John Graham

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.

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.

Education

• PhD University of California, Berkeley - Walter A. Haas School of Business (1976 — 1980)
• MBA San Diego State Univeristy (1974 — 1975)
• Bachelor of Arts (BA) San Jose State University (1965 — 1970)

Companies

• Professor Merage School (1990)
• Associate Professor USC Marshall School of Business (1979 — 1989)
• Market Analyst Solar Turbines (1975 — 1976)