（轉(zhuǎn)）還盤過程中一定要關(guān)注到措辭的嚴(yán)謹(jǐn)性，國內(nèi)一些商貿(mào)企業(yè)在對(duì)外進(jìn)行產(chǎn)品購買過程中所具有的態(tài)度如何，直接關(guān)系著對(duì)方產(chǎn)品銷售過程中價(jià)格乃至于運(yùn)輸方式等等是否會(huì)按照我們的意向進(jìn)行調(diào)整。例如如下這篇措辭：
愛丁堡昆蘇大道32號(hào)
詹尼弗女士
從貴公司的回盤中我們了解到貴公司在產(chǎn)品價(jià)格上雖然給予我們優(yōu)惠，但是優(yōu)惠價(jià)格要低于我們的期望，我公司在商討后，希望貴公司所發(fā)售的車床電子單片機(jī)整體價(jià)格可優(yōu)惠5%，如果能夠達(dá)成這一價(jià)格，為了彌補(bǔ)貴公司在優(yōu)惠之后的損失，我們可以增大購貨量兩倍以上總，采購數(shù)量為3000臺(tái)。
此外對(duì)于貴公司運(yùn)輸方式稍有不滿，希望貴公司能夠作出調(diào)整，可以在9月20日到9月25日發(fā)貨，如能滿足這樣的要求我公司將不勝榮幸。
大連遠(yuǎn)洋貿(mào)易公司張經(jīng)理
No. 32, Edinburgh
Ms. Jennifer
We understand from your counter-offer that although you have given us a favorable price, the favorable price is lower than our expectation. After discussion, we hope that the overall price of the electronic single-chip microcomputer on the lathe you sell can be reduced by 5%. If this price can be reached, in order to make up for the preferential price you have given us. After the loss, we can increase the purchase volume by more than two times, and the total number of purchases is 3000.
In addition, we are slightly dissatisfied with your mode of transport. We hope you can make an adjustment to the shipment from September 20 to September 25. It would be a great honor for us to meet this requirement.
Zhang, manager of Dalian Ocean Trading Company
在上述還盤中有兩處措辭明顯不當(dāng)，首先是：
We hope that the overall price of the electronic microcontroller on the lathe you sell can be reduced by 5%. If this price can be reached, in order to compensate for the loss after the discount, we can increase the total purchase volume by more than twice, and purchase 3000 sets.
其次是：
In addition, we are slightly dissatisfied with your mode of transport. We hope you can make an adjustment to the shipment from September 20 to September 25. It would be a great honor for us to meet this requirement.
那么，這兩部分的措施究竟，哪里出現(xiàn)錯(cuò)誤了呢，經(jīng)驗(yàn)豐富的外貿(mào)工作人員一眼就會(huì)看出癥結(jié)所在，在該還盤中有不確定之處，雖然在國內(nèi)商貿(mào)往來中用這樣的措辭不會(huì)有問題，但是由于英國和中國的背景文化差異不同，用戶在看到這樣的回復(fù)信息之后，所具有的理解認(rèn)知并不相同。如果是國內(nèi)商貿(mào)往來，銷售產(chǎn)品企業(yè)會(huì)了解到這是在討價(jià)還價(jià)，英美貿(mào)易往來是直來直去的，其銷售方會(huì)認(rèn)為這是最后通牒，如果不能達(dá)優(yōu)惠共識(shí)，將停止交易。
第二個(gè)錯(cuò)誤在于模凌兩可的用語。英美商貿(mào)交易過程之中，可以用兩個(gè)簡(jiǎn)單的詞匯來回答所有問題是或者不是。“of transport. We hope you can make an adjustment to the shipment from September 20 to September 25. It would be a great honor for us to meet this requirement.” 在國外供應(yīng)商看來，由于沒有明確的標(biāo)注供貨時(shí)間，因此會(huì)按照自己，的供貨時(shí)間發(fā)貨。而在國內(nèi)商貿(mào)往來之中，這番言辭只是客套話，購買方，都希望，而不是9月25日，最終這會(huì)導(dǎo)致，商貿(mào)往來的企業(yè)，在貿(mào)易交往過程中，發(fā)生不愉快。
正確的措辭方式應(yīng)該為：
No. 32, Edinburgh
Ms. Jennifer
We have learned from your counter-offer that although you have given us a favorable price, the preferential price is lower than our expectation. After discussion, we hope that the overall price of the electronic single-chip computer on the lathe you sell will be reduced by 5%. If we can not get the relevant preferential price, the quantity of our products will be increased. Thank you for the previous 1000 units. If we can reach a discount, we will increase the number of products purchased to 3000 units.
In addition, we are slightly dissatisfied with your mode of transport. We hope you can make some adjustments. As we will put our products on the market immediately after purchasing them, we hope you can deliver them on time on September 20.
Zhang, manager of Dalian Ocean Trading Company
當(dāng)然，在還盤過程中還會(huì)涉及到其它一些內(nèi)容，不僅僅是產(chǎn)品價(jià)格相關(guān)以及購入產(chǎn)品數(shù)量、發(fā)貨時(shí)間等等，還會(huì)涉及到相關(guān)的保險(xiǎn)類型，離岸價(jià)格，或者是發(fā)貨之后的產(chǎn)品運(yùn)輸保障相關(guān)內(nèi)容以及產(chǎn)品損壞的賠付等等，這些在對(duì)方的發(fā)盤函中如果提到，購入方對(duì)此沒有任何異議，不需要做任何協(xié)商，在還盤中可以不提及這些問題，但如果有異議，對(duì)于產(chǎn)品的賠付就要及時(shí)說明。例如生鮮或者是運(yùn)輸中因?yàn)檎饎?dòng)容易損害的電子產(chǎn)品等，特別是一些生鮮產(chǎn)品、速凍食品等等所涉及的爭(zhēng)議問題在賠付層面中是較多的，都必須在還盤過程中和對(duì)方詳細(xì)進(jìn)行說明這一類型的還盤內(nèi)容很有必要，此后一旦產(chǎn)品由于受損而導(dǎo)致賠付問題牽涉到法律層面，該還盤內(nèi)容將具有一定的法律約束力，因此相關(guān)內(nèi)容一定要明確提出，不可在還盤過程中因?yàn)榈K于面子等問題，不交涉這些重點(diǎn)核心問題。
還盤在某種程度上來說是對(duì)此前發(fā)盤內(nèi)容的一些修訂，或者直接可以稱之為拒絕，也可以被認(rèn)為是接盤用戶所撰寫的新發(fā)盤函，在這其中涉及的內(nèi)容會(huì)導(dǎo)致此前商貿(mào)另一方的發(fā)盤部分內(nèi)容失效，而這一還盤的內(nèi)容則具有法律約束力，所以在國際貿(mào)易往來中，還盤內(nèi)容所涉及的產(chǎn)品以及價(jià)格、發(fā)貨方式等標(biāo)識(shí)必須明確。
