Negotiation Dynamics

Programme Director

Horacio Falcao

Professor of Management Practice

Horacio teaches and researches on Negotiation Sciences, while also directing the INSEAD executive education Negotiation Dynamics programme. He is the creator of the Value Negotiation system: a strategic and flexible approach to negotiation designed to maximize 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 organizations in their complex negotiations; and VN Tech, a negotiation-support software company. In 2010, Horacio published his book: Value Negotiation: How to Finally Get the Win-Win Right.

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Faculty

Filip Hron

Adjunct Professor of Decision Sciences

Filip Hron is a negotiation consultant, lecturer and author. He has taught students at a dozen universities and graduate business schools, been a consultant for several global negotiation companies, and collaborated with a range of experts in international, commercial and crisis negotiation.

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Please note programme faculty may change.