One area where these innovative approaches have been successfully applied is the pharmaceutical industry. Over the past decade, Professor Falcão and his colleagues, Rodrigo Gouveia and Hervé Lamarque, have worked closely with pharmaceutical companies, helping them transform negotiations with governments. Traditionally characterised by challenging negotiations, these discussions have shifted towards more collaborative outcomes, resulting in stronger relationships with governments, increased revenue, and most importantly, improved health outcomes for patients. This is a powerful reminder that, even in the most challenging industries, solutions benefiting all parties are possible.
What sets this work apart is that it is not just theoretical. It is grounded in real-world experience, with strategies tested and refined in practice. INSEAD’s diverse, multicultural environment uniquely positions the school to lead these efforts. By fostering open dialogue and creating a space for global perspectives, the school enables students and faculty to learn how to navigate conflict in a global context.
But this work cannot thrive without support. The research conducted by Professor Falcão and his team relies on the generous contributions of INSEAD’s alumni and donors. Every donation, no matter the size, fuels the development of knowledge and tools that are transforming industries, fostering collaboration, and improving lives. By giving back, alumni and supporters ensure that INSEAD remains a hub for cutting-edge research and innovation in conflict resolution.
Ultimately, INSEAD’s work goes beyond education; it is about shaping the future by strengthening collaboration and resolving conflicts across industries, governments, and
cultures. With the ongoing support of its community, the school will continue to lead in developing innovative solutions that help bridge divides. Professor Falcão’s research is just one example of how, together, we can create a world where negotiation and understanding replace division and conflict.
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