UNIT 3 - Counter-Offer - Lesson 1 Listening & Speaking - Part A - Asking for a Reduction

Sep 15, 2026

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UNIT 3 Counter-Offer focuses on how buyers and sellers negotiate when the initial price offer is too high. Lesson 1 Listening & Speaking provides listening activities to identify who makes counter-offers, where they do it, and what actions they take, followed by dialogue practice. Students learn key words and phrases such as reduction, concession, on the high side, on the spot, and make-profit language to prepare counter-offers and respond to further reductions in price discussions.

LanguageEnglish

CategoryPresentations

FormatPDF

Pages23

Reading Time8 min

AccessFree to download

UNIT 3 Counter-Offer

Unit Goals

Lesson 1 Listening & Speaking

Part A. Asking for a Reduction

Activity 1 Warm-up

Activity 2 True/False

Activity 3 Fill in the Blanks

Part B. Discussing a Further Reduction

Activity 4 Word Practice

Activity 5 Translate the Sentences into English

Activity 6 Summarize the Steps

Part C. Concessions on Price

Activity 7 Multiple Choice

Activity 8 Fill in the Blanks

UNIT 3 Counter-Offer Unit Goals Asking for a price reduction Making concessions at a counter-offer Using bargaining skills to make a deal Writing a counter-offer letter Lesson 1 Listening & Speaking / 051 Lesson 1 Listening & Speaking Part A. Asking for a Reduction Activity 1 Warm-up Classify the following words and put them in the right column, based on the questions below. Who make counter-offers? Where do they make counter-offers? What do they do when making counter-offers? reply canteen manufacturer accept supplier ofﬁce client order restaurant reject hotel salesman | Who | Where | What | | --- | --- | --- | | | | | | | | | | | | | | | | | Activity 2 Listen to the conversation and judge true (T) or false ( F) . ( ) 1． Ricky is going to order 2 000 pieces of men’s shirt． ( ) 2．The original offer is USD 40 C IF NewYork. ( ) 3． Ricky promises to give an order on the spot if the discount is 5%． ( ) 4． Ricky asks for an 8% discount and the deal is closed with a 5% discount． ( ) 5．Alice will not make any concessions． 052 / UNIT 3 Counter-Offer Activity 3 Listen again and ﬁll in the blanks. （Ricky is making a counter-offer with Alice for men’sT-shirt.） A：Alice R： Ricky R: What’s your price for men’sT-shirt? A: We now offer 2 000 pieces of men’sT-shirt USD 40 1 . . R: I’m afraid the offer is on the high side. We ask for a reduction of 8% . A: It’s a big cut. We can’t make such a concession. R: But your price is 2. . A: To te l l t he t r ut h , o u r p rod ucts a re of good q ua l ity a nd t he p rice is 3. , compared with similar products in the market. R: I appreciate the good quality, but we won’t make any profits 4. . A: A counter-offer of 8% cut is very low. It’s unacceptable. R: How about reducing it by 5%? If so, I’d be able to 5. on the spot. A: I need to negotiate it with the sales manager. I’ll call you back this afternoon. R: OK. I’m looking forward to your reply. Word Bank 1 . reduction [rI'dˆkS@n] n.减少；下降 Is there any reduction to be done in this job? 2. concession [k@n'seSn] n.让步 Lesson 1 Listening & Speaking / 053 I hope you can make some concession. Phrases 1 . on the high side（价格）偏高 The price you quoted for the silk clothes is on the high side. 2. make profit获利；盈利 This factory will make lots of proﬁt this year. 3. on the spot立刻；当场 The two parties make the deal on the spot. Sentence Patterns How about … how about+名词或动名词，表示“怎么样，如何”，和what about相似。 e.g. How about going out for a walk? Part B. Discussing a Further Reduction Read aloud the dialogue. Role-play the dialogue with a partner. (Alice and David are discussing a counter-offer.) A: Alice D: David A: Ricky from Squirrel Group answered back with a counter-offer for men’sT-shirts. D: What was his response? A: Reduce the price by 5%, USD 38 each. D: Sounds not bad. A: Shall I accept this counter-offer? D: Not necessary. Why not decline it and come up with another offer with 3% discount, say, USD 38.8 each? A: If he refuses, then what? D: You may consider making one more offer and try to persuade him a smaller discount. A: I see. Though a 5% reduction is acceptable , we want the most gain with the least cost. D: You are so smart. Just try your best. A: Surely I will. Word Bank 1 . squirrel ['skwIr@l] n.松鼠 It was moving fast like a squirrel. 2. response [rI'spÁns] n.回复；反应 They have no response to the questions. 3. persuade [p@'sweId] v.说服；劝说 John had managed to persuade him to return to China. Phrases come up with 提出 The boy came up with a plan. Sentence Patterns Why not decline it and come up with another offer with 3% discount, say, USD 38.8 each? Why not do sth.意思为“为什么不做某事”，Why not后面加动词原形 Why not come down and talk to her? say，比方说 You are expecting, say, 200 visitors. Activity 4 Say the words in English orally. 1 .减价 2.反应 3.考虑 4.小折扣 5.最高利润 6.最低成本 Activi

FAQs

What is the purpose of asking for a reduction in a counter-offer?

It is used when the original offer is on the high side, so the buyer requests a lower price and negotiates with the other party.

How does the dialogue describe making concessions during price negotiations?

It explains that concessions can be refused or offered through percentage reductions, using expressions such as “We can’t make such a concession” and proposing a new reduction rate.

What should you do after proposing a counter-bid in the price quotation situation?

The document shows that the other side may need to negotiate with a sales manager and then call back, so the response is typically delayed until approval is reached.

Sep 15, 2026

Uploaded by Anda