Episode 15: Creating Value Through Negotiation... With Prof. Horacio Falcão

In this podcast episode, Emil hosts one of his favorite teachers from his MBA program at INSEAD, Prof. Horacio Falcão. Emil and Horacio discuss Value Negotiation, a strategic and flexible approach to negotiation designed to maximize rewards at minimum risk in an international and complex world.

Prof. Falcão goes over the common myths and pitfalls of negotiation. He explains the differences between Win-Lose and Win-Win, and elaborates on how Win-Win ties into Value Negotiation. He also advises on how we can be nice but not naive in negotiations -- meaning how we can apply Value Negotiation without getting taken advantage by negotiators pursuing a Win-Lose outcome.

At the end of the episode, Emil and Horacio discuss the skills that executives should hone to become successful negotiators.