It demanded several years of research at The Unicist Research Institute to find the functionalist principles of objections to manage the roots of the objections people pose when dealing with the real world.

Objections are defined as the questioning process of proposals to confirm their utility, which includes inhibiting objections that deal with the personal needs of the people involved, and constructive objections, that deal with the functionality of the propositions.

Objections are posed in spaces where there exists an interest in something which necessarily generates doubts until the match between the needs behind the interest and the value proposition has been confirmed.

Constructive objections are the natural objections that are needed to accept a proposal. They are the sign of interest in an idea or proposal which generates the need of the use of a destructive test to confirm their functionality.

In the world of competition, the dominant objections are the inhibiting objections. The problem of these objections is that their intention is to destroy or degrade value propositions to ensure the comfort zone of the one who is evaluating a proposition. It also ensures their feeling of superiority.

This objection management approach was developed to manage the objections in all the fields where rational decisions are made. It does not apply to instincts driven decisions. It applies to personal propositions, political, and to business propositions.

Any proposal naturally triggers objections. The use of objection management catalysts requires anticipating the natural objections that are triggered by a proposition. Their use in any propositions ensures results by expanding possibilities that avoid inhibiting objections and foster constructive objections. Therefore, the knowledge of the natural objections is necessary to design propositions. It is the core of the success of any proposal.

Diego Belohlavek
The Unicist Research Institute
VP Applied Research & Technologies

NOTE: The functionalist principles developed at The Unicist Research Institute allow managing the functionality of business processes and developing unicist binary actions, business object and catalysts to make them work.