Executive Education

Essentials of Effective Management: The Psychology of Management

Learn and apply the discipline of social psychology to more effectively manage yourself and others.

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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:

  • Develop a framework for understanding how to effectively influence others.
  • Learn the art of giving and receiving feedback.
  • Be able to recognize and overcome flaws in negotiation strategies.

DATES
September 19–23, 2016
December 5–9, 2016

FEE
$9,985 (accommodations not included)

LOCATION
Chicago Booth, Gleacher Center, Chicago IL

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Linda E. Ginzel

Clinical Professor of Managerial Psychology

Linda Ginzel is Clinical Professor of Managerial Psychology at The University of Chicago Booth School of Business, where she has been a member of the faculty since 1992.

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Boaz Keysar

Professor of Psychology

Dr. 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.

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Bernd Wittenbrink

Professor of Behavioral Science

Bernd Wittenbrink has been a member of the faculty at the University of Chicago Booth School of Business since 1996. He teaches courses on organizational behavior, management and behavioral science.

A lot of immediately relevant information and good start with applicable examples.

- Dave Balakrishnan, Manager, Siemens Energy Inc.


It has been amazing to see how many insights I've had with my team's behavior based on what I've learned this week.

-John Parks, CIO, Invision Inc.


Excellent program which has given me a lot to think about and take back to my organization.

- Mauricio Ortiz, Economist, Bureau of Economic Analysis, U.S. Department of Commerce


From start to finish, the program delivered to the very high expectation set before arrival. The tools I gained this week will be on the top shelf of my toolbox as I return to the office.

- Bob Allen, Plant Manager, Borg Warner, Inc.


Good information and insight. I look forward to implementing some of these concepts and techniques into my work and personal interactions.

- Vanessa Kellogg, Director of Development, Horizon Wind Energy


I believe this to be one of the best professional development programs I have completed. Highly valuable!

- Brian Pilcher, PhD, VP Medical Affairs & Clinical Education Mertz, Aesthetics


It is really amazing how a one-week program can create a huge improvement in the way to be an effective manager.

- Humberto de La Vega, VP of Sales Latin America, HID Global


This was a challenging and fulfilling program that provided me an opportunity to personally investigate my style of management.

- Joanne Benrud, Director of Professional Services, Apple Home Healthcare Ltd.


What an amazing experience! This course embodies the high and low points of what/s necessary to be an effective manager.

- Robert Sluss, Senior Product Manager, Hip & Knee Division, Arthrex, Inc.

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.

Program Outline

Introduction to Essentials of Effective Management

  • 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?

Expectation Management

  • How do our expectations of others influence the impressions we form of them?
  • Employee evaluation and promotion
  • Improving accuracy in decisions about others

Persuasion and Influence

  • How do leaders effectively shape the beliefs, convictions, and actions of others?
  • Frameworks to effectively influence others
  • 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