The Mind and Heart of the Negotiator, Sixth Edition

N

• 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