Negotiation and Sales Techniques

Category: Discipline
  • Cialdini, R. B. (2021). Influence, new and expanded: The psychology of persuasion. Harper Business. Blount, J. (2021). Sales EQ: How ultra high performers leverage sales-specific emotional intelligence to close the complex deal. Wiley. Thompson, L. L. (2021). The truth about negotiations (3rd ed.). Pearson Education. Voss, C., & Raz, T. (2021). Never Split the Difference: Negotiating as if your life depended on it. Harper Business
  • Commercial and Sales Management
  • 6148
  • 15491
  • Negotiation and Sales Techniques
  • IPLUSO6148-15491
  • 2
  • 5
  • 0
  • 4
  • Não
  • Português
  • The students will be working on projects related to real-life negotiation and sales situations, offering them a deeper and contextualised learning experience. Group work involves simulation/role-playing: allowing students to experience real negotiation scenarios, and helping them understand the dynamics and strategies involved. Peer-to-peer learning: fostering discussions and tasks where students can learn from each other, sharing experiences and different perspectives. Reflection sessions: After simulations and role-playing activities, there are moments of reflection where students can discuss what worked, what didn't, and how they can improve. Problem-based learning: challenging students with real-world sales negotiation issues, encouraging them to propose solutions using theories and techniques taught in the curriculum unit.
  • Mandatory
  • Introduce and outline communication techniques. Characterise the negotiation process. Present team leadership techniques. Identify the needs and motivations of the customer. Describe the communication process in sales. Apply negotiation techniques. Identify the stages of a sale's life cycle.
  • Communication The communication process Communication techniques Web communication supports Negotiation The negotiation process Team leadership Negotiation and organizational culture Negotiation styles and attitudes to adopt towards them Sales Techniques Identifying motivations and needs Analysis and evaluation of possible solutions Demonstrating the solution Finalisation Post-sale communication and support Conflict Management Case Studies

  • Descrição

    Data limite

    Ponderação

    Teste de avaliação individual

    17-11-2025

    40%

    Relatório trabalho de grupo
    (role-playing) + apresentação oral

    Entrega relatório: 15-12-2025


    Apresentações orais:
    05-01-2026 e 12-01-2026

    Relatório trabalho de grupo 30% + 30% apresentação individual

    Presença e participação nas aulas

    -

    Avaliação qualitativa
  • Semestral
  • The curriculum unit on negotiation and sales techniques falls within the Commercial Management and Sales course. It aims to equip students with knowledge of how negotiation and sales are pivotal factors in managing businesses and commercial operations. This curriculum unit also addresses concepts and techniques of negotiation essential in the commercial field. Alongside these principles of negotiation and sales, the team also seeks to stimulate reflective capacity and critical thinking in this domain.

Hygiene and Safety in Hotels and Restaurants

Category: Discipline
  •   FAO & WHO. 2023. General principles of food hygiene. Codex Alimentarius Code of Practice, No. CXC 1-1969. Codex Alimentarius Commission. Rome. UE (2021). Regulamento (UE) 2021/382 do Parlamento Europeu e do Conselho, de 3 de março de 2021. https://eur-lex.europa.eu/eli/reg/2021/382/oj   Gomes, V. (2023). Restauração: Técnicas e Práticas. Lisboa: Lidel. Gomes, V. (2025). Gestão Prática de Alimentação e Bebidas. Lisboa: Lidel. Neves. R, & Pinto, J. (2010). HACCP - Análise de Riscos no Processamento Alimentar (2ª ed.). Porto: Publindústria.  
  • Hotel and Restaurant Management
  • 3572
  • 18895
  • Hygiene and Safety in Hotels and Restaurants
  • IPLUSO3572-18895
  • 2
  • 4
  • 0
  • 4
  • Não
  • Português
  • Teaching Methodologies: • Expository and dialogic theoretical-practical classes. • Challenge-Based Learning: Solving real-world practical cases from the sector. • Analysis and discussion of normative documents (AHRESP Code, legislation, etc.). • Simulations and practical exercises (e.g., flowchart creation, sanitation plans, hazard analysis). • Study visits (if applicable). Artificial intelligence resources may be used provided they have proven to be beneficial to students..
  • Mandatory
  • By the end of this course, students should be able to: identify pathogenic microorganisms and their growth factors; apply hygiene prerequisites (personnel, facilities, cold chain); implement the 7 HACCP principles and the CHAC methodology; comply with Regulation (EC) No 852/2004, including traceability and allergen management; prepare mandatory documentation (records, plans); and promote a proactive food safety culture as a team.
  • Module 1: Fundamentals of Food Hygiene and Safety Legal Framework: Regulation (EC) No 852/2004 and the "Hygiene Package". Concepts of food safety, hazard, risk and control. Module 2: Prerequisites - The Basis of Safety AHRESP Code of Good Hygiene and Food Safety Practices for Foods and Beverages Small enterprises. Module 3: HACCP System and CHAC Methodology Origin, objectives and the 7 principles of HACCP. CHAC Methodology (4Cs): A practical application of HACCP for SMEs. Module 4: Operational Management and Documentation Preparation of hygiene and pest control plans. Procedures for controlling frying oils (visual methods and rapid tests). Traceability: Registration of suppliers and raw materials. Consumer information: Allergen management. Internal audits and self-monitoring.

  • 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

    24-11-2025

    40%

    Trabalho individual

    15-12-2025

    50%

    Participação efetiva em aula

     

    10% 

     

    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
  • Safe food production is a fundamental pillar of hotel and restaurant operations, directly linked to public health, the establishment's reputation, and the customer experience. This discipline provides future managers with the essential tools to understand, implement, and supervise food hygiene and safety systems, focusing on practical and legally required methodologies, such as the HACCP (Hazard Analysis and Critical Control Points) system and its simplified application for micro and small businesses, the CHAC (Cross-Contamination, Cleaning, Cooking and Chiling) methodology, widely adopted in Portugal and recognized by ASAE. The scope of this course ranges from microbiological fundamentals to the operational management of food safety, preparing students to identify hazards, implement self-control plans, and ensure compliance with national and European legislation (Regulation (EC) No 852/2004).

Human Resources Management

Category: Discipline
  • Accounting and Finance
  • 7157
  • 523
  • Human Resources Management
  • IPLUSO7157-523
  • 2
  • 4
  • 0
  • 4
  • Não
  • Português
  • Semestral

Business English

Category: Discipline
  • Bruce, A. & Love, S. (2023). Presentation Essentials. New York: McGraw-Hill. Chan, M. (2020). English for Business Communication. London & New York: Routledge.  Emmerson, P. (2009). Business Vocabulary Builder. Oxford: Macmillan. Gordon Smith, D. (2007). English for Telephoning. Oxford: OUP. Mascull, Bill (2017). Business Vocabulary in Use. 3rd edition. Cambridge: CUP. Sinek, S. (2014). Leaders eat last: why some teams pull together and others don¿t. New York: Penguin Group. Trappe, T. & Tullis, G. (2011). Intelligent Business. Harlow: Pearson Educational Ltd.  
  • Commercial Management
  • 6814
  • 22411
  • Business English
  • IPLUSO6814-22411
  • 1
  • 4
  • 0
  • 4
  • Não
  • Português
  • Almost constant use of communicative activities to the detriment of lecture by the teacher, research and sharing of information the topics individually or in group, use of an interdisciplinary approach to the topics, flipped classroom methodology, feedforward processes. 
  • Mandatory
  • Main skills to acquire: Fluency, clarity and precision in the expression in English; Knowledge of a typical organizational structure, different departments, positions and responsibilities. Critical awareness of some current trends in business management. Effective formal telephone communication in English ¿ actively listening; providing, asking and recoding information, responding adequately. Making effective, professional presentations in English. Intercultural awareness.    
  • Organizations/companies. Organizational structure Hierarchy and positions Departments, responsibilities and tasks Ways of managing and leading. Common jargon. Trends in management. Speaking on the phone Common situations: how to respond Suitable language to respond to situations (recorded messages, getting through, leaving a message, wrong number) Making effective professional presentations in English (preparation, structure, language, non-linguistic elements). Reading: Leaders Eat Last: Why Some Teams Pull Together and Others Don't by Simon Sinek (1 chapter)

  • 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 escrito

    18-12-2025

    35%

    Avaliação individual - apresentação

    15-01-2026

    30%

    Trabalho de grupo (roleplay)

    Assiduidade e participação

    22-01-2026

    semestre

    25%

    10%

     

    Todos os elementos de avaliação são obrigatórios.
  • Semestral
  • This CU aims to: Develop critical thinking in students, as well as vocabular and fluency in English. Foster students effective and proficient oral and written expression, using vocabulary and languages skills that are suited to the situations they find themselves in. Discuss some recent trends in management. Practice professional communication in English in contexts pertaining to organizations and situations related to careers in business. Train telephone communication in the different situations more frequently encountered in an organizational context, developing language skills to communicate efficiently. Develop the practice of professional presentations in English, focusing on appropriate structure and language.

Biostatistics

Category: Discipline
  • Almeida, S. Estatística Aplicada à Investigação em Ciências da Saúde (1ª ed.). Lisboa: Lusodidacta.2017. ISBN 978-989-8075-77-2 Triola, M. F. Introdução à Estatística (7th ed.). Rio de Janeiro: LTC Editora. 2009. ISBN 9788521615866 Vieira, S. Introdução à Bioestatística (2nd ed.). Rio de Janeiro: Elsevier Educacional. 2009. ISBN 9788535202595 Dawson-Saunders, B. & Trapp, R.G.  Basic and clinical biostatistics (4th ed.). Lange. 2004. ISBN: 978-0071410175  
  • Medical Imaging and Radiotherapy
  • 4097
  • 19303
  • Biostatistics
  • IPLUSO4097-19303
  • 1
  • 5
  • 0
  • 4
  • Não
  • Português
  • In this curricular unit, the Team-based learning (TBL) methodology is used, with tasks carried out in small groups, allowing the development of the ability to analyze and apply theoretical concepts.
  • Mandatory
  • Provide the students with concepts and techniques necessary for a correct statistics analysis and interpretation of biological models,  as well as statistical processing of data on results of a study. To understand and analyse mathematical and statistical models. Master the use the statistical software SPSS. Interconnect research, statistical processing and presentation of data on results of a study.
  • Descriptive Statistics Data analysis and its graphical representation. Measures summary statistics ¿ CTM and DM. Probability and Probability Distributions Inferential Statistics General principles of statistical inference  Inferences about means Inferences about proportions Correlation and linear regression Statistical Data Analysis with SPSS Descriptive Statistics vs. Inferential Statistics Introduction and Data Editing Descriptive Statistics for Qualitative Variables Descriptive Statistics for Quantitative Variables Exploration and Crossing Variables Decision Theory - Groups comparison

  • A componente escrita consta de duas frequências escritas e é relativa aos conteúdos teóricos. A classificação mínima em cada frequência é de 8 valores. A classificação final é calculada a partir da seguinte fórmula: CF = 0,50 T + 0,50 T. A classificação de todos os instrumentos de avaliação é expressa numa escala de 0 a 20 valores, sendo que o valor ponderado das classificações obtidas em cada componente tem de ser igual ou superior a 9,5 valores, para efeitos de cálculo da classificação final. 

    Descrição

    Data limite

    Ponderação

    Teste de avaliação

    dd-mm-yyyy

    50%

    Teste de avaliação

    dd-mm-yyyy

    50%

     

     

     

     

     
  • Semestral
  • This course aims to develop the knowledge about  statistical work environments with its different techniques
  1. Biomechanics and Applied Kinesiology
  2. Management and Operation of Restaurants and Catering
  3. Image and Thought
  4. Transmedia Narratives

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