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1. 文體介紹 還盤(pán)（counter-offer）,也叫還價(jià)，是貿(mào)易往來(lái)中（主要是對(duì)價(jià)格）的磋商（negotiation）過(guò)程。 當(dāng)買(mǎi)、賣(mài)雙方，不能接受對(duì)方所提供的某項(xiàng)貿(mào)易條件時(shí)，可以通過(guò)還盤(pán)說(shuō)明原因，表示遺憾，或建議對(duì)方給予一定讓步。貿(mào)易條件逐項(xiàng)在這個(gè)過(guò)程中一一確定，直至交易達(dá)成。 2。實(shí)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 主題：還盤(pán) 親愛(ài)的先生： 你知道，我們對(duì)你的產(chǎn)品一致都很滿(mǎn)意。 但發(fā)現(xiàn)，在當(dāng)?shù)匾患夜究梢缘玫矫恳话賯€(gè)價(jià)格為4美元的這種產(chǎn)品，比你們每一百個(gè)的價(jià)格少50美分。如果你們能設(shè)法找出原因并使價(jià)格也達(dá)到這樣的標(biāo)準(zhǔn)，我們就樂(lè)意向你們提出一項(xiàng)可以執(zhí)行到本年底的訂貨。而且該項(xiàng)訂貨就可能是我們從來(lái)也沒(méi)有向你們提出過(guò)的最大訂貨之一。 你真誠(chéng)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 主題：拒絕還盤(pán) 親愛(ài)的先生： 關(guān)于你8月1日的電子郵件所談價(jià)格，我們認(rèn)為不能再報(bào)比那更低的價(jià)格了。處于當(dāng)前情況下，他本身就說(shuō)明是最慷慨的價(jià)格了。經(jīng)查對(duì)我們的賬目發(fā)現(xiàn)，你們今年的頭3個(gè)月在我處所購(gòu)的貨物是去年同期的兩倍。這就說(shuō)明，你們零售我們的貨物方面是取得了成就的。因此希望你們經(jīng)過(guò)重新考慮后，能夠接受我們的該項(xiàng)報(bào)價(jià)。我們已很樂(lè)意的將你們的名字留在我們的賬目上了。 你真誠(chéng)的， xxx 3.典型句型 a.I think that the price of your products is on high side. 我認(rèn)為你方價(jià)格偏高。 b.With your price I’m afraid you’ll stand very little chance of obtaining the business. 按你這個(gè)價(jià)格，恐怕你獲得這筆交易的機(jī)會(huì)甚小。 c.To have this business concluded, you need to lower your price at least by 10 percent, I believe. 我認(rèn)為要達(dá)成這筆交易，你至少要降價(jià)10%。 d.Our price is reasonable, compared with that in the international market. 我們的價(jià)格與國(guó)際市場(chǎng)上的價(jià)格相比還是合理的。 e.The price of ..is acceptable, provided you increase the quantity of your order to .. ……價(jià)我方可以接受，但條件是你方應(yīng)獎(jiǎng)訂貨數(shù)量增至…… f.Let’s meet each other halfway. 我們各讓一半吧！ 4．商務(wù)寫(xiě)作小練習(xí) 請(qǐng)就上一期提供的報(bào)盤(pán)，寫(xiě)一封還盤(pán)進(jìn)行討價(jià)還價(jià)！