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INSEAD Business School
Indian School of Business (ISB)
UNSW Business School
ExpertiseNegotiations

Biography

INSEAD Business School
Adjunct Professor

Filip is an adjunct professor of Decision Sciences at INSEAD. His roles include both teaching faculty and coach in the public executive program on Negotiation Dynamics, directed by professor Horacio Falcão. Filip also presents tailored in-house programs on negotiations, e.g. market access negotiation for pharmaceutical companies in Asia, Europe and USA.

Filip’s broader negotiation experience spans a decade and includes having taught negotiation at a dozen universities and graduate business schools, been a consultant for several global negotiation companies, and collaborated with a range of experts in international, commercial and crisis/hostage negotiation. In the process he has consulted on billion dollar negotiations, and trained over ten thousand individuals from all corners of the world, including senior executive leadership across business, academia, government, judiciary, military and law-enforcement.

In 2013 Filip published Negotiation Evolved, a book co-authored by former commanders of police hostage negotiation in Australia and Czech Republic. He is now working on his next book on Crisis Negotiation. Filip has also written articles for INSEAD Knowledge such as When I Found the Salesperson’s Script, Negotiating the Sydney Siege, Stop Selling and Negotiations Should Never come Down to Price.

For more information see www.hron.org

TEACHING AREAS

Negotiation

Indian School of Business (ISB)

Filip is a negotiation consultant, lecturer and author. He has taught students at a dozen universities and graduate business schools, provided negotiation services for several negotiation companies, and collaborated with a range of experts in international, commercial and crisis negotiation. In the process he has coached hundreds of executives across 43 countries and consulted on billion dollar negotiations. He has run 300 programs for over 10 000 individuals from all corners of the world, with participants from senior executive leadership across business, NGOs, academia, government, judiciary, military and law-enforcement. He has also volunteered as a suicide hotline crisis supporter, and he maintains current accreditation in hostage negotiation.

Filip holds a number of teaching positions around the world. He is adjunct professor in the faculty of Decision Sciences at INSEAD, where he teaches in a range of executive programs on negotiation. In parallel he teaches the MBA subject Negotiation Theory & Practice (884) at Macquarie Graduate School of Management (MGSM) with Dr. Andrew Heys. Filip is also program director for the executive program Developing Effective Negotiation and Influencing Skills (DENS) at Australian Graduate School of Management (AGSM). Additionally Filip is visiting faculty at Indian School of Business (ISB), where he teaches the executive program Mastering the Art of Negotiation and Influence (MANI), and at the Royal Institute for Governance and Strategic Studies (RIGSS) in Bhutan, where he has taught negotiation in the Senior Executive Leadership Program (SELP) and Military Leaders Strategic Studies Seminar (MLS). Finally, Filip regularly contributes to Academy Global's Emerging Leaders Program for the Not-For-Profit sector (ELP).

Filip has also contributed articles to INSEAD Knowledge, some of which have been republished elsewhere, e.g. in CEO Magazine. You can find a snapshot of Filip's insights on negotiation in his first book, Negotiation Evolved. He is presently finishing a second book on crisis and hostage negotiation, with input from co-author Steve York and over a dozen seasoned experts.

Having worked with such a large number of individual experts and negotiation companies, and having attended an unparalleled amount of negotiation and crisis negotiation training himself, Filip is today intimately familiar with the full spectrum of negotiation methodologies taught, promoted and used in the negotiation space. This is a rather unique position, from which he can make informed comments about what works and what doesn't.

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