Why a new negotiation book, when existing negotiation books already deliver thousands of valuable tips and ideas? Because few books, if any, effectively help negotiators manage the complex and interconnected negotiation decisions that go beyond isolated tips and ideas such as:
In this book, we answer these and many other questions so that every negotiator can get the most possible value at the least possible risk in the widest range of situations.
Horacio is a Professor of Management Practice at INSEAD, the creator of the Value Negotiation method, founder of Value Negotiation (VN)., and co-founder of Value Negotiation Technologies (VN Tech). At INSEAD, he teaches and writes on negotiation and has won the Best Elective Professor of the Year over 15 times. At VN, he conducts negotiation training, coaching, facilitation, and consulting. At VN Tech, Horacio and his partners develop negotiation software solutions.
Horacio worked at Cambridge Negotiation Strategies and CMI (a spin-off from the Harvard Negotiation Project) and earlier at two prestigious law firms in Brazil. He has worked for the International Court of Arbitration in Paris and mediated at the courts of Massachusetts. Trained in civil and common law, Horacio graduated as an LL.M. from Harvard Law School with a concentration on alternative dispute resolution. He received his MBA and his Master's in Organizational Psychology from INSEAD. He also has a Ph.D. from Singapore Management University in negotiation.
Horacio has worked worldwide, mediating complex disputes, facilitating dialogue, and developing negotiation & consensus-building strategies. Horacio is an entrepreneur and angel investor with investments in various start-ups and a positive investment track record. He also negotiates extensively on behalf of his companies. He combines this diverse and intense practice with a commitment to keeping himself updated by researching and writing on negotiation.
"Throughout his book, Falcao writes with the great talent that he has successfully applied to complex negotiations and training sessions through the years. He is now one of the most successful negotiators in the field."
(F. Sanchez, Former Special Assistant to the President of the US & Former US Assistant Secretary of Transportation)
“Wide-reaching, practical, insightful book.”
“A fresh look at win-win negotiations.”
“Two heads above anything else on the subject of negotiations and decision-making.”
“Horacio Falcao has a unique and practical view on negotiating!”
"It is marvelous after you've master and apply it in real scenarios, regardless of the outcome... (...) It is part of my life now!!!"
(BK Heng, Regional Director software company)
"The approach to negotiation is something markedly different to what I have encountered in most organisations and look forward to putting into practice the skills and techniques you covered."
(I. Melhuish, Banker)
"Even though I was initially sceptical about the win-win approach,(...) I tested my learnings while negotiating compensation with a potential employer and I more than doubled the package in over 4 weeks of negotiations. Definitely delighted with the outcome!!!"
(R. Kumar, Management consultant)
"I have used many of the principles very successfully to close deals. (...) I did not realise that this course was going to serve as a key strength in my day-to-day life."
(R. Lakshman, Product Innovation & Supply Chain Expert)
"Anyway, I think I speak for pretty much everyone when I say that the negotiations course has been absolutely outstanding. This is no small thing, given that expectations were massive as well. I really enjoyed your teaching style and the course has truly changed my perspective on negotiations! What a shame that it's over..."
(H. Frohlich, Investment Manager)
“Probably the most instructive book on negotiation ever written! This is the book with a capacity to convert negotiators from mediocrity to brilliance. (…) An exceptionally readable and important contribution to the art of achieving the best deal in the best way and making it sustainable.”
“After several years negotiating professionally at an M&A boutique, I was impressed on how this book not only summarizes most of the existing negotiation literature, but even adds many innovative and useful concepts and techniques. Congratulations to Professor Horacio for the best negotiation book ever!”
(Capital Invest M&A Advisors)