Part I　Introduction

1. Offer

An offer is a proposal to sell a specific product or service under specific conditions. It is often made by the exporter in reply to the importer's inquiry. There are two kinds of offers: firm offer and non-firm offer. In a firm offer the exporter often promises to supply certain quantity of goods at a fixed price within a stated period of time. Other terms such as specifications, packing, terms of payment must be definite as well. A non-firm offer is an offer with a reservation clause.

The following points are often covered in an offer:

(1) An expression of thanks for the inquiry;

(2) An offer including price, quantity, packing, shipment, payment, and so on;

(3) Mentioning the period for which the offer is valid or a reservation clause such as “subject to our final confirmation”;

(4) Hope for acceptance.

2. Counter-offer

A counter-offer refers to the suggestions put forward by the offeree on the alterations to the terms and conditions offered by the other party. Similarly, if finding any terms and conditions unacceptable to him in the counter-offer, the exporter or the importer will state his own opinions in a letter which is called as counter-counter-offer.

When making a counter-offer, the offeree should:

(1) thank the supplier for the offer;

(2) state reasons for and express regret at inability to accept the offer;

(3) make a counter-offer, namely, to ask for alterations to the terms and conditions in the offer;

(4) express the hope to do business with the other party.

1. 发盘（Offer）

发盘也称报盘、发价、报价。可以是应对方询盘的要求发出，也可以是在没有询盘的情况下，直接向对方发出。发盘是指交易一方欲购买或出售某种商品而向对方提出交易条件，表示愿意按此达成交易的行为。通常由卖方提出，但也可以由买方提出，业务上称之为“递盘（bid）”。

发盘有实盘（firm offer）和虚盘（non-firm offer）两种形式。实盘是发盘人（offerer）承诺在一定期限内受发盘内容约束，非经受盘人（offeree）同意，不得撤回和变更；如受盘人在有效期限内表示接受，则交易完成，实盘内容即成为买卖合同的组成部分。一个完整的实盘应包括明确肯定的交易条件，如商品名称、规格、数量、价格、支付方式、装运期等，还应有实盘的有效期限并明确表明发盘为实盘。虚盘是发盘人有保留地表示愿意按一定条件达成交易，不受发盘内容约束，不作任何承诺，通常使用“以我方最后确认为准”等语以示保留。

发盘一般包括下列内容：

（1）感谢对方来函，明确答复对方来函询问事项；

（2）阐明交易的条件（品名、规格、数量、包装、价格、装运、支付、保险等）；

（3）如报实盘应指明有效期，如报虚盘要有表达该盘“不具有约束力”的语句；

（4）鼓励对方订货。

2. 还盘（Counter-offer）

还盘是指受盘人不同意发盘中的交易条件而提出修改或变更的意见。还盘实际上是受盘人以发盘人的地位发出的一个新盘。原发盘人成为新盘的受盘人。因此，一经还盘，原发盘即失效，新发盘取代它成为交易谈判的基础。如果另一方对还盘内容不同意，还可以进行反还盘（或称再还盘）。还盘可以在双方之间反复进行，还盘的内容通常仅陈述需变更或增添的条件，对双方同意的交易条件毋需重复。在国际贸易中，往往经过多次的还盘、反还盘，才最终达成协议。

还盘一般包括下列内容：

（1）感谢对方的报盘；

（2）表示不能接受报盘的遗憾之情并说明原因；

（3）针对原发盘中的交易条件提出修改或变更的意见；

（4）敦促对方接受还盘。