At the negotiation table, your counterpart is presenting multiple alternatives to make a deal with your company, being the first creating a strategic alliance for the long term by making a joint investment in capital, shared technology and bundle strategies for your products. Given that circumstances, you should take the following stance:

		Creating the conditions for your company to involve cooperation, integrating interest, shared value creation, a long term perspective and considering broader collaboration opportunities based on trust and a win-win relationship.
		Building trust, focus on interest rather than positions, consider cultural differences, overcoming potential objections by identifying the counterpart soft points, and strong position on individual goals.
		A distributive negotiation approach, considering that it is necessary to maintain clear positions for the collaboration agreement, setting shared value for the long term and also, creating possibilities as exit strategies that result in a beneficial situation for both parts.
		Setting a bottom line that will enable you to know where to move forward in negotiations, clarifying your BATNA and your counterpart so you can reach a best deal scenario by considering options widely, and paying attention to common ground areas.