as. me sequential approacn [U concession-manmg Implies that negotiators expect each side to give and take on individual issues in sequence. 30. Deliberate deception, one example among some common ploys in international negotiations, refers to Negotiators presenting agrant untruths either in the facts they present or in their intentions for the negotiation. 31. Trait models of leadership Evolved from the debate regarding whether leaders are born or made. 32. Touch Is related to proxemics and is a basic form of human interaction. 33. As used in the text, cultural intelligence refers to the total body of knowledge obtained by cultural anthropologists. 34. The lack of media richness in virtual teams