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John Graham

John Graham

Professor Emeritus, Marketing and International Business, Faculty Director of the Center for Global Leadership and Director of International Programs

SB2 326

949.824.8468

jgraham@uci.edu  

Education

PhD, UC Berkeley
MBA, San Diego State University
BA, San Jose State University

Research Interest

Global marketing

International business negotiations

Innovation

Business in Japan

Negotiation styles in the United States, Japan, Canada, Mexico, Brazil, Taiwan and The Peoples’ Republic of China, South Korea, France, Germany, the United Kingdom, and the Soviet Union


John Graham is an expert in global marketing, international business negotiations, and business in Greater China and Japan.  He has co-authored several books:  International Marketing (with Philip R. Cateora and Mary C. Gilly), McGraw-Hill, 14th edition, 2009; Global Negotiation: The New Rules (with William Hernandez Requejo), Palgrave Macmillan, 2008; Doing Business with the New Japan (with James Day Hodgson and Yoshihiro Sano), Rowman & Littlefield, 2008; China Now: Doing Business in the World’s Most Dynamic Marketplace (with N. Mark Lam), McGraw-Hill, 2007; and Together Again: A Creative Guide to Successful Multigenerational Living (with Sharon Graham Niederhaus), M. Evans, 2007. Marketing. See www.GlobalNegotiationResources.com and www.TogetherAgainBook.com for details.

He has also published extensively in academic and management journals including Harvard Business Review, MIT Sloan Management Review, Journal of Marketing, Management Science, Marketing Science, Journal of Consumer Research, Journal of International Business Studies, Strategic Management Journal, and the Journal of Higher Education.

Professor Graham has been interviewed by numerous local, national, and international broadcast media outlets, including “NBC Nightly News” and the BBC, and written several articles for the Los Angeles Times, La Opinion, and the New York Times. 

He has also been a consultant for executive groups for major corporations, associations and institutions. They include Toyota Motor Sales, AT&T, the United States Trade Representative, the United States Institute of Peace, and The National Institute of Health.

Selected Publications, News & Honors

Books

  • William Hernandez Requejo and John L. Graham, Global Negotiations: The New Rules, New York: Palgrave Macmillan, 2008.  See www.GlobalNegotiationResources.com for details.
  • N. Mark Lam and John L. Graham, China Now: Doing Business in the World’s Most Dynamic Market, New York, NY: McGraw-Hill Trade, 2007.  See www.ChinaNowBook.com for details.
  • James Day Hodgson, Yoshihiro Sano, and John L. Graham, Doing Business in the New Japan, Boulder, CO: Rowman & Littlefield, 2008.  See www.GlobalNegotiationResources.com for details.
  • Sharon Graham Niederhaus and John L. Graham, Together Again: A Creative Guide to Successful Multigenerational Living, Landham, MD: M. Evans, 2007.  See www.TogetherAgainBook.com for details and related publicity including a segment on ABC Good Morning America about the book.

Academic Honors

  • Academy of Management International Division Best Paper Award at the Annual Meetings, San Diego, CA, August 1998 for “Language’s Consequences: A Test of Linguistic Based Measures of Culture Using Hofstede’s Dimensions,” with Joel West.
  • Lauder Institute of Management and International Studies (at the Wharton School, University of Pennsylvania) 1993 Citation Winner for a paper with A. Mintu and W. Rodgers, "Explorations of Negotiation Behavior in Ten Foreign Cultures Using a Model Developed in the United States," Management Science, January 1994, 40 (1), page 72-95.
  • Rated third among scholars in International Business during the 1980's based upon research productivity (cf. "An Analysis of Significant Contributions to the International Business Literature," A.J. Morrison & A.C. Inkpen, Journal of International Business Studies, vol. 22, no. 1, 1991).

Research

John Graham’s research has focused on three main areas:  international negotiations, international marketing, and structural equations modeling.  He has published his academic work in a variety of Financial Times scientific journals (i.e., Journal of Marketing/5, Journal of Consumer Research/2, Journal of International Business Studies/6, Management Science, Marketing Science, Strategic Management Journal, Management Review International, Organizational Behavior & Human Decision Processes, and Journal of Business Ethics) and management journals (i.e., Harvard Business Review/2, Sloan Management Review, and California Management Review).

John’s has conducted research on culture’s influence on negotiation styles in 21 countries and cultures (i.e., United States, Mexico, Canada (French speakers and English speakers, separately), Brazil, United Kingdom, Norway, France, Spain, Germany, Czech Republic, Russia, Israel, Japan, S. Korea, China (Hong Kong, Guangzhou, Tianjin), Taiwan, Vietnam, and the Philippines.    

Note that John is looking for collaborators in other countries. See an invitation to interested researchers around the world: Included are details about negotiation simulation methods, videotaping procedures, and questionnaires used. Contact John directly at jgraham@uci.edu if you are interested in working with him. More Information

Below are links to some of his key articles (usually written with colleagues) with brief mention of the different research methods applied in each.

John’s research has been the topic of articles in Smithsonian magazine, the Chronicle of Higher Education, and the Los Angeles TimesThe Smithsonian article (January 1988) describes his approach to research concisely in layman’s terms.

Teaching

Graduate and undergraduate courses in Marketing Management, International Marketing, Innovation Processes, International Strategic Alliances, International Negotiations, Global Business, Promotions Management, Consumer Behavior, Industrial Marketing, Marketing Research, A Comparison of U.S./Mexican Business Systems, and international residential courses in China (5), Mexico (3), the Netherlands (5), Russia (1), Ireland (1), Czech Republic (2), Austria (1), and Canada (1). 

Developed and delivered three-day workshop entitled, "Managing Negotiations: Japan," for the Ford Motor Company at their Executive Development Center in Detroit.  The program includes videotaping of Ford executives and videotapes of Japanese managers.  The program has been delivered to more than 2000 Ford executives in three countries. 

Consultation and lectures to executive groups at several corporations and institutions, including Lear Seigler, Jeffries Banknote, Toyota Motor Sales, Ford Motor Company, General Motors, Latham and Watkins Attorneys, Los Angeles Junior Chamber of Commerce, Western Automobile Leasing Association, COMEX Group (France), Educational Testing Service, TransAmerica Corporation, the Small Business Administration, Bell and Howell, Korea Investment and Finance Corporation (Korea), the Foreign Service Institute (U.S. State Department), Port of Los Angeles, Kiwanis International, Honeywell Corporation, Dalian Institute of Technology (China), San Diego Chamber of Commerce, Esterline Company, Hyundai Motor America, AT&T, Rotary International, Prudential Insurance Company, Young Presidents' Organizational International University, Intel Corporation, Rockwell International, United States Trade Representative, Allergan, Printronix, INSEAD, Canon, Advanced Technology Laboratories, the United States Institute of Peace, and Ho Chi Minh University of Economics (Vietnam), International Research Center for Japanese Studies (Kyoto, Japan), the Harvard University Program on Negotiation, Conexant, Johns Hopkins School of Advanced International Studies, IMD (Switzerland), National Institute of Health, and Conexant. 

Lectures to executives and academic audiences in several foreign countries--Japan, Hong Kong, China (Mainland and Taiwan), Korea, Brazil, Canada, the United Kingdom, Spain, Mexico, France, Germany, Norway, Russia, Australia, the Czech Republic, Switzerland, and Vietnam. 

  • "Negotiation Skills," USC Executive Programs, Japanese, Brazilian, Korean and American groups with simultaneous translation.
  • "International Negotiation Skills," two-day seminars with Diagama Visao in Brazil, INFORCOM in the Russia, and the Czech Management Center in Prague, simultaneous translation. 
  • "Industrial Marketing," Engineering Management Program, UCLA Extension. 
  • "Managing Negotiations," University of California Management Institute. 
  • “International Negotiations,” Faculty Development Program in International Business, University of South Carolina.

Bio

John L. Graham is presently Professor of Marketing and International Business at the Merage School of Business, University of California, Irvine. During 1994-95 he served as Associate Dean.  He is also Director of the UCI Center for Citizen Peacebuilding. During 1996-97 he was a Visiting Scholar at the Georgetown University School of Business and in 1991-92 he was Visiting Professor at the Madrid Business School in Spain.  From 1979 to 1989 he was Assistant, then Associate Professor at the School of Business Administration at the University of Southern California.  He received his doctorate in business administration (with a minor emphasis in cultural anthropology) from the University of California, Berkeley.  Prior to his doctoral studies he worked as a market analyst for Solar Turbines, Inc., a subsidiary of Caterpillar Tractor Co.  Graham is also a veteran having served four years as an officer in the U.S. Navy Underwater Demolition Teams.

Graham's primary professional interests regard international business negotiations.  He has completed studies on negotiation styles in the United States, Japan, Canada, Mexico, Brazil, Taiwan, Hong Kong, The Peoples' Republic of China, South Korea, the Philippines, Vietnam, Spain, France, Germany, the United Kingdom, Norway, Russia, the Czech Republic, Russia, and most recently in Israel.  Funding for his research has been provided by General Motors, the Marketing Science Institute, Ford Motor Company, the USC Faculty Research and Innovation Fund, the U.S. Department of Education, and Toyota Motors USA.  

Graham has co-authored several books:  International Marketing (with Philip R. Cateora and Mary C. Gilly), McGraw-Hill, 14th edition, 2009; Global Negotiation: The New Rules (with William Hernandez Requejo), Palgrave Macmillan, 2008; Doing Business with the New Japan (with James Day Hodgson and Yoshihiro Sano), Rowman & Littlefield, 2008; China Now: Doing Business in the World’s Most Dynamic Marketplace (with N. Mark Lam), McGraw-Hill, 2007; and Together Again: A Creative Guide to Successful Multigenerational Living (with Sharon Graham Niederhaus), M. Evans, 2007. See www.GlobalNegotiationResources.com and www.TogetherAgainBook.com for details and related information.

Graham has also published more than sixty articles and chapters in academic and management journals and books including the Harvard Business Review, the MIT Sloan Management Review, the Columbia Journal of World Business, the Journal of Marketing, Marketing Science, the Journal of Consumer Research, the Journal of International Business Studies, Negotiation Journal, Strategic Management Journal, and the Journal of Higher Education. His 1994 paper in Management Science received a citation of excellence from the Lauder Institute at the Wharton School of Business.  A portion of his article, "A Hidden Cause of America's Trade Deficit with Japan" (CJWB, Fall 1981), was read into the Congressional Record by Congressman D. K. Bereuter of Nebraska, May 6, 1982.  He has written several articles for the Los Angeles Times, the New York Times, and La Opinion; and his research has been the subject of articles published in Smithsonian (January 1988), the Chronicle of Higher Education, and the Los Angeles Times.  Numerous interviews have been aired on broadcast media (local, national, and international) including NBC Nightly News, ABC Good Morning America, and the BBC.

Finally, Graham has provided consultation and presentations to executive groups at several corporations and institutions, including Toyota Motor Sales, Ford Motor Company, General Motors, Latham and Watkins Attorneys, Los Angeles Junior Chamber of Commerce, COMEX Group (France), Educational Testing Service, TransAmerica Corporation, Small Business Administration,  Korea Investment and Finance Corporation (Korea), Foreign Service Institute (U.S. State Department), Port of Los Angeles, Kiwanis International, Honeywell Corporation, Dalian Institute of Technology (China), Esterline Company, Hyundai Motor America, AT&T, Rotary International, Prudential Insurance Company, Young Presidents' Organization International University, Intel Corporation, the United States Trade Representative, Rockwell International, Allergan, the United States Institute of Peace, Ho Chi Minh University of Economics (Vietnam), International Research Center for Japanese Studies (Kyoto, Japan), School for Advanced International Studies at Johns Hopkins, and the Harvard University Program on Negotiation.

Links