Religion May Play a Big Part in Relationship and Attitude -- Detail May Have Less Importance -- Short-Term Considerations Seriously Outweigh Any Long-Term Benefits -- Certain Mannerisms of People Will Be Considered Strange, Rude, or Hard to Comprehend -- Politics May Be "Verboten" to Discuss or Be a Major Point of Interest -- Compliance Will Have Little Meaning -- Key Elements in Global Negotiation -- Why Study Negotiation? -- Negotiation -- Maslow and Negotiation -- International Business -- Relationship Building -- Negotiation Character Traits -- Negotiation Questions -- Chapter 8: Best Practices in Sales, Business Development, and Customer Service -- Senior Management Mind-Set -- Assessment -- Goal Setting -- Establishing Point Person and Committee -- Creating Tactics and an Action Plan -- Tactics -- Action Plan -- Creating Reasonable Goals and Time Frames -- Establishing SOPs -- Training -- Technology -- Intelligent Marketing Strategy -- Marketing Guidelines for Foreign Sales -- Methods of Export Research -- Market Research -- BizMove Outlines Sources of General Information Provided by the Department of Commerce (doc.gov) -- General Industry Information -- The Department of Commerce -- Aggressive Sales and Customer Service Management -- Structure a Security and Terrorism Strategy -- Manage RFPs Responsibly -- Basic RFP Design Template -- Overview -- Twelve Steps -- Identify Stakeholders -- Create a Committee -- Develop RFP Expectations: Strategic and Tactical -- Identify RFP Participants -- Create RFP Template, Time Frame(s), and Expectations for RFP Actions -- Invite Written Responses -- Narrow the Field -- Invite "Oral" Presentations -- Narrow the Field Again -- Finalize Selection and Negotiate Final Terms -- Agreement, SOW, or Contract -- Implementation -- Summary -- Glossary -- Appendix -- Index -- Author