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Filip Hron


Filip is a Lecturer at INSEAD, where he teaches negotiation across a variety of executive programs. This includes public programs as well as tailored in-house programs, e.g. market access negotiations for pharmaceutical companies in Asia, Europe and USA. 

Filip’s broader negotiation experience includes having taught negotiation at a dozen universities and graduate business schools, provided negotiation services for several negotiation companies, and collaborated with a range of experts in international, commercial and crisis/hostage negotiation. In the process he has coached hundreds of executives across 43 countries and consulted on billion dollar negotiations. He has run nearly 300 programs for over 10 000 individuals from all corners of the world, with participants from senior executive leadership across business, NGOs, academia, government, judiciary, military and law-enforcement. Filip also maintains current accreditation in hostage negotiation and regularly volunteers as a suicide hotline crisis supporter. 

In 2013 Filip published Negotiation Evolved, a book co-authored by former commanders of police hostage negotiation in Australia and Czech Republic. He is now working on Crisis Negotiation Evolved, with input from over a dozen seasoned experts in hostage, crisis, kidnap and ransom negotiations. Filip has also contributed articles to INSEAD Knowledge such as "When I Found the Salesperson’s Script", "Negotiating the Sydney Siege", "Stop Selling" and "Negotiations Should Never come Down to Price".  

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Negotiations Should Never Come Down to Price

Filip Hron & Horacio Falcão

Focusing a negotiation on price puts both sides at risk of leaving out other interests that are more important.

Economics & Finance

Stop Selling!

We don’t trust salespeople because they are mostly obsessed with satisfying their own interests, not the customer’s. This must change.

Economics & Finance

Negotiating the Sydney Siege

Crises are high-risk situations that benefit from a low-risk approach.


When I Found the Salesperson’s Script

Many companies and individuals put too much faith in the magic of tactics, and apply them indiscriminately without fully understanding the balance of risks and rewards.
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