Small groups of participants collaborate on course-specific projects based on real-world negotiation tasks (groups change across the tasks)

Collaboration with peers across industries and geographies, and in community discussion forums

McKinsey consultants serve as teaching assistants, providing distinctive engagement and guidance

Program is taught by McKinsey Negotiation Experts who provide practical “how to” guidance based on diverse set of industry backgrounds

Encourages application of concepts, including in-line discussion prompts and opportunities for self-reflection

Milan is a Partner who has coached client executives across 250 organizations in over 35 countries on negotiations on numerous topics. Milan speaks at various external conferences including Harvard Business School, The Conference Board, Women in Negotiation, etc. Milan also teaches an MBA negotiations course at The Wharton School, and has been rated top 15% faculty by students.

Ben Mathews is the senior partner and leader of the Cleveland office and has extensive experience in retail operations including sourcing not-for-resale items, merchandise assortment, business partnerships & negotiations, store operations, store of the future and supply chain. He has over 20 years of experience both as a consultant and as the VP Supply Chain & Chief Purchasing Officer for a $20B+ global industrial manufacturer.

Scott Parris is a member of the firm’s North American Purchasing & Supply Management and Real Estate Practice, and with 30+ years of procurement experience. Scott manages a negotiations portfolio of $100+ billion.

Patricio is a leader of McKinsey’s Product Development and Procurement practice with extensive expertise of over 16 year in product development, strategic sourcing and supply chain in private label (grocery, home goods, personal care), apparel and footwear, industrial and pharma products, as well as in indirects cost optimization. He has led ~80 major operations transformations with emphasis in driving rapid financial impact as well as long-term sustainability through capability building and change management. He is also founder and global leader of McKinsey’s Digital Procurement.

Chirag is a Partner in Operations Practice, led 75+ strategic negotiations across several functions (Trade unions, capital projects, public sector oil NOC, engineering equipment and consumer goods), experienced in negotiations from both sell and buy side. He has led procurement transformation programs including advanced negotiation strategies and war gaming to deliver results quicker and improve cashflow. Chirag also provides advisory support to several Silicon Valley and London start-ups in negotiating terms with investors.

Spurti Chivukula is a Senior Expert based out of Chicago. She works with organizations across industries, providing coaching from procurement professionals to C-suite executives on negotiations strategies and war-gaming. She has designed and led multiple capability building programs for 5000+ clients across the globe.

Prior to joining McKinsey, she was responsible for flat steel and sheet metal procurement for Suzuki’s India plant.

Hilary Moore is a Senior Communications Expert with McKinsey. Her work focuses on effectively leveraging influence techniques across cultural barriers. Hilary coaches clients and teams to utilize and present with compelling negotiation tactics.

Juan Sarmiento is an Expert in Procurement and Product Development Practice based in Houston. Juan works with clients across industries on procurement topics including helping build negotiations strategies with incumbent suppliers.

Before joining McKinsey, Juan spent 14 years in Procurement at Dell and Motorola where he mostly focused on semiconductor categories including CPU and memory.

Joao is a Procurement Expert in the São Paulo Office with over 10+ years of consulting experience mostly focused in Procurement, particularly in logistics indirect goods and services categories in 10+ countries. Joao has trained 1000+ buyers in sourcing and negotiation across 20+ clients

Prior to McKinsey, Joao led over 30 negotiations across several categories (logistics, marketing, maintenance, services) for clients in Auto, Retail and manufacturing sectors across LATAM

Nehal Desai is a procurement and negotiation expert based out of Raleigh, NC. Nehal utilizes 21+ years of industry, and McKinsey combined experience to help clients deliver maximized impact during procurement transformation. She brings cross industry best practices to provide coaching and capability building to drive sustainable changes with a specific focus on negotiation and other core procurement topics.

Ricardo Rugamas is a negotiations Senior expert based out of Southern California. He supports large procurement transformations across industries and has led over 60 negotiation best practice workshops for 2000+ clients around the world.

Prior to joining McKinsey, he served as a lead negotiator for Target’s Electronics, Entertainment, Toys & Sporting Goods divisions where he led 50+ supplier negotiations across different categories.

Vikas is a Senior Expert in McKinsey’s Product Development and Procurement practice, with deep expertise in sectors such as advanced industries, Pharma and Consumer. He leads digital development in negotiations in Asia region and has led several Procurement transformations. He is passionate about building client capabilities and has designed and delivered several capability building programs.

Carolina is an Associate Partner in McKinsey’s Product Development and Procurement practice and co-leads the Supplier Collaboration service line. She brings with her 10+ years of procurement expertise serving global clients in end-to-end transformations. As a part of her work in leading Supplier Collaboration service line, she partnered with Michigan State University to develop the Supplier Collaboration Index study, focused in measuring the state of maturity of collaboration across key dimensions. Prior to joining McKinsey, Carolina worked 10 years for a financial holding as SVP for Business Development, covering various industries including Financial Services and Hospitality.

J.C. is an associate based out of McKinsey’s Dallas office with a focus on procurement and negotiations. Prior to joining McKinsey, he worked in Major League Baseball’s Labor Relations Department and worked as a teaching assistant for Stanford Law School’s Gould Center for Conflict Resolution while earning his JD/MBA there.

Sean is a procurement expert with deep expertise in IT / Technology sourcing. He has led several IT /Technology based negotiations for our firm and has successfully coached several of our clients in achieving greater value in IT/ Technology categories.

Chhavi is an Partner focused on Core Technology and Operations transformations and Procurement excellence in the financial services space. He co-leads McKinsey’s core technology transformation service line for banking and supports McKinsey’s supplier collaboration academy. He has led several end to end digital transformations for Banks, Telecom and Airline companies.

Lina is a Procurement Expert with deep expertise across sectors such as advanced industries, Healthcare and Oil & Gas. She has coached several clients globally in negotiations and procurement overall and leads client capability building programs.

Ryan is a part of the Product development and Procurement (PDP) practice and is based out of Dallas. His procurement areas of expertise are category management, advanced sourcing (e.g., eRfx), Next-generation procurement operating model, clean-sheet based negotiations, indirect spend management, supplier collaboration, performance management. He brings 8+ year of industry expertise, focusing on strategic category management and supplier negotiations.

Casper Bek is part of McKinsey’s Operations practice, leading clients through transformation programs within their supply chains. Over the last 5 years, Casper has supported clients in the global energy, materials, and advanced industries across North America and Asia. Casper is a facilitator for McKinsey’s client capability building programs in Procurement. Before joining McKinsey, Casper spent 5+ years in Procurement strategy and Operations at Maersk Group where he led efforts in newbuild CAPEX procurement, TCO-based sourcing, and organizational transformations.

Abhilasha is an expert in McKinsey's Operations practice based in India, with 11 years of corporate experience. She is located in the Gurgaon office and leads India's procurement hub, consisting of experienced professionals from different sectors specialized in procurement. Abhilasha specializes in topics such as technology and telco procurement, negotiations, and indirect procurement. She is also the founder of a unique solution called Negotiation Factory, which helps buyers negotiate at scale.

Arun is an expert in McKinsey's Operations practice based out of India. He specializes in digital procurement, negotiations, and indirect procurement, and supports procurement transformations across industries. Arun is leading the development of a unique solution called Negotiation Factory, which helps buyers negotiate at scale.