressions

1. Our counteroffer is as follows.

我們還盤(pán)如下。

2. Our counteroffer is well founded.

我們的還價(jià)是很合理的。

3. Your counteroffer is not up to the present market level.

你的還價(jià)是不符合目前市場(chǎng)價(jià)格。

4. Please make us your best possible counteroffer.

請(qǐng)給我們你們最好的還盤(pán)。

5. The price you offer is not in line with the prevailing market.

你方報(bào)價(jià)與現(xiàn)行市場(chǎng)價(jià)不合。

6. It’s impossible for us to entertain your counteroffer.

我們不能接受你方的還價(jià)。

7. I’m sorry. The difference between our price and your counteroffer is too wide.

很遺憾，我們的價(jià)格與你方還盤(pán)之間的差距太大。

8. This is our rock - bottom price, we can’t make any further reduction.

這是我方的最低價(jià)格，我們不能再讓了。

9. How about meeting each other halfway?

能不能互相做出讓步?

10. If you accept our counteroffer, we’ll advise our users to buy from you.

如您能接受我們的還盤(pán)，我們就勸用戶(hù)向你方購(gòu)買(mǎi)。

11. As a rule, the larger the order, the lower the price.

買(mǎi)得越多，價(jià)格越便宜，這是個(gè)慣例。

12. I appreciate your counteroffer but find it too low to accept.

謝謝你的還價(jià)，我覺(jué)得太低了無(wú)法接受。

13. We ask for indulgence for 6 days to make a counteroffer.

我們要求寬限六天以便做出還價(jià)。

14. We regret to note that you have turned down our counteroffer.

我們很遺憾，知道你方已拒絕了我方的還價(jià)。

Conversations

Dialogue 1

A: This is our rock - bottom price, Mr. Li. We can’t make any further concessions.

B: If that’s the case, there’s not much point in further discussion. We might as well call thewhole deal off.

A: What I mean is that we’ll never be able to come down to your price. The gap is too great.

B: I think it unwise for either of us to insist on his own price. How about meeting each otherhalf way so that business can be concluded?

A: What is your proposal?

B: Your unit price is 100 dollars higher than we can accept. When I suggested we meet eachother half way, I meant it literally.

A: Do you mean to suggest that we have to make a further reduction of 50 dollars in ourprice? That’s impossible.

B: What would you suggest?

A: The best we can do will be a reduction of another 30 dollars. That’ll definitely berockbottom.

-- 李先生，這是我方的最低價(jià)格，不能再讓了。

-- 如果是這樣的話，那就沒(méi)有什么必要再談下去了，我們是不是干脆 放棄這筆生意算了!

-- 我的意思是說(shuō)我們的價(jià)格永遠(yuǎn)不可能降到你方提出的水平，差距太 大了。

-- 我想我們雙方都堅(jiān)持自己的價(jià)格是不明智的，能不能互相做出讓 步?各方都再讓一半，生意就能成交了。

-- 你的建議是?

-- 你方提出的單價(jià)比我們可以接受的價(jià)格高出100美元，我說(shuō)的各讓 一半，是名副其實(shí)的一半。

-- 你是說(shuō)讓我們?cè)贉p價(jià)50美元嗎?辦不到!

-- 你的意見(jiàn)呢?

-- 我們最多只能再減30美元，這可真是最低價(jià)了。

B: That still leaves a gap of 20 dollars to be covered. Let’s meet each other half way once more,then the gap will be closed and our business completed.

A: You certainly have a way of talking me into it. All right, let’s meet half way again.

B: I’m glad we’ve come to an agreement on price. We’ll go on to the other terms and conditionsat our next meeting.

A: Yes, there’s one other point I wish to clear up.

B: What is it?

A: My friends in business circles all seem to be of the opinion that the U.S. import and exportcorporations have become more

flexible in doing business recently.

B: Yes, they’re right. In fact, we have either restored or adopted international practices in ourforeign trade.

-- 這樣還剩下20美元的差額呀。我們?cè)僖淮胃髯屢话氚?。這樣差額

就可消除，生意也就做成了。

-- 你真有辦法，把我說(shuō)服了。好吧，我們?cè)俑髯屢话搿?/p>

-- 雙方在價(jià)格上達(dá)成了協(xié)議，我感到很高興。在下一次談判中，我們?cè)傺芯科渌麠l款。

-- 好。不過(guò)我還想澄清另一個(gè)問(wèn)題。

-- 什么事?

-- 商界的許多朋友好像覺(jué)得美國(guó)的進(jìn)出口公司在貿(mào)易中做法更加靈活 了。

-- 正是這樣。事實(shí)上，最近我們?cè)趪?guó)際貿(mào)易中恢復(fù)或采用了國(guó)際慣例 和習(xí)慣做法。

A: I’m glad to hear that. With a view to expandingand further enhancing the bilateral relations betweenour two parties, and in particular, exchangingtimely views on specific problems in the executionand enforcement of contracts, is it possible for us tohave a representative that could stay permanentlyin Washing- ton D.C.?

B: Basically speaking, yes, we welcome theestablishment of repre- sentative offices by foreigncompanies in Washington D.C.

Of course, there are more details to be attended to. We cannot settle it in a few words.

A: Yes, of course. I’ll call my home office tonight and let them know about it. When do we meetagain?

B: How about tomorrow morning at 9?

A: Good. I’ll come back tomorrow, and we can then discuss it more specifically.

-- 聽(tīng)到這一點(diǎn)，我很高興。為了發(fā)展和鞏固我們雙邊之間的關(guān)系，特別是為了在執(zhí)行合同過(guò)程中就具體問(wèn)題及時(shí)交換意見(jiàn)，我們能不能 派出代表常駐華盛頓?

-- 從根本上講，可以，我們歡迎外國(guó)公司在華盛頓設(shè)立代表處，當(dāng)然還有一些細(xì)節(jié)問(wèn)題需要處理。這個(gè)不是三言?xún)烧Z(yǔ)就可以解決的。

-- 那當(dāng)然。我今晚打電話給國(guó)內(nèi)公司，向他們報(bào)告這件事，我們下一次什么時(shí)候見(jiàn)面?

-- 明天上午九點(diǎn)鐘怎么樣?

-- 好，我明天再來(lái)，這樣我們可以更具體地討論這件事。

Dialogue 2

A: Mr. Brown, I’m anxious to know about your offer.

B: Well, we’ve been holding it for you, Mrs. Perless. Here it is. Five hundred cases of black tea,at 20 pounds per kilogram, C.I.F. Liverpool. Shipment will be in July.

A: That’s a high price! It will be difficult for us to make any sales.

B: I’m rather surprised to hear you say that, Mrs. Perless. You know the price of black tea hasgone up since last year. Ours compares favorably with what you might get elsewhere.

A: I’m afraid I can’t agree with you there. India has just come into the market with a lowerprice.

B: Ah, but everybody in the tea trade knows that US’s black tea is of top quality. Consideringthe quality, I should say the price is reasonable.

A: No doubt yours is of high quality, but still, there is keen compe- tition in the tea market. Iunderstand some countries are actually lowering their prices.

-- 布朗先生，我很想知道你們的報(bào)盤(pán)情況。

-- 佩利絲女士，我們還一直為你保留著這一報(bào)盤(pán)。這個(gè)就是：500箱 紅茶，成本加運(yùn)費(fèi)保險(xiǎn)費(fèi)到利物浦價(jià)，每公斤20英鎊，七月裝船。

-- 價(jià)格太高了!我們很難銷(xiāo)售。

-- 佩利絲女士，你這么說(shuō)我很吃驚。你知道從去年以來(lái)紅茶價(jià)格已經(jīng)上漲。我們的價(jià)格比起你從別處可以買(mǎi)到的價(jià)格是較為優(yōu)惠的。

-- 這點(diǎn)我恐怕不能同意。印度正剛好打入市場(chǎng)，價(jià)格比較低。

-- 不過(guò)，茶葉商人都知道美國(guó)紅茶質(zhì)量好。結(jié)合質(zhì)量考慮，我認(rèn)為這個(gè)價(jià)格很合理。

-- 毫無(wú)疑問(wèn)，你們的紅茶質(zhì)量上等，但是茶葉市場(chǎng)競(jìng)爭(zhēng)激烈。我知道有的國(guó)家實(shí)際上正在削價(jià)拋售。

B: So far our commodities have stood the competition well. The very fact that other clientskeep on buying speaks for itself. Few other teas can compare with ours either for flavor orcolor.

A: But I believe we’ll have a hard time convincing our clients at your price.

B: To be frank with you, if it weren’t for our good relations, we wouldn’t consider making you afirm offer at this price.

A: All right. In order to get the business, I accept.

B: I’m glad that we’ve settled the price.

A: Now about the quantity. You said you could offer me only 500 cases, which I think is notenough. Last year we sold 700 cases, and I’m sure I can do better this year. I hope you canoffer me at least 800 cases.

-- 目前為止，我們的商品都是經(jīng)得起競(jìng)爭(zhēng)的。其他客戶(hù)不斷地向我們 購(gòu)買(mǎi)就證明了這一點(diǎn)。在香味或色澤方面，其他品牌的紅茶很難與 我們的紅茶媲美。

-- 不過(guò)我認(rèn)為很難說(shuō)服我們的客戶(hù)們接受你方的價(jià)格。

-- 坦率地說(shuō)，如果不是為了我們之間的友好關(guān)系，我們本來(lái)不會(huì)考慮 以這個(gè)價(jià)格報(bào)實(shí)盤(pán)的。

-- 好吧，為了達(dá)成交易，我接受了。

-- 很高興我們就價(jià)格問(wèn)題達(dá)成了協(xié)議。

-- 現(xiàn)在談?wù)剶?shù)量問(wèn)題。你說(shuō)只能供應(yīng)500箱，這不夠，去年我們銷(xiāo)售 了700箱，今年肯定能銷(xiāo)售更多，我希望你至少能報(bào)800箱。

B: Because of the rapid growth of both our domestic and foreign markets, our productionhasn’t been able to go forward at an equal pace with the demand. 500 cases are the best I canoffer you at present.

A: I see. But if I don’t take care of the supply of my market, my customers will naturally turnsomewhere else for their needs.

B: Sorry, I don’t think we can offer you more than 500 cases this year. As a matter of fact, wehave made a special effort to get

even these 500 cases for you.

A: All right. We’ll take the 500 cases this time. But I do hope you can supply more next time.

B: We’ll see if we can do better next year.

-- 由于國(guó)內(nèi)外市場(chǎng)迅速發(fā)展，我們的生產(chǎn)已趕不上需求。目前我最多能報(bào)500箱。

-- 我知道。不過(guò)如果我不能充分供應(yīng)市場(chǎng)的話，我的顧客勢(shì)必會(huì)從別 處購(gòu)貨。

-- 很抱歉，我想今年供應(yīng)不可能超過(guò)500箱了。事實(shí)上，供應(yīng)這500 箱我們還做了特別的努力。

-- 好吧，這次我們就接受500箱，但希望下次你方能多供應(yīng)些。

-- 那得看明年我們能否多供應(yīng)一些。

Dialogue 3

A: Mr. Brown, let’s have your firm offer now.

B: Gladly. Here’s our offer, 310 Francs per ton, F.O.B. Marseilles. You will notice the quotationis much lower than the current

market price.

A: I’m afraid I disagree with you there. We have quotations from other sources too. And, asyou well know, we mainly rely on our own resources. Our own chemical industry has expandedrapidly. We import a certain amount of chemical fertilizer only when the price is reasonable.

B: Well, then, what’s your idea of a competitive price?

A: As we do business on the basis of mutual benefit, I suggest somewhere around 270 Francsper metric ton F.O.B. Marseilles.B: I’m sorry the difference between our price and yourcounter- offer is too wide. It’s impossible for us to entertain your counter- offer, I’m afraid.

A: Mr. Brown, you no doubt have wide contacts. I don’t think I have to stress that ourcounter - offer is well founded. It is in line with the international market.

B: I don’t see how I can pull this business through, Mrs. Wang. Let’s meet each other half way.Mutual efforts will carry us a step forward.

-- 布朗先生，現(xiàn)在給我們報(bào)實(shí)盤(pán)吧。

-- 好的。這是我們的報(bào)盤(pán)：每噸310法郎，馬賽船上交貨價(jià)。你會(huì)注 意到我們的價(jià)格比目前市價(jià)低很多。

-- 恐怕我不能同意這一點(diǎn)。我們也接到了其他地方的報(bào)盤(pán)。你知道，我們主要靠自己的貨源供應(yīng)，我國(guó)的化工工業(yè)已迅速擴(kuò)大。只有在 價(jià)格合理時(shí)，我們才進(jìn)口部分化肥。

-- 那好吧，你認(rèn)為什么價(jià)格具有競(jìng)爭(zhēng)力?

-- 我們都是在互利的基礎(chǔ)上做交易，我建議每公噸馬賽船上交貨價(jià)為 270法郎左右。

-- 很遺憾，我們的價(jià)格與你方還盤(pán)差距太大了，恐怕不可能接受你們 的還盤(pán)。

-- 毫無(wú)疑問(wèn)，布朗先生，你們的聯(lián)系很廣泛，我無(wú)須再三說(shuō)明我們的 還盤(pán)是很有根據(jù)的。它符合國(guó)際市場(chǎng)的行情。

-- 王小姐，我不知道怎樣才能把這生意做成。我們各讓一半吧，共同努力才能使我們前進(jìn)一步。

A: Now Mr. Brown, what we have given is a fair price.

B: Well, how’s this? We accept your price provided you take the quantity we offer.

A: I’m surprised, Mr. Brown. Wouldn’t it be better to settle on the

price first before going on to the quantity? If you accept our counteroffer, we’ll advise ourusers to buy from you.

B: Then perhaps you could give me a rough idea of the amount needed?

A: It’ll be somewhere around 50,000 tons.

B: All right, Mrs. Wang. As a token of friendship, we accept your counteroffer for ammoniumsulphate for 50,000 tons, at 270 French Francs per metric ton F.O.B. Marseilles.

A: I’m glad we have brought this transaction to a successful conclusion.

B: I appreciate your efforts and cooperation and hope that this will be the forerunner ofother transactions in future.

A: Thank you. We’ll be waiting for your confirmation.

-- 布朗先生，我們出的價(jià)格是公平合理的。

-- 這樣辦好不好：如果你方接受我們的數(shù)量，我們就接受你方的價(jià)格。

-- 布朗先生，你這么說(shuō)出乎我的意料。在討論數(shù)量前，我們先解決價(jià) 格問(wèn)題不更好嗎?如果你接受我們的還盤(pán)，我們就推薦用戶(hù)向你方購(gòu)買(mǎi)。

-- 那么也許你可以給我一個(gè)大概的數(shù)量?

-- 大約五萬(wàn)噸左右。

-- 好吧，王小姐，作為友誼的表示，我們接受你方對(duì)五萬(wàn)噸硫酸銨的 還盤(pán)，即每公噸馬賽船上交貨價(jià)270法郎。

-- 我很高興，我們已成功地達(dá)成了交易。

-- 我感謝你方的努力和合作，并希望這筆交易將只是今后更多交易的 開(kāi)始。

-- 謝謝你，我們等待你方的確認(rèn)。

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