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Most people think negotiation starts when the offer hits the table. In reality, it starts long before that and the highest performers understand how to build leverage, shape perception, and position their value well ahead of the final conversation.

In this episode, John sits down with executive negotiation advisor Jacob Warwick, who has helped senior leaders negotiate compensation packages against some of the largest companies in the world. Drawing from years of experience working with Fortune 500 and C-level executives, Jacob breaks down what actually drives successful negotiations and why so many talented professionals leave money (and opportunity) on the table.

They explore how to move beyond salary benchmarks and focus on value creation, why negotiating for yourself is fundamentally different than negotiating for a company, and how timing, positioning, and communication can dramatically shift outcomes. Jacob also shares practical strategies you can apply immediately, from handling early compensation questions to creating leverage, slowing down the process, and navigating high-stakes conversations with confidence.

Whether you’re negotiating your first offer or a senior executive contract, this conversation will challenge how you think about negotiation and give you a clearer path to getting what you’re truly worth.

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