Oh, the tyranny of it all; mixing a smiling face - or at least the attempt at one - with a no. That's not even bitter/sweet: its just annoying. And more often than not, that smile is a clear signal that the no is a big-time NO. In other words, it seems that those that smile when saying no - are typically more adamant about sticking to their no. Go figure.
So what to do about/with this positive naysayer? Well, 1) smile back, 2) say thanks and 3) ask in a respectful matter-of-factness: "Is there room for discussion?" If the answer is an unquestionable no, then the answer is no.
Move on. Save face. That's that. Adapt.
If the answer is somewhere between okay/maybe/I don't know/we'll see, then tread lightly with a simple. "Great, what do we need to clarify?" Then let them lead the way, respond accordingly and if possible, find a healthy compromise, while keeping in mind that sometimes it's best to let them win in the end, so that you can fight the good fight - and maybe a better fight - another day.
Win some; lose some, right.
But win or lose - we need to adapt, either way. Because in business, as in life - it's about evolution, not revolution. As Darwin discovered (and more often than not, people get wrong): survival isn't about being the strongest, it's being the most adaptable.
Adaptable Is Good.
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