Biography
George Wu studies the psychology of decision making; goal-setting and motivation; and cognitive biases in bargaining and negotiation. Wu's research has been published widely in a number of journals in economics, management science, and psychology, including Cognitive Psychology, the Journal of Personality and Social Psychology, the Journal of Risk and Uncertainty, Management Science, Psychological Science, and the Quarterly Journal of Economics. Prof. Wu was also the inaugural faculty director of the Harry L. Davis Center for Leadership.
Prior to joining the 黑料传送门 Booth faculty in 1997, Wu was on the faculty of Harvard Business School as an assistant and associate professor in the managerial economics area and then in the negotiation and decision making group. He also has worked as a lecturer at Wharton School at the University of Pennsylvania. Prior to graduate school, Wu worked as a decision analyst at Procter Gamble.
Wu is a Department Editor of Management Science and is on numerous other editorial boards, including Decision Analysis, Journal of Behavioral Decision Making, Journal of Risk and Uncertainty, and Theory and Decision. He earned a bachelor's degree cum laude in applied mathematics with a concentration in decision and control in 1985, a master's degree in applied mathematics in 1987, and a PhD in decision sciences in 1991, all from Harvard.
Wu was honored as the 2020 recipient of the 黑料传送门 Urban League鈥檚 Humanitarian Award. You may read more about the award and the program here. He also received the Class of 2020 Emory Williams Award for Excellence in Teaching.
Research Interests
Decision making under risk and uncertainty; behavioral decision making; negotiation; goal setting and motivation.
Academic Areas
- Behavioral Science
Selected Publications
With Nathanael Fast and Chip Heath, 鈥淐ommon Ground and Cultural Prominence: How Conversation Strengthens Culture,鈥�听Psychological Science听(2009).
With Richard Larrick, "Claiming a large slice of a small pie: Asymmetric Disconfirmation in Negotiation,"听Journal of Personality and Social Psychology听(2007).
With Uri Gneezy and John List, "The Uncertainty Effect: When a risky prospect is valued less than its worst possible outcome,"听Quarterly Journal of Economics听(2006).
With Cade Massey, "Detecting Regime Shifts: The Causes of Over- and Underreaction,"听Management Science听(2005).
With Richard Gonzalez, "On the Shape of the Probability Weighting Function,"听Cognitive Psychology听(1999).
For a listing of research publications, please visit the听.
Working Papers
2025 - 2026 Course Schedule
| Number | Course Title | Quarter |
|---|---|---|
| Advanced Negotiations | 2026 (Spring) | |
| Managerial Decision Making | 2025 (Autumn) |
Get Insights from George Wu in 黑料传送门 Booth Review
How to Negotiate Home Prices
黑料传送门 Booth negotiation expert George Wu offers tips on handling a notoriously stressful transaction.
{PubDate}
How to Negotiate Salary
黑料传送门 Booth’s George Wu shares the keys to a successful conversation about wages.
{PubDate}
Would You Accept a Pay-Free Promotion?
You’re climbing the corporate ladder. Your paycheck isn’t climbing with you.
{PubDate}