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Value Negotiation
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Table of Contents

  • Foreword
  • Preface
  • Acknowledgments
  • 01 Introduction
  • PART 1: BECOME A NEGOTIATOR
  • 02 Understanding Negotiation
  • 03 Challenge Your Negotiation Foundations
  • PART 2: PREPARE FOR THE NEGOTIATION!
  • 04 Choose Our Goal
  • 05 Choose Our Strategy
  • 06 Anticipate the Critical Moments
  • PART 3: NEGOTIATE! Step 1 - Build the Bridge
  • 07 Relationship
  • 08 Communication
  • 09 Powerful Openings: Building A Solid Bridge Quickly Step 2 - The Value Pursuit
  • 10 Value Discovery
  • 11 Value Creation
  • 12 Value Claiming Step 3 - Make the Best Possible Decision
  • 14 Alternatives
  • 15 Conclusion: On Power and Ethics

About the Author

Horacio Falcao 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. Previously, Horacio worked at Cambridge Negotiation Strategies and CMI International Group (a spin-off from the Harvard Negotiation Project) and 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.
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. He 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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