DIGITAL GAME DESIGN
Bachelor	TR-NQF-HE: Level 6	QF-EHEA: First Cycle	EQF-LLL: Level 6

Course Introduction and Application Information

Course Code	Course Name	Semester	Theoretical	Practical	Credit	ECTS
IB4514	Business Negotiations	Spring	3	0	3	7

This catalog is for information purposes. Course status is determined by the relevant department at the beginning of semester.

Basic information

Language of instruction:	English
Type of course:	Non-Departmental Elective
Course Level:	Bachelor’s Degree (First Cycle)
Mode of Delivery:	Face to face
Course Coordinator :	Prof. Dr. AHMET ERKUŞ
Course Lecturer(s):	Prof. Dr. AHMET ERKUŞ
Recommended Optional Program Components:	None
Course Objectives:	Upon completion of this course, the student will be able to: - Develop an understanding of different perspectives and a range of negotiation skills; - To analyze and put negotiation concepts into action; - Improve his/her ability to communicate and negotiate; - Improve his/her comfort with negotiating; - Use an integrated process for strategically planning for, conducting individual and group negotiations; - Develop and execute effective strategies and tactics for different negotiation situations; - Develop communication, problem solving and influence techniques appropriate to a given situation; - Identify the differences between distributive and integrative situations and develop appropriate resolution strategies; - Develop abilities to become an effective negotiator, not only in general terms, but also in different countries of the world; - Identify and assess the variables in negotiations; - Develop negotiation planning techniques exclusive to many different geographies and an understanding of various strategies and tactics for successful global negotiations.

Learning Outcomes

The students who have succeeded in this course;
- Describes the basics of Negotiation. Why “negotiation” is inevitable in our private and business lives.
- Defines the ‘I win- you lose’ style. Why, where and how this style is applicable?
- Define the ‘win-win’ style. The style where we seek long lasting business success.
- Helps understand and find Solutions to real needs and objectives of both sides negotiating with each other.
- Analyzes the reasons of the business negotiators’ actions. Are we really handling them correctly? Are we able to ‘decode’ the other side? How to take the ‘right steps’ and avoid the wrong ones during negotiation.
- Develops awareness of your negotiation strengths. What negotiation tools do you really have and how can you improve them to achieve the best in a business negotiation?
- Teaches how to cope with deceptive negotiators. You might not always get the Respect that you deserve. Humiliation might take away your energy and instruments to negotiate successfully. What should you do?
- Increases familiarity with different negotiation tactics within different cultures. General negotiation principles do not always apply in every geographical area around the globe. In those two weeks, we will try to study the differences of people, in terms of their approaches to life and business negotiations.
- Helps understand what makes Global Negotiations Different. Cross cultural Negotiations. How Hofstede’s Dimensions of Culture help us understand Negotiation Behaviors around the globe.
- Deals with ‘better negotiators’. Nature of Difficult Negotiations.

Course Content

- Introduction to Negotiation Study Fundamentals, Nature, Stages, Characteristics of Negotiation, Interdependence, Value Creation, Conflicts, Conflict Management. Strategizing, Framing, Planning, Target Setting, Analyzing “The Other Party”, Flow, Stages, Phases, Defining, Assessing, Presentation, Protocol.
-Distributive Bargaining
The ‘I win- you lose’ style. Why, where and how this style is applicable? Resistance Point (Discover and Influence) Tactical Tasks, Opening Offer, Stance, Pattern of Concession Making, Commitment, Closing the Deal, Dealing With Typical Hardball Tactics.
- Integrative Negotiation
-Understanding and Finding Solutions to Real Needs and Objectives, Key Steps, Identifying and Defining the Problem, Interests, Dynamics of Integrative Negotiation. Understanding and Finding Solutions to Real Needs and -Objectives, Key Steps, Identifying and Defining the Problem, Interests, Dynamics of Integrative Negotiation.
-Communication, Perception, Mood, Emotion What is Really Communicated? Sorting out the “Three Conversations”. Decoding the Structures. Assumptions and Mistakes. Role of Perception, Anchoring and Adjustment, Managing Misperceptions, Improving Communication, Avoiding Fatal Mistakes.
-Negotiation Tools
Definition, Meaning, Importance and Routes of Power, Influence and Persuasion. How to find and use them in Negotiations. Cohen’s three key elements of Negotiation: “Power”, “Time” and “Information”.
8th Week: Exam
9th Week: Negotiation Ethics
Why do “ethics” apply to Negotiation, Deceptive-Tricky Tactics, Consequences of Unethical conduct, Dealing with Misbehaviors.
- International Negotiations
Cultural influences and cross-cultural negotiation behaviors. Cultural Responsive Negotiation Strategies. How to Deal With the Most Difficult Problems Faced by International Business Negotiators. Negotiation styles, differences in decision making and personal relationships. Negotiating Primers around the world / Usage of Time, Role Structures, Communication Patterns, Speed of Negotiations, Preference of Strategies, Personal Relations, Emotional Aspects, Decision Making Differences, Do's and don'ts in cross-cultural negotiations.
-Team and Multiparty Negotiations
-Negotiating in the Workplace

Weekly Detailed Course Contents

Week	Subject	Related Preparation
1)	Introduction to Negotiation
2)	The Language of Negotiation
3)	Distributive Negotiations
4)	Integrative Negotiations
5)	Conflict and Dispute Resolution
6)	Understanding Yourself and How That Impacts Negotiation
7)	Communication in Negotiation
8)	Mid term
9)	The Role and Importance of Persuasion in Negotiation
10)	The Nature of the Relationship in Negotiating and Resolving Disputes
11)	International Negotiations
12)	Team and Multiparty Negotiations
14)	Negotiating in the Workplace

Sources

Course Notes / Textbooks:	Negotiation and Dispute Resolution Beverly De marr Suzanne De Janasz
References:	None

Evaluation System

Semester Requirements	Number of Activities	Level of Contribution
Quizzes	2	% 10
Presentation	1	% 30
Midterms	1	% 30
Final	1	% 30
Total		% 100
PERCENTAGE OF SEMESTER WORK		% 70
PERCENTAGE OF FINAL WORK		% 30
Total		% 100

ECTS / Workload Table

Activities	Number of Activities	Workload
Course Hours	15	43
Application	15	15
Study Hours Out of Class	14	49
Final	13	66
Total Workload		173

Contribution of Learning Outcomes to Programme Outcomes

No Effect	1 Lowest	2 Low	3 Average	4 High	5 Highest

	Program Outcomes	Level of Contribution
1)	Comprehend the conceptual importance of the game in the field of communication, ability to implement the player centered application to provide design.
2)	Analyze, synthesize, and evaluate information and ideas from various perspectives.
3)	Analyze the key elements that make up specific game genres, forms of interactions, mode of narratives and understand how they are employed effectively to create a successful game.
4)	Understand game design theories and methods as well as implement them during game development; to make enjoyable, attractive, instructional and immersive according to the target audience.
5)	Understand the technology and computational principles involved in developing games and master the use of game engines.
6)	Understand the process of creation and use of 2D and 3D assets and animation for video games.
7)	Understand and master the theories and methodologies of understanding and measuring player experience and utilize them during game development process.
8)	Comprehend and master how ideas, concepts and topics are conveyed via games followed by the utilization of these aspects during the development process.
9)	Manage the game design and development process employing complete documentation; following the full game production pipeline via documentation.
10)	Understand and employ the structure and work modes of game development teams; comprehend the responsibilities of team members and collaborations between them while utilizing this knowledge in practice.
11)	Understand the process of game publishing within industry standards besides development and utilize this knowledge practice.
12)	Pitching a video game to developers, publishers, and players; mastering the art of effectively communicating and marketing the features and commercial potential of new ideas, concepts or games.