3.Introdu
Upon receiving a firm offer or non-firm offer，the offeree may not agree with any or some of the transaal terms，he would nd a ter-offer，in whibsp;he would try to iate about some tents，subsp;as the price，pag，terms of payment，time of shipment，and mostly the fobsp;is on the price.
In the ter-offer，the offeree may show his disagreement to the certain terms and state his own ideas.Then the inal offerer now bees the offeree with the full right of acceptanbsp;or refusal.In the latter ca，he may make another ter-offer of his own，whibsp;is called ter-ter offer.This process could go on for many rounds till business is cluded or called off.
A ter-offer usually covers the following tents：
·expression of thanks for the recipient for his offer
·expression of regret and statement of reasons for inability to accept the offer
·statement of desired business ditions and persuading the recipient to accept them
·expeg for a favorable reply
In iional business iations，the ller，on one hand，wants to ll things at a high pribsp;on safe terms of payment；the buyer，on the other hand，wants to buy things at a low pribsp;with an earlier delivery date.So the offerer’s quotation is often mubsp;higher than what the offeree has expected，and it is natural and on that the offeree will make a ter-offer.