Horacio Falcao and the value of value negotiation Article by Kate Vitasek published In Outsource Magazine on 14 July 2016 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… Here’s the link: http://outsourcemag.com/horacio-falcao-and-the-value-of-value-negotiation/#!