Dealmaking Across Cultures: Are There Universal Rules in Negotiation?

Professor Gonçalo Pacheco de Almeida is the Dieter Schwarz Foundation Chaired Full Professor of Strategy and Negotiation, the Academic Director of the MBA Strategy Specialization, and the co-Chair of the Strategy and Business Policy Department at HEC Paris.

He is also a member of CNRS-GREGHEC, the French National Research Center and HEC Paris research lab. Professor Pacheco de Almeida received his PhD in Management from INSEAD and holds an MBA in Strategy and Finance and a BA in Economics from the Nova School of Business and Economics. Prior to HEC Paris, he was an Assistant Professor of Management at the Stern School of Business at New York University (2002-2011), a guest lecturer at Sciences Po (Paris), an instructor at the Nova School of Business and Economics and a strategy and risk management consultant.

Professor Pacheco de Almeida is interested in the areas of strategy dynamics, negotiation, competition, innovation, logic and causation, business and politics, sustainability, and his work has focused on the high tech, energy, and education sectors. His research has been published in the Strategic Management Journal, Management Science, RAND Journal of Economics, Strategy Science, and the Academy of Management Journal. He is an Associate Editor at Management Science and serves on the Editorial Board of the Strategic Management Journal. Professor Pacheco de Almeida teaches Advanced Strategy, Strategy Dynamics, Negotiation, Business Strategy in the PhD, MBA, Executive Education, and Grand Ecole programs. Professor Pacheco de Almeida received the 2013 BNP Paribas Pierre Vernimmen Best Professor at HEC Paris Award and the HEC MBA Classes of 2012, 2013, 2014, 2018, 2021, and 2022 Best Professor Awards. In 2016, 2017, and 2020 he was nominated again for the BNP Paribas Pierre Vernimmen Best Professor at HEC Paris Award. In 2018, he was named one of the Favorite Professors of the Best and Brightest MBAs worldwide by Poets & Quants.