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 Times. The Smithsonian article (January 1988) describes his approach to research concisely in layman’s terms.
- 1983 Harvard Business Review, “Negotiators abroad – Don’t Shoot from the Hip” describes the American negotiation style as it compares to other around the world.
- 1988 Journal of Retailing, “Gender’s Influence on Behaviors and Outcomes in a Buyer-Seller Negotiation Simulation” compares how American men and women negotiate using content analysis and observational measures of nonverbal behaviors.
- 1990 Developing Communicative Competence in a Second Language, “An Exploratory Study of the Process of Marketing Negotiations Using a Cross-Cultural Perspective” features content analyses of video tapes including the facial expressions of negotiators.
- 1993 Negotiation Journal, “The Japanese Negotiation Style: Characteristics of a Distinct Approach” uses observational measures and socio-linguistic analysis of negotiation transcripts and videotapes.
- 1994 Management Science, “Explorations of Negotiation Behaviors in Ten Foreign Countries …” won a best paper of the year Citation from the Lauder Institute at the Wharton School and uses structural equations modeling.
- 1999 Journal of International Negotiation, “A Comparison of Russian and American Negotiation Behaviors” includes observational methods and compares the behaviors of 60 Americans to 58 Russians.
- 1999 Journal of Marketing, “National Culture and Referral Behavior in the Purchase of Industrial Services in the United States and Japan” applies theory and methods from networks analysis.
- 2003 Harvard Business Review, “The Chinese Negotiation” compares the American and Chinese approaches to bargaining.
- 2004 Management Review International, “A Linguistics-Based Measure of Cultural Distance and Its Relationship to Managerial Values” introduces the new concept and measure of linguistic distance.
- 2006 Journal of International Business Studies, “Tension and Trust in International Business Negotiations: American Executives Negotiating with Chinese Executives” uses participants evaluations of videotaped negotiations including their emotions.
- 2008 Journal of Business Ethics, “Regulation vs. Values: How Culture Plays Its Role” uses structural equations to challenge the findings of economists and to demonstrate that culture causes both corruption and regulations.
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.
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.
