Yes is commitment. No is protection.
Do you want me to fail?
[Well, that answer is clearly a no, and now we have to talk about what the terms are that are necessary for success.]
He knew they were going to underpay him and not give him enough authority. So he asked them, “Do you want me to fail?”
They said “No,” and they renegotiated their deal.
Questions like that can make a really big difference.