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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.
Learning Coach
Learning coaches, led by INSEAD alumni, are available throughout the programme to help participants achieve their learning objectives, as well as help move the discussion forward and exchange ideas with them.
Experienced and successful business professionals from diverse industries, our learning coaches guide the participants in their learning journey, especially their Action Learning Project (ALP), to bring the learning alive in the participants’ business context. They work closely with the participants and help them design an ALP that focuses on their personal development goals, provide feedback and keep them moving in the right direction.
