Daniel Ames

The Social Regulation of Emotion: An Integrative, Cross-Disciplinary Model

Trends in Cognitive Sciences · 2015-11-09 · 291 citations

Emotionally unskilled, unaware, and uninterested in learning more: Reactions to feedback about deficits in emotional intelligence.

Journal of Applied Psychology · 2013-08-19 · 145 citations

Despite the importance of self-awareness for managerial success, many organizational members hold overly optimistic views of their expertise and performance-a phenomenon particularly prevalent among those least skilled in a given domain. We examined whether this same pattern extends to appraisals of emotional intelligence (EI), a critical managerial competency. We also examined why this overoptimism tends to survive explicit feedback about performance. Across 3 studies involving professional stu…

Precise offers are potent anchors: Conciliatory counteroffers and attributions of knowledge in negotiations

Journal of Experimental Social Psychology · 2013-02-28 · 125 citations

The powerful size others down: The link between power and estimates of others' size

Journal of Experimental Social Psychology · 2012-10-13 · 83 citations

Tandem anchoring: Informational and politeness effects of range offers in social exchange.

Journal of Personality and Social Psychology · 2015-01-19 · 65 citations

We examined whether and why range offers (e.g., "I want $7,200 to $7,600 for my car") matter in negotiations. A selective-attention account predicts that motivated and skeptical offer-recipients focus overwhelmingly on the attractive endpoint (i.e., a buyer would hear, in effect, "I want $7,200"). In contrast, we propose a tandem anchoring account, arguing that offer-recipients are often influenced by both endpoints as they judge the offer-maker's reservation price (i.e., bottom line) as well as…