INSEAD Knowledge
2011-03-16
Horacio Falcão

Can you walk away from the negotiating table with a contract in your pocket and your ethics intact?


INSEAD Knowledge
2010-10-11
Horacio Falcão

It’s all too easy, if you have the upper hand in negotiations – whether it be through information asymmetry or generally a more favourable position -- to make full use of a power play in negotiations to get what you want, with the winner taking all and the loser walking away empty-handed.


INSEAD Knowledge
2010-04-20
Horacio Falcão

From the most mundane transaction to strategic high-level boardroom dealings, knowing how to negotiate is integral to success and survival. Yet few have mastered the art of successful value negotiation.


INSEAD Knowledge
2008-04-28
Horacio Falcão

When entering into negotiations, we should always take into account cultural factors such as the educational or religious background of the person sitting across the table, but many people both underestimate and overestimate the cross-cultural aspects.