Upcoming Sessions
Session starting on
Location
Online
Duration
6 – 8 hours
Fees
€
730
Programme Directors
Horacio Falcao
Professor of Management Practice of Decision Sciences
Horacio Falcão is a Professor of Management Practice at the Decision Sciences Dept. at INSEAD, where he teaches and researches on Negotiation Sciences. He also directs the INSEAD executive education Negotiation Dynamics program and co-created the two new INSEAD negotiation certificate programs: Online Certificate in Negotiation and Advanced Certificate in Negotiation. 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 (VN), an advisory company to support organizations in their complex negotiations, and VN Tech, a negotiation-support SaaS startup. In 2010, Horacio published his book: Value Negotiation: How to Finally Get the Win-Win Right. He also became a Top 50 Bestselling Case Author in 2020/21.
Previously, Horacio worked at Cambridge Negotiation Strategies and CMI International Group (a spin-off from the Harvard Negotiation Project) and 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. He has an MBA (2002) and an Executive Masters in Organizational Psychology (2010) at INSEAD. In 2019, he earned his Ph.D. at Singapore Management University.
For the past 20 years, Horacio has been teaching INSEAD clients and assisting VN & VN Tech clients around the world. His diverse client list includes airlines, automotive, business schools, chemicals, consulting companies, energy, engineering, financial institutions (ex: investment banks, PEs, asset managers, sovereign funds, etc), FMCG, governments, high-tech/hardware, holding companies, infrastructure, international organizations, internet companies, labor unions, media & advertising, mining, NGOs, oil & gas, pharmaceuticals, R&D companies, retail, shipping, software, and telcos.
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 the Harvard Mediation Program. He is an active angel investor (2.5x return in 10+ investments) and an advisor to a few start-ups.
He has lived in Brazil, US, France, Singapore, and Switzerland, and worked in over 30 other countries. He was based at INSEAD Singapore for 18 years and transferred to the Abu Dhabi campus in mid-2019. Since the beginning of his tenure at INSEAD, Horacio received the following awards:
Award winning role-plays
o Human Resource Management/Organisational Behaviour category 2017: Oxipouco: An Endangered Species Resource Negotiation (A) & (B)
o Entrepreneurship category 2020: Boost M6700 (A and B)
o Women in Business category 2020: The Dual Career Negotiation
Teaching awards
o Best MBA Elective Professor in 2004, ’05, ’06, ’08, ’09, ’12, ’13, ’14, ’15, ’16, ’17, ’18, ‘19 (INSEAD)
o Best EMBA Elective Professor in 2005 (INSEAD)
o Best TIEMBA Elective Professor in 2008 (Tsinghua University, Beijing, China)
Horacio Falcao
Professor of Management Practice of Decision Sciences
Roderick Swaab
Professor of Organisational Behaviour
Roderick is a Professor of Organisational Behaviour and the Academic Director of INSEAD's PhD programme and Academic Director, Negotiation and Conflict Management Collaborative. Roderick Swaab is directing Advanced Negotiations and Negotiation Fundamentals.
Roderick's research examines the impact of communication structures on value creation in business negotiations and conflict resolution. He also studies the emergence of hierarchies in teams and how these impact coordination, conflict, and performance. His research has produced interventions that improve negotiation, dispute resolution, and teamwork, and has been published in leading journals, such as the Proceedings of the National Academy of Sciences, Journal of Applied Psychology, Organizational Behavior and Human Decision Processes, Journal of Personality and Social Psychology and Psychological Science. His research and service to the field has received awards from the Academy of Management, the International Association for Conflict Management, the Dutch National Science Foundation (NWO), and was featured in outlets like the Harvard Business Review, Wall Street Journal, New York Times, Financial Times, The Guardian, Time Magazine, Economist, Scientific American, and Forbes.
Roderick's teaching received several awards. He has won INSEAD EMBA's Best Teacher Award in 2017, 2018, 2019 and 2020 for teaching the Negotiations Dynamics course. He also received the "Dean's Commendation for Excellence in MBA Teaching" since 2015 for teaching the OB1 core course and the Negotiations Dynamics course, and was selected as one of Singapore’s most influential business professors aged 40 and under. His co-authored case "Ricardo Semler: A revolutionary model of leadership" won the Best Case in Human Resources / Organisational Behaviour awarded by the Case Centre. Prior to joining INSEAD Roderick held a position at the Kellogg School of Management at Northwestern University where he taught in the MBA and EMBA programs and was nominated for the Outstanding Professor of the year award.
Roderick Swaab
Professor of Organisational Behaviour
Eric Luis Uhlmann
Professor of Organisational Behaviour
Eric Luis Uhlmann is Professor of Organisational Behaviour at INSEAD. He conducts research on stereotyping and discrimination, moral judgments and behaviours, and the crowdsourcing of science. His papers co-authored with his many wonderful collaborators have appeared in leading journals such as the Proceedings of the National Academy of Sciences, Organizational Behavior and Human Decision Processes, Journal of Management, Journal of Personality and Social Psychology, Perspectives on Psychological Science, Journal of Experimental Social Psychology, Cognition, Organizational Research Methods, Journal of Organizational Behavior, Psychological Science, and Nature.
Eric's teaching interests include organisational behaviour, negotiation, influence and persuasion, cross-cultural management, judgment and decision making, leadership, business ethics, managerial and organisational cognition, diversity, and teams. At INSEAD, he teaches the Organisational Behaviour 1 core course and the Negotiations elective. Eric Luis Uhlmann is directing Advanced Negotiations and Negotiation Fundamentals.
Eric received a PhD in Social Psychology from Yale University in 2006 and was a postdoctoral research associate at the Kellogg School of Management. Prior to joining INSEAD, he was a faculty member at HEC Paris.
Eric Luis Uhlmann
Professor of Organisational Behaviour
