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Jacob Warwick

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2026-03-15
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2026-03-15
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  1. “Thank you, Lenny. I appreciate the time today. And again, I was real giddy about it, and your motto was to have fun. I had a lot of fun today. Thank you.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  2. “I'm not pumping out video content all the time. And then there's a small paid tier if somebody wants to get discounts on coaching. They also get access to JacobGPT. That's another AI mentioned that's digitally trained on, I think you have one too, right? It's like trained on all my content. LinnyBot. Yeah, so it's like a Jacobot, which is a minor LennyBot, right? Trained on my content. And then I do some additional case studies for them. And then my actual business is Thinkwarwick.com. which just tells you outcomes that we've been able to deliver. So I'm not going to ask you for Instagram or anything like that. Just real simple.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  3. “Listeners can be useful just by advocating for themselves, rising tide forever. That's important. I don't, I guess I don't really have social media. I deleted LinkedIn. The post I wrote about that kind of went viral on substack is cool. I think I shared that one with you. I have execs and the city.com, which, yes, is a play on sex in the city. It's kind of explaining some of the things that people are afraid to talk about. So execs in the city is my sub stack. And I write once a week on Thursday morning and I share little thoughts on what's happening. Occasionally I'll share case studies on what clients have done. I'll share play by plays in the actual scripts. That's also where I have a free job search course, about eight hours. Then I filmed. I used to sell it for like a grand. Now I just give it away for free. That's also available on the YouTube, which is execs in the city, which I have like 100 subscribers. So don't expect a lot of content from me.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  4. “So that's the foundation we support these rural areas that don't have access to that healthcare. And then I've also started conversations with the cystic fibrosis foundation, which really helped funding, they helped fund the life-saving medication that changes the life expectancy from seven to 70 years old. They are expected to have full lives now. So that's something that I'm very passionate about.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  5. “In that part, like I was in tears thinking about that. I did, I've talked a little bit about my son's diagnosis. Like, it's not defining our life, but my wife and I prayed about this. And it was, if it would happen to anyone, it should happen to us because as soon as that happened, I made a handful of phone calls. I did all this networking to be selfish and build my career and do these things in that give before you ask it to receive philosophy. I've always kind of lived by that, undersell, over deliver. And within 24 hours of his diagnosis, I had a phone call from the chief medical officer at Denver Children's Hospital at Stanford. I got a call from the FDA that said, don't worry, your son's medication is getting lowered to one-year-old. And the Tricaft is going from six to two. So he may never experience the symptom in his life because this has changed now. So I felt this immense blessing and support through that.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  6. “And her son passed away. She had two other boys with cystic fibrosis. And then so her 27 year old son, two years younger, needed a lung transplant. And she actually found out that our agency existed in that period. And we funded the life flight to Denver Children's Hospital to get that life-saving surgery and saved her son's life. And Sounds like a great story. The part they got me was that now the mama feels all this guilt because she could have saved her son's life if she knew we existed”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  7. “I'm working for, or I'm on the board of the Cody de Rouf Foundation, and that's in Bozeman, Montana. And what we do is my son has cystic fibrosis and cystic fibrosis is a genetic condition. I'll actually talk a little bit more about it in predetermined because his life was quote unquote predetermined. We were not really accepting that. But with our foundation, we helped rural parts of Montana and get access to the healthcare that they need. And so they got me with this. So we helped this family, this woman, she had three boys. This is a sad story, so bear with me. So one of her boys, 29 years old, needed a lung transplant. This is what cystic fibrosis does. So made it to 29 is good. Life expectancy used to be seven to 10 years old. So made it to 29, needed a lung transplant. She couldn't afford it.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  8. “That's how networking works You don't network with someone trying to take. You say, How can I help you? And that's a principle from Chaldini also, right? How to win friends and influence people, right? That's not why I do it. I'm just suggesting a scenario where you can read more on that.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  9. “I mean, I love Claude Coork. I'm sorry for mentioning AI, but like I really only use a handful of products, so Cloud Coworker is one of them. And MacroFactor for Macrotracking. And I got a whoop this last year. And I've lost almost 50 pounds just paying attention to my whoop stats and like trying to sleep. And you could tell I'm a pretty obsessive guy. So data like still geeks me out a little bit on that. But those are the three products that I would use every day. And a little bit of Gemini too. Those are the two, in my opinion, winning the race.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  10. “Finding a little boredom and creativity, that's how you get creative. If you're constantly, if it's like cocoa melon and paw patrol and you're like, you can hear the beats in your head, like you can't do that. I'm not going to do that to my kids.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  11. “No, that's why it's so good because you're so overstimulated having kids that it's so mellow. You can be like, oh, I actually get to think a little bit.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  12. “Been really liking watching Luca, the Disney movie, having a toddler and a newborn. I really just watch cartoons now. So I actually for low stimulating things. I really like minuscule. It's like a YouTube short that's like French made. And it's like spiders and flies and like bugs, just very low stimulation hanging around.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  13. “I'm not, I only create. I've got this rule that create 10 times more content than you consume. So I read like one book a year, and now apparently I'm going to write one book. So maybe that'll be the new goal.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  14. “That's the one. I mean, I like Herb Cohen's. You can negotiate anything. It's a little dated. Old white dude in the 80s dated. Be mindful. It doesn't suit all audiences, but Go into market with meta versus Instagram and the acquisition. Like, it's not complicated. It's like, here's an apple and here's an orange and here's the concept of negotiation really spelled out simple. I did just do a podcast with John Lowry and he wrote a book called Negotiation Made Simple. And I remember reading it and I was pissed off because I'm like, I wanted to write a book a couple years ago. And then I read his and said this is what I wanted to write. So I was frustrated. And then I was like, I'm going to reach out to him because I have a lot of respect for him. So I did his podcast. That'll be live soon. But yeah, that was negotiation made simple. It really breaks it down in an easy way. And that could be like a Bible. And then I like radical candor. I know some of your guests put that on. I've met Kim Scott, who's phenomenal. Like that radical candor really gave me the confidence to be assertive in the ways that I never had been before. So my wife taught me that.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  15. “In the world around us. But if you fear it and you don't understand it, you'll never have an opportunity to change it. And so you need to take some chances on yourself with this. And hopefully that's another piece, just having the confidence to go out and try, even if you fail, you're failing forward. You're learning, right? You're going to find a style that works best for you. It's not that Jacob Orwick's style is the style that's awesome or Lenny's style is a style. You don't need to copy anyone else. You need to find that center that works well for you and what you're comfortable.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  16. “If you're going to take a chance, take a chance on yourself. I'm sure a lot of these folks are parents or a lot of these people are parents and you want to. Want to be the best version of yourself and show that your kids that you could survive anything, you're going to get a couple bruises along the way, right? Like these are great first world problems to try to fight for, right? Like it's not going to take away your home. The thing is you're only going to make life better around you. If your cup overfloweth, you'll be able to give more to others. So it's not about, am I worth it? Is that like if you are a generous person naturally, you can be more generous if you have more wealth? If you're afraid of wealth, this is something that really screwed me up. Like I used to despise wealth. It despised it, right? And I don't know why. It was like miss, like I didn't trust people with money. I felt like they all had to be dirty or they all had to do something. And to be fair, a lot of people do. Things are highly questionable and unethical, right? And we see that.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  17. “Money is like, I'm not going to get hit, right? Nobody's going to get hurt here. So I could start to see that and I could see the body language and I can understand when somebody was in a tense moment. And all I ever wanted to do, because I felt that from a little kid, was help that person feel safe. Help them feel safe in that moment. So I've been obsessed over how to solve that for my entire career. First for myself. And then what became natural for me is for other people because I could see their growth. And that's what became most fulfilling.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  18. “My mission is to make what I've learned from very successful people more accessible, right? And if you put a pay band on all of that, you're not making it accessible. And my hourly fees are very high, right? So it's like I don't want to push for that and feel like I'm unobtainable. So I want to give away as much as I can. And these things shouldn't be gatekept. They often are. But yeah, I was mentioning a little bit in the green room. I just, I felt a little powerless growing up. There's like some little substance abuse and trauma as I was growing up. And I never felt comfortable or safe. And so when I became a little older, I started to understand psychology a little bit differently because the same fear I'd have as a child, I could see in the boardroom. I could see the same fight or flight mechanisms, but that was far less scary, right? So it's just money.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  19. “Hopefully, that was tactical enough. If it's not, I do have a lot of written scripts that are out there that you can copy and paste so you don't have to just rip the transcript down from all Lenny's videos. I do have written scripts and guides for this and I have a free course on how to do this too that's on YouTube. So it's not like you're, if you need the actual specifics, there are a lot of scenarios I've already kind of covered. Amazing.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  20. “And you have the audacity to do this, I may send a text message or an email to the hiring manager and say, hey, we're almost across the line. It sounds like we had a sticking point. Are you open to have a conversation? That's who I want to close with. And I don't want to put the recruiter down and say it just sounds like we're at a sticking point here, and I'm really looking forward to working with you. Are you open to chat real quick? I don't need to have a big laundry list of I'm going to do this for you and I'm going to do that. That will not work. And I've noticed this in RBAC and force in your emails. Like you'll respond with two words. That's all you need, right? You don't often need more. So the more confident you get, the shorter your communication gets. And sometimes it can be as simple as texting the hiring manager saying, open to chat. You don't give them any reason. It's just open to chat. And then you control the conversation from there.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  21. “Again, with the nuance, you may have already committed to a range before, and it can be difficult to have that conversation, right? So I might say, hey, after we've had the conversations with hiring manager and yada, yada, it sounds like the scope of the role has increased. Are you open to revisiting the comp structure on this? That's likely how I would respond. If the recruiter says this is all we can do,”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  22. “Recruiter is going to, again, they're probably going to have that 20%. We have a room there. If you're okay with that, I might, again, just say, what's the chance we can bump? Like this is what I was looking for, right? I would probably, knowing that the recruiter is going to split the difference, I would probably anchor higher versus lower. There have been some studies, and I was reading some, I've read a lot of negotiation books. There's like one from the 70s on these negotiation games. And those who anchored egregiously high won 75% more than those who just tried to be reasonable. So it's like, look, I was hoping for 150,000 more. Sometimes you get 70, right? Sometimes you get 50. But if you ask for 50 more, you would have got 15, right? So if you are going to re-anchor, just say, hey, I was kind of in the ballpark of this.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  23. “Like 3 31 years. So between 11 days, that's the discrepancy between a million and a billion. These things scale so exponentially. It's just that what you say and how you negotiate just kind of changes. So if you want to really increase your comp, you do have to move ROMs. You have to start networking and making connections with folks that can do that with you.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  24. “Talk about being aggressive and the production company is like, all right, how about 13? And this was in like a two-day span. So they went from 5 million to 13 million dollars in two days. And they're like, well, instead of 22, how about 18? Like they're moving $4 million chunks at a time. And we're over here in tech going like, oh, I wonder if I can get 10,000. So like that's something that I just find absolutely wild. The bigger the like this is just like you want to make money solve rich people problems right that's what happens right it's it's just escalated i can only imagine what a negotiation with like elon musk would be like a hundred billion at it and you're like oh my gosh like i also found out that a million seconds is like 11 days have you ever heard this a million seconds is 11 days do you know how do you know how long”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  25. “I think what's interesting about Hollywood is that it's so far fetched. You were talking about what happens when offers get rescinded, right? And before I was working in Hollywood, I would try to talk people into asking for $20,000 more, which after taxes is like eight, right? And then when you look at it, it's like $400 a month or whatever you're struggling to maybe ask for $10, $20,000. In Hollywood, like we did this deal with, I can't share who, A-List Celebrity, and the company said, we want to pay her $5 million for this movie. And the attorney came back, we want 22 million dollars.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  26. “$10 million a year, a 10% increase to have to go back to somebody they didn't like not powerful. My suggestion was, can you ask the actor, this A-List celebrity, to humble themselves and apologize? And that is what moved the deal across the line. Actually came in and apologized for the behavior. It's not going to be like that. That's what got the deal back together. And the million dollars was saved. So it's not always about money. I use a lot of money in the stories because it's kind of shock and awe. It's like, wow, like that's going to have big impact. At the end of the day, if you're making $18 an hour and you negotiate to 24, that's such a material difference in your life. That is so magical to maybe be able to afford gas for the first time, right? And then I'm telling stories where people haven't thought about how much gas costs ever, right? So there are situations I remember that. Just 10 years ago, well, 12 years ago, I was homeless fighting through all this stuff and didn't know if I could pay for gas. So it's one of the reasons I'm inspired to do that is that you can make a material difference and it compounds throughout your life, but it's not always about money.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  27. “This A-List celebrity and their writer on this third installment of a movie didn't like it. So I think celebrity kind of being a pre-Madonna. I hate it. I don't like the direction it's going. They're not writing me right. Fire. Offended the original director because they wrote the first two movies and they were very successful to build this franchise. So pissed off, right? Next writer comes in. This is worse than the one before. Can we just hire back the first one and get work through it, right? So six months later, money production delays, all that. Go back to that original writer. And the agency's like, we got to throw money at this guy to get him to say, yes, here's a million more dollars, right? Didn't do it. Like a million dollars wasn't enough to mend this relationship. The important lesson here is it's not always about money. That individual was making”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  28. “Another one of my favorite questions What would your life look like with less maybe a minimalist or stoic type philosophy? One of these Hollywood deals we did we had a director and a Marvel superhero that got in a spat on a big franchise. Estimated $500 million to billion dollar franchise opportunity.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  29. “What must be true and like truncating that experience just to think through it not necessarily that I'm asking them to rush through it or whatever, but I have clients that they'll have $10 or $15 million in the bank and they'll be on their late 50s and they're like, oh, I need $10 or $15 more to retire. What? What do you mean you need 10 to 15? Like if I had a million dollars, I would retire. Like, give me a break. That seems like so much money to me. Why is that the case? So I like to challenge those notions there, right? It's an important thing to think about. Like it's not as step by step as it needs to be. Because sometimes.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  30. “Oh, yeah, thanks. I'm a prolific writer. I'll get after that. But the book title is called Predetermined. And I want it to be predetermined with a question mark, right? Because none of these outcomes are predetermined, no matter what situation you are in your life, how you were raised, it will, it could be more difficult for you, but it's not predetermined. And it's one of the reasons I love this work is that I don't know what the outcome can be. We don't know. You should never be so sure because then you start putting a ceiling on your life. And one of my favorite things to ask somebody, and they're like, oh, Jacob, I want to do this in five years. Let's say, what would that look like if it was done in one?”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  31. “Now it must happen. I know, like, I just kind of clinched up a little bit because, like, I got it, I gotta do it. It's not early in the year. You gotta.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  32. “And really, what negotiation comes down to information and timing, that's what creates power, right? Those are the three things. That's all you need to know. You have to have the information. When we were talking about that game of werewolf, even when you're outnumbered five to one, if you have more information, the odds are you'll win, right? So I don't want it to be overly complicated. One of the I guess I have to say. So I'm trying to write a book this year. I'm going to write it. I'm going to write it out.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  33. “But then you're like, what's my zone of possible agreement? What's my best alternative to like? Those things are all very true, but it comes off intimidating, right? And When we try to focus so much on frameworks and academic, we stop listening. That's one of the most important parts. If you're reaching a block, why does that block exist? Don't know the answer, you haven't asked the right questions, right? You don't necessarily know this is an information imbalance that you have.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  34. “That was one of the things that was hard about the article we wrote together I have gains, right? It's a process that I follow. It's not a concrete step-by-step process, but one of the reasons I'm so hesitant to go this route is because negotiation comes off so complicated. It's so complicated and so academic. When you look at the books that were written, you have, well, Chris Voss has kind of popularized it lately, but it's like, imagine there's a gun to your head and in an FBI situation like I don't have a gun to my head. I just am dealing with my boss and I want to understand how to do this. Or you read getting to yes. And it's like, well, what you need is a strong batna and a good Zopa. And it's like very academic and you're in the moment trying to have a conversation and have empathy and listen”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  35. “So, not everybody does it out of the goodness of their heart, not in a capitalist society, right? You have to show them your motivations here are important, right? So women negotiating, if you want women after you, to have an opportunity, have the opportunities and better opportunities than you have, you have to have the guts to do that. And that's very easy for me to say. I'm not in your shoes, but naturally we have to be a rising tide. And there are folks that aren't going to take that challenge, and that's okay, right? Let's all push for those to help and make it easier for everyone.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  36. “Oh, I love this. Yeah. So this is fun. But so, this is kind of like a private equity hostile takeover situation. And this reader of yours was getting pushed out of the company. And if you try to go head to head with the PE, you're going to lose, right? You had a great relationship with the CEO, a 10-year relationship. But the CEO wouldn't take any action to support him. Until we made it about we. The CEO had made comments that I'm probably going to get fired too, right? So what we did was we talked to the CEO and we said, whatever precedent you helped me deliver, you're going to get two to three times that. So we need to set this up, right? So then they were full on. You had the CEO and the CPO putting together a game plan to advocate against the private equity to support that transition plan. We got a retention bonus and a severance bonus on the table because of that, right? Because now the CEO is protected as well, can point back to some precedent.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  37. “Pushback because a rising tide raises all ships, right? If companies want to rely on precedent, have the audacity to raise the precedent because the next people in line will do that. To the point about collaboration, this was actually with one of your readers. Read that first article we did. We made a lot of money on this deal”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  38. “That's defeatists. Like, that sucks to have that feeling. Now, I don't know what that feel like. I have done fairly well for myself. There are some advantages that I had. But I said, look, how many of you in here are mothers? Many of these women raise their hand, right? How many of you are mothers to daughters? Many of them raise their hands. I said, could you look your little girl in the eyes and say, sweetheart, just get 80% out there? Just go after that and do that. And it kind of like shocked the room a little bit because I can't compete on that level, right? I don't know what that feels like. I can't do that. But I said, look, if we don't learn to grow together, we're never going to solve this problem. So what we're trying to do here, and this is what I encourage all listeners to do, fight back. There's a big power imbalance, right? Here's the founders coming in again. Like, Jacob, don't tell them to do that. I don't want to revolt, right? Take care of them, right?”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  39. “Take a different approach on every person. So, whether you're a product leader or a marketing leader or a sales leader, or you're from San Francisco or you're from Dubai, or you're from New York or you're from LA, or you're German or you're everybody is different culturally. So male, female, like every little nuance is important. You're gay or you're black or there are different challenges that everybody has to overcome, right? And I remember This was a powerful one. I was speaking to chief. There was about 400 women in chief. And I'm the white dude mansplaining to all these women about negotiations. It's like the scariest position for me to be in. And I remember there was this African American gal. And she said, Jacob, should we just negotiate for 84%? Because that's what we're going to get anyway.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  40. “They brought the offer back on the table for her authenticity and transparency. That was the path that we, there was two phone calls to come up with that idea. She got that deal back on the table, is now happily making $800,000 a year. So when things go south, approach it with honesty, integrity, say like I made a mistake. Take ownership, extreme ownership really helps here. That could probably be one of those points. When you fail to live to deliver, take ownership of that. Take that note. It may mean you're getting level set a little bit in your career. That's okay. You're still growing.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  41. “It's important that women take care of each other, right? And it's clear to me that you have. There's that positive reputation, right? I got to be honest with you, I hired a coach to try to understand what to do because in the past I failed. In the past, I haven't been my best advocate. In the past, I've done less. I suspect you know what that's like. Boom, shared identity, right? They all know, all women know this together collectively. This is a shared identity tribe thing, right? I made a mistake and I disagreed with the advice, but I did it anyway because I had to try.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  42. “So she was negotiating with a female CEO and three other females on the executive leadership team, and they rescinded the offer because it sounded like she was a bad cultural fit because she was acting like a man. If she wasn't being her authentic self, she was acting in this persona that she wasn't comfortable with. And to be honest, she said to me, I wasn't comfortable with that advice, but I did it anyway because women should stand up for each other. We should push, right? And I commended her for that. And so what we did was I said, look, call the CEO, explain what happened, share that. Obviously,”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  43. “That was her advice. Like, you need to be aggressive, you need to do this, you need to do that. Like, you need to negotiate for your worth, which, you know, I understand the appeal of that as like if I would understand like a woman that wants to negotiate”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  44. “Couple elements to that story. One, the not delivering pieces that's more common rescinded offers. I have never had a client with a rescinded offer. What I will get is a no. This is the top, take it or leave it, right? Fine. They go, they get an ultimatum. Fine. I have, however, helped somebody, they weren't a client, also a CMO. And she... She was offered an $800,000 contract total cashwise and It was rescinded, and so I took this case on pro bono. I got a phone call. I was like, I just want to see how this plays out, right? And she was in tears. She lost the steel. She turns out she had a career coach that said, you need to negotiate like a white man.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  45. “Yeah, absolutely. Just you have to be more comfortable understanding the body language and the tone you're picking up these things, that you can't control when somebody opens their phone. The worst thing is they're on their way to pick up their kids at school and they open your email and it just doesn't sit right with them and they're in traffic. You can't control whether someone's going to do that. Or like I said earlier being busy at the airport, rush through security or they just got off a call with somebody that's frustrated. But if I hop into a video call and I can see that you're visibly frustrated, like if for whatever reason you look like your toddler kept you up all night, I'd say, hey, Lenny, would you like to reschedule to a time that feels more comfortable for you?”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  46. “Because they inevitably came to look, what's it going to take to hire you? And she's like, I don't know, like, oh, maybe a company car. And they said, well, what kind do you like? And then she said, Mercedes. And they're like, done. What model? And then she's like, oh, a G-Wagon. And what happened was all the budgets were capped, but it was a company write-off to have a 6,000-pound vehicle. So it was a 350,000 car added to her contract that was a company ride off that reduced the tax expense. So that's not going to happen. I don't suggest people go ask for G-Wagons, but the fact is. We came to a stall point and we found a solution for that.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  47. “Bonus point. I know I'm monologuing a lot. Don't be afraid to get creative. Like creativity is interesting. And one time we got someone at G-Wagon after being like maxed out on comp. I like this story because it's so out of this world. You're not going to get a G-Wag and I promise you it is likely not going to happen. But we had this CEO who had two offers that were both 2.4 million and they were stalled first world problem, right? Like tiny violin, 2.4 million a year, this CEO deal. She told me, and this was just a joke like this wasn't some Machiavellian plan. She was like, look, I don't know which to choose. They're both maxed out. And I was trying to say which one would you like more? She wasn't giving me anything. They're both fine, whatever. And I said, well, I don't know. What kind of car do you like? Right. And she said, oh, I love Mercedes. Tell him that, like joking.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  48. “Importantly, when my client came into that company, she looked like a hero because everyone's like, that's the woman that negotiated us all severance protections, right? So we made the company, we used the company's equitable policies to do that. Now, I will say that's not common, right? So folks are like, then, that's fantastical. That may not happen, especially with private equity, it usually doesn't. There are ways that we want to appeal to a humanity more so if we can.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  49. “And so instead of it being like you're negotiating the terms of your divorce before you get married, that's what's awkward here. We said, well, given that we've had a problem with talent being poached and going elsewhere, and we just did a big riff Wouldn't it make us look good to proactively give everyone on the executive leadership team six months to show that they're safe and committed to the company? And then we fed that idea to the CEO so the CEO could look like the hero.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source

  50. “Not about me, right? So another severance conversation with a chief marketing officer, this is $200 million private company a couple years ago. So she comes in, she gets offered $340,000 base salary, 30% bonus equity, right? We tried to push on all that. And the CEO said, look, one of the things I pride myself in is that everyone here has $340,000 base, 30%, and the same equity package. Everyone on the executive leadership, right? Now, she was getting pulled from a hot company, which is risky because she was safe there. She actually was getting a raise coming to this company. So we didn't need to push on more money. What we went for was severance protections, right? And so we asked standards about six months, maybe plus another month for every year served. And the CEO's like, oh, we've never done that before.”

    2026-03-15 · Lenny's Podcast · The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator) · IDENTIFIED FROM THE TRANSCRIPT · source