Upcoming Sessions
Session starting on
Location
Online
Duration
6 – 8 hours
Fees
€
740
Programme Directors
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
Horacio Falcao
Professor of Management Practice of Decision Sciences
Roderick is a Professor of Organisational Behaviour and the INSEAD Chaired Professor of Leadership and Conflict Resolution. His research examines how people navigate the tension between cooperation and competition in groups and organizations, which has produced interventions that improve leadership development, negotiation, and teamwork.
His research has been published in leading disciplinary journals, such as the Academy of Management Journal, Journal of Applied Psychology, Journal of Personality and Social Psychology, Organization Science, Organizational Behavior and Human Decision Processes, and Psychological Science. His research and service to the field has received awards from the Academy of Management, the International Association for Conflict Management, and the Dutch National Science Foundation (NWO). Roderick served as a former Associate Editor at Organizational Behavior and Human Decision Processes and as an editorial board member at the same journal and the Academy of Management Review.
Roderick has been a pioneer of several courses at INSEAD, including the OB1 core MBA course and the Advanced Online Negotiation Course. He is also the Co- Director of INSEAD’s Negotiation Certificate Programme and INSEAD’s Leading Teams Open Enrollment Programme. His co-authored case won the Best Case in Human Resources / Organisational Behaviour awarded by the Case Centre, and his teaching has received several awards in INSEAD’s MBA and EMBA programmes as well as in Executive Education for both teaching and direction.
Roderick is dedicated to doctoral training and served as the Academic Director for the PhD Program at INSEAD. He is also the Co-Founder of INSEAD’s Negotiation and Conflict Management Collaborative, an open platform dedicated to bringing together scholars and practitioners to collaborate on research and education on negotiation and conflict management. Roderick completed his PhD and MSc in Social and Behavioral Sciences at the University of Amsterdam, The Netherlands. Prior to joining INSEAD, he served at the Kellogg School of Management at Northwestern University, USA.
Roderick Swaab
Professor of Organisational Behaviour
Roderick Swaab
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
Eric Luis Uhlmann
Professor of Organisational Behaviour
