Biography

John L. Graham is and an author and Professor Emeritus of International Business at the Merage School of Business, University of California, Irvine.

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, France, Germany, the United Kingdom, Norway, Russia, the Czech Republic, Vietnam, and 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.  With James Hodgson and Yoshihiro Sano he has written two books, Doing Business in the New Japan, Succeeding in America's Richest International Market (Rowman&Littlefield, 4th edition 2008) and American Negotiating Techniques (Toyo Keizai Simpo Sha 1987).  With Taylor Meloan he has edited Global and International Marketing (Irwin 1995, 2nd edition 1997).  With Philip Cateora and Mary C. Gilly he has written the 10th through 15th editions of International Marketing (Irwin/McGraw-Hill 1999-2011).  With S. G. Niederhaus he has written Together Again: A Creative Guide to Successful Multigenerational Living (Evans 2007).  With N. Mark Lam he has written China Now: Doing Business in the World's Most Dynamic Market (McGraw-Hill 2007).  His newest book written with William Hernandez Requejo is Global Negotiation: The New Rules (Palgrave Macmillan 2008).  Also, see www.GlobalNegotiationResources.com for information on negotiating in 50 countries.

Graham has also published more than seventy-five 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.

Graham has provided consultation and presentations to executive groups at several corporations and institutions, including Toyota Motor Sales, 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, Ford Motor Co., 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 Negotiations.

He was director of the John & Marilyn US-China Institute of Business & Law (2010-2011). During 1994-95 Graham served as Associate Dean at the Merage School.  He was Co-Director of the UCI Center for Citizen Peacebuilding (2000-2008). 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.