Professor Emeritus, Marketing and International Business, Faculty Director of the Center for Global Leadership and Director of International Programs
International business negotiations
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
Books and Publications
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 firstname.lastname@example.org if you are interested in working with him. More Information
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.
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.