Addressing Resistance and Objections

Resistance and objections are common in the professional setting, whether during a negotiation, a decision, or a simple exchange with a colleague.

Instead of seeing them as obstacles, you can use them as an opportunity for dialogue.

The key is to understand where the objection comes from, as it often originates from emotions such as fear of change or lack of information.

The "three universal processes" technique helps you disarm resistance and find a mutually beneficial solution.

The three universal processes

Acknowledge the objection: The first common mistake is to respond too quickly and dismiss the other person's concern.

Instead, you must show that their objection is valid.

For example, if a colleague objects to a new work method, you can say, "I understand your skepticism.

This change is different from what we are used to."

Acknowledging the objection makes the other person feel heard and reduces his or her resistance.

Ask questions to clarify: After acknowledging the objection, it is crucial to dig deeper to understand the real concern.

You can ask, "Can you specify what exactly it is about this approach that concerns you?" or "What factors do you think would make the solution successful?"

By asking these questions, you distinguish between facts and personal perceptions.

Propose a solution: The third process is to propose a solution that addresses the objection rather than ignoring it.

You can frame the objection as an opportunity and ask the other person to participate in the solution.

For example, "I understand that you are concerned about training to use the new software.

Would you feel more comfortable if we offered a hands-on training session?".

Turning objections into opportunities

It is important to remember that objections are not always a flat "no," but a signal that the person needs more information or clarification.

Objections can be an opportunity to improve an idea, avoid mistakes and arrive at better decisions.

A colleague who seems resistant may be playing a crucial role in slowing down a hasty