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Booth School of Business

Essentials of Executive Leadership: the Psychology of Management

Essentials of Effective Management: The Psychology of Management
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Learn and apply the discipline of social psychology to more effectively manage yourself and others.

Success in management requires understanding the psychology that determines both individual attitudes and group behaviors. Great managers must be self aware and deeply empathetic, leveraging their team's attitudes, thoughts and beliefs to inspire their best work.

This program, grounded in social psychology, will introduce frameworks and principles that will allow you to explore your assumptions about others, better understand why people do what they do, and more effectively manage yourself and others.

Ideal for anyone with current or anticipated management responsibilities, this course will examine topics such as motivation, interpersonal dynamics, influence and persuasion, group decision making, organizational culture, and ethics and leadership.

By attending this program, you will:

  • Understand the nature and dynamics of interpersonal and team behavior related to organizational performance and effectiveness.
  • Develop a framework for analysis and action around your management challenges.
  • Identify behaviors and situational factors to improve your future outcomes.



  • The importance of insight and action skills
  • Key features of individual learning and unlearning
  • What defines a learning organization?

(Mis)Forming Impressions About Others

  • How do we acquire and seek out information about others to form impressions?
  • What is the impact of systematic biases on decision making?
  • How do our expectations affect the way we interpret behavior?

Evaluating Others

  • The limitations of intuition in managing others
  • What do others really think about us?
  • How can you improve your ability to understand what other people are thinking?
  • Can you accurately assess when people are motivated and being honest with you?

Persuasion and Influence

  • How do leaders effectively shape the beliefs, convictions, and actions of others?
  • What are the frameworks for effectively influencing others?
  • What are the most effective techniques for influencing difficult small group meetings?

Systematic and Critical Thinking: Decision Making

  • Framing decisions and asking the right questions
  • Recognizing and avoiding decision traps
  • Improving the decision-making process

Competition and Cooperation: Negotiation

  • What are the best ways to prepare for a complex negotiation?
  • How can negotiation outcomes be improved?
  • The role of creativity in reaching agreements

Ethical Leadership: The Power of the Situation

  • The relationship between personal characteristics and situational factors
  • The role of leadership in ethical decision making

Who should attend

This program is beneficial for managers who seek to enhance their management skills and effectiveness within the context of their organization and individual performance. It is ideal for anyone with current or anticipated management responsibilities, ranging from senior-level and mid-level management to people expecting to take on leadership roles. Titles include: innovation leader, operation manager, mid- to senior-level manager, director, and general manager.


Linda E. Ginzel has been on the Chicago Booth faculty since 1992. She specializes in negotiation skills, managerial psychology and executive development. Recent interest is focused on what she terms Leadership Capital: the courage, wisdom and capacity to decide when to manage and when to lead. In...
Boaz Keysar is a Professor of Psychology and Chair of the Cognition program at the University of Chicago. He received his Ph.D. from Princeton University in 1989 and was a visiting scholar at Stanford University before joining the faculty at the University of Chicago in 1991. Keysar’s researc...
Bernd Wittenbrink is interested in the psychology of person perception and social judgment, specifically the influence that stereotypes and group attitudes may have on people''s decisions and behaviors. His research has been published in the premier journals of Social Psychology, such as the Jour...
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