
Skilled persuaders use a few key principles to influence potential buyers.
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.
Skilled persuaders use a few key principles to influence potential buyers.
Don’t assume colleagues will help you out just because you’re on the same team.
Don’t assume colleagues will help you out just because you’re on the same team.
The government failed to understand how much distrust toward the FARC remains.
Use opportunities to prove your fairness during negotiation.
It takes several good interactions to counteract the effects of one negative one. Spare yourself the cost and approach your...
Now that the UK has exercised its democratic right to follow its own path, the future will depend on how both sides enter a...
Focusing a negotiation on price puts both sides at risk of leaving out other interests that are more important.
W. Chan Kim and Renée Mauborgne are Professors of Strategy at INSEAD and Co-Directors of the INSEAD Blue Ocean Strategy...
In a rapidly changing business environment disrupted by increased regulatory reforms, digitalisation, societal demands, capital...
A series of blog posts about how changes in culture and technology are reshaping what managers do. INSEAD professors Pushan...
Fix stubborn - Fix stubborn
Very informative and useful - I need to improve more on active listening as its very important in the...
Thanks for sharing this blog. - Thanks for sharing this blog. In an employee performance review, managers...
HR Business Partner - Hello ...
How will the special dividends be affected? - In a world with quite significant agency problems, the issue...