Lenny's Podcast: Product | Career | Growth

The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator)

1h 55min

This episode features executive negotiator Jacob Warwick, who provides a tactical playbook for increasing compensation by 20-40% or more. He emphasizes understanding the value you bring to a company, framing negotiation as a collaborative problem-solving process rather than a confrontation, and avoiding common mistakes like negotiating over email or revealing your desired salary too early. Warwick shares actionable strategies for confidently securing higher compensation by focusing on the pain points you can solve and helping hiring managers visualize the positive impact.

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✨ Key Takeaways

1

Always negotiate: Even a simple "what's the chance there could be a little more?" can lead to a 20-30% increase in compensation.
2

Avoid email for negotiation: Conduct salary discussions via video or in-person calls to control tone, read body language, and prevent misinterpretation.
3

Don't anchor first: When asked about salary expectations, defer by asking "what did you have in mind?" or "what's the range?" to avoid setting a ceiling.
4

Focus on value, not just benchmarks: Clearly articulate the specific pain points you will solve for the company and why that value justifies higher pay.
5

Collaborate, don't confront: Approach negotiation as a joint effort to solve the company's problems, helping them visualize the utopian outcomes you will deliver.

💬 Notable Quotes

"The simplest advice that I can give you is what's the chance there could be a little more? That's not greedy at all. That's just a simple ask. And even that, 20-30%."

— Jacob Warwick
"If you are positioned as a commodity, you will be treated like a commodity."

— Jacob Warwick
"Haste equals risk. The slower you go, the more opportunity you have to collect information so that you can build a compelling case."

— Jacob Warwick