Daniel Ames

- Ting Tsung and Wei Fong Chao Professor of Business
- Management Division
- 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
- Type
-
Journal Article
.
“Pathways to intercultural accuracy: Social projection processes and core cultural values.”
European Journal of Social Psychology
vol.
49
,
(February 01, 2019):
47
-62
.
- Type
-
Journal Article
.
“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
.
- Type
-
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
.
- Type
-
Journal Article
.
“Interpersonal assertiveness: Inside the balancing act.”
Social and Personality Psychology Compass
vol.
11
,
(June 01, 2017):
e12317
.
- Type
-
Journal Article
.
“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
.
- Type
-
Journal Article
.
“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
.
- Type
-
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
.
- Type
-
Journal Article
.
“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
.
- Type
-
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
.
- Type
-
Journal Article
.
“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
.
- Type
-
Journal Article
.
“Tandem anchoring: Informational and politeness effects of range offers in social exchange.”
Journal of Personality and Social Psychology
vol.
108
,
(January 01, 2015):
254
-274
.
- Type
-
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
.
- Type
-
Journal Article
.
“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
.
- Type
-
Journal Article
.
“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
.
- Type
-
Journal Article
.
“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
.
- Type
-
Journal Article
.
“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
.
- Type
-
Journal Article
.
“The powerful size others down: The link between power and estimates of others' size.”
Journal of Experimental Social Psychology
vol.
49
,
(January 01, 2013):
591
-594
.
- Type
-
Journal Article
.
“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
.
- Type
-
Journal Article
.
“The role of listening in interpersonal influence.”
Journal of Research in Personality
vol.
46
,
(January 01, 2012):
345
-349
.
- Type
-
Journal Article
.
“Listening and interpersonal influence.”
Journal of Research in Personality
vol.
46
,
(January 01, 2012):
345
-349
.
- Type
-
Journal Article
.
“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
.
- Type
-
Journal Article
.
“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
.
- Type
-
Journal Article
.
“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
.
- Type
-
Journal Article
.
“Pushing up to a point: Assertiveness and effectiveness in leadership and interpersonal dynamics.”
Research in Organizational Behavior
vol.
29
,
(January 01, 2009):
111
-133
.
- Type
-
Journal Article
.
“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
.
- Type
-
Journal Article
.
“Punishing Hubris: The Perils of Status Self-Enhancement in Teams and Organizations.”
Personality and Social Psychology Bulletin
vol.
34
,
(January 01, 2008):
90
-101
.
- Type
-
Journal Article
.
“In search of the right touch: Interpersonal assertiveness in organizational life.”
Current Directions in Psychological Science
vol.
17
,
(January 01, 2008):
381
-385
.
- Type
-
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
.
- Type
-
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
.
- Type
-
Journal Article
.
“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
.
- Type
-
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
.
- Type
-
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
.
- Type
-
Journal Article
.
“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
.
- Type
-
Journal Article
.
“The NPI-16 as a Short Measure of Narcissism.”
Journal of Research in Personality
vol.
40
,
(January 01, 2006):
440
-50
.
- Type
-
Journal Article
.
“Vicarious Shame and Guilt.”
Group Processes and Intergroup Relations
vol.
8
,
(April 01, 2005):
145
-57
.
- Type
-
Journal Article
.
“'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
.
- Type
-
Journal Article
.
“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
.
- Type
-
Journal Article
.
“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
.
- Type
-
Journal Article
.
“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
.
- Type
-
Journal Article
.
“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
.
- Type
-
Journal Article
.
“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
.
- Type
-
Journal Article
.
“Mind-Reading and Metacognition: Narcissism, Not Actual Competence, Predicts Self-Estimated Ability.”
Journal of Nonverbal Behavior
vol.
28
,
(January 01, 2004):
187
-209
.
- Type
-
Journal Article
.
“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
.
- Type
-
Journal Article
.
“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
-82
.
- Type
-
Journal Article
.
“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
.
- Type
-
Working Paper
.
An interpersonal, attributional perspective on first offers in negotiations. January 01, 2025.
- Type
-
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.
- Type
-
Working Paper
.
Mind-reading in strategic interaction: The impact of perceived similarity on projection and stereotyping. January 31, 2011.
- Type
-
Working Paper
.
When the Dirt Sticks: Negativity in Secondhand Impressions. January 01, 2005.
- Type
-
Newspaper/Magazine Article
.
“Not just holding forth: The effect of listening on leadership effectiveness.”
Social Science Research Network
.
December 01, 2010.
- Type
-
Chapter
.
“Mind Perception.”
In
The Sage Handbook of Social Cognition
,
edited by S. Fiske and N. Macrae
,
New York
:
SAGE
,
Forthcoming.
- Type
-
Chapter
.
“Mind Reading.”
In
The Sage Handbook of Social Cognition
,
edited by S. Fiske and N. Macrae
,
New York
:
SAGE
,
2012.
- Type
-
Chapter
.
“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.
- Type
-
Chapter
.
“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.
- Type
-
Chapter
.
“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.
- Type
- Course
B8592: Immersive Teamwork
- Type
- Course
B7592: Immersive Teamwork
- Type
-
Case Study
.
Columbia shuttle disaster: A cycle of silence.
New York
:
CaseWorks
,
2010.
- Type
-
Case Study
.
Message in a Bottle: The Negotiation of an Advertising Campaign.
New York
:
CaseWorks
,
2009.
- Type
- In the Media