Horacio Falcão

Professor and author

Horacio Falcão is a professor of Management Practice at the Decision Sciences department at INSEAD. He also directs the INSEAD executive education Negotiation Dynamics program and co-created the two new INSEAD negotiation certificate programs: Online Certificate in Negotiation, and Advanced Certificate in Negotiation. A founder of several startups, he has an MBA and a master's degree in organizational psychology, as well as a Ph.D. His negotiation expertise has led to him teaching at the Program of Instruction for Lawyers (PIL), and he has a vast list of clients. He has also taught at Harvard Law School and Tufts University. 

Wed, 07/10/2024 - 12:02
The Power of AI to Shape NegotiationsHarnessing AI’s power to enhance outcomes—while navigating its challenges
Thu, 01/02/2025 - 12:02
Wouldn’t it be wonderful if we could outsource to technology the complex, laborious, and often emotionally intense process of negotiating? Until recently, the idea of merging negotiation and AI was only a dream. However, the launch of more…
Is There a Fault in Fault-Finding?Constant focus on mistakes or flaws creates a hostile and stressful environment
Wed, 07/10/2024 - 12:02
Failing to identify faults seems to be a prevalent issue nowadays, considering recent reports of quality control problems at Boeing and numerous recalls by car manufacturers, to name a few. Yet, excessive fault-finding occurs when the ability to…