Horacio Falcao

Horacio Falcao is a Professor of Management Practice at the Decision Sciences Department at INSEAD, where he teaches and researches on Negotiation Sciences. He directs the INSEAD executive education Negotiation Dynamics program and co-created the Online Certificate in Negotiation and Advanced Certificate in Negotiation. Based at INSEAD's Abu Dhabi campus since mid-2019 after 18 years in Singapore, he has built a distinguished career at the intersection of negotiation theory and practice.

His educational background includes an LL.M. from Harvard Law School (1997) with a concentration on alternative dispute resolution, an MBA from INSEAD (2002), an Executive Masters in Organizational Psychology from INSEAD (2010), and a Ph.D. from Singapore Management University (2019).

Falcao specializes in negotiation sciences, having created the Value Negotiation system—a strategic approach designed to maximize rewards at minimum risk in international contexts. His research spans cross-cultural negotiations, gender negotiations, negotiation leadership, and complex deal-making across diverse industries including finance, pharmaceuticals, technology, and government sectors. He has worked with clients across more than 30 countries, bringing global perspective to his academic work.

His publications reveal a strong focus on practical applications of negotiation theory, with recent work emphasizing cross-cultural dynamics, real estate negotiations, pharmaceutical pricing, and leadership in negotiation contexts. The articles demonstrate consistent evolution from foundational negotiation concepts toward increasingly specialized applications in specific industries and cultural contexts.

• Human Resource Management/Organisational Behaviour category 2017: Oxipouco
• Entrepreneurship category 2020: Boost M6700
• Women in Business category 2020: The Dual Career Negotiation
• Best MBA Elective Professor 13 times at INSEAD
• Top 50 Bestselling Case Author in 2020/21

Falcao actively advises organizations through his company Value Negotiation (VN) and has developed VN Tech, a negotiation-support SaaS platform. His extensive client work across diverse industries informs his academic research and teaching, creating a strong practitioner-academic feedback loop. As an active angel investor with 2.5x returns across 10+ investments, he maintains strong connections to entrepreneurial ventures and startup ecosystems worldwide.