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What is Anticipating Objections?

 , updated on January 07, 2017
Anticipating objections is an influencing technique that involves predicting the objections that people will have to your proposals and planning your response. In some cases, this strategy is taken a step further by framing a proposal in a way that's likely to generate an objection that is easy to defeat. For example, a car salesperson may pitch a price with an expensive extra fee for an entertainment system included. The salesperson might hope that the customer objects to the fee because the fee is usually removed anyway. The goal is to make the customer satisfied that they have successfully negotiated to improve the chances of closing a deal.
Overview: Anticipate Objections
Type
Influencing
Definition
Predicting what objections your proposal may generate and planning persuasive responses.
Example
A job candidate who has extensive experience but lacks formal education may plan a persuasive response to interview questions about education level.
Related Concepts
Influencing Techniques

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Ambiguity Effect
Analogy
Active Silence
Anecdotal Evidence
Agree To Disagree
Building Trust
Call To Action
Candor
Civility
Anticipating Objections
Countersignaling
Creative Tension
Credibility
Charismatic Authority
Cruel Wit
Charm Offensive
Cultural Capital
Choice Architecture
Devils Advocate
Dry Humor
Ethos
Consensus Building
Expectation Setting
Constructive Criticism
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Flattery
Framing
Heliotropic Effect
Kairos
Loaded Language
Loaded Question
Door In The Face
Nudge
Peak-End Rule
Plain Language
Ethos Pathos & Logos
Rhetorical Device
Social Influence
Social Perception
False Dilemma
Social Proof
Foot In The Door
Steelman
Storytelling
Understatement
Informal Authority
Weasel Words
Information Cascade
Inside Jokes
Intrinsic Reward
Logic
Logical Argument
Managing Up
Name Dropping
Overcommunication
Paradox Of Choice
Persuasion
Political Capital
Pull
Push
Red Herring
Rhetorical Question
Rule Of Three
Self Monitoring
Signaling
Small Talk
Social Tension
Straw Man
Touching Base
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