Art of Negotiation

Optional Peer Reviewed Assignment:

Digital Game Development Case Study
You have recently started a small card game business, Magic Games. Your number-one tabletop card
game, Worlds Apart, has become a best-selling card game in the United States. In an effort to grow the
brand and gain visibility, you have decided to contract a French mobile app development company,
iNovate, to design and develop a digital version of the game.

As the owner of an up-and-coming gaming company, you want the most visibility for your game. You
have a total of $200,000 to invest in the digital game, which you raised from a crowd- funding campaign.
You are willing to share with iNovate the profits. You plan to charge $3.99 for game on the iPad and
iPhones.

During negotiations with iNovate, they asserted they will only develop an iPad version of the game as
they believe the budget you’ve proposed will not cover the iPhone version, specifically the graphics.
They worry that their reputation will suffer if they create a product that does not meet their high
standards.

You have already explained that gamers will tolerate less optimal images and that there is the potential
for profits from sales of digital games on smartphones. After all, your market research has shown that
most of your customers own smartphones, not iPads and they are expecting a game they can play on
their phones. Furthermore, you feel confident that iNovate will be able to recoup revenue from future
sales.