Jacob Warwick explains how top earners build negotiating power before an offer arrives. Every email, call, and interview question shapes your position. Use interviews as discovery: ask about company gaps and executive priorities, then expand the pie instead of just haggling over salary.
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Hey, Jacob here. Think negotiation starts when they hand you an offer. Well, think again. Your negotiation starts from the very first interaction. That means every email, every call, every interview question, it's all part of your negotiation. Even what you're putting into the world Right now on LinkedIn is impacting how you're perceived. So as you go to like and comment or share this video, do so wisely. If you're like most leaders, you'll probably find yourself wasting a lot of time in interviews talking about yourself and your past. And ultimately, you're trying to make it sound as impressive as possible. You're simply waiting for the next question and hoping it doesn't catch you off guard. I call this being trapped on the back foot. And it's not a good look for your leadership to always be waiting for what will be asked of you instead of taking ownership and leading the conversation. Top negotiators use interview time more like a discovery consultation. And I bet you follow me because you want tips to become a stronger negotiator. So try this instead in your next interview. Ask more questions to gather information. Lead with curiosity. Ask questions about both the company and consider the motivations and drivers of the executive leadership team. It's often deeper than we think. You'll find gaps, opportunities, and more challenges to solve. Then you can use this information to do what negotiators call expand the pie and increase your chances to drive your compensation up, sometimes hundreds of thousands or millions of dollars later. If you're like some of my clients, remember, by the time they make you an offer, you've either developed your negotiating power or you've surrendered it. If you find yourself wondering when did the negotiation start? You're already too late.
