The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick
Professional negotiator Jacob Warwick joins Lenny's Podcast to share tactics for negotiating higher pay, arguing that asking for more is collaborative, not greedy, and that the negotiation starts long before the offer arrives.
The gist
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Warwick says a simple "what's the chance there could be a little more" usually adds about 20%, and he targets about 40% with clients.
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He warns against negotiating by email or through recruiters; use video or in person with the person who controls the budget.
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He advises not naming a number first; asking "what did you have in mind?" took him from $14 an hour to $120,000.
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Treat interviews like enterprise sales: ask about their problems, then "sell the vacation" by helping them picture those problems solved with you.
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Warwick says never split the difference, and when deals go wrong, honest ownership can revive them, as it did a rescinded $800,000 offer.
Also mentioned
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