Episode · Lenny's Podcast · 2026-03-15
Lenny Rachitsky & Jacob Warwick: books mentioned on Lenny's Podcast
The tactical playbook for getting 20-40% more comp (without sounding greedy) | Jacob Warwick (Executive Negotiator)
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.
Jacob Warwick recommended Influence by Robert B. Cialdini, You Can Negotiate Anything by Herb Cohen, and Radical Candor by Kim Malone Scott, and discussed Never Split the Difference by Chris Voss and others, Getting to Yes by Roger Fisher and others, and Negotiation Made Simple by John Lowry.
Books mentioned, in the order they came up
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Never Split the Difference
Discussed“That's I think Chris Voss quotes that quite frequent. Uh the other one is never split the difference and I have a I have a good story about that. So, just because somebody says, you know, you started 100, they you say 200”
Where to get it
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Getting to Yes
Discussed“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 in an FBI situation, you're like I don't have a gun to my head, I just have dealing with my boss, and I want to understand how to do this.”
Where to get it
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Influence
Recommended“What are two or three books you find yourself recommending most to other people? Influence by Robert Cialdini.”
Where to get it
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You Can Negotiate Anything
Recommended“I mean I like Herb Cohen's You Can Negotiate Anything. It's a little dated. Uh like old white dude in the 80s dated so be mindful it doesn't suit all audiences, but it's what I like about it”
Where to get it
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Negotiation Made Simple
Discussed“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”
Where to get it
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Radical Candor
Recommended“And then I like radical candor. I know some of your guests put that on. I've met Kim Scott, she's phenomenal. Like that radical candor really gave me the confidence to be assertive”
Where to get it
Other mentions in this episode (2) — ad reads, self-promotion and passing references, never counted
Passing High Output Management
“I think radical candor is the second most mentioned book on this podcast behind high output management. Yeah, I have not read that.”
“And uh uh, How to Win Friends and Influence People, right? That's not why I do it. I'm just I'm just suggesting that's also a area where you can read more on that.”