本文介绍如何在不显得贪心的情况下提升薪酬谈判结果，包括为何谈判在正式 offer 前就已开始、可用于争取更高薪酬的具体表达、如何把面试转化为信息收集过程，以及为什么产品岗位从业者往往更不擅长谈判。
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.
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
Orkes—The enterprise platform for reliable applications and agentic workflows
Mercury—Radically different banking
Omni—AI analytics your customers can trust
• 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
• 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
• Luca on Disney+: https://www.disneyplus.com/browse/entity-f28b825f-c207-406b-923a-67f85e6d90e0
• 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
• 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.