Alphabetical Glossary

---

a b c d e f g h i jkl m n o pq r s t uvwxyz

---

need for cognition
a personality variable reflecting the extent to which people desire to seek out and think about information in their social worlds

negative correlation
a relationship between two variables wherein increases in the value of one variable are associated with decreases in the value of the other variable

negative-state relief hypothesis
the idea that people help in order to alleviate their own sadness and distress

negotiation
a form of communication between opposing sides in a conflict in which offers and counteroffers are made and a solution occurs only when it is agreed on by both parties

noncommon effects
effects produced by a particular course of action that could not be produced by alternative courses of action

nonsocial group
a group in which two or more people are in the same place at the same time but are not interacting with each other (e.g., fans at a baseball game)

nonverbal communication
the way in which people communicate, intentionally or unintentionally, without words; nonverbal cues include facial expressions, tone of voice, gestures, body position and movement, the use of touch, and eye gaze

norm of reciprocity
the assumption that others will treat us the way we treat them (e.g., if we help someone, he or she will help us)

normative conformity
the tendency to go along with the group in order to fulfill their expectations and gain acceptance

normative social influence
the influence of other people that leads us to conform in order to be liked and accepted by them; this type of conformity results in public compliance with but not necessarily private acceptance of the group's beliefs and behaviors