Thursday, July 3rd
8 a.m PST| 11 a.m EST
Our special guest this week, Horacio Falcao, Professor of Management Practice at the Decision Sciences Department, INSEAD will Present on:
The Secret of Cross-Cultural Negotiations
In today’s globalized business environment, negotiators must navigate complex cross-cultural dynamics that shape both the process and outcome of their deals. This article explores practical strategies for managing negotiations across cultural divides, highlighting how differences in communication styles, decision-making approaches, and trust-building mechanisms can either derail or enhance agreements. Drawing on research and real-world examples, it presents a flexible framework to help negotiators adapt their strategies without falling into the trap of stereotyping. The piece underscores the importance of cultural curiosity, empathy, and preparation, offering actionable guidance on how to create value and mitigate misunderstandings when negotiating with counterparts from diverse cultural backgrounds.
When you’re thinking about where to donate, please consider supporting your local food bank.
Our presenter:
Horacio Falcão is a Professor of Management Practice at INSEAD, where he teaches and researches on Negotiation, directs the flagship executive program Negotiation Dynamics, and co-founded and is the current Academic Director for the INSEAD Negotiation and Conflict Management Collaborative (NCMC). Horacio created the Value Negotiation system and co-designed INSEAD’s negotiation certificate programs. He recently published the book "Pharma, Prices & Power: Reshaping Pharmaceutical Pricing Negotiations for a Healthier Future" and won the 2025 FT Responsible Business Education teaching award. As founding partner of Value Negotiation and Qinect,
Horacio is also an entrepreneur who services governments, corporations, and non-for-profits worldwide on complex negotiations. Also, a professional mediator and former international lawyer, he has lived on 4 continents, worked across over 30 countries and earned over 20 best teacher annual awards. He holds an LL.M from Harvard Law School, an MBA & a master's on Organizational Change from INSEAD, and a PhD from Singapore Management University.
Offered by Will Work For Food, founded by Natalie Armstrong-Motin (www.HowToMarketMyMediationPractice.com, moderated by Jeff Kichaven (www.JeffKichaven.com ) and Jean Lawler (www.LawlerADR.com) and Program Coordinator, David Shraga
This worldwide conversation will be like nothing else. Join in! Share, learn, have fun, and raise money for food banks.