A major partner's interest is an opportunity, but also the beginning of a power shift in negotiation. Here's how to keep control: First, before entering negotiations, establish your own clear MSRP, minimum selling price floor, and exclusive agency conditions—don't wait for their terms to react. Second, avoid making them your only sales channel. Complete dependence eliminates your bargaining power. Third, make the agency agreement specify minimum order quantities, marketing commitments, after-sales responsibilities, and breach clauses—not just unit pricing. Fourth, maintain your own visibility to end consumers through your website and brand image, so consumers know your brand even if you change channels rather than only knowing the distributor. Control ultimately comes from your brand's irreplaceability, not just contract terms.