外贸业务谈判进程:Counter Offer 还盘（counter offer）(1)

P:IhavehereourpricesheetonFOBbasis.Thepricesaregivenwithoutengagement.
L:Good,ifyou’llexcuseme,I’llgooverthesheetrightnow.

P:Takeyourtime.
L:Icantellyouataglancethatyourpricesaremuchtoohigh.

P:I’msurprisedtohearyousayso.Youknowthatthecostofproductionhasrisenagreatdealinrecentyears.
L:Weonlyaskthatyourpricesbecomparabletoothers.That’sreasonable,isn’tit?

P:Well,inordertogetthebusiness,we’requitewillingtomakesomeconcessions.Wouldyougivemeanideahowmuchyouwishtoorderfromus,sothatwemayadjustourpricesaccordingly?
L:Thesizeofourorderdependsgreatlyontheprices.Let’ssettlethatmatterfirst.

P:Asyouwish.Well,ifyourorderislargeenough,wearereadytoreduceourpricesby2percent.
L:WhenIsayyourpricesaremuchtoohigh,Idon’tmeantheyarehighermerelyby2or3percent.

P:Thenhowmuchdoyoumean?Canyougivemearoughidea?
L:Forthebusinesstobeconcluded,Ishouldthinkareductionofabout10percentwouldhelp.

P:Impossible.Howcanyouexceptustomakeareductiontothatextent.
L:IthinkyouareaswellinformedasIamaboutthemarketforchemicalfertilizers.It’sneedlessformetopointoutthatsupplyexceedsdemandatpresentandthatthissituationisapttocontinueforalongtimeyet.MayIsuggestthatyoucableyourhomeofficeandseewhatthey’llhavetosay?

P:Verywell,Ishalldoso.