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:	Negotiation is the art and science of securing an agreement between two or more interdependent parties. The aim of this course is to understand the nature of dispute resolution and negotiation in organization (individual, group and firm) and between organizations. This course explores the major concepts and theories of the psychology of negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. And also intends to improve negotiation skills and to increase the ability to resolve conflicts in a multitude of situations in an organization. Some of the topics covered in this course include as follows: Business Negotiation, Distributive and Integrative Negotiations, Conflict and Dispute Resolution, Communication in Negotiation, Persuasion in Negotiation, The Nature of the Relationship in Negotiating, International Negotiations, Team and Multiparty Negotiations, Negotiating in the Workplace.

Learning Outcomes

The students who have succeeded in this course;
At the end of the course, you will be able to:

Identify a variety of situations where negotiation takes place.
Apply proper terminology when preparing for and executing a negotiation.
Develop strategies for distributive and integrative negotiations.
Identify the types and causes of conflict.
Identify and assess personality attributes that influence your approach to and behavior during negotiations.
Identify and discuss six steps that can be used—separately or in combination—in persuasion efforts during negotiations
Assess the challenges that may arise when engaging in cross-cultural negotiations.
Describe the five dimensions of Hofstede’s cross-cultural differences and how each one impacts the process of 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/Overview of on Syllabus	Download the Course Syllabus and Read it
2)	Introduction to Negotiation (Chapter 01)	Reading Chapter 1
3)	The Language of Negotiation (Chapter 02)	Reading (Chapter 02) -Daily Homework
4)	Distributive Negotiations(Chapter 03)	Reading (Chapter 3)
5)	Integrative Negotiations (Chapter 4)	Reading (Chapter 4)
6)	Conflict and Dispute Resolution (Chapter 05)	Reading (Chapter 5)
7)	Understanding Yourself and How That Impacts Negotiation (Chapter 6)	Reading (Chapter 6)
8)	Mid term
9)	Communication in Negotiation (Chapter 07)	Reading (chapter 7)
10)	he Role and Importance of Persuasion in Negotiation (Chapter 08)	Reading Chapter 8
11)	The Nature of the Relationship in Negotiating and Resolving Disputes (Chapter 9)	Reading (chapter 9)
12)	International Negotiations (Chapter 10)	Reading (Chapter 10)
13)	Team and Multiparty Negotiations (Chapter 11)	Readin (Chapter 11)
14)	Negotiating in the Workplace (Chapter 12)	Reading (Chapter 12)

Sources

Course Notes / Textbooks:

Negotiation and Dispute Resolution: Pearson (2017) by Beverly DeMarr; Suzanne De Janasz, Pearson Education Limited

If you prefer to read using hard copy, you can still purchase it from the link below and they will send your book to your address by cargo.
Textbook Link : https://www.caglayan.com/urundetay/551337/Negotiation-and-Dispute-Resolution-Beverly- DeMarr-Suzanne-C-de-Janasz-9781292039725#sthash.QLzx0F3s.dpbs

The e-book can be obtained from the link below and the login codes will be sent instantly by e-mail.
https://www.caglayan.com/urundetay/749399/Negotiation-and-Dispute-Resolution-Beverly-DeMarr- Suzanne-De-Janasz-9781292039725-ebook#sthash.Eg3D83L5.dpbs

References:

Evaluation System

Semester Requirements	Number of Activities	Level of Contribution
Quizzes	1	% 15
Homework Assignments	1	% 10
Project	1	% 30
Final	1	% 45
Total		% 100
PERCENTAGE OF SEMESTER WORK		% 25
PERCENTAGE OF FINAL WORK		% 75
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.