Narcissism, 70

Need for achievement (nAch), 103

Need for affiliation (nAff), 103

Need for power (nPow), 103

Negative affect, 49–50, 50e

Neglect response, 43

Negotiation, 3

• bargaining strategies in, 235–237, 235e, 236e

• culture in, 240

• differences in effectiveness, 239–241

• gender in, 240–241

• moods/emotions in, 239–240

• personality traits in, 239

• process of, 237–239, 237e

• reputation and, 241–242

• in a social context, 241–242

• third-party, 242–243

Networking, 3

Nonsubstitutability, 211

Nonverbal communication, 176

Normal group technique, 152, 152e

Norms

• behavior and, 142

• conformity and, 141–142, 141e

• culture and, 9–10, 144

• emotions and, 141

• group outcomes and negative, 143–144, 143e

• group outcomes and positive, 142–143

• and status, 145

Nudging, 93