John Graham

Associate Professor, School of Business
Paul Merage School of Business

PH.D., University of California, Berkeley

Phone: (949) 824-8468
Fax: (949) 824-8469

University of California, Irvine
326 GSM
Mail Code: 3125
Irvine, CA 92697
Research Interests
Professor Graham is an expert in global marketing, international business negotiations and business in Japan.
Research Abstract
Dr. Graham's primary professional interests regard international business negotiations. He has completed studies of 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 most recently in the Soviet Union. With Yoshihiro Sano he has written two books, Smart Bargaining, Doing Business with the Japanese (Harper & Row 1984, second edition 1989) and American Negotiating techniques (Toyo Keizai Simpo Sha, 1987). His third book for managers will be published next year by John Wiley & Sons.

Graham has also published extensively in both academic and management journals including the Harvard Business Review, the Columbia Journal of World Business, the Journal of Marketing, Marketing Science, the Journal of Consumer Research, the Journal of International Business Studies, and the Journal of Higher Education. His research has been the subject of articles published in The Smithsonian, the Chronicle of Higher Education, and the Los Angeles Times.

Prior to his doctoral studies he worked as a market analyst for Solar Turbines, Inc., a subsidiary of Caterpillar Tractor Co.

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