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Horacio Falcão is an Affiliate Professor of Decision Sciences at INSEAD, where he teaches mainly on the topic of Negotiation. He is also a founding partner at Pluris, where he conducts negotiation and mediation training, coaching, facilitation and consulting to the private and public sectors. 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 previously 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.
Since then, Horacio has been traveling all over the world mediating complex disputes, facilitating dialog, developing negotiation and consensus building strategies. He has lived in Brazil, US, France and Singapore. He has worked with clients such as:
Alianza Hispana
ALSTOM
Andersen Consulting
AOL
Arcelor
ATKearney
BHP Billiton
BMC Software
Cathay Pacific
CB Richard Ellis
Coats Viyella
Confederação Nacional de Indústrias
DBS
Discovery Networks
DKSH
Dong Energy
Dubai School of Gov’t
DuPont
FAS-PwC
Ford
FreeMarkets.com
Gemalto
Google
Henkel
Hewlett Packard
IBM
Infineon
INSEAD
Inter-American Development Bank
JP Morgan
LLoyds TSB Group
Labein-Tecnalia
London School of Economics
MacQuarie Bank
Mastercard
MBK Partners
Merial
Nescaum
Nokia Siemens Network
OCBC
Oxfam
Permira
Petronas
PwC
SAP
Search for Common Ground
Singtel-Optus
Société Générale
ST College
Starwood
STATS
Swire
Syngenta
Temasek Group
The Gov’t of Paraguay
The President of Costa Rica
The President of Ecuador
TNK-BP
UDV
UOB
Visa
among others.
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 at the Harvard Mediation Program.
Besides, Horacio has founded three companies and negotiated extensively on their behalf. Horacio is also an active angel investor in a variety of start-ups around the world.
He received his MBA in 2002 from INSEAD. Since then, he received the following awards:
• Best MBA Elective Professor in 2004, ’05, ’06, 08 & ’09 (INSEAD)
• Best EMBA Elective Professor in 2005 (INSEAD)
• Best TIEMBA Elective Professor in 2008 (Tsinghua University, Beijing, China).
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