How to build the type of reputation proven to lead to better deals.
Horacio Falcão is a Professor of Management 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.
The American steel industry provides a case study on the effects of price disclosure.
Lose a battle to win the war.
What research tells us about the art of negotiating under the influence.
Despite appearances to the contrary, the protagonists in the North Korea conflict are pursuing rational negotiation strategies.
Confidence may go a long way when there are no certain answers.