id	sid	tid	token	lemma	pos
abr-76	1	1	advances	advance	NOUN
abr-76	1	2	in	in	ADP
abr-76	1	3	business	business	NOUN
abr-76	1	4	research	research	NOUN
abr-76	1	5	2011	2011	NUM
abr-76	1	6	volume	volume	NOUN
abr-76	1	7	2.pdf	2.pdf	PROPN
abr-76	1	8	kaupins	kaupin	NOUN
abr-76	1	9	and	and	CCONJ
abr-76	1	10	johnson	johnson	PROPN
abr-76	1	11	advances	advance	VERB
abr-76	1	12	in	in	ADP
abr-76	1	13	business	business	NOUN
abr-76	1	14	research	research	NOUN
abr-76	1	15	2011	2011	NUM
abr-76	1	16	,	,	PUNCT
abr-76	1	17	vol	vol	NOUN
abr-76	1	18	.	.	PROPN
abr-76	2	1	2	2	NUM
abr-76	2	2	,	,	PUNCT
abr-76	2	3	no	no	INTJ
abr-76	2	4	.	.	NOUN
abr-76	2	5	1	1	NUM
abr-76	2	6	,	,	PUNCT
abr-76	2	7	238	238	NUM
abr-76	2	8	-	-	SYM
abr-76	2	9	246	246	NUM
abr-76	2	10	238	238	NUM
abr-76	2	11	problems	problem	NOUN
abr-76	2	12	in	in	ADP
abr-76	2	13	negotiation	negotiation	NOUN
abr-76	2	14	gambit	gambit	NOUN
abr-76	2	15	research	research	NOUN
abr-76	2	16	and	and	CCONJ
abr-76	2	17	practice	practice	NOUN
abr-76	2	18	gundars	gundar	NOUN
abr-76	2	19	kaupins	kaupin	NOUN
abr-76	2	20	,	,	PUNCT
abr-76	2	21	boise	boise	PROPN
abr-76	2	22	state	state	PROPN
abr-76	2	23	university	university	PROPN
abr-76	2	24	mark	mark	PROPN
abr-76	2	25	johnson	johnson	PROPN
abr-76	2	26	,	,	PUNCT
abr-76	2	27	idaho	idaho	PROPN
abr-76	2	28	state	state	PROPN
abr-76	2	29	university	university	PROPN
abr-76	2	30	this	this	DET
abr-76	2	31	paper	paper	NOUN
abr-76	2	32	provides	provide	VERB
abr-76	2	33	a	a	DET
abr-76	2	34	review	review	NOUN
abr-76	2	35	of	of	ADP
abr-76	2	36	the	the	DET
abr-76	2	37	relevant	relevant	ADJ
abr-76	2	38	literature	literature	NOUN
abr-76	2	39	pertaining	pertain	VERB
abr-76	2	40	to	to	ADP
abr-76	2	41	the	the	DET
abr-76	2	42	use	use	NOUN
abr-76	2	43	of	of	ADP
abr-76	2	44	gambits	gambit	NOUN
abr-76	2	45	(	(	PUNCT
abr-76	2	46	tactics	tactic	NOUN
abr-76	2	47	)	)	PUNCT
abr-76	2	48	in	in	ADP
abr-76	2	49	negotiations	negotiation	NOUN
abr-76	2	50	.	.	PUNCT
abr-76	3	1	the	the	DET
abr-76	3	2	review	review	NOUN
abr-76	3	3	reveals	reveal	VERB
abr-76	3	4	some	some	DET
abr-76	3	5	problems	problem	NOUN
abr-76	3	6	in	in	ADP
abr-76	3	7	the	the	DET
abr-76	3	8	literature	literature	NOUN
abr-76	3	9	as	as	SCONJ
abr-76	3	10	discussed	discuss	VERB
abr-76	3	11	within	within	ADP
abr-76	3	12	the	the	DET
abr-76	3	13	framework	framework	NOUN
abr-76	3	14	of	of	ADP
abr-76	3	15	goldstein	goldstein	PROPN
abr-76	3	16	’s	’s	PART
abr-76	3	17	model	model	NOUN
abr-76	3	18	of	of	ADP
abr-76	3	19	selection	selection	NOUN
abr-76	3	20	,	,	PUNCT
abr-76	3	21	implementation	implementation	NOUN
abr-76	3	22	,	,	PUNCT
abr-76	3	23	evaluation	evaluation	NOUN
abr-76	3	24	,	,	PUNCT
abr-76	3	25	and	and	CCONJ
abr-76	3	26	feedback	feedback	NOUN
abr-76	3	27	.	.	PUNCT
abr-76	4	1	key	key	ADJ
abr-76	4	2	problems	problem	NOUN
abr-76	4	3	in	in	ADP
abr-76	4	4	the	the	DET
abr-76	4	5	gambit	gambit	NOUN
abr-76	4	6	literature	literature	PROPN
abr-76	4	7	include	include	VERB
abr-76	4	8	the	the	DET
abr-76	4	9	lack	lack	NOUN
abr-76	4	10	of	of	ADP
abr-76	4	11	empirical	empirical	ADJ
abr-76	4	12	research	research	NOUN
abr-76	4	13	on	on	ADP
abr-76	4	14	the	the	DET
abr-76	4	15	choice	choice	NOUN
abr-76	4	16	of	of	ADP
abr-76	4	17	gambits	gambit	NOUN
abr-76	4	18	and	and	CCONJ
abr-76	4	19	the	the	DET
abr-76	4	20	difficulty	difficulty	NOUN
abr-76	4	21	of	of	ADP
abr-76	4	22	measurement	measurement	NOUN
abr-76	4	23	of	of	ADP
abr-76	4	24	the	the	DET
abr-76	4	25	effectiveness	effectiveness	NOUN
abr-76	4	26	of	of	ADP
abr-76	4	27	gambits	gambit	NOUN
abr-76	4	28	due	due	ADP
abr-76	4	29	to	to	ADP
abr-76	4	30	multivariate	multivariate	VERB
abr-76	4	31	problems	problem	NOUN
abr-76	4	32	.	.	PUNCT
abr-76	5	1	implications	implication	NOUN
abr-76	5	2	for	for	ADP
abr-76	5	3	future	future	ADJ
abr-76	5	4	research	research	NOUN
abr-76	5	5	follow	follow	NOUN
abr-76	5	6	.	.	PUNCT
abr-76	6	1	a	a	DET
abr-76	6	2	gambit	gambit	NOUN
abr-76	6	3	is	be	AUX
abr-76	6	4	a	a	DET
abr-76	6	5	chess	chess	NOUN
abr-76	6	6	term	term	NOUN
abr-76	6	7	referring	refer	VERB
abr-76	6	8	to	to	ADP
abr-76	6	9	the	the	DET
abr-76	6	10	moves	move	NOUN
abr-76	6	11	used	use	VERB
abr-76	6	12	to	to	PART
abr-76	6	13	gain	gain	VERB
abr-76	6	14	an	an	DET
abr-76	6	15	advantage	advantage	NOUN
abr-76	6	16	(	(	PUNCT
abr-76	6	17	dawson	dawson	PROPN
abr-76	6	18	,	,	PUNCT
abr-76	6	19	1987	1987	NUM
abr-76	6	20	)	)	PUNCT
abr-76	6	21	.	.	PUNCT
abr-76	7	1	in	in	ADP
abr-76	7	2	negotiations	negotiation	NOUN
abr-76	7	3	,	,	PUNCT
abr-76	7	4	gambits	gambit	NOUN
abr-76	7	5	refer	refer	VERB
abr-76	7	6	to	to	ADP
abr-76	7	7	the	the	DET
abr-76	7	8	specific	specific	ADJ
abr-76	7	9	tactics	tactic	NOUN
abr-76	7	10	that	that	PRON
abr-76	7	11	help	help	AUX
abr-76	7	12	achieve	achieve	VERB
abr-76	7	13	negotiation	negotiation	NOUN
abr-76	7	14	objectives	objective	NOUN
abr-76	7	15	.	.	PUNCT
abr-76	8	1	for	for	ADP
abr-76	8	2	example	example	NOUN
abr-76	8	3	,	,	PUNCT
abr-76	8	4	some	some	DET
abr-76	8	5	gambits	gambit	NOUN
abr-76	8	6	include	include	VERB
abr-76	8	7	the	the	DET
abr-76	8	8	compromise	compromise	NOUN
abr-76	8	9	,	,	PUNCT
abr-76	8	10	walking	walk	VERB
abr-76	8	11	away	away	ADV
abr-76	8	12	from	from	ADP
abr-76	8	13	negotiations	negotiation	NOUN
abr-76	8	14	,	,	PUNCT
abr-76	8	15	trading	trade	VERB
abr-76	8	16	off	off	ADP
abr-76	8	17	,	,	PUNCT
abr-76	8	18	setting	set	VERB
abr-76	8	19	aside	aside	ADP
abr-76	8	20	hard	hard	ADJ
abr-76	8	21	issues	issue	NOUN
abr-76	8	22	first	first	ADV
abr-76	8	23	,	,	PUNCT
abr-76	8	24	accepting	accept	VERB
abr-76	8	25	the	the	DET
abr-76	8	26	first	first	ADJ
abr-76	8	27	offer	offer	NOUN
abr-76	8	28	,	,	PUNCT
abr-76	8	29	automatically	automatically	ADV
abr-76	8	30	rejecting	reject	VERB
abr-76	8	31	the	the	DET
abr-76	8	32	first	first	ADJ
abr-76	8	33	offer	offer	NOUN
abr-76	8	34	,	,	PUNCT
abr-76	8	35	and	and	CCONJ
abr-76	8	36	acting	act	VERB
abr-76	8	37	kind	kind	NOUN
abr-76	8	38	while	while	SCONJ
abr-76	8	39	not	not	PART
abr-76	8	40	giving	give	VERB
abr-76	8	41	an	an	DET
abr-76	8	42	inch	inch	NOUN
abr-76	8	43	.	.	PUNCT
abr-76	9	1	another	another	DET
abr-76	9	2	gambit	gambit	NOUN
abr-76	9	3	may	may	AUX
abr-76	9	4	be	be	AUX
abr-76	9	5	a	a	DET
abr-76	9	6	“	"	PUNCT
abr-76	9	7	flinch	flinch	NOUN
abr-76	9	8	,	,	PUNCT
abr-76	9	9	”	"	PUNCT
abr-76	9	10	which	which	PRON
abr-76	9	11	is	be	AUX
abr-76	9	12	a	a	DET
abr-76	9	13	strong	strong	ADJ
abr-76	9	14	negative	negative	ADJ
abr-76	9	15	physical	physical	ADJ
abr-76	9	16	reaction	reaction	NOUN
abr-76	9	17	to	to	ADP
abr-76	9	18	a	a	DET
abr-76	9	19	proposal	proposal	NOUN
abr-76	9	20	by	by	ADP
abr-76	9	21	the	the	DET
abr-76	9	22	opponent	opponent	NOUN
abr-76	9	23	that	that	PRON
abr-76	9	24	is	be	AUX
abr-76	9	25	implemented	implement	VERB
abr-76	9	26	with	with	ADP
abr-76	9	27	the	the	DET
abr-76	9	28	intent	intent	NOUN
abr-76	9	29	to	to	PART
abr-76	9	30	obtain	obtain	VERB
abr-76	9	31	a	a	DET
abr-76	9	32	more	more	ADV
abr-76	9	33	favorable	favorable	ADJ
abr-76	9	34	outcome	outcome	NOUN
abr-76	9	35	from	from	ADP
abr-76	9	36	the	the	DET
abr-76	9	37	other	other	ADJ
abr-76	9	38	party	party	NOUN
abr-76	9	39	.	.	PUNCT
abr-76	10	1	negotiators	negotiator	NOUN
abr-76	10	2	have	have	VERB
abr-76	10	3	many	many	ADJ
abr-76	10	4	of	of	ADP
abr-76	10	5	gambits	gambit	NOUN
abr-76	10	6	at	at	ADP
abr-76	10	7	their	their	PRON
abr-76	10	8	disposal	disposal	NOUN
abr-76	10	9	.	.	PUNCT
abr-76	11	1	they	they	PRON
abr-76	11	2	may	may	AUX
abr-76	11	3	implement	implement	VERB
abr-76	11	4	many	many	ADJ
abr-76	11	5	of	of	ADP
abr-76	11	6	them	they	PRON
abr-76	11	7	or	or	CCONJ
abr-76	11	8	only	only	ADV
abr-76	11	9	a	a	DET
abr-76	11	10	few	few	ADJ
abr-76	11	11	in	in	ADP
abr-76	11	12	order	order	NOUN
abr-76	11	13	to	to	PART
abr-76	11	14	achieve	achieve	VERB
abr-76	11	15	their	their	PRON
abr-76	11	16	negotiation	negotiation	NOUN
abr-76	11	17	objectives	objective	NOUN
abr-76	11	18	.	.	PUNCT
abr-76	12	1	negotiators	negotiator	NOUN
abr-76	12	2	have	have	VERB
abr-76	12	3	to	to	PART
abr-76	12	4	decide	decide	VERB
abr-76	12	5	what	what	PRON
abr-76	12	6	gambits	gambit	NOUN
abr-76	12	7	are	be	AUX
abr-76	12	8	most	most	ADV
abr-76	12	9	likely	likely	ADJ
abr-76	12	10	to	to	PART
abr-76	12	11	result	result	VERB
abr-76	12	12	in	in	ADP
abr-76	12	13	the	the	DET
abr-76	12	14	most	most	ADV
abr-76	12	15	favorable	favorable	ADJ
abr-76	12	16	outcomes	outcome	NOUN
abr-76	12	17	in	in	ADP
abr-76	12	18	a	a	DET
abr-76	12	19	given	give	VERB
abr-76	12	20	negotiation	negotiation	NOUN
abr-76	12	21	situation	situation	NOUN
abr-76	12	22	.	.	PUNCT
abr-76	13	1	purpose	purpose	NOUN
abr-76	13	2	unfortunately	unfortunately	ADV
abr-76	13	3	,	,	PUNCT
abr-76	13	4	existing	exist	VERB
abr-76	13	5	research	research	NOUN
abr-76	13	6	is	be	AUX
abr-76	13	7	not	not	PART
abr-76	13	8	clear	clear	ADJ
abr-76	13	9	why	why	SCONJ
abr-76	13	10	certain	certain	ADJ
abr-76	13	11	gambits	gambit	NOUN
abr-76	13	12	should	should	AUX
abr-76	13	13	be	be	AUX
abr-76	13	14	used	use	VERB
abr-76	13	15	in	in	ADP
abr-76	13	16	certain	certain	ADJ
abr-76	13	17	negotiation	negotiation	NOUN
abr-76	13	18	situations	situation	NOUN
abr-76	13	19	.	.	PUNCT
abr-76	14	1	furthermore	furthermore	ADV
abr-76	14	2	,	,	PUNCT
abr-76	14	3	research	research	NOUN
abr-76	14	4	is	be	AUX
abr-76	14	5	not	not	PART
abr-76	14	6	clear	clear	ADJ
abr-76	14	7	how	how	SCONJ
abr-76	14	8	to	to	PART
abr-76	14	9	evaluate	evaluate	VERB
abr-76	14	10	if	if	SCONJ
abr-76	14	11	a	a	DET
abr-76	14	12	gambit	gambit	NOUN
abr-76	14	13	or	or	CCONJ
abr-76	14	14	set	set	NOUN
abr-76	14	15	of	of	ADP
abr-76	14	16	gambits	gambit	NOUN
abr-76	14	17	that	that	PRON
abr-76	14	18	have	have	AUX
abr-76	14	19	been	be	AUX
abr-76	14	20	used	use	VERB
abr-76	14	21	achieved	achieve	VERB
abr-76	14	22	negotiation	negotiation	NOUN
abr-76	14	23	objectives	objective	NOUN
abr-76	14	24	.	.	PUNCT
abr-76	15	1	according	accord	VERB
abr-76	15	2	to	to	ADP
abr-76	15	3	coburn	coburn	NOUN
abr-76	15	4	(	(	PUNCT
abr-76	15	5	2010	2010	NUM
abr-76	15	6	)	)	PUNCT
abr-76	15	7	,	,	PUNCT
abr-76	15	8	prior	prior	ADV
abr-76	15	9	to	to	ADP
abr-76	15	10	the	the	DET
abr-76	15	11	1980	1980	NUM
abr-76	15	12	's	's	PART
abr-76	15	13	,	,	PUNCT
abr-76	15	14	many	many	ADJ
abr-76	15	15	researchers	researcher	NOUN
abr-76	15	16	focused	focus	VERB
abr-76	15	17	their	their	PRON
abr-76	15	18	research	research	NOUN
abr-76	15	19	on	on	ADP
abr-76	15	20	the	the	DET
abr-76	15	21	use	use	NOUN
abr-76	15	22	of	of	ADP
abr-76	15	23	specific	specific	ADJ
abr-76	15	24	gambits	gambit	NOUN
abr-76	15	25	.	.	PUNCT
abr-76	16	1	a	a	DET
abr-76	16	2	variety	variety	NOUN
abr-76	16	3	of	of	ADP
abr-76	16	4	gambits	gambit	NOUN
abr-76	16	5	were	be	AUX
abr-76	16	6	defined	define	VERB
abr-76	16	7	and	and	CCONJ
abr-76	16	8	negotiators	negotiator	NOUN
abr-76	16	9	were	be	AUX
abr-76	16	10	told	tell	VERB
abr-76	16	11	to	to	PART
abr-76	16	12	choose	choose	VERB
abr-76	16	13	whatever	whatever	DET
abr-76	16	14	gambits	gambit	NOUN
abr-76	16	15	they	they	PRON
abr-76	16	16	saw	see	VERB
abr-76	16	17	fit	fit	ADJ
abr-76	16	18	.	.	PUNCT
abr-76	17	1	more	more	ADV
abr-76	17	2	recent	recent	ADJ
abr-76	17	3	negotiation	negotiation	NOUN
abr-76	17	4	research	research	NOUN
abr-76	17	5	has	have	AUX
abr-76	17	6	considered	consider	VERB
abr-76	17	7	contextual	contextual	ADJ
abr-76	17	8	variables	variable	NOUN
abr-76	17	9	of	of	ADP
abr-76	17	10	negotiation	negotiation	NOUN
abr-76	17	11	situations	situation	NOUN
abr-76	17	12	such	such	ADJ
abr-76	17	13	as	as	ADP
abr-76	17	14	short	short	ADJ
abr-76	17	15	-	-	PUNCT
abr-76	17	16	term	term	NOUN
abr-76	17	17	versus	versus	ADP
abr-76	17	18	long	long	ADJ
abr-76	17	19	-	-	PUNCT
abr-76	17	20	term	term	NOUN
abr-76	17	21	negotiation	negotiation	NOUN
abr-76	17	22	relationships	relationship	NOUN
abr-76	17	23	and	and	CCONJ
abr-76	17	24	the	the	DET
abr-76	17	25	search	search	NOUN
abr-76	17	26	for	for	ADP
abr-76	17	27	win	win	NOUN
abr-76	17	28	-	-	PUNCT
abr-76	17	29	win	win	NOUN
abr-76	17	30	versus	versus	ADP
abr-76	17	31	win	win	NOUN
abr-76	17	32	-	-	PUNCT
abr-76	17	33	lose	lose	NOUN
abr-76	17	34	relationships	relationship	NOUN
abr-76	17	35	in	in	ADP
abr-76	17	36	selecting	select	VERB
abr-76	17	37	gambits	gambit	NOUN
abr-76	17	38	.	.	PUNCT
abr-76	18	1	there	there	PRON
abr-76	18	2	needs	need	VERB
abr-76	18	3	to	to	PART
abr-76	18	4	be	be	AUX
abr-76	18	5	a	a	DET
abr-76	18	6	greater	great	ADJ
abr-76	18	7	rationale	rationale	NOUN
abr-76	18	8	for	for	SCONJ
abr-76	18	9	negotiators	negotiator	NOUN
abr-76	18	10	to	to	PART
abr-76	18	11	use	use	VERB
abr-76	18	12	various	various	ADJ
abr-76	18	13	gambits	gambit	NOUN
abr-76	18	14	in	in	ADP
abr-76	18	15	negotiations	negotiation	NOUN
abr-76	18	16	.	.	PUNCT
abr-76	19	1	supposedly	supposedly	ADV
abr-76	19	2	,	,	PUNCT
abr-76	19	3	if	if	SCONJ
abr-76	19	4	negotiators	negotiator	NOUN
abr-76	19	5	had	have	VERB
abr-76	19	6	a	a	DET
abr-76	19	7	more	more	ADV
abr-76	19	8	systematic	systematic	ADJ
abr-76	19	9	basis	basis	NOUN
abr-76	19	10	for	for	ADP
abr-76	19	11	selection	selection	NOUN
abr-76	19	12	of	of	ADP
abr-76	19	13	gambits	gambit	NOUN
abr-76	19	14	in	in	ADP
abr-76	19	15	negotiations	negotiation	NOUN
abr-76	19	16	,	,	PUNCT
abr-76	19	17	they	they	PRON
abr-76	19	18	would	would	AUX
abr-76	19	19	be	be	AUX
abr-76	19	20	more	more	ADV
abr-76	19	21	successful	successful	ADJ
abr-76	19	22	in	in	ADP
abr-76	19	23	achieving	achieve	VERB
abr-76	19	24	their	their	PRON
abr-76	19	25	objectives	objective	NOUN
abr-76	19	26	.	.	PUNCT
abr-76	20	1	accordingly	accordingly	ADV
abr-76	20	2	,	,	PUNCT
abr-76	20	3	this	this	DET
abr-76	20	4	study	study	NOUN
abr-76	20	5	describes	describe	VERB
abr-76	20	6	how	how	SCONJ
abr-76	20	7	existing	exist	VERB
abr-76	20	8	research	research	NOUN
abr-76	20	9	has	have	AUX
abr-76	20	10	grown	grow	VERB
abr-76	20	11	in	in	ADP
abr-76	20	12	analyzing	analyze	VERB
abr-76	20	13	gambits	gambit	NOUN
abr-76	20	14	and	and	CCONJ
abr-76	20	15	continues	continue	VERB
abr-76	20	16	to	to	PART
abr-76	20	17	be	be	AUX
abr-76	20	18	deficient	deficient	ADJ
abr-76	20	19	in	in	ADP
abr-76	20	20	describing	describe	VERB
abr-76	20	21	what	what	PRON
abr-76	20	22	gambits	gambit	NOUN
abr-76	20	23	to	to	PART
abr-76	20	24	use	use	VERB
abr-76	20	25	when	when	SCONJ
abr-76	20	26	and	and	CCONJ
abr-76	20	27	how	how	SCONJ
abr-76	20	28	to	to	PART
abr-76	20	29	evaluate	evaluate	VERB
abr-76	20	30	gambits	gambit	NOUN
abr-76	20	31	.	.	PUNCT
abr-76	21	1	it	it	PRON
abr-76	21	2	also	also	ADV
abr-76	21	3	will	will	AUX
abr-76	21	4	provide	provide	VERB
abr-76	21	5	suggestions	suggestion	NOUN
abr-76	21	6	for	for	ADP
abr-76	21	7	future	future	ADJ
abr-76	21	8	research	research	NOUN
abr-76	21	9	to	to	PART
abr-76	21	10	begin	begin	VERB
abr-76	21	11	to	to	PART
abr-76	21	12	tackle	tackle	VERB
abr-76	21	13	difficult	difficult	ADJ
abr-76	21	14	problems	problem	NOUN
abr-76	21	15	for	for	ADP
abr-76	21	16	researchers	researcher	NOUN
abr-76	21	17	and	and	CCONJ
abr-76	21	18	practitioners	practitioner	NOUN
abr-76	21	19	.	.	PUNCT
abr-76	22	1	figure	figure	NOUN
abr-76	22	2	1	1	NUM
abr-76	22	3	:	:	PUNCT
abr-76	22	4	gambit	gambit	NOUN
abr-76	22	5	model	model	PROPN
abr-76	22	6	gambit	gambit	PROPN
abr-76	22	7	gambit	gambit	PROPN
abr-76	22	8	gambit	gambit	PROPN
abr-76	22	9	assessment	assessment	NOUN
abr-76	22	10	phase	phase	NOUN
abr-76	22	11	!	!	PUNCT
abr-76	22	12	!	!	PUNCT
abr-76	22	13	!	!	PUNCT
abr-76	22	14	!	!	PUNCT
abr-76	23	1	use	use	NOUN
abr-76	23	2	phase	phase	NOUN
abr-76	23	3	!	!	PUNCT
abr-76	23	4	!	!	PUNCT
abr-76	23	5	!	!	PUNCT
abr-76	23	6	!	!	PUNCT
abr-76	23	7	!	!	PUNCT
abr-76	23	8	!	!	PUNCT
abr-76	23	9	!	!	PUNCT
abr-76	23	10	!	!	PUNCT
abr-76	23	11	!	!	PUNCT
abr-76	23	12	!	!	PUNCT
abr-76	23	13	!	!	PUNCT
abr-76	23	14	!	!	PUNCT
abr-76	23	15	!	!	PUNCT
abr-76	23	16	!	!	PUNCT
abr-76	23	17	!	!	PUNCT
abr-76	23	18	!	!	PUNCT
abr-76	23	19	!	!	PUNCT
abr-76	23	20	!	!	PUNCT
abr-76	23	21	!	!	PUNCT
abr-76	23	22	!	!	PUNCT
abr-76	23	23	!	!	PUNCT
abr-76	24	1	evaluation	evaluation	NOUN
abr-76	24	2	phase	phase	NOUN
abr-76	24	3	conduct	conduct	VERB
abr-76	24	4	a	a	DET
abr-76	24	5	negotiation	negotiation	NOUN
abr-76	24	6	identify	identify	VERB
abr-76	24	7	appropriate	appropriate	ADJ
abr-76	24	8	gambits	gambit	NOUN
abr-76	24	9	evaluate	evaluate	VERB
abr-76	24	10	degree	degree	NOUN
abr-76	24	11	to	to	PART
abr-76	24	12	"	"	PUNCT
abr-76	24	13	needs	need	VERB
abr-76	24	14	assessment	assessment	NOUN
abr-76	24	15	negotiate	negotiate	NOUN
abr-76	24	16	using	use	VERB
abr-76	24	17	these	these	DET
abr-76	24	18	gambits	gambit	NOUN
abr-76	24	19	which	which	PRON
abr-76	24	20	negotiation	negotiation	NOUN
abr-76	24	21	set	set	NOUN
abr-76	24	22	negotiation	negotiation	NOUN
abr-76	24	23	objectives	objective	NOUN
abr-76	24	24	are	be	AUX
abr-76	24	25	met	meet	VERB
abr-76	24	26	objectives	objective	NOUN
abr-76	24	27	evaluate	evaluate	VERB
abr-76	24	28	degree	degree	NOUN
abr-76	24	29	to	to	ADP
abr-76	24	30	"	"	PUNCT
abr-76	24	31	#	#	NOUN
abr-76	24	32	!	!	PUNCT
abr-76	24	33	!	!	PUNCT
abr-76	25	1	which	which	DET
abr-76	25	2	gambits	gambit	VERB
abr-76	25	3	met	meet	VERB
abr-76	25	4	negotiation	negotiation	NOUN
abr-76	25	5	#	#	NOUN
abr-76	25	6	objectives	objective	NOUN
abr-76	25	7	"	"	PUNCT
abr-76	25	8	$	$	SYM
abr-76	25	9	!	!	PUNCT
abr-76	25	10	!	!	PUNCT
abr-76	25	11	!	!	PUNCT
abr-76	25	12	!	!	PUNCT
abr-76	25	13	!	!	PUNCT
abr-76	25	14	!	!	PUNCT
abr-76	26	1	$	$	X
abr-76	26	2	!	!	PUNCT
abr-76	26	3	!	!	PUNCT
abr-76	26	4	!	!	PUNCT
abr-76	26	5	!	!	PUNCT
abr-76	26	6	!	!	PUNCT
abr-76	26	7	!	!	PUNCT
abr-76	26	8	!	!	PUNCT
abr-76	27	1	$	$	X
abr-76	27	2	!	!	PUNCT
abr-76	27	3	!	!	PUNCT
abr-76	27	4	!	!	PUNCT
abr-76	27	5	!	!	PUNCT
abr-76	27	6	!	!	PUNCT
abr-76	27	7	!	!	PUNCT
abr-76	28	1	$	$	X
abr-76	28	2	!	!	PUNCT
abr-76	28	3	!	!	PUNCT
abr-76	28	4	!	!	PUNCT
abr-76	28	5	!	!	PUNCT
abr-76	28	6	!	!	PUNCT
abr-76	29	1	feedback	feedback	NOUN
abr-76	29	2	loop	loop	VERB
abr-76	29	3	$	$	SYM
abr-76	29	4	!	!	PUNCT
abr-76	29	5	!	!	PUNCT
abr-76	29	6	!	!	PUNCT
abr-76	29	7	!	!	PUNCT
abr-76	29	8	!	!	PUNCT
abr-76	29	9	!	!	PUNCT
abr-76	29	10	!	!	PUNCT
abr-76	30	1	$	$	X
abr-76	30	2	!	!	PUNCT
abr-76	30	3	!	!	PUNCT
abr-76	30	4	!	!	PUNCT
abr-76	30	5	!	!	PUNCT
abr-76	30	6	!	!	PUNCT
abr-76	30	7	!	!	PUNCT
abr-76	30	8	!	!	PUNCT
abr-76	31	1	$	$	X
abr-76	31	2	!	!	PUNCT
abr-76	31	3	!	!	PUNCT
abr-76	31	4	!	!	PUNCT
abr-76	31	5	!	!	PUNCT
abr-76	31	6	!	!	PUNCT
abr-76	31	7	!	!	PUNCT
abr-76	31	8	!	!	PUNCT
abr-76	31	9	!	!	PUNCT
abr-76	32	1	$	$	X
abr-76	32	2	!	!	PUNCT
abr-76	32	3	!	!	PUNCT
abr-76	32	4	!	!	PUNCT
abr-76	32	5	!	!	PUNCT
abr-76	32	6	!	!	PUNCT
abr-76	32	7	!	!	PUNCT
abr-76	32	8	!	!	PUNCT
abr-76	33	1	$	$	X
abr-76	33	2	!	!	PUNCT
abr-76	33	3	!	!	PUNCT
abr-76	33	4	!	!	PUNCT
abr-76	33	5	!	!	PUNCT
abr-76	33	6	!	!	PUNCT
abr-76	33	7	!	!	PUNCT
abr-76	33	8	!	!	PUNCT
abr-76	33	9	!	!	PUNCT
abr-76	33	10	!	!	PUNCT
abr-76	34	1	$	$	X
abr-76	34	2	!	!	PUNCT
abr-76	34	3	!	!	PUNCT
abr-76	34	4	!	!	PUNCT
abr-76	34	5	!	!	PUNCT
abr-76	34	6	!	!	PUNCT
abr-76	34	7	!	!	PUNCT
abr-76	34	8	!	!	PUNCT
abr-76	35	1	$	$	X
abr-76	35	2	!	!	PUNCT
abr-76	35	3	!	!	PUNCT
abr-76	35	4	!	!	PUNCT
abr-76	35	5	!	!	PUNCT
abr-76	35	6	!	!	PUNCT
abr-76	35	7	!	!	PUNCT
abr-76	36	1	$	$	X
abr-76	36	2	!	!	PUNCT
abr-76	36	3	!	!	PUNCT
abr-76	37	1	keep	keep	VERB
abr-76	37	2	records	record	NOUN
abr-76	37	3	of	of	ADP
abr-76	37	4	negotiations	negotiation	NOUN
abr-76	37	5	and	and	CCONJ
abr-76	37	6	gambits	gambit	NOUN
abr-76	37	7	used	use	VERB
abr-76	37	8	for	for	ADP
abr-76	37	9	future	future	ADJ
abr-76	37	10	retrieval	retrieval	NOUN
abr-76	37	11	kaupins	kaupin	NOUN
abr-76	37	12	and	and	CCONJ
abr-76	37	13	johnson	johnson	PROPN
abr-76	37	14	advances	advance	VERB
abr-76	37	15	in	in	ADP
abr-76	37	16	business	business	NOUN
abr-76	37	17	research	research	NOUN
abr-76	37	18	2011	2011	NUM
abr-76	37	19	,	,	PUNCT
abr-76	37	20	vol	vol	NOUN
abr-76	37	21	.	.	PROPN
abr-76	38	1	2	2	NUM
abr-76	38	2	,	,	PUNCT
abr-76	38	3	no	no	INTJ
abr-76	38	4	.	.	NOUN
abr-76	38	5	1	1	NUM
abr-76	38	6	,	,	PUNCT
abr-76	38	7	238	238	NUM
abr-76	38	8	-	-	SYM
abr-76	38	9	246	246	NUM
abr-76	38	10	239	239	NUM
abr-76	38	11	framework	framework	NOUN
abr-76	38	12	for	for	ADP
abr-76	38	13	the	the	DET
abr-76	38	14	literature	literature	NOUN
abr-76	38	15	review	review	NOUN
abr-76	38	16	to	to	PART
abr-76	38	17	help	help	VERB
abr-76	38	18	describe	describe	VERB
abr-76	38	19	the	the	DET
abr-76	38	20	strengths	strength	NOUN
abr-76	38	21	and	and	CCONJ
abr-76	38	22	deficiencies	deficiency	NOUN
abr-76	38	23	in	in	ADP
abr-76	38	24	the	the	DET
abr-76	38	25	literature	literature	NOUN
abr-76	39	1	,	,	PUNCT
abr-76	39	2	this	this	DET
abr-76	39	3	study	study	NOUN
abr-76	39	4	provides	provide	VERB
abr-76	39	5	a	a	DET
abr-76	39	6	framework	framework	NOUN
abr-76	39	7	for	for	ADP
abr-76	39	8	the	the	DET
abr-76	39	9	literature	literature	NOUN
abr-76	39	10	review	review	NOUN
abr-76	39	11	through	through	ADP
abr-76	39	12	an	an	DET
abr-76	39	13	adaptation	adaptation	NOUN
abr-76	39	14	of	of	ADP
abr-76	39	15	goldstein	goldstein	PROPN
abr-76	39	16	’s	’s	PART
abr-76	39	17	training	training	NOUN
abr-76	39	18	model	model	NOUN
abr-76	39	19	(	(	PUNCT
abr-76	39	20	goldstein	goldstein	NOUN
abr-76	39	21	,	,	PUNCT
abr-76	39	22	1993	1993	NUM
abr-76	39	23	)	)	PUNCT
abr-76	39	24	.	.	PUNCT
abr-76	40	1	the	the	DET
abr-76	40	2	adaptation	adaptation	NOUN
abr-76	40	3	is	be	AUX
abr-76	40	4	shown	show	VERB
abr-76	40	5	in	in	ADP
abr-76	40	6	figure	figure	NOUN
abr-76	40	7	1	1	NUM
abr-76	40	8	above	above	ADP
abr-76	40	9	.	.	PUNCT
abr-76	41	1	in	in	ADP
abr-76	41	2	the	the	DET
abr-76	41	3	gambit	gambit	NOUN
abr-76	41	4	assessment	assessment	NOUN
abr-76	41	5	phase	phase	NOUN
abr-76	41	6	,	,	PUNCT
abr-76	41	7	a	a	DET
abr-76	41	8	negotiation	negotiation	NOUN
abr-76	41	9	needs	need	VERB
abr-76	41	10	assessment	assessment	NOUN
abr-76	41	11	is	be	AUX
abr-76	41	12	followed	follow	VERB
abr-76	41	13	by	by	ADP
abr-76	41	14	the	the	DET
abr-76	41	15	setting	setting	NOUN
abr-76	41	16	of	of	ADP
abr-76	41	17	negotiation	negotiation	NOUN
abr-76	41	18	objectives	objective	NOUN
abr-76	41	19	.	.	PUNCT
abr-76	42	1	in	in	ADP
abr-76	42	2	the	the	DET
abr-76	42	3	gambit	gambit	NOUN
abr-76	42	4	use	use	NOUN
abr-76	42	5	phase	phase	NOUN
abr-76	42	6	,	,	PUNCT
abr-76	42	7	appropriate	appropriate	ADJ
abr-76	42	8	gambits	gambit	NOUN
abr-76	42	9	are	be	AUX
abr-76	42	10	selected	select	VERB
abr-76	42	11	for	for	ADP
abr-76	42	12	negotiations	negotiation	NOUN
abr-76	42	13	and	and	CCONJ
abr-76	42	14	are	be	AUX
abr-76	42	15	used	use	VERB
abr-76	42	16	.	.	PUNCT
abr-76	43	1	in	in	ADP
abr-76	43	2	the	the	DET
abr-76	43	3	evaluation	evaluation	NOUN
abr-76	43	4	phase	phase	NOUN
abr-76	43	5	,	,	PUNCT
abr-76	43	6	overall	overall	ADJ
abr-76	43	7	negotiation	negotiation	NOUN
abr-76	43	8	objectives	objective	NOUN
abr-76	43	9	and	and	CCONJ
abr-76	43	10	individual	individual	ADJ
abr-76	43	11	gambits	gambit	NOUN
abr-76	43	12	are	be	AUX
abr-76	43	13	evaluated	evaluate	VERB
abr-76	43	14	.	.	PUNCT
abr-76	44	1	the	the	DET
abr-76	44	2	feedback	feedback	NOUN
abr-76	44	3	loop	loop	NOUN
abr-76	44	4	involves	involve	VERB
abr-76	44	5	keeping	keep	VERB
abr-76	44	6	records	record	NOUN
abr-76	44	7	of	of	ADP
abr-76	44	8	negotiations	negotiation	NOUN
abr-76	44	9	and	and	CCONJ
abr-76	44	10	gambits	gambit	NOUN
abr-76	44	11	used	use	VERB
abr-76	44	12	for	for	ADP
abr-76	44	13	future	future	ADJ
abr-76	44	14	retrieval	retrieval	NOUN
abr-76	44	15	in	in	ADP
abr-76	44	16	later	late	ADJ
abr-76	44	17	negotiations	negotiation	NOUN
abr-76	44	18	.	.	PUNCT
abr-76	45	1	the	the	DET
abr-76	45	2	model	model	NOUN
abr-76	45	3	has	have	VERB
abr-76	45	4	several	several	ADJ
abr-76	45	5	characteristics	characteristic	NOUN
abr-76	45	6	.	.	PUNCT
abr-76	46	1	first	first	ADV
abr-76	46	2	,	,	PUNCT
abr-76	46	3	it	it	PRON
abr-76	46	4	is	be	AUX
abr-76	46	5	simple	simple	ADJ
abr-76	46	6	and	and	CCONJ
abr-76	46	7	contains	contain	VERB
abr-76	46	8	only	only	ADV
abr-76	46	9	four	four	NUM
abr-76	46	10	steps	step	NOUN
abr-76	46	11	.	.	PUNCT
abr-76	47	1	second	second	ADJ
abr-76	47	2	,	,	PUNCT
abr-76	47	3	some	some	DET
abr-76	47	4	variation	variation	NOUN
abr-76	47	5	of	of	ADP
abr-76	47	6	it	it	PRON
abr-76	47	7	can	can	AUX
abr-76	47	8	be	be	AUX
abr-76	47	9	found	find	VERB
abr-76	47	10	in	in	ADP
abr-76	47	11	chapters	chapter	NOUN
abr-76	47	12	on	on	ADP
abr-76	47	13	training	training	NOUN
abr-76	47	14	in	in	ADP
abr-76	47	15	human	human	ADJ
abr-76	47	16	resource	resource	NOUN
abr-76	47	17	management	management	NOUN
abr-76	47	18	texts	text	NOUN
abr-76	47	19	(	(	PUNCT
abr-76	47	20	i.e.	i.e.	X
abr-76	47	21	,	,	PUNCT
abr-76	47	22	dessler	dessler	NOUN
abr-76	47	23	,	,	PUNCT
abr-76	47	24	2011	2011	NUM
abr-76	47	25	,	,	PUNCT
abr-76	47	26	mathis	mathis	PROPN
abr-76	47	27	and	and	CCONJ
abr-76	47	28	jackson	jackson	PROPN
abr-76	47	29	,	,	PUNCT
abr-76	47	30	2011	2011	NUM
abr-76	47	31	)	)	PUNCT
abr-76	47	32	and	and	CCONJ
abr-76	47	33	research	research	NOUN
abr-76	47	34	articles	article	NOUN
abr-76	47	35	on	on	ADP
abr-76	47	36	health	health	NOUN
abr-76	47	37	and	and	CCONJ
abr-76	47	38	other	other	ADJ
abr-76	47	39	areas	area	NOUN
abr-76	47	40	(	(	PUNCT
abr-76	47	41	i.e.	i.e.	X
abr-76	47	42	,	,	PUNCT
abr-76	47	43	wang	wang	PROPN
abr-76	47	44	,	,	PUNCT
abr-76	47	45	et	et	PROPN
abr-76	47	46	.	.	PUNCT
abr-76	48	1	al	al	PROPN
abr-76	48	2	.	.	PROPN
abr-76	48	3	,	,	PUNCT
abr-76	48	4	2008	2008	NUM
abr-76	48	5	)	)	PUNCT
abr-76	48	6	.	.	PUNCT
abr-76	49	1	third	third	ADV
abr-76	49	2	,	,	PUNCT
abr-76	49	3	the	the	DET
abr-76	49	4	model	model	NOUN
abr-76	49	5	has	have	AUX
abr-76	49	6	been	be	AUX
abr-76	49	7	used	use	VERB
abr-76	49	8	in	in	ADP
abr-76	49	9	some	some	DET
abr-76	49	10	form	form	NOUN
abr-76	49	11	in	in	ADP
abr-76	49	12	a	a	DET
abr-76	49	13	variety	variety	NOUN
abr-76	49	14	of	of	ADP
abr-76	49	15	training	training	NOUN
abr-76	49	16	programs	program	NOUN
abr-76	49	17	(	(	PUNCT
abr-76	49	18	mathis	mathis	PROPN
abr-76	49	19	and	and	CCONJ
abr-76	49	20	jackson	jackson	PROPN
abr-76	49	21	,	,	PUNCT
abr-76	49	22	2011	2011	NUM
abr-76	49	23	)	)	PUNCT
abr-76	49	24	.	.	PUNCT
abr-76	50	1	related	relate	VERB
abr-76	50	2	models	model	NOUN
abr-76	50	3	in	in	ADP
abr-76	50	4	the	the	DET
abr-76	50	5	literature	literature	NOUN
abr-76	50	6	include	include	VERB
abr-76	50	7	the	the	DET
abr-76	50	8	addie	addie	PROPN
abr-76	50	9	model	model	NOUN
abr-76	50	10	that	that	PRON
abr-76	50	11	involves	involve	VERB
abr-76	50	12	analysis	analysis	NOUN
abr-76	50	13	,	,	PUNCT
abr-76	50	14	design	design	NOUN
abr-76	50	15	,	,	PUNCT
abr-76	50	16	development	development	NOUN
abr-76	50	17	,	,	PUNCT
abr-76	50	18	implementation	implementation	NOUN
abr-76	50	19	,	,	PUNCT
abr-76	50	20	and	and	CCONJ
abr-76	50	21	evaluation	evaluation	NOUN
abr-76	50	22	of	of	ADP
abr-76	50	23	training	training	NOUN
abr-76	50	24	methods	method	NOUN
abr-76	50	25	(	(	PUNCT
abr-76	50	26	learning-theories.com	learning-theories.com	X
abr-76	50	27	,	,	PUNCT
abr-76	50	28	2010	2010	NUM
abr-76	50	29	)	)	PUNCT
abr-76	50	30	.	.	PUNCT
abr-76	51	1	prominent	prominent	ADJ
abr-76	51	2	other	other	ADJ
abr-76	51	3	instructional	instructional	ADJ
abr-76	51	4	system	system	NOUN
abr-76	51	5	development	development	NOUN
abr-76	51	6	(	(	PUNCT
abr-76	51	7	isd	isd	PROPN
abr-76	51	8	)	)	PUNCT
abr-76	51	9	methodologies	methodology	NOUN
abr-76	51	10	similar	similar	ADJ
abr-76	51	11	to	to	ADP
abr-76	51	12	goldstein	goldstein	PROPN
abr-76	51	13	(	(	PUNCT
abr-76	51	14	1993	1993	NUM
abr-76	51	15	)	)	PUNCT
abr-76	51	16	include	include	VERB
abr-76	51	17	gagné	gagné	PROPN
abr-76	51	18	and	and	CCONJ
abr-76	51	19	briggs	briggs	PROPN
abr-76	51	20	(	(	PUNCT
abr-76	51	21	1974	1974	NUM
abr-76	51	22	)	)	PUNCT
abr-76	51	23	,	,	PUNCT
abr-76	51	24	and	and	CCONJ
abr-76	51	25	mager	mager	NOUN
abr-76	51	26	(	(	PUNCT
abr-76	51	27	1962	1962	NUM
abr-76	51	28	)	)	PUNCT
abr-76	51	29	,	,	PUNCT
abr-76	51	30	context	context	NOUN
abr-76	51	31	,	,	PUNCT
abr-76	51	32	input	input	NOUN
abr-76	51	33	,	,	PUNCT
abr-76	51	34	process	process	NOUN
abr-76	51	35	,	,	PUNCT
abr-76	51	36	product	product	NOUN
abr-76	51	37	(	(	PUNCT
abr-76	51	38	cipp	cipp	PROPN
abr-76	51	39	)	)	PUNCT
abr-76	51	40	model	model	NOUN
abr-76	51	41	(	(	PUNCT
abr-76	51	42	worthen	worthen	PROPN
abr-76	51	43	and	and	CCONJ
abr-76	51	44	sanders	sander	NOUN
abr-76	51	45	,	,	PUNCT
abr-76	51	46	1987	1987	NUM
abr-76	51	47	)	)	PUNCT
abr-76	51	48	;	;	PUNCT
abr-76	51	49	training	train	VERB
abr-76	51	50	validation	validation	NOUN
abr-76	51	51	system	system	NOUN
abr-76	51	52	(	(	PUNCT
abr-76	51	53	tvs	tvs	PROPN
abr-76	51	54	)	)	PUNCT
abr-76	51	55	approach	approach	NOUN
abr-76	51	56	(	(	PUNCT
abr-76	51	57	fitz	fitz	PROPN
abr-76	51	58	-	-	PUNCT
abr-76	51	59	enz	enz	NOUN
abr-76	51	60	,	,	PUNCT
abr-76	51	61	1994	1994	NUM
abr-76	51	62	)	)	PUNCT
abr-76	51	63	;	;	PUNCT
abr-76	51	64	and	and	CCONJ
abr-76	51	65	input	input	NOUN
abr-76	51	66	,	,	PUNCT
abr-76	51	67	process	process	NOUN
abr-76	51	68	,	,	PUNCT
abr-76	51	69	output	output	NOUN
abr-76	51	70	,	,	PUNCT
abr-76	51	71	outcome	outcome	NOUN
abr-76	51	72	(	(	PUNCT
abr-76	51	73	ipo	ipo	NOUN
abr-76	51	74	)	)	PUNCT
abr-76	51	75	model	model	NOUN
abr-76	51	76	(	(	PUNCT
abr-76	51	77	bushnell	bushnell	NOUN
abr-76	51	78	,	,	PUNCT
abr-76	51	79	1990	1990	NUM
abr-76	51	80	)	)	PUNCT
abr-76	51	81	.	.	PUNCT
abr-76	52	1	for	for	ADP
abr-76	52	2	the	the	DET
abr-76	52	3	purposes	purpose	NOUN
abr-76	52	4	of	of	ADP
abr-76	52	5	this	this	DET
abr-76	52	6	study	study	NOUN
abr-76	52	7	,	,	PUNCT
abr-76	52	8	the	the	DET
abr-76	52	9	model	model	NOUN
abr-76	52	10	is	be	AUX
abr-76	52	11	useful	useful	ADJ
abr-76	52	12	as	as	ADP
abr-76	52	13	a	a	DET
abr-76	52	14	structure	structure	NOUN
abr-76	52	15	for	for	ADP
abr-76	52	16	discussion	discussion	NOUN
abr-76	52	17	of	of	ADP
abr-76	52	18	the	the	DET
abr-76	52	19	literature	literature	NOUN
abr-76	52	20	review	review	NOUN
abr-76	52	21	in	in	ADP
abr-76	52	22	negotiation	negotiation	NOUN
abr-76	52	23	gambits	gambit	NOUN
abr-76	52	24	.	.	PUNCT
abr-76	53	1	based	base	VERB
abr-76	53	2	on	on	ADP
abr-76	53	3	the	the	DET
abr-76	53	4	literature	literature	PROPN
abr-76	53	5	review	review	PROPN
abr-76	53	6	,	,	PUNCT
abr-76	53	7	a	a	DET
abr-76	53	8	more	more	ADV
abr-76	53	9	detailed	detailed	ADJ
abr-76	53	10	analysis	analysis	NOUN
abr-76	53	11	of	of	ADP
abr-76	53	12	what	what	PRON
abr-76	53	13	is	be	AUX
abr-76	53	14	needed	need	VERB
abr-76	53	15	in	in	ADP
abr-76	53	16	future	future	ADJ
abr-76	53	17	gambit	gambit	NOUN
abr-76	53	18	research	research	NOUN
abr-76	53	19	is	be	AUX
abr-76	53	20	discussed	discuss	VERB
abr-76	53	21	.	.	PUNCT
abr-76	54	1	literature	literature	NOUN
abr-76	54	2	review	review	PROPN
abr-76	54	3	gambit	gambit	NOUN
abr-76	54	4	assessment	assessment	NOUN
abr-76	54	5	phase	phase	NOUN
abr-76	54	6	the	the	DET
abr-76	54	7	negotiation	negotiation	NOUN
abr-76	54	8	process	process	NOUN
abr-76	54	9	begins	begin	VERB
abr-76	54	10	with	with	ADP
abr-76	54	11	the	the	DET
abr-76	54	12	gambit	gambit	NOUN
abr-76	54	13	assessment	assessment	NOUN
abr-76	54	14	phase	phase	NOUN
abr-76	54	15	.	.	PUNCT
abr-76	55	1	negotiators	negotiator	NOUN
abr-76	55	2	assess	assess	VERB
abr-76	55	3	the	the	DET
abr-76	55	4	need	need	NOUN
abr-76	55	5	for	for	ADP
abr-76	55	6	negotiations	negotiation	NOUN
abr-76	55	7	and	and	CCONJ
abr-76	55	8	setting	set	VERB
abr-76	55	9	negotiation	negotiation	NOUN
abr-76	55	10	objectives	objective	NOUN
abr-76	55	11	.	.	PUNCT
abr-76	56	1	the	the	DET
abr-76	56	2	need	need	NOUN
abr-76	56	3	for	for	ADP
abr-76	56	4	negotiations	negotiation	NOUN
abr-76	56	5	might	might	AUX
abr-76	56	6	be	be	AUX
abr-76	56	7	established	establish	VERB
abr-76	56	8	in	in	ADP
abr-76	56	9	required	require	VERB
abr-76	56	10	talks	talk	NOUN
abr-76	56	11	at	at	ADP
abr-76	56	12	the	the	DET
abr-76	56	13	end	end	NOUN
abr-76	56	14	of	of	ADP
abr-76	56	15	a	a	DET
abr-76	56	16	contract	contract	NOUN
abr-76	56	17	,	,	PUNCT
abr-76	56	18	formal	formal	ADJ
abr-76	56	19	grievances	grievance	NOUN
abr-76	56	20	,	,	PUNCT
abr-76	56	21	or	or	CCONJ
abr-76	56	22	other	other	ADJ
abr-76	56	23	dispute	dispute	NOUN
abr-76	56	24	situations	situation	NOUN
abr-76	56	25	between	between	ADP
abr-76	56	26	parties	party	NOUN
abr-76	56	27	.	.	PUNCT
abr-76	57	1	negotiations	negotiation	NOUN
abr-76	57	2	might	might	AUX
abr-76	57	3	not	not	PART
abr-76	57	4	be	be	AUX
abr-76	57	5	needed	need	VERB
abr-76	57	6	where	where	SCONJ
abr-76	57	7	initial	initial	ADJ
abr-76	57	8	proposals	proposal	NOUN
abr-76	57	9	are	be	AUX
abr-76	57	10	considered	consider	VERB
abr-76	57	11	acceptable	acceptable	ADJ
abr-76	57	12	.	.	PUNCT
abr-76	58	1	according	accord	VERB
abr-76	58	2	to	to	ADP
abr-76	58	3	robbins	robbin	NOUN
abr-76	58	4	and	and	CCONJ
abr-76	58	5	judge	judge	NOUN
abr-76	58	6	(	(	PUNCT
abr-76	58	7	2011	2011	NUM
abr-76	58	8	)	)	PUNCT
abr-76	58	9	,	,	PUNCT
abr-76	58	10	negotiators	negotiator	NOUN
abr-76	58	11	should	should	AUX
abr-76	58	12	set	set	VERB
abr-76	58	13	a	a	DET
abr-76	58	14	target	target	NOUN
abr-76	58	15	point	point	NOUN
abr-76	58	16	that	that	PRON
abr-76	58	17	is	be	AUX
abr-76	58	18	the	the	DET
abr-76	58	19	ultimate	ultimate	ADJ
abr-76	58	20	realistic	realistic	ADJ
abr-76	58	21	goal	goal	NOUN
abr-76	58	22	.	.	PUNCT
abr-76	59	1	a	a	DET
abr-76	59	2	resistance	resistance	NOUN
abr-76	59	3	point	point	NOUN
abr-76	59	4	might	might	AUX
abr-76	59	5	also	also	ADV
abr-76	59	6	be	be	AUX
abr-76	59	7	set	set	VERB
abr-76	59	8	that	that	PRON
abr-76	59	9	is	be	AUX
abr-76	59	10	the	the	DET
abr-76	59	11	point	point	NOUN
abr-76	59	12	in	in	ADP
abr-76	59	13	which	which	PRON
abr-76	59	14	the	the	DET
abr-76	59	15	negotiator	negotiator	NOUN
abr-76	59	16	would	would	AUX
abr-76	59	17	not	not	PART
abr-76	59	18	compromise	compromise	VERB
abr-76	59	19	any	any	PRON
abr-76	59	20	further	far	ADV
abr-76	59	21	.	.	PUNCT
abr-76	60	1	ideal	ideal	ADJ
abr-76	60	2	objectives	objective	NOUN
abr-76	60	3	should	should	AUX
abr-76	60	4	be	be	AUX
abr-76	60	5	specific	specific	ADJ
abr-76	60	6	,	,	PUNCT
abr-76	60	7	measurable	measurable	ADJ
abr-76	60	8	,	,	PUNCT
abr-76	60	9	achievable	achievable	ADJ
abr-76	60	10	,	,	PUNCT
abr-76	60	11	realistic	realistic	ADJ
abr-76	60	12	,	,	PUNCT
abr-76	60	13	and	and	CCONJ
abr-76	60	14	timely	timely	ADV
abr-76	60	15	using	use	VERB
abr-76	60	16	the	the	DET
abr-76	60	17	smart	smart	ADJ
abr-76	60	18	acronym	acronym	NOUN
abr-76	60	19	(	(	PUNCT
abr-76	60	20	learnmarketing.net	learnmarketing.net	PROPN
abr-76	60	21	,	,	PUNCT
abr-76	60	22	2011	2011	NUM
abr-76	60	23	)	)	PUNCT
abr-76	60	24	.	.	PUNCT
abr-76	61	1	gambit	gambit	NOUN
abr-76	61	2	selection	selection	NOUN
abr-76	61	3	and	and	CCONJ
abr-76	61	4	use	use	NOUN
abr-76	61	5	phase	phase	NOUN
abr-76	61	6	in	in	ADP
abr-76	61	7	the	the	DET
abr-76	61	8	gambit	gambit	NOUN
abr-76	61	9	selection	selection	NOUN
abr-76	61	10	and	and	CCONJ
abr-76	61	11	use	use	NOUN
abr-76	61	12	phase	phase	NOUN
abr-76	61	13	,	,	PUNCT
abr-76	61	14	a	a	DET
abr-76	61	15	negotiator	negotiator	NOUN
abr-76	61	16	would	would	AUX
abr-76	61	17	select	select	VERB
abr-76	61	18	gambits	gambit	NOUN
abr-76	61	19	and	and	CCONJ
abr-76	61	20	then	then	ADV
abr-76	61	21	actually	actually	ADV
abr-76	61	22	use	use	VERB
abr-76	61	23	them	they	PRON
abr-76	61	24	when	when	SCONJ
abr-76	61	25	negotiating	negotiate	VERB
abr-76	61	26	.	.	PUNCT
abr-76	62	1	the	the	DET
abr-76	62	2	goldstein	goldstein	PROPN
abr-76	62	3	model	model	NOUN
abr-76	62	4	allows	allow	VERB
abr-76	62	5	for	for	ADP
abr-76	62	6	a	a	DET
abr-76	62	7	wide	wide	ADJ
abr-76	62	8	variety	variety	NOUN
abr-76	62	9	of	of	ADP
abr-76	62	10	considerations	consideration	NOUN
abr-76	62	11	in	in	ADP
abr-76	62	12	selecting	select	VERB
abr-76	62	13	appropriate	appropriate	ADJ
abr-76	62	14	gambits	gambit	NOUN
abr-76	62	15	in	in	ADP
abr-76	62	16	this	this	DET
abr-76	62	17	case	case	NOUN
abr-76	62	18	.	.	PUNCT
abr-76	63	1	gambits	gambit	NOUN
abr-76	63	2	could	could	AUX
abr-76	63	3	be	be	AUX
abr-76	63	4	selected	select	VERB
abr-76	63	5	based	base	VERB
abr-76	63	6	on	on	ADP
abr-76	63	7	the	the	DET
abr-76	63	8	type	type	NOUN
abr-76	63	9	of	of	ADP
abr-76	63	10	negotiation	negotiation	NOUN
abr-76	63	11	,	,	PUNCT
abr-76	63	12	knowledge	knowledge	NOUN
abr-76	63	13	of	of	ADP
abr-76	63	14	the	the	DET
abr-76	63	15	other	other	ADJ
abr-76	63	16	party	party	NOUN
abr-76	63	17	’s	’s	PART
abr-76	63	18	negotiation	negotiation	NOUN
abr-76	63	19	approaches	approach	NOUN
abr-76	63	20	,	,	PUNCT
abr-76	63	21	the	the	DET
abr-76	63	22	time	time	NOUN
abr-76	63	23	frame	frame	NOUN
abr-76	63	24	of	of	ADP
abr-76	63	25	negotiations	negotiation	NOUN
abr-76	63	26	,	,	PUNCT
abr-76	63	27	the	the	DET
abr-76	63	28	importance	importance	NOUN
abr-76	63	29	of	of	ADP
abr-76	63	30	the	the	DET
abr-76	63	31	outcomes	outcome	NOUN
abr-76	63	32	,	,	PUNCT
abr-76	63	33	negotiators	negotiator	NOUN
abr-76	63	34	’	’	PART
abr-76	63	35	experiences	experience	NOUN
abr-76	63	36	,	,	PUNCT
abr-76	63	37	the	the	DET
abr-76	63	38	history	history	NOUN
abr-76	63	39	of	of	ADP
abr-76	63	40	negotiations	negotiation	NOUN
abr-76	63	41	with	with	ADP
abr-76	63	42	the	the	DET
abr-76	63	43	other	other	ADJ
abr-76	63	44	party	party	NOUN
abr-76	63	45	,	,	PUNCT
abr-76	63	46	possible	possible	ADJ
abr-76	63	47	future	future	ADJ
abr-76	63	48	negotiations	negotiation	NOUN
abr-76	63	49	with	with	ADP
abr-76	63	50	the	the	DET
abr-76	63	51	other	other	ADJ
abr-76	63	52	party	party	NOUN
abr-76	63	53	,	,	PUNCT
abr-76	63	54	the	the	DET
abr-76	63	55	influence	influence	NOUN
abr-76	63	56	of	of	ADP
abr-76	63	57	constituents	constituent	NOUN
abr-76	63	58	(	(	PUNCT
abr-76	63	59	i.e.	i.e.	X
abr-76	63	60	,	,	PUNCT
abr-76	63	61	higher	high	ADJ
abr-76	63	62	management	management	NOUN
abr-76	63	63	,	,	PUNCT
abr-76	63	64	unions	union	NOUN
abr-76	63	65	,	,	PUNCT
abr-76	63	66	customers	customer	NOUN
abr-76	63	67	,	,	PUNCT
abr-76	63	68	employees	employee	NOUN
abr-76	63	69	,	,	PUNCT
abr-76	63	70	vendors	vendor	NOUN
abr-76	63	71	)	)	PUNCT
abr-76	63	72	,	,	PUNCT
abr-76	63	73	and	and	CCONJ
abr-76	63	74	time	time	NOUN
abr-76	63	75	and	and	CCONJ
abr-76	63	76	cost	cost	NOUN
abr-76	63	77	constraints	constraint	NOUN
abr-76	63	78	.	.	PUNCT
abr-76	64	1	once	once	SCONJ
abr-76	64	2	the	the	DET
abr-76	64	3	considerations	consideration	NOUN
abr-76	64	4	have	have	AUX
abr-76	64	5	been	be	AUX
abr-76	64	6	made	make	VERB
abr-76	64	7	,	,	PUNCT
abr-76	64	8	the	the	DET
abr-76	64	9	negotiator(s	negotiator(s	NOUN
abr-76	64	10	)	)	PUNCT
abr-76	64	11	would	would	AUX
abr-76	64	12	select	select	VERB
abr-76	64	13	the	the	DET
abr-76	64	14	gambit	gambit	NOUN
abr-76	64	15	or	or	CCONJ
abr-76	64	16	gambits	gambit	NOUN
abr-76	64	17	that	that	PRON
abr-76	64	18	would	would	AUX
abr-76	64	19	be	be	AUX
abr-76	64	20	most	most	ADV
abr-76	64	21	appropriate	appropriate	ADJ
abr-76	64	22	in	in	ADP
abr-76	64	23	the	the	DET
abr-76	64	24	beginning	beginning	NOUN
abr-76	64	25	,	,	PUNCT
abr-76	64	26	middle	middle	ADJ
abr-76	64	27	,	,	PUNCT
abr-76	64	28	and	and	CCONJ
abr-76	64	29	end	end	NOUN
abr-76	64	30	of	of	ADP
abr-76	64	31	negotiations	negotiation	NOUN
abr-76	64	32	.	.	PUNCT
abr-76	65	1	though	though	SCONJ
abr-76	65	2	the	the	DET
abr-76	65	3	research	research	NOUN
abr-76	65	4	literature	literature	NOUN
abr-76	65	5	identifies	identify	VERB
abr-76	65	6	and	and	CCONJ
abr-76	65	7	discusses	discuss	VERB
abr-76	65	8	many	many	ADJ
abr-76	65	9	gambits	gambit	NOUN
abr-76	65	10	and	and	CCONJ
abr-76	65	11	recommends	recommend	NOUN
abr-76	65	12	which	which	DET
abr-76	65	13	gambits	gambit	NOUN
abr-76	65	14	are	be	AUX
abr-76	65	15	generally	generally	ADV
abr-76	65	16	the	the	DET
abr-76	65	17	most	most	ADV
abr-76	65	18	effective	effective	ADJ
abr-76	65	19	,	,	PUNCT
abr-76	65	20	it	it	PRON
abr-76	65	21	has	have	AUX
abr-76	65	22	provided	provide	VERB
abr-76	65	23	little	little	ADJ
abr-76	65	24	guidance	guidance	NOUN
abr-76	65	25	in	in	ADP
abr-76	65	26	terms	term	NOUN
abr-76	65	27	of	of	ADP
abr-76	65	28	systematic	systematic	ADJ
abr-76	65	29	ways	way	NOUN
abr-76	65	30	of	of	ADP
abr-76	65	31	choosing	choose	VERB
abr-76	65	32	them	they	PRON
abr-76	65	33	for	for	ADP
abr-76	65	34	a	a	DET
abr-76	65	35	particular	particular	ADJ
abr-76	65	36	negotiation	negotiation	NOUN
abr-76	65	37	setting	setting	NOUN
abr-76	65	38	.	.	PUNCT
abr-76	66	1	most	most	ADJ
abr-76	66	2	of	of	ADP
abr-76	66	3	the	the	DET
abr-76	66	4	recommendations	recommendation	NOUN
abr-76	66	5	provided	provide	VERB
abr-76	66	6	in	in	ADP
abr-76	66	7	the	the	DET
abr-76	66	8	literature	literature	NOUN
abr-76	66	9	merely	merely	ADV
abr-76	66	10	show	show	VERB
abr-76	66	11	which	which	DET
abr-76	66	12	gambits	gambit	NOUN
abr-76	66	13	should	should	AUX
abr-76	66	14	generally	generally	ADV
abr-76	66	15	be	be	AUX
abr-76	66	16	used	use	VERB
abr-76	66	17	during	during	ADP
abr-76	66	18	negotiations	negotiation	NOUN
abr-76	66	19	.	.	PUNCT
abr-76	67	1	this	this	PRON
abr-76	67	2	basically	basically	ADV
abr-76	67	3	equates	equate	VERB
abr-76	67	4	to	to	ADP
abr-76	67	5	the	the	DET
abr-76	67	6	kaupins	kaupin	NOUN
abr-76	67	7	and	and	CCONJ
abr-76	67	8	johnson	johnson	PROPN
abr-76	67	9	advances	advance	VERB
abr-76	67	10	in	in	ADP
abr-76	67	11	business	business	NOUN
abr-76	67	12	research	research	NOUN
abr-76	67	13	2011	2011	NUM
abr-76	67	14	,	,	PUNCT
abr-76	67	15	vol	vol	NOUN
abr-76	67	16	.	.	PROPN
abr-76	67	17	2	2	NUM
abr-76	67	18	,	,	PUNCT
abr-76	67	19	no	no	INTJ
abr-76	67	20	.	.	NOUN
abr-76	67	21	1	1	NUM
abr-76	67	22	,	,	PUNCT
abr-76	67	23	238	238	NUM
abr-76	67	24	-	-	SYM
abr-76	67	25	246	246	NUM
abr-76	67	26	240	240	NUM
abr-76	67	27	traditional	traditional	ADJ
abr-76	67	28	“	"	PUNCT
abr-76	67	29	one	one	NUM
abr-76	67	30	best	good	ADJ
abr-76	67	31	way	way	NOUN
abr-76	67	32	”	"	PUNCT
abr-76	67	33	approach	approach	NOUN
abr-76	67	34	to	to	ADP
abr-76	67	35	the	the	DET
abr-76	67	36	use	use	NOUN
abr-76	67	37	of	of	ADP
abr-76	67	38	gambits	gambit	NOUN
abr-76	67	39	.	.	PUNCT
abr-76	68	1	little	little	ADJ
abr-76	68	2	information	information	NOUN
abr-76	68	3	in	in	ADP
abr-76	68	4	the	the	DET
abr-76	68	5	literature	literature	NOUN
abr-76	68	6	has	have	AUX
abr-76	68	7	examined	examine	VERB
abr-76	68	8	situational	situational	ADJ
abr-76	68	9	variables	variable	NOUN
abr-76	68	10	that	that	PRON
abr-76	68	11	would	would	AUX
abr-76	68	12	impact	impact	VERB
abr-76	68	13	the	the	DET
abr-76	68	14	effectiveness	effectiveness	NOUN
abr-76	68	15	of	of	ADP
abr-76	68	16	different	different	ADJ
abr-76	68	17	gambits	gambit	NOUN
abr-76	68	18	.	.	PUNCT
abr-76	69	1	it	it	PRON
abr-76	69	2	certainly	certainly	ADV
abr-76	69	3	seems	seem	VERB
abr-76	69	4	reasonable	reasonable	ADJ
abr-76	69	5	that	that	SCONJ
abr-76	69	6	the	the	DET
abr-76	69	7	effectiveness	effectiveness	NOUN
abr-76	69	8	of	of	ADP
abr-76	69	9	different	different	ADJ
abr-76	69	10	gambits	gambit	NOUN
abr-76	69	11	would	would	AUX
abr-76	69	12	vary	vary	VERB
abr-76	69	13	depending	depend	VERB
abr-76	69	14	on	on	ADP
abr-76	69	15	the	the	DET
abr-76	69	16	type	type	NOUN
abr-76	69	17	of	of	ADP
abr-76	69	18	negotiations	negotiation	NOUN
abr-76	69	19	taking	take	VERB
abr-76	69	20	place	place	NOUN
abr-76	69	21	.	.	PUNCT
abr-76	70	1	for	for	ADP
abr-76	70	2	instance	instance	NOUN
abr-76	70	3	,	,	PUNCT
abr-76	70	4	certain	certain	ADJ
abr-76	70	5	gambits	gambit	NOUN
abr-76	70	6	are	be	AUX
abr-76	70	7	likely	likely	ADJ
abr-76	70	8	to	to	PART
abr-76	70	9	be	be	AUX
abr-76	70	10	effective	effective	ADJ
abr-76	70	11	for	for	ADP
abr-76	70	12	single	single	ADJ
abr-76	70	13	negotiation	negotiation	NOUN
abr-76	70	14	settings	setting	NOUN
abr-76	70	15	but	but	CCONJ
abr-76	70	16	could	could	AUX
abr-76	70	17	prove	prove	VERB
abr-76	70	18	detrimental	detrimental	ADJ
abr-76	70	19	to	to	ADP
abr-76	70	20	multiple	multiple	ADJ
abr-76	70	21	event	event	NOUN
abr-76	70	22	negotiations	negotiation	NOUN
abr-76	70	23	in	in	ADP
abr-76	70	24	the	the	DET
abr-76	70	25	future	future	NOUN
abr-76	70	26	.	.	PUNCT
abr-76	71	1	the	the	DET
abr-76	71	2	following	follow	VERB
abr-76	71	3	three	three	NUM
abr-76	71	4	pages	page	NOUN
abr-76	71	5	summarize	summarize	VERB
abr-76	71	6	the	the	DET
abr-76	71	7	literature	literature	NOUN
abr-76	71	8	regarding	regard	VERB
abr-76	71	9	gambit	gambit	NOUN
abr-76	71	10	recommendations	recommendation	NOUN
abr-76	71	11	.	.	PUNCT
abr-76	72	1	win	win	NOUN
abr-76	72	2	-	-	PUNCT
abr-76	72	3	win	win	NOUN
abr-76	72	4	gambits	gambit	NOUN
abr-76	72	5	.	.	PUNCT
abr-76	73	1	one	one	NUM
abr-76	73	2	group	group	NOUN
abr-76	73	3	of	of	ADP
abr-76	73	4	studies	study	NOUN
abr-76	73	5	recommends	recommend	VERB
abr-76	73	6	that	that	SCONJ
abr-76	73	7	negotiators	negotiator	NOUN
abr-76	73	8	focus	focus	VERB
abr-76	73	9	on	on	ADP
abr-76	73	10	win	win	NOUN
abr-76	73	11	-	-	PUNCT
abr-76	73	12	win	win	NOUN
abr-76	73	13	style	style	NOUN
abr-76	73	14	negotiations	negotiation	NOUN
abr-76	73	15	.	.	PUNCT
abr-76	74	1	this	this	DET
abr-76	74	2	approach	approach	NOUN
abr-76	74	3	uses	use	VERB
abr-76	74	4	gambits	gambit	NOUN
abr-76	74	5	with	with	ADP
abr-76	74	6	the	the	DET
abr-76	74	7	goal	goal	NOUN
abr-76	74	8	to	to	PART
abr-76	74	9	satisfy	satisfy	VERB
abr-76	74	10	both	both	PRON
abr-76	74	11	of	of	ADP
abr-76	74	12	the	the	DET
abr-76	74	13	parties	party	NOUN
abr-76	74	14	’	'	PUNCT
abr-76	74	15	needs	need	NOUN
abr-76	74	16	,	,	PUNCT
abr-76	74	17	where	where	SCONJ
abr-76	74	18	both	both	DET
abr-76	74	19	sides	side	NOUN
abr-76	74	20	believe	believe	VERB
abr-76	74	21	and	and	CCONJ
abr-76	74	22	feel	feel	VERB
abr-76	74	23	they	they	PRON
abr-76	74	24	have	have	AUX
abr-76	74	25	accomplished	accomplish	VERB
abr-76	74	26	the	the	DET
abr-76	74	27	outcome	outcome	NOUN
abr-76	74	28	they	they	PRON
abr-76	74	29	wanted	want	VERB
abr-76	74	30	.	.	PUNCT
abr-76	75	1	win	win	NOUN
abr-76	75	2	-	-	PUNCT
abr-76	75	3	win	win	NOUN
abr-76	75	4	negotiations	negotiation	NOUN
abr-76	75	5	also	also	ADV
abr-76	75	6	are	be	AUX
abr-76	75	7	commonly	commonly	ADV
abr-76	75	8	referred	refer	VERB
abr-76	75	9	to	to	ADP
abr-76	75	10	using	use	VERB
abr-76	75	11	a	a	DET
abr-76	75	12	number	number	NOUN
abr-76	75	13	of	of	ADP
abr-76	75	14	other	other	ADJ
abr-76	75	15	terms	term	NOUN
abr-76	75	16	including	include	VERB
abr-76	75	17	integrative	integrative	ADJ
abr-76	75	18	bargaining	bargaining	NOUN
abr-76	75	19	(	(	PUNCT
abr-76	75	20	walton	walton	PROPN
abr-76	75	21	and	and	CCONJ
abr-76	75	22	mckersie	mckersie	ADJ
abr-76	75	23	,	,	PUNCT
abr-76	75	24	1965	1965	NUM
abr-76	75	25	)	)	PUNCT
abr-76	75	26	,	,	PUNCT
abr-76	75	27	both	both	DET
abr-76	75	28	-	-	PUNCT
abr-76	75	29	win	win	NOUN
abr-76	75	30	management	management	NOUN
abr-76	75	31	(	(	PUNCT
abr-76	75	32	karrass	karrass	NOUN
abr-76	75	33	and	and	CCONJ
abr-76	75	34	glasser	glasser	NOUN
abr-76	75	35	,	,	PUNCT
abr-76	75	36	1980	1980	NUM
abr-76	75	37	)	)	PUNCT
abr-76	75	38	,	,	PUNCT
abr-76	75	39	mutual	mutual	ADJ
abr-76	75	40	gains	gain	NOUN
abr-76	75	41	enterprise	enterprise	NOUN
abr-76	75	42	(	(	PUNCT
abr-76	75	43	kochan	kochan	NOUN
abr-76	75	44	and	and	CCONJ
abr-76	75	45	osterman	osterman	PROPN
abr-76	75	46	,	,	PUNCT
abr-76	75	47	1994	1994	NUM
abr-76	75	48	)	)	PUNCT
abr-76	75	49	,	,	PUNCT
abr-76	75	50	nonzero	nonzero	NOUN
abr-76	75	51	-	-	PUNCT
abr-76	75	52	sum	sum	NOUN
abr-76	75	53	games	game	NOUN
abr-76	75	54	(	(	PUNCT
abr-76	75	55	katz	katz	PROPN
abr-76	75	56	and	and	CCONJ
abr-76	75	57	kochan	kochan	PROPN
abr-76	75	58	,	,	PUNCT
abr-76	75	59	2004	2004	NUM
abr-76	75	60	)	)	PUNCT
abr-76	75	61	,	,	PUNCT
abr-76	75	62	and	and	CCONJ
abr-76	75	63	soft	soft	ADJ
abr-76	75	64	positions	position	NOUN
abr-76	75	65	(	(	PUNCT
abr-76	75	66	fisher	fisher	NOUN
abr-76	75	67	and	and	CCONJ
abr-76	75	68	ury	ury	PROPN
abr-76	75	69	,	,	PUNCT
abr-76	75	70	1981	1981	NUM
abr-76	75	71	)	)	PUNCT
abr-76	75	72	.	.	PUNCT
abr-76	76	1	as	as	ADP
abr-76	76	2	an	an	DET
abr-76	76	3	example	example	NOUN
abr-76	76	4	,	,	PUNCT
abr-76	76	5	assume	assume	VERB
abr-76	76	6	two	two	NUM
abr-76	76	7	sisters	sister	NOUN
abr-76	76	8	both	both	CCONJ
abr-76	76	9	want	want	VERB
abr-76	76	10	the	the	DET
abr-76	76	11	single	single	ADJ
abr-76	76	12	orange	orange	NOUN
abr-76	76	13	left	leave	VERB
abr-76	76	14	in	in	ADP
abr-76	76	15	their	their	PRON
abr-76	76	16	family	family	NOUN
abr-76	76	17	fruit	fruit	NOUN
abr-76	76	18	basket	basket	NOUN
abr-76	76	19	(	(	PUNCT
abr-76	76	20	robbins	robbin	NOUN
abr-76	76	21	and	and	CCONJ
abr-76	76	22	judge	judge	NOUN
abr-76	76	23	,	,	PUNCT
abr-76	76	24	2012	2012	NUM
abr-76	76	25	)	)	PUNCT
abr-76	76	26	.	.	PUNCT
abr-76	77	1	the	the	DET
abr-76	77	2	sisters	sister	NOUN
abr-76	77	3	could	could	AUX
abr-76	77	4	negotiate	negotiate	VERB
abr-76	77	5	using	use	VERB
abr-76	77	6	a	a	DET
abr-76	77	7	number	number	NOUN
abr-76	77	8	of	of	ADP
abr-76	77	9	negotiation	negotiation	NOUN
abr-76	77	10	styles	style	NOUN
abr-76	77	11	.	.	PUNCT
abr-76	78	1	they	they	PRON
abr-76	78	2	could	could	AUX
abr-76	78	3	compete	compete	VERB
abr-76	78	4	,	,	PUNCT
abr-76	78	5	where	where	SCONJ
abr-76	78	6	one	one	NUM
abr-76	78	7	party	party	NOUN
abr-76	78	8	forces	force	NOUN
abr-76	78	9	or	or	CCONJ
abr-76	78	10	persuades	persuade	VERB
abr-76	78	11	the	the	DET
abr-76	78	12	other	other	ADJ
abr-76	78	13	to	to	PART
abr-76	78	14	give	give	VERB
abr-76	78	15	up	up	ADP
abr-76	78	16	the	the	DET
abr-76	78	17	orange	orange	NOUN
abr-76	78	18	.	.	PUNCT
abr-76	79	1	alternatively	alternatively	ADV
abr-76	79	2	,	,	PUNCT
abr-76	79	3	they	they	PRON
abr-76	79	4	could	could	AUX
abr-76	79	5	compromise	compromise	VERB
abr-76	79	6	,	,	PUNCT
abr-76	79	7	each	each	PRON
abr-76	79	8	getting	get	VERB
abr-76	79	9	part	part	NOUN
abr-76	79	10	of	of	ADP
abr-76	79	11	what	what	PRON
abr-76	79	12	they	they	PRON
abr-76	79	13	wanted	want	VERB
abr-76	79	14	,	,	PUNCT
abr-76	79	15	by	by	ADP
abr-76	79	16	cutting	cut	VERB
abr-76	79	17	the	the	DET
abr-76	79	18	orange	orange	NOUN
abr-76	79	19	in	in	ADP
abr-76	79	20	half	half	NOUN
abr-76	79	21	.	.	PUNCT
abr-76	80	1	another	another	DET
abr-76	80	2	alternative	alternative	NOUN
abr-76	80	3	is	be	AUX
abr-76	80	4	they	they	PRON
abr-76	80	5	could	could	AUX
abr-76	80	6	use	use	VERB
abr-76	80	7	the	the	DET
abr-76	80	8	win	win	NOUN
abr-76	80	9	-	-	PUNCT
abr-76	80	10	win	win	NOUN
abr-76	80	11	gambit	gambit	NOUN
abr-76	80	12	(	(	PUNCT
abr-76	80	13	integrative	integrative	ADJ
abr-76	80	14	bargaining	bargaining	NOUN
abr-76	80	15	)	)	PUNCT
abr-76	80	16	,	,	PUNCT
abr-76	80	17	by	by	ADP
abr-76	80	18	talking	talk	VERB
abr-76	80	19	things	thing	NOUN
abr-76	80	20	through	through	ADP
abr-76	80	21	and	and	CCONJ
abr-76	80	22	gaining	gain	VERB
abr-76	80	23	an	an	DET
abr-76	80	24	appreciation	appreciation	NOUN
abr-76	80	25	of	of	ADP
abr-76	80	26	the	the	DET
abr-76	80	27	others	other	NOUN
abr-76	80	28	needs	need	VERB
abr-76	80	29	and	and	CCONJ
abr-76	80	30	demonstrating	demonstrate	VERB
abr-76	80	31	an	an	DET
abr-76	80	32	interest	interest	NOUN
abr-76	80	33	in	in	ADP
abr-76	80	34	satisfying	satisfy	VERB
abr-76	80	35	both	both	DET
abr-76	80	36	sides	side	NOUN
abr-76	80	37	’	'	PUNCT
abr-76	80	38	concerns	concern	NOUN
abr-76	80	39	with	with	ADP
abr-76	80	40	both	both	PRON
abr-76	80	41	getting	get	VERB
abr-76	80	42	what	what	PRON
abr-76	80	43	they	they	PRON
abr-76	80	44	want	want	VERB
abr-76	80	45	.	.	PUNCT
abr-76	81	1	is	be	AUX
abr-76	81	2	this	this	PRON
abr-76	81	3	possible	possible	ADJ
abr-76	81	4	?	?	PUNCT
abr-76	82	1	it	it	PRON
abr-76	82	2	is	be	AUX
abr-76	82	3	if	if	SCONJ
abr-76	82	4	during	during	ADP
abr-76	82	5	their	their	PRON
abr-76	82	6	negotiations	negotiation	NOUN
abr-76	82	7	,	,	PUNCT
abr-76	82	8	the	the	DET
abr-76	82	9	sisters	sister	NOUN
abr-76	82	10	have	have	VERB
abr-76	82	11	open	open	ADJ
abr-76	82	12	and	and	CCONJ
abr-76	82	13	honest	honest	ADJ
abr-76	82	14	discussions	discussion	NOUN
abr-76	82	15	and	and	CCONJ
abr-76	82	16	thus	thus	ADV
abr-76	82	17	discover	discover	VERB
abr-76	82	18	that	that	SCONJ
abr-76	82	19	one	one	NUM
abr-76	82	20	sister	sister	NOUN
abr-76	82	21	only	only	ADV
abr-76	82	22	wants	want	VERB
abr-76	82	23	the	the	DET
abr-76	82	24	peels	peel	NOUN
abr-76	82	25	of	of	ADP
abr-76	82	26	the	the	DET
abr-76	82	27	orange	orange	NOUN
abr-76	82	28	to	to	PART
abr-76	82	29	use	use	VERB
abr-76	82	30	to	to	PART
abr-76	82	31	make	make	VERB
abr-76	82	32	a	a	DET
abr-76	82	33	cake	cake	NOUN
abr-76	82	34	,	,	PUNCT
abr-76	82	35	while	while	SCONJ
abr-76	82	36	her	her	PRON
abr-76	82	37	sister	sister	NOUN
abr-76	82	38	only	only	ADV
abr-76	82	39	wants	want	VERB
abr-76	82	40	the	the	DET
abr-76	82	41	pulp	pulp	NOUN
abr-76	82	42	and	and	CCONJ
abr-76	82	43	juice	juice	NOUN
abr-76	82	44	to	to	PART
abr-76	82	45	make	make	VERB
abr-76	82	46	orange	orange	NOUN
abr-76	82	47	juice	juice	PROPN
abr-76	82	48	.	.	PUNCT
abr-76	83	1	the	the	DET
abr-76	83	2	win	win	NOUN
abr-76	83	3	-	-	PUNCT
abr-76	83	4	win	win	NOUN
abr-76	83	5	approach	approach	NOUN
abr-76	83	6	can	can	AUX
abr-76	83	7	always	always	ADV
abr-76	83	8	be	be	AUX
abr-76	83	9	use	use	NOUN
abr-76	83	10	although	although	SCONJ
abr-76	83	11	the	the	DET
abr-76	83	12	win	win	NOUN
abr-76	83	13	-	-	PUNCT
abr-76	83	14	win	win	NOUN
abr-76	83	15	outcome	outcome	NOUN
abr-76	83	16	wo	will	AUX
abr-76	83	17	n’t	not	PART
abr-76	83	18	always	always	ADV
abr-76	83	19	be	be	AUX
abr-76	83	20	possible	possible	ADJ
abr-76	83	21	.	.	PUNCT
abr-76	84	1	nonetheless	nonetheless	ADV
abr-76	84	2	,	,	PUNCT
abr-76	84	3	when	when	SCONJ
abr-76	84	4	both	both	DET
abr-76	84	5	parties	party	NOUN
abr-76	84	6	in	in	ADP
abr-76	84	7	a	a	DET
abr-76	84	8	negation	negation	NOUN
abr-76	84	9	are	be	AUX
abr-76	84	10	interested	interested	ADJ
abr-76	84	11	in	in	ADP
abr-76	84	12	making	make	VERB
abr-76	84	13	a	a	DET
abr-76	84	14	fair	fair	ADJ
abr-76	84	15	deal	deal	NOUN
abr-76	84	16	and	and	CCONJ
abr-76	84	17	recognize	recognize	VERB
abr-76	84	18	that	that	SCONJ
abr-76	84	19	the	the	DET
abr-76	84	20	competing	compete	VERB
abr-76	84	21	approach	approach	NOUN
abr-76	84	22	is	be	AUX
abr-76	84	23	not	not	PART
abr-76	84	24	likely	likely	ADJ
abr-76	84	25	to	to	PART
abr-76	84	26	result	result	VERB
abr-76	84	27	in	in	ADP
abr-76	84	28	such	such	DET
abr-76	84	29	an	an	DET
abr-76	84	30	outcome	outcome	NOUN
abr-76	84	31	,	,	PUNCT
abr-76	84	32	a	a	DET
abr-76	84	33	satisfactory	satisfactory	ADJ
abr-76	84	34	outcome	outcome	NOUN
abr-76	84	35	for	for	ADP
abr-76	84	36	both	both	DET
abr-76	84	37	parties	party	NOUN
abr-76	84	38	is	be	AUX
abr-76	84	39	more	more	ADV
abr-76	84	40	likely	likely	ADJ
abr-76	84	41	to	to	PART
abr-76	84	42	be	be	AUX
abr-76	84	43	achieved	achieve	VERB
abr-76	84	44	.	.	PUNCT
abr-76	85	1	however	however	ADV
abr-76	85	2	,	,	PUNCT
abr-76	85	3	the	the	DET
abr-76	85	4	approach	approach	NOUN
abr-76	85	5	used	use	VERB
abr-76	85	6	will	will	AUX
abr-76	85	7	depend	depend	VERB
abr-76	85	8	on	on	ADP
abr-76	85	9	a	a	DET
abr-76	85	10	number	number	NOUN
abr-76	85	11	of	of	ADP
abr-76	85	12	contextual	contextual	ADJ
abr-76	85	13	variables	variable	NOUN
abr-76	85	14	.	.	PUNCT
abr-76	86	1	ethical	ethical	ADJ
abr-76	86	2	and	and	CCONJ
abr-76	86	3	unethical	unethical	ADJ
abr-76	86	4	gambits	gambit	NOUN
abr-76	86	5	.	.	PUNCT
abr-76	87	1	another	another	DET
abr-76	87	2	group	group	NOUN
abr-76	87	3	of	of	ADP
abr-76	87	4	studies	study	NOUN
abr-76	87	5	focuses	focus	VERB
abr-76	87	6	on	on	ADP
abr-76	87	7	the	the	DET
abr-76	87	8	perceived	perceive	VERB
abr-76	87	9	degree	degree	NOUN
abr-76	87	10	of	of	ADP
abr-76	87	11	ethicalness	ethicalness	NOUN
abr-76	87	12	of	of	ADP
abr-76	87	13	using	use	VERB
abr-76	87	14	different	different	ADJ
abr-76	87	15	gambits	gambit	NOUN
abr-76	87	16	.	.	PUNCT
abr-76	88	1	kaupins	kaupin	NOUN
abr-76	88	2	and	and	CCONJ
abr-76	88	3	johnson	johnson	PROPN
abr-76	88	4	(	(	PUNCT
abr-76	88	5	2003	2003	NUM
abr-76	88	6	)	)	PUNCT
abr-76	88	7	identified	identify	VERB
abr-76	88	8	seventeen	seventeen	NUM
abr-76	88	9	negotiation	negotiation	NOUN
abr-76	88	10	gambits	gambit	NOUN
abr-76	88	11	and	and	CCONJ
abr-76	88	12	had	have	VERB
abr-76	88	13	upper	upper	ADJ
abr-76	88	14	-	-	PUNCT
abr-76	88	15	division	division	NOUN
abr-76	88	16	,	,	PUNCT
abr-76	88	17	non	non	ADJ
abr-76	88	18	-	-	ADJ
abr-76	88	19	traditions	traditions	ADJ
abr-76	88	20	students	student	NOUN
abr-76	88	21	,	,	PUNCT
abr-76	88	22	who	who	PRON
abr-76	88	23	were	be	AUX
abr-76	88	24	enrolled	enrol	VERB
abr-76	88	25	in	in	ADP
abr-76	88	26	courses	course	NOUN
abr-76	88	27	involving	involve	VERB
abr-76	88	28	labor	labor	NOUN
abr-76	88	29	negotiations	negotiation	NOUN
abr-76	88	30	,	,	PUNCT
abr-76	88	31	rate	rate	VERB
abr-76	88	32	each	each	DET
abr-76	88	33	gambit	gambit	NOUN
abr-76	88	34	on	on	ADP
abr-76	88	35	their	their	PRON
abr-76	88	36	ethicalness	ethicalness	NOUN
abr-76	88	37	.	.	PUNCT
abr-76	89	1	using	use	VERB
abr-76	89	2	a	a	DET
abr-76	89	3	likert	likert	ADJ
abr-76	89	4	-	-	PUNCT
abr-76	89	5	type	type	NOUN
abr-76	89	6	scale	scale	NOUN
abr-76	89	7	where	where	SCONJ
abr-76	89	8	1	1	NUM
abr-76	89	9	=	=	SYM
abr-76	89	10	very	very	ADV
abr-76	89	11	unethical	unethical	ADJ
abr-76	89	12	,	,	PUNCT
abr-76	89	13	2	2	NUM
abr-76	89	14	=	=	SYM
abr-76	89	15	ethical	ethical	ADJ
abr-76	89	16	,	,	PUNCT
abr-76	89	17	3	3	NUM
abr-76	89	18	=	=	SYM
abr-76	89	19	neutral	neutral	ADJ
abr-76	89	20	,	,	PUNCT
abr-76	89	21	4	4	NUM
abr-76	89	22	=	=	SYM
abr-76	89	23	somewhat	somewhat	ADV
abr-76	89	24	ethical	ethical	ADJ
abr-76	89	25	,	,	PUNCT
abr-76	89	26	and	and	CCONJ
abr-76	89	27	5	5	NUM
abr-76	89	28	=	=	SYM
abr-76	89	29	very	very	ADV
abr-76	89	30	unethical	unethical	ADJ
abr-76	89	31	,	,	PUNCT
abr-76	89	32	none	none	NOUN
abr-76	89	33	of	of	ADP
abr-76	89	34	the	the	DET
abr-76	89	35	mean	mean	ADJ
abr-76	89	36	ratings	rating	NOUN
abr-76	89	37	for	for	ADP
abr-76	89	38	any	any	PRON
abr-76	89	39	of	of	ADP
abr-76	89	40	the	the	DET
abr-76	89	41	negotiation	negotiation	NOUN
abr-76	89	42	gambits	gambit	NOUN
abr-76	89	43	were	be	AUX
abr-76	89	44	in	in	ADP
abr-76	89	45	the	the	DET
abr-76	89	46	very	very	ADV
abr-76	89	47	ethical	ethical	ADJ
abr-76	89	48	range	range	NOUN
abr-76	89	49	(	(	PUNCT
abr-76	89	50	4.5	4.5	NUM
abr-76	89	51	or	or	CCONJ
abr-76	89	52	above	above	ADV
abr-76	89	53	)	)	PUNCT
abr-76	89	54	.	.	PUNCT
abr-76	90	1	only	only	ADV
abr-76	90	2	three	three	NUM
abr-76	90	3	gambits	gambit	NOUN
abr-76	90	4	were	be	AUX
abr-76	90	5	in	in	ADP
abr-76	90	6	the	the	DET
abr-76	90	7	range	range	NOUN
abr-76	90	8	(	(	PUNCT
abr-76	90	9	3.50	3.50	NUM
abr-76	90	10	to	to	ADP
abr-76	90	11	4.49	4.49	NUM
abr-76	90	12	)	)	PUNCT
abr-76	90	13	that	that	SCONJ
abr-76	90	14	the	the	DET
abr-76	90	15	researchers	researcher	NOUN
abr-76	90	16	considered	consider	VERB
abr-76	90	17	to	to	PART
abr-76	90	18	be	be	AUX
abr-76	90	19	“	"	PUNCT
abr-76	90	20	somewhat	somewhat	ADV
abr-76	90	21	ethical	ethical	ADJ
abr-76	90	22	.	.	PUNCT
abr-76	90	23	”	"	PUNCT
abr-76	91	1	these	these	DET
abr-76	91	2	gambits	gambit	NOUN
abr-76	91	3	were	be	AUX
abr-76	91	4	hiring	hire	VERB
abr-76	91	5	an	an	DET
abr-76	91	6	expert	expert	ADJ
abr-76	91	7	negotiator	negotiator	NOUN
abr-76	91	8	(	(	PUNCT
abr-76	91	9	4.15	4.15	NUM
abr-76	91	10	)	)	PUNCT
abr-76	91	11	,	,	PUNCT
abr-76	91	12	the	the	DET
abr-76	91	13	reluctance	reluctance	NOUN
abr-76	91	14	of	of	ADP
abr-76	91	15	the	the	DET
abr-76	91	16	negotiator	negotiator	NOUN
abr-76	91	17	to	to	PART
abr-76	91	18	sign	sign	VERB
abr-76	91	19	the	the	DET
abr-76	91	20	first	first	ADJ
abr-76	91	21	offer	offer	NOUN
abr-76	91	22	,	,	PUNCT
abr-76	91	23	even	even	ADV
abr-76	91	24	if	if	SCONJ
abr-76	91	25	satisfied	satisfied	ADJ
abr-76	91	26	with	with	ADP
abr-76	91	27	it	it	PRON
abr-76	91	28	(	(	PUNCT
abr-76	91	29	3.76	3.76	NUM
abr-76	91	30	)	)	PUNCT
abr-76	91	31	,	,	PUNCT
abr-76	91	32	and	and	CCONJ
abr-76	91	33	asking	ask	VERB
abr-76	91	34	for	for	ADP
abr-76	91	35	specifics	specific	NOUN
abr-76	91	36	regarding	regard	VERB
abr-76	91	37	what	what	PRON
abr-76	91	38	it	it	PRON
abr-76	91	39	would	would	AUX
abr-76	91	40	take	take	VERB
abr-76	91	41	to	to	PART
abr-76	91	42	close	close	VERB
abr-76	91	43	the	the	DET
abr-76	91	44	deal	deal	NOUN
abr-76	91	45	(	(	PUNCT
abr-76	91	46	3.68	3.68	NUM
abr-76	91	47	)	)	PUNCT
abr-76	91	48	.	.	PUNCT
abr-76	92	1	eight	eight	NUM
abr-76	92	2	of	of	ADP
abr-76	92	3	the	the	DET
abr-76	92	4	seventeen	seventeen	NUM
abr-76	92	5	gambits	gambit	NOUN
abr-76	92	6	were	be	AUX
abr-76	92	7	rated	rate	VERB
abr-76	92	8	in	in	ADP
abr-76	92	9	the	the	DET
abr-76	92	10	“	"	PUNCT
abr-76	92	11	neutral	neutral	ADJ
abr-76	92	12	”	"	PUNCT
abr-76	92	13	range	range	NOUN
abr-76	92	14	(	(	PUNCT
abr-76	92	15	2.50	2.50	NUM
abr-76	92	16	to	to	ADP
abr-76	92	17	3.49	3.49	NUM
abr-76	92	18	)	)	PUNCT
abr-76	92	19	,	,	PUNCT
abr-76	92	20	while	while	SCONJ
abr-76	92	21	the	the	DET
abr-76	92	22	remaining	remain	VERB
abr-76	92	23	six	six	NUM
abr-76	92	24	gambits	gambit	NOUN
abr-76	92	25	were	be	AUX
abr-76	92	26	rated	rate	VERB
abr-76	92	27	in	in	ADP
abr-76	92	28	the	the	DET
abr-76	92	29	“	"	PUNCT
abr-76	92	30	somewhat	somewhat	ADV
abr-76	92	31	unethical	unethical	ADJ
abr-76	92	32	”	"	PUNCT
abr-76	92	33	range	range	NOUN
abr-76	92	34	(	(	PUNCT
abr-76	92	35	1.50	1.50	NUM
abr-76	92	36	to	to	ADP
abr-76	92	37	2.49	2.49	NUM
abr-76	92	38	)	)	PUNCT
abr-76	92	39	.	.	PUNCT
abr-76	93	1	kaupins	kaupin	NOUN
abr-76	93	2	and	and	CCONJ
abr-76	93	3	johnson	johnson	PROPN
abr-76	93	4	(	(	PUNCT
abr-76	93	5	2003	2003	NUM
abr-76	93	6	)	)	PUNCT
abr-76	93	7	concluded	conclude	VERB
abr-76	93	8	that	that	SCONJ
abr-76	93	9	only	only	ADV
abr-76	93	10	three	three	NUM
abr-76	93	11	gambits	gambit	NOUN
abr-76	93	12	could	could	AUX
abr-76	93	13	be	be	AUX
abr-76	93	14	considered	consider	VERB
abr-76	93	15	somewhat	somewhat	ADV
abr-76	93	16	ethical	ethical	ADJ
abr-76	93	17	,	,	PUNCT
abr-76	93	18	while	while	SCONJ
abr-76	93	19	eight	eight	NUM
abr-76	93	20	others	other	NOUN
abr-76	93	21	should	should	AUX
abr-76	93	22	be	be	AUX
abr-76	93	23	considered	consider	VERB
abr-76	93	24	neutral	neutral	ADJ
abr-76	93	25	on	on	ADP
abr-76	93	26	ethicalness	ethicalness	NOUN
abr-76	93	27	.	.	PUNCT
abr-76	94	1	thus	thus	ADV
abr-76	94	2	11	11	NUM
abr-76	94	3	of	of	ADP
abr-76	94	4	the	the	DET
abr-76	94	5	gambits	gambit	NOUN
abr-76	94	6	could	could	AUX
abr-76	94	7	be	be	AUX
abr-76	94	8	recommended	recommend	VERB
abr-76	94	9	while	while	SCONJ
abr-76	94	10	the	the	DET
abr-76	94	11	use	use	NOUN
abr-76	94	12	of	of	ADP
abr-76	94	13	the	the	DET
abr-76	94	14	six	six	NUM
abr-76	94	15	falling	fall	VERB
abr-76	94	16	into	into	ADP
abr-76	94	17	the	the	DET
abr-76	94	18	“	"	PUNCT
abr-76	94	19	somewhat	somewhat	ADV
abr-76	94	20	unethical	unethical	ADJ
abr-76	94	21	”	"	PUNCT
abr-76	94	22	group	group	NOUN
abr-76	94	23	should	should	AUX
abr-76	94	24	be	be	AUX
abr-76	94	25	discouraged	discourage	VERB
abr-76	94	26	.	.	PUNCT
abr-76	95	1	robinson	robinson	PROPN
abr-76	95	2	et	et	PROPN
abr-76	95	3	al	al	PROPN
abr-76	95	4	.	.	PROPN
abr-76	95	5	,	,	PUNCT
abr-76	95	6	(	(	PUNCT
abr-76	95	7	2000	2000	NUM
abr-76	95	8	)	)	PUNCT
abr-76	95	9	analyzed	analyze	VERB
abr-76	95	10	the	the	DET
abr-76	95	11	ethicalness	ethicalness	NOUN
abr-76	95	12	of	of	ADP
abr-76	95	13	gambits	gambit	NOUN
abr-76	95	14	based	base	VERB
abr-76	95	15	on	on	ADP
abr-76	95	16	the	the	DET
abr-76	95	17	ratings	rating	NOUN
abr-76	95	18	of	of	ADP
abr-76	95	19	undergraduate	undergraduate	ADJ
abr-76	95	20	students	student	NOUN
abr-76	95	21	.	.	PUNCT
abr-76	96	1	these	these	DET
abr-76	96	2	researchers	researcher	NOUN
abr-76	96	3	factor	factor	NOUN
abr-76	96	4	analyzed	analyze	VERB
abr-76	96	5	sixteen	sixteen	NUM
abr-76	96	6	gambits	gambit	NOUN
abr-76	96	7	and	and	CCONJ
abr-76	96	8	found	find	VERB
abr-76	96	9	that	that	SCONJ
abr-76	96	10	the	the	DET
abr-76	96	11	larger	large	ADJ
abr-76	96	12	set	set	NOUN
abr-76	96	13	of	of	ADP
abr-76	96	14	gambits	gambit	NOUN
abr-76	96	15	could	could	AUX
abr-76	96	16	be	be	AUX
abr-76	96	17	reduced	reduce	VERB
abr-76	96	18	to	to	ADP
abr-76	96	19	five	five	NUM
abr-76	96	20	factor	factor	NOUN
abr-76	96	21	groups	group	NOUN
abr-76	96	22	.	.	PUNCT
abr-76	97	1	the	the	DET
abr-76	97	2	highest	high	ADJ
abr-76	97	3	rated	rate	VERB
abr-76	97	4	factor	factor	NOUN
abr-76	97	5	was	be	AUX
abr-76	97	6	labeled	label	VERB
abr-76	97	7	“	"	PUNCT
abr-76	97	8	traditional	traditional	ADJ
abr-76	97	9	competitive	competitive	ADJ
abr-76	97	10	bargaining	bargaining	NOUN
abr-76	97	11	”	"	PUNCT
abr-76	97	12	with	with	ADP
abr-76	97	13	a	a	DET
abr-76	97	14	mean	mean	ADJ
abr-76	97	15	ethical	ethical	ADJ
abr-76	97	16	rating	rating	NOUN
abr-76	97	17	of	of	ADP
abr-76	97	18	5.50	5.50	NUM
abr-76	97	19	(	(	PUNCT
abr-76	97	20	where	where	SCONJ
abr-76	97	21	1	1	NUM
abr-76	97	22	=	=	NOUN
abr-76	97	23	not	not	PART
abr-76	97	24	at	at	ADV
abr-76	97	25	all	all	ADV
abr-76	97	26	appropriate	appropriate	ADJ
abr-76	97	27	to	to	ADP
abr-76	97	28	7	7	NUM
abr-76	97	29	=	=	SYM
abr-76	97	30	very	very	ADV
abr-76	97	31	appropriate	appropriate	ADJ
abr-76	97	32	scale	scale	NOUN
abr-76	97	33	)	)	PUNCT
abr-76	97	34	.	.	PUNCT
abr-76	98	1	the	the	DET
abr-76	98	2	four	four	NUM
abr-76	98	3	other	other	ADJ
abr-76	98	4	factors	factor	NOUN
abr-76	98	5	had	have	VERB
abr-76	98	6	substantially	substantially	ADV
abr-76	98	7	lower	low	ADJ
abr-76	98	8	mean	mean	ADJ
abr-76	98	9	ratings	rating	NOUN
abr-76	98	10	for	for	ADP
abr-76	98	11	ethicalness	ethicalness	NOUN
abr-76	98	12	;	;	PUNCT
abr-76	98	13	each	each	PRON
abr-76	98	14	averaging	average	VERB
abr-76	98	15	around	around	ADV
abr-76	98	16	approximately	approximately	ADV
abr-76	98	17	3.00	3.00	NUM
abr-76	98	18	and	and	CCONJ
abr-76	98	19	below	below	ADV
abr-76	98	20	.	.	PUNCT
abr-76	99	1	they	they	PRON
abr-76	99	2	included	include	VERB
abr-76	99	3	the	the	DET
abr-76	99	4	factors	factor	NOUN
abr-76	99	5	labeled	label	VERB
abr-76	99	6	“	"	PUNCT
abr-76	99	7	attacking	attack	VERB
abr-76	99	8	opponent	opponent	NOUN
abr-76	99	9	’s	’s	PART
abr-76	99	10	network	network	NOUN
abr-76	99	11	,	,	PUNCT
abr-76	99	12	”	"	PUNCT
abr-76	99	13	“	"	PUNCT
abr-76	99	14	false	false	ADJ
abr-76	99	15	promises	promise	NOUN
abr-76	99	16	,	,	PUNCT
abr-76	99	17	”	"	PUNCT
abr-76	99	18	“	"	PUNCT
abr-76	99	19	misrepresentation	misrepresentation	NOUN
abr-76	99	20	,	,	PUNCT
abr-76	99	21	”	"	PUNCT
abr-76	99	22	and	and	CCONJ
abr-76	99	23	“	"	PUNCT
abr-76	99	24	inappropriate	inappropriate	ADJ
abr-76	99	25	information	information	NOUN
abr-76	99	26	gathering	gathering	NOUN
abr-76	99	27	.	.	PUNCT
abr-76	99	28	”	"	PUNCT
abr-76	100	1	an	an	DET
abr-76	100	2	example	example	NOUN
abr-76	100	3	of	of	ADP
abr-76	100	4	the	the	DET
abr-76	100	5	traditional	traditional	ADJ
abr-76	100	6	bargaining	bargaining	NOUN
abr-76	100	7	gambit	gambit	NOUN
abr-76	100	8	is	be	AUX
abr-76	100	9	when	when	SCONJ
abr-76	100	10	a	a	DET
abr-76	100	11	negotiator	negotiator	NOUN
abr-76	100	12	makes	make	VERB
abr-76	100	13	an	an	DET
abr-76	100	14	opening	opening	NOUN
abr-76	100	15	demand	demand	NOUN
abr-76	100	16	that	that	PRON
abr-76	100	17	is	be	AUX
abr-76	100	18	far	far	ADV
abr-76	100	19	greater	great	ADJ
abr-76	100	20	than	than	ADP
abr-76	100	21	what	what	PRON
abr-76	100	22	he	he	PRON
abr-76	100	23	/	/	SYM
abr-76	100	24	she	she	PRON
abr-76	100	25	really	really	ADV
abr-76	100	26	hoped	hope	VERB
abr-76	100	27	to	to	PART
abr-76	100	28	get	get	VERB
abr-76	100	29	.	.	PUNCT
abr-76	101	1	a	a	DET
abr-76	101	2	false	false	ADJ
abr-76	101	3	promises	promise	NOUN
abr-76	101	4	gambit	gambit	NOUN
abr-76	101	5	occurs	occur	VERB
abr-76	101	6	when	when	SCONJ
abr-76	101	7	one	one	NUM
abr-76	101	8	party	party	NOUN
abr-76	101	9	guarantees	guarantee	VERB
abr-76	101	10	that	that	SCONJ
abr-76	101	11	his	his	PRON
abr-76	101	12	/	/	SYM
abr-76	101	13	her	her	PRON
abr-76	101	14	constituency	constituency	NOUN
abr-76	101	15	will	will	AUX
abr-76	101	16	uphold	uphold	VERB
abr-76	101	17	the	the	DET
abr-76	101	18	settlement	settlement	NOUN
abr-76	101	19	agreed	agree	VERB
abr-76	101	20	upon	upon	SCONJ
abr-76	101	21	,	,	PUNCT
abr-76	101	22	although	although	SCONJ
abr-76	101	23	the	the	DET
abr-76	101	24	party	party	NOUN
abr-76	101	25	has	have	VERB
abr-76	101	26	little	little	ADJ
abr-76	101	27	or	or	CCONJ
abr-76	101	28	no	no	PRON
abr-76	101	29	believe	believe	VERB
abr-76	101	30	that	that	SCONJ
abr-76	101	31	that	that	PRON
abr-76	101	32	will	will	AUX
abr-76	101	33	occur	occur	VERB
abr-76	101	34	.	.	PUNCT
abr-76	102	1	a	a	DET
abr-76	102	2	misrepresentation	misrepresentation	NOUN
abr-76	102	3	gambit	gambit	NOUN
abr-76	102	4	occurs	occur	VERB
abr-76	102	5	when	when	SCONJ
abr-76	102	6	one	one	NUM
abr-76	102	7	party	party	NOUN
abr-76	102	8	intentionally	intentionally	ADV
abr-76	102	9	misrepresent	misrepresent	VERB
abr-76	102	10	information	information	NOUN
abr-76	102	11	to	to	ADP
abr-76	102	12	her	her	PRON
abr-76	102	13	opponent	opponent	NOUN
abr-76	102	14	.	.	PUNCT
abr-76	103	1	kaupins	kaupin	NOUN
abr-76	103	2	and	and	CCONJ
abr-76	103	3	johnson	johnson	PROPN
abr-76	103	4	advances	advance	VERB
abr-76	103	5	in	in	ADP
abr-76	103	6	business	business	NOUN
abr-76	103	7	research	research	NOUN
abr-76	103	8	2011	2011	NUM
abr-76	103	9	,	,	PUNCT
abr-76	103	10	vol	vol	NOUN
abr-76	103	11	.	.	PROPN
abr-76	104	1	2	2	NUM
abr-76	104	2	,	,	PUNCT
abr-76	104	3	no	no	INTJ
abr-76	104	4	.	.	NOUN
abr-76	104	5	1	1	NUM
abr-76	104	6	,	,	PUNCT
abr-76	104	7	238	238	NUM
abr-76	104	8	-	-	SYM
abr-76	104	9	246	246	NUM
abr-76	104	10	241	241	NUM
abr-76	104	11	the	the	DET
abr-76	104	12	attacking	attack	VERB
abr-76	104	13	ones	one	NOUN
abr-76	104	14	opponent	opponent	NOUN
abr-76	104	15	’s	’s	PART
abr-76	104	16	network	network	NOUN
abr-76	104	17	tactic	tactic	NOUN
abr-76	104	18	involves	involve	VERB
abr-76	104	19	the	the	DET
abr-76	104	20	attempt	attempt	NOUN
abr-76	104	21	to	to	PART
abr-76	104	22	embarrass	embarrass	VERB
abr-76	104	23	or	or	CCONJ
abr-76	104	24	get	get	VERB
abr-76	104	25	an	an	DET
abr-76	104	26	opponent	opponent	NOUN
abr-76	104	27	removed	remove	VERB
abr-76	104	28	from	from	ADP
abr-76	104	29	his	his	PRON
abr-76	104	30	position	position	NOUN
abr-76	104	31	.	.	PUNCT
abr-76	105	1	lastly	lastly	ADV
abr-76	105	2	,	,	PUNCT
abr-76	105	3	the	the	DET
abr-76	105	4	inappropriate	inappropriate	ADJ
abr-76	105	5	information	information	NOUN
abr-76	105	6	gathering	gathering	NOUN
abr-76	105	7	gambit	gambit	NOUN
abr-76	105	8	involves	involve	VERB
abr-76	105	9	efforts	effort	NOUN
abr-76	105	10	to	to	PART
abr-76	105	11	illicitly	illicitly	ADV
abr-76	105	12	gain	gain	VERB
abr-76	105	13	information	information	NOUN
abr-76	105	14	about	about	ADP
abr-76	105	15	an	an	DET
abr-76	105	16	opponent	opponent	NOUN
abr-76	105	17	’s	’s	PART
abr-76	105	18	negotiating	negotiate	VERB
abr-76	105	19	position	position	NOUN
abr-76	105	20	by	by	ADP
abr-76	105	21	paying	pay	VERB
abr-76	105	22	money	money	NOUN
abr-76	105	23	to	to	ADP
abr-76	105	24	,	,	PUNCT
abr-76	105	25	or	or	CCONJ
abr-76	105	26	providing	provide	VERB
abr-76	105	27	gifts	gift	NOUN
abr-76	105	28	to	to	ADP
abr-76	105	29	“	"	PUNCT
abr-76	105	30	someone	someone	PRON
abr-76	105	31	-	-	PUNCT
abr-76	105	32	in	in	ADP
abr-76	105	33	-	-	PUNCT
abr-76	105	34	the	the	DET
abr-76	105	35	-	-	PUNCT
abr-76	105	36	know	know	NOUN
abr-76	105	37	”	"	PUNCT
abr-76	105	38	from	from	ADP
abr-76	105	39	the	the	DET
abr-76	105	40	other	other	ADJ
abr-76	105	41	party	party	NOUN
abr-76	105	42	’s	’s	PART
abr-76	105	43	camp	camp	NOUN
abr-76	105	44	in	in	ADP
abr-76	105	45	exchange	exchange	NOUN
abr-76	105	46	for	for	ADP
abr-76	105	47	information	information	NOUN
abr-76	105	48	fallacy	fallacy	NOUN
abr-76	105	49	gambits	gambit	NOUN
abr-76	105	50	.	.	PUNCT
abr-76	106	1	another	another	DET
abr-76	106	2	group	group	NOUN
abr-76	106	3	of	of	ADP
abr-76	106	4	studies	study	NOUN
abr-76	106	5	focuses	focus	VERB
abr-76	106	6	on	on	ADP
abr-76	106	7	gambits	gambit	NOUN
abr-76	106	8	that	that	PRON
abr-76	106	9	are	be	AUX
abr-76	106	10	considered	consider	VERB
abr-76	106	11	“	"	PUNCT
abr-76	106	12	fallacies	fallacy	NOUN
abr-76	106	13	.	.	PUNCT
abr-76	106	14	”	"	PUNCT
abr-76	107	1	fallacies	fallacy	NOUN
abr-76	107	2	are	be	AUX
abr-76	107	3	statements	statement	NOUN
abr-76	107	4	that	that	PRON
abr-76	107	5	can	can	AUX
abr-76	107	6	be	be	AUX
abr-76	107	7	used	use	VERB
abr-76	107	8	in	in	ADP
abr-76	107	9	negotiations	negotiation	NOUN
abr-76	107	10	to	to	PART
abr-76	107	11	influence	influence	VERB
abr-76	107	12	the	the	DET
abr-76	107	13	other	other	ADJ
abr-76	107	14	party	party	NOUN
abr-76	107	15	and	and	CCONJ
abr-76	107	16	therefore	therefore	ADV
abr-76	107	17	are	be	AUX
abr-76	107	18	gambits	gambit	NOUN
abr-76	107	19	.	.	PUNCT
abr-76	108	1	the	the	DET
abr-76	108	2	use	use	NOUN
abr-76	108	3	of	of	ADP
abr-76	108	4	these	these	DET
abr-76	108	5	negotiation	negotiation	NOUN
abr-76	108	6	gambits	gambit	NOUN
abr-76	108	7	are	be	AUX
abr-76	108	8	discouraged	discourage	VERB
abr-76	108	9	because	because	SCONJ
abr-76	108	10	of	of	ADP
abr-76	108	11	their	their	PRON
abr-76	108	12	deceptive	deceptive	ADJ
abr-76	108	13	nature	nature	NOUN
abr-76	108	14	.	.	PUNCT
abr-76	109	1	according	accord	VERB
abr-76	109	2	to	to	ADP
abr-76	109	3	engel	engel	PROPN
abr-76	109	4	(	(	PUNCT
abr-76	109	5	1994	1994	NUM
abr-76	109	6	)	)	PUNCT
abr-76	109	7	major	major	ADJ
abr-76	109	8	categories	category	NOUN
abr-76	109	9	of	of	ADP
abr-76	109	10	fallacies	fallacy	NOUN
abr-76	109	11	include	include	VERB
abr-76	109	12	ambiguity	ambiguity	NOUN
abr-76	109	13	,	,	PUNCT
abr-76	109	14	presumption	presumption	NOUN
abr-76	109	15	,	,	PUNCT
abr-76	109	16	and	and	CCONJ
abr-76	109	17	relevance	relevance	NOUN
abr-76	109	18	.	.	PUNCT
abr-76	110	1	an	an	DET
abr-76	110	2	example	example	NOUN
abr-76	110	3	of	of	ADP
abr-76	110	4	ambiguity	ambiguity	NOUN
abr-76	110	5	is	be	AUX
abr-76	110	6	a	a	DET
abr-76	110	7	“	"	PUNCT
abr-76	110	8	double	double	ADJ
abr-76	110	9	meaning	meaning	NOUN
abr-76	110	10	.	.	PUNCT
abr-76	110	11	”	"	PUNCT
abr-76	111	1	a	a	DET
abr-76	111	2	negotiator	negotiator	NOUN
abr-76	111	3	might	might	AUX
abr-76	111	4	state	state	VERB
abr-76	111	5	“	"	PUNCT
abr-76	111	6	i	i	PRON
abr-76	111	7	dispense	dispense	VERB
abr-76	111	8	with	with	ADP
abr-76	111	9	accuracy	accuracy	NOUN
abr-76	111	10	.	.	PUNCT
abr-76	111	11	”	"	PUNCT
abr-76	112	1	does	do	AUX
abr-76	112	2	this	this	PRON
abr-76	112	3	mean	mean	VERB
abr-76	112	4	he	he	PRON
abr-76	112	5	or	or	CCONJ
abr-76	112	6	she	she	PRON
abr-76	112	7	is	be	AUX
abr-76	112	8	always	always	ADV
abr-76	112	9	truthful	truthful	ADJ
abr-76	112	10	or	or	CCONJ
abr-76	112	11	always	always	ADV
abr-76	112	12	deceptive	deceptive	ADJ
abr-76	112	13	?	?	PUNCT
abr-76	113	1	an	an	DET
abr-76	113	2	example	example	NOUN
abr-76	113	3	of	of	ADP
abr-76	113	4	presumption	presumption	NOUN
abr-76	113	5	is	be	AUX
abr-76	113	6	“	"	PUNCT
abr-76	113	7	begging	beg	VERB
abr-76	113	8	the	the	DET
abr-76	113	9	question	question	NOUN
abr-76	113	10	.	.	PUNCT
abr-76	113	11	”	"	PUNCT
abr-76	114	1	a	a	DET
abr-76	114	2	negotiator	negotiator	NOUN
abr-76	114	3	might	might	AUX
abr-76	114	4	say	say	VERB
abr-76	114	5	“	"	PUNCT
abr-76	114	6	i	i	PRON
abr-76	114	7	believe	believe	VERB
abr-76	114	8	in	in	ADP
abr-76	114	9	dental	dental	ADJ
abr-76	114	10	benefits	benefit	NOUN
abr-76	114	11	because	because	SCONJ
abr-76	114	12	everybody	everybody	PRON
abr-76	114	13	believes	believe	VERB
abr-76	114	14	in	in	ADP
abr-76	114	15	dental	dental	ADJ
abr-76	114	16	benefits	benefit	NOUN
abr-76	114	17	.	.	PUNCT
abr-76	114	18	”	"	PUNCT
abr-76	115	1	does	do	AUX
abr-76	115	2	everybody	everybody	PRON
abr-76	115	3	really	really	ADV
abr-76	115	4	believe	believe	VERB
abr-76	115	5	in	in	ADP
abr-76	115	6	dental	dental	ADJ
abr-76	115	7	benefits	benefit	NOUN
abr-76	115	8	?	?	PUNCT
abr-76	116	1	an	an	DET
abr-76	116	2	example	example	NOUN
abr-76	116	3	of	of	ADP
abr-76	116	4	relevance	relevance	NOUN
abr-76	116	5	is	be	AUX
abr-76	116	6	the	the	DET
abr-76	116	7	genetic	genetic	ADJ
abr-76	116	8	fallacy	fallacy	NOUN
abr-76	116	9	in	in	ADP
abr-76	116	10	which	which	PRON
abr-76	116	11	a	a	DET
abr-76	116	12	conclusion	conclusion	NOUN
abr-76	116	13	is	be	AUX
abr-76	116	14	“	"	PUNCT
abr-76	116	15	proved	proved	ADJ
abr-76	116	16	”	"	PUNCT
abr-76	116	17	false	false	ADJ
abr-76	116	18	by	by	ADP
abr-76	116	19	considering	consider	VERB
abr-76	116	20	its	its	PRON
abr-76	116	21	source	source	NOUN
abr-76	116	22	.	.	PUNCT
abr-76	117	1	a	a	DET
abr-76	117	2	negotiator	negotiator	NOUN
abr-76	117	3	might	might	AUX
abr-76	117	4	state	state	VERB
abr-76	117	5	that	that	SCONJ
abr-76	117	6	“	"	PUNCT
abr-76	117	7	our	our	PRON
abr-76	117	8	workers	worker	NOUN
abr-76	117	9	provide	provide	VERB
abr-76	117	10	lousy	lousy	ADJ
abr-76	117	11	proposals	proposal	NOUN
abr-76	117	12	because	because	SCONJ
abr-76	117	13	they	they	PRON
abr-76	117	14	do	do	AUX
abr-76	117	15	n’t	not	PART
abr-76	117	16	have	have	VERB
abr-76	117	17	a	a	DET
abr-76	117	18	college	college	NOUN
abr-76	117	19	education	education	NOUN
abr-76	117	20	.	.	PUNCT
abr-76	117	21	”	"	PUNCT
abr-76	118	1	such	such	ADJ
abr-76	118	2	unsupported	unsupported	ADJ
abr-76	118	3	arguments	argument	NOUN
abr-76	118	4	are	be	AUX
abr-76	118	5	made	make	VERB
abr-76	118	6	despite	despite	SCONJ
abr-76	118	7	the	the	DET
abr-76	118	8	reality	reality	NOUN
abr-76	118	9	that	that	SCONJ
abr-76	118	10	not	not	PART
abr-76	118	11	all	all	DET
abr-76	118	12	workers	worker	NOUN
abr-76	118	13	who	who	PRON
abr-76	118	14	have	have	VERB
abr-76	118	15	only	only	ADV
abr-76	118	16	a	a	DET
abr-76	118	17	high	high	ADJ
abr-76	118	18	school	school	NOUN
abr-76	118	19	education	education	NOUN
abr-76	118	20	provide	provide	VERB
abr-76	118	21	bad	bad	ADJ
abr-76	118	22	proposals	proposal	NOUN
abr-76	118	23	.	.	PUNCT
abr-76	119	1	jacobs	jacobs	PROPN
abr-76	119	2	(	(	PUNCT
abr-76	119	3	1994	1994	NUM
abr-76	119	4	)	)	PUNCT
abr-76	119	5	groups	group	NOUN
abr-76	119	6	inappropriate	inappropriate	VERB
abr-76	119	7	gambits	gambit	NOUN
abr-76	119	8	into	into	ADP
abr-76	119	9	persuasive	persuasive	ADJ
abr-76	119	10	words	word	NOUN
abr-76	119	11	,	,	PUNCT
abr-76	119	12	fallacies	fallacy	NOUN
abr-76	119	13	,	,	PUNCT
abr-76	119	14	and	and	CCONJ
abr-76	119	15	intent	intent	ADJ
abr-76	119	16	signals	signal	NOUN
abr-76	119	17	.	.	PUNCT
abr-76	120	1	persuasive	persuasive	ADJ
abr-76	120	2	words	word	NOUN
abr-76	120	3	include	include	VERB
abr-76	120	4	the	the	DET
abr-76	120	5	double	double	ADJ
abr-76	120	6	-	-	PUNCT
abr-76	120	7	bind	bind	NOUN
abr-76	120	8	which	which	PRON
abr-76	120	9	gives	give	VERB
abr-76	120	10	the	the	DET
abr-76	120	11	listener	listener	NOUN
abr-76	120	12	an	an	DET
abr-76	120	13	illusory	illusory	ADJ
abr-76	120	14	freedom	freedom	NOUN
abr-76	120	15	of	of	ADP
abr-76	120	16	choice	choice	NOUN
abr-76	120	17	between	between	ADP
abr-76	120	18	only	only	ADV
abr-76	120	19	two	two	NUM
abr-76	120	20	choices	choice	NOUN
abr-76	120	21	.	.	PUNCT
abr-76	121	1	fallacies	fallacy	NOUN
abr-76	121	2	include	include	VERB
abr-76	121	3	the	the	DET
abr-76	121	4	false	false	ADJ
abr-76	121	5	cause	cause	NOUN
abr-76	121	6	.	.	PUNCT
abr-76	122	1	for	for	ADP
abr-76	122	2	example	example	NOUN
abr-76	122	3	,	,	PUNCT
abr-76	122	4	a	a	DET
abr-76	122	5	negotiator	negotiator	NOUN
abr-76	122	6	may	may	AUX
abr-76	122	7	make	make	VERB
abr-76	122	8	the	the	DET
abr-76	122	9	statement	statement	NOUN
abr-76	122	10	that	that	SCONJ
abr-76	122	11	“	"	PUNCT
abr-76	122	12	workers	worker	NOUN
abr-76	122	13	have	have	AUX
abr-76	122	14	failed	fail	VERB
abr-76	122	15	us	we	PRON
abr-76	122	16	and	and	CCONJ
abr-76	122	17	that	that	PRON
abr-76	122	18	is	be	AUX
abr-76	122	19	why	why	SCONJ
abr-76	122	20	we	we	PRON
abr-76	122	21	have	have	VERB
abr-76	122	22	layoffs	layoff	NOUN
abr-76	122	23	.	.	PUNCT
abr-76	122	24	”	"	PUNCT
abr-76	123	1	this	this	DET
abr-76	123	2	assertion	assertion	NOUN
abr-76	123	3	may	may	AUX
abr-76	123	4	ignore	ignore	VERB
abr-76	123	5	factors	factor	NOUN
abr-76	123	6	outside	outside	ADP
abr-76	123	7	of	of	ADP
abr-76	123	8	the	the	DET
abr-76	123	9	workers	worker	NOUN
abr-76	123	10	’	'	PUNCT
abr-76	123	11	control	control	NOUN
abr-76	123	12	such	such	ADJ
abr-76	123	13	as	as	ADP
abr-76	123	14	a	a	DET
abr-76	123	15	poor	poor	ADJ
abr-76	123	16	product	product	NOUN
abr-76	123	17	design	design	NOUN
abr-76	123	18	,	,	PUNCT
abr-76	123	19	competition	competition	NOUN
abr-76	123	20	,	,	PUNCT
abr-76	123	21	shifts	shift	NOUN
abr-76	123	22	in	in	ADP
abr-76	123	23	demand	demand	NOUN
abr-76	123	24	,	,	PUNCT
abr-76	123	25	and	and	CCONJ
abr-76	123	26	a	a	DET
abr-76	123	27	recessionary	recessionary	ADJ
abr-76	123	28	economy	economy	NOUN
abr-76	123	29	.	.	PUNCT
abr-76	124	1	intent	intent	ADJ
abr-76	124	2	signals	signal	NOUN
abr-76	124	3	involve	involve	VERB
abr-76	124	4	the	the	DET
abr-76	124	5	intention	intention	NOUN
abr-76	124	6	of	of	ADP
abr-76	124	7	the	the	DET
abr-76	124	8	speaker	speaker	NOUN
abr-76	124	9	affecting	affect	VERB
abr-76	124	10	the	the	DET
abr-76	124	11	accuracy	accuracy	NOUN
abr-76	124	12	of	of	ADP
abr-76	124	13	the	the	DET
abr-76	124	14	information	information	NOUN
abr-76	124	15	.	.	PUNCT
abr-76	125	1	an	an	DET
abr-76	125	2	example	example	NOUN
abr-76	125	3	is	be	AUX
abr-76	125	4	“	"	PUNCT
abr-76	125	5	us	us	PROPN
abr-76	125	6	”	"	PUNCT
abr-76	125	7	versus	versus	ADP
abr-76	125	8	“	"	PUNCT
abr-76	125	9	them	they	PRON
abr-76	125	10	”	"	PUNCT
abr-76	125	11	in	in	ADP
abr-76	125	12	which	which	PRON
abr-76	125	13	everything	everything	PRON
abr-76	125	14	done	do	VERB
abr-76	125	15	by	by	ADP
abr-76	125	16	the	the	DET
abr-76	125	17	other	other	ADJ
abr-76	125	18	side	side	NOUN
abr-76	125	19	is	be	AUX
abr-76	125	20	considered	consider	VERB
abr-76	125	21	wrong	wrong	ADJ
abr-76	125	22	.	.	PUNCT
abr-76	126	1	information	information	NOUN
abr-76	126	2	economics	economic	NOUN
abr-76	126	3	.	.	PUNCT
abr-76	127	1	information	information	NOUN
abr-76	127	2	economics	economic	NOUN
abr-76	127	3	investigate	investigate	VERB
abr-76	127	4	how	how	SCONJ
abr-76	127	5	information	information	NOUN
abr-76	127	6	affects	affect	VERB
abr-76	127	7	an	an	DET
abr-76	127	8	economy	economy	NOUN
abr-76	127	9	and	and	CCONJ
abr-76	127	10	economic	economic	ADJ
abr-76	127	11	decisions	decision	NOUN
abr-76	127	12	(	(	PUNCT
abr-76	127	13	allen	allen	NOUN
abr-76	127	14	,	,	PUNCT
abr-76	127	15	1990	1990	NUM
abr-76	127	16	)	)	PUNCT
abr-76	127	17	.	.	PUNCT
abr-76	128	1	there	there	PRON
abr-76	128	2	are	be	VERB
abr-76	128	3	several	several	ADJ
abr-76	128	4	subfields	subfield	NOUN
abr-76	128	5	in	in	ADP
abr-76	128	6	the	the	DET
abr-76	128	7	area	area	NOUN
abr-76	128	8	related	relate	VERB
abr-76	128	9	to	to	ADP
abr-76	128	10	gambits	gambit	NOUN
abr-76	128	11	.	.	PUNCT
abr-76	129	1	one	one	NUM
abr-76	129	2	of	of	ADP
abr-76	129	3	them	they	PRON
abr-76	129	4	is	be	AUX
abr-76	129	5	associated	associate	VERB
abr-76	129	6	with	with	ADP
abr-76	129	7	signaling	signal	VERB
abr-76	129	8	.	.	PUNCT
abr-76	130	1	in	in	ADP
abr-76	130	2	negotiations	negotiation	NOUN
abr-76	130	3	,	,	PUNCT
abr-76	130	4	a	a	DET
abr-76	130	5	signal	signal	NOUN
abr-76	130	6	is	be	AUX
abr-76	130	7	designed	design	VERB
abr-76	130	8	to	to	PART
abr-76	130	9	reduce	reduce	VERB
abr-76	130	10	or	or	CCONJ
abr-76	130	11	eliminate	eliminate	VERB
abr-76	130	12	asymmetry	asymmetry	NOUN
abr-76	130	13	of	of	ADP
abr-76	130	14	information	information	NOUN
abr-76	130	15	between	between	ADP
abr-76	130	16	two	two	NUM
abr-76	130	17	or	or	CCONJ
abr-76	130	18	more	more	ADJ
abr-76	130	19	parties	party	NOUN
abr-76	130	20	.	.	PUNCT
abr-76	131	1	negotiations	negotiation	NOUN
abr-76	131	2	can	can	AUX
abr-76	131	3	go	go	VERB
abr-76	131	4	awry	awry	ADJ
abr-76	131	5	if	if	SCONJ
abr-76	131	6	one	one	NUM
abr-76	131	7	or	or	CCONJ
abr-76	131	8	more	more	ADJ
abr-76	131	9	parties	party	NOUN
abr-76	131	10	have	have	VERB
abr-76	131	11	an	an	DET
abr-76	131	12	imbalance	imbalance	NOUN
abr-76	131	13	in	in	ADP
abr-76	131	14	information	information	NOUN
abr-76	131	15	(	(	PUNCT
abr-76	131	16	spence	spence	NOUN
abr-76	131	17	,	,	PUNCT
abr-76	131	18	1973	1973	NUM
abr-76	131	19	)	)	PUNCT
abr-76	131	20	.	.	PUNCT
abr-76	132	1	accordingly	accordingly	ADV
abr-76	132	2	,	,	PUNCT
abr-76	132	3	gambits	gambit	NOUN
abr-76	132	4	related	relate	VERB
abr-76	132	5	to	to	ADP
abr-76	132	6	signaling	signal	VERB
abr-76	132	7	would	would	AUX
abr-76	132	8	provide	provide	VERB
abr-76	132	9	greater	great	ADJ
abr-76	132	10	information	information	NOUN
abr-76	132	11	to	to	ADP
abr-76	132	12	the	the	DET
abr-76	132	13	other	other	ADJ
abr-76	132	14	side	side	NOUN
abr-76	132	15	.	.	PUNCT
abr-76	133	1	an	an	DET
abr-76	133	2	example	example	NOUN
abr-76	133	3	would	would	AUX
abr-76	133	4	be	be	AUX
abr-76	133	5	the	the	DET
abr-76	133	6	background	background	NOUN
abr-76	133	7	of	of	ADP
abr-76	133	8	the	the	DET
abr-76	133	9	negotiators	negotiator	NOUN
abr-76	133	10	(	(	PUNCT
abr-76	133	11	whether	whether	SCONJ
abr-76	133	12	they	they	PRON
abr-76	133	13	had	have	VERB
abr-76	133	14	negotiation	negotiation	NOUN
abr-76	133	15	experience	experience	NOUN
abr-76	133	16	or	or	CCONJ
abr-76	133	17	not	not	PART
abr-76	133	18	)	)	PUNCT
abr-76	133	19	.	.	PUNCT
abr-76	134	1	in	in	ADP
abr-76	134	2	another	another	DET
abr-76	134	3	subfield	subfield	NOUN
abr-76	134	4	called	call	VERB
abr-76	134	5	screening	screening	NOUN
abr-76	134	6	,	,	PUNCT
abr-76	134	7	the	the	DET
abr-76	134	8	under	under	ADV
abr-76	134	9	-	-	PUNCT
abr-76	134	10	informed	inform	VERB
abr-76	134	11	party	party	NOUN
abr-76	134	12	induces	induce	VERB
abr-76	134	13	the	the	DET
abr-76	134	14	other	other	ADJ
abr-76	134	15	party	party	NOUN
abr-76	134	16	to	to	PART
abr-76	134	17	reveal	reveal	VERB
abr-76	134	18	their	their	PRON
abr-76	134	19	information	information	NOUN
abr-76	134	20	(	(	PUNCT
abr-76	134	21	stiglitz	stiglitz	NOUN
abr-76	134	22	,	,	PUNCT
abr-76	134	23	1975	1975	NUM
abr-76	134	24	)	)	PUNCT
abr-76	134	25	.	.	PUNCT
abr-76	135	1	accordingly	accordingly	ADV
abr-76	135	2	,	,	PUNCT
abr-76	135	3	gambits	gambit	NOUN
abr-76	135	4	related	relate	VERB
abr-76	135	5	to	to	ADP
abr-76	135	6	screening	screen	VERB
abr-76	135	7	would	would	AUX
abr-76	135	8	provide	provide	VERB
abr-76	135	9	greater	great	ADJ
abr-76	135	10	information	information	NOUN
abr-76	135	11	about	about	ADP
abr-76	135	12	the	the	DET
abr-76	135	13	other	other	ADJ
abr-76	135	14	side	side	NOUN
abr-76	135	15	.	.	PUNCT
abr-76	136	1	an	an	DET
abr-76	136	2	example	example	NOUN
abr-76	136	3	would	would	AUX
abr-76	136	4	be	be	AUX
abr-76	136	5	inquiring	inquire	VERB
abr-76	136	6	about	about	ADP
abr-76	136	7	the	the	DET
abr-76	136	8	background	background	NOUN
abr-76	136	9	about	about	ADP
abr-76	136	10	the	the	DET
abr-76	136	11	people	people	NOUN
abr-76	136	12	you	you	PRON
abr-76	136	13	are	be	AUX
abr-76	136	14	negotiating	negotiate	VERB
abr-76	136	15	with	with	ADP
abr-76	136	16	(	(	PUNCT
abr-76	136	17	the	the	DET
abr-76	136	18	amount	amount	NOUN
abr-76	136	19	of	of	ADP
abr-76	136	20	negotiating	negotiate	VERB
abr-76	136	21	experience	experience	NOUN
abr-76	136	22	)	)	PUNCT
abr-76	136	23	.	.	PUNCT
abr-76	137	1	decision	decision	NOUN
abr-76	137	2	tree	tree	NOUN
abr-76	137	3	.	.	PUNCT
abr-76	138	1	wall	wall	NOUN
abr-76	138	2	(	(	PUNCT
abr-76	138	3	1985	1985	NUM
abr-76	138	4	)	)	PUNCT
abr-76	138	5	collected	collect	VERB
abr-76	138	6	over	over	ADP
abr-76	138	7	a	a	DET
abr-76	138	8	hundred	hundred	NUM
abr-76	138	9	negotiation	negotiation	NOUN
abr-76	138	10	tactics	tactic	NOUN
abr-76	138	11	(	(	PUNCT
abr-76	138	12	gambits	gambit	NOUN
abr-76	138	13	)	)	PUNCT
abr-76	138	14	and	and	CCONJ
abr-76	138	15	organized	organize	VERB
abr-76	138	16	them	they	PRON
abr-76	138	17	into	into	ADP
abr-76	138	18	five	five	NUM
abr-76	138	19	categories	category	NOUN
abr-76	138	20	:	:	PUNCT
abr-76	138	21	(	(	PUNCT
abr-76	138	22	1	1	X
abr-76	138	23	)	)	PUNCT
abr-76	138	24	irrational	irrational	ADJ
abr-76	138	25	tactics	tactic	NOUN
abr-76	138	26	(	(	PUNCT
abr-76	138	27	tactics	tactic	NOUN
abr-76	138	28	that	that	PRON
abr-76	138	29	appear	appear	VERB
abr-76	138	30	illogical	illogical	ADJ
abr-76	138	31	such	such	ADJ
abr-76	138	32	as	as	ADP
abr-76	138	33	illogical	illogical	ADJ
abr-76	138	34	arguing	arguing	NOUN
abr-76	138	35	and	and	CCONJ
abr-76	138	36	failing	fail	VERB
abr-76	138	37	to	to	PART
abr-76	138	38	consider	consider	VERB
abr-76	138	39	costly	costly	ADJ
abr-76	138	40	opponent	opponent	NOUN
abr-76	138	41	threats	threat	NOUN
abr-76	138	42	)	)	PUNCT
abr-76	138	43	,	,	PUNCT
abr-76	138	44	(	(	PUNCT
abr-76	138	45	2	2	X
abr-76	138	46	)	)	PUNCT
abr-76	138	47	debate	debate	NOUN
abr-76	138	48	tactics	tactic	NOUN
abr-76	138	49	such	such	ADJ
abr-76	138	50	as	as	ADP
abr-76	138	51	structural	structural	ADJ
abr-76	138	52	(	(	PUNCT
abr-76	138	53	center	center	NOUN
abr-76	138	54	upon	upon	SCONJ
abr-76	138	55	personal	personal	ADJ
abr-76	138	56	relationships	relationship	NOUN
abr-76	138	57	and	and	CCONJ
abr-76	138	58	the	the	DET
abr-76	138	59	issues	issue	NOUN
abr-76	138	60	)	)	PUNCT
abr-76	138	61	,	,	PUNCT
abr-76	138	62	joint	joint	ADJ
abr-76	138	63	-	-	PUNCT
abr-76	138	64	problem	problem	NOUN
abr-76	138	65	solving	solving	NOUN
abr-76	138	66	,	,	PUNCT
abr-76	138	67	and	and	CCONJ
abr-76	138	68	competitive	competitive	ADJ
abr-76	138	69	,	,	PUNCT
abr-76	138	70	(	(	PUNCT
abr-76	138	71	3	3	X
abr-76	138	72	)	)	PUNCT
abr-76	138	73	aggressive	aggressive	ADJ
abr-76	138	74	tactics	tactic	NOUN
abr-76	138	75	involving	involve	VERB
abr-76	138	76	threat	threat	NOUN
abr-76	138	77	and	and	CCONJ
abr-76	138	78	coercive	coercive	ADJ
abr-76	138	79	,	,	PUNCT
abr-76	138	80	(	(	PUNCT
abr-76	138	81	4	4	X
abr-76	138	82	)	)	PUNCT
abr-76	138	83	nonaggressive	nonaggressive	ADJ
abr-76	138	84	bargaining	bargaining	NOUN
abr-76	138	85	tactics	tactic	NOUN
abr-76	138	86	such	such	ADJ
abr-76	138	87	as	as	ADP
abr-76	138	88	conciliatory	conciliatory	ADJ
abr-76	138	89	and	and	CCONJ
abr-76	138	90	reward	reward	NOUN
abr-76	138	91	,	,	PUNCT
abr-76	138	92	and	and	CCONJ
abr-76	138	93	(	(	PUNCT
abr-76	138	94	5	5	X
abr-76	138	95	)	)	PUNCT
abr-76	138	96	posturing	posturing	NOUN
abr-76	138	97	tactics	tactic	NOUN
abr-76	138	98	such	such	ADJ
abr-76	138	99	as	as	ADP
abr-76	138	100	tough	tough	ADJ
abr-76	138	101	,	,	PUNCT
abr-76	138	102	soft	soft	ADJ
abr-76	138	103	,	,	PUNCT
abr-76	138	104	and	and	CCONJ
abr-76	138	105	neutral	neutral	ADJ
abr-76	138	106	.	.	PUNCT
abr-76	139	1	a	a	DET
abr-76	139	2	sixth	sixth	ADV
abr-76	139	3	higher	high	ADJ
abr-76	139	4	order	order	NOUN
abr-76	139	5	category	category	NOUN
abr-76	139	6	of	of	ADP
abr-76	139	7	gambits	gambit	NOUN
abr-76	139	8	,	,	PUNCT
abr-76	139	9	rational	rational	ADJ
abr-76	139	10	tactics	tactic	NOUN
abr-76	139	11	,	,	PUNCT
abr-76	139	12	is	be	AUX
abr-76	139	13	identified	identify	VERB
abr-76	139	14	by	by	ADP
abr-76	139	15	wall	wall	NOUN
abr-76	139	16	(	(	PUNCT
abr-76	139	17	1985	1985	NUM
abr-76	139	18	)	)	PUNCT
abr-76	139	19	and	and	CCONJ
abr-76	139	20	includes	include	VERB
abr-76	139	21	debate	debate	NOUN
abr-76	139	22	,	,	PUNCT
abr-76	139	23	aggressive	aggressive	ADJ
abr-76	139	24	,	,	PUNCT
abr-76	139	25	nonaggressive	nonaggressive	ADJ
abr-76	139	26	,	,	PUNCT
abr-76	139	27	and	and	CCONJ
abr-76	139	28	posturing	posturing	NOUN
abr-76	139	29	tactics	tactic	NOUN
abr-76	139	30	but	but	CCONJ
abr-76	139	31	excludes	exclude	VERB
abr-76	139	32	irrational	irrational	ADJ
abr-76	139	33	tactics	tactic	NOUN
abr-76	139	34	.	.	PUNCT
abr-76	140	1	wall	wall	PROPN
abr-76	140	2	(	(	PUNCT
abr-76	140	3	1985	1985	NUM
abr-76	140	4	)	)	PUNCT
abr-76	140	5	developed	develop	VERB
abr-76	140	6	a	a	DET
abr-76	140	7	four	four	NUM
abr-76	140	8	stage	stage	NOUN
abr-76	140	9	decision	decision	NOUN
abr-76	140	10	tree	tree	NOUN
abr-76	140	11	that	that	PRON
abr-76	140	12	leads	lead	VERB
abr-76	140	13	to	to	ADP
abr-76	140	14	recommended	recommend	VERB
abr-76	140	15	negotiation	negotiation	NOUN
abr-76	140	16	tactics	tactic	NOUN
abr-76	140	17	based	base	VERB
abr-76	140	18	on	on	ADP
abr-76	140	19	the	the	DET
abr-76	140	20	yes	yes	INTJ
abr-76	140	21	or	or	CCONJ
abr-76	140	22	no	no	PRON
abr-76	140	23	answers	answer	NOUN
abr-76	140	24	to	to	ADP
abr-76	140	25	four	four	NUM
abr-76	140	26	questions	question	NOUN
abr-76	140	27	.	.	PUNCT
abr-76	141	1	the	the	DET
abr-76	141	2	yes	yes	INTJ
abr-76	141	3	or	or	CCONJ
abr-76	141	4	no	no	PRON
abr-76	141	5	answers	answer	NOUN
abr-76	141	6	to	to	ADP
abr-76	141	7	each	each	PRON
abr-76	141	8	of	of	ADP
abr-76	141	9	the	the	DET
abr-76	141	10	four	four	NUM
abr-76	141	11	decision	decision	NOUN
abr-76	141	12	tree	tree	NOUN
abr-76	141	13	questions	question	NOUN
abr-76	141	14	will	will	AUX
abr-76	141	15	lead	lead	VERB
abr-76	141	16	to	to	ADP
abr-76	141	17	different	different	ADJ
abr-76	141	18	branches	branch	NOUN
abr-76	141	19	and	and	CCONJ
abr-76	141	20	therefore	therefore	ADV
abr-76	141	21	a	a	DET
abr-76	141	22	different	different	ADJ
abr-76	141	23	recommended	recommend	VERB
abr-76	141	24	gambit	gambit	NOUN
abr-76	141	25	or	or	CCONJ
abr-76	141	26	gambits	gambit	NOUN
abr-76	141	27	.	.	PUNCT
abr-76	142	1	questions	question	NOUN
abr-76	142	2	include	include	VERB
abr-76	142	3	:	:	PUNCT
abr-76	142	4	(	(	PUNCT
abr-76	142	5	1	1	X
abr-76	142	6	)	)	PUNCT
abr-76	142	7	is	be	AUX
abr-76	142	8	opponent	opponent	NOUN
abr-76	142	9	engaging	engage	VERB
abr-76	142	10	in	in	ADP
abr-76	142	11	inappropriate	inappropriate	ADJ
abr-76	142	12	behavior	behavior	NOUN
abr-76	142	13	?	?	PUNCT
abr-76	143	1	(	(	PUNCT
abr-76	143	2	2	2	X
abr-76	143	3	)	)	PUNCT
abr-76	143	4	is	be	AUX
abr-76	143	5	opponent	opponent	ADJ
abr-76	143	6	contingently	contingently	ADV
abr-76	143	7	cooperative	cooperative	ADJ
abr-76	143	8	?	?	PUNCT
abr-76	144	1	(	(	PUNCT
abr-76	144	2	3	3	X
abr-76	144	3	)	)	PUNCT
abr-76	144	4	are	be	AUX
abr-76	144	5	future	future	ADJ
abr-76	144	6	negotiations	negotiation	NOUN
abr-76	144	7	important	important	ADJ
abr-76	144	8	?	?	PUNCT
abr-76	145	1	and	and	CCONJ
abr-76	145	2	(	(	PUNCT
abr-76	145	3	4	4	X
abr-76	145	4	)	)	PUNCT
abr-76	145	5	does	do	AUX
abr-76	145	6	your	your	PRON
abr-76	145	7	opponent	opponent	NOUN
abr-76	145	8	have	have	VERB
abr-76	145	9	limited	limit	VERB
abr-76	145	10	alternatives	alternative	NOUN
abr-76	145	11	?	?	PUNCT
abr-76	146	1	(	(	PUNCT
abr-76	146	2	p.	p.	NOUN
abr-76	146	3	78	78	NUM
abr-76	146	4	)	)	PUNCT
abr-76	146	5	.	.	PUNCT
abr-76	147	1	for	for	ADP
abr-76	147	2	example	example	NOUN
abr-76	147	3	,	,	PUNCT
abr-76	147	4	if	if	SCONJ
abr-76	147	5	the	the	DET
abr-76	147	6	answer	answer	NOUN
abr-76	147	7	is	be	AUX
abr-76	147	8	“	"	PUNCT
abr-76	147	9	yes	yes	INTJ
abr-76	147	10	”	"	PUNCT
abr-76	147	11	to	to	ADP
abr-76	147	12	each	each	PRON
abr-76	147	13	of	of	ADP
abr-76	147	14	the	the	DET
abr-76	147	15	questions	question	NOUN
abr-76	147	16	and	and	CCONJ
abr-76	147	17	(	(	PUNCT
abr-76	147	18	1	1	X
abr-76	147	19	)	)	PUNCT
abr-76	147	20	an	an	DET
abr-76	147	21	opponent	opponent	NOUN
abr-76	147	22	is	be	AUX
abr-76	147	23	engaging	engage	VERB
abr-76	147	24	in	in	ADP
abr-76	147	25	appropriate	appropriate	ADJ
abr-76	147	26	behavior	behavior	NOUN
abr-76	147	27	,	,	PUNCT
abr-76	147	28	(	(	PUNCT
abr-76	147	29	2	2	X
abr-76	147	30	)	)	PUNCT
abr-76	147	31	is	be	AUX
abr-76	147	32	contingently	contingently	ADV
abr-76	147	33	cooperative	cooperative	ADJ
abr-76	147	34	,	,	PUNCT
abr-76	147	35	(	(	PUNCT
abr-76	147	36	3	3	X
abr-76	147	37	)	)	PUNCT
abr-76	147	38	future	future	ADJ
abr-76	147	39	negotiations	negotiation	NOUN
abr-76	147	40	are	be	AUX
abr-76	147	41	important	important	ADJ
abr-76	147	42	,	,	PUNCT
abr-76	147	43	and	and	CCONJ
abr-76	147	44	(	(	PUNCT
abr-76	147	45	4	4	X
abr-76	147	46	)	)	PUNCT
abr-76	147	47	the	the	DET
abr-76	147	48	opponent	opponent	NOUN
abr-76	147	49	has	have	VERB
abr-76	147	50	limited	limit	VERB
abr-76	147	51	alternatives	alternative	NOUN
abr-76	147	52	,	,	PUNCT
abr-76	147	53	the	the	DET
abr-76	147	54	resulting	result	VERB
abr-76	147	55	decision	decision	NOUN
abr-76	147	56	tree	tree	NOUN
abr-76	147	57	branch	branch	NOUN
abr-76	147	58	leads	lead	VERB
abr-76	147	59	one	one	NUM
abr-76	147	60	to	to	ADP
abr-76	147	61	the	the	DET
abr-76	147	62	recommended	recommend	VERB
abr-76	147	63	gambit	gambit	NOUN
abr-76	147	64	,	,	PUNCT
abr-76	147	65	reward	reward	NOUN
abr-76	147	66	.	.	PUNCT
abr-76	148	1	reward	reward	NOUN
abr-76	148	2	gambits	gambit	NOUN
abr-76	148	3	include	include	VERB
abr-76	148	4	tactics	tactic	NOUN
abr-76	148	5	such	such	ADJ
abr-76	148	6	as	as	ADP
abr-76	148	7	making	make	VERB
abr-76	148	8	concession	concession	NOUN
abr-76	148	9	,	,	PUNCT
abr-76	148	10	making	make	VERB
abr-76	148	11	straw	straw	NOUN
abr-76	148	12	kaupins	kaupin	NOUN
abr-76	148	13	and	and	CCONJ
abr-76	148	14	johnson	johnson	PROPN
abr-76	148	15	advances	advance	VERB
abr-76	148	16	in	in	ADP
abr-76	148	17	business	business	NOUN
abr-76	148	18	research	research	NOUN
abr-76	148	19	2011	2011	NUM
abr-76	148	20	,	,	PUNCT
abr-76	148	21	vol	vol	NOUN
abr-76	148	22	.	.	PROPN
abr-76	148	23	2	2	NUM
abr-76	148	24	,	,	PUNCT
abr-76	148	25	no	no	INTJ
abr-76	148	26	.	.	NOUN
abr-76	148	27	1	1	NUM
abr-76	148	28	,	,	PUNCT
abr-76	148	29	238	238	NUM
abr-76	148	30	-	-	SYM
abr-76	148	31	246	246	NUM
abr-76	148	32	242	242	NUM
abr-76	148	33	issues	issue	NOUN
abr-76	148	34	in	in	ADP
abr-76	148	35	order	order	NOUN
abr-76	148	36	to	to	PART
abr-76	148	37	lose	lose	VERB
abr-76	148	38	them	they	PRON
abr-76	148	39	,	,	PUNCT
abr-76	148	40	making	make	VERB
abr-76	148	41	concessions	concession	NOUN
abr-76	148	42	early	early	ADV
abr-76	148	43	in	in	ADP
abr-76	148	44	negotiations	negotiation	NOUN
abr-76	148	45	,	,	PUNCT
abr-76	148	46	using	use	VERB
abr-76	148	47	open	open	ADJ
abr-76	148	48	communications	communication	NOUN
abr-76	148	49	,	,	PUNCT
abr-76	148	50	and	and	CCONJ
abr-76	148	51	conferring	confer	VERB
abr-76	148	52	status	status	NOUN
abr-76	148	53	upon	upon	SCONJ
abr-76	148	54	the	the	DET
abr-76	148	55	opponent	opponent	NOUN
abr-76	148	56	(	(	PUNCT
abr-76	148	57	wall	wall	NOUN
abr-76	148	58	,	,	PUNCT
abr-76	148	59	1985	1985	NUM
abr-76	148	60	,	,	PUNCT
abr-76	148	61	p.	p.	NOUN
abr-76	148	62	56	56	NUM
abr-76	148	63	)	)	PUNCT
abr-76	148	64	.	.	PUNCT
abr-76	149	1	at	at	ADP
abr-76	149	2	the	the	DET
abr-76	149	3	other	other	ADJ
abr-76	149	4	extreme	extreme	NOUN
abr-76	149	5	on	on	ADP
abr-76	149	6	the	the	DET
abr-76	149	7	decision	decision	NOUN
abr-76	149	8	tree	tree	NOUN
abr-76	149	9	,	,	PUNCT
abr-76	149	10	if	if	SCONJ
abr-76	149	11	the	the	DET
abr-76	149	12	answer	answer	NOUN
abr-76	149	13	to	to	ADP
abr-76	149	14	each	each	PRON
abr-76	149	15	of	of	ADP
abr-76	149	16	the	the	DET
abr-76	149	17	four	four	NUM
abr-76	149	18	questions	question	NOUN
abr-76	149	19	is	be	AUX
abr-76	149	20	“	"	PUNCT
abr-76	149	21	no	no	INTJ
abr-76	149	22	”	"	PUNCT
abr-76	149	23	,	,	PUNCT
abr-76	149	24	then	then	ADV
abr-76	149	25	the	the	DET
abr-76	149	26	resulting	result	VERB
abr-76	149	27	branches	branch	NOUN
abr-76	149	28	leads	lead	VERB
abr-76	149	29	one	one	NUM
abr-76	149	30	to	to	ADP
abr-76	149	31	the	the	DET
abr-76	149	32	recommendation	recommendation	NOUN
abr-76	149	33	to	to	PART
abr-76	149	34	use	use	VERB
abr-76	149	35	the	the	DET
abr-76	149	36	gambits	gambit	NOUN
abr-76	149	37	of	of	ADP
abr-76	149	38	debate	debate	NOUN
abr-76	149	39	and/or	and/or	CCONJ
abr-76	149	40	soft	soft	ADJ
abr-76	149	41	or	or	CCONJ
abr-76	149	42	neutral	neutral	ADJ
abr-76	149	43	posturing	posturing	NOUN
abr-76	149	44	(	(	PUNCT
abr-76	149	45	wall	wall	NOUN
abr-76	149	46	,	,	PUNCT
abr-76	149	47	1985	1985	NUM
abr-76	149	48	,	,	PUNCT
abr-76	149	49	p.	p.	NOUN
abr-76	149	50	56	56	NUM
abr-76	149	51	)	)	PUNCT
abr-76	149	52	.	.	PUNCT
abr-76	150	1	other	other	ADJ
abr-76	150	2	gambit	gambit	NOUN
abr-76	150	3	recommendations	recommendation	NOUN
abr-76	150	4	.	.	PUNCT
abr-76	151	1	many	many	ADJ
abr-76	151	2	other	other	ADJ
abr-76	151	3	gambits	gambit	NOUN
abr-76	151	4	can	can	AUX
abr-76	151	5	be	be	AUX
abr-76	151	6	found	find	VERB
abr-76	151	7	in	in	ADP
abr-76	151	8	coburn	coburn	NOUN
abr-76	151	9	(	(	PUNCT
abr-76	151	10	2010	2010	NUM
abr-76	151	11	)	)	PUNCT
abr-76	151	12	,	,	PUNCT
abr-76	151	13	farrington	farrington	PROPN
abr-76	151	14	(	(	PUNCT
abr-76	151	15	2010	2010	NUM
abr-76	151	16	)	)	PUNCT
abr-76	151	17	,	,	PUNCT
abr-76	151	18	bisineer	bisineer	NOUN
abr-76	151	19	(	(	PUNCT
abr-76	151	20	2009	2009	NUM
abr-76	151	21	)	)	PUNCT
abr-76	151	22	and	and	CCONJ
abr-76	151	23	at	at	ADP
abr-76	151	24	web	web	NOUN
abr-76	151	25	sites	site	NOUN
abr-76	151	26	such	such	ADJ
abr-76	151	27	as	as	ADP
abr-76	151	28	negotiationtactics.net	negotiationtactics.net	X
abr-76	151	29	(	(	PUNCT
abr-76	151	30	2010	2010	NUM
abr-76	151	31	)	)	PUNCT
abr-76	151	32	and	and	CCONJ
abr-76	151	33	syque.com	syque.com	X
abr-76	151	34	(	(	PUNCT
abr-76	151	35	2009	2009	NUM
abr-76	151	36	)	)	PUNCT
abr-76	151	37	.	.	PUNCT
abr-76	152	1	these	these	DET
abr-76	152	2	sources	source	NOUN
abr-76	152	3	provide	provide	VERB
abr-76	152	4	short	short	ADJ
abr-76	152	5	lists	list	NOUN
abr-76	152	6	of	of	ADP
abr-76	152	7	gambits	gambit	NOUN
abr-76	152	8	with	with	ADP
abr-76	152	9	accompanying	accompanying	ADJ
abr-76	152	10	definitions	definition	NOUN
abr-76	152	11	of	of	ADP
abr-76	152	12	the	the	DET
abr-76	152	13	gambits	gambit	NOUN
abr-76	152	14	.	.	PUNCT
abr-76	153	1	some	some	PRON
abr-76	153	2	of	of	ADP
abr-76	153	3	these	these	DET
abr-76	153	4	sources	source	NOUN
abr-76	153	5	also	also	ADV
abr-76	153	6	provide	provide	VERB
abr-76	153	7	discussions	discussion	NOUN
abr-76	153	8	pertaining	pertain	VERB
abr-76	153	9	to	to	ADP
abr-76	153	10	the	the	DET
abr-76	153	11	ethicalness	ethicalness	NOUN
abr-76	153	12	or	or	CCONJ
abr-76	153	13	the	the	DET
abr-76	153	14	effectiveness	effectiveness	NOUN
abr-76	153	15	of	of	ADP
abr-76	153	16	the	the	DET
abr-76	153	17	gambits	gambit	NOUN
abr-76	153	18	.	.	PUNCT
abr-76	154	1	coburn	coburn	NOUN
abr-76	154	2	(	(	PUNCT
abr-76	154	3	2010	2010	NUM
abr-76	154	4	)	)	PUNCT
abr-76	154	5	,	,	PUNCT
abr-76	154	6	in	in	ADP
abr-76	154	7	particular	particular	ADJ
abr-76	154	8	,	,	PUNCT
abr-76	154	9	discusses	discuss	VERB
abr-76	154	10	the	the	DET
abr-76	154	11	ways	way	NOUN
abr-76	154	12	negotiators	negotiator	NOUN
abr-76	154	13	can	can	AUX
abr-76	154	14	counter	counter	VERB
abr-76	154	15	gambits	gambit	NOUN
abr-76	154	16	that	that	PRON
abr-76	154	17	are	be	AUX
abr-76	154	18	used	use	VERB
abr-76	154	19	on	on	ADP
abr-76	154	20	them	they	PRON
abr-76	154	21	.	.	PUNCT
abr-76	155	1	many	many	ADJ
abr-76	155	2	labor	labor	NOUN
abr-76	155	3	relations	relation	NOUN
abr-76	155	4	texts	text	NOUN
abr-76	155	5	also	also	ADV
abr-76	155	6	have	have	VERB
abr-76	155	7	lists	list	NOUN
abr-76	155	8	of	of	ADP
abr-76	155	9	recommended	recommend	VERB
abr-76	155	10	gambits	gambit	NOUN
abr-76	155	11	,	,	PUNCT
abr-76	155	12	e.g.	e.g.	ADV
abr-76	155	13	,	,	PUNCT
abr-76	155	14	sloan	sloan	PROPN
abr-76	155	15	and	and	CCONJ
abr-76	155	16	witney	witney	PROPN
abr-76	155	17	(	(	PUNCT
abr-76	155	18	2004	2004	NUM
abr-76	155	19	)	)	PUNCT
abr-76	155	20	;	;	PUNCT
abr-76	155	21	holley	holley	PROPN
abr-76	155	22	,	,	PUNCT
abr-76	155	23	jennings	jennings	PROPN
abr-76	155	24	,	,	PUNCT
abr-76	155	25	and	and	CCONJ
abr-76	155	26	wolters	wolters	PROPN
abr-76	155	27	(	(	PUNCT
abr-76	155	28	2008	2008	NUM
abr-76	155	29	)	)	PUNCT
abr-76	155	30	;	;	PUNCT
abr-76	155	31	carrell	carrell	PROPN
abr-76	155	32	and	and	CCONJ
abr-76	155	33	heavrin	heavrin	PROPN
abr-76	155	34	(	(	PUNCT
abr-76	155	35	2010	2010	NUM
abr-76	155	36	)	)	PUNCT
abr-76	155	37	.	.	PUNCT
abr-76	156	1	some	some	DET
abr-76	156	2	popular	popular	ADJ
abr-76	156	3	books	book	NOUN
abr-76	156	4	including	include	VERB
abr-76	156	5	recommended	recommend	VERB
abr-76	156	6	gambits	gambit	NOUN
abr-76	156	7	are	be	AUX
abr-76	156	8	mccormack	mccormack	PROPN
abr-76	156	9	(	(	PUNCT
abr-76	156	10	1995	1995	NUM
abr-76	156	11	)	)	PUNCT
abr-76	156	12	,	,	PUNCT
abr-76	156	13	bazerman	bazerman	NOUN
abr-76	156	14	and	and	CCONJ
abr-76	156	15	lewicki	lewicki	NOUN
abr-76	156	16	1983	1983	NUM
abr-76	156	17	)	)	PUNCT
abr-76	156	18	,	,	PUNCT
abr-76	156	19	urey	urey	PROPN
abr-76	156	20	(	(	PUNCT
abr-76	156	21	1993	1993	NUM
abr-76	156	22	)	)	PUNCT
abr-76	156	23	,	,	PUNCT
abr-76	156	24	hindle	hindle	NOUN
abr-76	156	25	(	(	PUNCT
abr-76	156	26	1998	1998	NUM
abr-76	156	27	)	)	PUNCT
abr-76	156	28	,	,	PUNCT
abr-76	156	29	dewdney	dewdney	NOUN
abr-76	156	30	(	(	PUNCT
abr-76	156	31	1993	1993	NUM
abr-76	156	32	)	)	PUNCT
abr-76	156	33	,	,	PUNCT
abr-76	156	34	lakhani	lakhani	PROPN
abr-76	156	35	(	(	PUNCT
abr-76	156	36	2005	2005	NUM
abr-76	156	37	)	)	PUNCT
abr-76	156	38	,	,	PUNCT
abr-76	156	39	reardon	reardon	PROPN
abr-76	156	40	(	(	PUNCT
abr-76	156	41	2004	2004	NUM
abr-76	156	42	)	)	PUNCT
abr-76	156	43	,	,	PUNCT
abr-76	156	44	bazerman	bazerman	NOUN
abr-76	156	45	(	(	PUNCT
abr-76	156	46	2007	2007	NUM
abr-76	156	47	)	)	PUNCT
abr-76	156	48	,	,	PUNCT
abr-76	156	49	and	and	CCONJ
abr-76	156	50	thompson	thompson	PROPN
abr-76	156	51	(	(	PUNCT
abr-76	156	52	1998	1998	NUM
abr-76	156	53	)	)	PUNCT
abr-76	156	54	.	.	PUNCT
abr-76	157	1	negotiators	negotiator	NOUN
abr-76	157	2	also	also	ADV
abr-76	157	3	can	can	AUX
abr-76	157	4	consider	consider	VERB
abr-76	157	5	using	use	VERB
abr-76	157	6	gambits	gambit	NOUN
abr-76	157	7	they	they	PRON
abr-76	157	8	have	have	AUX
abr-76	157	9	used	use	VERB
abr-76	157	10	during	during	ADP
abr-76	157	11	previous	previous	ADJ
abr-76	157	12	negotiations	negotiation	NOUN
abr-76	157	13	whether	whether	SCONJ
abr-76	157	14	bargaining	bargain	VERB
abr-76	157	15	with	with	ADP
abr-76	157	16	a	a	DET
abr-76	157	17	salesperson	salesperson	NOUN
abr-76	157	18	for	for	ADP
abr-76	157	19	a	a	DET
abr-76	157	20	car	car	NOUN
abr-76	157	21	,	,	PUNCT
abr-76	157	22	with	with	ADP
abr-76	157	23	a	a	DET
abr-76	157	24	boss	boss	NOUN
abr-76	157	25	for	for	ADP
abr-76	157	26	a	a	DET
abr-76	157	27	pay	pay	NOUN
abr-76	157	28	raise	raise	NOUN
abr-76	157	29	,	,	PUNCT
abr-76	157	30	with	with	ADP
abr-76	157	31	a	a	DET
abr-76	157	32	spouse	spouse	NOUN
abr-76	157	33	for	for	ADP
abr-76	157	34	a	a	DET
abr-76	157	35	family	family	NOUN
abr-76	157	36	budget	budget	NOUN
abr-76	157	37	,	,	PUNCT
abr-76	157	38	or	or	CCONJ
abr-76	157	39	a	a	DET
abr-76	157	40	teen	teen	NOUN
abr-76	157	41	age	age	NOUN
abr-76	157	42	child	child	NOUN
abr-76	157	43	about	about	ADP
abr-76	157	44	his	his	PRON
abr-76	157	45	or	or	CCONJ
abr-76	157	46	her	her	PRON
abr-76	157	47	curfew	curfew	NOUN
abr-76	157	48	.	.	PUNCT
abr-76	158	1	negotiations	negotiation	NOUN
abr-76	158	2	abound	abound	VERB
abr-76	158	3	,	,	PUNCT
abr-76	158	4	and	and	CCONJ
abr-76	158	5	so	so	ADV
abr-76	158	6	do	do	VERB
abr-76	158	7	the	the	DET
abr-76	158	8	use	use	NOUN
abr-76	158	9	of	of	ADP
abr-76	158	10	gambits	gambit	NOUN
abr-76	158	11	.	.	PUNCT
abr-76	159	1	each	each	DET
abr-76	159	2	contact	contact	NOUN
abr-76	159	3	can	can	AUX
abr-76	159	4	provide	provide	VERB
abr-76	159	5	examples	example	NOUN
abr-76	159	6	of	of	ADP
abr-76	159	7	good	good	ADJ
abr-76	159	8	or	or	CCONJ
abr-76	159	9	poor	poor	ADJ
abr-76	159	10	negotiations	negotiation	NOUN
abr-76	159	11	that	that	SCONJ
abr-76	159	12	the	the	DET
abr-76	159	13	negotiators	negotiator	NOUN
abr-76	159	14	might	might	AUX
abr-76	159	15	remember	remember	VERB
abr-76	159	16	and	and	CCONJ
abr-76	159	17	be	be	AUX
abr-76	159	18	able	able	ADJ
abr-76	159	19	to	to	PART
abr-76	159	20	retrieve	retrieve	VERB
abr-76	159	21	on	on	ADP
abr-76	159	22	demand	demand	NOUN
abr-76	159	23	.	.	PUNCT
abr-76	160	1	another	another	DET
abr-76	160	2	source	source	NOUN
abr-76	160	3	for	for	ADP
abr-76	160	4	negotiation	negotiation	NOUN
abr-76	160	5	gambits	gambit	NOUN
abr-76	160	6	are	be	AUX
abr-76	160	7	professional	professional	ADJ
abr-76	160	8	negotiators	negotiator	NOUN
abr-76	160	9	,	,	PUNCT
abr-76	160	10	mediators	mediator	NOUN
abr-76	160	11	,	,	PUNCT
abr-76	160	12	fact	fact	NOUN
abr-76	160	13	finders	finder	NOUN
abr-76	160	14	,	,	PUNCT
abr-76	160	15	and	and	CCONJ
abr-76	160	16	arbitrators	arbitrator	NOUN
abr-76	160	17	.	.	PUNCT
abr-76	161	1	they	they	PRON
abr-76	161	2	can	can	AUX
abr-76	161	3	provide	provide	VERB
abr-76	161	4	specific	specific	ADJ
abr-76	161	5	strategies	strategy	NOUN
abr-76	161	6	that	that	PRON
abr-76	161	7	have	have	AUX
abr-76	161	8	worked	work	VERB
abr-76	161	9	for	for	ADP
abr-76	161	10	them	they	PRON
abr-76	161	11	in	in	ADP
abr-76	161	12	organizations	organization	NOUN
abr-76	161	13	such	such	ADJ
abr-76	161	14	as	as	ADP
abr-76	161	15	the	the	DET
abr-76	161	16	american	american	PROPN
abr-76	161	17	arbitration	arbitration	PROPN
abr-76	161	18	association	association	PROPN
abr-76	161	19	,	,	PUNCT
abr-76	161	20	national	national	PROPN
abr-76	161	21	academy	academy	PROPN
abr-76	161	22	of	of	ADP
abr-76	161	23	arbitrators	arbitrator	NOUN
abr-76	161	24	,	,	PUNCT
abr-76	161	25	industrial	industrial	ADJ
abr-76	161	26	relations	relation	NOUN
abr-76	161	27	research	research	NOUN
abr-76	161	28	association	association	PROPN
abr-76	161	29	,	,	PUNCT
abr-76	161	30	national	national	ADJ
abr-76	161	31	mediation	mediation	NOUN
abr-76	161	32	board	board	NOUN
abr-76	161	33	,	,	PUNCT
abr-76	161	34	and	and	CCONJ
abr-76	161	35	the	the	DET
abr-76	161	36	federal	federal	ADJ
abr-76	161	37	mediation	mediation	NOUN
abr-76	161	38	and	and	CCONJ
abr-76	161	39	conciliation	conciliation	NOUN
abr-76	161	40	service	service	NOUN
abr-76	161	41	.	.	PUNCT
abr-76	162	1	negotiation	negotiation	NOUN
abr-76	162	2	classes	class	NOUN
abr-76	162	3	such	such	ADJ
abr-76	162	4	as	as	ADP
abr-76	162	5	labor	labor	NOUN
abr-76	162	6	relations	relation	NOUN
abr-76	162	7	(	(	PUNCT
abr-76	162	8	businessschools.com	businessschools.com	X
abr-76	162	9	,	,	PUNCT
abr-76	162	10	2009	2009	NUM
abr-76	162	11	)	)	PUNCT
abr-76	162	12	,	,	PUNCT
abr-76	162	13	sales	sale	NOUN
abr-76	162	14	,	,	PUNCT
abr-76	162	15	law	law	NOUN
abr-76	162	16	enforcement	enforcement	NOUN
abr-76	162	17	,	,	PUNCT
abr-76	162	18	real	real	ADJ
abr-76	162	19	estate	estate	NOUN
abr-76	162	20	and	and	CCONJ
abr-76	162	21	other	other	ADJ
abr-76	162	22	professions	profession	NOUN
abr-76	162	23	(	(	PUNCT
abr-76	162	24	wisegeek.com	wisegeek.com	X
abr-76	162	25	,	,	PUNCT
abr-76	162	26	2010	2010	NUM
abr-76	162	27	)	)	PUNCT
abr-76	162	28	can	can	AUX
abr-76	162	29	list	list	VERB
abr-76	162	30	some	some	DET
abr-76	162	31	gambits	gambit	NOUN
abr-76	162	32	that	that	PRON
abr-76	162	33	have	have	AUX
abr-76	162	34	worked	work	VERB
abr-76	162	35	.	.	PUNCT
abr-76	163	1	gambit	gambit	NOUN
abr-76	163	2	evaluation	evaluation	NOUN
abr-76	163	3	phase	phase	NOUN
abr-76	163	4	after	after	SCONJ
abr-76	163	5	negotiations	negotiation	NOUN
abr-76	163	6	are	be	AUX
abr-76	163	7	completed	complete	VERB
abr-76	163	8	,	,	PUNCT
abr-76	163	9	the	the	DET
abr-76	163	10	evaluation	evaluation	NOUN
abr-76	163	11	phase	phase	NOUN
abr-76	163	12	involves	involve	VERB
abr-76	163	13	having	have	VERB
abr-76	163	14	negotiators	negotiator	NOUN
abr-76	163	15	evaluate	evaluate	VERB
abr-76	163	16	how	how	SCONJ
abr-76	163	17	well	well	ADV
abr-76	163	18	they	they	PRON
abr-76	163	19	have	have	AUX
abr-76	163	20	achieved	achieve	VERB
abr-76	163	21	their	their	PRON
abr-76	163	22	negotiation	negotiation	NOUN
abr-76	163	23	objectives	objective	NOUN
abr-76	163	24	and	and	CCONJ
abr-76	163	25	how	how	SCONJ
abr-76	163	26	well	well	ADV
abr-76	163	27	the	the	DET
abr-76	163	28	gambits	gambit	NOUN
abr-76	163	29	have	have	AUX
abr-76	163	30	contributed	contribute	VERB
abr-76	163	31	to	to	ADP
abr-76	163	32	their	their	PRON
abr-76	163	33	negotiation	negotiation	NOUN
abr-76	163	34	objectives	objective	NOUN
abr-76	163	35	.	.	PUNCT
abr-76	164	1	here	here	ADV
abr-76	164	2	are	be	AUX
abr-76	164	3	some	some	DET
abr-76	164	4	aspects	aspect	NOUN
abr-76	164	5	of	of	ADP
abr-76	164	6	the	the	DET
abr-76	164	7	gambits	gambit	NOUN
abr-76	164	8	that	that	PRON
abr-76	164	9	need	need	VERB
abr-76	164	10	to	to	PART
abr-76	164	11	be	be	AUX
abr-76	164	12	evaluated	evaluate	VERB
abr-76	164	13	:	:	PUNCT
abr-76	164	14	1	1	X
abr-76	164	15	.	.	PUNCT
abr-76	164	16	did	do	AUX
abr-76	164	17	the	the	DET
abr-76	164	18	opponent	opponent	NOUN
abr-76	164	19	react	react	VERB
abr-76	164	20	negatively	negatively	ADV
abr-76	164	21	or	or	CCONJ
abr-76	164	22	not	not	PART
abr-76	164	23	at	at	ADV
abr-76	164	24	all	all	ADV
abr-76	164	25	with	with	ADP
abr-76	164	26	one	one	NUM
abr-76	164	27	of	of	ADP
abr-76	164	28	the	the	DET
abr-76	164	29	gambits	gambit	NOUN
abr-76	164	30	?	?	PUNCT
abr-76	165	1	2	2	X
abr-76	165	2	.	.	X
abr-76	165	3	did	do	AUX
abr-76	165	4	a	a	DET
abr-76	165	5	gambit	gambit	NOUN
abr-76	165	6	or	or	CCONJ
abr-76	165	7	combination	combination	NOUN
abr-76	165	8	of	of	ADP
abr-76	165	9	gambits	gambit	NOUN
abr-76	165	10	lead	lead	VERB
abr-76	165	11	to	to	ADP
abr-76	165	12	breaking	break	VERB
abr-76	165	13	a	a	DET
abr-76	165	14	negotiation	negotiation	NOUN
abr-76	165	15	logjam	logjam	NOUN
abr-76	165	16	and	and	CCONJ
abr-76	165	17	leading	lead	VERB
abr-76	165	18	negotiations	negotiation	NOUN
abr-76	165	19	in	in	ADP
abr-76	165	20	a	a	DET
abr-76	165	21	positive	positive	ADJ
abr-76	165	22	direction	direction	NOUN
abr-76	165	23	?	?	PUNCT
abr-76	166	1	3	3	X
abr-76	166	2	.	.	X
abr-76	166	3	did	do	AUX
abr-76	166	4	the	the	DET
abr-76	166	5	employment	employment	NOUN
abr-76	166	6	of	of	ADP
abr-76	166	7	a	a	DET
abr-76	166	8	gambit	gambit	NOUN
abr-76	166	9	or	or	CCONJ
abr-76	166	10	gambits	gambit	VERB
abr-76	166	11	damage	damage	VERB
abr-76	166	12	the	the	DET
abr-76	166	13	working	working	NOUN
abr-76	166	14	relationship	relationship	NOUN
abr-76	166	15	between	between	ADP
abr-76	166	16	your	your	PRON
abr-76	166	17	organization	organization	NOUN
abr-76	166	18	and	and	CCONJ
abr-76	166	19	the	the	DET
abr-76	166	20	other	other	ADJ
abr-76	166	21	party	party	NOUN
abr-76	166	22	who	who	PRON
abr-76	166	23	has	have	AUX
abr-76	166	24	been	be	AUX
abr-76	166	25	an	an	DET
abr-76	166	26	important	important	ADJ
abr-76	166	27	long	long	ADJ
abr-76	166	28	-	-	PUNCT
abr-76	166	29	term	term	NOUN
abr-76	166	30	vendor	vendor	NOUN
abr-76	166	31	of	of	ADP
abr-76	166	32	your	your	PRON
abr-76	166	33	firm	firm	NOUN
abr-76	166	34	?	?	PUNCT
abr-76	167	1	there	there	PRON
abr-76	167	2	are	be	VERB
abr-76	167	3	several	several	ADJ
abr-76	167	4	approaches	approach	NOUN
abr-76	167	5	negotiators	negotiator	NOUN
abr-76	167	6	can	can	AUX
abr-76	167	7	use	use	VERB
abr-76	167	8	to	to	PART
abr-76	167	9	answer	answer	VERB
abr-76	167	10	the	the	DET
abr-76	167	11	questions	question	NOUN
abr-76	167	12	just	just	ADV
abr-76	167	13	listed	list	VERB
abr-76	167	14	.	.	PUNCT
abr-76	168	1	kirkpatrick	kirkpatrick	PROPN
abr-76	168	2	’s	’s	PART
abr-76	168	3	model	model	NOUN
abr-76	168	4	(	(	PUNCT
abr-76	168	5	kirkpatrick	kirkpatrick	PROPN
abr-76	168	6	,	,	PUNCT
abr-76	168	7	1959	1959	NUM
abr-76	168	8	;	;	PUNCT
abr-76	168	9	kirkpatrick	kirkpatrick	PROPN
abr-76	168	10	and	and	CCONJ
abr-76	168	11	kirkpatrick	kirkpatrick	PROPN
abr-76	168	12	,	,	PUNCT
abr-76	168	13	2006	2006	NUM
abr-76	168	14	)	)	PUNCT
abr-76	168	15	follows	follow	VERB
abr-76	168	16	the	the	DET
abr-76	168	17	goal	goal	NOUN
abr-76	168	18	-	-	PUNCT
abr-76	168	19	based	base	VERB
abr-76	168	20	evaluation	evaluation	NOUN
abr-76	168	21	approach	approach	NOUN
abr-76	168	22	that	that	PRON
abr-76	168	23	has	have	AUX
abr-76	168	24	been	be	AUX
abr-76	168	25	integrated	integrate	VERB
abr-76	168	26	into	into	ADP
abr-76	168	27	goldstein	goldstein	PROPN
abr-76	168	28	’s	’s	PART
abr-76	168	29	evaluation	evaluation	NOUN
abr-76	168	30	phase	phase	NOUN
abr-76	168	31	.	.	PUNCT
abr-76	169	1	it	it	PRON
abr-76	169	2	identifies	identify	VERB
abr-76	169	3	levels	level	NOUN
abr-76	169	4	of	of	ADP
abr-76	169	5	evaluation	evaluation	NOUN
abr-76	169	6	which	which	PRON
abr-76	169	7	include	include	VERB
abr-76	169	8	(	(	PUNCT
abr-76	169	9	1	1	X
abr-76	169	10	)	)	PUNCT
abr-76	169	11	reaction	reaction	NOUN
abr-76	169	12	,	,	PUNCT
abr-76	169	13	(	(	PUNCT
abr-76	169	14	2	2	X
abr-76	169	15	)	)	PUNCT
abr-76	169	16	learning	learning	NOUN
abr-76	169	17	,	,	PUNCT
abr-76	169	18	(	(	PUNCT
abr-76	169	19	3	3	X
abr-76	169	20	)	)	PUNCT
abr-76	169	21	behavior	behavior	NOUN
abr-76	169	22	,	,	PUNCT
abr-76	169	23	and	and	CCONJ
abr-76	169	24	(	(	PUNCT
abr-76	169	25	4	4	X
abr-76	169	26	)	)	PUNCT
abr-76	169	27	results	result	NOUN
abr-76	169	28	.	.	PUNCT
abr-76	170	1	the	the	DET
abr-76	170	2	four	four	NUM
abr-76	170	3	levels	level	NOUN
abr-76	170	4	will	will	AUX
abr-76	170	5	be	be	AUX
abr-76	170	6	applied	apply	VERB
abr-76	170	7	to	to	ADP
abr-76	170	8	negotiation	negotiation	NOUN
abr-76	170	9	evaluation	evaluation	NOUN
abr-76	170	10	below	below	ADP
abr-76	170	11	:	:	PUNCT
abr-76	170	12	1	1	X
abr-76	170	13	.	.	X
abr-76	170	14	reaction	reaction	NOUN
abr-76	170	15	.	.	PUNCT
abr-76	171	1	negotiators	negotiator	NOUN
abr-76	171	2	can	can	AUX
abr-76	171	3	evaluate	evaluate	VERB
abr-76	171	4	gambits	gambit	NOUN
abr-76	171	5	by	by	ADP
abr-76	171	6	first	first	ADV
abr-76	171	7	simply	simply	ADV
abr-76	171	8	asking	ask	VERB
abr-76	171	9	fellow	fellow	ADJ
abr-76	171	10	negotiators	negotiator	NOUN
abr-76	171	11	(	(	PUNCT
abr-76	171	12	through	through	ADP
abr-76	171	13	questionnaire	questionnaire	NOUN
abr-76	171	14	,	,	PUNCT
abr-76	171	15	individual	individual	ADJ
abr-76	171	16	interview	interview	NOUN
abr-76	171	17	,	,	PUNCT
abr-76	171	18	or	or	CCONJ
abr-76	171	19	group	group	NOUN
abr-76	171	20	interview	interview	NOUN
abr-76	171	21	)	)	PUNCT
abr-76	171	22	about	about	ADP
abr-76	171	23	what	what	PRON
abr-76	171	24	they	they	PRON
abr-76	171	25	think	think	VERB
abr-76	171	26	of	of	ADP
abr-76	171	27	each	each	DET
abr-76	171	28	gambit	gambit	NOUN
abr-76	171	29	.	.	PUNCT
abr-76	172	1	this	this	PRON
abr-76	172	2	is	be	AUX
abr-76	172	3	the	the	DET
abr-76	172	4	easiest	easy	ADJ
abr-76	172	5	information	information	NOUN
abr-76	172	6	to	to	PART
abr-76	172	7	collect	collect	VERB
abr-76	172	8	about	about	ADP
abr-76	172	9	each	each	DET
abr-76	172	10	gambit	gambit	NOUN
abr-76	172	11	.	.	PUNCT
abr-76	173	1	2	2	X
abr-76	173	2	.	.	X
abr-76	173	3	learning	learning	NOUN
abr-76	173	4	.	.	PUNCT
abr-76	174	1	negotiators	negotiator	NOUN
abr-76	174	2	can	can	AUX
abr-76	174	3	evaluate	evaluate	VERB
abr-76	174	4	gambits	gambit	NOUN
abr-76	174	5	by	by	ADP
abr-76	174	6	asking	ask	VERB
abr-76	174	7	if	if	SCONJ
abr-76	174	8	the	the	DET
abr-76	174	9	use	use	NOUN
abr-76	174	10	of	of	ADP
abr-76	174	11	gambits	gambit	NOUN
abr-76	174	12	allowed	allow	VERB
abr-76	174	13	them	they	PRON
abr-76	174	14	to	to	PART
abr-76	174	15	gain	gain	VERB
abr-76	174	16	any	any	DET
abr-76	174	17	knowledge	knowledge	NOUN
abr-76	174	18	about	about	ADP
abr-76	174	19	the	the	DET
abr-76	174	20	other	other	ADJ
abr-76	174	21	side	side	NOUN
abr-76	174	22	.	.	PUNCT
abr-76	175	1	does	do	AUX
abr-76	175	2	use	use	VERB
abr-76	175	3	of	of	ADP
abr-76	175	4	a	a	DET
abr-76	175	5	gambit	gambit	NOUN
abr-76	175	6	lead	lead	NOUN
abr-76	175	7	to	to	ADP
abr-76	175	8	information	information	NOUN
abr-76	175	9	such	such	ADJ
abr-76	175	10	as	as	ADP
abr-76	175	11	target	target	NOUN
abr-76	175	12	points	point	NOUN
abr-76	175	13	or	or	CCONJ
abr-76	175	14	resistance	resistance	NOUN
abr-76	175	15	points	point	NOUN
abr-76	175	16	?	?	PUNCT
abr-76	176	1	3	3	X
abr-76	176	2	.	.	X
abr-76	176	3	behavior	behavior	NOUN
abr-76	176	4	.	.	PUNCT
abr-76	177	1	negotiators	negotiator	NOUN
abr-76	177	2	can	can	AUX
abr-76	177	3	evaluate	evaluate	VERB
abr-76	177	4	gambits	gambit	NOUN
abr-76	177	5	by	by	ADP
abr-76	177	6	analyzing	analyze	VERB
abr-76	177	7	if	if	SCONJ
abr-76	177	8	an	an	DET
abr-76	177	9	individual	individual	ADJ
abr-76	177	10	gambit	gambit	NOUN
abr-76	177	11	affected	affect	VERB
abr-76	177	12	the	the	DET
abr-76	177	13	behavior	behavior	NOUN
abr-76	177	14	of	of	ADP
abr-76	177	15	the	the	DET
abr-76	177	16	other	other	ADJ
abr-76	177	17	side	side	NOUN
abr-76	177	18	.	.	PUNCT
abr-76	178	1	this	this	PRON
abr-76	178	2	may	may	AUX
abr-76	178	3	be	be	AUX
abr-76	178	4	difficult	difficult	ADJ
abr-76	178	5	to	to	PART
abr-76	178	6	evaluate	evaluate	VERB
abr-76	178	7	.	.	PUNCT
abr-76	179	1	for	for	ADP
abr-76	179	2	some	some	DET
abr-76	179	3	gambits	gambit	NOUN
abr-76	179	4	such	such	ADJ
abr-76	179	5	as	as	ADP
abr-76	179	6	the	the	DET
abr-76	179	7	flinch	flinch	NOUN
abr-76	179	8	,	,	PUNCT
abr-76	179	9	the	the	DET
abr-76	179	10	other	other	ADJ
abr-76	179	11	side	side	NOUN
abr-76	179	12	might	might	AUX
abr-76	179	13	immediately	immediately	ADV
abr-76	179	14	react	react	VERB
abr-76	179	15	with	with	ADP
abr-76	179	16	a	a	DET
abr-76	179	17	response	response	NOUN
abr-76	179	18	.	.	PUNCT
abr-76	180	1	with	with	ADP
abr-76	180	2	other	other	ADJ
abr-76	180	3	gambits	gambit	NOUN
abr-76	180	4	such	such	ADJ
abr-76	180	5	as	as	ADP
abr-76	180	6	a	a	DET
abr-76	180	7	compromise	compromise	NOUN
abr-76	180	8	,	,	PUNCT
abr-76	180	9	the	the	DET
abr-76	180	10	kaupins	kaupin	NOUN
abr-76	180	11	and	and	CCONJ
abr-76	180	12	johnson	johnson	PROPN
abr-76	180	13	advances	advance	VERB
abr-76	180	14	in	in	ADP
abr-76	180	15	business	business	NOUN
abr-76	180	16	research	research	NOUN
abr-76	180	17	2011	2011	NUM
abr-76	180	18	,	,	PUNCT
abr-76	180	19	vol	vol	NOUN
abr-76	180	20	.	.	PROPN
abr-76	181	1	2	2	NUM
abr-76	181	2	,	,	PUNCT
abr-76	181	3	no	no	INTJ
abr-76	181	4	.	.	NOUN
abr-76	181	5	1	1	NUM
abr-76	181	6	,	,	PUNCT
abr-76	181	7	238	238	NUM
abr-76	181	8	-	-	SYM
abr-76	181	9	246	246	NUM
abr-76	181	10	243	243	NUM
abr-76	181	11	other	other	ADJ
abr-76	181	12	side	side	NOUN
abr-76	181	13	might	might	AUX
abr-76	181	14	take	take	VERB
abr-76	181	15	days	day	NOUN
abr-76	181	16	or	or	CCONJ
abr-76	181	17	months	month	NOUN
abr-76	181	18	to	to	PART
abr-76	181	19	react	react	VERB
abr-76	181	20	.	.	PUNCT
abr-76	182	1	furthermore	furthermore	ADV
abr-76	182	2	,	,	PUNCT
abr-76	182	3	the	the	DET
abr-76	182	4	compromise	compromise	NOUN
abr-76	182	5	gambit	gambit	NOUN
abr-76	182	6	might	might	AUX
abr-76	182	7	be	be	AUX
abr-76	182	8	combined	combine	VERB
abr-76	182	9	with	with	ADP
abr-76	182	10	several	several	ADJ
abr-76	182	11	other	other	ADJ
abr-76	182	12	gambits	gambit	NOUN
abr-76	182	13	so	so	SCONJ
abr-76	182	14	the	the	DET
abr-76	182	15	influence	influence	NOUN
abr-76	182	16	of	of	ADP
abr-76	182	17	one	one	NUM
abr-76	182	18	gambit	gambit	NOUN
abr-76	182	19	might	might	AUX
abr-76	182	20	not	not	PART
abr-76	182	21	be	be	AUX
abr-76	182	22	totally	totally	ADV
abr-76	182	23	clear	clear	ADJ
abr-76	182	24	.	.	PUNCT
abr-76	183	1	4	4	X
abr-76	183	2	.	.	X
abr-76	183	3	results	result	NOUN
abr-76	183	4	.	.	PUNCT
abr-76	184	1	lastly	lastly	ADV
abr-76	184	2	,	,	PUNCT
abr-76	184	3	what	what	PRON
abr-76	184	4	were	be	AUX
abr-76	184	5	the	the	DET
abr-76	184	6	results	result	NOUN
abr-76	184	7	or	or	CCONJ
abr-76	184	8	outcomes	outcome	NOUN
abr-76	184	9	from	from	ADP
abr-76	184	10	the	the	DET
abr-76	184	11	negotiation	negotiation	NOUN
abr-76	184	12	?	?	PUNCT
abr-76	185	1	were	be	AUX
abr-76	185	2	the	the	DET
abr-76	185	3	negotiation	negotiation	NOUN
abr-76	185	4	objectives	objective	NOUN
abr-76	185	5	achieved	achieve	VERB
abr-76	185	6	?	?	PUNCT
abr-76	186	1	if	if	SCONJ
abr-76	186	2	so	so	ADV
abr-76	186	3	,	,	PUNCT
abr-76	186	4	to	to	ADP
abr-76	186	5	what	what	DET
abr-76	186	6	extent	extent	NOUN
abr-76	186	7	?	?	PUNCT
abr-76	187	1	if	if	SCONJ
abr-76	187	2	not	not	PART
abr-76	187	3	,	,	PUNCT
abr-76	187	4	why	why	SCONJ
abr-76	187	5	not	not	PART
abr-76	187	6	?	?	PUNCT
abr-76	188	1	how	how	SCONJ
abr-76	188	2	did	do	VERB
abr-76	188	3	the	the	DET
abr-76	188	4	gambits	gambit	NOUN
abr-76	188	5	as	as	ADP
abr-76	188	6	a	a	DET
abr-76	188	7	whole	whole	ADJ
abr-76	188	8	lead	lead	NOUN
abr-76	188	9	to	to	ADP
abr-76	188	10	the	the	DET
abr-76	188	11	negotiation	negotiation	NOUN
abr-76	188	12	results	result	NOUN
abr-76	188	13	?	?	PUNCT
abr-76	189	1	feedback	feedback	NOUN
abr-76	189	2	loop	loop	NOUN
abr-76	189	3	according	accord	VERB
abr-76	189	4	to	to	ADP
abr-76	189	5	the	the	DET
abr-76	189	6	association	association	NOUN
abr-76	189	7	to	to	PART
abr-76	189	8	advance	advance	VERB
abr-76	189	9	collegiate	collegiate	ADJ
abr-76	189	10	schools	school	NOUN
abr-76	189	11	of	of	ADP
abr-76	189	12	business	business	NOUN
abr-76	189	13	(	(	PUNCT
abr-76	189	14	2010	2010	NUM
abr-76	189	15	)	)	PUNCT
abr-76	189	16	eligibility	eligibility	NOUN
abr-76	189	17	procedures	procedure	NOUN
abr-76	189	18	and	and	CCONJ
abr-76	189	19	accreditation	accreditation	NOUN
abr-76	189	20	standards	standard	NOUN
abr-76	189	21	,	,	PUNCT
abr-76	189	22	the	the	DET
abr-76	189	23	feedback	feedback	NOUN
abr-76	189	24	loop	loop	NOUN
abr-76	189	25	back	back	ADV
abr-76	189	26	to	to	ADP
abr-76	189	27	the	the	DET
abr-76	189	28	assessment	assessment	NOUN
abr-76	189	29	phase	phase	NOUN
abr-76	189	30	is	be	AUX
abr-76	189	31	also	also	ADV
abr-76	189	32	known	know	VERB
abr-76	189	33	as	as	ADP
abr-76	189	34	closing	close	VERB
abr-76	189	35	the	the	DET
abr-76	189	36	loop	loop	NOUN
abr-76	189	37	.	.	PUNCT
abr-76	190	1	the	the	DET
abr-76	190	2	feedback	feedback	NOUN
abr-76	190	3	loop	loop	NOUN
abr-76	190	4	is	be	AUX
abr-76	190	5	one	one	NUM
abr-76	190	6	of	of	ADP
abr-76	190	7	the	the	DET
abr-76	190	8	most	most	ADV
abr-76	190	9	important	important	ADJ
abr-76	190	10	aspects	aspect	NOUN
abr-76	190	11	of	of	ADP
abr-76	190	12	goldstein	goldstein	PROPN
abr-76	190	13	’s	’s	PART
abr-76	190	14	model	model	NOUN
abr-76	190	15	.	.	PUNCT
abr-76	191	1	when	when	SCONJ
abr-76	191	2	negotiations	negotiation	NOUN
abr-76	191	3	have	have	AUX
abr-76	191	4	been	be	AUX
abr-76	191	5	completed	complete	VERB
abr-76	191	6	,	,	PUNCT
abr-76	191	7	successful	successful	ADJ
abr-76	191	8	and	and	CCONJ
abr-76	191	9	unsuccessful	unsuccessful	ADJ
abr-76	191	10	aspects	aspect	NOUN
abr-76	191	11	of	of	ADP
abr-76	191	12	those	those	DET
abr-76	191	13	negotiations	negotiation	NOUN
abr-76	191	14	are	be	AUX
abr-76	191	15	often	often	ADV
abr-76	191	16	forgotten	forget	VERB
abr-76	191	17	for	for	ADP
abr-76	191	18	future	future	ADJ
abr-76	191	19	negotiations	negotiation	NOUN
abr-76	191	20	.	.	PUNCT
abr-76	192	1	this	this	DET
abr-76	192	2	feedback	feedback	NOUN
abr-76	192	3	loop	loop	NOUN
abr-76	192	4	phase	phase	NOUN
abr-76	192	5	ensures	ensure	VERB
abr-76	192	6	that	that	SCONJ
abr-76	192	7	lessons	lesson	NOUN
abr-76	192	8	learned	learn	VERB
abr-76	192	9	from	from	ADP
abr-76	192	10	the	the	DET
abr-76	192	11	past	past	NOUN
abr-76	192	12	are	be	AUX
abr-76	192	13	not	not	PART
abr-76	192	14	forgotten	forget	VERB
abr-76	192	15	.	.	PUNCT
abr-76	193	1	records	record	NOUN
abr-76	193	2	of	of	ADP
abr-76	193	3	prior	prior	ADJ
abr-76	193	4	negotiations	negotiation	NOUN
abr-76	193	5	and	and	CCONJ
abr-76	193	6	gambits	gambit	NOUN
abr-76	193	7	should	should	AUX
abr-76	193	8	be	be	AUX
abr-76	193	9	kept	keep	VERB
abr-76	193	10	in	in	ADP
abr-76	193	11	this	this	DET
abr-76	193	12	phase	phase	NOUN
abr-76	193	13	so	so	SCONJ
abr-76	193	14	they	they	PRON
abr-76	193	15	can	can	AUX
abr-76	193	16	be	be	AUX
abr-76	193	17	retrieved	retrieve	VERB
abr-76	193	18	for	for	ADP
abr-76	193	19	the	the	DET
abr-76	193	20	assessment	assessment	NOUN
abr-76	193	21	phase	phase	NOUN
abr-76	193	22	of	of	ADP
abr-76	193	23	future	future	ADJ
abr-76	193	24	negotiations	negotiation	NOUN
abr-76	193	25	.	.	PUNCT
abr-76	194	1	individuals	individual	NOUN
abr-76	194	2	should	should	AUX
abr-76	194	3	be	be	AUX
abr-76	194	4	clearly	clearly	ADV
abr-76	194	5	assigned	assign	VERB
abr-76	194	6	to	to	PART
abr-76	194	7	keep	keep	VERB
abr-76	194	8	the	the	DET
abr-76	194	9	records	record	NOUN
abr-76	194	10	and	and	CCONJ
abr-76	194	11	remember	remember	VERB
abr-76	194	12	what	what	PRON
abr-76	194	13	worked	work	VERB
abr-76	194	14	and	and	CCONJ
abr-76	194	15	what	what	PRON
abr-76	194	16	did	do	AUX
abr-76	194	17	not	not	PART
abr-76	194	18	work	work	VERB
abr-76	194	19	in	in	ADP
abr-76	194	20	past	past	ADJ
abr-76	194	21	negotiations	negotiation	NOUN
abr-76	194	22	.	.	PUNCT
abr-76	195	1	future	future	ADJ
abr-76	195	2	research	research	PROPN
abr-76	195	3	goldstein	goldstein	PROPN
abr-76	195	4	’s	’s	PART
abr-76	195	5	model	model	NOUN
abr-76	195	6	provides	provide	VERB
abr-76	195	7	a	a	DET
abr-76	195	8	general	general	ADJ
abr-76	195	9	framework	framework	NOUN
abr-76	195	10	for	for	ADP
abr-76	195	11	assessing	assess	VERB
abr-76	195	12	negotiation	negotiation	NOUN
abr-76	195	13	objectives	objective	NOUN
abr-76	195	14	,	,	PUNCT
abr-76	195	15	selecting	select	VERB
abr-76	195	16	and	and	CCONJ
abr-76	195	17	using	use	VERB
abr-76	195	18	gambits	gambit	NOUN
abr-76	195	19	,	,	PUNCT
abr-76	195	20	evaluating	evaluate	VERB
abr-76	195	21	negotiations	negotiation	NOUN
abr-76	195	22	and	and	CCONJ
abr-76	195	23	gambits	gambit	NOUN
abr-76	195	24	,	,	PUNCT
abr-76	195	25	and	and	CCONJ
abr-76	195	26	providing	provide	VERB
abr-76	195	27	a	a	DET
abr-76	195	28	feedback	feedback	NOUN
abr-76	195	29	loop	loop	NOUN
abr-76	195	30	.	.	PUNCT
abr-76	196	1	this	this	DET
abr-76	196	2	general	general	ADJ
abr-76	196	3	framework	framework	NOUN
abr-76	196	4	leaves	leave	VERB
abr-76	196	5	many	many	ADJ
abr-76	196	6	details	detail	NOUN
abr-76	196	7	for	for	ADP
abr-76	196	8	some	some	DET
abr-76	196	9	useful	useful	ADJ
abr-76	196	10	future	future	ADJ
abr-76	196	11	research	research	NOUN
abr-76	196	12	papers	paper	NOUN
abr-76	196	13	.	.	PUNCT
abr-76	197	1	the	the	DET
abr-76	197	2	gambit	gambit	NOUN
abr-76	197	3	assessment	assessment	NOUN
abr-76	197	4	phase	phase	NOUN
abr-76	197	5	requires	require	VERB
abr-76	197	6	future	future	ADJ
abr-76	197	7	research	research	NOUN
abr-76	197	8	involving	involve	VERB
abr-76	197	9	the	the	DET
abr-76	197	10	intent	intent	NOUN
abr-76	197	11	to	to	PART
abr-76	197	12	use	use	VERB
abr-76	197	13	gambits	gambit	NOUN
abr-76	197	14	at	at	ADV
abr-76	197	15	all	all	ADV
abr-76	197	16	based	base	VERB
abr-76	197	17	on	on	ADP
abr-76	197	18	negotiation	negotiation	NOUN
abr-76	197	19	objectives	objective	NOUN
abr-76	197	20	set	set	VERB
abr-76	197	21	.	.	PUNCT
abr-76	198	1	should	should	AUX
abr-76	198	2	gambits	gambit	NOUN
abr-76	198	3	be	be	AUX
abr-76	198	4	used	use	VERB
abr-76	198	5	to	to	PART
abr-76	198	6	achieve	achieve	VERB
abr-76	198	7	objectives	objective	NOUN
abr-76	198	8	or	or	CCONJ
abr-76	198	9	are	be	AUX
abr-76	198	10	there	there	PRON
abr-76	198	11	some	some	DET
abr-76	198	12	other	other	ADJ
abr-76	198	13	means	mean	NOUN
abr-76	198	14	of	of	ADP
abr-76	198	15	achieving	achieve	VERB
abr-76	198	16	objectives	objective	NOUN
abr-76	198	17	by	by	ADP
abr-76	198	18	simply	simply	ADV
abr-76	198	19	agreeing	agree	VERB
abr-76	198	20	with	with	ADP
abr-76	198	21	the	the	DET
abr-76	198	22	proposal	proposal	NOUN
abr-76	198	23	?	?	PUNCT
abr-76	199	1	the	the	DET
abr-76	199	2	gambit	gambit	NOUN
abr-76	199	3	selection	selection	NOUN
abr-76	199	4	phase	phase	NOUN
abr-76	199	5	requires	require	VERB
abr-76	199	6	significant	significant	ADJ
abr-76	199	7	future	future	ADJ
abr-76	199	8	research	research	NOUN
abr-76	199	9	on	on	ADP
abr-76	199	10	why	why	SCONJ
abr-76	199	11	negotiators	negotiator	NOUN
abr-76	199	12	should	should	AUX
abr-76	199	13	pick	pick	VERB
abr-76	199	14	one	one	NUM
abr-76	199	15	gambit	gambit	NOUN
abr-76	199	16	over	over	ADP
abr-76	199	17	the	the	DET
abr-76	199	18	next	next	ADJ
abr-76	199	19	one	one	NUM
abr-76	199	20	.	.	PUNCT
abr-76	200	1	this	this	DET
abr-76	200	2	phase	phase	NOUN
abr-76	200	3	is	be	AUX
abr-76	200	4	rooted	root	VERB
abr-76	200	5	on	on	ADP
abr-76	200	6	the	the	DET
abr-76	200	7	assessment	assessment	NOUN
abr-76	200	8	phase	phase	NOUN
abr-76	200	9	that	that	PRON
abr-76	200	10	sets	set	VERB
abr-76	200	11	basic	basic	ADJ
abr-76	200	12	negotiation	negotiation	NOUN
abr-76	200	13	objectives	objective	NOUN
abr-76	200	14	and	and	CCONJ
abr-76	200	15	target	target	NOUN
abr-76	200	16	points	point	NOUN
abr-76	200	17	.	.	PUNCT
abr-76	201	1	some	some	PRON
abr-76	201	2	of	of	ADP
abr-76	201	3	the	the	DET
abr-76	201	4	variables	variable	NOUN
abr-76	201	5	that	that	PRON
abr-76	201	6	may	may	AUX
abr-76	201	7	be	be	AUX
abr-76	201	8	considered	consider	VERB
abr-76	201	9	for	for	ADP
abr-76	201	10	future	future	ADJ
abr-76	201	11	decision	decision	NOUN
abr-76	201	12	tree	tree	NOUN
abr-76	201	13	frameworks	framework	NOUN
abr-76	201	14	and	and	CCONJ
abr-76	201	15	studied	study	VERB
abr-76	201	16	through	through	ADP
abr-76	201	17	surveys	survey	NOUN
abr-76	201	18	and	and	CCONJ
abr-76	201	19	experiments	experiment	NOUN
abr-76	201	20	may	may	AUX
abr-76	201	21	include	include	VERB
abr-76	201	22	the	the	DET
abr-76	201	23	following	follow	VERB
abr-76	201	24	:	:	PUNCT
abr-76	201	25	1	1	X
abr-76	201	26	.	.	X
abr-76	201	27	is	be	AUX
abr-76	201	28	the	the	DET
abr-76	201	29	opponent	opponent	NOUN
abr-76	201	30	engaging	engage	VERB
abr-76	201	31	in	in	ADP
abr-76	201	32	inappropriate	inappropriate	ADJ
abr-76	201	33	behavior	behavior	NOUN
abr-76	201	34	?	?	PUNCT
abr-76	202	1	2	2	X
abr-76	202	2	.	.	X
abr-76	202	3	is	be	AUX
abr-76	202	4	the	the	DET
abr-76	202	5	opponent	opponent	NOUN
abr-76	202	6	contingently	contingently	ADV
abr-76	202	7	cooperative	cooperative	ADJ
abr-76	202	8	?	?	PUNCT
abr-76	203	1	3	3	X
abr-76	203	2	.	.	X
abr-76	203	3	is	be	AUX
abr-76	203	4	future	future	ADJ
abr-76	203	5	negotiation	negotiation	NOUN
abr-76	203	6	important	important	ADJ
abr-76	203	7	?	?	PUNCT
abr-76	204	1	4	4	X
abr-76	204	2	.	.	PUNCT
abr-76	204	3	does	do	AUX
abr-76	204	4	the	the	DET
abr-76	204	5	opponent	opponent	NOUN
abr-76	204	6	have	have	VERB
abr-76	204	7	limited	limit	VERB
abr-76	204	8	alternatives	alternative	NOUN
abr-76	204	9	?	?	PUNCT
abr-76	205	1	5	5	X
abr-76	205	2	.	.	X
abr-76	205	3	what	what	PRON
abr-76	205	4	is	be	AUX
abr-76	205	5	the	the	DET
abr-76	205	6	time	time	NOUN
abr-76	205	7	frame	frame	NOUN
abr-76	205	8	of	of	ADP
abr-76	205	9	negotiations	negotiation	NOUN
abr-76	205	10	?	?	PUNCT
abr-76	206	1	6	6	X
abr-76	206	2	.	.	X
abr-76	206	3	what	what	PRON
abr-76	206	4	is	be	AUX
abr-76	206	5	the	the	DET
abr-76	206	6	importance	importance	NOUN
abr-76	206	7	of	of	ADP
abr-76	206	8	the	the	DET
abr-76	206	9	outcomes	outcome	NOUN
abr-76	206	10	?	?	PUNCT
abr-76	207	1	7	7	X
abr-76	207	2	.	.	X
abr-76	208	1	how	how	SCONJ
abr-76	208	2	experienced	experienced	ADJ
abr-76	208	3	are	be	AUX
abr-76	208	4	the	the	DET
abr-76	208	5	negotiators	negotiator	NOUN
abr-76	208	6	?	?	PUNCT
abr-76	209	1	8	8	X
abr-76	209	2	.	.	X
abr-76	210	1	what	what	PRON
abr-76	210	2	are	be	AUX
abr-76	210	3	the	the	DET
abr-76	210	4	negotiator	negotiator	NOUN
abr-76	210	5	’s	’s	PART
abr-76	210	6	demographics	demographic	NOUN
abr-76	210	7	such	such	ADJ
abr-76	210	8	as	as	ADP
abr-76	210	9	age	age	NOUN
abr-76	210	10	,	,	PUNCT
abr-76	210	11	race	race	NOUN
abr-76	210	12	,	,	PUNCT
abr-76	210	13	gender	gender	NOUN
abr-76	210	14	,	,	PUNCT
abr-76	210	15	etc	etc	X
abr-76	210	16	.	.	X
abr-76	210	17	?	?	PUNCT
abr-76	211	1	9	9	X
abr-76	211	2	.	.	X
abr-76	211	3	has	have	AUX
abr-76	211	4	there	there	PRON
abr-76	211	5	been	be	AUX
abr-76	211	6	past	past	ADJ
abr-76	211	7	success	success	NOUN
abr-76	211	8	in	in	ADP
abr-76	211	9	negotiations	negotiation	NOUN
abr-76	211	10	?	?	PUNCT
abr-76	212	1	the	the	DET
abr-76	212	2	gambit	gambit	NOUN
abr-76	212	3	evaluation	evaluation	NOUN
abr-76	212	4	phase	phase	NOUN
abr-76	212	5	requires	require	VERB
abr-76	212	6	significant	significant	ADJ
abr-76	212	7	research	research	NOUN
abr-76	212	8	concerning	concern	VERB
abr-76	212	9	when	when	SCONJ
abr-76	212	10	certain	certain	ADJ
abr-76	212	11	gambits	gambit	NOUN
abr-76	212	12	are	be	AUX
abr-76	212	13	effective	effective	ADJ
abr-76	212	14	in	in	ADP
abr-76	212	15	negotiations	negotiation	NOUN
abr-76	212	16	.	.	PUNCT
abr-76	213	1	for	for	ADP
abr-76	213	2	example	example	NOUN
abr-76	213	3	,	,	PUNCT
abr-76	213	4	the	the	DET
abr-76	213	5	flinch	flinch	NOUN
abr-76	213	6	gambit	gambit	NOUN
abr-76	213	7	is	be	AUX
abr-76	213	8	a	a	DET
abr-76	213	9	strong	strong	ADJ
abr-76	213	10	negative	negative	ADJ
abr-76	213	11	reaction	reaction	NOUN
abr-76	213	12	to	to	ADP
abr-76	213	13	a	a	DET
abr-76	213	14	proposal	proposal	NOUN
abr-76	213	15	that	that	PRON
abr-76	213	16	is	be	AUX
abr-76	213	17	often	often	ADV
abr-76	213	18	used	use	VERB
abr-76	213	19	at	at	ADP
abr-76	213	20	the	the	DET
abr-76	213	21	beginning	beginning	NOUN
abr-76	213	22	of	of	ADP
abr-76	213	23	negotiations	negotiation	NOUN
abr-76	213	24	.	.	PUNCT
abr-76	214	1	it	it	PRON
abr-76	214	2	might	might	AUX
abr-76	214	3	be	be	AUX
abr-76	214	4	very	very	ADV
abr-76	214	5	effective	effective	ADJ
abr-76	214	6	in	in	ADP
abr-76	214	7	front	front	NOUN
abr-76	214	8	of	of	ADP
abr-76	214	9	people	people	NOUN
abr-76	214	10	who	who	PRON
abr-76	214	11	are	be	AUX
abr-76	214	12	very	very	ADV
abr-76	214	13	inexperienced	inexperienced	ADJ
abr-76	214	14	in	in	ADP
abr-76	214	15	negotiating	negotiate	VERB
abr-76	214	16	and	and	CCONJ
abr-76	214	17	are	be	AUX
abr-76	214	18	unaware	unaware	ADJ
abr-76	214	19	of	of	ADP
abr-76	214	20	this	this	DET
abr-76	214	21	particular	particular	ADJ
abr-76	214	22	tactic	tactic	NOUN
abr-76	214	23	.	.	PUNCT
abr-76	215	1	but	but	CCONJ
abr-76	215	2	this	this	DET
abr-76	215	3	same	same	ADJ
abr-76	215	4	negotiation	negotiation	NOUN
abr-76	215	5	tactic	tactic	NOUN
abr-76	215	6	might	might	AUX
abr-76	215	7	be	be	AUX
abr-76	215	8	very	very	ADV
abr-76	215	9	counterproductive	counterproductive	ADJ
abr-76	215	10	with	with	ADP
abr-76	215	11	experienced	experienced	ADJ
abr-76	215	12	negotiators	negotiator	NOUN
abr-76	215	13	who	who	PRON
abr-76	215	14	are	be	AUX
abr-76	215	15	quite	quite	ADV
abr-76	215	16	aware	aware	ADJ
abr-76	215	17	that	that	SCONJ
abr-76	215	18	this	this	DET
abr-76	215	19	tactic	tactic	NOUN
abr-76	215	20	can	can	AUX
abr-76	215	21	be	be	AUX
abr-76	215	22	done	do	VERB
abr-76	215	23	.	.	PUNCT
abr-76	216	1	just	just	ADV
abr-76	216	2	to	to	PART
abr-76	216	3	do	do	VERB
abr-76	216	4	research	research	NOUN
abr-76	216	5	on	on	ADP
abr-76	216	6	the	the	DET
abr-76	216	7	flinch	flinch	NOUN
abr-76	216	8	gambit	gambit	NOUN
abr-76	216	9	,	,	PUNCT
abr-76	216	10	many	many	ADJ
abr-76	216	11	research	research	NOUN
abr-76	216	12	questions	question	NOUN
abr-76	216	13	come	come	VERB
abr-76	216	14	up	up	ADP
abr-76	216	15	such	such	ADJ
abr-76	216	16	as	as	ADP
abr-76	216	17	the	the	DET
abr-76	216	18	following	following	NOUN
abr-76	216	19	:	:	PUNCT
abr-76	216	20	1	1	X
abr-76	216	21	.	.	X
abr-76	216	22	is	be	AUX
abr-76	216	23	the	the	DET
abr-76	216	24	flinch	flinch	NOUN
abr-76	216	25	more	more	ADV
abr-76	216	26	appropriate	appropriate	ADJ
abr-76	216	27	in	in	ADP
abr-76	216	28	formal	formal	ADJ
abr-76	216	29	or	or	CCONJ
abr-76	216	30	informal	informal	ADJ
abr-76	216	31	settings	setting	NOUN
abr-76	216	32	?	?	PUNCT
abr-76	217	1	2	2	X
abr-76	217	2	.	.	X
abr-76	217	3	with	with	ADP
abr-76	217	4	what	what	PRON
abr-76	217	5	demographic	demographic	ADJ
abr-76	217	6	groups	group	NOUN
abr-76	217	7	would	would	AUX
abr-76	217	8	the	the	DET
abr-76	217	9	flinch	flinch	NOUN
abr-76	217	10	be	be	AUX
abr-76	217	11	most	most	ADV
abr-76	217	12	effective	effective	ADJ
abr-76	217	13	in	in	ADP
abr-76	217	14	terms	term	NOUN
abr-76	217	15	of	of	ADP
abr-76	217	16	gender	gender	NOUN
abr-76	217	17	,	,	PUNCT
abr-76	217	18	age	age	NOUN
abr-76	217	19	,	,	PUNCT
abr-76	217	20	race	race	NOUN
abr-76	217	21	,	,	PUNCT
abr-76	217	22	and	and	CCONJ
abr-76	217	23	religion	religion	NOUN
abr-76	217	24	?	?	PUNCT
abr-76	218	1	3	3	X
abr-76	218	2	.	.	PUNCT
abr-76	219	1	at	at	ADP
abr-76	219	2	what	what	DET
abr-76	219	3	time	time	NOUN
abr-76	219	4	of	of	ADP
abr-76	219	5	negotiations	negotiation	NOUN
abr-76	219	6	would	would	AUX
abr-76	219	7	the	the	DET
abr-76	219	8	flinch	flinch	NOUN
abr-76	219	9	be	be	AUX
abr-76	219	10	most	most	ADV
abr-76	219	11	effective	effective	ADJ
abr-76	219	12	?	?	PUNCT
abr-76	220	1	4	4	X
abr-76	220	2	.	.	X
abr-76	221	1	how	how	SCONJ
abr-76	221	2	strong	strong	ADJ
abr-76	221	3	should	should	AUX
abr-76	221	4	the	the	DET
abr-76	221	5	flinch	flinch	NOUN
abr-76	221	6	be	be	AUX
abr-76	221	7	(	(	PUNCT
abr-76	221	8	mild	mild	ADJ
abr-76	221	9	,	,	PUNCT
abr-76	221	10	moderate	moderate	ADJ
abr-76	221	11	,	,	PUNCT
abr-76	221	12	very	very	ADV
abr-76	221	13	strong	strong	ADJ
abr-76	221	14	)	)	PUNCT
abr-76	221	15	?	?	PUNCT
abr-76	222	1	kaupins	kaupin	NOUN
abr-76	222	2	and	and	CCONJ
abr-76	222	3	johnson	johnson	PROPN
abr-76	222	4	advances	advance	VERB
abr-76	222	5	in	in	ADP
abr-76	222	6	business	business	NOUN
abr-76	222	7	research	research	NOUN
abr-76	222	8	2011	2011	NUM
abr-76	222	9	,	,	PUNCT
abr-76	222	10	vol	vol	NOUN
abr-76	222	11	.	.	PROPN
abr-76	223	1	2	2	NUM
abr-76	223	2	,	,	PUNCT
abr-76	223	3	no	no	INTJ
abr-76	223	4	.	.	NOUN
abr-76	223	5	1	1	NUM
abr-76	223	6	,	,	PUNCT
abr-76	223	7	238	238	NUM
abr-76	223	8	-	-	SYM
abr-76	223	9	246	246	NUM
abr-76	223	10	244	244	NUM
abr-76	223	11	5	5	NUM
abr-76	223	12	.	.	PUNCT
abr-76	224	1	should	should	AUX
abr-76	224	2	a	a	DET
abr-76	224	3	flinch	flinch	NOUN
abr-76	224	4	involve	involve	VERB
abr-76	224	5	verbal	verbal	ADJ
abr-76	224	6	only	only	ADV
abr-76	224	7	or	or	CCONJ
abr-76	224	8	be	be	AUX
abr-76	224	9	combined	combine	VERB
abr-76	224	10	with	with	ADP
abr-76	224	11	physical	physical	ADJ
abr-76	224	12	gestures	gesture	NOUN
abr-76	224	13	such	such	ADJ
abr-76	224	14	as	as	ADP
abr-76	224	15	hand	hand	NOUN
abr-76	224	16	,	,	PUNCT
abr-76	224	17	and	and	CCONJ
abr-76	224	18	eyebrows	eyebrow	NOUN
abr-76	224	19	?	?	PUNCT
abr-76	225	1	6	6	NUM
abr-76	225	2	.	.	X
abr-76	226	1	how	how	SCONJ
abr-76	226	2	often	often	ADV
abr-76	226	3	should	should	AUX
abr-76	226	4	a	a	DET
abr-76	226	5	flinch	flinch	NOUN
abr-76	226	6	be	be	AUX
abr-76	226	7	repeated	repeat	VERB
abr-76	226	8	in	in	ADP
abr-76	226	9	a	a	DET
abr-76	226	10	negotiation	negotiation	NOUN
abr-76	226	11	?	?	PUNCT
abr-76	227	1	7	7	X
abr-76	227	2	.	.	X
abr-76	227	3	can	can	AUX
abr-76	227	4	there	there	PRON
abr-76	227	5	be	be	AUX
abr-76	227	6	variations	variation	NOUN
abr-76	227	7	in	in	ADP
abr-76	227	8	a	a	DET
abr-76	227	9	flinch	flinch	NOUN
abr-76	227	10	in	in	ADP
abr-76	227	11	a	a	DET
abr-76	227	12	negotiation	negotiation	NOUN
abr-76	227	13	?	?	PUNCT
abr-76	228	1	8	8	X
abr-76	228	2	.	.	X
abr-76	229	1	what	what	DET
abr-76	229	2	type	type	NOUN
abr-76	229	3	of	of	ADP
abr-76	229	4	personality	personality	NOUN
abr-76	229	5	would	would	AUX
abr-76	229	6	use	use	VERB
abr-76	229	7	the	the	DET
abr-76	229	8	flinch	flinch	NOUN
abr-76	229	9	more	more	ADV
abr-76	229	10	effectively	effectively	ADV
abr-76	229	11	?	?	PUNCT
abr-76	230	1	type	type	VERB
abr-76	230	2	a	a	PRON
abr-76	230	3	or	or	CCONJ
abr-76	230	4	type	type	NOUN
abr-76	230	5	b	b	NOUN
abr-76	230	6	?	?	PUNCT
abr-76	230	7	as	as	SCONJ
abr-76	230	8	shown	show	VERB
abr-76	230	9	by	by	ADP
abr-76	230	10	the	the	DET
abr-76	230	11	list	list	NOUN
abr-76	230	12	,	,	PUNCT
abr-76	230	13	a	a	DET
abr-76	230	14	problem	problem	NOUN
abr-76	230	15	with	with	ADP
abr-76	230	16	gambit	gambit	NOUN
abr-76	230	17	research	research	NOUN
abr-76	230	18	is	be	AUX
abr-76	230	19	that	that	SCONJ
abr-76	230	20	there	there	PRON
abr-76	230	21	are	be	VERB
abr-76	230	22	many	many	ADJ
abr-76	230	23	variables	variable	NOUN
abr-76	230	24	that	that	PRON
abr-76	230	25	need	need	AUX
abr-76	230	26	be	be	AUX
abr-76	230	27	covered	cover	VERB
abr-76	230	28	on	on	ADP
abr-76	230	29	each	each	DET
abr-76	230	30	particular	particular	ADJ
abr-76	230	31	gambit	gambit	NOUN
abr-76	230	32	.	.	PUNCT
abr-76	231	1	furthermore	furthermore	ADV
abr-76	231	2	,	,	PUNCT
abr-76	231	3	isolation	isolation	NOUN
abr-76	231	4	of	of	ADP
abr-76	231	5	the	the	DET
abr-76	231	6	effectiveness	effectiveness	NOUN
abr-76	231	7	of	of	ADP
abr-76	231	8	one	one	NUM
abr-76	231	9	gambit	gambit	NOUN
abr-76	231	10	would	would	AUX
abr-76	231	11	be	be	AUX
abr-76	231	12	difficult	difficult	ADJ
abr-76	231	13	because	because	SCONJ
abr-76	231	14	many	many	ADJ
abr-76	231	15	gambits	gambit	NOUN
abr-76	231	16	might	might	AUX
abr-76	231	17	be	be	AUX
abr-76	231	18	used	use	VERB
abr-76	231	19	on	on	ADP
abr-76	231	20	a	a	DET
abr-76	231	21	particular	particular	ADJ
abr-76	231	22	negotiation	negotiation	NOUN
abr-76	231	23	.	.	PUNCT
abr-76	232	1	finally	finally	ADV
abr-76	232	2	,	,	PUNCT
abr-76	232	3	the	the	DET
abr-76	232	4	feedback	feedback	NOUN
abr-76	232	5	loop	loop	NOUN
abr-76	232	6	is	be	AUX
abr-76	232	7	an	an	DET
abr-76	232	8	ignored	ignore	VERB
abr-76	232	9	topic	topic	NOUN
abr-76	232	10	in	in	ADP
abr-76	232	11	negotiation	negotiation	NOUN
abr-76	232	12	research	research	NOUN
abr-76	232	13	.	.	PUNCT
abr-76	233	1	future	future	ADJ
abr-76	233	2	research	research	NOUN
abr-76	233	3	needs	need	VERB
abr-76	233	4	to	to	PART
abr-76	233	5	analyze	analyze	VERB
abr-76	233	6	what	what	PRON
abr-76	233	7	negotiation	negotiation	NOUN
abr-76	233	8	records	record	NOUN
abr-76	233	9	(	(	PUNCT
abr-76	233	10	gambits	gambit	NOUN
abr-76	233	11	,	,	PUNCT
abr-76	233	12	strategies	strategy	NOUN
abr-76	233	13	,	,	PUNCT
abr-76	233	14	various	various	ADJ
abr-76	233	15	offers	offer	NOUN
abr-76	233	16	)	)	PUNCT
abr-76	233	17	are	be	AUX
abr-76	233	18	kept	keep	VERB
abr-76	233	19	from	from	ADP
abr-76	233	20	prior	prior	ADJ
abr-76	233	21	negotiations	negotiation	NOUN
abr-76	233	22	that	that	PRON
abr-76	233	23	are	be	AUX
abr-76	233	24	needed	need	VERB
abr-76	233	25	to	to	PART
abr-76	233	26	set	set	VERB
abr-76	233	27	goals	goal	NOUN
abr-76	233	28	for	for	ADP
abr-76	233	29	the	the	DET
abr-76	233	30	assessment	assessment	NOUN
abr-76	233	31	phase	phase	NOUN
abr-76	233	32	in	in	ADP
abr-76	233	33	the	the	DET
abr-76	233	34	next	next	ADJ
abr-76	233	35	negotiations	negotiation	NOUN
abr-76	233	36	.	.	PUNCT
abr-76	234	1	future	future	ADJ
abr-76	234	2	research	research	NOUN
abr-76	234	3	also	also	ADV
abr-76	234	4	needs	need	VERB
abr-76	234	5	to	to	PART
abr-76	234	6	analyze	analyze	VERB
abr-76	234	7	who	who	PRON
abr-76	234	8	is	be	AUX
abr-76	234	9	typically	typically	ADV
abr-76	234	10	in	in	ADP
abr-76	234	11	charge	charge	NOUN
abr-76	234	12	of	of	ADP
abr-76	234	13	retrieving	retrieve	VERB
abr-76	234	14	records	record	NOUN
abr-76	234	15	of	of	ADP
abr-76	234	16	past	past	ADJ
abr-76	234	17	negotiation	negotiation	NOUN
abr-76	234	18	gambit	gambit	NOUN
abr-76	234	19	use	use	NOUN
abr-76	234	20	.	.	PUNCT
abr-76	235	1	conclusion	conclusion	NOUN
abr-76	235	2	goldstein	goldstein	PROPN
abr-76	235	3	provides	provide	VERB
abr-76	235	4	a	a	DET
abr-76	235	5	model	model	NOUN
abr-76	235	6	that	that	PRON
abr-76	235	7	can	can	AUX
abr-76	235	8	be	be	AUX
abr-76	235	9	adapted	adapt	VERB
abr-76	235	10	to	to	ADP
abr-76	235	11	the	the	DET
abr-76	235	12	negotiation	negotiation	NOUN
abr-76	235	13	setting	setting	NOUN
abr-76	235	14	.	.	PUNCT
abr-76	236	1	in	in	ADP
abr-76	236	2	the	the	DET
abr-76	236	3	assessment	assessment	NOUN
abr-76	236	4	phase	phase	NOUN
abr-76	236	5	,	,	PUNCT
abr-76	236	6	the	the	DET
abr-76	236	7	need	need	NOUN
abr-76	236	8	for	for	ADP
abr-76	236	9	negotiations	negotiation	NOUN
abr-76	236	10	should	should	AUX
abr-76	236	11	be	be	AUX
abr-76	236	12	established	establish	VERB
abr-76	236	13	and	and	CCONJ
abr-76	236	14	negotiation	negotiation	NOUN
abr-76	236	15	objectives	objective	NOUN
abr-76	236	16	should	should	AUX
abr-76	236	17	be	be	AUX
abr-76	236	18	set	set	VERB
abr-76	236	19	.	.	PUNCT
abr-76	237	1	in	in	ADP
abr-76	237	2	the	the	DET
abr-76	237	3	gambit	gambit	NOUN
abr-76	237	4	use	use	NOUN
abr-76	237	5	phase	phase	NOUN
abr-76	237	6	,	,	PUNCT
abr-76	237	7	gambits	gambit	NOUN
abr-76	237	8	must	must	AUX
abr-76	237	9	be	be	AUX
abr-76	237	10	selected	select	VERB
abr-76	237	11	and	and	CCONJ
abr-76	237	12	used	use	VERB
abr-76	237	13	.	.	PUNCT
abr-76	238	1	existing	exist	VERB
abr-76	238	2	literature	literature	NOUN
abr-76	238	3	on	on	ADP
abr-76	238	4	negotiation	negotiation	NOUN
abr-76	238	5	gambits	gambit	NOUN
abr-76	238	6	focus	focus	VERB
abr-76	238	7	on	on	ADP
abr-76	238	8	win	win	NOUN
abr-76	238	9	-	-	PUNCT
abr-76	238	10	win	win	NOUN
abr-76	238	11	gambits	gambit	NOUN
abr-76	238	12	,	,	PUNCT
abr-76	238	13	ethical	ethical	ADJ
abr-76	238	14	and	and	CCONJ
abr-76	238	15	unethical	unethical	ADJ
abr-76	238	16	gambits	gambit	NOUN
abr-76	238	17	,	,	PUNCT
abr-76	238	18	fallacy	fallacy	NOUN
abr-76	238	19	gambits	gambit	NOUN
abr-76	238	20	,	,	PUNCT
abr-76	238	21	and	and	CCONJ
abr-76	238	22	other	other	ADJ
abr-76	238	23	gambit	gambit	NOUN
abr-76	238	24	recommendations	recommendation	NOUN
abr-76	238	25	based	base	VERB
abr-76	238	26	on	on	ADP
abr-76	238	27	decision	decision	NOUN
abr-76	238	28	trees	tree	NOUN
abr-76	238	29	and	and	CCONJ
abr-76	238	30	short	short	ADJ
abr-76	238	31	lists	list	NOUN
abr-76	238	32	of	of	ADP
abr-76	238	33	recommended	recommend	VERB
abr-76	238	34	gambits	gambit	NOUN
abr-76	238	35	.	.	PUNCT
abr-76	239	1	there	there	PRON
abr-76	239	2	are	be	VERB
abr-76	239	3	very	very	ADV
abr-76	239	4	few	few	ADJ
abr-76	239	5	systematic	systematic	ADJ
abr-76	239	6	approaches	approach	NOUN
abr-76	239	7	to	to	ADP
abr-76	239	8	modeling	model	VERB
abr-76	239	9	what	what	PRON
abr-76	239	10	would	would	AUX
abr-76	239	11	be	be	AUX
abr-76	239	12	the	the	DET
abr-76	239	13	best	good	ADJ
abr-76	239	14	gambits	gambit	NOUN
abr-76	239	15	for	for	ADP
abr-76	239	16	what	what	DET
abr-76	239	17	situations	situation	NOUN
abr-76	239	18	.	.	PUNCT
abr-76	240	1	sources	source	NOUN
abr-76	240	2	of	of	ADP
abr-76	240	3	gambits	gambit	NOUN
abr-76	240	4	include	include	VERB
abr-76	240	5	personal	personal	ADJ
abr-76	240	6	experience	experience	NOUN
abr-76	240	7	,	,	PUNCT
abr-76	240	8	other	other	ADJ
abr-76	240	9	negotiation	negotiation	NOUN
abr-76	240	10	professionals	professional	NOUN
abr-76	240	11	,	,	PUNCT
abr-76	240	12	and	and	CCONJ
abr-76	240	13	the	the	DET
abr-76	240	14	literature	literature	NOUN
abr-76	240	15	.	.	PUNCT
abr-76	241	1	in	in	ADP
abr-76	241	2	the	the	DET
abr-76	241	3	evaluation	evaluation	NOUN
abr-76	241	4	phase	phase	NOUN
abr-76	241	5	,	,	PUNCT
abr-76	241	6	the	the	DET
abr-76	241	7	reactions	reaction	NOUN
abr-76	241	8	and	and	CCONJ
abr-76	241	9	behaviors	behavior	NOUN
abr-76	241	10	of	of	ADP
abr-76	241	11	the	the	DET
abr-76	241	12	other	other	ADJ
abr-76	241	13	party	party	NOUN
abr-76	241	14	can	can	AUX
abr-76	241	15	be	be	AUX
abr-76	241	16	evaluated	evaluate	VERB
abr-76	241	17	as	as	ADV
abr-76	241	18	well	well	ADV
abr-76	241	19	as	as	ADP
abr-76	241	20	the	the	DET
abr-76	241	21	results	result	NOUN
abr-76	241	22	of	of	ADP
abr-76	241	23	the	the	DET
abr-76	241	24	negotiations	negotiation	NOUN
abr-76	241	25	.	.	PUNCT
abr-76	242	1	these	these	PRON
abr-76	242	2	can	can	AUX
abr-76	242	3	help	help	VERB
abr-76	242	4	determine	determine	VERB
abr-76	242	5	whether	whether	SCONJ
abr-76	242	6	the	the	DET
abr-76	242	7	gambits	gambit	NOUN
abr-76	242	8	have	have	AUX
abr-76	242	9	been	be	AUX
abr-76	242	10	successful	successful	ADJ
abr-76	242	11	.	.	PUNCT
abr-76	243	1	there	there	PRON
abr-76	243	2	is	be	VERB
abr-76	243	3	a	a	DET
abr-76	243	4	feedback	feedback	NOUN
abr-76	243	5	loop	loop	NOUN
abr-76	243	6	where	where	SCONJ
abr-76	243	7	records	record	NOUN
abr-76	243	8	of	of	ADP
abr-76	243	9	the	the	DET
abr-76	243	10	results	result	NOUN
abr-76	243	11	of	of	ADP
abr-76	243	12	the	the	DET
abr-76	243	13	evaluation	evaluation	NOUN
abr-76	243	14	phase	phase	NOUN
abr-76	243	15	go	go	VERB
abr-76	243	16	back	back	ADV
abr-76	243	17	to	to	ADP
abr-76	243	18	the	the	DET
abr-76	243	19	assessment	assessment	NOUN
abr-76	243	20	phase	phase	NOUN
abr-76	243	21	to	to	PART
abr-76	243	22	facilitate	facilitate	VERB
abr-76	243	23	organization	organization	NOUN
abr-76	243	24	learning	learn	VERB
abr-76	243	25	to	to	PART
abr-76	243	26	improve	improve	VERB
abr-76	243	27	the	the	DET
abr-76	243	28	appropriate	appropriate	ADJ
abr-76	243	29	use	use	NOUN
abr-76	243	30	of	of	ADP
abr-76	243	31	gambits	gambit	NOUN
abr-76	243	32	in	in	ADP
abr-76	243	33	future	future	ADJ
abr-76	243	34	negotiations	negotiation	NOUN
abr-76	243	35	.	.	PUNCT
abr-76	244	1	future	future	ADJ
abr-76	244	2	research	research	NOUN
abr-76	244	3	should	should	AUX
abr-76	244	4	investigate	investigate	VERB
abr-76	244	5	the	the	DET
abr-76	244	6	effectiveness	effectiveness	NOUN
abr-76	244	7	of	of	ADP
abr-76	244	8	various	various	ADJ
abr-76	244	9	gambits	gambit	NOUN
abr-76	244	10	through	through	ADP
abr-76	244	11	surveys	survey	NOUN
abr-76	244	12	and	and	CCONJ
abr-76	244	13	experiments	experiment	NOUN
abr-76	244	14	references	reference	NOUN
abr-76	244	15	allen	allen	PROPN
abr-76	244	16	,	,	PUNCT
abr-76	244	17	b.	b.	PROPN
abr-76	244	18	1990	1990	NUM
abr-76	244	19	.	.	PUNCT
abr-76	245	1	information	information	NOUN
abr-76	245	2	as	as	ADP
abr-76	245	3	an	an	DET
abr-76	245	4	economic	economic	ADJ
abr-76	245	5	commodity	commodity	NOUN
abr-76	245	6	.	.	PUNCT
abr-76	246	1	american	american	PROPN
abr-76	246	2	economic	economic	PROPN
abr-76	246	3	review	review	PROPN
abr-76	246	4	,	,	PUNCT
abr-76	246	5	80	80	NUM
abr-76	246	6	:	:	PUNCT
abr-76	246	7	268	268	NUM
abr-76	246	8	-	-	SYM
abr-76	246	9	273	273	NUM
abr-76	246	10	.	.	PUNCT
abr-76	246	11	association	association	NOUN
abr-76	246	12	to	to	PART
abr-76	246	13	advance	advance	VERB
abr-76	246	14	collegiate	collegiate	ADJ
abr-76	246	15	schools	school	NOUN
abr-76	246	16	of	of	ADP
abr-76	246	17	business	business	NOUN
abr-76	246	18	.	.	PUNCT
abr-76	247	1	2010	2010	NUM
abr-76	247	2	.	.	PUNCT
abr-76	248	1	eligibility	eligibility	NOUN
abr-76	248	2	procedures	procedure	NOUN
abr-76	248	3	and	and	CCONJ
abr-76	248	4	accreditation	accreditation	NOUN
abr-76	248	5	standards	standard	NOUN
abr-76	248	6	.	.	PUNCT
abr-76	249	1	retrieved	retrieve	VERB
abr-76	249	2	may	may	AUX
abr-76	249	3	25	25	NUM
abr-76	249	4	,	,	PUNCT
abr-76	249	5	2010	2010	NUM
abr-76	249	6	from	from	ADP
abr-76	249	7	http://www.aacsb.edu/accreditation/aacsb-standards-2010tracking.pdf	http://www.aacsb.edu/accreditation/aacsb-standards-2010tracking.pdf	PRON
abr-76	249	8	.	.	PUNCT
abr-76	249	9	bazerman	bazerman	PROPN
abr-76	249	10	,	,	PUNCT
abr-76	249	11	d.	d.	PROPN
abr-76	249	12	2007	2007	NUM
abr-76	249	13	.	.	PUNCT
abr-76	250	1	negotiation	negotiation	NOUN
abr-76	250	2	genius	genius	NOUN
abr-76	250	3	.	.	PUNCT
abr-76	251	1	new	new	PROPN
abr-76	251	2	york	york	PROPN
abr-76	251	3	:	:	PUNCT
abr-76	252	1	bantam	bantam	NOUN
abr-76	252	2	.	.	PUNCT
abr-76	253	1	bazerman	bazerman	PROPN
abr-76	253	2	,	,	PUNCT
abr-76	253	3	m.	m.	NOUN
abr-76	253	4	,	,	PUNCT
abr-76	253	5	&	&	CCONJ
abr-76	253	6	lewicki	lewicki	PROPN
abr-76	253	7	,	,	PUNCT
abr-76	253	8	r.	r.	PROPN
abr-76	253	9	1983	1983	NUM
abr-76	253	10	.	.	PUNCT
abr-76	254	1	negotiating	negotiate	VERB
abr-76	254	2	in	in	ADP
abr-76	254	3	organizations	organization	NOUN
abr-76	254	4	.	.	PUNCT
abr-76	255	1	beverly	beverly	PROPN
abr-76	255	2	hills	hills	PROPN
abr-76	255	3	,	,	PUNCT
abr-76	255	4	ca	can	AUX
abr-76	255	5	:	:	PUNCT
abr-76	255	6	sage	sage	VERB
abr-76	255	7	.	.	PUNCT
abr-76	256	1	bisineer	bisineer	NOUN
abr-76	256	2	,	,	PUNCT
abr-76	256	3	m.	m.	NOUN
abr-76	256	4	2009	2009	NUM
abr-76	256	5	.	.	PUNCT
abr-76	257	1	the	the	DET
abr-76	257	2	art	art	NOUN
abr-76	257	3	of	of	ADP
abr-76	257	4	negotiating	negotiate	VERB
abr-76	257	5	a	a	DET
abr-76	257	6	crucial	crucial	ADJ
abr-76	257	7	skill	skill	NOUN
abr-76	257	8	for	for	ADP
abr-76	257	9	a	a	DET
abr-76	257	10	frugal	frugal	ADJ
abr-76	257	11	lifestyle	lifestyle	NOUN
abr-76	257	12	.	.	PUNCT
abr-76	258	1	retrieved	retrieve	VERB
abr-76	258	2	on	on	ADP
abr-76	258	3	may	may	PROPN
abr-76	258	4	1	1	NUM
abr-76	258	5	,	,	PUNCT
abr-76	258	6	2009	2009	NUM
abr-76	258	7	from	from	ADP
abr-76	258	8	http://simplemom.net/the-art-of-negotiating-a-crucial-skill-for-a-frugal-lifestyle/.	http://simplemom.net/the-art-of-negotiating-a-crucial-skill-for-a-frugal-lifestyle/.	ADJ
abr-76	258	9	bushnell	bushnell	PROPN
abr-76	258	10	,	,	PUNCT
abr-76	258	11	d.	d.	PROPN
abr-76	258	12	1990	1990	NUM
abr-76	258	13	.	.	PUNCT
abr-76	259	1	input	input	NOUN
abr-76	259	2	,	,	PUNCT
abr-76	259	3	process	process	NOUN
abr-76	259	4	,	,	PUNCT
abr-76	259	5	output	output	NOUN
abr-76	259	6	:	:	PUNCT
abr-76	259	7	a	a	DET
abr-76	259	8	model	model	NOUN
abr-76	259	9	for	for	ADP
abr-76	259	10	evaluating	evaluate	VERB
abr-76	259	11	training	training	NOUN
abr-76	259	12	.	.	PUNCT
abr-76	260	1	training	training	NOUN
abr-76	260	2	and	and	CCONJ
abr-76	260	3	development	development	NOUN
abr-76	260	4	journal	journal	NOUN
abr-76	260	5	,	,	PUNCT
abr-76	260	6	44	44	NUM
abr-76	260	7	:	:	SYM
abr-76	260	8	41	41	NUM
abr-76	260	9	-	-	SYM
abr-76	260	10	43	43	NUM
abr-76	260	11	.	.	PUNCT
abr-76	261	1	businessschools.com	businessschools.com	X
abr-76	261	2	.	.	NOUN
abr-76	261	3	2009	2009	NUM
abr-76	261	4	.	.	PUNCT
abr-76	262	1	most	most	ADJ
abr-76	262	2	popular	popular	ADJ
abr-76	262	3	schools	school	NOUN
abr-76	262	4	for	for	ADP
abr-76	262	5	labor	labor	NOUN
abr-76	262	6	and	and	CCONJ
abr-76	262	7	industrial	industrial	ADJ
abr-76	262	8	relations	relation	NOUN
abr-76	262	9	major	major	ADJ
abr-76	262	10	&	&	CCONJ
abr-76	262	11	program	program	NOUN
abr-76	262	12	.	.	PUNCT
abr-76	263	1	retrieved	retrieve	VERB
abr-76	263	2	on	on	ADP
abr-76	263	3	february	february	PROPN
abr-76	263	4	12	12	NUM
abr-76	263	5	,	,	PUNCT
abr-76	263	6	2010	2010	NUM
abr-76	263	7	from	from	ADP
abr-76	263	8	http://www.stateuniversity.com/program/52-1002/labor-andindustrial-relations#ixzz0flps4ey1	http://www.stateuniversity.com/program/52-1002/labor-andindustrial-relations#ixzz0flps4ey1	PROPN
abr-76	263	9	.	.	PUNCT
abr-76	264	1	carrell	carrell	PROPN
abr-76	264	2	,	,	PUNCT
abr-76	264	3	m.	m.	NOUN
abr-76	264	4	,	,	PUNCT
abr-76	264	5	&	&	CCONJ
abr-76	264	6	heavrin	heavrin	PROPN
abr-76	264	7	,	,	PUNCT
abr-76	264	8	c.	c.	PROPN
abr-76	264	9	2010	2010	NUM
abr-76	264	10	.	.	PUNCT
abr-76	265	1	labor	labor	NOUN
abr-76	265	2	relations	relation	NOUN
abr-76	265	3	and	and	CCONJ
abr-76	265	4	collective	collective	ADJ
abr-76	265	5	bargaining	bargaining	NOUN
abr-76	265	6	:	:	PUNCT
abr-76	265	7	cases	case	NOUN
abr-76	265	8	,	,	PUNCT
abr-76	265	9	practice	practice	NOUN
abr-76	265	10	,	,	PUNCT
abr-76	265	11	and	and	CCONJ
abr-76	265	12	law	law	NOUN
abr-76	265	13	.	.	PUNCT
abr-76	266	1	upper	upper	ADJ
abr-76	266	2	saddle	saddle	PROPN
abr-76	266	3	river	river	NOUN
abr-76	266	4	,	,	PUNCT
abr-76	266	5	n.	n.	PROPN
abr-76	266	6	j.	j.	PROPN
abr-76	266	7	:	:	PUNCT
abr-76	266	8	prentice	prentice	NOUN
abr-76	266	9	-	-	PUNCT
abr-76	266	10	hall	hall	NOUN
abr-76	266	11	.	.	PUNCT
abr-76	267	1	kaupins	kaupin	NOUN
abr-76	267	2	and	and	CCONJ
abr-76	267	3	johnson	johnson	PROPN
abr-76	267	4	advances	advance	VERB
abr-76	267	5	in	in	ADP
abr-76	267	6	business	business	NOUN
abr-76	267	7	research	research	NOUN
abr-76	267	8	2011	2011	NUM
abr-76	267	9	,	,	PUNCT
abr-76	267	10	vol	vol	NOUN
abr-76	267	11	.	.	PROPN
abr-76	268	1	2	2	NUM
abr-76	268	2	,	,	PUNCT
abr-76	268	3	no	no	INTJ
abr-76	268	4	.	.	NOUN
abr-76	268	5	1	1	NUM
abr-76	268	6	,	,	PUNCT
abr-76	268	7	238	238	NUM
abr-76	268	8	-	-	SYM
abr-76	268	9	246	246	NUM
abr-76	268	10	245	245	NUM
abr-76	268	11	coburn	coburn	NOUN
abr-76	268	12	,	,	PUNCT
abr-76	268	13	c.	c.	PROPN
abr-76	268	14	2010	2010	NUM
abr-76	268	15	.	.	PUNCT
abr-76	269	1	neutralizing	neutralize	VERB
abr-76	269	2	manipulative	manipulative	ADJ
abr-76	269	3	negotiation	negotiation	NOUN
abr-76	269	4	tactics	tactic	NOUN
abr-76	269	5	.	.	PUNCT
abr-76	270	1	retrieved	retrieve	VERB
abr-76	270	2	on	on	ADP
abr-76	270	3	may	may	PROPN
abr-76	270	4	21	21	NUM
abr-76	270	5	,	,	PUNCT
abr-76	270	6	2010	2010	NUM
abr-76	270	7	from	from	ADP
abr-76	270	8	http://www.calumcoburn.co.uk/articles/negotiation-tactics/.	http://www.calumcoburn.co.uk/articles/negotiation-tactics/.	PROPN
abr-76	270	9	dawson	dawson	PROPN
abr-76	270	10	,	,	PUNCT
abr-76	270	11	r.	r.	PROPN
abr-76	270	12	1987	1987	NUM
abr-76	270	13	.	.	PUNCT
abr-76	271	1	guide	guide	VERB
abr-76	271	2	to	to	ADP
abr-76	271	3	every	every	DET
abr-76	271	4	day	day	NOUN
abr-76	271	5	negotiating	negotiate	VERB
abr-76	271	6	(	(	PUNCT
abr-76	271	7	video	video	NOUN
abr-76	271	8	)	)	PUNCT
abr-76	271	9	.	.	PUNCT
abr-76	272	1	chicago	chicago	PROPN
abr-76	272	2	,	,	PUNCT
abr-76	272	3	il	il	PROPN
abr-76	272	4	:	:	PUNCT
abr-76	272	5	nightingale	nightingale	PROPN
abr-76	272	6	-	-	PUNCT
abr-76	272	7	conant	conant	PROPN
abr-76	272	8	.	.	PUNCT
abr-76	273	1	dewdney	dewdney	PROPN
abr-76	273	2	,	,	PUNCT
abr-76	273	3	a.	a.	NOUN
abr-76	273	4	1993	1993	NUM
abr-76	273	5	.	.	PUNCT
abr-76	274	1	200	200	NUM
abr-76	274	2	%	%	NOUN
abr-76	274	3	of	of	ADP
abr-76	274	4	nothing	nothing	PRON
abr-76	274	5	.	.	PUNCT
abr-76	275	1	new	new	PROPN
abr-76	275	2	york	york	PROPN
abr-76	275	3	:	:	PUNCT
abr-76	276	1	john	john	PROPN
abr-76	276	2	wiley	wiley	PROPN
abr-76	276	3	.	.	PUNCT
abr-76	277	1	dessler	dessler	PROPN
abr-76	277	2	,	,	PUNCT
abr-76	277	3	g.	g.	PROPN
abr-76	277	4	2011	2011	NUM
abr-76	277	5	.	.	PUNCT
abr-76	278	1	human	human	ADJ
abr-76	278	2	resource	resource	NOUN
abr-76	278	3	management	management	NOUN
abr-76	278	4	.	.	PUNCT
abr-76	279	1	upper	upper	ADJ
abr-76	279	2	saddle	saddle	PROPN
abr-76	279	3	river	river	NOUN
abr-76	279	4	:	:	PUNCT
abr-76	279	5	prentice	prentice	NOUN
abr-76	279	6	-	-	PUNCT
abr-76	279	7	hall	hall	NOUN
abr-76	279	8	.	.	PUNCT
abr-76	280	1	engel	engel	PROPN
abr-76	280	2	,	,	PUNCT
abr-76	280	3	s.	s.	PROPN
abr-76	280	4	1994	1994	NUM
abr-76	280	5	.	.	PUNCT
abr-76	281	1	with	with	ADP
abr-76	281	2	good	good	ADJ
abr-76	281	3	reason	reason	NOUN
abr-76	281	4	:	:	PUNCT
abr-76	281	5	an	an	DET
abr-76	281	6	introduction	introduction	NOUN
abr-76	281	7	to	to	ADP
abr-76	281	8	informal	informal	ADJ
abr-76	281	9	fallacies	fallacy	NOUN
abr-76	281	10	.	.	PUNCT
abr-76	282	1	new	new	PROPN
abr-76	282	2	york	york	PROPN
abr-76	282	3	:	:	PUNCT
abr-76	282	4	st	st	PROPN
abr-76	282	5	.	.	PROPN
abr-76	282	6	martin	martin	PROPN
abr-76	282	7	’s	’s	PART
abr-76	282	8	press	press	NOUN
abr-76	282	9	.	.	PUNCT
abr-76	283	1	experiment-resources.com	experiment-resources.com	X
abr-76	283	2	.	.	NOUN
abr-76	283	3	2010	2010	NUM
abr-76	283	4	.	.	PUNCT
abr-76	284	1	experimental	experimental	ADJ
abr-76	284	2	research	research	NOUN
abr-76	284	3	.	.	PUNCT
abr-76	285	1	retrieved	retrieve	VERB
abr-76	285	2	on	on	ADP
abr-76	285	3	may	may	PROPN
abr-76	285	4	25	25	NUM
abr-76	285	5	,	,	PUNCT
abr-76	285	6	2010	2010	NUM
abr-76	285	7	from	from	ADP
abr-76	285	8	http://www	http://www	PROPN
abr-76	285	9	.	.	PUNCT
abr-76	286	1	experiment-resources.com/experimental-research.html	experiment-resources.com/experimental-research.html	PROPN
abr-76	286	2	.	.	PROPN
abr-76	286	3	farrington	farrington	PROPN
abr-76	286	4	,	,	PUNCT
abr-76	286	5	j.	j.	PROPN
abr-76	286	6	2010	2010	NUM
abr-76	286	7	.	.	PUNCT
abr-76	287	1	negotiation	negotiation	NOUN
abr-76	287	2	:	:	PUNCT
abr-76	287	3	tactics	tactic	NOUN
abr-76	287	4	,	,	PUNCT
abr-76	287	5	tricks	trick	NOUN
abr-76	287	6	,	,	PUNCT
abr-76	287	7	and	and	CCONJ
abr-76	287	8	threats	threat	NOUN
abr-76	287	9	.	.	PUNCT
abr-76	288	1	retrieved	retrieve	VERB
abr-76	288	2	on	on	ADP
abr-76	288	3	may	may	PROPN
abr-76	288	4	21	21	NUM
abr-76	288	5	,	,	PUNCT
abr-76	288	6	2010	2010	NUM
abr-76	288	7	from	from	ADP
abr-76	288	8	http://	http://	PROPN
abr-76	288	9	ezinearticles.com/?negotiation---tactics,-tricks-and-threats&id=431340	ezinearticles.com/?negotiation---tactics,-tricks-and-threats&id=431340	PROPN
abr-76	288	10	.	.	PUNCT
abr-76	289	1	fisher	fisher	PROPN
abr-76	289	2	,	,	PUNCT
abr-76	289	3	r.	r.	PROPN
abr-76	289	4	,	,	PUNCT
abr-76	289	5	&	&	CCONJ
abr-76	289	6	ury	ury	PROPN
abr-76	289	7	,	,	PUNCT
abr-76	289	8	w.	w.	PROPN
abr-76	289	9	1981	1981	NUM
abr-76	289	10	.	.	PUNCT
abr-76	290	1	getting	get	VERB
abr-76	290	2	to	to	PART
abr-76	290	3	yes	yes	NOUN
abr-76	290	4	:	:	PUNCT
abr-76	290	5	negotiating	negotiate	VERB
abr-76	290	6	agreement	agreement	NOUN
abr-76	290	7	without	without	ADP
abr-76	290	8	giving	give	VERB
abr-76	290	9	in	in	ADP
abr-76	290	10	.	.	PUNCT
abr-76	291	1	boston	boston	PROPN
abr-76	291	2	:	:	PUNCT
abr-76	291	3	houghtonmifflin	houghtonmifflin	PROPN
abr-76	291	4	.	.	PUNCT
abr-76	292	1	fitz	fitz	PROPN
abr-76	292	2	-	-	PUNCT
abr-76	292	3	enz	enz	PROPN
abr-76	292	4	,	,	PUNCT
abr-76	292	5	j.	j.	PROPN
abr-76	292	6	1994	1994	NUM
abr-76	292	7	.	.	PUNCT
abr-76	293	1	yes	yes	INTJ
abr-76	293	2	…	…	PUNCT
abr-76	293	3	you	you	PRON
abr-76	293	4	can	can	AUX
abr-76	293	5	weigh	weigh	VERB
abr-76	293	6	training	training	NOUN
abr-76	293	7	’s	’s	PART
abr-76	293	8	value	value	NOUN
abr-76	293	9	.	.	PUNCT
abr-76	294	1	training	training	NOUN
abr-76	294	2	,	,	PUNCT
abr-76	294	3	31	31	NUM
abr-76	294	4	:	:	PUNCT
abr-76	294	5	54	54	NUM
abr-76	294	6	-	-	SYM
abr-76	294	7	58	58	NUM
abr-76	294	8	.	.	PUNCT
abr-76	295	1	gagné	gagné	PROPN
abr-76	295	2	,	,	PUNCT
abr-76	295	3	r.	r.	PROPN
abr-76	295	4	,	,	PUNCT
abr-76	295	5	&	&	CCONJ
abr-76	295	6	briggs	briggs	PROPN
abr-76	295	7	,	,	PUNCT
abr-76	295	8	l.	l.	PROPN
abr-76	295	9	1974	1974	NUM
abr-76	295	10	.	.	PUNCT
abr-76	296	1	principles	principle	NOUN
abr-76	296	2	of	of	ADP
abr-76	296	3	instructional	instructional	ADJ
abr-76	296	4	design	design	NOUN
abr-76	296	5	.	.	PUNCT
abr-76	297	1	new	new	PROPN
abr-76	297	2	york	york	PROPN
abr-76	297	3	:	:	PUNCT
abr-76	297	4	holton	holton	PROPN
abr-76	297	5	,	,	PUNCT
abr-76	297	6	rinehart	rinehart	PROPN
abr-76	297	7	&	&	CCONJ
abr-76	297	8	winston	winston	PROPN
abr-76	297	9	.	.	PUNCT
abr-76	298	1	goldstein	goldstein	PROPN
abr-76	298	2	,	,	PUNCT
abr-76	298	3	i.	i.	PROPN
abr-76	298	4	1993	1993	NUM
abr-76	298	5	.	.	PUNCT
abr-76	299	1	training	training	NOUN
abr-76	299	2	in	in	ADP
abr-76	299	3	organizations	organization	NOUN
abr-76	299	4	:	:	PUNCT
abr-76	299	5	needs	need	VERB
abr-76	299	6	assessment	assessment	NOUN
abr-76	299	7	,	,	PUNCT
abr-76	299	8	development	development	NOUN
abr-76	299	9	,	,	PUNCT
abr-76	299	10	&	&	CCONJ
abr-76	299	11	evaluation	evaluation	NOUN
abr-76	299	12	.	.	PUNCT
abr-76	300	1	monterey	monterey	NOUN
abr-76	300	2	,	,	PUNCT
abr-76	300	3	ca	ca	NOUN
abr-76	300	4	:	:	PUNCT
abr-76	300	5	brooks	brooks	PROPN
abr-76	300	6	-	-	PUNCT
abr-76	300	7	cole	cole	NOUN
abr-76	300	8	.	.	PUNCT
abr-76	301	1	hindle	hindle	PROPN
abr-76	301	2	,	,	PUNCT
abr-76	301	3	t.	t.	PROPN
abr-76	301	4	1998	1998	NUM
abr-76	301	5	.	.	PUNCT
abr-76	302	1	negotiating	negotiate	VERB
abr-76	302	2	skills	skill	NOUN
abr-76	302	3	.	.	PUNCT
abr-76	303	1	new	new	PROPN
abr-76	303	2	york	york	PROPN
abr-76	303	3	:	:	PUNCT
abr-76	303	4	dk	dk	PROPN
abr-76	303	5	publishing	publishing	NOUN
abr-76	303	6	.	.	PUNCT
abr-76	304	1	holley	holley	PROPN
abr-76	304	2	,	,	PUNCT
abr-76	304	3	w.	w.	PROPN
abr-76	304	4	,	,	PUNCT
abr-76	304	5	jennings	jennings	PROPN
abr-76	304	6	,	,	PUNCT
abr-76	304	7	k.	k.	PROPN
abr-76	304	8	,	,	PUNCT
abr-76	304	9	&	&	CCONJ
abr-76	304	10	wolters	wolters	PROPN
abr-76	304	11	,	,	PUNCT
abr-76	304	12	r.	r.	PROPN
abr-76	304	13	2008	2008	NUM
abr-76	304	14	.	.	PUNCT
abr-76	305	1	the	the	DET
abr-76	305	2	labor	labor	NOUN
abr-76	305	3	relations	relation	NOUN
abr-76	305	4	process	process	NOUN
abr-76	305	5	.	.	PUNCT
abr-76	306	1	mason	mason	PROPN
abr-76	306	2	,	,	PUNCT
abr-76	306	3	oh	oh	INTJ
abr-76	306	4	:	:	PUNCT
abr-76	306	5	south	south	ADJ
abr-76	306	6	-	-	PUNCT
abr-76	306	7	western	western	NOUN
abr-76	306	8	.	.	PUNCT
abr-76	307	1	jacobs	jacobs	PROPN
abr-76	307	2	,	,	PUNCT
abr-76	307	3	d.	d.	PROPN
abr-76	307	4	1994	1994	NUM
abr-76	307	5	.	.	PUNCT
abr-76	308	1	the	the	DET
abr-76	308	2	bum	bum	NOUN
abr-76	308	3	's	's	PART
abr-76	308	4	rush	rush	NOUN
abr-76	308	5	.	.	PUNCT
abr-76	309	1	boise	boise	PROPN
abr-76	309	2	,	,	PUNCT
abr-76	309	3	idaho	idaho	PROPN
abr-76	309	4	:	:	PUNCT
abr-76	309	5	legendary	legendary	ADJ
abr-76	309	6	publishing	publishing	NOUN
abr-76	309	7	.	.	PUNCT
abr-76	310	1	karrass	karrass	PROPN
abr-76	310	2	,	,	PUNCT
abr-76	310	3	c.	c.	PROPN
abr-76	310	4	,	,	PUNCT
abr-76	310	5	&	&	CCONJ
abr-76	310	6	glasser	glasser	PROPN
abr-76	310	7	,	,	PUNCT
abr-76	310	8	w.	w.	PROPN
abr-76	310	9	1980	1980	NUM
abr-76	310	10	.	.	PUNCT
abr-76	311	1	both	both	DET
abr-76	311	2	-	-	PUNCT
abr-76	311	3	win	win	NOUN
abr-76	311	4	management	management	NOUN
abr-76	311	5	.	.	PUNCT
abr-76	312	1	new	new	PROPN
abr-76	312	2	york	york	PROPN
abr-76	312	3	:	:	PUNCT
abr-76	313	1	lippincott	lippincott	PROPN
abr-76	313	2	&	&	CCONJ
abr-76	313	3	crowell	crowell	PROPN
abr-76	313	4	.	.	PUNCT
abr-76	314	1	katz	katz	PROPN
abr-76	314	2	,	,	PUNCT
abr-76	314	3	h.	h.	PROPN
abr-76	314	4	,	,	PUNCT
abr-76	314	5	&	&	CCONJ
abr-76	314	6	kochan	kochan	PROPN
abr-76	314	7	,	,	PUNCT
abr-76	314	8	t.	t.	PROPN
abr-76	314	9	2004	2004	NUM
abr-76	314	10	.	.	PUNCT
abr-76	315	1	an	an	DET
abr-76	315	2	introduction	introduction	NOUN
abr-76	315	3	to	to	ADP
abr-76	315	4	collective	collective	ADJ
abr-76	315	5	bargaining	bargaining	NOUN
abr-76	315	6	and	and	CCONJ
abr-76	315	7	industrial	industrial	ADJ
abr-76	315	8	relations	relation	NOUN
abr-76	315	9	.	.	PUNCT
abr-76	316	1	boston	boston	PROPN
abr-76	316	2	:	:	PUNCT
abr-76	316	3	mcgraw	mcgraw	PROPN
abr-76	316	4	-	-	PUNCT
abr-76	316	5	hill	hill	PROPN
abr-76	316	6	,	,	PUNCT
abr-76	316	7	irwin	irwin	PROPN
abr-76	316	8	.	.	PUNCT
abr-76	317	1	kaupins	kaupins	PROPN
abr-76	317	2	,	,	PUNCT
abr-76	317	3	g.	g.	PROPN
abr-76	317	4	,	,	PUNCT
abr-76	317	5	&	&	CCONJ
abr-76	317	6	johnson	johnson	PROPN
abr-76	317	7	,	,	PUNCT
abr-76	317	8	m.	m.	NOUN
abr-76	317	9	2003	2003	NUM
abr-76	317	10	.	.	PUNCT
abr-76	318	1	perceptions	perception	NOUN
abr-76	318	2	of	of	ADP
abr-76	318	3	ethical	ethical	ADJ
abr-76	318	4	and	and	CCONJ
abr-76	318	5	unethical	unethical	ADJ
abr-76	318	6	labor	labor	NOUN
abr-76	318	7	negotiation	negotiation	NOUN
abr-76	318	8	gambits	gambit	NOUN
abr-76	318	9	.	.	PUNCT
abr-76	319	1	ethics	ethic	NOUN
abr-76	319	2	and	and	CCONJ
abr-76	319	3	critical	critical	ADJ
abr-76	319	4	thinking	thinking	NOUN
abr-76	319	5	quarterly	quarterly	ADJ
abr-76	319	6	journal	journal	NOUN
abr-76	319	7	,	,	PUNCT
abr-76	319	8	1	1	NUM
abr-76	319	9	:	:	SYM
abr-76	319	10	83	83	NUM
abr-76	319	11	-	-	SYM
abr-76	319	12	107	107	NUM
abr-76	319	13	.	.	PUNCT
abr-76	320	1	kirkpatrick	kirkpatrick	PROPN
abr-76	320	2	,	,	PUNCT
abr-76	320	3	d.	d.	PROPN
abr-76	320	4	1959	1959	NUM
abr-76	320	5	.	.	PUNCT
abr-76	321	1	techniques	technique	NOUN
abr-76	321	2	for	for	ADP
abr-76	321	3	evaluating	evaluate	VERB
abr-76	321	4	training	training	NOUN
abr-76	321	5	programs	program	NOUN
abr-76	321	6	.	.	PUNCT
abr-76	322	1	journal	journal	NOUN
abr-76	322	2	of	of	ADP
abr-76	322	3	the	the	DET
abr-76	322	4	american	american	ADJ
abr-76	322	5	society	society	NOUN
abr-76	322	6	of	of	ADP
abr-76	322	7	training	training	NOUN
abr-76	322	8	directors	director	NOUN
abr-76	322	9	,	,	PUNCT
abr-76	322	10	13	13	NUM
abr-76	322	11	:	:	SYM
abr-76	322	12	3	3	NUM
abr-76	322	13	-	-	SYM
abr-76	322	14	26	26	NUM
abr-76	322	15	.	.	PUNCT
abr-76	323	1	kirkpatrick	kirkpatrick	PROPN
abr-76	323	2	,	,	PUNCT
abr-76	323	3	d.	d.	PROPN
abr-76	323	4	,	,	PUNCT
abr-76	323	5	&	&	CCONJ
abr-76	323	6	kirkpatrick	kirkpatrick	PROPN
abr-76	323	7	,	,	PUNCT
abr-76	323	8	j.	j.	PROPN
abr-76	323	9	2006	2006	NUM
abr-76	323	10	.	.	PUNCT
abr-76	324	1	evaluating	evaluate	VERB
abr-76	324	2	training	training	NOUN
abr-76	324	3	programs	program	NOUN
abr-76	324	4	.	.	PUNCT
abr-76	325	1	san	san	PROPN
abr-76	325	2	francisco	francisco	PROPN
abr-76	325	3	:	:	PUNCT
abr-76	325	4	berrett	berrett	PROPN
abr-76	325	5	-	-	PUNCT
abr-76	325	6	koehler	koehler	NOUN
abr-76	325	7	.	.	PUNCT
abr-76	326	1	kochan	kochan	PROPN
abr-76	326	2	,	,	PUNCT
abr-76	326	3	t.	t.	PROPN
abr-76	326	4	,	,	PUNCT
abr-76	326	5	&	&	CCONJ
abr-76	326	6	osterman	osterman	PROPN
abr-76	326	7	,	,	PUNCT
abr-76	326	8	p.	p.	NOUN
abr-76	326	9	1994	1994	NUM
abr-76	326	10	.	.	PUNCT
abr-76	327	1	the	the	DET
abr-76	327	2	mutual	mutual	ADJ
abr-76	327	3	gains	gain	NOUN
abr-76	327	4	enterprise	enterprise	NOUN
abr-76	327	5	.	.	PUNCT
abr-76	328	1	boston	boston	PROPN
abr-76	328	2	:	:	PUNCT
abr-76	328	3	harvard	harvard	PROPN
abr-76	328	4	business	business	PROPN
abr-76	328	5	school	school	PROPN
abr-76	328	6	press	press	NOUN
abr-76	328	7	.	.	PUNCT
abr-76	329	1	lakhani	lakhani	PROPN
abr-76	329	2	,	,	PUNCT
abr-76	329	3	d.	d.	PROPN
abr-76	329	4	2005	2005	NUM
abr-76	329	5	.	.	PUNCT
abr-76	330	1	persuasion	persuasion	NOUN
abr-76	330	2	.	.	PUNCT
abr-76	331	1	hoboken	hoboken	PROPN
abr-76	331	2	,	,	PUNCT
abr-76	331	3	n.j	n.j	PROPN
abr-76	331	4	.	.	PROPN
abr-76	331	5	:	:	PUNCT
abr-76	332	1	john	john	PROPN
abr-76	332	2	wiley	wiley	PROPN
abr-76	332	3	and	and	CCONJ
abr-76	332	4	sons	son	NOUN
abr-76	332	5	.	.	PUNCT
abr-76	333	1	learning-theories.com	learning-theories.com	X
abr-76	333	2	.	.	PROPN
abr-76	333	3	2010	2010	NUM
abr-76	333	4	.	.	PUNCT
abr-76	334	1	addie	addie	PROPN
abr-76	334	2	model	model	PROPN
abr-76	334	3	.	.	PUNCT
abr-76	335	1	retrieved	retrieve	VERB
abr-76	335	2	on	on	ADP
abr-76	335	3	may	may	PROPN
abr-76	335	4	25	25	NUM
abr-76	335	5	,	,	PUNCT
abr-76	335	6	2010	2010	NUM
abr-76	335	7	from	from	ADP
abr-76	335	8	http://www.learningtheories.com/addie-model.html	http://www.learningtheories.com/addie-model.html	PROPN
abr-76	335	9	.	.	PUNCT
abr-76	336	1	learnmarketing.net	learnmarketing.net	PROPN
abr-76	336	2	.	.	PUNCT
abr-76	337	1	2011	2011	NUM
abr-76	337	2	.	.	PUNCT
abr-76	338	1	smart	smart	ADJ
abr-76	338	2	.	.	PUNCT
abr-76	339	1	retrieved	retrieve	VERB
abr-76	339	2	on	on	ADP
abr-76	339	3	september	september	PROPN
abr-76	339	4	3	3	NUM
abr-76	339	5	,	,	PUNCT
abr-76	339	6	2011	2011	NUM
abr-76	339	7	from	from	ADP
abr-76	339	8	http://www.learnmarketing	http://www.learnmarkete	VERB
abr-76	339	9	.	.	PUNCT
abr-76	340	1	net	net	PROPN
abr-76	340	2	/	/	SYM
abr-76	340	3	smart.htm	smart.htm	PROPN
abr-76	340	4	.	.	PUNCT
abr-76	341	1	lewicki	lewicki	PROPN
abr-76	341	2	,	,	PUNCT
abr-76	341	3	r.	r.	PROPN
abr-76	341	4	,	,	PUNCT
abr-76	341	5	&	&	CCONJ
abr-76	341	6	robinson	robinson	PROPN
abr-76	341	7	,	,	PUNCT
abr-76	341	8	r.	r.	PROPN
abr-76	341	9	1998	1998	NUM
abr-76	341	10	.	.	PUNCT
abr-76	342	1	ethical	ethical	ADJ
abr-76	342	2	and	and	CCONJ
abr-76	342	3	unethical	unethical	ADJ
abr-76	342	4	bargaining	bargaining	NOUN
abr-76	342	5	tactics	tactic	NOUN
abr-76	342	6	:	:	PUNCT
abr-76	342	7	an	an	DET
abr-76	342	8	empirical	empirical	ADJ
abr-76	342	9	study	study	NOUN
abr-76	342	10	.	.	PUNCT
abr-76	343	1	journal	journal	PROPN
abr-76	343	2	of	of	ADP
abr-76	343	3	business	business	NOUN
abr-76	343	4	ethics	ethic	NOUN
abr-76	343	5	,	,	PUNCT
abr-76	343	6	17	17	NUM
abr-76	343	7	:	:	PUNCT
abr-76	343	8	665	665	NUM
abr-76	343	9	-	-	SYM
abr-76	343	10	682	682	NUM
abr-76	343	11	.	.	PUNCT
abr-76	344	1	kaupins	kaupin	NOUN
abr-76	344	2	and	and	CCONJ
abr-76	344	3	johnson	johnson	PROPN
abr-76	344	4	advances	advance	VERB
abr-76	344	5	in	in	ADP
abr-76	344	6	business	business	NOUN
abr-76	344	7	research	research	NOUN
abr-76	344	8	2011	2011	NUM
abr-76	344	9	,	,	PUNCT
abr-76	344	10	vol	vol	NOUN
abr-76	344	11	.	.	PROPN
abr-76	345	1	2	2	NUM
abr-76	345	2	,	,	PUNCT
abr-76	345	3	no	no	INTJ
abr-76	345	4	.	.	NOUN
abr-76	345	5	1	1	NUM
abr-76	345	6	,	,	PUNCT
abr-76	345	7	238	238	NUM
abr-76	345	8	-	-	SYM
abr-76	345	9	246	246	NUM
abr-76	345	10	246	246	NUM
abr-76	345	11	mathis	mathis	PROPN
abr-76	345	12	,	,	PUNCT
abr-76	345	13	r.	r.	PROPN
abr-76	345	14	,	,	PUNCT
abr-76	345	15	&	&	CCONJ
abr-76	345	16	jackson	jackson	PROPN
abr-76	345	17	,	,	PUNCT
abr-76	345	18	j.	j.	PROPN
abr-76	345	19	2011	2011	NUM
abr-76	345	20	.	.	PUNCT
abr-76	346	1	human	human	ADJ
abr-76	346	2	resource	resource	NOUN
abr-76	346	3	management	management	NOUN
abr-76	346	4	.	.	PUNCT
abr-76	347	1	mason	mason	PROPN
abr-76	347	2	,	,	PUNCT
abr-76	347	3	oh	oh	INTJ
abr-76	347	4	:	:	PUNCT
abr-76	347	5	thomson	thomson	PROPN
abr-76	347	6	south	south	PROPN
abr-76	347	7	-	-	PUNCT
abr-76	347	8	western	western	ADJ
abr-76	347	9	.	.	PUNCT
abr-76	348	1	mager	mager	PROPN
abr-76	348	2	,	,	PUNCT
abr-76	348	3	r.	r.	PROPN
abr-76	348	4	1962	1962	NUM
abr-76	348	5	.	.	PUNCT
abr-76	349	1	preparing	prepare	VERB
abr-76	349	2	objectives	objective	NOUN
abr-76	349	3	for	for	ADP
abr-76	349	4	programmed	program	VERB
abr-76	349	5	instruction	instruction	NOUN
abr-76	349	6	.	.	PUNCT
abr-76	350	1	san	san	PROPN
abr-76	350	2	francisco	francisco	PROPN
abr-76	350	3	,	,	PUNCT
abr-76	350	4	ca	ca	PROPN
abr-76	350	5	:	:	PUNCT
abr-76	350	6	fearon	fearon	NOUN
abr-76	350	7	publishers	publisher	NOUN
abr-76	350	8	.	.	PUNCT
abr-76	351	1	mccormack	mccormack	PROPN
abr-76	351	2	,	,	PUNCT
abr-76	351	3	m.	m.	NOUN
abr-76	351	4	1995	1995	NUM
abr-76	351	5	.	.	PUNCT
abr-76	352	1	on	on	ADP
abr-76	352	2	negotiating	negotiate	VERB
abr-76	352	3	.	.	PUNCT
abr-76	353	1	beverly	beverly	PROPN
abr-76	353	2	hills	hills	PROPN
abr-76	353	3	,	,	PUNCT
abr-76	353	4	ca	can	AUX
abr-76	353	5	:	:	PUNCT
abr-76	353	6	dove	dove	VERB
abr-76	353	7	books	book	NOUN
abr-76	353	8	.	.	PUNCT
abr-76	354	1	negotiationtactics.net	negotiationtactics.net	NOUN
abr-76	354	2	.	.	PUNCT
abr-76	355	1	2010	2010	NUM
abr-76	355	2	.	.	PUNCT
abr-76	356	1	negotiation	negotiation	NOUN
abr-76	356	2	tactics	tactic	NOUN
abr-76	356	3	,	,	PUNCT
abr-76	356	4	advice	advice	NOUN
abr-76	356	5	,	,	PUNCT
abr-76	356	6	tips	tip	NOUN
abr-76	356	7	,	,	PUNCT
abr-76	356	8	and	and	CCONJ
abr-76	356	9	influencing	influence	VERB
abr-76	356	10	skills	skill	NOUN
abr-76	356	11	for	for	ADP
abr-76	356	12	life	life	NOUN
abr-76	356	13	.	.	PUNCT
abr-76	357	1	retrieved	retrieve	VERB
abr-76	357	2	on	on	ADP
abr-76	357	3	may	may	PROPN
abr-76	357	4	21	21	NUM
abr-76	357	5	,	,	PUNCT
abr-76	357	6	2010	2010	NUM
abr-76	357	7	from	from	ADP
abr-76	357	8	http://www.negotiationtactics.net/.	http://www.negotiationtactics.net/.	PROPN
abr-76	357	9	reardon	reardon	PROPN
abr-76	357	10	,	,	PUNCT
abr-76	357	11	k.	k.	PROPN
abr-76	357	12	2004	2004	NUM
abr-76	357	13	.	.	PUNCT
abr-76	358	1	the	the	DET
abr-76	358	2	skilled	skilled	ADJ
abr-76	358	3	negotiatior	negotiatior	PROPN
abr-76	358	4	.	.	PUNCT
abr-76	359	1	san	san	PROPN
abr-76	359	2	francisco	francisco	PROPN
abr-76	359	3	:	:	PUNCT
abr-76	359	4	jossey	jossey	NOUN
abr-76	359	5	-	-	PUNCT
abr-76	359	6	bass	bass	NOUN
abr-76	359	7	.	.	PUNCT
abr-76	359	8	robbins	robbins	PROPN
abr-76	359	9	,	,	PUNCT
abr-76	359	10	s.	s.	PROPN
abr-76	359	11	,	,	PUNCT
abr-76	359	12	&	&	CCONJ
abr-76	359	13	judge	judge	PROPN
abr-76	359	14	,	,	PUNCT
abr-76	359	15	t.	t.	PROPN
abr-76	359	16	2011	2011	NUM
abr-76	359	17	.	.	PUNCT
abr-76	360	1	organizational	organizational	ADJ
abr-76	360	2	behavior	behavior	NOUN
abr-76	360	3	.	.	PUNCT
abr-76	361	1	upper	upper	ADJ
abr-76	361	2	saddle	saddle	PROPN
abr-76	361	3	river	river	PROPN
abr-76	361	4	,	,	PUNCT
abr-76	361	5	nj	nj	PROPN
abr-76	361	6	:	:	PUNCT
abr-76	361	7	prentice	prentice	PROPN
abr-76	361	8	hall	hall	PROPN
abr-76	361	9	.	.	PUNCT
abr-76	362	1	robinson	robinson	PROPN
abr-76	362	2	,	,	PUNCT
abr-76	362	3	r.	r.	PROPN
abr-76	362	4	,	,	PUNCT
abr-76	362	5	lweicki	lweicki	PROPN
abr-76	362	6	,	,	PUNCT
abr-76	362	7	r.	r.	PROPN
abr-76	362	8	,	,	PUNCT
abr-76	362	9	&	&	CCONJ
abr-76	362	10	donahue	donahue	PROPN
abr-76	362	11	,	,	PUNCT
abr-76	362	12	e.	e.	PROPN
abr-76	362	13	2000	2000	NUM
abr-76	362	14	.	.	PUNCT
abr-76	363	1	extending	extend	VERB
abr-76	363	2	and	and	CCONJ
abr-76	363	3	testing	test	VERB
abr-76	363	4	a	a	DET
abr-76	363	5	five	five	NUM
abr-76	363	6	factor	factor	NOUN
abr-76	363	7	model	model	NOUN
abr-76	363	8	of	of	ADP
abr-76	363	9	ethical	ethical	ADJ
abr-76	363	10	and	and	CCONJ
abr-76	363	11	unethical	unethical	ADJ
abr-76	363	12	bargaining	bargaining	NOUN
abr-76	363	13	tactics	tactic	NOUN
abr-76	363	14	:	:	PUNCT
abr-76	363	15	introducing	introduce	VERB
abr-76	363	16	the	the	DET
abr-76	363	17	sins	sin	NOUN
abr-76	363	18	scale	scale	NOUN
abr-76	363	19	.	.	PUNCT
abr-76	364	1	journal	journal	NOUN
abr-76	364	2	of	of	ADP
abr-76	364	3	organizational	organizational	ADJ
abr-76	364	4	behavior	behavior	NOUN
abr-76	364	5	,	,	PUNCT
abr-76	364	6	21	21	NUM
abr-76	364	7	:	:	PUNCT
abr-76	364	8	649664	649664	NUM
abr-76	364	9	.	.	PUNCT
abr-76	365	1	spence	spence	NOUN
abr-76	365	2	,	,	PUNCT
abr-76	365	3	m.	m.	NOUN
abr-76	365	4	1973	1973	NUM
abr-76	365	5	.	.	PUNCT
abr-76	366	1	job	job	NOUN
abr-76	366	2	market	market	NOUN
abr-76	366	3	signalling	signal	VERB
abr-76	366	4	.	.	PUNCT
abr-76	367	1	quarterly	quarterly	ADJ
abr-76	367	2	journal	journal	NOUN
abr-76	367	3	for	for	ADP
abr-76	367	4	economics	economic	NOUN
abr-76	367	5	,	,	PUNCT
abr-76	367	6	83	83	NUM
abr-76	367	7	:	:	SYM
abr-76	367	8	355	355	NUM
abr-76	367	9	-	-	SYM
abr-76	367	10	377	377	NUM
abr-76	367	11	.	.	PUNCT
abr-76	368	1	stiglitz	stiglitz	PROPN
abr-76	368	2	,	,	PUNCT
abr-76	368	3	j.	j.	PROPN
abr-76	368	4	1975	1975	NUM
abr-76	368	5	.	.	PUNCT
abr-76	369	1	the	the	DET
abr-76	369	2	theory	theory	NOUN
abr-76	369	3	of	of	ADP
abr-76	369	4	screening	screening	NOUN
abr-76	369	5	,	,	PUNCT
abr-76	369	6	education	education	NOUN
abr-76	369	7	and	and	CCONJ
abr-76	369	8	the	the	DET
abr-76	369	9	distribution	distribution	NOUN
abr-76	369	10	of	of	ADP
abr-76	369	11	income	income	NOUN
abr-76	369	12	.	.	PUNCT
abr-76	370	1	quarterly	quarterly	ADJ
abr-76	370	2	journal	journal	NOUN
abr-76	370	3	of	of	ADP
abr-76	370	4	economics	economics	PROPN
abr-76	370	5	review	review	PROPN
abr-76	370	6	,	,	PUNCT
abr-76	370	7	65	65	NUM
abr-76	370	8	:	:	SYM
abr-76	370	9	283	283	NUM
abr-76	370	10	-	-	SYM
abr-76	370	11	300	300	NUM
abr-76	370	12	.	.	PUNCT
abr-76	371	1	syque	syque	NOUN
abr-76	371	2	.	.	PUNCT
abr-76	372	1	2009	2009	NUM
abr-76	372	2	.	.	PUNCT
abr-76	373	1	negotiation	negotiation	NOUN
abr-76	373	2	tactics	tactic	NOUN
abr-76	373	3	.	.	PUNCT
abr-76	374	1	retrieved	retrieve	VERB
abr-76	374	2	on	on	ADP
abr-76	374	3	february	february	PROPN
abr-76	374	4	5	5	NUM
abr-76	374	5	,	,	PUNCT
abr-76	374	6	2009	2009	NUM
abr-76	374	7	from	from	ADP
abr-76	374	8	http://changingminds.org/	http://changingminds.org/	PRON
abr-76	374	9	disciplines	discipline	NOUN
abr-76	374	10	/	/	SYM
abr-76	374	11	negotiation	negotiation	NOUN
abr-76	374	12	/	/	SYM
abr-76	374	13	tactics	tactic	NOUN
abr-76	374	14	/	/	SYM
abr-76	374	15	tactics.htm	tactics.htm	NOUN
abr-76	374	16	.	.	PUNCT
abr-76	375	1	thompson	thompson	PROPN
abr-76	375	2	,	,	PUNCT
abr-76	375	3	l.	l.	NOUN
abr-76	375	4	1998	1998	NUM
abr-76	375	5	.	.	PUNCT
abr-76	376	1	the	the	DET
abr-76	376	2	mind	mind	NOUN
abr-76	376	3	and	and	CCONJ
abr-76	376	4	heart	heart	NOUN
abr-76	376	5	of	of	ADP
abr-76	376	6	the	the	DET
abr-76	376	7	negotiator	negotiator	NOUN
abr-76	376	8	.	.	PUNCT
abr-76	377	1	upper	upper	ADJ
abr-76	377	2	saddle	saddle	PROPN
abr-76	377	3	river	river	NOUN
abr-76	377	4	,	,	PUNCT
abr-76	377	5	n.	n.	PROPN
abr-76	377	6	j.	j.	PROPN
abr-76	377	7	:	:	PUNCT
abr-76	377	8	prentice	prentice	PROPN
abr-76	377	9	hall	hall	PROPN
abr-76	377	10	.	.	PUNCT
abr-76	378	1	ury	ury	PROPN
abr-76	378	2	,	,	PUNCT
abr-76	378	3	w.	w.	PROPN
abr-76	378	4	1993	1993	NUM
abr-76	378	5	.	.	PUNCT
abr-76	379	1	getting	get	VERB
abr-76	379	2	past	past	ADJ
abr-76	379	3	no	no	NOUN
abr-76	379	4	:	:	PUNCT
abr-76	379	5	negotiating	negotiate	VERB
abr-76	379	6	your	your	PRON
abr-76	379	7	way	way	NOUN
abr-76	379	8	from	from	ADP
abr-76	379	9	confrontation	confrontation	NOUN
abr-76	379	10	to	to	ADP
abr-76	379	11	cooperation	cooperation	NOUN
abr-76	379	12	.	.	PUNCT
abr-76	380	1	new	new	PROPN
abr-76	380	2	york	york	PROPN
abr-76	380	3	:	:	PUNCT
abr-76	380	4	bantam	bantam	NOUN
abr-76	380	5	books	book	NOUN
abr-76	380	6	.	.	PUNCT
abr-76	381	1	wall	wall	PROPN
abr-76	381	2	,	,	PUNCT
abr-76	381	3	j.	j.	PROPN
abr-76	381	4	1985	1985	NUM
abr-76	381	5	.	.	PUNCT
abr-76	382	1	negotiation	negotiation	NOUN
abr-76	382	2	:	:	PUNCT
abr-76	382	3	theory	theory	NOUN
abr-76	382	4	and	and	CCONJ
abr-76	382	5	practice	practice	NOUN
abr-76	382	6	.	.	PUNCT
abr-76	383	1	glenview	glenview	PROPN
abr-76	383	2	,	,	PUNCT
abr-76	383	3	il	il	PROPN
abr-76	383	4	:	:	PROPN
abr-76	383	5	scott	scott	PROPN
abr-76	383	6	,	,	PUNCT
abr-76	383	7	foresman	foresman	PROPN
abr-76	383	8	.	.	PUNCT
abr-76	384	1	wang	wang	PROPN
abr-76	384	2	,	,	PUNCT
abr-76	384	3	c.	c.	PROPN
abr-76	384	4	,	,	PUNCT
abr-76	384	5	wei	wei	PROPN
abr-76	384	6	,	,	PUNCT
abr-76	384	7	s.	s.	PROPN
abr-76	384	8	,	,	PUNCT
abr-76	384	9	xiang	xiang	PROPN
abr-76	384	10	,	,	PUNCT
abr-76	384	11	h.	h.	PROPN
abr-76	384	12	,	,	PUNCT
abr-76	384	13	wu	wu	PROPN
abr-76	384	14	,	,	PUNCT
abr-76	384	15	j.	j.	PROPN
abr-76	384	16	,	,	PUNCT
abr-76	384	17	xu	xu	PROPN
abr-76	384	18	,	,	PUNCT
abr-76	384	19	y.	y.	PROPN
abr-76	384	20	,	,	PUNCT
abr-76	384	21	liu	liu	PROPN
abr-76	384	22	,	,	PUNCT
abr-76	384	23	l.	l.	PROPN
abr-76	384	24	,	,	PUNCT
abr-76	384	25	&	&	CCONJ
abr-76	384	26	nie	nie	PROPN
abr-76	384	27	,	,	PUNCT
abr-76	384	28	s.	s.	PROPN
abr-76	384	29	2008	2008	NUM
abr-76	384	30	.	.	PUNCT
abr-76	385	1	development	development	NOUN
abr-76	385	2	and	and	CCONJ
abr-76	385	3	evaluation	evaluation	NOUN
abr-76	385	4	of	of	ADP
abr-76	385	5	a	a	DET
abr-76	385	6	leadership	leadership	NOUN
abr-76	385	7	training	training	NOUN
abr-76	385	8	program	program	NOUN
abr-76	385	9	for	for	ADP
abr-76	385	10	public	public	ADJ
abr-76	385	11	health	health	NOUN
abr-76	385	12	emergency	emergency	NOUN
abr-76	385	13	response	response	NOUN
abr-76	385	14	:	:	PUNCT
abr-76	385	15	results	result	NOUN
abr-76	385	16	from	from	ADP
abr-76	385	17	a	a	DET
abr-76	385	18	chinese	chinese	ADJ
abr-76	385	19	study	study	NOUN
abr-76	385	20	.	.	PUNCT
abr-76	386	1	public	public	ADJ
abr-76	386	2	health	health	NOUN
abr-76	386	3	,	,	PUNCT
abr-76	386	4	8	8	NUM
abr-76	386	5	:	:	SYM
abr-76	386	6	377	377	NUM
abr-76	386	7	-	-	SYM
abr-76	386	8	387	387	NUM
abr-76	386	9	.	.	PUNCT
abr-76	387	1	wisegeek.com	wisegeek.com	X
abr-76	387	2	.	.	NOUN
abr-76	388	1	2010	2010	NUM
abr-76	388	2	.	.	PUNCT
abr-76	389	1	how	how	SCONJ
abr-76	389	2	do	do	AUX
abr-76	389	3	i	i	PRON
abr-76	389	4	get	get	VERB
abr-76	389	5	negotiation	negotiation	NOUN
abr-76	389	6	training	training	NOUN
abr-76	389	7	?	?	PUNCT
abr-76	390	1	retrieved	retrieve	VERB
abr-76	390	2	on	on	ADP
abr-76	390	3	may	may	PROPN
abr-76	390	4	26	26	NUM
abr-76	390	5	,	,	PUNCT
abr-76	390	6	2010	2010	NUM
abr-76	390	7	from	from	ADP
abr-76	390	8	http://www	http://www	PROPN
abr-76	390	9	.	.	PROPN
abr-76	391	1	wisegeek.com/how-do-i-get-negotiation-training.htm	wisegeek.com/how-do-i-get-negotiation-training.htm	PROPN
abr-76	391	2	.	.	PROPN
abr-76	391	3	wexley	wexley	PROPN
abr-76	391	4	,	,	PUNCT
abr-76	391	5	k.	k.	PROPN
abr-76	391	6	,	,	PUNCT
abr-76	391	7	&	&	CCONJ
abr-76	391	8	latham	latham	PROPN
abr-76	391	9	,	,	PUNCT
abr-76	391	10	g.	g.	PROPN
abr-76	391	11	developing	develop	VERB
abr-76	391	12	and	and	CCONJ
abr-76	391	13	training	train	VERB
abr-76	391	14	human	human	ADJ
abr-76	391	15	resources	resource	NOUN
abr-76	391	16	.	.	PUNCT
abr-76	392	1	glenview	glenview	PROPN
abr-76	392	2	,	,	PUNCT
abr-76	392	3	il	il	PROPN
abr-76	392	4	:	:	PROPN
abr-76	392	5	scott	scott	PROPN
abr-76	392	6	,	,	PUNCT
abr-76	392	7	foresman	foresman	PROPN
abr-76	392	8	.	.	PROPN
abr-76	392	9	worthen	worthen	PROPN
abr-76	392	10	,	,	PUNCT
abr-76	392	11	b.	b.	PROPN
abr-76	392	12	,	,	PUNCT
abr-76	392	13	&	&	CCONJ
abr-76	392	14	sanders	sanders	PROPN
abr-76	392	15	,	,	PUNCT
abr-76	392	16	j.	j.	PROPN
abr-76	392	17	1987	1987	NUM
abr-76	392	18	.	.	PUNCT
abr-76	393	1	educational	educational	ADJ
abr-76	393	2	evaluation	evaluation	NOUN
abr-76	393	3	.	.	PUNCT
abr-76	394	1	new	new	PROPN
abr-76	394	2	york	york	PROPN
abr-76	394	3	:	:	PUNCT
abr-76	395	1	longman	longman	NOUN
abr-76	395	2	.	.	PUNCT
abr-76	396	1	gundars	gundars	PROPN
abr-76	396	2	kaupins	kaupins	PROPN
abr-76	396	3	is	be	AUX
abr-76	396	4	department	department	NOUN
abr-76	396	5	chair	chair	NOUN
abr-76	396	6	and	and	CCONJ
abr-76	396	7	professor	professor	NOUN
abr-76	396	8	of	of	ADP
abr-76	396	9	management	management	NOUN
abr-76	396	10	at	at	ADP
abr-76	396	11	boise	boise	PROPN
abr-76	396	12	state	state	PROPN
abr-76	396	13	university	university	PROPN
abr-76	396	14	.	.	PUNCT
abr-76	397	1	he	he	PRON
abr-76	397	2	received	receive	VERB
abr-76	397	3	his	his	PRON
abr-76	397	4	ph.d	ph.d	NOUN
abr-76	397	5	.	.	PUNCT
abr-76	398	1	in	in	ADP
abr-76	398	2	human	human	ADJ
abr-76	398	3	resource	resource	NOUN
abr-76	398	4	management	management	NOUN
abr-76	398	5	from	from	ADP
abr-76	398	6	university	university	PROPN
abr-76	398	7	of	of	ADP
abr-76	398	8	iowa	iowa	PROPN
abr-76	398	9	and	and	CCONJ
abr-76	398	10	is	be	AUX
abr-76	398	11	certified	certify	VERB
abr-76	398	12	as	as	ADP
abr-76	398	13	a	a	DET
abr-76	398	14	senior	senior	ADJ
abr-76	398	15	professional	professional	NOUN
abr-76	398	16	in	in	ADP
abr-76	398	17	human	human	ADJ
abr-76	398	18	resources	resource	NOUN
abr-76	398	19	(	(	PUNCT
abr-76	398	20	sphr	sphr	PROPN
abr-76	398	21	)	)	PUNCT
abr-76	398	22	.	.	PUNCT
abr-76	399	1	his	his	PRON
abr-76	399	2	publications	publication	NOUN
abr-76	399	3	include	include	VERB
abr-76	399	4	over	over	ADP
abr-76	399	5	300	300	NUM
abr-76	399	6	articles	article	NOUN
abr-76	399	7	in	in	ADP
abr-76	399	8	job	job	NOUN
abr-76	399	9	evaluation	evaluation	NOUN
abr-76	399	10	,	,	PUNCT
abr-76	399	11	training	training	NOUN
abr-76	399	12	and	and	CCONJ
abr-76	399	13	development	development	NOUN
abr-76	399	14	,	,	PUNCT
abr-76	399	15	baltic	baltic	ADJ
abr-76	399	16	studies	study	NOUN
abr-76	399	17	,	,	PUNCT
abr-76	399	18	and	and	CCONJ
abr-76	399	19	human	human	ADJ
abr-76	399	20	resource	resource	NOUN
abr-76	399	21	ethics	ethic	NOUN
abr-76	399	22	in	in	ADP
abr-76	399	23	journals	journal	NOUN
abr-76	399	24	such	such	ADJ
abr-76	399	25	as	as	ADP
abr-76	399	26	the	the	DET
abr-76	399	27	academy	academy	NOUN
abr-76	399	28	of	of	ADP
abr-76	399	29	management	management	NOUN
abr-76	399	30	perspectives	perspective	NOUN
abr-76	399	31	and	and	CCONJ
abr-76	399	32	international	international	ADJ
abr-76	399	33	journal	journal	NOUN
abr-76	399	34	of	of	ADP
abr-76	399	35	technology	technology	NOUN
abr-76	399	36	and	and	CCONJ
abr-76	399	37	human	human	ADJ
abr-76	399	38	interaction	interaction	NOUN
abr-76	399	39	.	.	PUNCT
abr-76	400	1	mark	mark	PROPN
abr-76	400	2	johnson	johnson	PROPN
abr-76	400	3	is	be	AUX
abr-76	400	4	a	a	DET
abr-76	400	5	professor	professor	NOUN
abr-76	400	6	of	of	ADP
abr-76	400	7	management	management	NOUN
abr-76	400	8	at	at	ADP
abr-76	400	9	idaho	idaho	PROPN
abr-76	400	10	state	state	PROPN
abr-76	400	11	university	university	PROPN
abr-76	400	12	.	.	PUNCT
abr-76	401	1	he	he	PRON
abr-76	401	2	received	receive	VERB
abr-76	401	3	his	his	PRON
abr-76	401	4	ph.d	ph.d	NOUN
abr-76	401	5	.	.	PUNCT
abr-76	402	1	in	in	ADP
abr-76	402	2	industrial	industrial	ADJ
abr-76	402	3	relations	relation	NOUN
abr-76	402	4	and	and	CCONJ
abr-76	402	5	human	human	ADJ
abr-76	402	6	resources	resource	NOUN
abr-76	402	7	management	management	NOUN
abr-76	402	8	from	from	ADP
abr-76	402	9	university	university	PROPN
abr-76	402	10	of	of	ADP
abr-76	402	11	iowa	iowa	PROPN
abr-76	402	12	.	.	PUNCT
abr-76	403	1	he	he	PRON
abr-76	403	2	has	have	AUX
abr-76	403	3	published	publish	VERB
abr-76	403	4	journal	journal	NOUN
abr-76	403	5	articles	article	NOUN
abr-76	403	6	dealing	deal	VERB
abr-76	403	7	with	with	ADP
abr-76	403	8	compensation	compensation	NOUN
abr-76	403	9	,	,	PUNCT
abr-76	403	10	performance	performance	NOUN
abr-76	403	11	appraisal	appraisal	NOUN
abr-76	403	12	,	,	PUNCT
abr-76	403	13	personnel	personnel	NOUN
abr-76	403	14	interviewing	interviewing	NOUN
abr-76	403	15	and	and	CCONJ
abr-76	403	16	testing	testing	NOUN
abr-76	403	17	,	,	PUNCT
abr-76	403	18	training	training	NOUN
abr-76	403	19	,	,	PUNCT
abr-76	403	20	downsizing	downsize	VERB
abr-76	403	21	,	,	PUNCT
abr-76	403	22	total	total	ADJ
abr-76	403	23	quality	quality	NOUN
abr-76	403	24	management	management	NOUN
abr-76	403	25	,	,	PUNCT
abr-76	403	26	negotiations	negotiation	NOUN
abr-76	403	27	and	and	CCONJ
abr-76	403	28	contract	contract	NOUN
abr-76	403	29	administration	administration	NOUN
abr-76	403	30	.	.	PUNCT
abr-76	404	1	dr	dr	PROPN
abr-76	404	2	.	.	PROPN
abr-76	404	3	johnson	johnson	PROPN
abr-76	404	4	has	have	AUX
abr-76	404	5	been	be	AUX
abr-76	404	6	certified	certify	VERB
abr-76	404	7	by	by	ADP
abr-76	404	8	the	the	DET
abr-76	404	9	human	human	ADJ
abr-76	404	10	resources	resource	NOUN
abr-76	404	11	certification	certification	PROPN
abr-76	404	12	institute	institute	PROPN
abr-76	404	13	and	and	CCONJ
abr-76	404	14	the	the	DET
abr-76	404	15	society	society	NOUN
abr-76	404	16	of	of	ADP
abr-76	404	17	human	human	ADJ
abr-76	404	18	resource	resource	NOUN
abr-76	404	19	managers	manager	NOUN
abr-76	404	20	as	as	ADP
abr-76	404	21	a	a	DET
abr-76	404	22	senior	senior	ADJ
abr-76	404	23	professional	professional	NOUN
abr-76	404	24	in	in	ADP
abr-76	404	25	human	human	ADJ
abr-76	404	26	resources	resource	NOUN
abr-76	404	27	(	(	PUNCT
abr-76	404	28	sphr	sphr	PROPN
abr-76	404	29	)	)	PUNCT
abr-76	404	30	.	.	PUNCT