Horacio Falcão
Professor of Management Practice
INSEAD
Horacio Falcão is a Professor of Management Practice at INSEAD, where he teaches and researches on Negotiation Sciences, while also directing the INSEAD executive education Negotiation Dynamics programme. Previously, Horacio worked at Cambridge Negotiation Strategies and CMI International Group and, prior to that, as a lawyer in Brazil. He founded and was the first Vice President of the Harvard Latin America Law Society and has taught negotiation at the Program of Instruction for Lawyers (PIL) at Harvard Law School.
He is the creator of the Value Negotiation system: a strategic and flexible approach to negotiation designed to maximise rewards at minimum risk in an international and complex world. He is also the founding partner of two companies: Value Negotiation Co. (VN), an advisory company to support organisations in their complex negotiations; and VN Tech, a negotiation-support software company. He is an active angel investor and advisor to a variety of start-ups around the world. In 2010, Horacio published his book: Value Negotiation: How to Finally Get the Win-Win Right.
Horacio has won awards for both his teaching and his writing. He has won INSEAD’s Best MBA Elective Professor 17 times among other teaching awards including the 2020 EFMD Case Writing Competition in the Women in Business category with the case The Dual Career Negotiation. His negotiation role-play Oxipouco: An Endangered Species Resource Negotiation won The Case Centre’s Human Resource Management/Organisational Behaviour category award in 2017, and Boost M6700 won the Entrepreneurship category award in 2020.