Value innovation is the cornerstone of new market creation.
Horacio Falcão is a Senior Affiliate Professor of 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.
Now that the UK has exercised its democratic right to follow its own path, the future will depend on how both sides enter a...
Throwing all your ideas onto the table can put you at risk of revealing too much and giving the other party an advantage. But...
Negotiators often develop the wrong impression that common interests between the parties are the cornerstone of a successful...
If you find yourself in such a situation, there are many more options than yes or no.
Most negotiators believe that without power they will be unable to secure the best deal; but translating power into value is...