Our Aim
The NCMC aims to provide an interactive platform that supports our community of interested faculty, students, alumni, and practitioners through engagement activities. Our outreach activities aim to expand quality negotiation and conflict management knowledge as widely as possible.
Highlights from the Second Negotiation in the Middle East Conference
On 26 November 2025, the NCMC, together with Sorbonne University Abu Dhabi (SUAD), hosted the Second Annual Negotiation in the Middle East Conference at the INSEAD Middle East Campus in Abu Dhabi, under the theme “Negotiating to Bridge Cultures and Perspectives”. Over 170 leaders, diplomats, and executives came together to explore how negotiation builds trust, fosters alignment, and drives meaningful progress.
Highlights included the soft launch of a new Sheikh Zayed case study and the presentation of the inaugural NCMC Negotiator Award to Erik Weytjens for his outstanding negotiation achievements. The programme featured insights on diplomacy, energy, women’s leadership, and strategic partnerships — reinforcing that negotiations are ultimately between people, not organizations.
A huge thank you to all speakers, contributors, and the NCMC and Abu Dhabi campus teams who made the event such a success.
Watch the conference highlights in the video below!
Books by Our 2025 Webinar Speakers
Why We Fight: The Roots of War and the Paths to Peace
Why We Fight, by Christopher Blattman, uncovers the hidden reasons why conflict so often triumphs over compromise—and shows how pragmatic strategies can defuse violence and rebuild lasting peace.
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How Enemies Become Friends: The Sources of Stable Peace
How Enemies Become Friends, by Charles Kupchan, reveals how rivals can transform hostility into lasting partnership through strategic diplomacy, mutual trust, and bold engagement beyond ideology.
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Giving Voice to Values: How to Speak Your Mind When You Know What's Right
Giving Voice to Values, by Mary Gentile, shows how to confidently act on your principles at work, offering practical strategies and real-world insights to transform ethical intentions into effective action.
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Pharma, Prices and Power: Reshaping Pharmaceutical Pricing Negotiations for a Healthier Future
Pharma, Prices and Power: Reshaping Pharmaceutical Pricing Negotiations for a Healthier Future, by Horacio Falcão, Rodrigo Gouveia, and Hervé Lamarque, reveals how pricing negotiations shape global healthcare—and how collaborative, value-based strategies can create lasting impact.
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Getting Back to the Table: 5 Steps to Reviving Stalled Negotiations
Getting Back to the Table, by Dr. Joshua Weiss, offers a practical, evidence-based roadmap for rebounding from stalled or failed negotiations with resilience, insight, and renewed strength.
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Collaborating with the Enemy: How to Work with People You Don't Agree with or Like or Trust
Collaborating with the Enemy, by Adam Kahane, shows how to tackle urgent challenges by working effectively with people you don’t agree with, like, or trust—using an approach that embraces discord, experimentation, and genuine co-creation.
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Collaborating with the Enemy, 2nd Edition
We can work together even across deep differences.
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Reframing Peace: Islamic Principles, Local Realities, and Women’s Inclusion
Dr. Houda Abadi explores how locally rooted, faith-informed approaches—particularly within Islamic peacebuilding—can strengthen trust, inclusivity, and sustainable peace where traditional Western negotiation models fall short.
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Cross-Cultural Negotiation: A More Sophisticated View
This webinar explores cross-cultural negotiation, emphasizing how understanding intentions, rituals, and preferences is key to success in any negotiation.
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Collaborating with the Enemy: How to Work with People You Don’t Agree with or Like or Trust
World-renowned facilitator Adam Kahane shared practical insights from the upcoming second edition of Collaborating with the Enemy, showing leaders how to work productively with those they don’t agree with, like, or trust to turn difficult relationships into opportunities for meaningful collaboration.
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Getting Back to the Table – Learning from Your Setbacks and Failures to Become a Better Negotiator
Dr. Joshua Weiss shares a five-step process to turn negotiation setbacks into learning opportunities for long-term success.
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Negotiating Access and Prices of Pharmaceuticals: It’s Time for a Better Approach
How can smarter negotiation improve access and pricing in healthcare? In this webinar, experts reveal how rethinking pharma negotiations can drive more equitable, innovative systems worldwide.
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Giving Voice To Values: The 'How' of Values-Driven Leadership
What if you were ready to act on your values? Dr. Mary Gentile shares a practical, proven framework for turning ethical intentions into action.
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Turning Enemies into Friends: How Peace Breaks Out
Join Professor Charles Kupchan as he explores when and how long-standing rivalries transform into lasting peace.
Watch webinar 
Why We Fight: The Hidden Triggers of Conflict and How to Manage Them
Join economist and author Christopher Blattman as he explores five core drivers of conflict and offers practical strategies for defusing tensions through negotiation and conflict management.
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Peace & Conflict Management for a Contentious World
Join Professor Horacio Falcão for a timely webinar exploring the root causes of conflict and constructive responses, launching The Art of Negotiation series by the NCMC.
Watch webinar 🔍Negotiation Puzzles
Join the Challenge: Solve Negotiation Puzzles!
Ready to test your negotiation skills? Here’s Puzzle 3: Artificial Limit
What happens when you are negotiating with someone who puts forth constraints that severely limit your options? How would you navigate this challenge?
Designed by Professors Horacio Falcao and Emre Soyer, these engaging puzzles provide a safe space for practicing decision-making while gaining insights from experts and peers.
This nano-puzzle series is a collaboration between the NCMC and the INSEAD Learning Hub.
🌟Download the Learning Hub app to access the Negotiation Puzzles, explore thought leadership from INSEAD faculty, alumni, and practitioners, and embark on your lifelong learning journey!
🎙️INSEAD Podcast
Negotiating Beyond Win-Win
In this podcast, the NCMC Co-founders, Professors Horacio Falcão, Roderick Swaab and Eric Luis Uhlmann, discuss the art of negotiation and conflict management. They explain how developing these skills will not only increase tolerance, but also help people transform disagreement into opportunities to work together and create value.
Books and Book Summaries
Negotiators who Changed the World
Timeless lessons on leadership and negotiation
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Collaborating with the Enemy, 2nd Edition
We can work together even across deep differences.
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Pharma, Prices and Power
A must-read for professionals navigating the intersection of healthcare, policy, and negotiation. Use code SPRAUT for 20% discount.
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Value Negotiation: How to Finally Get the Win-Win Right
This book examines the complicated world of negotiation and provides a simple and practical approach in helping negotiators learn how to consistently deliver the most possible value at the lowest possible risk in the widest range of situations.
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The Righteous Mind: Why Good People Are Divided by Politics and Religion
Drawing on his research on moral psychology, author Jonathan Haidt shows how moral judgments arise not from reason but from gut feelings.
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The Chimp Paradox: The Acclaimed Mind Management Programme to Help You Achieve Success, Confidence and Happiness
The Chimp Paradox is a powerful mind management model that can help one become a happy, confident, healthier and more successful person.
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SuperCooperators: Altruism, Evolution, and Why We Need Each Other to Succeed
Scientists have long wondered how societies could have evolved without some measure of cooperation.
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Shaping the Game: The New Leader's Guide to Effective Negotiating
In this book, the author draws from extensive research and practical consulting work to reveal four fundamental objectives that should guide new leaders' actions in every negotiation they undertake.
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Questions Are the Answer: A Breakthrough Approach to Your Most Vexing Problems at Work and in Life
What if you could unlock a better answer to your most vexing problem—in your workplace, community, or home life—just by changing the question?
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Negotiation Analysis: The Science and Art of Collaborative Decision Making
This book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful exchanges.
Learn more If you would like to feature your book here, please contact us at [email protected].
Practitioner Articles
Are Sustainability Negotiations Doomed or Just Done Wrong?
Win-lose or short-sighted methods will get us nowhere in negotiating sustainability issues.
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Should You Meditate Before a Negotiation?
Meditation could help or hurt your negotiation performance, depending on where you’re from.
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The Power of AI to Shape Negotiations
How to harness the vast potential of AI to enhance negotiation outcomes – while navigating its challenges.
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Real Estate Negotiations: A Value Win-Win Approach
A comprehensive framework for achieving long-term success in the industry.
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The Negotiation Reality in Real Estate
How to move away from traditional adversarial negotiation tactics and embrace more ethical and collaborative approaches.
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Is There a Fault in Fault-Finding?
Constant focus on mistakes or flaws creates a hostile and stressful environment, which can be demotivating, affect personal well-being and stifle professional growth.
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Six Principles for Successful Multiparty Negotiations
What managers can learn from COP28, which resulted in nearly 200 nations endorsing a landmark climate accord.
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Stop Labelling Negotiations as Win-Win or Win-Lose
Too many people have an either naïve or fatalist view of these terms, which have become so misunderstood that we should perhaps even discard them.
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Negotiating With a Team? Skip the Chit-Chat
Team negotiators may achieve higher joint gains when they first discuss superordinate goals that either team can’t achieve without the help of the other.
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Why Businesses Should Negotiate Prices With Customers
In most scenarios, B2C companies have more to gain by bargaining than not.
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Negotiators Should Decrease Concessions Across Rounds
Signalling your bottom line reduces your counterparty’s ambitions.
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Research Hacks to Help You Negotiate Anything
Even zero-sum negotiations can turn into a win-win.
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How Happiness, Anger and Anxiety Can Help You Negotiate
Don’t suppress your emotions – harness them to negotiate better.
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Hold the Emoji and Other Tips for Successful Email Negotiations
Tactics for increasing B2B sales.
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The Hidden Upside to Low-Power Negotiating
Looking for work during a historic downturn needn’t cost you your dignity. Multiple research studies suggest strategies for turning a negotiation disadvantage into opportunity.
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Online Article: How to Negotiate with Trump and WIN
Explore how Donald Trump’s negotiation style reshaped global diplomacy—and why understanding it is essential for today’s leaders and negotiators.
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The Secret to Cross-Cultural Negotiations (in Italian)
Harvard Business Review Italia: In a world where globalisation is redefined, negotiation becomes an essential skill.
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The Secret to Cross-Cultural Negotiations
In this HBR article, Horacio Falcão and Thomas Wiegelmann explore key strategies for succeeding in cross-cultural negotiations.
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Why People Really Quit Their Jobs—and How Employers Can Stop It
High employee turnover remains a key problem facing many organizations across a broad range of industries.
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Research: Why Employees Accept Lower Pay at Mission-Oriented Companies
Job candidates should invest in building their negotiation skills so they are less thrown off when companies use social impact framing.
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What’s the Best Way to Give Ground in a Negotiation?
How much should you change your offer at each round of a negotiation?
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How to Play “Friendly Hardball” in a Negotiation?
When it comes to negotiation, it can be difficult to balance achieving your desired result with maintaining a positive business relationship.
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Research: When You Don’t Have an Alternative in a Negotiation, Try Imagining One
Earlier research has found that alternatives not only make negotiators feel more powerful, they can also serve as high or low reference points, helping to frame the negotiation.
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Having Too Many Options Can Make You a Worse Negotiator
The conventional wisdom about negotiating is that you’re better positioned to get what you want when you have more alternative offers to leverage.
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The 7 Myths of Win-Win Negotiations
Win-Win Negotiations
Negotiation-based Management
The Pursuit of Value
Cross-Cultural Negotiations: Avoiding the Pitfalls
Effective Negotiation
Negotiating to Win
Past Events
Inaugural INSEAD Negotiator Award
This Award celebrates alumni who turn negotiation into impact, applying collaborative, win-win strategies to achieve meaningful results. Recipients build trust, foster dialogue, and deliver sustainable success across deals, cultures, and challenges.
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Inaugural INSEAD Negotiation Cup (N.Cup)
The competition brought together negotiators from across the INSEAD community to showcase strategic skill, collaboration, and creativity while nurturing the next generation of negotiation ambassadors.
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Inaugural Negotiation in the Middle East Conference
Co-hosted by INSEAD and Sorbonne University Abu Dhabi, this conference united experts, diplomats, and professionals to explore negotiation in a complex regional context. Through keynotes, panels, and discussions, participants shared insights on collaboration, trust, and navigating modern negotiation challenges.
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37th IACM Conference
From 23–26 June 2024, NCMC, with support from the INSEAD Hoffmann Institute, hosted the 37th IACM Conference at the INSEAD Asia Campus in Singapore. Over 280 global participants gathered to explore the latest research and ideas in negotiation, conflict management, and dispute resolution, highlighting INSEAD’s leadership in the field.
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