Naïve realism, 238, 270–271

Nash bargaining theory

• explanation of, 344

• independence of equivalent utility representations and, 346–347

• independence or irrelevant alternatives and, 347–348

• Pareto-optimality and, 344–345

• symmetry and, 345–346

• uniqueness and, 344

Nash product, 348

Nash solution, 344, 346–348

National Rehabilitation Medicine Research Council (NRMR), 218

Necklace problem, 177, 206

Needs-based rule, 54

Negative advertising, 294–295

Negative bargaining zone, 40

Negative emotion

• effect of, 113–117

• explanation of, 113

Negative transfer, 193

Negotiation dance, 38, 314

Negotiation preparation

• alternative identification and, 19

• assessment, 26–27

• BATNA identification and, 15

• confidence and, 25

• counterfactual thinking and, 24

• endowment effects and, 23

• equivalent multi-issue proposal identification and, 19

• focal points and, 16

• importance of, 13, 36

• issue identification and, 19

• reservation points and, 16

• risk and, 20–23

• self-assessment and, 13–26, 37

• situation assessment and, 27–37

• sizing up other party and, 37

• sunk costs and, 16–18

• sure thing principle and, 24–25

• target identification and, 13–14, 19

• worksheets for, 37, 79

Negotiations. See also Cross-cultural negotiations; Distributive negotiations; Win-win negotiations

• avoiding escalation of commitment in, 306–307

• with business people, 144–146

• conventions related to, 35

• cooperative, 278

• creativity in, 173, 174, 180–185 (See also Creative negotiation agreements; Creative negotiation strategies; Creativity)

• different place, different time, 314, 318

• different time, same place, 313–314

• embedded relationships and, 146

• equal-concession, 74

• ethical, 51–52, 160–172( See also Ethical issues)

• explanation of, 2–3

• explicit, 278

• face-to-face, 309–311, 314, 325–326

• gender and, 155–160

• with friends, 141–144

• intergroup, 236–242

• involving more than one offer in, 35–36

• job offer, 369–378

• legal issues related to, 30–31

• linkage effects of, 29

• location of, 34

• loop-backs to, 108–109

• mandatory, 108

• mental model of, 174, 179–180

• mixed-motive nature of, 41

• multiparty, 209–217

• multiple-offer strategy for, 82–83

• myths about, 8–10

• of necessity, 28

• noncooperative, 279

• one-shot, 27

• of opportunity, 28

• for package deals, 81

• precedent in, 36

• principal-agent, 223–227

• prolonged, 90

• public vs. private, 34–35

• questioning during, 76, 79

• relationships in, 140, 146–147

• repetitive, 27

• revealing information during, 79

• same time, different place, 312

• side deals in, 71

• single-issue, 70

• skills in, 3–8

• tacit, 278–288, 303–307( See also Social dilemmas; Tacit negotiations)

• team, 231–236

• technology-mediated, 325–327( See also Information technology)

• third-party intervention in, 35

• as transactions of disputes, 29

Negotiation styles

• emotions and emotional knowledge and, 112–120

• interests, rights, and power model of disputing and, 100–112

• motivational orientation and, 93–99

• overview of, 91–92

Negotiators

• authority of, 260

• black-hat/white-hat (BH/WH), 49

• competitive, 93

• cooperative, 93

• grass-is-greener, 14

• individualistic, 93, 96, 99

• major concerns of, 122–123

• overaspiring or positional, 14, 19

• power differential between, 36

• soft, 91

• tough, 91

• training for, 108

• underaspiring, 13–14

• white-hat/black-hat (WH/BH), 49

Networks. See Social networks

Neutrality, 367–368

NextEra Energy Resources, 69

Nez Perce Tribe, 366

Nine dot problem, 178, 206

Nokia, 1

Nonspecific-compensation negotiated agreement, 182–183

Nonverbal communication

• deception and, 353–359

• dominance and, 351–352

• elements of, 349

• explanation of, 311, 349–350

• gender and, 350–351

• personal charisma and, 352–353

Nonverbal expression, 350–351

Nonverbal reception, 351

Norm of commitment, 300