Biography

Horacio Falcão is a Professor of Management Practice at INSEAD, where he 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.

Previously, Horacio worked at Cambridge Negotiation Strategies and CMI International Group (a spin-off from the Harvard Negotiation Project) and, before that, 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 Value Negotiation Co. & VN Tech clients in several different industries. His diverse list of clients includes: Aberdeen Asset Mgt, Abraaj Capital, Adidas, Aditya Birla Financial Group, Alianza Hispana, ALSTOM, AOL, Arcelor, Astellas, ATKearney, BHP Billiton, Biogen Idec, BMC Software, BP-Aral, Bristol Myers Squibb, BTG Pactual, BW Maritime, Cathay Pacific, CB Richard Ellis, Coats Viyella, Confederação Nacional de Indústrias, Credit Suisse, Danske commodities, DBS, Discovery Networks, DJOEF, DKSH, Dong Energy/Orsted, Dubai School of Gov’t, DuPont, FAS-PwC, Ford, Gemalto, GlobalFoundries, Goldman Sachs, Google, Henkel, Hewlett Packard, IBM, Incyte, Infineon, Inter-American Development Bank, JP Morgan, LLoyds TSB Group, Labein-Tecnalia, London School of Economics, MacQuarie Bank, Maersk Oil, Mastercard, MBK Partners, Merial, Microsoft, Mubadala, Nescaum, Netflix, Nokia Siemens Network, Novartis, OC&C partners, OCBC, Open Society Foundation, Oxfam, Pacific Basin, Pepsico, Permira, Pernod-Ricard, Pertamina, Petronas, Pikasso, PwC, Sabanci University, Samarco, SAP, Search for Common Ground, Schlumberger, Shell, Singtel-Optus, SK Holdings, Société Générale, ST College, Starwood, STATS, Swire, Syngenta, Temasek Group, The Bhutanese Royal Institute for Governance and Social Studies, The Crown Prince Court at Abu Dhabi, The Gov’t of Paraguay, The Gov’t of Thailand, The President of Costa Rica, The President of Ecuador, Toshiba, TNK-BP, UDV, UNDP, UOB, Valeo, Van Lanschot, Visa, World Medical Association, YPO (Saudi and Singapore chapters), besides other confidential clients.

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 and advisor to a variety of start-ups around the world.

He has lived in Brazil, US, France, Singapore, and Switzerland, and worked in projects in over 30 other countries. He was based at INSEAD Singapore for more than 16 years and transferred to the Abu Dhabi campus in mid-2019. Since the beginning of his tenure at INSEAD, Horacio received the following awards:
• Best MBA Elective Professor in 2004, ’05, ’06, ’08, ’09, ’12, ’13, ’14, ’15, ’16, ’17, ’18, ‘19 (INSEAD)
• Best EMBA Elective Professor in 2005 (INSEAD)
• Best TIEMBA Elective Professor in 2008 (Tsinghua University, Beijing, China).

Publications

Cases with Extra

• The Indian Railways 'Cash Cow'

Personal Website

• Value Negotiation