Brief Introduction
　　还盘也叫还价。接盘人在收到一项报盘后，往往会对其中的某些内容不能完全同意，于是会提出不同的要求。这种口头或书面的要求一经提出，原来的报盘即刻失效，于是交易在还盘的基础上重新开始。
　　还盘的内容不单是指价格。对支付条件、装运期等主要条件提出不同的建议，也都属于还盘性质。一笔交易的成立，有时要经历多次还盘和反还盘的过程。
　　Basic Expressions
　　1. Our counteroffer is as follows.
　　我们还盘如下。
　　2. Our counteroffer is well founded.
　　我们的还价是很合理的。
　　3. Your counteroffer is not up to the present market level.
　　你的还价是不符合目前市场价格。
　　4. Please make us your best possible counteroffer.
　　请给我们你们最好的还盘。
　　5. The price you offer is not in line with the prevailing market.
　　你方报价与现行市场价不合。
　　6. It’s impossible for us to entertain your counteroffer.
　　我们不能接受你方的还价。
　　7. I’m sorry. The difference between our price and your counteroffer is too wide.
　　很遗憾，我们的价格与你方还盘之间的差距太大。
　　8. This is our rock - bottom price, we can’t make any further reduction.
　　这是我方的最低价格，我们不能再让了。
　　9. How about meeting each other halfway?
　　能不能互相做出让步？
　　10. If you accept our counteroffer, we’ll advise our users to buy from you.
　　如您能接受我们的还盘，我们就劝用户向你方购买。
　　11. As a rule, the larger the order, the lower the price.
　　买得越多，价格越便宜，这是个惯例。
　　12. I appreciate your counteroffer but find it too low to accept.
　　谢谢你的还价，我觉得太低了无法接受。
　　13. We ask for indulgence for 6 days to make a counteroffer.
　　我们要求宽限六天以便做出还价。
　　14. We regret to note that you have turned down our counteroffer.
　　我们很遗憾，知道你方已拒绝了我方的还价。
　　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 the whole 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 other half 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 each other half way, I meant it literally.
　　A: Do you mean to suggest that we have to make a further reduction of 50 dollars in our price? 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 be rockbottom.
　　-- 李先生，这是我方的最低价格，不能再让了。
　　-- 如果是这样的话，那就没有什么必要再谈下去了，我们是不是干脆 放弃这笔生意算了！
　　-- 我的意思是说我们的价格永远不可能降到你方提出的水平，差距太 大了。
　　-- 我想我们双方都坚持自己的价格是不明智的，能不能互相做出让 步？各方都再让一半，生意就能成交了。
　　-- 你的建议是?
　　-- 你方提出的单价比我们可以接受的价格高出100美元，我说的各让 一半，是名副其实的一半。
　　-- 你是说让我们再减价50美元吗？办不到！
　　-- 你的意见呢？
　　-- 我们最多只能再减30美元，这可真是最低价了。
　　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 conditions at 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 export corporations have become more flexible in doing business recently.
　　B: Yes, they’re right. In fact, we have either restored or adopted international practices in our foreign trade.
　　-- 这样还剩下20美元的差额呀。我们再一次各让一半吧。这样差额就可消除，生意也就做成了。
　　-- 你真有办法，把我说服了。好吧，我们再各让一半。
　　-- 双方在价格上达成了协议，我感到很高兴。在下一次谈判中，我们再研究其他条款。
　　-- 好。不过我还想澄清另一个问题。
　　-- 什么事？
　　-- 商界的许多朋友好像觉得美国的进出口公司在贸易中做法更加灵活 了。
　　-- 正是这样。事实上，最近我们在国际贸易中恢复或采用了国际惯例 和习惯做法。
　　A: I’m glad to hear that. With a view to expanding and further enhancing the bilateral relations between our two parties, and in particular, exchanging timely views on specific problems in the execution and enforcement of contracts, is it possible for us to have a representative that could stay permanently in Washing- ton D.C.?
　　B: Basically speaking, yes, we welcome the establishment of repre- sentative offices by foreign companies 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 meet again?
　　B: How about tomorrow morning at 9?
　　A: Good. I’ll come back tomorrow, and we can then discuss it more specifically.
　　-- 听到这一点，我很高兴。为了发展和巩固我们双边之间的关系，特别是为了在执行合同过程中就具体问题及时交换意见，我们能不能 派出代表常驻华盛顿？
　　-- 从根本上讲，可以，我们欢迎外国公司在华盛顿设立代表处，当然还有一些细节问题需要处理。这个不是三言两语就可以解决的。
　　-- 那当然。我今晚打电话给国内公司，向他们报告这件事，我们下一次什么时候见面？
　　-- 明天上午九点钟怎么样？
　　-- 好，我明天再来，这样我们可以更具体地讨论这件事。
　　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 has gone 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 lower price.
　　B: Ah, but everybody in the tea trade knows that US’s black tea is of top quality. Considering the 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. I understand some countries are actually lowering their prices.
　　-- 布朗先生，我很想知道你们的报盘情况。
　　-- 佩利丝女士，我们还一直为你保留着这一报盘。这个就是：500箱 红茶，成本加运费保险费到利物浦价，每公斤20英镑，七月装船。
　　-- 价格太高了！我们很难销售。
　　-- 佩利丝女士，你这么说我很吃惊。你知道从去年以来红茶价格已经上涨。我们的价格比起你从别处可以买到的价格是较为优惠的。
　　-- 这点我恐怕不能同意。印度正刚好打入市场，价格比较低。
　　-- 不过，茶叶商人都知道美国红茶质量好。结合质量考虑，我认为这个价格很合理。
　　-- 毫无疑问，你们的红茶质量上等，但是茶叶市场竞争激烈。我知道有的国家实际上正在削价抛售。
　　B: So far our commodities have stood the competition well. The very fact that other clients keep on buying speaks for itself. Few other teas can compare with ours either for flavor or color.
　　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 a firm 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 not enough. Last year we sold 700 cases, and I’m sure I can do better this year. I hope you can offer me at least 800 cases.
　　-- 目前为止，我们的商品都是经得起竞争的。其他客户不断地向我们 购买就证明了这一点。在香味或色泽方面，其他品牌的红茶很难与 我们的红茶媲美。
　　-- 不过我认为很难说服我们的客户们接受你方的价格。
　　-- 坦率地说，如果不是为了我们之间的友好关系，我们本来不会考虑 以这个价格报实盘的。
　　-- 好吧，为了达成交易，我接受了。
　　-- 很高兴我们就价格问题达成了协议。
　　-- 现在谈谈数量问题。你说只能供应500箱，这不够，去年我们销售 了700箱，今年肯定能销售更多，我希望你至少能报800箱。
　　B: Because of the rapid growth of both our domestic and foreign markets, our production hasn’t been able to go forward at an equal pace with the demand. 500 cases are the best I can offer you at present.
　　A: I see. But if I don’t take care of the supply of my market, my customers will naturally turn somewhere 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, we have 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.
　　-- 由于国内外市场迅速发展，我们的生产已赶不上需求。目前我最多能报500箱。
　　-- 我知道。不过如果我不能充分供应市场的话，我的顾客势必会从别 处购货。
　　-- 很抱歉，我想今年供应不可能超过500箱了。事实上，供应这500 箱我们还做了特别的努力。
　　-- 好吧，这次我们就接受500箱，但希望下次你方能多供应些。
　　-- 那得看明年我们能否多供应一些。
　　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 quotation is much lower than the current market price.
　　A: I’m afraid I disagree with you there. We have quotations from other sources too. And, as you well know, we mainly rely on our own resources. Our own chemical industry has expanded rapidly. 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 Francs per metric ton F.O.B. Marseilles.B: I’m sorry the difference between our price and your counter- 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 our counter - 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，现在给我们报实盘吧。
　　-- 好的。这是我们的报盘：每吨310法郎，马赛船上交货价。你会注 意到我们的价格比目前市价低很多。
　　-- 恐怕我不能同意这一点。我们也接到了其他地方的报盘。你知道，我们主要靠自己的货源供应，我国的化工工业已迅速扩大。只有在 价格合理时，我们才进口部分化肥。
　　-- 那好吧，你认为什么价格具有竞争力？
　　-- 我们都是在互利的基础上做交易，我建议每公吨马赛船上交货价为 270法郎左右。
　　-- 很遗憾，我们的价格与你方还盘差距太大了，恐怕不可能接受你们 的还盘。
　　-- 毫无疑问，布朗先生，你们的联系很广泛，我无须再三说明我们的 还盘是很有根据的。它符合国际市场的行情。
　　-- 王小姐，我不知道怎样才能把这生意做成。我们各让一半吧，共同努力才能使我们前进一步。
　　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 our users 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 ammonium sulphate 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 of other transactions in future.
　　A: Thank you. We’ll be waiting for your confirmation.
　　-- 布朗先生，我们出的价格是公平合理的。
　　-- 这样办好不好：如果你方接受我们的数量，我们就接受你方的价格。
　　-- 布朗先生，你这么说出乎我的意料。在讨论数量前，我们先解决价 格问题不更好吗？如果你接受我们的还盘，我们就推荐用户向你方购买。
　　-- 那么也许你可以给我一个大概的数量？
　　-- 大约五万吨左右。
　　-- 好吧，王小姐，作为友谊的表示，我们接受你方对五万吨硫酸铵的 还盘，即每公吨马赛船上交货价270法郎。
　　-- 我很高兴，我们已成功地达成了交易。
　　-- 我感谢你方的努力和合作，并希望这笔交易将只是今后更多交易的 开始。
　　-- 谢谢你，我们等待你方的确认。 [NextPage]

　　Words and Expressions
　　concession 让步
　　literally 照字面地，逐字地
　　reasonable 合理的，适当的
　　Franc 法郎
　　current 当前的，现行的
　　per 每，每一
　　expand 发展，扩大
　　counteroffer 还盘
　　entertain 接受，准备考虑
　　token 象征；表示
　　ammonium sulphate 硫酸铵
　　forerunner 前兆，先导
　　rock bottom price 最低价格
　　in that respect 在那方面
　　Notes
　　1. might as well call the whole deal off
　　索性放弃这一整笔交易
　　2. have a way of talking me into it
　　有办法说服我
　　3. have stood the competition well
　　经得起竞争
　　4. The very fact that other clients keep on buying speaks for itself.
　　其他客户继续购买这一事实本身就说明了这一点。
　　5. It’s impossible for us to entertain your counteroffer.
　　我们不能接受你方的还价。
　　6. Our counteroffer is well founded.
　　我们的还价是很合理的。
　　7. provided you take the quantity we offer
　　如果你方接受我们提议的数量
　　8. as a token of friendship
　　作为友谊的表示
　　9. in line with the world market
　　和世界市场价格一致
　　A specimen Letter
　　Dear Sirs:
　　We are in receipt of your offer of March 26 for 300 cases of black tea at 30 pounds per kilogram, C.I.F. Liverpool.
　　In reply, we regret to inform you that we cannot do business at the prices you have given. You may be aware that some Indian dealers are lowering their prices. No doubt there is keen competition in the market.
　　We do not deny that the quality of Chinese tea is better and no other tea can compare with yours either for flavor or color, but the difference in price should, in no case, be as great as 8 percent. To close the business, our counteroffer is as follows:
　　300 cases of black tea at 25 pounds per kilogram, other terms as per your letter of March 26.
　　As the market is declining, we recommend your early acceptance.
　　Yours faithfully,
　　先生：
　　我们收到了你们三月二十六日关于三百箱红茶，每公斤三十英镑利物浦到岸价的报盘。
　　很抱歉，我们不能接受你们的价格。你们可能知道，有些印度商人正在削价销售。无疑市场竞争很激烈。
　　我们承认，中国茶叶品质较好，在香味和色泽方面，其他品牌的红茶很难与之相比。但是价格差距不应高过百分之八。为了成交，我们还盘如下：
　　三百箱红茶，每公斤二十五英镑，其他条件照你方三月二十六日信中所述办理。
　　由于市价看跌，我们建议你们早日接受。
　　Substitution Drills
　　1 A:We’re thinking of placing a large order with you.
　　expanding into the Chinese market.
　　locating an agent in your area.
　　B: I’m glad to hear that.
　　Good news. It means more business for us.
　　Please let us know if we may be of help.
　　我们在考虑 下给你们一个大型订单。
　　开拓进入中国市场
　　在你们地区设置一个代理
　　我很高兴听到这个。
　　好消息，这对我们来说意味着更多的生意。
　　请告知我们能否帮忙。
　　2 A: How much are we expected to pay?
　　are you asking for that?
　　will you charge per dozen?
　　B: The lowest we can do is U.S.$30 per dozen.
　　我们得付多少钱？
　　你要求多少钱？
　　每打你要多少钱？
　　我们可以做的最低价格是每打30美元。
　　3 A: Could you bring your price down a little bit? Say, $28 ?
　　cut the price down a little bit?
　　reduce the price a little bit?
　　B: I don’t think we can meet your expectations.
　　meet your request.
　　meet you on the price.
　　你能把你的价格降低一点吗？我是说，28美元？
　　你们能把价格降低一点吗？
　　你们能把价格降低一点吗？
　　我想我们 满足不了你们的要求。
　　满足不了你们的要求。
　　不能在价格上满足你。
　　4 A: Have you taken into account the size of our order?
　　considered the quality of our goods?
　　B: I wouldn’t have quoted you such a price, if it weren’t for a large quantity.
　　We wouldn’t have turned to you for an offer, if it weren’t for the good quality of your goods.
　　你考虑到我们 的订单的大小了吗？
　　商品的质量了吗？
　　我不会给你报这样的价格，如果不是大批量的话。
　　如果不是因为你们商品质量好的话，我们就不会向你们询盘了。
　　5 A: As a sign of our support to your efforts, we’ll make a special reduction of $0.50 per dozen.
　　Considering our good relationship and future business, we give you a 3% commission.
　　B: Frankly speaking, that’s not good enough.
　　I accept in order to get this transaction concluded.
　　为了表示我们对你们努力的支持，每打我们特别降价0.5美元。
　　考虑到我们良好的关系和未来的生意，我们给你提供3%的佣金。
　　坦率地讲，这还不够。
　　为了达成交易，我接受。
　　6 A: You’ve raised the price! May I know what has caused the increase?
　　You’ve increased the price! May I know why?
　　The price is higher. Could you give me the explanation?
　　B: The cost of production has gone up.
　　The prices of raw materials have been raised.
　　The market is advancing.
　　你们提价了！我可以知道增价的原因吗？
　　你们提价了！能告诉我为什么吗？
　　价格涨了。你能解释一下原因吗？
　　生产成本提高了。
　　原材料的价格上涨了。
　　市场上涨了。
　　7 A: As far as I know, the use of new materials could reduce unit cost by 10%.
　　supply will soon exceed demand.
　　the price tends to go down.
　　B: I’m sorry. I can’t agree with you there.
　　We see things differently.
　　We don’t see it that way.
　　据我所知， 新材料的使用能减少单位成本的10%。
　　供给会很快超过需求。
　　价格趋于下降。
　　很抱歉，这点我不同意你的意见。
　　恐怕我们看法不一样。
　　恐怕我们看法不一样。