The [U-P response] technique for logical objections

The "U-P response" technique, an acronym for

Uncertainty and Potential, is a structured strategy for responding to objections that seem logical or factual.

Rather than directly refuting the objection, this method seeks to disarm it by joining with the other person's concern and then pivoting toward a constructive solution.

The first step, "Joining," is based on the principle of adversarial transparency. Instead of pretending you know everything or that your proposal is infallible, you admit a small uncertainty or minor flaw.

This makes you appear more honest and credible, which disarms the other person's distrust and gives you greater authority.

An effective template might be, "I'm not sure about the general case, but for this specific case, I know this and that."

The second step, "Pivot," uses the anchoring principle. After joining the objection, you present the potential of your proposal.

Persuasion studies show that it is more effective to start with the potential for an outcome and then back it up with the path or data, rather than the other way around.

This anchors the person in the best possible scenario and makes the rest of your argument more persuasive.

For example, if a manager objects that a project is too slow, instead of discussing the schedule, you can join his or her concern about time and then pivot to the project's potential: "I understand that this project's timeline may be an issue, but its potential to increase our revenue by 200% is immense."

This approach not only addresses the objection, but also redirects the conversation toward a vision of success.

The "U-P response" is a powerful technique for optimizing facts and persuading people in a way that makes them feel heard, respected and aligned with a positive vision for the future.

Reframing Objections to Emotional Principles

In a conflict, objections are not always based on logic.

Often, what appears to be a rational concern (such as the cost of a project or a tight deadline) is actually a manifestation of an underlying emotion, such as fear, insecurity or lack of confidence.

The technique of restructuring is to translate the objection into its underlying emotional principle in order to address it more effectively.

The process is simple. When a person raises an objection, instead of responding directly to the surface argument, you look for the emotion that motivates it.

For example, if a co-worker objects to the high cost of a new tool, the restructuring might be, "I understand your concern about the price.

But, if I understand you correctly, the issue here is not the money itself, but the value we will receive for it, right?"

With this question, you move the objection from a fact (price) to an emotional principle (value) that is easier to address.

In this way, you can demonstrate that the tool will provide great value and, therefore, the price objection will no longer be relevant.

Another way to restructure an objection is to connect it to a past experience of the other person.

If they object to a proposal because they are afraid of change, you can restructure it to their possible past trauma, such as having been scammed or having failed on a similar project.

For example, "I understand your position.

I wonder if you had a bad experience with a similar investment in the past, and you don't want it to happen again, is that right?"

By showing that you understand the cause of their objection, you can disarm their resistance and begin to build trust.

Restructuring is a powerful technique because it allows you to address the real root of the problem instead of wasting time on superficial discussions.

The "personal touch" technique and reciprocity

Reciprocity is a psychological principle that makes us feel an obligation to return a favor or gesture.

The "personal touch" technique takes advantage of this principle to build relationships and prevent conflict by giving something unexpectedly and with an effort that communicates care.

A "personal touch" is any gesture that shows you have taken the time to do something in a personal way, rather than resorting to an automated or impersonal method.

It can be applied through a simple gesture or a gift. By giving an unexpected gift, you create a sense of appreciation in the other person.

For example, if you offer a coffee to a co-worker when you go to get one for yourself, this gesture, although small, can generate a feeling of reciprocity.

The key to the "personal touch" is that it doesn't have to be material. It's about the attention and effort you put into the inter