Daniel Ames
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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.
Primary Interests:
- Causal Attribution
- Culture and Ethnicity
- Helping, Prosocial Behavior
- Interpersonal Processes
- Judgment and Decision Making
- Nonverbal Behavior
- Organizational Behavior
- Person Perception
- Personality, Individual Differences
- Persuasion, Social Influence
- Prejudice and Stereotyping
- Social Cognition
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Video Gallery
Perfect Slice: How Roleplays Propel Negotiation Skill-Building
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1:31:57 Perfect Slice: How Roleplays Propel Negotiation Skill-Building
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2:58 The Good Fight
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91:15 Tug-of-War Worldviews: The Nature and Consequences of Competitive Mindsets
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62:1 On Great Terms: Best Practices for Job Negotiations
Journal Articles:
- [A] Ames, Daniel, Lee, Alice, and Wazlawek, Abbie (2017). Interpersonal assertiveness: Inside the balancing act. Social and Personality Psychology Compass, 11(6).
- [B] Lee, Alice J., and Ames, Daniel R. (2017). “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, 141, 16-28.
- [C] Slepian, Michael L. and Ames, Daniel R. (2016). Internalized impressions: The link between apparent facial trustworthiness and deceptive behavior is mediated by targets’ expectations of how they will be judged. Psychological Science, 27, 282-288.
- [D] Ames, Daniel R. and Lee, Alice J. (2015). Tortured beliefs: How and when prior support for torture skews the perceived value of coerced information. Journal of Experimental Social Psychology, 60, 86-92.
- [E] Ames, Daniel R. & Mason, Malia F. (2015). Tandem anchoring: Informational and politeness effects of range offers in social exchange. Journal of Personality and Social Psychology, 108, 254-274.
- [F] Ames, D. R., & Wazlawek, A. S. (2014). Pushing in the dark: Causes and consequences of limited self-awareness for interpersonal assertiveness. Personality and Social Psychology Bulletin, 40, 775-790.
- [G] Ames, D. R., Mor, S., & Toma, C. (2013). 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, 49, 583-587.
- [H] Ames, D. R., Benjamin Maissen, L., & Brockner, J. (2012). Listening and interpersonal influence. Journal of Research in Personality, 46, 345-349
- [I] Ames, D. R., Weber, E. U., & Zou, X. (2012). Mind-reading in strategic interaction: The impact of assumed similarity on projection and stereotype use. Organizational Behavior and Human Decision Processes, 117, 96-110.
- [J] Ames, D. R., Bianchi, E. C., & Magee, J. C. (2010). Professed impressions: What people say about others affects onlookers’ perceptions of speakers’ power and warmth. Journal of Experimental Social Psychology, 46, 152-158.
- [K] Ames, D. R., Kammrath, L. K., Suppes, A., & Bolger, N. (2010). Not so fast: The (not-quite-complete) dissociation between accuracy and confidence in thin slice impressions. Personality and Social Psychology Bulletin, 36, 264-277.
- [L] Ames, D. R. (2009). Pushing up to a point: Assertiveness and effectiveness in leadership and interpersonal dynamics. In A. Brief and B. Staw (Eds.), Research in Organizational Behavior, 29, 111-133.
- [M] Ames, D. R., & Johar, G. (2009). I’ll know what you’re like when I see how you feel: How and when affective displays influence behavior-based impressions. Psychological Science, 20, 586-593.
- [N] Ames, D. R. (2008). Assertiveness expectancies: How hard people push depends on the consequences they predict. Journal of Personality and Social Psychology, 95, 1541-1557.
- [O] Ames, D. R. (2008). In search of the right touch: Interpersonal assertiveness in organizational life. Current Directions in Psychological Science, 17, 381-385.
- [P] Ames, D. R., & Bianchi, E. (2008). The agreeableness asymmetry in first impressions: Perceivers' impulse to (mis)judge agreeableness and how it is moderated by power. Personality and Social Psychology Bulletin, 34, 1719-1736.
- [Q] Ames, D. R., & Flynn, F. J. (2007). What breaks a leader: The curvilinear relation between assertiveness and leadership. Journal of Personality and Social Psychology.
- [R] Ames, D. R., Rose, P., & Anderson, C. P. (2006). The NPI-16 as a short measure of narcissism. Journal of Research in Personality.
- [S] Ames, D. R. (2004). Inside the mind reader's tool kit: Projection and stereotyping in mental state inference. Journal of Personality and Social Psychology, 87, 340-353.
- [T] Ames, D. R. (2004). Strategies for social inference: A similarity contingency model of projection and stereotyping in attribute prevalence estimates. Journal of Personality and Social Psychology, 87, 573-585.
Courses Taught:
- Advanced Seminar in Person Perception
- Immersive Teamwork
- Leadership
- Managerial Decision Making
- Managerial Negotiation
Daniel Ames
Columbia Business School
345 Kravis Hall
665 West 130th Street
New York, New York 10027
United States of America
- Phone: (212) 854-0784
- Fax: (212) 316-9355