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Counter-offer Programme NineContentsContents Programme Content1Programme Objective 2 Warming-up 3 Passage One4Passage Two5Programme Content Read a passage on counter-offers;Read a passage on Huawei putting up counteroffer for unit;Learn the common expressions on payment terms;Learn how to make a counter-offer.Programme ObjectiveTalk about concrete items on counter-offers;Talk about how to decline an offer;Express conditional acceptance of an offer;Communicate with foreign business partners on the matters of payment terms.Part one Warming-upChallenge YourselfCan you tell us the Chinese meaning of the Can you tell us the Chinese meaning of the following words immediately?following words immediately?1.response 2.refusal 3.unacceptable 4.propose 5.conditional 6.effective 7.stipulation 8.rejection 9.finalize 10.original Short SurveyHave you got some idea of the following terms Have you got some idea of the following terms before reading the passage?before reading the passage?1.date of delivery 2.counter offer 3.make a conditional acceptance 4.offeror 5.counter-counter-offer Passage OneCounter-offers After receiving the offer,the buyer should make a response to it.Of course he has the right to accept or refuse.If the buyer finds any term or condition in the offer unacceptable,he may propose a new set of terms showing his disagreement to the price,packing,quantity or the date of delivery.He may also make a conditional acceptance by suggesting changes in the offer.This is known as counter-offer,“bargaining”in everyday speech.Therefore,a counter-offer is an offer made by an offereeto an offeror,accepting some terms and changing otherterms.It can be made verbally or in writing.In fact,a counter-offer is a rejection of the offer.Hence,it is a new offer and at the same time,theoriginal offer lapses.After receiving a counter-offer,anofferor should respond to it without delay.The counteroffer will become final and effective if the offeror acceptsthe terms and stipulations stated in the counter-offer.But in case the offeror rejects some terms or wants to change some terms,the counter-offer becomes a counter-counter-offer.In international business,this process can go on for several rounds till business is finalized or called off.Words&Expressions1)counter v.反对，反击反对，反击 2)response n.反应反应 3)have the right to 有做有做的权利的权利 4)refusal n.拒绝拒绝 5)term n.条款；期间条款；期间 6)unacceptable adj.不能接受的不能接受的7)propose v.提议，提出提议，提出 8)disagreement n.分歧，不一致分歧，不一致9)date of delivery 交货日期交货日期 10)conditional adj.有条件的有条件的 11)be known as 作为作为而出名而出名 12)bargain v.讨价还价讨价还价 13)offeree n.被发价人，受盘人被发价人，受盘人 14)verbally adv.用言辞的用言辞的 15)rejection n.拒绝拒绝 16)hence adv.从此时起；因此从此时起；因此 17)original adj.最初的最初的,原来的原来的 18)lapse v.丧失，失效丧失，失效 19)without delay 毫不延迟毫不延迟 20)final adj.最终的，最后的最终的，最后的21)effective adj.生效的，有效的生效的，有效的 22)stipulation n.约定，规定约定，规定23)counter-counter-offer n.反还盘反还盘 24)round n.循环，回合循环，回合 25)finalize v.完成完成 26)call off 取消取消 Notes (1)If the buyer finds any term or condition in the offer unacceptable,he may propose a new set of terms showing his disagreement to the price,packing,quantity or the date of delivery.如果买方发现报盘中有不能接受的条件或条款，他可以提出新的条件表明在价格、包装、数量或交货日期方面的异议。其中，形容词unacceptable的意思是“不能接受的；不能赞同的；不能原谅的”，例如，短语unacceptable condition的意思是“不能接受的条件”,短语unacceptable risk意思是“不能接受的风险”。动词propose的意思是“提议，建议；打算，计划”，例如，短语propose to buy的意思是“提议购买”，短语propose a term的意思是“提出一项条款”，又如，The committee proposed that new legislation should be drafted.（委员会建议着手起草新法规。）文中提及的价格、包装、数量或交货日期是报盘和还盘中的必要交易条件。(2)He may also make a conditional acceptance by suggesting changes in the offer.他（买方）也可以对报盘提出修改建议，有条件的接受还盘。其中，形容词conditional的意思是“依赖某事物的；有条件的”，例如，短语conditional bill of lading 的意思是“附有条件的提单”，短语conditional approval的意思是“有条件的承认”，又如，短语conditional discharge的意思是“有条件释放”，短语conditional sale的意思是“附条件买卖”，再如，Payment of the money is conditional upon delivery of the goods.（货到方可付款。）(3)But in case the offeror rejects some terms or wants to change some terms,the counter-offer becomes a counter-counter-offer.但是，一旦报盘人拒绝一部分条款或者想修改一部分条款，还盘就变成了反还盘。其中，单词counter-counter-offer的意思是“反还盘”，是发盘人对还盘人的还盘提出新的意见，是对还盘的还盘。国际贸易中，一笔贸易的成交，有时要经过多次还盘和反还盘，在此过程中，一经还盘(或反还盘)，原发盘即行失效，原发盘人可不再受发盘的约束，受盘人也不得在日后要求接受原发盘。Business Link:Business linkNotice When Notice When Making a Making a Counter-offerCounter-offer 5/16/2024 A counter-offer is virtually a partial rejection A counter-offer is virtually a partial rejection of theof the originaloriginalo offerffer and also a counter proposal initiated by the and also a counter proposal initiated by the buyer or thebuyer or theofferee.offeree.In making a counter offer,one has to In making a counter offer,one has to state the termsstate the termsm mostost explicitly and use words very carefully so as explicitly and use words very carefully so as to avoidto avoida ambiguitymbiguity or misunderstanding,which is the same or misunderstanding,which is the same way as oneway as oneusually doesusually does in making an offer.in making an offer.*Express Express appreciation appreciation for for the the offerorofferors s efforts efforts in making an offer.in making an offer.*Express regret at inability to accept it.Express regret at inability to accept it.*State the reason why you can not meet the State the reason why you can not meet the offerorofferors needs.s needs.*Present your own terms and conditions to make a Present your own terms and conditions to make a counter-offer.counter-offer.*Show sincerity in the transaction to urge the Show sincerity in the transaction to urge the buyers to accept the counter-offer.buyers to accept the counter-offer.Read and ThinkAfter Reading5/16/2024Task 1:After the passage,you will find 5 questions.For each question there are 4 choices marked A、B、C and D.You should make the correct choice.1.The buyer should make a _ to an offer after receiving it.A.refusal B.acceptance C.response D.change 2.The offeree may propose a new set of terms showing his _ to the terms in an offer.A.acceptence B.willingness C.agreement D.disagreement 5/16/20243.The buyer may also make a conditional acceptance by suggesting changes in the offer.This is known as“_”in everyday speech.A.everyday speech B.literary term C.sales pitches D.terms of payment4.The counter-offer will become final and effective if the offeror accepts the terms and stipulations stated in the_.A.offer B.counter-offer C.contract D.agreement 5.A counter-offer is a new offer and at the same time,the original offer _.A.effects B.becomes valid C.goes wrong D.is invalid 5/16/2024Task 2:Fill in the blanks with the words and expressions given in the box.Change the form if necessary.response response verbally verbally effective effective original original conditional conditional refusal refusal finalize finalize stipulation stipulation unacceptable unacceptable proposepropose 5/16/20241.Its got a gripping story,great acting,superb sets,and stunning _.2.The two-bedroom chalet is in good _.3.80 percent of people surveyed _ suffered from diseases of some kind.4.May I refer you to the contract _ about packing?5.If I have any bright ideas about how this newspaper could be managed better,I _ them in6.It is becoming more _ for women to drink.7.We make some of them _ or in writing directly.8.She has _ the proposal by Richard.9.We are saying nothing until all the details have been _.10.His eloquent speech called out a _ in the heart of every man.Read and TranslateAfter Reading5/16/2024Task 1:Translate the following phrases into English.1.对做出反应 2.有做的权利 3.有条件地接受 4.书面形式 5.拒绝报价 6.毫不延迟 7.取消 8.完成报价 9.如果，万一 10.接受条款5/16/2024Task 2:Translate the following sentences into Chinese.1.I told them what each was to do in case of an emergency.2.Rescuers had to call off the search due to worsening weather.3.Our everyday speech is made up in large part of the expressions of uncertainty.4.I propose a short rest before we continue the work.5.I wanted to quit when I couldnt finalize the essay for the speech.After ReadingRead and Speak5/16/2024Task 1:Discuss the following questions with your partner after reading the passage.Explain what is a counter-offer Explain what is a counter-offer in your own words.in your own words.What should be noticed when What should be noticed when making a counter-offer?making a counter-offer?5/16/2024Task 2:Recite the following paragraph.After receiving the offer,the buyer should make aresponse to it.Of course he has the right to accept orrefuse.If the buyer finds any term or condition in theoffer unacceptable,he may propose a new set ofterms showing his disagreement to the price,packing,quantity or the date of delivery.He may also make aconditional acceptance by suggesting changes in theoffer.This is known as counter-offer,“bargaining”ineveryday speech.Passage TwoHuawei Puts up Counter-offer for Unit Q 1 Whats the relationship between Huawei Technology and H3C?Q 2Why did Huawei put up counteroffer?Chinese telecom equipment maker Huawei Technologies has made a counteroffer to take full control of Huawei-3Com(H3C),a joint venture with 3Com,a US-based maker of computer-networking equipment.With the counteroffer,Huawei,which has a 49 per cent stake in H3C,intends to buy the remaining 51 per cent stake owned by 3Com.But analysts said Huaweis true intention might be to sell its stake to 3Com.The counteroffer was designed to force 3Com to offer a higher price to buy out H3C,they said.A spokesman with Huawei yesterday confirmed the counteroffer is in the pipeline but declined to reveal details.Huaweis counteroffer followed a bid by 3Com to buy the stake owned by Huawei in H3C on November 17.Under a shareholder agreement,Huaweis counteroffer could be at least 2 per cent higher on a per-share basis than the offer made by 3Com.“I believe Huawei has a very clear intention to pull out of H3C,”said Wang Yuquan,an analyst with research firm Frost&Sullivan China.“Currently,H3C is not a strategic priority for Huawei.”H3C was established in November 2003 with Huawei taking a 51 per cent stake and 3Com owning the remaining.In October 2005,3Com signed a deal to buy an additional 2 per cent stake from Huawei for US$28 million,which helped 3Com take a controlling stake in H3C.The deal was completed in February.The establishment of H3C was designed to help Huawei expand its business overseas.US-based Cisco Systems in January 2003 launched a lawsuit in a US court against Huawei,accusing the latter of infringing upon its patents in computer-networking technologies.The lawsuit put a temporary brake on Huaweis overseas expansion.The forming of H3C was believed to have provided a shortcut to Huawei in its overseas expansion.In June,Huawei signed a deal to buy its smaller domestic rival Harbour Networks,founded by some former Huawei executives.The deal has largely undermined H3Cs importance for Huawei as Harbour and H3C have almost similar product portfolios.But H3C is crucial to 3Com as the joint venture contributes a large portion to the US firms global revenues.According to H3Cs website,the firms year-on-year sales revenue growth was more than 70 per cent during 2004-2006.Net sales revenue for the first half of this year totalled US$324 million.Huaweis counteroffer could help the firm increase its bargaining power in negotiations with 3Com.If H uaw ei sells out of H 3C it could h elp th e firm fin an ce its o v erseas expansion and focus m ore on its m obile telecom business,an industry source said.5/16/2024 T he total assets of H 3C could be up to U S$2 billion,according to som e i n d u s t r y e s t i ma t e s.H uaw ei,a privately-held com pany,has been seeking an overseas listing,b u t th e p ro cess h as b een stalled la rg e ly d u e to its c o m p lic a te d s h a r e h o l d i n g s t r u c t u r e.T he firm is believed to be under increasing financial pressure as the te le c o m in d u stry h a s b e c o m e in c re a sin g ly c o m p e titiv e a n d consolidated.In the past m onths,A lcatel has agreed to m erge w ith L ucent w hile N okia and Siem ens have agreed to m erge their netw ork equipm ent business.T he m oves are putting heat on sm aller r i v a l s s u c h a s H u a w e i.Words&Expressions1)telecom n.电信电信 2)take full control of 全面掌控全面掌控 3)a joint venture 合资企业合资企业 4)stake n.股股 5)remaining adj.余下的余下的 6)sanalyst n.分析家；化验员分析家；化验员 7)intention n.意图，目的意图，目的8)be designed to 旨在于旨在于9)buy out 买下全部买下全部10)spokesman n.发言人发言人 11)confirm v.确认，证实确认，证实 12)in the pipeline 在进行中在进行中 13)reveal v.揭示，透露揭示，透露 14)shareholder n.股东股东 15)pull out of 从某事物中退出从某事物中退出 16)strategic priority 战略重点战略重点17)expand v.扩大扩大 18)launch v.发起，发动发起，发动 19)accuse of 指控指控 20)infringe upon 侵犯，侵害侵犯，侵害 21)patent n.专利发明专利发明22)put a brake on 使使减速减速23)shortcut n.捷径，近路捷径，近路 24)undermine v.削弱，破坏削弱，破坏 25)total assets 总资产总资产 26)consolidated adj.统一的，牢固的统一的，牢固的 27)merge v.合并合并 28)put heat on 施加压力施加压力 Notes (1)But analysts said Huaweis true intention might be to sell its stake to 3Com.The counteroffer was designed to force 3Com to offer a higher price to buy out H3C,they said.但是，分析人士称华为的真正意图或许是将其股份卖给3Com。他们说还价的目的在于迫使3Com报出更高的价格购买H3C。其中，短语be designed to的意思是“旨在于，目的在于”，例如，短语be designed to a test的意思是“旨在于给出考验”，短语be designed to revenge的意思是“目的在于复仇”。3CM为公司名称，是美国设备提供商。H3C为杭州华三通信技术有限公司，是华为与3CM组建的合资公司。5/16/2024(2)A spokesman with Huawei yesterday confirmed the counteroffer is in the pipeline but declined to reveal details.华为的一位发言人昨日证实了华为在进行还价但是拒绝透露有关细节信息。其中，短语in the pipeline的意思是“在进行中”，例如，短语proposals in the pipeline的意思是“在进行中的提议”，shows in the pipeline“在进行中的演出”。动词confirm的意思是“确认，证实”，例如，短语confirm its validity的意思是“证实其有效性”。动词reveal的意思是“透露”，例如，短语 reveal details的意思是“透露细节”，短语reveal whereabouts的意思是“透露行踪”。(3)The lawsuit put a temporary brake on Huaweis overseas expansion.The forming of H3C was believed to have provided a shortcut to Huawei in its overseas expansion.法律诉讼使得华为的海外业务扩展暂时减缓。H3C公司的成立被认为已经为华为的海外扩展提供了捷径。其中，短语put a brake on的意思是“使减速”，短语put the brake on the economy的意思是“削弱经济”，短语put a brake on economic growth的意思是“减缓经济增长”。名词brake的意思是“刹车”。名词shortcut的意思是“捷径，近路”，例如，短语take a shortcut 的意思是“走捷径，抄近路”，短语shortcut key 的意思是“快捷键”。(4)But H3C is crucial to 3Com as the joint venture contributes a large portion to the US firms global revenues.但是，H3C公司对于3Com公司来说是非常重要的，因为合资企业在美国公司的全球财政收入中占有很大的份额。其中，术语joint venture的意思是“合资企业”，一般是指中外合资，中外合资经营企业是由中国投资者和外国投资者共同出资、共同经营、共负盈亏、共担风险的企业。(5)Huawei,a privately-held company,has been seeking an overseas listing,but the process has been stalled largely due to its complicated shareholding structure.华为，作为一家私人控股企业，一直在寻求海外上市，但是这个进程在很大程度上由于其复杂的股份结构而受阻。其中，短语privately-held company的意思是“私人持股公司”，合成词privately-held的意思是“私人控股的”。短语overseas listing的意思是“海外上市，境外上市”。Business Link:Business linkMeans of Making Means of Making a Counter-offer a Counter-offer 5/16/2024First,one can use facsimile or First,one can use facsimile or electronic mail.A fax or an e-mail electronic mail.A fax or an e-mail is usually used in corresponding is usually used in corresponding where possible.where possible.Second,one can write a counter-offer Second,one can write a counter-offer letter.The possible problem of using letter.The possible problem of using a letter is that a letter will take a letter is that a letter will take several days to a few weeks to reach several days to a few weeks to reach the buyer and sometimes it may be the buyer and sometimes it may be lost.However,it is preferred over a lost.However,it is preferred over a fax or an e-mail for the initial fax or an e-mail for the initial contact.contact.5/16/2024Third,one can also make a telephone Third,one can also make a telephone call.But,it is advisable not to call.But,it is advisable not to make a counter-offer by telephone.make a counter-offer by telephone.Because there is no reference copy at Because there is no reference copy at both sides for future use.Moreover,both sides for future use.Moreover,the calls may often be answered by the calls may often be answered by people unfamiliar with the business people unfamiliar with the business or the contact person may not be or the contact person may not be available to take the calls.available to take the calls.Comprehension Check5/16/2024Task 1:Tell whether each of the following statements is true(T)or false(F)according to the passage.()1.Under a shareholder agreement,Huaweis counteroffer could be at least 2 per cent lower on a per-share basis than the offer made by 3Com.()2.The establishment of H3C was designed to help Huawei expand its domestic business.()3.Huaweis counter-offer could help the firm increase its bargaining power in negotiations with 3Com.()4.If Huawei sells out of H3C it could help the firm finance its overseas expansion and focus more on its mobile telecom business,an industry source said.()5.Huawei is believed to be under increasing financial pressure as the telecom industry has become increasingly competitive and consolidated.5/16/2024Task 2:Discuss the following questions in groups after reading the passage and share your ideas with your partner.According to some analysts,whatAccording to some analysts,whats the s the true purpose of Huawei Technologiestrue purpose of Huawei Technologies counter-offer to take full control of counter-offer to take full control of Huawei-3Com?Huawei-3Com?Did HuaweiDid Huaweis deal to buy its smaller s deal to buy its smaller domestic rival Harbour Networks have an domestic rival Harbour Networks have an impact on 3Com?If so,what kind of impact on 3Com?If so,what kind of impact would it be?impact would it be?WhatWhats the problem Huawei has faced s the problem Huawei has faced while seeking an overseas listing?while seeking an overseas listing?5/16/2024Task 3:Make sentences using the given words and expressions.be designed be designed to to in the in the pipeline pipeline shortcut shortcut due to due to mergemerge Vocabulary Check5/16/2024Task 1:Fill in the blanks with the words and expressions given below.Change the form where necessary.confirm vary stake confirm vary stake remaining remaining undermine open reveal undermine open reveal united united complete bid consolidated complete bid consolidated lasting lasting revolt launch rival mine revolt launch rival mine expandexpandheighten finish shortcutheighten finish shortcut 5/16/20241.The _ twenty patients were transferred to another hospital.2.Reading and writing may _ our learning.3.He acquired a 25%_ in the business.4.The manager decided to _ a sales drive.5.She was edged out of the semi-final by her younger _.6.Nothing can _ their fast friendship.7.I feel it is my duty not to _ the name.8.Do you require a deposit to _ a reservation?9.The _ equipment of the new hospital will take a year.10.The merchant has _ his business overseas.5/16/2024Task 2:Translate the English sentences into Chinese.1.Its no easy task to take full control of a class of young children.2.Large companies can easily buy out the shareholders of small companies.3.His father would accuse him of neglecting his filial duties.4.They have to put the brake on the economy as a whole.5.He told everything about the plan when they put the heat on him.5/16/2024Task 3:Match the expressions with theirChinese equivalents on the right.Column A Column B 1.a joint venture A.确认预订确认预订 2.strategic priority B.全面收购全面收购 3.true intention C.起诉起诉 4.a controlling stake D.签订协议签订协议 5.buy out E.控制股控制股 6.sign a deal F.真实意图真实意图 7.expand the business overseas G.销售净收入销售净收入 8.launch a lawsuit H.拓展海外生意拓展海外生意 9.confirm a reservation I.战略重点战略重点 sales revenue J.合资公司合资公司 Review Checklist finalize response expand confirm propose launch remaining undermine effective conditional Terms Pool Common Expressions on Counter-offer Common Expressions on Accepting an Offer Common Expressions on Refusing an Offer Model Sentences Making an Counter-offer Accepting an Offer Declining an Offer Conditional Acceptance of an Offer Thank you for your Thank you for your attention!attention!
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