Vested Model

Horacio Falcao and the value of value negotiation

Posted: 07/15/2016 - 02:12

Professor Horacio Falcão, a Senior Affiliate Professor of Decision Sciences at INSEAD, warns companies should not start – nor necessarily end – on “price” when it comes to negotiations.

Falcão has written on the concept of value for several years and his work includes the 2010 book Value Negotiation: How to Finally Get the Win-Win Right.

Subscribe to RSS - Vested Model