- Details
- Category: Discipline
- Collin P.H. and Ivanovic A. "Check your vocabulary for Human resources" Bloomsbury 2005 Flinders Steve "Professional English Business Intermediate" Penguin English Guides Murphy Raymond, "English Grammar in Use", Cambridge University Press, 2002 Sweeny Simon "English for Business Communication" Second Edition Cambridge University Press 2003 Walker Elaine & Elsworth Steve, "New Grammar Practice for intermediate students", Longman, 2004 Wyatt Rawdon "Check your English Vocabulary for Business and Administration" Fourth Edition A&C Black Publishers 2007.
- Accounting and Management
- 2187
- 1252
- Technical English
- ISLA Gaia2187-1252
- 1
- 6
- 0
- 27
- Não
- Português
- open classes with guest speakers study visit group interactive work to immitate the workfloor
- Mandatory
- The main objective of this course is to consolidate and develop linguistic knowledge using grammar, vocabulary, both in writing and orally. Students will have to recognize formal and informal language. Do listening exercises to consolidate oral comprehension using different topics and dialects. At the same time they will have to deal with complaints and simple explanations, verbally and written.
- Vocabulary: Jobs and positions Recruitment and advertising Meetings and presentations Contracts Workplace problems Grammar: Present simple / present continuous Past simple / present perfect Prepositions If-clauses Phrasal verbs Reading Writing CV and motivation letter
1. Avaliação Curricular A avaliação é continua e é constituída de seguinte forma:
Descrição
ponderação
nota minima
1st written test
30%
8/10
2nd written test
30%
8/20
oral evaluation
30%
-
presence and participation 10% 2. Avaliação Final Os estudantes que não tenham sucesso na avaliação curricular podem realizar exames nas épocas de avaliação definidas pela instituição.
- Semestral
- English classes are built upon student's existing knowledge of English. The manuals Check your vocabulary for business and administration and Human Resources, English for Business Communication, Professional English Business Intermediate and New Grammar Practice intermediate will be followed. Discussions to consolidate spoken language will be carried out and written mails and letters and texts to consolidate written language will be elaborated. Understanding vocabulary and subjects related to Accounting, Management and Human Resources are of major importance
- Details
- Category: Discipline
- McQuail, D. (2016). Introdução à Teoria da Comunicação. Vozes. McQuail, D. (2014). Teorias da Comunicação de Massa. Livros Horizonte. Oliveira, M., & outros autores. (2015). Teorias da Comunicação: Reflexões, Críticas e Aplicações. Atlas. Fiske, J. (2011). Introduction to Communication Studies. Routledge. Katz, E., & Lazarsfeld, P. (2006). Personal Influence. Routledge.
- Digital Communication
- 2201
- 26088
- Communication Modelling Practice
- ISLA Gaia2201-26088
- 1
- 6
- 0
- 27
- Não
- Português
- The course applies active and innovative methodologies, including real case studies, practical workshops, simulations, structured debates and digital content analysis. Online tools (Moodle, Canva, Metricool) and collaborative activities are used to apply communication models to real scenarios. The critical use of generative AI supports analysis and example creation, fostering autonomy and critical thinking.
- Mandatory
- The course aims to develop an understanding of the main communication models, enabling students to critically analyse communicational processes and apply these models to real cases, especially in digital contexts. It also aims to strengthen skills in interpretation, diagnosis and message production, promoting critical thinking, media literacy, teamwork and the practical application of communication theories in digital and organisational environments.
- Classical Communication Models – Lasswell – Shannon & Weaver – Jakobson Interactive and Critical Models – Schramm – Palo Alto School – Habermas Digital Communication – Social media platforms – Algorithms and interactivity – Filter bubbles and echo chambers Persuasion and Narratives – Persuasion theories – Digital storytelling Interpersonal Communication – Non-verbal communication – Relational communication Practical Workshops – Case analysis – Communication diagnostics – Group projects
Descrição
Data limite
Ponderação
1 Mini Teste de avaliação
1 Mini Teste de avaliação
03-11-2025
05-01-2026
25%
25%
Trabalho Prático com defesa e apresentação
Última aula
40%
Assiduidade e participação
------------
10%
- Semestral
- The course unit Communication Modelling Practice introduces students to the main classical, interactive, critical and digital models of communication, providing a foundational understanding of how these frameworks support contemporary communicational processes. Within the CTeSP in Digital Communication, the UC operates across the core domains of communication theory, critical analysis, media interpretation and practical application in digital contexts. Its relevance lies in equipping students with the conceptual and applied skills needed to analyse, evaluate and produce effective communication across social media, digital platforms and organisational environments, serving as a theoretical-practical foundation for subsequent units in digital marketing, content creation and strategic communication.
- Details
- Category: Discipline
- Marlene B. V, (2021), Como Negociar na Prática, Edição Lisbon Kennedy G. (2008), Everything Is Negotiable : How to Get the Best Deal Every Time Kumar, V. & Reinartz, W., (2018). Customer Relationship Management. Concept, Strategy, and Tools . (Third Edition). Germany: Springer. Kotler, P, Kartajaya, H. & Setiawan, I. (2017). Marketing 4.0 Coimbra: Atual. Gitomer, J. (2019), O Livro Vermelho das Vendas, Bertrand Editora Heller, R., (2000), Como vender com sucesso, Editora Civilização Vilhena, P. (2018),O Livro Secreto das Vendas, Sabedoria Alternativa Edições
- Sales and Marketing Management
- 6739
- 25035
- Sales and Negotiation Techniques and Practices
- ISLA Gaia6739-25035
- 1
- 6
- 0
- 27
- Não
- Português
- Students will be involved in simulated practices and case studies, facing real sales and negotiation challenges in order to act with the objective of selling well. They will take part in simulations and role-playing to try out different approaches and practical cases to apply techniques learned in class. Students will have contact with the commercial area, through the presence in the classroom or online of reference speakers and visits to companies that will provide valuable insights. Constructive feedback will be given to improve skills, encouraging self-assessment for future business relationships.
- Mandatory
- Students in the Sales and Negotiation Techniques and Practices Curriculum Unit develop fundamental skills, such as understanding the difference between selling and negotiating, knowing the phases of selling and stages of negotiation, and properly preparing negotiations. They master various strategies, such as hard selling and soft selling, and techniques such as cross selling and up selling. In addition, they understand the role of online sales and their relationship with customers, as well as the strategies associated with B2B and B2C sales. They develop the profile of a successful negotiator and take part in practical simulations to apply their knowledge in real business situations.
- • Selling versus negotiating • The phases of selling and the basic stages of a negotiation • Preparing for a negotiation • Negotiation strategies, techniques and tactics • Hard selling and soft selling - Traditional selling vs. Relationship selling • Cross Selling and Up Selling • Online sales and your relationship with customers • B2B and B2C sales • The profile of the successful negotiator • Practical simulation
Descrição dos instrumentos de avaliação (individuais e de grupo) ¿ testes, trabalhos práticos, relatórios, projetos... respetivas datas de entrega/apresentação... e ponderação na nota final.
Exemplo:
Descrição
Data limite
Ponderação
Teste de avaliação (No teste é exigida a nota mínima de 8 valores)
dd-mm-yyyy
60%
Trabalho de grupo com apresentação
dd-mm-yyyy
40%
(...)
Adicionalmente poderão ser incluídas informações gerais, como por exemplo, referência ao tipo de acompanhamento a prestar ao estudante na realização dos trabalhos; referências bibliográficas e websites úteis; indicações para a redação de trabalho escrito...
- Semestral
- The Sales and Negotiation Techniques and Practices Curriculum Unit provides students with essential skills for conducting effective business transactions, ranging from the sales process to advanced negotiation techniques. Through practical analysis of case studies and simulations, students develop fundamental skills such as preparation, communication and understanding customer needs, preparing them for success in today's market and how they can leverage a more efficient customer relationship to power future business.
- Details
- Category: Discipline
- Brooke Noel Moore, Richard Parker (2009). Critical Thinking. New York: McGraw-Hill. Mark Storey (2013). Critical Thinking. GNU Free Documentation License. Michael Bruce, Steven Barbone (eds.) (2011). Just the arguments: 100 of the most important arguments in Western. Malden: Blackwell. Tracy Bowell, Gary Kemp (2002). Critical Thinking. London, New York: Routledge. Warburton, Nigel (2007). Thinking From A To Z. London: Routledge
- Digital Communication
- 2201
- 12785
- Critical Thinking
- ISLA Gaia2201-12785
- 1
- 3
- 0
- 27
- Não
- Português
- The Critical Thinking curricular unit uses innovative methodologies that promote active and collaborative learning. Problem-based learning (PBL) puts students at the center of the process, challenging them to solve practical cases with critical thinking. Case studies and simulations allow students to apply theory to real-world scenarios, while digital tools facilitate collaboration and instant feedback. Gamification makes the process engaging, with games that encourage critical analysis. Continuous assessment is based on reflections, encouraging self-criticism and the continuous development of critical thinking skills.
- Mandatory
- This subject aims to promote, among students, the acquisition of fundamental concepts relating to critical thinking (truth, validity, knowledge, reason, argument), and the ability to analyze, evaluate and reconstruct arguments, recognizing the underlying structures of thought and identifying the possible fallacies. Develop attitudes of an active and intervening observer, consider new ideas and concepts, reflect in a more structured, comprehensive and in-depth way. Communicate authentically and consistently, which includes learning to clearly express your point of view and listen carefully to different points of view, striving to achieve a deep understanding of the concepts communicated.
- 1. Introduction to Critical Thinking: truth, validity, knowledge, reason, argument. 2. Concept and construction of Logic 3. Deductive arguments 4. Inductive arguments 5. Arguments from analogy 6. Causal arguments 7. Fallacies 8. Rhetorical devices 9. Norms and obstacles to critical thinking
Teste de avaliação - 40%
Trabalho final - 40%
Assiduidade. participação - 20%
- Semestral
- The Critical Thinking course unit aims to develop the ability for rigorous analysis and in-depth reflection on complex problems and issues, fostering an attitude of questioning and openness to well-founded argumentation. This unit seeks to provide students with both theoretical and practical tools to identify fallacies, avoid cognitive biases, and evaluate information impartially, promoting more informed and rational decision-making. The inclusion of Critical Thinking in the study programme is fundamental for shaping citizens and professionals capable of navigating a constantly changing world, where the quantity and diversity of information demand a keen and discerning eye. This course unit contributes to the development of essential academic skills, such as research, debate, and argumentation, and prepares students to face professional challenges with a critical and innovative mindset.
- Details
- Category: Discipline
- Gitomer, J., (2010), A Bíblia de Vendas, Edição M.Books Schwab, L. R., (2021) Gestão de Vendas, Edição Atual Rodrigues, J., (2020), Introdução à Gestão de Vendas, Associação Prof Concelho Almada Charan, R., (2010). O que querem os clientes? Saiba como criar valor na relação comercial para aumentar as suas vendas. Atual Editora. Lisboa. Gitomer, J. (2019), O Livro Vermelho das Vendas, Bertrand Editora
- Sales and Marketing Management
- 6739
- 15489
- Sales Force Management
- ISLA Gaia6739-15489
- 1
- 6
- 0
- 27
- Não
- Português
- A theoretical-practical learning environment will be created for managing sales objectives and organizing teams. Case studies, both real and simulated, will be given to promote critical analysis and contextualize theoretical concepts. Group discussions will be encouraged to identify strategic solutions. Practical exercises will allow you to apply knowledge to the management of fictitious or real sales teams. Interactive classes, with activities such as role-playing and debates, to encourage active student participation. Visits to companies in the sector and/or face-to-face or online lectures with experts will provide market insights and share professional experiences, addressing trends, success stories and challenges in sales force management.
- Mandatory
- Follow the evolution of the main management theories. Analyze the main concepts and theories within the framework of the functions of the management process. Address the different functional areas of organizations and their interrelationships. Know the main trends in modern management and the different organizational forms of today. Contextualize the organization in relation to its surroundings based on the different organizational paradigms.
- Sales management The importance of sales teams Functions of the sales team From prospecting to customer loyalty Sales force planning and management Sales force management models Evaluating sales force performance Sales force remuneration
Descrição dos instrumentos de avaliação (individuais e de grupo) ¿ testes, trabalhos práticos, relatórios, projetos... respetivas datas de entrega/apresentação... e ponderação na nota final.
Exemplo:
Descrição
Data limite
Ponderação
Teste de avaliação - com nota mínima de 8 valores
dd-mm-yyyy
60%
Trabalho de grupo com apresentação
dd-mm-yyyy
40%
(...)
Adicionalmente poderão ser incluídas informações gerais, como por exemplo, referência ao tipo de acompanhamento a prestar ao estudante na realização dos trabalhos; referências bibliográficas e websites úteis; indicações para a redação de trabalho escrito...
- Semestral
- This Sales Force Management course reinforces the importance of sales teams, from prospecting to customer loyalty, covering sales force planning and management, management models, performance evaluation and remuneration strategies. Students develop the skills to lead and optimize sales teams, contributing to the success of organizations.
