Milan Prilepok

Milan Prilepok
  • Lecturer

Contact Information

Research Interests: enhancing negotiation capabilities, negotiation governance and policies, negotiation infrastructure, negotiation processes, setting targets and performance management

Overview

Milan Prilepok is a Senior Expert in McKinsey’s Operations Practice based in the New York Office. Milan is a leader in McKinsey’s Capability Building service line which assesses a function’s initial capabilities, designs the overall skills training program, and delivers the technical and leadership workshops.

Milan’s client service focuses heavily on the topic of negotiations, having led client workshops for over 10,000 participants in over 30 countries globally. Moreover, Milan works with closely with clients in developing comprehensive fact-bases and scenario analysis, negotiation strategies, designing situation specific negotiation game-plans, as well as architecting and executing war-gaming simulations.

Milan’s negotiations support for clients includes working directly with C-suite executives and board members, as well as functional leaders in purchasing, supply chain, manufacturing, sales, finance, corporate strategy, technology, legal, real estate, etc.

Additionally, Milan conducts research on institutional maturity and practices around negotiations infrastructure (e.g., negotiation processes and playbooks, governance and policies, organizational biases, setting targets and performance management, knowledge capture, and capability building).

Milan has published short articles on negotiations and speaks at conferences, industry forums, and roundtables on negotiations topics (largely focused on the institutional and functional considerations).

Prior to joining McKinsey Milan worked in the automotive and aerospace sectors, with experience on large commercial deals – both from purchasing and account management perspectives. Milan relocated to Japan for two years during an automotive joint-venture program, working closely with suppliers and partners in China, Thailand, and Korea. Milan relocated to Brazil for over two years as a technical consultant, working with suppliers and partners in several countries.

Additionally, Milan served as a strategic advisor to the Jersey International Finance Centre, working with the government, finance sector, and promotional groups in developing a comprehensive 10-year strategy to enhance the jurisdictions’ competitiveness.

Milan has provided advisory support for numerous start-ups in negotiating valuations, contract terms, and operating models with both investors and other stakeholders.

EDUCATION

Milan has an MBA from London Business School and has received certificates in negotiations from several executive education programs:

– Wharton: Executive Program on Negotiations (Bargaining for Advantage)

– Harvard: Advanced Negotiations Masterclass

– Oxford: Program on Negotiation

– UC Berkeley: Negotiation and Influence

– University of Michigan: Negotiating for Positive Results

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Teaching

Past Courses

  • LGST806 - NEGOTIATIONS

    This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills. Cross-listed with MGMT 691/OPIM 691. Format: Lecture, class discussion, simulation/role play, and video demonstrations. Materials: Textbook and course pack.

  • MGMT691 - NEGOTIATIONS

    This course examines the art and science of negotiation. This course develops managerial skills by combining lectures with practice, using exercises where students negotiate with each other. Over the course of the semester, students will engage in a number of simulated negotiations ranging from simple one issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills. Cross-listed with LGST 806/OPIM 691.

  • OIDD691 - NEGOTIATIONS

    Negotiation is the art and science of creating good agreements. In this course we will work on both, studying economics and psychology for the science, and practicing actual negotiations for the art. Throughout we think of negotiation in general terms, relevant not only to salary negotiations and home buying, but performance evaluations, speeches, group collaborations and interpersonal relationships. We practice these kinds of negotiations in 2-, 3-, 4-, and 6-person exercises. Potential reasons to skip this particular negotiation course: 1) We have a strong attendance policy, 2) We have strong no-computers/phones policies, 3) the course is very discussion oriented, 4) We survey your work colleagues about your influence tactics, and 5) you have a short assignment due almost every class. Beginning with the second week of class, if you miss one class you lose a letter grade. If you miss two classes you fail. We have this policy because it is an experiential class, and because your attendance directly affects classmates you are paired with. For some weeks you can attend another section if necessary. Cross-listed with MGMT691 and LGST806.

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