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About the Author

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. 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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Product details

  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 408 pages
  • ISBN-10 ‏ : ‎ 9810681437
  • ISBN-13 ‏ : ‎ 978-9810681432
  • Customer reviews:
    4.2 out of 5 stars 13 ratings

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4.2 out of 5 stars
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Michael L
5.0 out of 5 stars Probably the most instructive book on negotiation ever written.
Reviewed in the United Kingdom on 15 October 2012
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Manuel Tânger
5.0 out of 5 stars If you study this, you become an amazing negotiator!
Reviewed in the United Kingdom on 6 February 2014
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Valentino C.
5.0 out of 5 stars One of the most impactful business books I have read
Reviewed in Italy on 20 August 2014
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Amazon Customer
1.0 out of 5 stars Misleading Description for Book
Reviewed in the United Kingdom on 13 February 2016
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David A.
5.0 out of 5 stars Very Good Negtiation Handbook - Essential for M&A advsiers and other professional negotiators
Reviewed in the United States on 7 June 2017
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