id	sid	tid	token	lemma	pos
absel-1844	1	1	teaching	teach	VERB
absel-1844	1	2	counselor	counselor	NOUN
absel-1844	1	3	selling	sell	VERB
absel-1844	1	4	techniques	technique	NOUN
absel-1844	1	5	developments	development	NOUN
absel-1844	1	6	in	in	ADP
absel-1844	1	7	business	business	NOUN
absel-1844	1	8	simulation	simulation	NOUN
absel-1844	1	9	&	&	CCONJ
absel-1844	1	10	experiential	experiential	ADJ
absel-1844	1	11	exercises	exercise	NOUN
absel-1844	1	12	,	,	PUNCT
absel-1844	1	13	volume	volume	NOUN
absel-1844	1	14	17	17	NUM
absel-1844	1	15	,	,	PUNCT
absel-1844	1	16	1990	1990	NUM
absel-1844	1	17	227	227	NUM
absel-1844	1	18	teaching	teaching	NOUN
absel-1844	1	19	counselor	counselor	NOUN
absel-1844	1	20	selling	selling	NOUN
absel-1844	1	21	techniques	technique	NOUN
absel-1844	1	22	ray	ray	NOUN
absel-1844	1	23	a.	a.	NOUN
absel-1844	1	24	decormier	decormier	PROPN
absel-1844	1	25	,	,	PUNCT
absel-1844	1	26	ph.d	ph.d	PROPN
absel-1844	1	27	.	.	PROPN
absel-1844	2	1	central	central	PROPN
absel-1844	2	2	connecticut	connecticut	PROPN
absel-1844	2	3	state	state	PROPN
absel-1844	2	4	university	university	NOUN
absel-1844	2	5	assistance	assistance	NOUN
absel-1844	2	6	:	:	PUNCT
absel-1844	2	7	f.u	f.u	PROPN
absel-1844	2	8	.	.	PROPN
absel-1844	2	9	decormier	decormier	PROPN
absel-1844	2	10	,	,	PUNCT
absel-1844	2	11	m.d	m.d	PROPN
absel-1844	2	12	.	.	PROPN
absel-1844	2	13	wright	wright	PROPN
absel-1844	2	14	&	&	CCONJ
absel-1844	2	15	j.w	j.w	PROPN
absel-1844	2	16	.	.	PROPN
absel-1844	2	17	focht	focht	PROPN
absel-1844	3	1	abstract	abstract	ADV
absel-1844	3	2	last	last	ADJ
absel-1844	3	3	year	year	NOUN
absel-1844	3	4	,	,	PUNCT
absel-1844	3	5	effort	effort	NOUN
absel-1844	3	6	was	be	AUX
absel-1844	3	7	spent	spend	VERB
absel-1844	3	8	introducing	introduce	VERB
absel-1844	3	9	microskills	microskill	NOUN
absel-1844	3	10	.	.	PUNCT
absel-1844	4	1	due	due	ADP
absel-1844	4	2	to	to	ADP
absel-1844	4	3	the	the	DET
absel-1844	4	4	interest	interest	NOUN
absel-1844	4	5	,	,	PUNCT
absel-1844	4	6	this	this	DET
absel-1844	4	7	paper	paper	NOUN
absel-1844	4	8	was	be	AUX
absel-1844	4	9	written	write	VERB
absel-1844	4	10	to	to	PART
absel-1844	4	11	describe	describe	VERB
absel-1844	4	12	how	how	SCONJ
absel-1844	4	13	this	this	DET
absel-1844	4	14	material	material	NOUN
absel-1844	4	15	is	be	AUX
absel-1844	4	16	taught	teach	VERB
absel-1844	4	17	.	.	PUNCT
absel-1844	5	1	to	to	PART
absel-1844	5	2	be	be	AUX
absel-1844	5	3	an	an	DET
absel-1844	5	4	effective	effective	ADJ
absel-1844	5	5	salesperson	salesperson	NOUN
absel-1844	5	6	,	,	PUNCT
absel-1844	5	7	one	one	PRON
absel-1844	5	8	must	must	AUX
absel-1844	5	9	internalize	internalize	VERB
absel-1844	5	10	certain	certain	ADJ
absel-1844	5	11	skills	skill	NOUN
absel-1844	5	12	through	through	ADP
absel-1844	5	13	repetition	repetition	NOUN
absel-1844	5	14	so	so	SCONJ
absel-1844	5	15	that	that	SCONJ
absel-1844	5	16	one	one	NOUN
absel-1844	5	17	can	can	AUX
absel-1844	5	18	immediately	immediately	ADV
absel-1844	5	19	react	react	VERB
absel-1844	5	20	to	to	ADP
absel-1844	5	21	a	a	DET
absel-1844	5	22	prospect	prospect	NOUN
absel-1844	5	23	’s	’s	PART
absel-1844	5	24	response	response	NOUN
absel-1844	5	25	.	.	PUNCT
absel-1844	6	1	to	to	PART
absel-1844	6	2	do	do	VERB
absel-1844	6	3	this	this	PRON
absel-1844	6	4	,	,	PUNCT
absel-1844	6	5	one	one	PRON
absel-1844	6	6	needs	need	VERB
absel-1844	6	7	knowledge	knowledge	NOUN
absel-1844	6	8	in	in	ADP
absel-1844	6	9	the	the	DET
absel-1844	6	10	areas	area	NOUN
absel-1844	6	11	of	of	ADP
absel-1844	6	12	microskills	microskill	NOUN
absel-1844	6	13	,	,	PUNCT
absel-1844	6	14	applied	apply	VERB
absel-1844	6	15	psychology	psychology	NOUN
absel-1844	6	16	,	,	PUNCT
absel-1844	6	17	and	and	CCONJ
absel-1844	6	18	sales	sale	NOUN
absel-1844	6	19	process	process	NOUN
absel-1844	6	20	.	.	PUNCT
absel-1844	7	1	microskills	microskill	NOUN
absel-1844	7	2	“	"	PUNCT
absel-1844	7	3	a	a	DET
absel-1844	7	4	microskill	microskill	NOUN
absel-1844	7	5	is	be	AUX
absel-1844	7	6	an	an	DET
absel-1844	7	7	identifiable	identifiable	ADJ
absel-1844	7	8	,	,	PUNCT
absel-1844	7	9	discrete	discrete	ADJ
absel-1844	7	10	,	,	PUNCT
absel-1844	7	11	behavioral	behavioral	ADJ
absel-1844	7	12	unit	unit	NOUN
absel-1844	7	13	which	which	PRON
absel-1844	7	14	includes	include	VERB
absel-1844	7	15	verbal	verbal	ADJ
absel-1844	7	16	and/or	and/or	CCONJ
absel-1844	7	17	bodily	bodily	ADJ
absel-1844	7	18	gestures	gesture	NOUN
absel-1844	7	19	that	that	SCONJ
absel-1844	7	20	facilitate	facilitate	VERB
absel-1844	7	21	interpersonal	interpersonal	ADJ
absel-1844	7	22	communication	communication	NOUN
absel-1844	7	23	.	.	PUNCT
absel-1844	7	24	”	"	PUNCT
absel-1844	8	1	the	the	DET
absel-1844	8	2	first	first	ADJ
absel-1844	8	3	one	one	NOUN
absel-1844	8	4	taught	teach	VERB
absel-1844	8	5	to	to	ADP
absel-1844	8	6	students	student	NOUN
absel-1844	8	7	is	be	AUX
absel-1844	8	8	called	call	VERB
absel-1844	8	9	reversing	reverse	VERB
absel-1844	8	10	“	"	PUNCT
absel-1844	8	11	…	…	PUNCT
absel-1844	8	12	the	the	DET
absel-1844	8	13	skill	skill	NOUN
absel-1844	8	14	of	of	ADP
absel-1844	8	15	answering	answer	VERB
absel-1844	8	16	a	a	DET
absel-1844	8	17	question	question	NOUN
absel-1844	8	18	with	with	ADP
absel-1844	8	19	a	a	DET
absel-1844	8	20	question	question	NOUN
absel-1844	8	21	.	.	PUNCT
absel-1844	8	22	”	"	PUNCT
absel-1844	9	1	for	for	ADP
absel-1844	9	2	most	most	ADJ
absel-1844	9	3	people	people	NOUN
absel-1844	9	4	,	,	PUNCT
absel-1844	9	5	reversing	reverse	VERB
absel-1844	9	6	is	be	AUX
absel-1844	9	7	unnatural	unnatural	ADJ
absel-1844	9	8	and	and	CCONJ
absel-1844	9	9	sounds	sound	VERB
absel-1844	9	10	obnoxious	obnoxious	ADJ
absel-1844	9	11	if	if	SCONJ
absel-1844	9	12	not	not	PART
absel-1844	9	13	done	do	VERB
absel-1844	9	14	correctly	correctly	ADV
absel-1844	9	15	.	.	PUNCT
absel-1844	10	1	to	to	PART
absel-1844	10	2	overcome	overcome	VERB
absel-1844	10	3	this	this	DET
absel-1844	10	4	problem	problem	NOUN
absel-1844	10	5	,	,	PUNCT
absel-1844	10	6	one	one	PRON
absel-1844	10	7	would	would	AUX
absel-1844	10	8	use	use	VERB
absel-1844	10	9	the	the	DET
absel-1844	10	10	microskill	microskill	NOUN
absel-1844	10	11	of	of	ADP
absel-1844	10	12	acknowledging	acknowledging	NOUN
absel-1844	10	13	.	.	PUNCT
absel-1844	11	1	these	these	PRON
absel-1844	11	2	are	be	AUX
absel-1844	11	3	phrases	phrase	NOUN
absel-1844	11	4	,	,	PUNCT
absel-1844	11	5	which	which	PRON
absel-1844	11	6	warmly	warmly	ADV
absel-1844	11	7	and	and	CCONJ
absel-1844	11	8	politely	politely	ADV
absel-1844	11	9	respond	respond	VERB
absel-1844	11	10	to	to	ADP
absel-1844	11	11	a	a	DET
absel-1844	11	12	prospects	prospect	NOUN
absel-1844	11	13	statement	statement	NOUN
absel-1844	11	14	or	or	CCONJ
absel-1844	11	15	question	question	NOUN
absel-1844	11	16	,	,	PUNCT
absel-1844	11	17	not	not	PART
absel-1844	11	18	in	in	ADP
absel-1844	11	19	an	an	DET
absel-1844	11	20	agreeing	agreeing	NOUN
absel-1844	11	21	or	or	CCONJ
absel-1844	11	22	disagreeing	disagree	VERB
absel-1844	11	23	fashion	fashion	NOUN
absel-1844	11	24	,	,	PUNCT
absel-1844	11	25	but	but	CCONJ
absel-1844	11	26	in	in	ADP
absel-1844	11	27	an	an	DET
absel-1844	11	28	understanding	understanding	NOUN
absel-1844	11	29	and	and	CCONJ
absel-1844	11	30	attending	attend	VERB
absel-1844	11	31	manner	manner	NOUN
absel-1844	11	32	.	.	PUNCT
absel-1844	12	1	for	for	ADP
absel-1844	12	2	example	example	NOUN
absel-1844	12	3	:	:	PUNCT
absel-1844	12	4	“	"	PUNCT
absel-1844	12	5	i	i	PRON
absel-1844	12	6	can	can	AUX
absel-1844	12	7	appreciate	appreciate	VERB
absel-1844	12	8	your	your	PRON
absel-1844	12	9	question	question	NOUN
absel-1844	12	10	,	,	PUNCT
absel-1844	12	11	are	be	AUX
absel-1844	12	12	there	there	PRON
absel-1844	12	13	any	any	DET
absel-1844	12	14	other	other	ADJ
absel-1844	12	15	points	point	NOUN
absel-1844	12	16	you	you	PRON
absel-1844	12	17	’d	’d	VERB
absel-1844	12	18	like	like	ADP
absel-1844	12	19	me	i	PRON
absel-1844	12	20	to	to	PART
absel-1844	12	21	consider	consider	VERB
absel-1844	12	22	?	?	PUNCT
absel-1844	12	23	”	"	PUNCT
absel-1844	12	24	also	also	ADV
absel-1844	12	25	,	,	PUNCT
absel-1844	12	26	by	by	ADP
absel-1844	12	27	adroitly	adroitly	ADV
absel-1844	12	28	using	use	VERB
absel-1844	12	29	acknowledging	acknowledging	NOUN
absel-1844	12	30	and	and	CCONJ
absel-1844	12	31	reversing	reverse	VERB
absel-1844	12	32	in	in	ADP
absel-1844	12	33	concert	concert	NOUN
absel-1844	12	34	,	,	PUNCT
absel-1844	12	35	students	student	NOUN
absel-1844	12	36	learn	learn	VERB
absel-1844	12	37	to	to	PART
absel-1844	12	38	control	control	VERB
absel-1844	12	39	the	the	DET
absel-1844	12	40	conversation	conversation	NOUN
absel-1844	12	41	.	.	PUNCT
absel-1844	13	1	this	this	PRON
absel-1844	13	2	is	be	AUX
absel-1844	13	3	so	so	SCONJ
absel-1844	13	4	because	because	SCONJ
absel-1844	13	5	it	it	PRON
absel-1844	13	6	gives	give	VERB
absel-1844	13	7	them	they	PRON
absel-1844	13	8	the	the	DET
absel-1844	13	9	ability	ability	NOUN
absel-1844	13	10	to	to	PART
absel-1844	13	11	control	control	VERB
absel-1844	13	12	the	the	DET
absel-1844	13	13	questioning	questioning	NOUN
absel-1844	13	14	process	process	NOUN
absel-1844	13	15	and	and	CCONJ
absel-1844	13	16	“	"	PUNCT
absel-1844	13	17	...	...	PUNCT
absel-1844	13	18	s	s	X
absel-1844	13	19	/	/	SYM
absel-1844	13	20	he	he	PRON
absel-1844	13	21	who	who	PRON
absel-1844	13	22	controls	control	VERB
absel-1844	13	23	the	the	DET
absel-1844	13	24	question	question	NOUN
absel-1844	13	25	,	,	PUNCT
absel-1844	13	26	controls	control	VERB
absel-1844	13	27	the	the	DET
absel-1844	13	28	conversation	conversation	NOUN
absel-1844	13	29	.	.	PUNCT
absel-1844	13	30	”	"	PUNCT
absel-1844	14	1	applied	apply	VERB
absel-1844	14	2	psychology	psychology	NOUN
absel-1844	14	3	prospect	prospect	NOUN
absel-1844	14	4	’s	’s	PART
absel-1844	14	5	personality	personality	NOUN
absel-1844	14	6	:	:	PUNCT
absel-1844	14	7	students	student	NOUN
absel-1844	14	8	learn	learn	VERB
absel-1844	14	9	to	to	PART
absel-1844	14	10	categorize	categorize	VERB
absel-1844	14	11	a	a	DET
absel-1844	14	12	prospect	prospect	NOUN
absel-1844	14	13	into	into	ADP
absel-1844	14	14	one	one	NUM
absel-1844	14	15	of	of	ADP
absel-1844	14	16	four	four	NUM
absel-1844	14	17	personality	personality	NOUN
absel-1844	14	18	types	type	NOUN
absel-1844	14	19	,	,	PUNCT
absel-1844	14	20	q1	q1	PROPN
absel-1844	14	21	,	,	PUNCT
absel-1844	14	22	q2	q2	NOUN
absel-1844	14	23	,	,	PUNCT
absel-1844	14	24	q3	q3	PROPN
absel-1844	14	25	,	,	PUNCT
absel-1844	14	26	and	and	CCONJ
absel-1844	14	27	q4	q4	PROPN
absel-1844	14	28	.	.	PUNCT
absel-1844	15	1	this	this	PRON
absel-1844	15	2	,	,	PUNCT
absel-1844	15	3	in	in	ADP
absel-1844	15	4	conjunction	conjunction	NOUN
absel-1844	15	5	with	with	ADP
absel-1844	15	6	maslow	maslow	NOUN
absel-1844	15	7	’s	’s	PART
absel-1844	15	8	hierarchy	hierarchy	NOUN
absel-1844	15	9	of	of	ADP
absel-1844	15	10	needs	need	NOUN
absel-1844	15	11	theory	theory	NOUN
absel-1844	15	12	,	,	PUNCT
absel-1844	15	13	helps	help	VERB
absel-1844	15	14	the	the	DET
absel-1844	15	15	student	student	NOUN
absel-1844	15	16	understand	understand	VERB
absel-1844	15	17	the	the	DET
absel-1844	15	18	connection	connection	NOUN
absel-1844	15	19	between	between	ADP
absel-1844	15	20	personality	personality	NOUN
absel-1844	15	21	types	type	NOUN
absel-1844	15	22	and	and	CCONJ
absel-1844	15	23	psychological	psychological	ADJ
absel-1844	15	24	needs	need	NOUN
absel-1844	15	25	.	.	PUNCT
absel-1844	16	1	this	this	PRON
absel-1844	16	2	allows	allow	VERB
absel-1844	16	3	the	the	DET
absel-1844	16	4	student	student	NOUN
absel-1844	16	5	to	to	PART
absel-1844	16	6	identify	identify	VERB
absel-1844	16	7	and	and	CCONJ
absel-1844	16	8	tactfully	tactfully	ADV
absel-1844	16	9	tailor	tailor	VERB
absel-1844	16	10	the	the	DET
absel-1844	16	11	sales	sale	NOUN
absel-1844	16	12	presentation	presentation	NOUN
absel-1844	16	13	to	to	ADP
absel-1844	16	14	each	each	DET
absel-1844	16	15	prospect	prospect	NOUN
absel-1844	16	16	.	.	PUNCT
absel-1844	17	1	ideal	ideal	ADJ
absel-1844	17	2	sales	sale	NOUN
absel-1844	17	3	persona	persona	NOUN
absel-1844	17	4	:	:	PUNCT
absel-1844	17	5	a	a	DET
absel-1844	17	6	salesperson	salesperson	NOUN
absel-1844	17	7	should	should	AUX
absel-1844	17	8	be	be	AUX
absel-1844	17	9	aware	aware	ADJ
absel-1844	17	10	of	of	ADP
absel-1844	17	11	,	,	PUNCT
absel-1844	17	12	and	and	CCONJ
absel-1844	17	13	utilize	utilize	VERB
absel-1844	17	14	,	,	PUNCT
absel-1844	17	15	four	four	NUM
absel-1844	17	16	different	different	ADJ
absel-1844	17	17	personas	persona	NOUN
absel-1844	17	18	.	.	PUNCT
absel-1844	18	1	according	accord	VERB
absel-1844	18	2	to	to	ADP
absel-1844	18	3	dr	dr	PROPN
absel-1844	18	4	.	.	PROPN
absel-1844	18	5	eric	eric	PROPN
absel-1844	18	6	berne	berne	PROPN
absel-1844	18	7	’s	’s	PART
absel-1844	18	8	transactional	transactional	ADJ
absel-1844	18	9	analysis	analysis	NOUN
absel-1844	18	10	theory	theory	NOUN
absel-1844	18	11	,	,	PUNCT
absel-1844	18	12	at	at	ADP
absel-1844	18	13	any	any	DET
absel-1844	18	14	one	one	NUM
absel-1844	18	15	time	time	NOUN
absel-1844	18	16	a	a	DET
absel-1844	18	17	person	person	NOUN
absel-1844	18	18	is	be	AUX
absel-1844	18	19	in	in	ADP
absel-1844	18	20	one	one	NUM
absel-1844	18	21	of	of	ADP
absel-1844	18	22	three	three	NUM
absel-1844	18	23	potential	potential	ADJ
absel-1844	18	24	ego	ego	ADJ
absel-1844	18	25	states	state	NOUN
absel-1844	18	26	:	:	PUNCT
absel-1844	18	27	parent	parent	NOUN
absel-1844	18	28	,	,	PUNCT
absel-1844	18	29	adult	adult	NOUN
absel-1844	18	30	,	,	PUNCT
absel-1844	18	31	or	or	CCONJ
absel-1844	18	32	child	child	NOUN
absel-1844	18	33	.	.	PUNCT
absel-1844	19	1	the	the	DET
absel-1844	19	2	first	first	ADJ
absel-1844	19	3	component	component	NOUN
absel-1844	19	4	of	of	ADP
absel-1844	19	5	the	the	DET
absel-1844	19	6	ideal	ideal	ADJ
absel-1844	19	7	sales	sale	NOUN
absel-1844	19	8	persona	persona	NOUN
absel-1844	19	9	consists	consist	VERB
absel-1844	19	10	of	of	ADP
absel-1844	19	11	the	the	DET
absel-1844	19	12	nurturing	nurture	VERB
absel-1844	19	13	side	side	NOUN
absel-1844	19	14	of	of	ADP
absel-1844	19	15	the	the	DET
absel-1844	19	16	parent	parent	NOUN
absel-1844	19	17	ego	ego	ADJ
absel-1844	19	18	state	state	NOUN
absel-1844	19	19	in	in	ADP
absel-1844	19	20	which	which	PRON
absel-1844	19	21	a	a	DET
absel-1844	19	22	person	person	NOUN
absel-1844	19	23	communicates	communicate	VERB
absel-1844	19	24	to	to	ADP
absel-1844	19	25	others	other	NOUN
absel-1844	19	26	in	in	ADP
absel-1844	19	27	a	a	DET
absel-1844	19	28	warm	warm	ADJ
absel-1844	19	29	,	,	PUNCT
absel-1844	19	30	understanding	understanding	NOUN
absel-1844	19	31	,	,	PUNCT
absel-1844	19	32	and	and	CCONJ
absel-1844	19	33	empathic	empathic	ADJ
absel-1844	19	34	way	way	NOUN
absel-1844	19	35	.	.	PUNCT
absel-1844	20	1	the	the	DET
absel-1844	20	2	second	second	ADJ
absel-1844	20	3	component	component	NOUN
absel-1844	20	4	encompasses	encompass	VERB
absel-1844	20	5	the	the	DET
absel-1844	20	6	actions	action	NOUN
absel-1844	20	7	of	of	ADP
absel-1844	20	8	the	the	DET
absel-1844	20	9	adult	adult	NOUN
absel-1844	20	10	ego	ego	NOUN
absel-1844	20	11	state	state	NOUN
absel-1844	20	12	,	,	PUNCT
absel-1844	20	13	whereby	whereby	SCONJ
absel-1844	20	14	a	a	DET
absel-1844	20	15	person	person	NOUN
absel-1844	20	16	appears	appear	VERB
absel-1844	20	17	unemotional	unemotional	ADJ
absel-1844	20	18	when	when	SCONJ
absel-1844	20	19	inputting	inputte	VERB
absel-1844	20	20	and	and	CCONJ
absel-1844	20	21	outputting	output	VERB
absel-1844	20	22	information	information	NOUN
absel-1844	20	23	.	.	PUNCT
absel-1844	21	1	the	the	DET
absel-1844	21	2	third	third	ADJ
absel-1844	21	3	component	component	NOUN
absel-1844	21	4	of	of	ADP
absel-1844	21	5	the	the	DET
absel-1844	21	6	ideal	ideal	ADJ
absel-1844	21	7	sales	sale	NOUN
absel-1844	21	8	persona	persona	NOUN
absel-1844	21	9	is	be	AUX
absel-1844	21	10	dominance	dominance	NOUN
absel-1844	21	11	adjustment	adjustment	NOUN
absel-1844	21	12	control	control	NOUN
absel-1844	21	13	which	which	PRON
absel-1844	21	14	states	state	VERB
absel-1844	21	15	that	that	SCONJ
absel-1844	21	16	a	a	DET
absel-1844	21	17	matching	matching	NOUN
absel-1844	21	18	at	at	ADP
absel-1844	21	19	the	the	DET
absel-1844	21	20	dominance	dominance	NOUN
absel-1844	21	21	level	level	NOUN
absel-1844	21	22	must	must	AUX
absel-1844	21	23	first	first	ADV
absel-1844	21	24	take	take	VERB
absel-1844	21	25	place	place	NOUN
absel-1844	21	26	before	before	SCONJ
absel-1844	21	27	negotiations	negotiation	NOUN
absel-1844	21	28	can	can	AUX
absel-1844	21	29	begin	begin	VERB
absel-1844	21	30	.	.	PUNCT
absel-1844	22	1	this	this	PRON
absel-1844	22	2	is	be	AUX
absel-1844	22	3	done	do	VERB
absel-1844	22	4	by	by	ADP
absel-1844	22	5	adjusting	adjust	VERB
absel-1844	22	6	(	(	PUNCT
absel-1844	22	7	raising	raise	VERB
absel-1844	22	8	or	or	CCONJ
absel-1844	22	9	lowering	lower	VERB
absel-1844	22	10	)	)	PUNCT
absel-1844	22	11	one	one	NUM
absel-1844	22	12	’s	’s	PART
absel-1844	22	13	dominance	dominance	NOUN
absel-1844	22	14	level	level	NOUN
absel-1844	22	15	to	to	ADP
absel-1844	22	16	that	that	PRON
absel-1844	22	17	of	of	ADP
absel-1844	22	18	the	the	DET
absel-1844	22	19	prospect	prospect	NOUN
absel-1844	22	20	’s	’s	ADV
absel-1844	22	21	.	.	PUNCT
absel-1844	23	1	the	the	DET
absel-1844	23	2	last	last	ADJ
absel-1844	23	3	component	component	NOUN
absel-1844	23	4	is	be	AUX
absel-1844	23	5	called	call	VERB
absel-1844	23	6	tyrodramatic	tyrodramatic	ADJ
absel-1844	23	7	behavior	behavior	NOUN
absel-1844	23	8	,	,	PUNCT
absel-1844	23	9	which	which	PRON
absel-1844	23	10	means	mean	VERB
absel-1844	23	11	to	to	PART
absel-1844	23	12	“	"	PUNCT
absel-1844	23	13	act	act	VERB
absel-1844	23	14	naive	naive	ADJ
absel-1844	23	15	”	"	PUNCT
absel-1844	23	16	.	.	PUNCT
absel-1844	24	1	if	if	SCONJ
absel-1844	24	2	the	the	DET
absel-1844	24	3	salesperson	salesperson	NOUN
absel-1844	24	4	performs	perform	VERB
absel-1844	24	5	this	this	PRON
absel-1844	24	6	properly	properly	ADV
absel-1844	24	7	,	,	PUNCT
absel-1844	24	8	prospects	prospect	NOUN
absel-1844	24	9	will	will	AUX
absel-1844	24	10	not	not	PART
absel-1844	24	11	only	only	ADV
absel-1844	24	12	volunteer	volunteer	VERB
absel-1844	24	13	more	more	ADJ
absel-1844	24	14	information	information	NOUN
absel-1844	24	15	about	about	ADP
absel-1844	24	16	their	their	PRON
absel-1844	24	17	needs	need	NOUN
absel-1844	24	18	,	,	PUNCT
absel-1844	24	19	they	they	PRON
absel-1844	24	20	will	will	AUX
absel-1844	24	21	also	also	ADV
absel-1844	24	22	begin	begin	VERB
absel-1844	24	23	to	to	PART
absel-1844	24	24	actually	actually	ADV
absel-1844	24	25	sell	sell	VERB
absel-1844	24	26	to	to	ADP
absel-1844	24	27	themselves	themselves	PRON
absel-1844	24	28	as	as	ADV
absel-1844	24	29	well	well	ADV
absel-1844	24	30	as	as	ADP
absel-1844	24	31	to	to	ADP
absel-1844	24	32	the	the	DET
absel-1844	24	33	salesperson	salesperson	NOUN
absel-1844	24	34	.	.	PUNCT
absel-1844	25	1	this	this	PRON
absel-1844	25	2	is	be	AUX
absel-1844	25	3	a	a	DET
absel-1844	25	4	form	form	NOUN
absel-1844	25	5	of	of	ADP
absel-1844	25	6	reverse	reverse	ADJ
absel-1844	25	7	selling	selling	NOUN
absel-1844	25	8	.	.	PUNCT
absel-1844	26	1	the	the	DET
absel-1844	26	2	sales	sale	NOUN
absel-1844	26	3	process	process	NOUN
absel-1844	26	4	once	once	ADV
absel-1844	26	5	familiar	familiar	ADJ
absel-1844	26	6	with	with	ADP
absel-1844	26	7	microskills	microskill	NOUN
absel-1844	26	8	and	and	CCONJ
absel-1844	26	9	armed	arm	VERB
absel-1844	26	10	with	with	ADP
absel-1844	26	11	psychological	psychological	ADJ
absel-1844	26	12	knowledge	knowledge	NOUN
absel-1844	26	13	,	,	PUNCT
absel-1844	26	14	students	student	NOUN
absel-1844	26	15	are	be	AUX
absel-1844	26	16	next	next	ADV
absel-1844	26	17	introduced	introduce	VERB
absel-1844	26	18	to	to	ADP
absel-1844	26	19	the	the	DET
absel-1844	26	20	five	five	NUM
absel-1844	26	21	stages	stage	NOUN
absel-1844	26	22	of	of	ADP
absel-1844	26	23	the	the	DET
absel-1844	26	24	sales	sale	NOUN
absel-1844	26	25	process	process	NOUN
absel-1844	26	26	:	:	PUNCT
absel-1844	26	27	1	1	X
absel-1844	26	28	.	.	X
absel-1844	26	29	introduction	introduction	NOUN
absel-1844	26	30	,	,	PUNCT
absel-1844	26	31	2	2	NUM
absel-1844	26	32	.	.	X
absel-1844	26	33	qualification	qualification	NOUN
absel-1844	26	34	,	,	PUNCT
absel-1844	26	35	3	3	NUM
absel-1844	26	36	.	.	NOUN
absel-1844	26	37	presentation	presentation	NOUN
absel-1844	26	38	,	,	PUNCT
absel-1844	26	39	4	4	NUM
absel-1844	26	40	.	.	X
absel-1844	26	41	close	close	ADJ
absel-1844	26	42	,	,	PUNCT
absel-1844	26	43	s.	s.	PROPN
absel-1844	26	44	post	post	ADJ
absel-1844	26	45	-	-	ADJ
absel-1844	26	46	close	close	ADJ
absel-1844	26	47	introduction	introduction	NOUN
absel-1844	26	48	:	:	PUNCT
absel-1844	26	49	the	the	DET
absel-1844	26	50	salesperson	salesperson	PROPN
absel-1844	26	51	’s	’s	PART
absel-1844	26	52	responsibility	responsibility	NOUN
absel-1844	26	53	is	be	AUX
absel-1844	26	54	to	to	PART
absel-1844	26	55	introduce	introduce	VERB
absel-1844	26	56	himself	himself	PRON
absel-1844	26	57	,	,	PUNCT
absel-1844	26	58	assess	assess	VERB
absel-1844	26	59	the	the	DET
absel-1844	26	60	prospect	prospect	NOUN
absel-1844	26	61	’s	’s	PART
absel-1844	26	62	environment	environment	NOUN
absel-1844	26	63	and	and	CCONJ
absel-1844	26	64	personality	personality	NOUN
absel-1844	26	65	,	,	PUNCT
absel-1844	26	66	and	and	CCONJ
absel-1844	26	67	attempt	attempt	VERB
absel-1844	26	68	to	to	PART
absel-1844	26	69	get	get	VERB
absel-1844	26	70	on	on	ADP
absel-1844	26	71	a	a	DET
absel-1844	26	72	first	first	ADJ
absel-1844	26	73	name	name	NOUN
absel-1844	26	74	basis	basis	NOUN
absel-1844	26	75	,	,	PUNCT
absel-1844	26	76	thereafter	thereafter	ADV
absel-1844	26	77	,	,	PUNCT
absel-1844	26	78	the	the	DET
absel-1844	26	79	salesperson	salesperson	NOUN
absel-1844	26	80	explains	explain	VERB
absel-1844	26	81	his	his	PRON
absel-1844	26	82	/	/	SYM
absel-1844	26	83	her	her	PRON
absel-1844	26	84	philosophy	philosophy	NOUN
absel-1844	26	85	of	of	ADP
absel-1844	26	86	business	business	NOUN
absel-1844	26	87	(	(	PUNCT
absel-1844	26	88	serve	serve	VERB
absel-1844	26	89	first	first	ADV
absel-1844	26	90	and	and	CCONJ
absel-1844	26	91	win	win	VERB
absel-1844	26	92	/	/	SYM
absel-1844	26	93	win	win	NOUN
absel-1844	26	94	relationship	relationship	NOUN
absel-1844	26	95	)	)	PUNCT
absel-1844	26	96	,	,	PUNCT
absel-1844	26	97	how	how	SCONJ
absel-1844	26	98	s	s	AUX
absel-1844	26	99	/	/	SYM
absel-1844	26	100	he	he	PRON
absel-1844	26	101	gets	get	AUX
absel-1844	26	102	paid	pay	VERB
absel-1844	26	103	(	(	PUNCT
absel-1844	26	104	money	money	NOUN
absel-1844	26	105	and	and	CCONJ
absel-1844	26	106	referrals	referral	NOUN
absel-1844	26	107	)	)	PUNCT
absel-1844	26	108	,	,	PUNCT
absel-1844	26	109	and	and	CCONJ
absel-1844	26	110	requests	request	VERB
absel-1844	26	111	permission	permission	NOUN
absel-1844	26	112	to	to	PART
absel-1844	26	113	ask	ask	VERB
absel-1844	26	114	questions	question	NOUN
absel-1844	26	115	.	.	PUNCT
absel-1844	27	1	finally	finally	ADV
absel-1844	27	2	,	,	PUNCT
absel-1844	27	3	the	the	DET
absel-1844	27	4	student	student	NOUN
absel-1844	27	5	is	be	AUX
absel-1844	27	6	shown	show	VERB
absel-1844	27	7	how	how	SCONJ
absel-1844	27	8	to	to	PART
absel-1844	27	9	nullify	nullify	VERB
absel-1844	27	10	physical	physical	ADJ
absel-1844	27	11	barriers	barrier	NOUN
absel-1844	27	12	.	.	PUNCT
absel-1844	28	1	qualification	qualification	NOUN
absel-1844	28	2	:	:	PUNCT
absel-1844	28	3	this	this	PRON
absel-1844	28	4	is	be	AUX
absel-1844	28	5	where	where	SCONJ
absel-1844	28	6	the	the	DET
absel-1844	28	7	real	real	ADJ
absel-1844	28	8	selling	selling	NOUN
absel-1844	28	9	is	be	AUX
absel-1844	28	10	done	do	VERB
absel-1844	28	11	.	.	PUNCT
absel-1844	29	1	here	here	ADV
absel-1844	29	2	,	,	PUNCT
absel-1844	29	3	the	the	DET
absel-1844	29	4	salesperson	salesperson	NOUN
absel-1844	29	5	assesses	assess	VERB
absel-1844	29	6	the	the	DET
absel-1844	29	7	prospect	prospect	NOUN
absel-1844	29	8	’s	’s	PART
absel-1844	29	9	status	status	NOUN
absel-1844	29	10	quo	quo	NOUN
absel-1844	29	11	,	,	PUNCT
absel-1844	29	12	and	and	CCONJ
absel-1844	29	13	discovers	discover	VERB
absel-1844	29	14	,	,	PUNCT
absel-1844	29	15	or	or	CCONJ
absel-1844	29	16	creates	create	VERB
absel-1844	29	17	,	,	PUNCT
absel-1844	29	18	a	a	DET
absel-1844	29	19	need	need	NOUN
absel-1844	29	20	.	.	PUNCT
absel-1844	30	1	also	also	ADV
absel-1844	30	2	,	,	PUNCT
absel-1844	30	3	s	s	X
absel-1844	30	4	/	/	SYM
absel-1844	30	5	he	he	PRON
absel-1844	30	6	is	be	AUX
absel-1844	30	7	taught	teach	VERB
absel-1844	30	8	how	how	SCONJ
absel-1844	30	9	to	to	PART
absel-1844	30	10	convey	convey	VERB
absel-1844	30	11	information	information	NOUN
absel-1844	30	12	,	,	PUNCT
absel-1844	30	13	through	through	ADP
absel-1844	30	14	questioning	question	VERB
absel-1844	30	15	,	,	PUNCT
absel-1844	30	16	in	in	ADP
absel-1844	30	17	such	such	DET
absel-1844	30	18	a	a	DET
absel-1844	30	19	way	way	NOUN
absel-1844	30	20	that	that	PRON
absel-1844	30	21	the	the	DET
absel-1844	30	22	prospect	prospect	NOUN
absel-1844	30	23	intuitively	intuitively	ADV
absel-1844	30	24	recognizes	recognize	VERB
absel-1844	30	25	this	this	DET
absel-1844	30	26	need	need	NOUN
absel-1844	30	27	.	.	PUNCT
absel-1844	31	1	next	next	ADV
absel-1844	31	2	,	,	PUNCT
absel-1844	31	3	the	the	DET
absel-1844	31	4	salesperson	salesperson	NOUN
absel-1844	31	5	helps	help	VERB
absel-1844	31	6	the	the	DET
absel-1844	31	7	prospect	prospect	NOUN
absel-1844	31	8	decide	decide	VERB
absel-1844	31	9	on	on	ADP
absel-1844	31	10	his	his	PRON
absel-1844	31	11	/	/	SYM
absel-1844	31	12	her	her	PRON
absel-1844	31	13	ideal	ideal	ADJ
absel-1844	31	14	solution	solution	NOUN
absel-1844	31	15	,	,	PUNCT
absel-1844	31	16	investment	investment	NOUN
absel-1844	31	17	requirements	requirement	NOUN
absel-1844	31	18	and	and	CCONJ
absel-1844	31	19	implementation	implementation	NOUN
absel-1844	31	20	schedule	schedule	NOUN
absel-1844	31	21	,	,	PUNCT
absel-1844	31	22	presentation	presentation	NOUN
absel-1844	31	23	:	:	PUNCT
absel-1844	31	24	the	the	DET
absel-1844	31	25	objective	objective	NOUN
absel-1844	31	26	is	be	AUX
absel-1844	31	27	to	to	PART
absel-1844	31	28	explain	explain	VERB
absel-1844	31	29	the	the	DET
absel-1844	31	30	options	option	NOUN
absel-1844	31	31	,	,	PUNCT
absel-1844	31	32	and	and	CCONJ
absel-1844	31	33	help	help	VERB
absel-1844	31	34	the	the	DET
absel-1844	31	35	prospect	prospect	NOUN
absel-1844	31	36	choose	choose	VERB
absel-1844	31	37	from	from	ADP
absel-1844	31	38	among	among	ADP
absel-1844	31	39	three	three	NUM
absel-1844	31	40	or	or	CCONJ
absel-1844	31	41	four	four	NUM
absel-1844	31	42	alternatives	alternative	NOUN
absel-1844	31	43	.	.	PUNCT
absel-1844	32	1	when	when	SCONJ
absel-1844	32	2	explaining	explain	VERB
absel-1844	32	3	the	the	DET
absel-1844	32	4	options	option	NOUN
absel-1844	32	5	,	,	PUNCT
absel-1844	32	6	the	the	DET
absel-1844	32	7	salesperson	salesperson	NOUN
absel-1844	32	8	must	must	AUX
absel-1844	32	9	describe	describe	VERB
absel-1844	32	10	the	the	DET
absel-1844	32	11	benefits	benefit	NOUN
absel-1844	32	12	,	,	PUNCT
absel-1844	32	13	advantages	advantage	NOUN
absel-1844	32	14	,	,	PUNCT
absel-1844	32	15	and	and	CCONJ
absel-1844	32	16	disadvantages	disadvantage	NOUN
absel-1844	32	17	of	of	ADP
absel-1844	32	18	each	each	DET
absel-1844	32	19	alternative	alternative	ADJ
absel-1844	32	20	solution	solution	NOUN
absel-1844	32	21	in	in	ADP
absel-1844	32	22	an	an	DET
absel-1844	32	23	adult	adult	NOUN
absel-1844	32	24	,	,	PUNCT
absel-1844	32	25	objective	objective	NOUN
absel-1844	32	26	,	,	PUNCT
absel-1844	32	27	manner	manner	NOUN
absel-1844	32	28	.	.	PUNCT
absel-1844	33	1	the	the	DET
absel-1844	33	2	salesperson	salesperson	NOUN
absel-1844	33	3	then	then	ADV
absel-1844	33	4	asks	ask	VERB
absel-1844	33	5	the	the	DET
absel-1844	33	6	prospect	prospect	NOUN
absel-1844	33	7	to	to	PART
absel-1844	33	8	choose	choose	VERB
absel-1844	33	9	the	the	DET
absel-1844	33	10	alternative	alternative	NOUN
absel-1844	33	11	which	which	PRON
absel-1844	33	12	makes	make	VERB
absel-1844	33	13	most	most	ADJ
absel-1844	33	14	sense	sense	NOUN
absel-1844	33	15	to	to	ADP
absel-1844	33	16	him	he	PRON
absel-1844	33	17	.	.	PUNCT
absel-1844	34	1	if	if	SCONJ
absel-1844	34	2	the	the	DET
absel-1844	34	3	salesperson	salesperson	NOUN
absel-1844	34	4	did	do	VERB
absel-1844	34	5	a	a	DET
absel-1844	34	6	good	good	ADJ
absel-1844	34	7	job	job	NOUN
absel-1844	34	8	,	,	PUNCT
absel-1844	34	9	the	the	DET
absel-1844	34	10	prospect	prospect	NOUN
absel-1844	34	11	should	should	AUX
absel-1844	34	12	choose	choose	VERB
absel-1844	34	13	his	his	PRON
absel-1844	34	14	/	/	SYM
absel-1844	34	15	her	her	PRON
absel-1844	34	16	ideal	ideal	ADJ
absel-1844	34	17	solution	solution	NOUN
absel-1844	34	18	.	.	PUNCT
absel-1844	35	1	the	the	DET
absel-1844	35	2	actual	actual	ADJ
absel-1844	35	3	choice	choice	NOUN
absel-1844	35	4	,	,	PUNCT
absel-1844	35	5	resolution	resolution	NOUN
absel-1844	35	6	of	of	ADP
absel-1844	35	7	final	final	ADJ
absel-1844	35	8	details	detail	NOUN
absel-1844	35	9	,	,	PUNCT
absel-1844	35	10	and	and	CCONJ
absel-1844	35	11	ultimately	ultimately	ADV
absel-1844	35	12	the	the	DET
absel-1844	35	13	paperwork	paperwork	NOUN
absel-1844	35	14	(	(	PUNCT
absel-1844	35	15	the	the	DET
absel-1844	35	16	signing	signing	NOUN
absel-1844	35	17	of	of	ADP
absel-1844	35	18	the	the	DET
absel-1844	35	19	sales	sale	NOUN
absel-1844	35	20	agreement	agreement	NOUN
absel-1844	35	21	)	)	PUNCT
absel-1844	35	22	,	,	PUNCT
absel-1844	35	23	is	be	AUX
absel-1844	35	24	executed	execute	VERB
absel-1844	35	25	during	during	ADP
absel-1844	35	26	the	the	DET
absel-1844	35	27	closing	closing	NOUN
absel-1844	35	28	stage	stage	NOUN
absel-1844	35	29	.	.	PUNCT
absel-1844	36	1	during	during	ADP
absel-1844	36	2	the	the	DET
absel-1844	36	3	post	post	NOUN
absel-1844	36	4	-	-	ADJ
absel-1844	36	5	close	close	ADJ
absel-1844	36	6	,	,	PUNCT
absel-1844	36	7	the	the	DET
absel-1844	36	8	salesperson	salesperson	NOUN
absel-1844	36	9	must	must	AUX
absel-1844	36	10	reinforce	reinforce	VERB
absel-1844	36	11	the	the	DET
absel-1844	36	12	prospect	prospect	NOUN
absel-1844	36	13	’s	’s	PART
absel-1844	36	14	faith	faith	NOUN
absel-1844	36	15	with	with	ADP
absel-1844	36	16	his	his	PRON
absel-1844	36	17	/	/	SYM
absel-1844	36	18	her	her	PRON
absel-1844	36	19	selection	selection	NOUN
absel-1844	36	20	to	to	PART
absel-1844	36	21	reduce	reduce	VERB
absel-1844	36	22	cognitive	cognitive	ADJ
absel-1844	36	23	dissonance	dissonance	NOUN
absel-1844	36	24	.	.	PUNCT
absel-1844	37	1	cognitive	cognitive	ADJ
absel-1844	37	2	dissonance	dissonance	NOUN
absel-1844	37	3	is	be	AUX
absel-1844	37	4	that	that	PRON
absel-1844	37	5	uncomfortable	uncomfortable	ADJ
absel-1844	37	6	feeling	feel	VERB
absel-1844	37	7	one	one	NUM
absel-1844	37	8	gets	get	VERB
absel-1844	37	9	after	after	ADP
absel-1844	37	10	making	make	VERB
absel-1844	37	11	a	a	DET
absel-1844	37	12	decision	decision	NOUN
absel-1844	37	13	.	.	PUNCT
absel-1844	38	1	the	the	DET
absel-1844	38	2	following	follow	VERB
absel-1844	38	3	tactics	tactic	NOUN
absel-1844	38	4	help	help	VERB
absel-1844	38	5	in	in	ADP
absel-1844	38	6	this	this	DET
absel-1844	38	7	matter	matter	NOUN
absel-1844	38	8	.	.	PUNCT
absel-1844	39	1	1	1	X
absel-1844	39	2	)	)	PUNCT
absel-1844	39	3	give	give	VERB
absel-1844	39	4	the	the	DET
absel-1844	39	5	prospect	prospect	NOUN
absel-1844	39	6	a	a	DET
absel-1844	39	7	chance	chance	NOUN
absel-1844	39	8	to	to	PART
absel-1844	39	9	renege	renege	VERB
absel-1844	39	10	on	on	ADP
absel-1844	39	11	the	the	DET
absel-1844	39	12	sale	sale	NOUN
absel-1844	39	13	.	.	PUNCT
absel-1844	40	1	2	2	X
absel-1844	40	2	)	)	PUNCT
absel-1844	40	3	get	get	VERB
absel-1844	40	4	the	the	DET
absel-1844	40	5	new	new	ADJ
absel-1844	40	6	customer	customer	NOUN
absel-1844	40	7	to	to	PART
absel-1844	40	8	give	give	VERB
absel-1844	40	9	referrals	referral	NOUN
absel-1844	40	10	.	.	PUNCT
absel-1844	41	1	conclusion	conclusion	NOUN
absel-1844	41	2	role	role	NOUN
absel-1844	41	3	-	-	PUNCT
absel-1844	41	4	playing	playing	NOUN
absel-1844	41	5	,	,	PUNCT
absel-1844	41	6	coaching	coaching	NOUN
absel-1844	41	7	,	,	PUNCT
absel-1844	41	8	and	and	CCONJ
absel-1844	41	9	feedback	feedback	NOUN
absel-1844	41	10	is	be	AUX
absel-1844	41	11	used	use	VERB
absel-1844	41	12	to	to	PART
absel-1844	41	13	help	help	VERB
absel-1844	41	14	students	student	NOUN
absel-1844	41	15	integrate	integrate	VERB
absel-1844	41	16	microskills	microskill	NOUN
absel-1844	41	17	and	and	CCONJ
absel-1844	41	18	personas	persona	NOUN
absel-1844	41	19	into	into	ADP
absel-1844	41	20	the	the	DET
absel-1844	41	21	sales	sale	NOUN
absel-1844	41	22	process	process	NOUN
absel-1844	41	23	.	.	PUNCT
absel-1844	42	1	this	this	PRON
absel-1844	42	2	consists	consist	VERB
absel-1844	42	3	mostly	mostly	ADV
absel-1844	42	4	of	of	ADP
absel-1844	42	5	giving	give	VERB
absel-1844	42	6	specific	specific	ADJ
absel-1844	42	7	suggestions	suggestion	NOUN
absel-1844	42	8	on	on	ADP
absel-1844	42	9	how	how	SCONJ
absel-1844	42	10	to	to	PART
absel-1844	42	11	personify	personify	VERB
absel-1844	42	12	microskills	microskill	NOUN
absel-1844	42	13	properly	properly	ADV
absel-1844	42	14	.	.	PUNCT
absel-1844	43	1	sales	sale	NOUN
absel-1844	43	2	is	be	AUX
absel-1844	43	3	a	a	DET
absel-1844	43	4	unique	unique	ADJ
absel-1844	43	5	business	business	NOUN
absel-1844	43	6	study	study	NOUN
absel-1844	43	7	in	in	ADP
absel-1844	43	8	that	that	SCONJ
absel-1844	43	9	its	its	PRON
absel-1844	43	10	purpose	purpose	NOUN
absel-1844	43	11	is	be	AUX
absel-1844	43	12	to	to	PART
absel-1844	43	13	synchronize	synchronize	VERB
absel-1844	43	14	the	the	DET
absel-1844	43	15	mind	mind	NOUN
absel-1844	43	16	and	and	CCONJ
absel-1844	43	17	mouth	mouth	NOUN
absel-1844	43	18	to	to	PART
absel-1844	43	19	quickly	quickly	ADV
absel-1844	43	20	produce	produce	VERB
absel-1844	43	21	persuasive	persuasive	ADJ
absel-1844	43	22	and	and	CCONJ
absel-1844	43	23	influencing	influence	VERB
absel-1844	43	24	messages	message	NOUN
absel-1844	43	25	.	.	PUNCT
absel-1844	44	1	this	this	PRON
absel-1844	44	2	requires	require	VERB
absel-1844	44	3	countless	countless	ADJ
absel-1844	44	4	hours	hour	NOUN
absel-1844	44	5	of	of	ADP
absel-1844	44	6	repetitive	repetitive	ADJ
absel-1844	44	7	role	role	NOUN
absel-1844	44	8	-	-	PUNCT
absel-1844	44	9	playing	playing	NOUN
absel-1844	44	10	of	of	ADP
absel-1844	44	11	certain	certain	ADJ
absel-1844	44	12	microskills	microskill	NOUN
absel-1844	44	13	,	,	PUNCT
absel-1844	44	14	personas	persona	NOUN
absel-1844	44	15	and	and	CCONJ
absel-1844	44	16	strategies	strategy	NOUN
absel-1844	44	17	.	.	PUNCT
absel-1844	45	1	this	this	DET
absel-1844	45	2	author	author	NOUN
absel-1844	45	3	refutes	refute	VERB
absel-1844	45	4	the	the	DET
absel-1844	45	5	statement	statement	NOUN
absel-1844	45	6	that	that	SCONJ
absel-1844	45	7	salesmanship	salesmanship	NOUN
absel-1844	45	8	is	be	AUX
absel-1844	45	9	a	a	DET
absel-1844	45	10	natural	natural	ADJ
absel-1844	45	11	skill	skill	NOUN
absel-1844	45	12	(	(	PUNCT
absel-1844	45	13	salesman	salesman	NOUN
absel-1844	45	14	are	be	AUX
absel-1844	45	15	born	bear	VERB
absel-1844	45	16	,	,	PUNCT
absel-1844	45	17	not	not	PART
absel-1844	45	18	made	make	VERB
absel-1844	45	19	)	)	PUNCT
absel-1844	45	20	,	,	PUNCT
absel-1844	45	21	and	and	CCONJ
absel-1844	45	22	argues	argue	VERB
absel-1844	45	23	vehemently	vehemently	ADV
absel-1844	45	24	that	that	SCONJ
absel-1844	45	25	it	it	PRON
absel-1844	45	26	can	can	AUX
absel-1844	45	27	be	be	AUX
absel-1844	45	28	taught	teach	VERB
absel-1844	45	29	.	.	PUNCT
absel-1844	46	1	although	although	SCONJ
absel-1844	46	2	proof	proof	NOUN
absel-1844	46	3	is	be	AUX
absel-1844	46	4	beyond	beyond	ADP
absel-1844	46	5	the	the	DET
absel-1844	46	6	scope	scope	NOUN
absel-1844	46	7	of	of	ADP
absel-1844	46	8	this	this	DET
absel-1844	46	9	paper	paper	NOUN
absel-1844	46	10	,	,	PUNCT
absel-1844	46	11	this	this	DET
absel-1844	46	12	author	author	NOUN
absel-1844	46	13	’s	’s	PART
absel-1844	46	14	research	research	NOUN
absel-1844	46	15	has	have	AUX
absel-1844	46	16	uncovered	uncover	VERB
absel-1844	46	17	enough	enough	ADJ
absel-1844	46	18	evidence	evidence	NOUN
absel-1844	46	19	to	to	PART
absel-1844	46	20	make	make	VERB
absel-1844	46	21	the	the	DET
absel-1844	46	22	previous	previous	ADJ
absel-1844	46	23	statement	statement	NOUN
absel-1844	46	24	.	.	PUNCT
absel-1844	47	1	this	this	PRON
absel-1844	47	2	is	be	AUX
absel-1844	47	3	an	an	DET
absel-1844	47	4	exciting	exciting	ADJ
absel-1844	47	5	development	development	NOUN
absel-1844	47	6	,	,	PUNCT
absel-1844	47	7	and	and	CCONJ
absel-1844	47	8	a	a	DET
absel-1844	47	9	major	major	ADJ
absel-1844	47	10	break	break	NOUN
absel-1844	47	11	through	through	ADP
absel-1844	47	12	,	,	PUNCT
absel-1844	47	13	for	for	ADP
absel-1844	47	14	the	the	DET
absel-1844	47	15	selling	sell	VERB
absel-1844	47	16	field	field	NOUN
absel-1844	47	17	.	.	PUNCT
absel-1844	48	1	table	table	NOUN
absel-1844	48	2	of	of	ADP
absel-1844	48	3	contents	content	NOUN
absel-1844	48	4	volume	volume	NOUN
absel-1844	48	5	17	17	NUM
absel-1844	48	6	,	,	PUNCT
absel-1844	48	7	1990	1990	NUM
absel-1844	48	8	the	the	DET
absel-1844	48	9	impact	impact	NOUN
absel-1844	48	10	of	of	ADP
absel-1844	48	11	decision	decision	NOUN
absel-1844	48	12	support	support	NOUN
absel-1844	48	13	systems	system	NOUN
absel-1844	48	14	on	on	ADP
absel-1844	48	15	the	the	DET
absel-1844	48	16	effectiveness	effectiveness	NOUN
absel-1844	48	17	of	of	ADP
absel-1844	48	18	small	small	ADJ
absel-1844	48	19	group	group	NOUN
absel-1844	48	20	decisions	decision	NOUN
absel-1844	48	21	revisited	revisit	VERB
absel-1844	48	22	the	the	DET
absel-1844	48	23	relationship	relationship	NOUN
absel-1844	48	24	between	between	ADP
absel-1844	48	25	financial	financial	ADJ
absel-1844	48	26	performance	performance	NOUN
absel-1844	48	27	and	and	CCONJ
absel-1844	48	28	other	other	ADJ
absel-1844	48	29	measures	measure	NOUN
absel-1844	48	30	of	of	ADP
absel-1844	48	31	learning	learn	VERB
absel-1844	48	32	on	on	ADP
absel-1844	48	33	a	a	DET
absel-1844	48	34	simulation	simulation	NOUN
absel-1844	48	35	exercise	exercise	NOUN
absel-1844	48	36	use	use	NOUN
absel-1844	48	37	and	and	CCONJ
absel-1844	48	38	effectiveness	effectiveness	NOUN
absel-1844	48	39	of	of	ADP
absel-1844	48	40	an	an	DET
absel-1844	48	41	analogy	analogy	NOUN
absel-1844	48	42	-	-	PUNCT
absel-1844	48	43	based	base	VERB
absel-1844	48	44	expert	expert	NOUN
absel-1844	48	45	system	system	NOUN
absel-1844	48	46	suggestions	suggestion	NOUN
absel-1844	48	47	for	for	ADP
absel-1844	48	48	computerized	computerized	ADJ
absel-1844	48	49	business	business	NOUN
absel-1844	48	50	authors	author	NOUN
absel-1844	48	51	dealing	deal	VERB
absel-1844	48	52	with	with	ADP
absel-1844	48	53	power	power	NOUN
absel-1844	48	54	:	:	PUNCT
absel-1844	48	55	an	an	DET
absel-1844	48	56	experiential	experiential	ADJ
absel-1844	48	57	exercise	exercise	NOUN
absel-1844	48	58	using	use	VERB
absel-1844	48	59	movie	movie	NOUN
absel-1844	48	60	and	and	CCONJ
absel-1844	48	61	personal	personal	ADJ
absel-1844	48	62	diary	diary	ADJ
absel-1844	48	63	analysis	analysis	NOUN
absel-1844	48	64	techniques	technique	NOUN
absel-1844	48	65	a	a	DET
absel-1844	48	66	model	model	NOUN
absel-1844	48	67	for	for	ADP
absel-1844	48	68	developing	develop	VERB
absel-1844	48	69	student	student	NOUN
absel-1844	48	70	skills	skill	NOUN
absel-1844	48	71	and	and	CCONJ
absel-1844	48	72	assessing	assess	VERB
absel-1844	48	73	outcomes	outcome	NOUN
absel-1844	48	74	through	through	ADP
absel-1844	48	75	outdoor	outdoor	ADJ
absel-1844	48	76	training	training	NOUN
absel-1844	48	77	computer	computer	NOUN
absel-1844	48	78	-	-	PUNCT
absel-1844	48	79	aided	aid	VERB
absel-1844	48	80	exercises	exercise	NOUN
absel-1844	48	81	versus	versus	ADP
absel-1844	48	82	workbook	workbook	NOUN
absel-1844	48	83	exercises	exercise	NOUN
absel-1844	48	84	as	as	ADP
absel-1844	48	85	learning	learn	VERB
absel-1844	48	86	facilitator	facilitator	NOUN
absel-1844	48	87	in	in	ADP
absel-1844	48	88	the	the	DET
absel-1844	48	89	principles	principle	NOUN
absel-1844	48	90	of	of	ADP
absel-1844	48	91	marketing	marketing	NOUN
absel-1844	48	92	course	course	NOUN
absel-1844	48	93	an	an	DET
absel-1844	48	94	exposition	exposition	NOUN
absel-1844	48	95	of	of	ADP
absel-1844	48	96	guilford	guilford	PROPN
absel-1844	48	97	's	's	PART
absel-1844	48	98	si	si	PROPN
absel-1844	48	99	model	model	NOUN
absel-1844	48	100	as	as	ADP
absel-1844	48	101	a	a	DET
absel-1844	48	102	means	means	NOUN
absel-1844	48	103	of	of	ADP
absel-1844	48	104	diagnosing	diagnosing	NOUN
absel-1844	48	105	and	and	CCONJ
absel-1844	48	106	generating	generate	VERB
absel-1844	48	107	pedagogical	pedagogical	ADJ
absel-1844	48	108	strategies	strategy	NOUN
absel-1844	48	109	in	in	ADP
absel-1844	48	110	collegiate	collegiate	ADJ
absel-1844	48	111	business	business	NOUN
absel-1844	48	112	education	education	NOUN
absel-1844	48	113	formal	formal	ADJ
absel-1844	48	114	planning	planning	NOUN
absel-1844	48	115	and	and	CCONJ
absel-1844	48	116	simulation	simulation	NOUN
absel-1844	48	117	team	team	NOUN
absel-1844	48	118	performance	performance	NOUN
absel-1844	48	119	:	:	PUNCT
absel-1844	48	120	a	a	DET
absel-1844	48	121	cross	cross	ADJ
absel-1844	48	122	sectional	sectional	ADJ
absel-1844	48	123	approach	approach	NOUN
absel-1844	48	124	cases	case	NOUN
absel-1844	48	125	:	:	PUNCT
absel-1844	48	126	real	real	ADJ
absel-1844	48	127	organizations	organization	NOUN
absel-1844	48	128	in	in	ADP
absel-1844	48	129	real	real	ADJ
absel-1844	48	130	time	time	NOUN
absel-1844	48	131	in	in	ADP
absel-1844	48	132	the	the	DET
absel-1844	48	133	classroom	classroom	NOUN
absel-1844	48	134	an	an	DET
absel-1844	48	135	empirical	empirical	ADJ
absel-1844	48	136	investigation	investigation	NOUN
absel-1844	48	137	of	of	ADP
absel-1844	48	138	the	the	DET
absel-1844	48	139	internal	internal	ADJ
absel-1844	48	140	validity	validity	NOUN
absel-1844	48	141	of	of	ADP
absel-1844	48	142	marketing	marketing	NOUN
absel-1844	48	143	simulation	simulation	NOUN
absel-1844	48	144	game	game	NOUN
absel-1844	48	145	an	an	DET
absel-1844	48	146	empirical	empirical	ADJ
absel-1844	48	147	evaluation	evaluation	NOUN
absel-1844	48	148	of	of	ADP
absel-1844	48	149	the	the	DET
absel-1844	48	150	pedagogical	pedagogical	ADJ
absel-1844	48	151	value	value	NOUN
absel-1844	48	152	of	of	ADP
absel-1844	48	153	playing	play	VERB
absel-1844	48	154	a	a	DET
absel-1844	48	155	simulation	simulation	NOUN
absel-1844	48	156	game	game	NOUN
absel-1844	48	157	in	in	ADP
absel-1844	48	158	a	a	DET
absel-1844	48	159	principles	principle	NOUN
absel-1844	48	160	of	of	ADP
absel-1844	48	161	marketing	marketing	NOUN
absel-1844	48	162	course	course	NOUN
absel-1844	48	163	factors	factor	NOUN
absel-1844	48	164	affecting	affect	VERB
absel-1844	48	165	effective	effective	ADJ
absel-1844	48	166	teaching	teaching	NOUN
absel-1844	48	167	of	of	ADP
absel-1844	48	168	strategic	strategic	ADJ
absel-1844	48	169	planning	planning	NOUN
absel-1844	48	170	:	:	PUNCT
absel-1844	48	171	some	some	DET
absel-1844	48	172	preliminary	preliminary	ADJ
absel-1844	48	173	evidence	evidence	NOUN
absel-1844	48	174	an	an	DET
absel-1844	48	175	experiential	experiential	ADJ
absel-1844	48	176	exercise	exercise	NOUN
absel-1844	48	177	for	for	ADP
absel-1844	48	178	learning	learn	VERB
absel-1844	48	179	about	about	ADP
absel-1844	48	180	the	the	DET
absel-1844	48	181	relationship	relationship	NOUN
absel-1844	48	182	between	between	ADP
absel-1844	48	183	organizational	organizational	ADJ
absel-1844	48	184	form	form	NOUN
absel-1844	48	185	&	&	CCONJ
absel-1844	48	186	the	the	DET
absel-1844	48	187	project	project	NOUN
absel-1844	48	188	management	management	NOUN
absel-1844	48	189	process	process	NOUN
absel-1844	48	190	accounting	accounting	NOUN
absel-1844	48	191	communication	communication	NOUN
absel-1844	48	192	skills	skill	NOUN
absel-1844	48	193	can	can	AUX
absel-1844	48	194	be	be	AUX
absel-1844	48	195	taught	teach	VERB
absel-1844	48	196	in	in	ADP
absel-1844	48	197	the	the	DET
absel-1844	48	198	auditing	auditing	NOUN
absel-1844	48	199	course	course	NOUN
absel-1844	48	200	modeling	model	VERB
absel-1844	48	201	cost	cost	NOUN
absel-1844	48	202	functions	function	NOUN
absel-1844	48	203	in	in	ADP
absel-1844	48	204	computerized	computerized	ADJ
absel-1844	48	205	business	business	NOUN
absel-1844	48	206	simulation	simulation	NOUN
absel-1844	48	207	:	:	PUNCT
absel-1844	48	208	an	an	DET
absel-1844	48	209	application	application	NOUN
absel-1844	48	210	of	of	ADP
absel-1844	48	211	duality	duality	NOUN
absel-1844	48	212	theory	theory	NOUN
absel-1844	48	213	and	and	CCONJ
absel-1844	48	214	sheppard	sheppard	PROPN
absel-1844	48	215	's	's	PART
absel-1844	48	216	lemma	lemma	PROPN
absel-1844	48	217	a	a	DET
absel-1844	48	218	life	life	NOUN
absel-1844	48	219	cycle	cycle	NOUN
absel-1844	48	220	analysis	analysis	NOUN
absel-1844	48	221	of	of	ADP
absel-1844	48	222	decision	decision	NOUN
absel-1844	48	223	making	make	VERB
absel-1844	48	224	for	for	ADP
absel-1844	48	225	a	a	DET
absel-1844	48	226	strategic	strategic	ADJ
absel-1844	48	227	management	management	NOUN
absel-1844	48	228	team	team	NOUN
absel-1844	48	229	what	what	PRON
absel-1844	48	230	's	be	AUX
absel-1844	48	231	the	the	DET
absel-1844	48	232	problem	problem	NOUN
absel-1844	48	233	?	?	PUNCT
absel-1844	49	1	a	a	DET
absel-1844	49	2	dynamic	dynamic	ADJ
absel-1844	49	3	model	model	NOUN
absel-1844	49	4	for	for	ADP
absel-1844	49	5	teaching	teaching	NOUN
absel-1844	49	6	problem	problem	NOUN
absel-1844	49	7	solving	solving	NOUN
absel-1844	49	8	skills	skill	NOUN
absel-1844	49	9	experientially	experientially	ADV
absel-1844	49	10	international	international	ADJ
absel-1844	49	11	currency	currency	NOUN
absel-1844	49	12	fluctuations	fluctuation	NOUN
absel-1844	49	13	:	:	PUNCT
absel-1844	49	14	money$im	money$im	ADV
absel-1844	49	15	,	,	PUNCT
absel-1844	49	16	a	a	DET
absel-1844	49	17	simulation	simulation	NOUN
absel-1844	49	18	superstores	superstore	NOUN
absel-1844	49	19	:	:	PUNCT
absel-1844	49	20	a	a	DET
absel-1844	49	21	specialized	specialized	ADJ
absel-1844	49	22	retailing	retailing	NOUN
absel-1844	49	23	simulation	simulation	NOUN
absel-1844	49	24	within	within	ADP
absel-1844	49	25	a	a	DET
absel-1844	49	26	specialized	specialized	ADJ
absel-1844	49	27	marketing	marketing	NOUN
absel-1844	49	28	curriculum	curriculum	NOUN
absel-1844	49	29	factors	factor	NOUN
absel-1844	49	30	affecting	affect	VERB
absel-1844	49	31	student	student	NOUN
absel-1844	49	32	perceptions	perception	NOUN
absel-1844	49	33	of	of	ADP
absel-1844	49	34	learning	learn	VERB
absel-1844	49	35	in	in	ADP
absel-1844	49	36	a	a	DET
absel-1844	49	37	business	business	NOUN
absel-1844	49	38	policy	policy	NOUN
absel-1844	49	39	game	game	NOUN
absel-1844	49	40	vc	vc	PROPN
absel-1844	49	41	+	+	CCONJ
absel-1844	49	42	el	el	PROPN
absel-1844	49	43	=	=	NOUN
absel-1844	50	1	vl	vl	PROPN
absel-1844	50	2	the	the	DET
absel-1844	50	3	name	name	NOUN
absel-1844	50	4	game	game	NOUN
absel-1844	50	5	:	:	PUNCT
absel-1844	50	6	an	an	DET
absel-1844	50	7	experiential	experiential	ADJ
absel-1844	50	8	exercise	exercise	NOUN
absel-1844	50	9	in	in	ADP
absel-1844	50	10	intergroup	intergroup	NOUN
absel-1844	50	11	relations	relation	NOUN
absel-1844	51	1	the	the	DET
absel-1844	51	2	effects	effect	NOUN
absel-1844	51	3	of	of	ADP
absel-1844	51	4	experiential	experiential	ADJ
absel-1844	51	5	accounting	accounting	NOUN
absel-1844	51	6	work	work	NOUN
absel-1844	51	7	experience	experience	NOUN
absel-1844	51	8	on	on	ADP
absel-1844	51	9	student	student	NOUN
absel-1844	51	10	performance	performance	NOUN
absel-1844	51	11	in	in	ADP
absel-1844	51	12	intermediate	intermediate	ADJ
absel-1844	51	13	accounting	accounting	NOUN
absel-1844	51	14	courses	course	NOUN
absel-1844	51	15	the	the	DET
absel-1844	51	16	results	result	NOUN
absel-1844	51	17	of	of	ADP
absel-1844	51	18	using	use	VERB
absel-1844	51	19	the	the	DET
absel-1844	51	20	experiential	experiential	ADJ
absel-1844	51	21	activity	activity	NOUN
absel-1844	51	22	group	group	NOUN
absel-1844	51	23	performance	performance	NOUN
absel-1844	51	24	evaluation	evaluation	NOUN
absel-1844	51	25	in	in	ADP
absel-1844	51	26	a	a	DET
absel-1844	51	27	business	business	NOUN
absel-1844	51	28	policy	policy	NOUN
absel-1844	51	29	setting	setting	NOUN
absel-1844	51	30	using	use	VERB
absel-1844	51	31	a	a	DET
absel-1844	51	32	legal	legal	ADJ
absel-1844	51	33	database	database	NOUN
absel-1844	51	34	to	to	PART
absel-1844	51	35	describe	describe	VERB
absel-1844	51	36	the	the	DET
absel-1844	51	37	legal	legal	ADJ
absel-1844	51	38	environment	environment	NOUN
absel-1844	51	39	of	of	ADP
absel-1844	51	40	marketing	marketing	NOUN
absel-1844	51	41	(	(	PUNCT
absel-1844	51	42	and	and	CCONJ
absel-1844	51	43	business	business	NOUN
absel-1844	51	44	)	)	PUNCT
absel-1844	51	45	matching	match	VERB
absel-1844	51	46	environmental	environmental	ADJ
absel-1844	51	47	uncertainty	uncertainty	NOUN
absel-1844	51	48	and	and	CCONJ
absel-1844	51	49	organizational	organizational	ADJ
absel-1844	51	50	configuration	configuration	NOUN
absel-1844	51	51	an	an	DET
absel-1844	51	52	instructional	instructional	ADJ
absel-1844	51	53	computer	computer	NOUN
absel-1844	51	54	simulation	simulation	NOUN
absel-1844	51	55	of	of	ADP
absel-1844	51	56	tampering	tamper	VERB
absel-1844	51	57	in	in	ADP
absel-1844	51	58	qc	qc	PROPN
absel-1844	51	59	executive	executive	ADJ
absel-1844	51	60	evaluation	evaluation	NOUN
absel-1844	51	61	of	of	ADP
absel-1844	51	62	student	student	NOUN
absel-1844	51	63	learning	learning	NOUN
absel-1844	51	64	in	in	ADP
absel-1844	51	65	the	the	DET
absel-1844	51	66	looking	look	VERB
absel-1844	51	67	glass	glass	NOUN
absel-1844	51	68	simulation	simulation	NOUN
absel-1844	51	69	group	group	NOUN
absel-1844	51	70	personality	personality	NOUN
absel-1844	51	71	composition	composition	NOUN
absel-1844	51	72	and	and	CCONJ
absel-1844	51	73	total	total	ADJ
absel-1844	51	74	enterprise	enterprise	NOUN
absel-1844	51	75	simulation	simulation	NOUN
absel-1844	51	76	performance	performance	NOUN
absel-1844	51	77	an	an	DET
absel-1844	51	78	expert	expert	NOUN
absel-1844	51	79	system	system	NOUN
absel-1844	51	80	for	for	ADP
absel-1844	51	81	selecting	select	VERB
absel-1844	51	82	analytical	analytical	ADJ
absel-1844	51	83	techniques	technique	NOUN
absel-1844	51	84	for	for	ADP
absel-1844	51	85	analyzing	analyze	VERB
absel-1844	51	86	marketing	marketing	NOUN
absel-1844	51	87	research	research	NOUN
absel-1844	51	88	data	datum	NOUN
absel-1844	51	89	effects	effect	NOUN
absel-1844	51	90	of	of	ADP
absel-1844	51	91	cognitive	cognitive	ADJ
absel-1844	51	92	styles	style	NOUN
absel-1844	51	93	on	on	ADP
absel-1844	51	94	responses	response	NOUN
absel-1844	51	95	in	in	ADP
absel-1844	51	96	an	an	DET
absel-1844	51	97	in	in	ADP
absel-1844	51	98	-	-	PUNCT
absel-1844	51	99	basket	basket	NOUN
absel-1844	51	100	simulation	simulation	NOUN
absel-1844	51	101	a	a	DET
absel-1844	51	102	psychometric	psychometric	ADJ
absel-1844	51	103	analysis	analysis	NOUN
absel-1844	51	104	of	of	ADP
absel-1844	51	105	kolb	kolb	PROPN
absel-1844	51	106	's	's	PART
absel-1844	51	107	revised	revised	ADJ
absel-1844	51	108	learning	learn	VERB
absel-1844	51	109	style	style	NOUN
absel-1844	51	110	-	-	PUNCT
absel-1844	51	111	inventory	inventory	NOUN
absel-1844	51	112	selecting	selecting	NOUN
absel-1844	51	113	and	and	CCONJ
absel-1844	51	114	developing	develop	VERB
absel-1844	51	115	experiential	experiential	ADJ
absel-1844	51	116	exercises	exercise	NOUN
absel-1844	51	117	using	use	VERB
absel-1844	51	118	movies	movie	NOUN
absel-1844	51	119	application	application	NOUN
absel-1844	51	120	of	of	ADP
absel-1844	51	121	a	a	DET
absel-1844	51	122	real	real	ADJ
absel-1844	51	123	-	-	PUNCT
absel-1844	51	124	world	world	NOUN
absel-1844	51	125	strategic	strategic	ADJ
absel-1844	51	126	management	management	NOUN
absel-1844	51	127	model	model	NOUN
absel-1844	51	128	in	in	ADP
absel-1844	51	129	the	the	DET
absel-1844	51	130	classroom	classroom	NOUN
absel-1844	51	131	demand	demand	NOUN
absel-1844	51	132	equations	equation	NOUN
absel-1844	51	133	which	which	PRON
absel-1844	51	134	include	include	VERB
absel-1844	51	135	product	product	NOUN
absel-1844	51	136	attributes	attribute	VERB
absel-1844	51	137	consumption	consumption	NOUN
absel-1844	51	138	as	as	ADP
absel-1844	51	139	the	the	DET
absel-1844	51	140	objective	objective	NOUN
absel-1844	51	141	in	in	ADP
absel-1844	51	142	computer	computer	NOUN
absel-1844	51	143	-	-	PUNCT
absel-1844	51	144	scored	score	VERB
absel-1844	51	145	total	total	ADJ
absel-1844	51	146	enterprise	enterprise	NOUN
absel-1844	51	147	simulations	simulation	NOUN
absel-1844	51	148	the	the	DET
absel-1844	51	149	effects	effect	NOUN
absel-1844	51	150	of	of	ADP
absel-1844	51	151	decision	decision	NOUN
absel-1844	51	152	format	format	NOUN
absel-1844	51	153	and	and	CCONJ
absel-1844	51	154	evaluation	evaluation	NOUN
absel-1844	51	155	on	on	ADP
absel-1844	51	156	simulation	simulation	NOUN
absel-1844	51	157	performance	performance	NOUN
absel-1844	51	158	,	,	PUNCT
absel-1844	51	159	decision	decision	NOUN
absel-1844	51	160	time	time	NOUN
absel-1844	51	161	,	,	PUNCT
absel-1844	51	162	and	and	CCONJ
absel-1844	51	163	team	team	NOUN
absel-1844	51	164	cohesion	cohesion	NOUN
absel-1844	51	165	the	the	DET
absel-1844	51	166	effects	effect	NOUN
absel-1844	51	167	of	of	ADP
absel-1844	51	168	computer	computer	NOUN
absel-1844	51	169	related	relate	VERB
absel-1844	51	170	assignments	assignment	NOUN
absel-1844	51	171	on	on	ADP
absel-1844	51	172	student	student	NOUN
absel-1844	51	173	performance	performance	NOUN
absel-1844	51	174	in	in	ADP
absel-1844	51	175	business	business	NOUN
absel-1844	51	176	administration	administration	NOUN
absel-1844	51	177	the	the	DET
absel-1844	51	178	money	money	NOUN
absel-1844	51	179	game	game	NOUN
absel-1844	51	180	:	:	PUNCT
absel-1844	51	181	a	a	DET
absel-1844	51	182	dynamic	dynamic	ADJ
absel-1844	51	183	simulation	simulation	NOUN
absel-1844	51	184	including	include	VERB
absel-1844	51	185	random	random	ADJ
absel-1844	51	186	shocks	shock	NOUN
absel-1844	51	187	for	for	ADP
absel-1844	51	188	money	money	NOUN
absel-1844	51	189	and	and	CCONJ
absel-1844	51	190	banking	banking	NOUN
absel-1844	51	191	courses	course	NOUN
absel-1844	51	192	methods	method	NOUN
absel-1844	51	193	for	for	ADP
absel-1844	51	194	evaluating	evaluate	VERB
absel-1844	51	195	performance	performance	NOUN
absel-1844	51	196	on	on	ADP
absel-1844	51	197	business	business	NOUN
absel-1844	51	198	simulations	simulation	NOUN
absel-1844	51	199	:	:	PUNCT
absel-1844	51	200	a	a	DET
absel-1844	51	201	survey	survey	NOUN
absel-1844	51	202	the	the	DET
absel-1844	51	203	effects	effect	NOUN
absel-1844	51	204	of	of	ADP
absel-1844	51	205	synergogy	synergogy	NOUN
absel-1844	51	206	on	on	ADP
absel-1844	51	207	the	the	DET
absel-1844	51	208	policy	policy	NOUN
absel-1844	51	209	course	course	NOUN
absel-1844	51	210	:	:	PUNCT
absel-1844	51	211	significant	significant	ADJ
absel-1844	51	212	improvements	improvement	NOUN
absel-1844	51	213	in	in	ADP
absel-1844	51	214	student	student	NOUN
absel-1844	51	215	learning	learning	NOUN
absel-1844	51	216	and	and	CCONJ
absel-1844	51	217	teacher	teacher	NOUN
absel-1844	51	218	evaluation	evaluation	NOUN
absel-1844	51	219	conditions	condition	NOUN
absel-1844	51	220	and	and	CCONJ
absel-1844	51	221	outcomes	outcome	NOUN
absel-1844	51	222	of	of	ADP
absel-1844	51	223	trust	trust	NOUN
absel-1844	51	224	in	in	ADP
absel-1844	51	225	a	a	DET
absel-1844	51	226	two	two	NUM
absel-1844	51	227	-	-	PUNCT
absel-1844	51	228	person	person	NOUN
absel-1844	51	229	bargaining	bargaining	NOUN
absel-1844	51	230	exercise	exercise	NOUN
absel-1844	51	231	bankgame	bankgame	NOUN
absel-1844	51	232	enhancing	enhance	VERB
absel-1844	51	233	computer	computer	NOUN
absel-1844	51	234	business	business	NOUN
absel-1844	51	235	simulation	simulation	NOUN
absel-1844	51	236	with	with	ADP
absel-1844	51	237	the	the	DET
absel-1844	51	238	use	use	NOUN
absel-1844	51	239	of	of	ADP
absel-1844	51	240	vga	vga	NOUN
absel-1844	51	241	graphics	graphic	NOUN
absel-1844	51	242	an	an	DET
absel-1844	51	243	experiential	experiential	ADJ
absel-1844	51	244	approach	approach	NOUN
absel-1844	51	245	to	to	PART
absel-1844	51	246	entrepreneurship	entrepreneurship	VERB
absel-1844	51	247	an	an	DET
absel-1844	51	248	advanced	advanced	ADJ
absel-1844	51	249	simulation	simulation	NOUN
absel-1844	51	250	method	method	NOUN
absel-1844	51	251	(	(	PUNCT
absel-1844	51	252	asm	asm	NOUN
absel-1844	51	253	)	)	PUNCT
absel-1844	51	254	for	for	ADP
absel-1844	51	255	multiple	multiple	ADJ
absel-1844	51	256	objective	objective	ADJ
absel-1844	51	257	problems	problem	NOUN
absel-1844	51	258	the	the	DET
absel-1844	51	259	influence	influence	NOUN
absel-1844	51	260	of	of	ADP
absel-1844	51	261	experiential	experiential	ADJ
absel-1844	51	262	learning	learning	NOUN
absel-1844	51	263	techniques	technique	NOUN
absel-1844	51	264	on	on	ADP
absel-1844	51	265	student	student	NOUN
absel-1844	51	266	recognition	recognition	NOUN
absel-1844	51	267	of	of	ADP
absel-1844	51	268	non	non	ADJ
absel-1844	51	269	-	-	ADJ
absel-1844	51	270	primary	primary	ADJ
absel-1844	51	271	learning	learning	NOUN
absel-1844	51	272	styles	style	NOUN
absel-1844	51	273	negotiating	negotiate	VERB
absel-1844	51	274	mergers	merger	NOUN
absel-1844	51	275	and	and	CCONJ
absel-1844	51	276	acquisitions	acquisition	NOUN
absel-1844	51	277	:	:	PUNCT
absel-1844	51	278	a	a	DET
absel-1844	51	279	cocktail	cocktail	NOUN
absel-1844	51	280	napkin	napkin	NOUN
absel-1844	51	281	approach	approach	NOUN
absel-1844	51	282	identification	identification	NOUN
absel-1844	51	283	of	of	ADP
absel-1844	51	284	unintended	unintended	ADJ
absel-1844	51	285	effects	effect	NOUN
absel-1844	51	286	in	in	ADP
absel-1844	51	287	experiential	experiential	ADJ
absel-1844	51	288	laboratory	laboratory	NOUN
absel-1844	51	289	exercises	exercise	VERB
absel-1844	51	290	an	an	DET
absel-1844	51	291	experimental	experimental	ADJ
absel-1844	51	292	comparison	comparison	NOUN
absel-1844	51	293	of	of	ADP
absel-1844	51	294	paper	paper	NOUN
absel-1844	51	295	and	and	CCONJ
absel-1844	51	296	pencil	pencil	NOUN
absel-1844	51	297	and	and	CCONJ
absel-1844	51	298	computer	computer	NOUN
absel-1844	51	299	aided	aid	VERB
absel-1844	51	300	decision	decision	NOUN
absel-1844	51	301	support	support	NOUN
absel-1844	51	302	tools	tool	NOUN
absel-1844	51	303	porting	port	VERB
absel-1844	51	304	a	a	DET
absel-1844	51	305	simulation	simulation	NOUN
absel-1844	51	306	from	from	ADP
absel-1844	51	307	the	the	DET
absel-1844	51	308	ibm	ibm	PROPN
absel-1844	51	309	world	world	NOUN
absel-1844	51	310	to	to	ADP
absel-1844	51	311	the	the	DET
absel-1844	51	312	macintosh	macintosh	PROPN
absel-1844	51	313	world	world	PROPN
absel-1844	51	314	a	a	DET
absel-1844	51	315	transaction	transaction	NOUN
absel-1844	51	316	cost	cost	VERB
absel-1844	51	317	analysis	analysis	NOUN
absel-1844	51	318	of	of	ADP
absel-1844	51	319	experiential	experiential	ADJ
absel-1844	51	320	learning	learn	VERB
absel-1844	51	321	the	the	DET
absel-1844	51	322	development	development	NOUN
absel-1844	51	323	of	of	ADP
absel-1844	51	324	experiential	experiential	ADJ
absel-1844	51	325	exercises	exercise	NOUN
absel-1844	51	326	for	for	ADP
absel-1844	51	327	courses	course	NOUN
absel-1844	51	328	in	in	ADP
absel-1844	51	329	entrepreneurship	entrepreneurship	NOUN
absel-1844	51	330	and	and	CCONJ
absel-1844	51	331	small	small	ADJ
absel-1844	51	332	business	business	NOUN
absel-1844	51	333	management	management	NOUN
absel-1844	51	334	the	the	DET
absel-1844	51	335	assessment	assessment	NOUN
absel-1844	51	336	center	center	NOUN
absel-1844	51	337	as	as	ADP
absel-1844	51	338	and	and	CCONJ
absel-1844	51	339	experiential	experiential	ADJ
absel-1844	51	340	classroom	classroom	NOUN
absel-1844	51	341	exercise	exercise	NOUN
absel-1844	51	342	pricing	pricing	NOUN
absel-1844	51	343	strategy	strategy	NOUN
absel-1844	51	344	algorithms	algorithm	NOUN
absel-1844	51	345	for	for	ADP
absel-1844	51	346	playing	play	VERB
absel-1844	51	347	business	business	NOUN
absel-1844	51	348	simulations	simulation	NOUN
absel-1844	51	349	organizational	organizational	ADJ
absel-1844	51	350	structures	structure	NOUN
absel-1844	51	351	for	for	ADP
absel-1844	51	352	international	international	ADJ
absel-1844	51	353	operations	operation	NOUN
absel-1844	51	354	:	:	PUNCT
absel-1844	51	355	an	an	DET
absel-1844	51	356	experiential	experiential	ADJ
absel-1844	51	357	activity	activity	NOUN
absel-1844	51	358	simulation	simulation	NOUN
absel-1844	51	359	emphasis	emphasis	NOUN
absel-1844	51	360	in	in	ADP
absel-1844	51	361	the	the	DET
absel-1844	51	362	business	business	NOUN
absel-1844	51	363	school	school	NOUN
absel-1844	51	364	capstone	capstone	NOUN
absel-1844	51	365	course	course	NOUN
absel-1844	51	366	an	an	DET
absel-1844	51	367	integrated	integrated	ADJ
absel-1844	51	368	approach	approach	NOUN
absel-1844	51	369	to	to	ADP
absel-1844	51	370	computerizing	computerize	VERB
absel-1844	51	371	the	the	DET
absel-1844	51	372	business	business	NOUN
absel-1844	51	373	curriculum	curriculum	NOUN
absel-1844	51	374	cross	cross	ADJ
absel-1844	51	375	-	-	ADJ
absel-1844	51	376	cultural	cultural	ADJ
absel-1844	51	377	business	business	NOUN
absel-1844	51	378	negotiations	negotiation	NOUN
absel-1844	51	379	exercise	exercise	VERB
absel-1844	51	380	organizational	organizational	ADJ
absel-1844	51	381	socialization	socialization	NOUN
absel-1844	51	382	and	and	CCONJ
absel-1844	51	383	gender	gender	NOUN
absel-1844	51	384	differences	difference	NOUN
absel-1844	51	385	in	in	ADP
absel-1844	51	386	students	student	NOUN
absel-1844	51	387	at	at	ADP
absel-1844	51	388	work	work	NOUN
absel-1844	51	389	understanding	understand	VERB
absel-1844	51	390	student	student	NOUN
absel-1844	51	391	work	work	NOUN
absel-1844	51	392	experience	experience	NOUN
absel-1844	51	393	:	:	PUNCT
absel-1844	51	394	a	a	DET
absel-1844	51	395	content	content	ADJ
absel-1844	51	396	-	-	PUNCT
absel-1844	51	397	analytic	analytic	ADJ
absel-1844	51	398	approach	approach	NOUN
absel-1844	51	399	introducing	introduce	VERB
absel-1844	51	400	executive	executive	ADJ
absel-1844	51	401	mba	mba	NOUN
absel-1844	51	402	programs	program	NOUN
absel-1844	51	403	with	with	ADP
absel-1844	51	404	management	management	NOUN
absel-1844	51	405	games	game	NOUN
absel-1844	51	406	an	an	DET
absel-1844	51	407	analysis	analysis	NOUN
absel-1844	51	408	of	of	ADP
absel-1844	51	409	improvement	improvement	NOUN
absel-1844	51	410	in	in	ADP
absel-1844	51	411	business	business	NOUN
absel-1844	51	412	decision	decision	NOUN
absel-1844	51	413	outcome	outcome	NOUN
absel-1844	51	414	with	with	ADP
absel-1844	51	415	sequential	sequential	ADJ
absel-1844	51	416	use	use	NOUN
absel-1844	51	417	of	of	ADP
absel-1844	51	418	two	two	NUM
absel-1844	51	419	simulation	simulation	NOUN
absel-1844	51	420	games	game	NOUN
absel-1844	51	421	teaching	teach	VERB
absel-1844	51	422	business	business	NOUN
absel-1844	51	423	policy	policy	NOUN
absel-1844	51	424	utilizing	utilize	VERB
absel-1844	51	425	mass	mass	NOUN
absel-1844	51	426	lecture	lecture	NOUN
absel-1844	51	427	and	and	CCONJ
absel-1844	51	428	individual	individual	ADJ
absel-1844	51	429	case	case	NOUN
absel-1844	51	430	labs	lab	NOUN
absel-1844	51	431	potholes	pothole	NOUN
absel-1844	51	432	along	along	ADP
absel-1844	51	433	the	the	DET
absel-1844	51	434	road	road	NOUN
absel-1844	51	435	to	to	ADP
absel-1844	51	436	evaluating	evaluate	VERB
absel-1844	51	437	learning	learn	VERB
absel-1844	51	438	outcomes	outcome	NOUN
absel-1844	51	439	:	:	PUNCT
absel-1844	51	440	the	the	DET
absel-1844	51	441	case	case	NOUN
absel-1844	51	442	of	of	ADP
absel-1844	51	443	outdoor	outdoor	ADJ
absel-1844	51	444	management	management	NOUN
absel-1844	51	445	training	train	VERB
absel-1844	51	446	experiential	experiential	ADJ
absel-1844	51	447	learning	learning	NOUN
absel-1844	51	448	for	for	ADP
absel-1844	51	449	interior	interior	ADJ
absel-1844	51	450	design	design	NOUN
absel-1844	51	451	students	student	NOUN
absel-1844	51	452	:	:	PUNCT
absel-1844	51	453	using	use	VERB
absel-1844	51	454	cadd	cadd	NOUN
absel-1844	51	455	,	,	PUNCT
absel-1844	51	456	lotus	lotus	PROPN
absel-1844	51	457	1	1	NUM
absel-1844	51	458	-	-	SYM
absel-1844	51	459	2	2	NUM
absel-1844	51	460	-	-	SYM
absel-1844	51	461	3	3	NUM
absel-1844	51	462	,	,	PUNCT
absel-1844	51	463	and	and	CCONJ
absel-1844	51	464	wordperfect	wordperfect	PROPN
absel-1844	51	465	cognitive	cognitive	ADJ
absel-1844	51	466	learning	learning	NOUN
absel-1844	51	467	using	use	VERB
absel-1844	51	468	a	a	DET
absel-1844	51	469	computer	computer	NOUN
absel-1844	51	470	-	-	PUNCT
absel-1844	51	471	based	base	VERB
absel-1844	51	472	,	,	PUNCT
absel-1844	51	473	qualitative	qualitative	ADJ
absel-1844	51	474	interactive	interactive	ADJ
absel-1844	51	475	business	business	NOUN
absel-1844	51	476	simulation	simulation	NOUN
absel-1844	51	477	sex	sex	NOUN
absel-1844	51	478	discrimination	discrimination	NOUN
absel-1844	51	479	:	:	PUNCT
absel-1844	51	480	does	do	AUX
absel-1844	51	481	the	the	DET
absel-1844	51	482	woman	woman	NOUN
absel-1844	51	483	get	get	VERB
absel-1844	51	484	the	the	DET
absel-1844	51	485	job	job	NOUN
absel-1844	51	486	or	or	CCONJ
absel-1844	51	487	does	do	AUX
absel-1844	51	488	the	the	DET
absel-1844	51	489	best	good	ADJ
absel-1844	51	490	man	man	NOUN
absel-1844	51	491	win	win	VERB
absel-1844	51	492	?	?	PUNCT
absel-1844	52	1	a	a	DET
absel-1844	52	2	search	search	NOUN
absel-1844	52	3	for	for	ADP
absel-1844	52	4	visual	visual	ADJ
absel-1844	52	5	aids	aid	NOUN
absel-1844	52	6	to	to	PART
absel-1844	52	7	support	support	VERB
absel-1844	52	8	experiential	experiential	ADJ
absel-1844	52	9	learning	learning	NOUN
absel-1844	52	10	through	through	ADP
absel-1844	52	11	the	the	DET
absel-1844	52	12	1990	1990	NUM
absel-1844	52	13	's	's	PART
absel-1844	52	14	an	an	DET
absel-1844	52	15	experimental	experimental	ADJ
absel-1844	52	16	analysis	analysis	NOUN
absel-1844	52	17	fo	fo	ADP
absel-1844	52	18	the	the	DET
absel-1844	52	19	effectiveness	effectiveness	NOUN
absel-1844	52	20	of	of	ADP
absel-1844	52	21	student	student	NOUN
absel-1844	52	22	role	role	NOUN
absel-1844	52	23	-	-	PUNCT
absel-1844	52	24	playing	playing	NOUN
absel-1844	52	25	in	in	ADP
absel-1844	52	26	sales	sale	NOUN
absel-1844	52	27	training	training	NOUN
absel-1844	52	28	how	how	SCONJ
absel-1844	52	29	to	to	PART
absel-1844	52	30	have	have	VERB
absel-1844	52	31	students	student	NOUN
absel-1844	52	32	learn	learn	VERB
absel-1844	52	33	from	from	ADP
absel-1844	52	34	their	their	PRON
absel-1844	52	35	term	term	NOUN
absel-1844	52	36	projects	project	NOUN
absel-1844	52	37	self	self	NOUN
absel-1844	52	38	-	-	PUNCT
absel-1844	52	39	evaluation	evaluation	NOUN
absel-1844	52	40	exercise	exercise	NOUN
absel-1844	52	41	(	(	PUNCT
absel-1844	52	42	see	see	VERB
absel-1844	52	43	):	):	PUNCT
absel-1844	52	44	an	an	DET
absel-1844	52	45	assessment	assessment	NOUN
absel-1844	52	46	of	of	ADP
absel-1844	52	47	class	class	NOUN
absel-1844	52	48	contribution	contribution	NOUN
absel-1844	52	49	a	a	DET
absel-1844	52	50	study	study	NOUN
absel-1844	52	51	of	of	ADP
absel-1844	52	52	the	the	DET
absel-1844	52	53	influence	influence	NOUN
absel-1844	52	54	of	of	ADP
absel-1844	52	55	team	team	NOUN
absel-1844	52	56	formation	formation	NOUN
absel-1844	52	57	on	on	ADP
absel-1844	52	58	attitudes	attitude	NOUN
absel-1844	52	59	and	and	CCONJ
absel-1844	52	60	performance	performance	NOUN
absel-1844	52	61	in	in	ADP
absel-1844	52	62	management	management	NOUN
absel-1844	52	63	games	game	NOUN
absel-1844	52	64	a	a	DET
absel-1844	52	65	hardware	hardware	NOUN
absel-1844	52	66	based	base	VERB
absel-1844	52	67	cim	cim	PROPN
absel-1844	52	68	simulation	simulation	PROPN
absel-1844	52	69	laboratory	laboratory	PROPN
absel-1844	52	70	model	model	PROPN
absel-1844	52	71	test	test	NOUN
absel-1844	52	72	substance	substance	NOUN
absel-1844	52	73	abuse	abuse	NOUN
absel-1844	52	74	in	in	ADP
absel-1844	52	75	organizations	organization	NOUN
absel-1844	52	76	micro	micro	NOUN
absel-1844	52	77	computer	computer	NOUN
absel-1844	52	78	training	training	NOUN
absel-1844	52	79	models	model	NOUN
absel-1844	52	80	teaching	teach	VERB
absel-1844	52	81	forecasting	forecasting	NOUN
absel-1844	52	82	,	,	PUNCT
absel-1844	52	83	cash	cash	NOUN
absel-1844	52	84	budgeting	budgeting	NOUN
absel-1844	52	85	and	and	CCONJ
absel-1844	52	86	inventory	inventory	NOUN
absel-1844	52	87	model	model	NOUN
absel-1844	52	88	building	building	NOUN
absel-1844	52	89	using	use	VERB
absel-1844	52	90	sbtools	sbtool	NOUN
absel-1844	52	91	a	a	DET
absel-1844	52	92	comparison	comparison	NOUN
absel-1844	52	93	of	of	ADP
absel-1844	52	94	the	the	DET
absel-1844	52	95	effects	effect	NOUN
absel-1844	52	96	of	of	ADP
absel-1844	52	97	experiential	experiential	ADJ
absel-1844	52	98	learning	learning	NOUN
absel-1844	52	99	activities	activity	NOUN
absel-1844	52	100	and	and	CCONJ
absel-1844	52	101	traditional	traditional	ADJ
absel-1844	52	102	lecture	lecture	NOUN
absel-1844	52	103	classes	class	NOUN
absel-1844	52	104	an	an	DET
absel-1844	52	105	adjunct	adjunct	ADJ
absel-1844	52	106	writing	writing	NOUN
absel-1844	52	107	instruction	instruction	NOUN
absel-1844	52	108	assistant	assistant	NOUN
absel-1844	52	109	,	,	PUNCT
absel-1844	52	110	the	the	DET
absel-1844	52	111	computer	computer	NOUN
absel-1844	52	112	;	;	PUNCT
absel-1844	52	113	with	with	ADP
absel-1844	52	114	an	an	DET
absel-1844	52	115	illustration	illustration	NOUN
absel-1844	52	116	classroom	classroom	NOUN
absel-1844	52	117	software	software	NOUN
absel-1844	52	118	for	for	ADP
absel-1844	52	119	abc	abc	PROPN
absel-1844	52	120	analysis	analysis	NOUN
absel-1844	52	121	utilizing	utilize	VERB
absel-1844	52	122	information	information	NOUN
absel-1844	52	123	processing	processing	NOUN
absel-1844	52	124	technology	technology	NOUN
absel-1844	52	125	to	to	PART
absel-1844	52	126	enhance	enhance	VERB
absel-1844	52	127	the	the	DET
absel-1844	52	128	business	business	NOUN
absel-1844	52	129	policy	policy	NOUN
absel-1844	52	130	simulation	simulation	NOUN
absel-1844	52	131	experience	experience	NOUN
absel-1844	52	132	progressive	progressive	ADJ
absel-1844	52	133	cases	case	NOUN
absel-1844	52	134	realistic	realistic	ADJ
absel-1844	52	135	job	job	NOUN
absel-1844	52	136	previews	preview	NOUN
absel-1844	52	137	vs.	vs.	ADP
absel-1844	52	138	traditional	traditional	ADJ
absel-1844	52	139	job	job	NOUN
absel-1844	52	140	previews	preview	NOUN
absel-1844	52	141	:	:	PUNCT
absel-1844	52	142	experiencing	experience	VERB
absel-1844	52	143	the	the	DET
absel-1844	52	144	differences	difference	NOUN
absel-1844	52	145	and	and	CCONJ
absel-1844	52	146	understanding	understand	VERB
absel-1844	52	147	the	the	DET
absel-1844	52	148	consequences	consequence	NOUN
absel-1844	52	149	investment	investment	NOUN
absel-1844	52	150	analysis	analysis	NOUN
absel-1844	52	151	using	use	VERB
absel-1844	52	152	the	the	DET
absel-1844	52	153	pragmatic	pragmatic	ADJ
absel-1844	52	154	multiplier	multipli	ADJ
absel-1844	52	155	approach	approach	NOUN
absel-1844	52	156	a	a	DET
absel-1844	52	157	computer	computer	NOUN
absel-1844	52	158	simulation	simulation	NOUN
absel-1844	52	159	interface	interface	NOUN
absel-1844	52	160	for	for	ADP
absel-1844	52	161	competitive	competitive	ADJ
absel-1844	52	162	and	and	CCONJ
absel-1844	52	163	firm	firm	ADJ
absel-1844	52	164	analysis	analysis	NOUN
absel-1844	52	165	self	self	NOUN
absel-1844	52	166	-	-	PUNCT
absel-1844	52	167	assessment	assessment	NOUN
absel-1844	52	168	of	of	ADP
absel-1844	52	169	ethical	ethical	ADJ
absel-1844	52	170	decision	decision	NOUN
absel-1844	52	171	making	make	VERB
absel-1844	52	172	predispositions	predisposition	NOUN
absel-1844	52	173	preparing	prepare	VERB
absel-1844	52	174	managers	manager	NOUN
absel-1844	52	175	for	for	ADP
absel-1844	52	176	overseas	overseas	ADJ
absel-1844	52	177	assignments	assignment	NOUN
absel-1844	52	178	an	an	DET
absel-1844	52	179	inquiry	inquiry	NOUN
absel-1844	52	180	into	into	ADP
absel-1844	52	181	japanese	japanese	ADJ
absel-1844	52	182	marketing	marketing	NOUN
absel-1844	52	183	:	:	PUNCT
absel-1844	52	184	workshop	workshop	NOUN
absel-1844	52	185	on	on	ADP
absel-1844	52	186	teaching	teach	VERB
absel-1844	52	187	japanese	japanese	ADJ
absel-1844	52	188	marketing	market	VERB
absel-1844	52	189	the	the	DET
absel-1844	52	190	performance	performance	NOUN
absel-1844	52	191	appraisal	appraisal	NOUN
absel-1844	52	192	feedback	feedback	NOUN
absel-1844	52	193	interview	interview	NOUN
absel-1844	52	194	:	:	PUNCT
absel-1844	52	195	a	a	DET
absel-1844	52	196	role	role	NOUN
absel-1844	52	197	play	play	VERB
absel-1844	52	198	for	for	ADP
absel-1844	52	199	human	human	ADJ
absel-1844	52	200	resources	resource	NOUN
absel-1844	52	201	management	management	NOUN
absel-1844	52	202	teaching	teaching	NOUN
absel-1844	52	203	counselor	counselor	NOUN
absel-1844	52	204	selling	selling	NOUN
absel-1844	52	205	techniques	technique	NOUN
absel-1844	52	206	using	use	VERB
absel-1844	52	207	experiential	experiential	ADJ
absel-1844	52	208	techniques	technique	NOUN
absel-1844	52	209	to	to	PART
absel-1844	52	210	teach	teach	VERB
absel-1844	52	211	international	international	ADJ
absel-1844	52	212	topics	topic	NOUN
absel-1844	52	213	international	international	ADJ
absel-1844	52	214	management	management	NOUN
absel-1844	52	215	simulation	simulation	NOUN
absel-1844	52	216	gaming	gaming	NOUN
absel-1844	52	217	:	:	PUNCT
absel-1844	52	218	current	current	ADJ
absel-1844	52	219	status	status	NOUN
absel-1844	52	220	and	and	CCONJ
absel-1844	52	221	future	future	ADJ
absel-1844	52	222	developments	development	NOUN
absel-1844	52	223	a	a	DET
absel-1844	52	224	realism	realism	ADJ
absel-1844	52	225	comparison	comparison	NOUN
absel-1844	52	226	of	of	ADP
absel-1844	52	227	simulation	simulation	NOUN
absel-1844	52	228	technologies	technology	NOUN
absel-1844	52	229	/	/	SYM
absel-1844	52	230	methodologies	methodology	NOUN
absel-1844	52	231	a	a	DET
absel-1844	52	232	time	time	NOUN
absel-1844	52	233	-	-	PUNCT
absel-1844	52	234	efficient	efficient	ADJ
absel-1844	52	235	game	game	NOUN
absel-1844	52	236	to	to	PART
absel-1844	52	237	illustrate	illustrate	VERB
absel-1844	52	238	concepts	concept	NOUN
absel-1844	52	239	taught	teach	VERB
absel-1844	52	240	in	in	ADP
absel-1844	52	241	management	management	NOUN
absel-1844	52	242	courses	course	NOUN
absel-1844	52	243	and	and	CCONJ
absel-1844	52	244	management	management	NOUN
absel-1844	52	245	development	development	NOUN
absel-1844	52	246	programs	program	NOUN
absel-1844	52	247	teaching	teach	VERB
absel-1844	52	248	the	the	DET
absel-1844	52	249	management	management	NOUN
absel-1844	52	250	of	of	ADP
absel-1844	52	251	technology	technology	NOUN
absel-1844	52	252	the	the	DET
absel-1844	52	253	concept	concept	NOUN
absel-1844	52	254	of	of	ADP
absel-1844	52	255	face	face	NOUN
absel-1844	52	256	and	and	CCONJ
absel-1844	52	257	the	the	DET
absel-1844	52	258	applicability	applicability	NOUN
absel-1844	52	259	of	of	ADP
absel-1844	52	260	experiential	experiential	ADJ
absel-1844	52	261	exercises	exercise	NOUN
absel-1844	52	262	in	in	ADP
absel-1844	52	263	an	an	DET
absel-1844	52	264	oriental	oriental	ADJ
absel-1844	52	265	culture	culture	NOUN
absel-1844	52	266	's	's	PART