The ABC of Objection Handling: Useful Negotiations Tactics

This video introduces simple but highly effective ways of addressing objections in all kinds of negotiations.


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Objections are a normal feature of negotiations. Each party has their own perspective and will use their own arguments and facts to convince the other side of their position.

The art of successful negotiation is how you deal with the other side’s objections. Ideally in a way that turns them to your own advantage. This video will help you understand how powerful but easy to apply “ABC” approaches such as Anticipation, Boomerang, Confirmation or Delay allow you to counter suppliers’ objections and gain a successful outcome to your negotiations.


Negotiation success depends upon using the best strategies for responding to and overcoming suppliers’ objections to your positions.

The longer you are in Procurement the more familiar you become with suppliers’ negotiation positions. Some objections will crop up time and time again; raw material prices have increased, inflation, annual increases in labor costs, your high quality, service and delivery expectations lead to additional supplier costs and so on. This video introduces the concepts, techniques and tools professional negotiators use to ensure better deals with their suppliers.

Thorough preparation is critical for a successful outcome to any negotiation. Successful negotiators will anticipate objections and during their preparations will model in detail how to handle each objection, for example by writing down two to three related counter arguments.

Objection handling is a perfect example of why negotiations should be seen as a combination of science and art. The scientific approach is to prepare yourself for objections in order to avoid any improvisation during negotiations. The art of the negotiation is how you use this preparation and employ your counter arguments. The overall success of your objection handling depends on the quality of your negotiation preparation.

It is very important to understand why the supplier is objecting. Is it a tactic to distract you or are the objections based on facts? You must take the time to understand this if you aim to progress in a mutually beneficial way. An important note; even if based on fact, this does not mean that you have to agree to the supplier’s position - not at all! However, understanding the other party, their concerns and their objections, provides you with good guidance on which technique (A or B or C etc.) you adopt to overcome the objection. An example - When it comes to raw material price increases, it turns out that the Boomerang technique is a very powerful approach to objection handling. Instead of accepting a price increase you can turn the argument around, like a Boomerang, by asking the supplier when in the last five years did they offer a price reduction when raw material prices were decreasing?

Watching this video will provide you with much more detail on the ABC of Objection Handling and will give you a robust framework for how to be more successful in your next negotiations.

Faculty name: Holger Schober
Duration: 25:52 Min.
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