The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator)
Джейкоб Уорвик — коуч по переговорам для топ-менеджеров — рассказывает, как руководителям добиваться повышения компенсации на 20-40%. Его подход строится на сотрудничестве вместо конфронтации, понимании мотивации другой стороны и отношении к поиску работы как к процессу корпоративных продаж. Простой вопрос «А есть ли шанс получить чуть больше?» часто разблокирует прибавку в 20%, а при грамотно выстроенных переговорах средний рост составляет 40%. Уорвик объясняет, когда на самом деле начинаются переговоры (гораздо раньше, чем кажется), почему информация и тайминг создают силу, и как отвечать на вопрос об ожиданиях по компенсации, не занижая себя. Лучшие интервью, по его словам, ближе к discovery-звонкам, чем к допросам.
The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator)
Jacob Warwick is an executive negotiation coach who helps senior operators negotiate better salary, equity, titles, and severance packages. He has worked with leaders across tech and Hollywood, was previously a founder and CEO himself, and has helped clients secure millions in additional compensation. His approach focuses on collaboration over confrontation, understanding motivations, and treating job searches like enterprise sales processes.
Listen on YouTube, Spotify, and Apple Podcasts
We discuss:
Why a simple “What’s the chance there’s a little more here?” often unlocks a 20% bump
Why Jacob sees 40% average movement when negotiations are run well
When negotiation actually starts (hint: it’s much earlier than you think)
Why information + timing create power
The biggest mistakes people make when negotiating
How to navigate the important “What’s your comp expectation?” question without anchoring too low
Why the best interviews feel more like discovery calls than interrogations
Brought to you by:
Orkes—The enterprise platform for reliable applications and agentic workflows
Mercury—Radically different banking
Omni—AI analytics your customers can trust
Where to find Jacob Warwick:
• Substack: https://www.execsandthecity.com
• YouTube: https://www.youtube.com/@ExecsandtheCity
• Website: https://www.thinkwarwick.com
• Complete Job Search Course: https://www.execsandthecity.com/p/complete-job-search-course
Referenced:
• The ultimate guide to negotiating your comp: https://www.lennysnewsletter.com/p/the-ultimate-guide-to-negotiating
• Sam Altman on X: https://x.com/sama
• Tom Brady on X: https://x.com/TomBrady
• Career Huddle: Interview & Negotiation Master Class with Jacob Warwick: https://www.youtube.com/watch?v=TgjWTiSj8E8
• Salesforce: https://www.salesforce.com
• Julia Roberts: https://en.wikipedia.org/wiki/Julia_Roberts
• Matt Damon: https://en.wikipedia.org/wiki/Matt_Damon
• Steven Spielberg: https://en.wikipedia.org/wiki/Steven_Spielberg
• Marc Andreessen: The real AI boom hasn’t even started yet: https://www.lennysnewsletter.com/p/marc-andreessen-the-real-ai-boom
• Chris Voss’s quote: https://www.goodreads.com/quotes/10181396-remember-never-be-so-sure-of-what-you-want-that
• Chris Voss on X: https://x.com/fbinegotiator
• Werewolf: https://playwerewolf.co
• Modes of persuasion: https://en.wikipedia.org/wiki/Modes_of_persuasion
• How to use tactical empathy: https://www.linkedin.com/posts/christophervoss_tacticalempathy-negotiation-customerexperience-activity-7361004118808670212-oeRy
• ZOPA, BATNA and Win-Win in Negotiation: https://www.parallelprojecttraining.com/blog/zopa-batna-and-win-win-in-negotiation
• Marvel: https://www.marvel.com
• Negotiation Made Simple podcast: https://www.buzzsprout.com/2227030
• Minuscule: https://www.youtube.com/user/Minuscule
• Claude Cowork: https://claude.com/product/cowork
• Macrofactor: https://macrofactor.com
• Whoop: https://www.whoop.com
• Gemini: https://gemini.google.com/app
• The Cody Dieruf Foundation: https://breathinisbelievin.org
• Cystic Fibrosis Foundation: https://www.cff.org
Recommended books:
• Negotiation Games: https://www.amazon.com/Negotiation-Games-Routledge-Advances-Theory/dp/0415308941
• Influence: The Psychology of Persuasion: https://www.amazon.com/Influence-Psychology-Persuasion-Robert-Cialdini/dp/006124189X
• You Can Negotiate Anything: How to Get What You Want: https://www.amazon.com/You-Negotiate-Anything-Herb-Cohen/dp/0806541229
• Negotiation Made Simple: A Practical Guide for Solving Problems, Building Relationships, and Delivering the Deal: https://www.amazon.com/Negotiation-Made-Simple-Relationships-Delivering/dp/1400336325
• Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity: https://www.amazon.com/Radical-Candor-Kick-Ass-Without-Humanity/dp/1250103509
• High Output Management: https://www.amazon.com/High-Output-Management-Andrew-Grove/dp/0679762884
• How to Win Friends and Influence People: https://www.amazon.com/How-Win-Friends-Influence-People/dp/0671027034
Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email [email protected].
Lenny may be an investor in the companies discussed.
My biggest takeaways from this conversation:
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