In most scenarios, B2C companies have more to gain by bargaining than not.
Horacio Falcão is Professor of Mangement Practice in Decision Sciences at INSEAD, where he teaches mainly on the topic of Negotiation. He is also a founding partner at Pluris, where he conducts negotiation and mediation training, coaching, facilitation and consulting to the private and public sectors. In 2010, Horacio published his book: Value Negotiation: How to Finally Get the Win-Win Right.
Previously, Horacio worked at Cambridge Negotiation Strategies and CMI International Group (a spin-off from the Harvard Negotiation Project) and previously at two prestigious law firms in Brazil. He founded and was the first Vice President of the Harvard Latin America Law Society. He has worked for the International Court of Arbitration in Paris and as a Harvard-trained mediator he has mediated cases at the courts of Massachusetts. A lawyer trained in both civil and common law systems, Horacio graduated as an LL.M. from Harvard Law School with a concentration on alternative dispute resolution in 1997.
Before INSEAD, Horacio taught negotiation at the Program of Instruction for Lawyers (PIL) at Harvard Law School and mediation at the Fletcher School of Law and Diplomacy, Tufts University and at the Harvard Mediation Program. He has founded three companies and negotiated extensively on their behalf. Horacio is also an active angel investor in a variety of start-ups around the world.
He received his MBA in 2002 from INSEAD.
Read case studies from Horacio here.
A novel method to predict start-up success.
Who you share your table with may add or detract value.
It’s a complex game of “catch me if you can”.
How to build the type of reputation proven to lead to better deals.
The American steel industry provides a case study on the effects of price disclosure.