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  1. Directory
  2. Faculty
  3. Daniel Ames

Daniel Ames

Ting Tsung and Wei Fong Chao Professor of Business
Management Division
Daniel Ames
Areas of Expertise
Decision Making & Negotiations, Leadership & Organizational Behavior
Contact
Office: 345 Kravis
Phone: (212) 8540784
E-mail: [email protected]
Links
Curriculum Vitae

Professor Ames's research focuses on social judgment and behavior. He examines how people judge themselves as well as the individuals and groups around them (e.g., impression formation, stereotyping). He also studies the consequences of these judgments on interpersonal dynamics, including prosocial behaviors (e.g., trust, cooperation, helping) and competitive interactions (e.g., negotiations, conflict, aggression). A central aspect of this work is how people "read minds" to make inferences--whether right or wrong--about what others think, want, and feel.

Education
BA, Beloit College, 1991; PhD, University of California, Berkeley, 1999
Joined CBS
2002

All Activities

  • Research
  • Teaching
  • Awards and Honors
  • Press
  • CaseWorks
  • Journal articles
  • Working papers
  • Articles
  • Books
  • Chapters
Journal Article
Mor, Shira, Claudia Toma, M. Schweinsberg, and Daniel Ames
. “Pathways to intercultural accuracy: Social projection processes and core cultural values.”
European Journal of Social Psychology
vol.
49
, (February 01, 2019):
47
-
62
.
Explore Further about Pathways to intercultural accuracy: Social projection processes and core cultural values
Journal Article
Mason, Malia, Elizabeth A. Wiley, and Daniel Ames
. “From belief to deceit: How expectancies about others' ethics shape deception in negotiations.”
Journal of Experimental and Social Psychology
vol.
76
, (May 01, 2018):
239
-
248
.
Explore Further about From belief to deceit: How expectancies about others' ethics shape deception in negotiations
Download PDF on From belief to deceit: How expectancies about others' ethics shape deception in negotiations
Journal Article
Lee, Alice J. and Daniel Ames
. “"I can't pay more" versus "It's not worth more": Divergent effects of constraint and disparagement rationales in negotiations.”
Organizational Behavior and Human Decision Processes
vol.
141
, (July 01, 2017):
16
-
28
.
Explore Further about "I can't pay more" versus "It's not worth more": Divergent effects of constraint and disparagement rationales in negotiations
Journal Article
Ames, Daniel, Alice J. Lee, and Abbie Wazlawek
. “Interpersonal assertiveness: Inside the balancing act.”
Social and Personality Psychology Compass
vol.
11
, (June 01, 2017):
e12317
.
Explore Further about Interpersonal assertiveness: Inside the balancing act
Journal Article
Chun, J.S., Daniel Ames , J.N. Uribe, and E. Tory Higgins
. “Who do we think of as good judges? Those who agree with about us .”
Journal of Experimental Social Psychology
vol.
69
, (March 01, 2017):
121
-
129
.
Explore Further about Who do we think of as good judges? Those who agree with about us
Journal Article
Slepian, Michael and Daniel Ames
. “Internalized impressions: The link between apparent facial trustworthiness and deceptive behavior is mediated by targets' expectations of how they will be judged.”
Psychological Science
vol.
27
, (February 01, 2016):
282
-
288
.
Explore Further about Internalized impressions: The link between apparent facial trustworthiness and deceptive behavior is mediated by targets' expectations of how they will be judged
Journal Article
Ames, Daniel and Kevin Ochsner
. “The social regulation of emotion: An integrative, cross-disciplinary model.”
Trends in Cognitive Sciences
vol.
20
, (January 01, 2016):
47
-
63
.
Explore Further about The social regulation of emotion: An integrative, cross-disciplinary model.
Journal Article
Ames, Daniel and Malia Mason
. “Tandem Anchoring: Informational and Politeness Effects of Range Offers in Social Exchange.”
Journal of Personality and Social Psychology
vol.
108
, (February 01, 2015):
254
-
274
.
Explore Further about Tandem Anchoring: Informational and Politeness Effects of Range Offers in Social Exchange
Journal Article
Ames, Daniel and Alice J. Lee
. “Tortured beliefs: How and when prior support for torture skews the perceived value of coerced information.”
Journal of Experimental Social Psychology
vol.
60
, (January 01, 2015):
86
-
92
.
Explore Further about Tortured beliefs: How and when prior support for torture skews the perceived value of coerced information
Journal Article
Ames, Daniel and Malia Mason
. “When two anchors are better than one: How and why range offers shape negotiation outcomes.”
Journal of Personality and Social Psychology
vol.
108
, (January 01, 2015):
254
-
274
.
Explore Further about When two anchors are better than one: How and why range offers shape negotiation outcomes
Journal Article
Sheldon, Oliver, David Dunning, and Daniel Ames
. “Emotionally unskilled, unaware, and uninterested in learning more: Reactions to feedback about deficits in emotional intelligence.”
Journal of Applied Psychology
vol.
99
, (January 01, 2014):
125
-
137
.
Explore Further about Emotionally unskilled, unaware, and uninterested in learning more: Reactions to feedback about deficits in emotional intelligence
Journal Article
Ames, Daniel and Abbie Wazlawek
. “Pushing in the Dark: Causes and Consequences of Limited Self-Awareness for Interpersonal Assertiveness.”
Personality and Social Psychology Bulletin
vol.
40
, (January 01, 2014):
775
-
790
.
Explore Further about Pushing in the Dark: Causes and Consequences of Limited Self-Awareness for Interpersonal Assertiveness
Journal Article
Yap, Andy J., Malia Mason , and Daniel Ames
. “The powerful size others down: The link between power and estimates of others' size.”
Journal of Experimental Social Psychology
vol.
49
, (May 01, 2013):
591
-
594
.
Explore Further about The powerful size others down: The link between power and estimates of others' size
Download PDF on The powerful size others down: The link between power and estimates of others' size
Journal Article
Ames, Daniel, Shira Mor, and Claudia Toma
. “The double-edge of similarity and difference mindsets: What comparison mindsets do depends on whether self or group representations are focal.”
Journal of Experimental Social Psychology
vol.
49
, (January 01, 2013):
583
-
587
.
Explore Further about The double-edge of similarity and difference mindsets: What comparison mindsets do depends on whether self or group representations are focal
Journal Article
Mason, Malia, Alice J. Lee, Elizabeth A. Wiley, and Daniel Ames
. “Precise Offers Are Potent Anchors: Conciliatory Counteroffers and Attributions of Knowledge in Negotiations.”
Journal of Experimental Social Psychology
vol.
49
, (January 01, 2013):
759
-
763
.
Explore Further about Precise Offers Are Potent Anchors: Conciliatory Counteroffers and Attributions of Knowledge in Negotiations
Download PDF on Precise Offers Are Potent Anchors: Conciliatory Counteroffers and Attributions of Knowledge in Negotiations
Journal Article
Ames, Daniel, Elke Weber, and Xi Zou
. “Mind-reading in strategic interaction: The impact of perceived similarity on projection and stereotyping.”
Organizational Behavior and Human Decision Processes
vol.
117
, (January 01, 2012):
96
-
110
.
Explore Further about Mind-reading in strategic interaction: The impact of perceived similarity on projection and stereotyping
Journal Article
Ames, Daniel, Joel Brockner , and L. Maissen
. “The role of listening in interpersonal influence.”
Journal of Research in Personality
vol.
46
, (January 01, 2012):
345
-
349
.
Explore Further about The role of listening in interpersonal influence
Journal Article
Ames, Daniel, Joel Brockner , and Lily Benjamin
. “Listening and interpersonal influence.”
Journal of Research in Personality
vol.
46
, (January 01, 2012):
345
-
349
.
Explore Further about Listening and interpersonal influence
Journal Article
Ames, Daniel, Alexandra Suppes, and Niall Bolger
. “Not So Fast: The (Not-Quite-Complete) Dissociation between Accuracy and Confidence in Thin Slice Impressions.”
Personality and Social Psychology Bulletin
vol.
36
, (February 01, 2010):
264
-
277
.
Explore Further about Not So Fast: The (Not-Quite-Complete) Dissociation between Accuracy and Confidence in Thin Slice Impressions
Journal Article
Ames, Daniel, Emily Bianchi, and Joe Magee
. “Professed impressions: What people say about others affects onlookers' perceptions of speakers' power and warmth.”
Journal of Experimental Social Psychology
vol.
46
, (January 01, 2010):
152
-
158
.
Explore Further about Professed impressions: What people say about others affects onlookers' perceptions of speakers' power and warmth
Journal Article
Ames, Daniel and Gita Johar
. “I'll know what you're like when I see how you feel: How and when affective displays adjust behavior-based impressions.”
Psychological Science
vol.
20
, (January 01, 2009):
586
-
593
.
Explore Further about I'll know what you're like when I see how you feel: How and when affective displays adjust behavior-based impressions
Download PDF on I'll know what you're like when I see how you feel: How and when affective displays adjust behavior-based impressions
Journal Article
Ames, Daniel
. “Pushing up to a point: Assertiveness and effectiveness in leadership and interpersonal dynamics.”
Research in Organizational Behavior
vol.
29
, (January 01, 2009):
111
-
133
.
Explore Further about Pushing up to a point: Assertiveness and effectiveness in leadership and interpersonal dynamics
Journal Article
Ames, Daniel
. “Assertiveness expectancies: How hard people push depends on the consequences they predict.”
Journal of Personality and Social Psychology
vol.
95
, (January 01, 2008):
1541
-
1557
.
Explore Further about Assertiveness expectancies: How hard people push depends on the consequences they predict
Journal Article
Anderson, Cameron, Daniel Ames , and Samuel Gosling
. “Punishing Hubris: The Perils of Status Self-Enhancement in Teams and Organizations.”
Personality and Social Psychology Bulletin
vol.
34
, (January 01, 2008):
90
-
101
.
Explore Further about Punishing Hubris: The Perils of Status Self-Enhancement in Teams and Organizations
Journal Article
Ames, Daniel
. “In search of the right touch: Interpersonal assertiveness in organizational life.”
Current Directions in Psychological Science
vol.
17
, (January 01, 2008):
381
-
385
.
Explore Further about In search of the right touch: Interpersonal assertiveness in organizational life
Journal Article
Ames, Daniel and Emily Bianchi
. “The agreeableness asymmetry in first impressions: Perceivers' impulse to (mis)judge agreeableness and how it is moderated by power.”
Personality and Social Psychology Bulletin
vol.
34
, (January 01, 2008):
1719
-
1735
.
Explore Further about The agreeableness asymmetry in first impressions: Perceivers' impulse to (mis)judge agreeableness and how it is moderated by power
Journal Article
Ames, Daniel and Francis Flynn
. “What Breaks a Leader: The Curvilinear Relation Between Assertiveness and Leadership.”
Journal of Personality and Social Psychology
vol.
92
, (January 01, 2007):
307
-
24
.
Explore Further about What Breaks a Leader: The Curvilinear Relation Between Assertiveness and Leadership
Download PDF on What Breaks a Leader: The Curvilinear Relation Between Assertiveness and Leadership
Journal Article
Morris, Michael, Oliver Sheldon, Daniel Ames , and Maia Young
. “Metaphors and the Market: Consequences and Preconditions of Agent and Object Metaphors in Stock Market Commentary.”
Organizational Behavior and Human Decision Processes
vol.
102
, (January 01, 2007):
174
-
92
.
Explore Further about Metaphors and the Market: Consequences and Preconditions of Agent and Object Metaphors in Stock Market Commentary
Download PDF on Metaphors and the Market: Consequences and Preconditions of Agent and Object Metaphors in Stock Market Commentary
Journal Article
Ames, Daniel and Abigail Scholer
. “Keeping Up Impressions: Inferential Rules for Impressions Change Across the Big Five.”
Journal of Experimental Social Psychology
vol.
43
, (June 30, 2006):
450
-
7
.
Explore Further about Keeping Up Impressions: Inferential Rules for Impressions Change Across the Big Five
Download PDF on Keeping Up Impressions: Inferential Rules for Impressions Change Across the Big Five
Journal Article
Flynn, Francis and Daniel Ames
. “What's Good for the Goose May Not Be as Good for the Gander: The Benefits of Self-Monitoring for Men and Women in Task Groups and Dyadic Conflicts.”
Journal of Applied Psychology
vol.
91
, (March 01, 2006):
272
-
81
.
Explore Further about What's Good for the Goose May Not Be as Good for the Gander: The Benefits of Self-Monitoring for Men and Women in Task Groups and Dyadic Conflicts
Download PDF on What's Good for the Goose May Not Be as Good for the Gander: The Benefits of Self-Monitoring for Men and Women in Task Groups and Dyadic Conflicts
Journal Article
Flynn, Francis, Ray Reagans, Emily Amanatullah, and Daniel Ames
. “Helping One's Way to the Top: Self-Monitors Achieve Status by Helping Others and Knowing Who Helps Whom.”
Journal of Personality and Social Psychology
vol.
91
, (January 01, 2006):
1123
-
37
.
Explore Further about Helping One's Way to the Top: Self-Monitors Achieve Status by Helping Others and Knowing Who Helps Whom
Journal Article
Ames, Daniel, Paul Rose, and Cameron Anderson
. “The NPI-16 as a Short Measure of Narcissism.”
Journal of Research in Personality
vol.
40
, (January 01, 2006):
440
-
50
.
Explore Further about The NPI-16 as a Short Measure of Narcissism
Download PDF on The NPI-16 as a Short Measure of Narcissism
Journal Article
Lickel, Brian, Toni Schmader, Mathew Curtis, Marchelle Barquissau, and Daniel Ames
. “Vicarious Shame and Guilt.”
Group Processes and Intergroup Relations
vol.
8
, (April 01, 2005):
145
-
57
.
Explore Further about Vicarious Shame and Guilt
Download PDF on Vicarious Shame and Guilt
Journal Article
Weber, Elke, Daniel Ames , and Ann-Renée Blais
. “'How Do I Choose Thee? Let Me Count the Ways": A Textual Analysis of Similarities and Differences in Modes of Decision Making in the USA and China'.”
Management and Organization Review
vol.
1
, (March 01, 2005):
87
-
118
.
Explore Further about 'How Do I Choose Thee? Let Me Count the Ways": A Textual Analysis of Similarities and Differences in Modes of Decision Making in the USA and China'
Download PDF on 'How Do I Choose Thee? Let Me Count the Ways": A Textual Analysis of Similarities and Differences in Modes of Decision Making in the USA and China'
Journal Article
Ames, Daniel
. “Strategies for Social Inference: A Similarity Contingency Model of Projection and Stereotyping in Attribute Prevalence Estimates.”
Journal of Personality and Social Psychology
vol.
87
, (January 03, 2005):
573
-
85
.
Explore Further about Strategies for Social Inference: A Similarity Contingency Model of Projection and Stereotyping in Attribute Prevalence Estimates
Download PDF on Strategies for Social Inference: A Similarity Contingency Model of Projection and Stereotyping in Attribute Prevalence Estimates
Journal Article
Ames, Daniel and Sheena Iyengar
. “Appraising the Unusual: Framing Effects and Moderators of Uniqueness-Seeking and Social Projection.”
Journal of Experimental Social Psychology
vol.
41
, (January 01, 2005):
271
-
82
.
Explore Further about Appraising the Unusual: Framing Effects and Moderators of Uniqueness-Seeking and Social Projection
Download PDF on Appraising the Unusual: Framing Effects and Moderators of Uniqueness-Seeking and Social Projection
Journal Article
Ames, Daniel and Sheena Iyengar
. “Appraising the Unusual: Framing Effects and Moderators of Uniqueness-Seeking and Social Projection.”
Journal of Experimental Social Psychology
vol.
41
, (January 01, 2005):
271
-
282
.
Explore Further about Appraising the Unusual: Framing Effects and Moderators of Uniqueness-Seeking and Social Projection
Download PDF on Appraising the Unusual: Framing Effects and Moderators of Uniqueness-Seeking and Social Projection
Journal Article
Ames, Daniel
. “Inside the Mind-Reader's Toolkit: Projection and Stereotyping in Mental State Inference.”
Journal of Personality and Social Psychology
vol.
87
, (November 01, 2004):
340
-
53
.
Explore Further about Inside the Mind-Reader's Toolkit: Projection and Stereotyping in Mental State Inference
Download PDF on Inside the Mind-Reader's Toolkit: Projection and Stereotyping in Mental State Inference
Journal Article
Ames, Daniel, Francis Flynn, and Elke Weber
. “It's the Thought That Counts: On Perceiving How Helpers Decide to Lend a Hand.”
Personality and Social Psychology Bulletin
vol.
30
, (April 01, 2004):
461
-
74
.
Explore Further about It's the Thought That Counts: On Perceiving How Helpers Decide to Lend a Hand
Download PDF on It's the Thought That Counts: On Perceiving How Helpers Decide to Lend a Hand
Journal Article
Ames, Daniel
. “Mind-Reading and Metacognition: Narcissism, Not Actual Competence, Predicts Self-Estimated Ability.”
Journal of Nonverbal Behavior
vol.
28
, (January 01, 2004):
187
-
209
.
Explore Further about Mind-Reading and Metacognition: Narcissism, Not Actual Competence, Predicts Self-Estimated Ability
Download PDF on Mind-Reading and Metacognition: Narcissism, Not Actual Competence, Predicts Self-Estimated Ability
Journal Article
Morris, Michael, Tanya Menon, and Daniel Ames
. “Culturally Conferred Conceptions of Agency: A Key to Social Perception of Persons, Groups, and Other Actors.”
Personality and Social Psychology Review
vol.
5
, (January 01, 2001):
169
-
182
.
Explore Further about Culturally Conferred Conceptions of Agency: A Key to Social Perception of Persons, Groups, and Other Actors
Download PDF on Culturally Conferred Conceptions of Agency: A Key to Social Perception of Persons, Groups, and Other Actors
Journal Article
Morris, Michael, K. Leung, Daniel Ames , and Brian Lickel
. “Views from inside and outside: Integrating emic and etic insights about culture and justice judgment.”
Academy of Management Review
vol.
24
, (January 01, 1999):
781
-
796
.
Explore Further about Views from inside and outside: Integrating emic and etic insights about culture and justice judgment
Working Paper
Loschelder, D., A. Lee, M.F. Mason, Daniel Ames , and A. Galinsky
. An interpersonal, attributional perspective on first offers in negotiations. January 01, 2025.
Explore Further about An interpersonal, attributional perspective on first offers in negotiations
Working Paper
Peters, Heinrich, Friedrich Gotz, Tobias Ebert, Sandrine Muller, P. Rentfrow, Samuel Gosling, Marin Obschonka, Daniel Ames , Jeff Potter, and Sandra Matz
. Regional personality differences predict variation in COVID-19 infections and social distancing behavior. September 22, 2022.
Explore Further about Regional personality differences predict variation in COVID-19 infections and social distancing behavior
Working Paper
Ames, Daniel, Elke Weber, and Xi Zou
. Mind-reading in strategic interaction: The impact of perceived similarity on projection and stereotyping. January 31, 2011.
Explore Further about Mind-reading in strategic interaction: The impact of perceived similarity on projection and stereotyping
Working Paper
Ames, Daniel
. When the Dirt Sticks: Negativity in Secondhand Impressions. January 01, 2005.
Explore Further about When the Dirt Sticks: Negativity in Secondhand Impressions
Download PDF on When the Dirt Sticks: Negativity in Secondhand Impressions
Newspaper/Magazine Article
Brockner, Joel, Daniel Ames , and Lily Benjamin
. “Not just holding forth: The effect of listening on leadership effectiveness.”
Social Science Research Network
. December 01, 2010.
Explore Further about Not just holding forth: The effect of listening on leadership effectiveness
Download PDF on Not just holding forth: The effect of listening on leadership effectiveness
Chapter
Ames, Daniel and Malia Mason
. “Mind Perception.” In
The Sage Handbook of Social Cognition
, edited by
S. Fiske and N. Macrae
,
New York
:
SAGE
, Forthcoming.
Explore Further about Mind Perception
Chapter
Ames, Daniel and Malia Mason
. “Mind Reading.” In
The Sage Handbook of Social Cognition
, edited by
S. Fiske and N. Macrae
,
New York
:
SAGE
, 2012.
Explore Further about Mind Reading
Download PDF on Mind Reading
Chapter
Ames, Daniel
. “Pushing up to a point: The psychology of interpersonal assertiveness.” In
The psychology of social conflict and aggression
, edited by
J. Forgas, A. Kruglanski, and & K. Williams
,
New York NY
:
Psychology Press
, 2011.
Explore Further about Pushing up to a point: The psychology of interpersonal assertiveness
Chapter
Ames, Daniel
. “Everyday Solutions to the Problem of Other Minds: Which Tools Are Used When?” In
Other Minds
, edited by
B. F. Malle and S. D. Hodges
,
New York
:
Guilford
, 2005.
Explore Further about Everyday Solutions to the Problem of Other Minds: Which Tools Are Used When?
Download PDF on Everyday Solutions to the Problem of Other Minds: Which Tools Are Used When?
Chapter
Ames, Daniel, Eric Knowles, Michael Morris , Charles Kalish, Andrea Rosati, and Alison Gopnik
. “The Social Folk Theorist: Insights from Social and Cultural Psychology on the Contents and Contexts of Folk Theorizing.” In
In Intentions and Intentionality: Foundations of Social Cognition
, edited by
Bertram F. Malle, Louis J. Moses, and Dare A. Baldwin
,
307
-
330
.
Cambridge
:
MIT Press
, 2001.
Explore Further about The Social Folk Theorist: Insights from Social and Cultural Psychology on the Contents and Contexts of Folk Theorizing
  • Courses
  • Case Studies
Course
B8592: Immersive Teamwork
View Course on Immersive Teamwork
Course
B8510: Managerial Negotiations
View Course on Managerial Negotiations
Course
B7592: Immersive Teamwork
View Course on Immersive Teamwork
Course
B9520: Special Topics in Organizational Behavior
View Course on Special Topics in Organizational Behavior
Case Study
Mason, Malia and Daniel Ames
. Message in a Bottle: The Negotiation of an Advertising Campaign. 
New York
:
CaseWorks
, 2009.
Explore Further about Message in a Bottle: The Negotiation of an Advertising Campaign
  • Awards & Honors
  • In the Media
  • Articles
In the Media

15 Top Tips for Salary Negotiations

Entrepreneur
In the Media

It's Time to Rethink Thanksgiving. Here's How to Have That Conversation with Your Family

Time
Article

How to 'Read Minds' to Get Ahead in Business

Read More about How to 'Read Minds' to Get Ahead in Business
Article

CBS Professors Go to Summer School

Read More about CBS Professors Go to Summer School
Article

Immersive Teamwork: Balancing the Three Cs in Teams

Read More about Immersive Teamwork: Balancing the Three Cs in Teams
Article

Immersive Teamwork: Balancing the Three Cs in Teams

Read More about Immersive Teamwork: Balancing the Three Cs in Teams
Article

The Human Experience of COVID-19

Read More about The Human Experience of COVID-19
Article

Dean's Prizes for Teaching Excellence Awarded to Management Professors Toby Stuart and Daniel Ames

Read More about Dean's Prizes for Teaching Excellence Awarded to Management Professors Toby Stuart and Daniel Ames
  • CaseWorks
Case ID
140411

Message in a Bottle:The Negotiation of an Advertising Campaign

What makes a good negotiator? How do you build a BATNA?

View Case on Message in a Bottle:The Negotiation of an Advertising Campaign
Case ID
140406

Map the Players, Change the Game: Evaluating Who is — and Should Be — Involved in Deals and Decisions

How can students implement a party mapping technique to successfully manage coalitions?

View Case on Map the Players, Change the Game: Evaluating Who is — and Should Be — Involved in Deals and Decisions
Case ID
110405

United Consulting

How should both parties involved in a new hire negotiate the best deal?

View Case on United Consulting
Case ID
110413

Laptops Unlimited

How should both parties involved in a sale negotiate the best deal?

View Case on Laptops Unlimited
Case ID
110412

Tompkins-Bowden

How should the partners at a large advertising and marketing firm state their case either for or against a possible merger with a smaller firm?

View Case on Tompkins-Bowden
Case ID
120405

Scoring a Deal: Valuing Outcomes in Multi-Issue Negotiations

What tools can negotiators employ to clarify their own priorities and preferences when involved in complex multi-issue negotiations?

View Case on Scoring a Deal: Valuing Outcomes in Multi-Issue Negotiations
Case ID
80406

Grogan Air: Team Decision Exercise

How do five executives negotiate which of three candidates to recommend for a high-profile position?

View Case on Grogan Air: Team Decision Exercise
Case ID
80403

A Primer on Personal Development

How can a leader learn from the perceptions of others?

View Case on A Primer on Personal Development

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