Horacio Falcão

Horacio Falcão

Senior Affiliate Professor of Decision Sciences at INSEAD

About Horacio Falcão

Horacio Falcão is a Senior Affiliate Professor of Decision Sciences at INSEAD. He is also the program director of Negotiation Dynamics, part of the school’s suite of Executive Development Programs. He is the author of Value Negotiation: How to Finally Get the Win-Win Right.

More From Horacio Falcão


Four Hurdles To Successful Internal Negotiations (And Getting Past Them)

An internal negotiation has additional considerations and challenges that are underestimated.

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