This is common sense isn’t it?

Well, not really…

This common sense is not so common especially when you are in a POWER negotiation situation.

You don’t still get it; do you?

Try to smile when negotiate with a hostage taker, angry union leader, estranged spouse, disgruntled employee or stubborn kid.

First thing that disappear is your smile. These are few extreme cases where smile disappear quickly. However we often forget to harness the power of smile even in day to day simple negotiations.

Your smile is a powerful tool that could help to sail you through difficult situations or even avoid get into negotiation impasse. Perhaps your smile is one of the most underutilized ready to use tools in your negotiation armory.

This does not mean that you need to smile every step of negotiation all the time. What this mean is strategic use of smile before, during and after the negotiation.

Your smile is empowering and influencing. By nature it is contagious.

Let’s review the benefits of smile.

Before the Negotiation
(i) Builds a rapport and easy to connect
(ii) Warm up the relationship in negotiation
(iii) Could help to soften the ego (both yours and theirs)

During the Negotiation
(i) Ease the pressure (Yours and theirs)
(ii) It makes you and others relaxed (helps to explore shared interest)
(iii) It opens up (minds of yours and theirs)
(iv) Smooth the flow and process
(v) Help to establish trust
(vi) Helps to create more deep listening opportunities
(vii) Generate positive energy (you looks more competent and likable)
(viii) It could generate more influence (on others and on the outcome)

After the Negotiation
(i) Could help to create satisfaction and mood of content
(ii) Wanting to meet again
(iii) Helps to create a happy end
(iv) Consolidate bond between negotiating partner

When not to smile
(a) Situations where undivided serious attention and focus is required
(b) When apply empathy on grave and difficult conditions face by your negotiating partner
(c) When you secure extremely better deal
(d) If your smile is not genuine
Remember, negotiation is a life skill. You are compelled to negotiate from birth to death, each day every time. Your ability to negotiate influences successful outcome in your personal and professional life.

Strategic use of SMILE could be help you to achieve an outcome that “Good for them and Great for you”