How to Get a Yes That Doesn't Cost You Later

About this course

Most people celebrate the yes and discover the cost later: missed delivery, quiet resentment, a renegotiation nobody budgeted for. This course is about the yes that holds. It is for managers who negotiate budgets, deadlines and scope with other departments, for team leads who settle disputes between their people, and for anyone who has taken an agreement that later cost them time, money or trust.

You start with the Fake Yes: the agreement that papers over a gap and shows up later as a problem you thought you had closed. Then the Concession Check: four questions that tell you whether what you are about to give away is a trade or a gift. Fence and Gate shows the difference between a boundary that protects the deal and a gate that kills it. Too Soon to Split keeps you from splitting the difference before either side has said what they actually need.

Define, Hear, Sign turns a loose handshake into three moves that stick. Apart Then Together and Locked Number handle the hard cases: two of yours who cannot work together, and a number that will not move. Built to Outlast Us closes on agreements that survive the people who made them.

Along the way you work with eight of Duane's models, and with the ENRICH Framework created by Duane K. Andrews and Sherry M. Jerimie, so the yes you get from someone unlike you is the same yes that lasts.

Who it is for

• Managers and supervisors who negotiate budgets, deadlines, and scope with other departments.
• Team leads who settle disputes between their people and need the settlement to hold.
• Directors who sign vendor renewals and want the yes without the surprise invoice.
• Anyone who has taken a yes that later cost them time, money, or trust.

Learning objectives and outcomes

By the end of the course you will be able to:

1. Spot a Fake Yes. Name the agreement that looks done and is not.
2. Run a Concession Check. Ask four questions before you give anything away.
3. Use Fence and Gate. Protect the deal without killing it.
4. Refuse too-soon splits. Hold the room until interests are on the table.
5. Define, Hear, Sign. Turn a handshake into an agreement that travels.
6. Work apart, then together. Separate two people who cannot work as a pair, then rebuild.
7. Handle a locked number. Move the deal when the price will not.
8. Build to outlast you. Leave agreements that survive the people who made them.

What is included

The Participant Booklet is the knowledge companion to the course: every framework drawn, every case, the reference you keep after the video ends.

The Workbook is the fillable PDF: prompts, cases and private entries you complete while you watch. Open the player to download both PDFs with your course.

Chapters

16 chapters, 3 h 09 min of video.

1. 00Welcome11:59

   A yes that costs you later is not a win. How this course works, the eight models, and the deal you will carry through it.

2. 01The Yes That Costs You10:40

   The Fake Yes: Fast, Flat, Undated, Lopsided, and the one question that tests whether a yes will hold.

3. 02Case - The Holiday Run9:40

   Case: a holiday-line plan, and a yes that looked done until delivery started.

4. 03Why ENRICH8:48

   Six dimensions at the table: who was expected to give, whose firmness got called difficult.

5. 04The Concession Check13:13

   Three questions about who paid, asked before the deal and again after it.

6. 05Positions End It, Interests Open It16:15

   The Fence and the Gate: name the position, find the interest, walk through together.

7. 06Case - It Does Not Travel9:15

   Case: an agreement that did not travel past the people who shook on it.

8. 07Too Soon to Split11:19

   Three checks before you split the difference: questions asked, whose clock, what you have not tried.

9. 08Case - Two Cranes, Two Days11:38

   Case: two cranes, two days, and a midpoint reached too early.

10. 09Deciding When Nobody Can Order It15:59

    Define, Hear, Sign: deciding as a group when nobody can order it.

11. 10Case - Next Season's Tour8:47

    Case: next season's tour, and a decision that came apart before the first date.

12. 11When Two of Yours Can't Work Together16:29

    Apart, Then Together: meet each alone, then on paper, when two of yours cannot work as a pair.

13. 12Case - The Oven Room9:27

    Case: the oven room, and the joint page that finally held.

14. 13When the Number Is Locked14:56

    The Locked Number: when salary is fixed, Title, Scope, The next date, Learning and Terms still move.

15. 14Case - Same Band, Different Job8:40

    Case: same band, different job, and five dials that were still open.

16. 15The Close11:39

    Built to Outlast Us: what each side gave, what we assumed, who holds it if one of us leaves.