Every year at Thanksgiving, I tell myself not to overdo it in the kitchen. Then Friday arrives, and suddenly I’m staring at a fridge full of plastic containers that look like a Tupperware version of Jenga: turkey, stuffing, mystery brown sauce. That one salad no one touched!
But frequently, Thanksgiving dinner is better the second time around. The flavors settle, the seasoning evens out — the encore can be as satisfying as opening night.
Negotiations work the same way. We often perceive the “main event” — the meeting, the deal, the signature — as the finish line. But in reality, what happens after everyone gets up from the table is critical: The agreement is put into play, relationships are tested, commitments are honored (or forgotten), and true value is realized.
When a negotiator walks away from the table without considering how to support the deal, the deal they worked so hard for can unravel. Here are 4 tips for how to protect your deal and not neglect the leftovers . . .
Prepare for the Morning After
You don’t just cook for one meal; you cook knowing there will be sandwiches, soups, and midnight fridge raids. If you prepare with that in mind, you make better choices — you carve the turkey cleanly, save the bones for stock, and maybe even label what’s what, because no one wants to guess if that’s cranberry sauce or beets.
In negotiation, the same foresight applies: Clarity on next steps, deliverables, and responsibilities ensures that the relationship has the right flavor when you revisit it.
Reheat Carefully
Reheated leftovers require finesse. Too much heat and you ruin them; too little and you’re chewing cold stuffing.
Likewise, when circling back on details or following up after an agreement, tone matters. Charging in too aggressively (“Why hasn’t this been implemented yet?”) can scorch trust. Too passively (“Just checking in . . . maybe . . . when you have time . . .”) can leave things cold.
The key is steady warmth: consistent communication, respectful reminders, and an open attitude that says, “We’re in this together.” Relationships, like gravy, are enriched over time (stir occasionally).
Share Generously
Half the joy of cooking Thanksgiving dinner is sending a plate home with someone else.
Negotiation follow-through should feel the same way. When both sides share credit, information, and opportunity after the deal, trust deepens. You’re not guarding the fridge; you’re inviting the other side back for more.
And here’s the magic part: When partners know they’ll be treated fairly in the aftermath, they’re more willing to protect the deal. In addition, they’ll be more collaborative in the next negotiation. Every successful encore sets the stage for the next performance.
Savor the Relationship
By Sunday night, the fridge is finally empty. You’re full, tired, and (hopefully) grateful. The leftovers served their purpose.
In business and in life, that’s the moment to pause and appreciate the relationships that keep showing up at the table. Because the real success of a negotiation doesn’t come down to a single deal — it’s found in ongoing, fruitful relationships.
So this Thanksgiving, don’t think of leftovers as what’s left behind. Think of them as proof that what you made was worth saving.
Happy Thanksgiving!
Scotwork wishes you and yours a happy and safe holiday (with extra leftovers).