January 2009

VITA John L. Graham University of California, Irvine The Paul Merage School of Business Irvine, CA 92697-3125 EDUCATION University of California, Berkeley Ph.D. Marketing, 1980 (basic discipline studiedCultural Anthropology) San Diego State University M.B.A. Marketing and Management, 1975 San Jose State University B.A. Chemistry, 1970 EXPERIENCE 1989-present University of California, Irvine Professor, Graduate School of Management Associate Dean of Graduate Programs (1994-1995) Marketing Area Coordinator (1999-2002) Georgetown University, School of Business Visiting Scholar Madrid Business School, Spain Visiting Professor University of Southern California Associate Professor, Marketing Department Research Associate, International Business Education and Research Program University of California, Berkeley Lecturer: Marketing Management University of California, Berkeley Graduate School of Business Administration Teaching Assistant: Marketing Management Marketing Department Assistant Research Assistant: D.A. Aaker and R.P. Bagozzi Solar Turbines International Subsidiary of Caterpillar Tractor Co., San Diego, CA Market Analyst: Market research consisting of forecasting demand, pricing system design, and competitive analysis
Office: (949) 824-8468 Fax: (949) 725-2831 Email: jgraham@uci.edu
1996-1997 1991-1992 1979-1989

1979 1976-1978

1975-1976
San Diego State University, School of Business Teaching Assistant: Instructed quantitative analysis for business decisions, upper-division and graduate sections U.S. Naval Reserves, UDT/SEAL Team 121 USNAB, Coronado, CA U.S. Navy, Underwater Demolition Team ELEVEN USNAB, Coronado, CA Platoon Commander, Diving Officer, various other collateral duties

1974-1979 1970-1974

TEACHING EXPERIENCE Graduate and undergraduate courses in Marketing Management, International Marketing, 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), Canada (1), Russia (1), Czech Republic (2), and Austria (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, 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, Ford Motor Company, 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 Negotiations, Conexant, Johns Hopkins School of Advanced International Studies, IMD (Switzerland), National Institute of Health, General Motors, 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, Israel, and Vietnam.

Dissertation Committees (USC) Member for Yao Apasu (1982) Member for Joyce Neu, Department of Linguistics (1985) Chairman for Michael Duffy (1986) Member for D'lisa D. Olson, Department of Psychology (1988) Chairman for Frank Alpert (1989) Member for Robert Winsor (1989)
Academic Committees (UCI) Chair, UCI Senate Committee on International Education (2004-06) UCI Representative to the University Committee on International Education (2004-06) Global Peace and Conflict Studies Board Pacific Forum Board
- Interim Chairman, University and Faculty Welfare - GSM Master Program Committee - GSM International Programs Committee (Chair)
Academic Committees (USC) Academic Senate Representative, 1980-82, 1984-88 Business School Task Force--Internationalizing the Curriculum University International Education Committee East Asian Studies Center, Associate Member USC AISEC Advisor Business School Operations Committee Editorial Board, New Management Business School Undergraduate Curriculum Committee Diogenes Society Steering Committee
ACADEMIC HONORS Academy of Management International Division Best Paper Award at the Annual Meetings, San Diego, CA, August 1998 for Languages Consequences: A Test of Linguistic Based Measures of Culture Using Hofstedes Dimensions, with Joel West. Lauder Institute of Management and International Studies (at the Wharton School, University of Pennsylvania) 1993 Citation Winner for a paper with A. Mintu and W. Rodgers, "Explorations of Negotiation Behavior in Ten Foreign Cultures Using a Model Developed in the United States," Management Science, January 1994, 40 (1), page 72-95. Rated third among scholars in International Business during the 1980's based upon research productivity (cf. "An Analysis of Significant Contributions to the International Business Literature," A.J. Morrison & A.C. Inkpen, Journal of International Business Studies, vol. 22, no. 1, 1991). USC Faculty Research and Innovation Fund Award, 1985 Academy of Marketing Science Dissertation CompetitionFirst Place, 1981 Division 23, American Psychological Association Dissertation CompetitionHonors Award, 1981 AMA Consortium Fellow, 1979 Honor Students' Society, 1978
Flood Fellowship, 1976-77 Blue Key Upper Division Honorary Fraternity, 1967-70
RESEARCH Dissertation Cross-Cultural Sales Negotiations: A Multilevel Analysis, R.P. Bagozzi, chairman; R.H. Holton and J.J. Gumperz (Anthropology Department), committee members. A study of face-toface sales negotiations in Japan and the United States. Methods included executive interviews, participant observation, a laboratory simulation with videotaping, and structural equation modeling. Journal Articles Negotiation Topics With William L. Cron, Mary C. Gilly, John W. Slocum, Jr., Pricing Decisions and Income of Professional Service Providers: A Focus on Gender, in press, Organizational Behavior and Human Decision Processes. With William Hernandez Requejo, Managing Face-to-Face International Negotiations, in press, Organizational Dynamics. Kam-hon Lee, Guang Yang, and John L. Graham, Tension and Trust in International Business Negotiations: American Executives Negotiating with Chinese Executives, Journal of International Business Studies, September 2006, 37(5), pages 623-641. Bruce Hemmer, Paula Garb, Marlett Phillips, and John L. Graham, Putting the UP in BottomUP Peacebuilding: Broadening the Concept of International Negotiations, Journal of International Negotiation, 2006, 11(1), pages 129-162. With Alma Mintu-Wimsatt, Testing a Negotiation Model on Canadian Anglophone and Mexican Exporters, Journal of the Academy of Marketing Science, July 2004, 32, pages 345356. With N. Mark Lam, The Chinese Negotiation, Harvard Business Review, October 2003, pages 82-91. With C. Roemer, J. Neu, and P. Garb, A Comparison of Russian and American Negotiation Behaviors, International Negotiation, 1999, 4, pages 1-25.

With A. Mintu-Winsatt and R. Calantone, Problem-Solving Approach in an International Context: Antecedents and Outcomes, International Journal of Research in Marketing, 1998, 5, pages 19-35. With M. Kamins and W. Johnston, A Multi-Method Examination of Buyer-Seller Interactions among Japanese and American Businesspeople, Journal of International Marketing, 6(1), 1998, pages 8-32 (lead article). With A. Mintu-Winsatt, "Cultures Influence on Business Negotiations in Four Countries," Group Decision and Negotiation, 1997, 6, pages 483-502. With A. Mintu-Winsatt and W. Rodgers, "Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States," Management Science, January 1994, 40(1), pages 72-95, (Lauder Institute Citation Winner). Reprinted in National Culture and International Management in East Asia, H. Davis and W. Schultz (eds.), London: International Thomas Business Press in Strategic Management, 1997. "The Japanese Negotiation Style: Characteristics of a Distinct Approach," Negotiation Journal, April 1993, pages 123-140. With J. Neu, "A New Methodological Approach to the Study of Interpersonal Influence Tactics: A 'Test Drive' of a Behavioral Schema," Journal of Business Research, Vol. 29, 1994, pages 131-144. With N.J. Adler and R. Brahm, "Business Negotiations in the Peoples Republic of China," Strategic Management Journal, September 1992, 13(6), pages 449-466. Reprinted in National Culture and International Management in East Asia, H. Davis and W. Schultz (eds.), London: International Thomas Business Press in Strategic Management, 1997. With L. Evenko (Institute of the USA and Canada, USSR) and M. Rajan (Australian Graduate School of Management), "A Comparative Study of Soviet and American Business Negotiations," Journal of International Business Studies, third quarter 1992, 23(3), pages 387-418 (lead article), published as a working paper by the Marketing Science Institute (Cambridge, MA). With M. Rajan, "Nobody's Grandfather was a Merchant: Understanding the Soviet Commercial Negotiation Process and Style," California Management Review, Spring 1991, 33(3), pages 4057. With N.J. Adler, "Cross-Cultural Interactions: The International Comparison Fallacy," Journal of International Business Studies, Fall 1989, 20(3), pages 515-538. With S. Ichikawa, "A Scientific Study of Negotiation Styles in Ten Countries," Distribution Policies (in Japanese), 38, 1988, pages 51-58. With M.C. Gilly and J. Neu, "Gender's Influence on Behaviors and Outcomes in a Buyer-Seller Negotiation Simulation, "Journal of Retailing, 64(4), Winter 1988, pages 427-451.

With N. Campbell (Manchester Business School, U.K.), A. Jolibert (Universite de Sciences de Grenoble, France), and H.G. Meissner (University of Dortmund, Germany), "Marketing Negotiations in France, Germany, the United Kingdom, and the United States, " Journal of Marketing, 52(2), April 1988, pages 49-62. With D.K. Kim (Korea University, Korea), C.Y. Lin, and M. Robinson, "Buyer-Seller Negotiations Around the Pacific Rim (Japan, Korea, Taiwan, and the United States)," Journal of Consumer Research, 15(1), June 1988, pages 48-54. Reprinted in D.K. Kim and L. Kim (eds.), Management Behind Industrialization: Readings in Korean Business, Seoul: Korea University Press, 1989, pages 272-300. With N.J. Adler (McGill University, Canada) and T. Schwarz (Monterrey Institute of Technology, Mexico), "Business Negotiations in Canada (French and English Speakers), Mexico, and the United States," Journal of Business Research, 15(4), 1987, pages 411-429. With Douglas Andrews, "A Holistic Analysis of Cross-Cultural Business Negotiations," Journal of Business Communications, 24(4), Fall 1987, pages 63-77. Reprinted in Annual Editions: Human Resources, Guilford, CT: Dushkin Publishing, 1988. With N. J. Adler, "Business Negotiations: Canadians Are Not Just Like Americans, Canadian Journal of Administrative Science, 4(3), September 1987, pages 211-238. Reprinted in B.J. Punnett (ed.), International Studies of Management and Organization, 1988 and in Labor Relations in Canada, Scarborough, Ontario: Prentice Hall, 1989. With Yoshihiro Sano, "At the Negotiation Table with the Japanese," International Marketing Review, 3(3), Autumn 1986, pages 58-71. "The Problem-Solving Approach to Negotiations in Industrial Marketing," Journal of Business Research, 14, 1986, pages 271-286. "Cross-Cultural Sales Negotiations: A Laboratory Experiment," Marketing Science, Spring 1985, pages 130-146. "The Influence of Culture on the Process of Business Negotiations: An Exploratory Study," Journal of International Business Studies, Spring 1985, pages 79-94. Reprinted in D.M. Andrus, D.W. Norrell, and S.V. Gogumalla (eds.), International Marketing Management: A Reader, Bessemer, AL: Colonial Press, 1988, pages 74-88. With C.Y. Lin (National Sun Yat-Sen University, Taiwan) and R. Allerheiligen, "Honesty in Interorganizational Negotiations in the United States, Japan, Brazil, and the Republic of China," in the Journal of MacroMarketing, 5(3), Fall 1985, pages 4-16. "The Bolter Turbines, Inc., Negotiation Simulation," Journal of Marketing Education, Spring 1984, pages 26-36. Reprinted in Industrial Marketing Management (4th edition) by R. Haas,
Kent: Boston, 1989; in La Negociation Commerciale (in French), Alain Jolibert and Maud Tixier (eds.), E.S.F.: Paris, 1988: and L. Hinkle, Wesley J. Johnston and Esther F. Lanigan. Cases in Marketing Management: Issues in the 1990's, Prentice Hall: Englewood Cliffs, NJ, 1992. "A Comparison of Japanese and American Business Negotiations," Journal of International Research in Marketing, 1, 1984, pages 51-68. With R.A. Herberger, "Negotiators Abroad--Don't Shoot From the Hip," Harvard Business Review, July-August 1983, pages 160-168. Reprinted in L.F. Luce and E.F. Smith (eds.), Toward Internationalism, Rowley, MA: Newbury House, 1987; and in I. G. Asherman and S. V. Asherman (eds.), The Negotiation Sourcebook, 1st and 2nd editions, Amherst, MA: HRD Press 2001. "Business Negotiations in Japan, Brazil, and the United States," Journal of International Business Studies, Spring/Summer 1983, pages 47-62. A portion of the article was reprinted in International Executive, 25(3), Fall 1983, pages 5-7. "A Hidden Cause of America's Trade Deficit with Japan," Columbia Journal of World Business, Fall 1981, pages 5-15 (lead article). Portions of the article were read into the Congressional Record by Congressman D.K. Bereuter of Nebraska, May 6, 1982, and reprinted in J.B. McCall and M. B. Warrington's Marketing by Agreement, A Cross-Cultural Approach to Business Negotiations, Chichester, England: Wiley, 1984. International Marketing Topics With R. Jing, Regulation vs. Values: How Culture Plays Its Role, Journal of Business Ethics, July 2008, 80(4), pages 791-806. Joel West and John L. Graham, A Linguistics-Based Measure of Cultural Distance and Its Relationship to Managerial Values, Management International Review, 2004, 44(3), pages 239260. With H. Rika Houston, Culture and Corruption in International Markets: Implications for Policy Makers and Managers, Consumption, Markets and Culture, 4(3), 2001, pages 315-343. With Frank Alpert, Michael Kamins, Tomoaki Sakano, and Naoto Onzo, Retail Buyer Beliefs, Attitudes, and Behaviors toward Pioneer and Me-Too Follower Brands: A Comparative Study of Japan and the United States, International Marketing Review, 2001. With R.B. Money and M.C. Gilly, National Culture and Referral Behavior in the Purchase of Industrial Services in the United States and Japan, Journal of Marketing, 62(4), October 1998, pages 76-87. With R.B. Money, Salesperson Performance, Pay, and Job Satisfaction: Tests of a Model Using Data Collected in the U.S. and Japan, Journal of International Business Studies, 30(1), 1999,

pages 149-172. Working paper summarized in Harvard Business Review, Editors Briefings Section, September-October 1997, pages 9-10. With F. Alpert, M. Kamins, T. Sakano, N. Onzo (Waseda University, Japan), "Retail Buyer Decision Making in Japan: What U.S. Sellers Need to Know," International Business Review, 6(2), 1997, pages 91-112. Marketing Science Institute (Cambridge, MA) Working Paper #95108 (August 1995) summarized in the Harvard Business Review, Editor's Briefings Section, March-April 1996, pages 14-15. With M. Kamins and D. Oetomo, "Content Analysis of German and Japanese Advertising in Print Media from Indonesia, Spain and the United States," Journal of Advertising, 22(2), June 1993, pages 5-15 (lead article). With K. Gronhaug (Norwegian School of Economics and Business Administration, Norway), "Ned Hall Didn't Have to Get a Haircut, or Why We Haven't Learned Much About International Marketing in the Last 25 Years," Journal of Higher Education, 69(2), March-April 1989, pages 152-187. With M.C. Gilly, "A Macroeconomic Study of the Effects of Promotion on the Consumption of Infant Formula in Developing Countries," Journal of MacroMarketing, 8(1), Spring 1988, 21-31. Separate comments on article by J.J. Boddewyn and B. Meade, Journal of MacroMarketing, 8(2), Fall 1988, 40-45. Our replies in Journal of MacroMarketing, 9(1), Spring 1989. Reprinted in T. Meloan and J. Graham (eds.), International and Global Marketing: Concepts and Cases, Homewood, IL: Irwin, 1995 and 1998 editions. With Y. Apasu and S. Ichikawa, "Corporate Culture and Sales Force Management in Japan and America," Journal of Personal Selling and Sales Management, 7, November 1987, pages 51-62. With Y. Apasu and S. Ichikawa (Chukyo University, Japan), "Sales Force Management in Japan and the United States," INSEAD Euro-Asia Review, January 1987, pages 37-40. Reprinted in T. Meloan and J. Graham (eds.), International and Global Marketing: Concepts and Cases, Homewood, IL: Irwin, 1995 and 1998 editions. With S. Ichikawa and Y. Apasu, "The Effects of Value Congruence on Salesperson Performance and Satisfaction in Japan and the United States," Chukyo Shogakuronso, 33(4), 1986, pages 1-36. With T. Meloan, "Preparing the Exporting Entrepreneur," Journal of Marketing Education, Spring 1986, pages 11-20. "The Foreign Corrupt Practices Act: A New Perspective," Journal of International Business Studies, Winter 1984, pages 107-122. Excerpted as testimony in hearings regarding the Foreign Trade Practices Act (H.R. 2157) before the Subcommittee on International Economic Policy and Trade of the Committee on Foreign Affairs, House of Representatives (April 25, 1983), pages 47-64, Washington: U.S. Government Printing Office (1985). Reprinted in D.M. Andrus, D.W.

Norrell, and S.V. Gogumalla (eds.), International Marketing Management: A Reader, Bessemer, AL: Colonial Press, 1988, pages 123-134. "Foreign Corrupt Practices: A Manager's Guide," Columbia Journal of World Business, Fall 1983, pages 89-94. Strategy Topics With B. Money and C. Anterasian, "Are American Managers Superstitious about Market Share?," Sloan Management Review, Summer 1996, pages 67-77. With C. Anterasian (McKinsey & Co.), "When It's Good Management to Sacrifice Market Share," Journal of Business Research, 19, 1989, pages 187-213. With W.S. Bishop and M. Jones (both managers with Caterpillar Tractors Co.), "The Volatility of Derived Demand in Industrial Markets and Its Management Implications," Journal of Marketing, Fall 1984, pages 95-103. Other Topics Stephanie Dellande, Mary C. Gilly, and John L. Graham, Gaining Compliance and Losing Weight: The Role of the Service Provider in Health Care Services, Journal of Marketing, v. 68, July 2004, pages 78-91. With M.C. Gilly, M.F. Wolfinbarger, and Laura J. Yale, A Dyadic Study of Interpersonal Information Search, Journal of the Academy of Marketing Science, Spring 1998, 26(2), pages 83-100 (lead article). With F. Alpert and M. Kamins, "An Examination of Reseller Buyer Attitudes Toward Order of Brand Entry," Journal of Marketing, July 1992, 56(3), pages 25-37. Excerpted in Journal of Product Innovation and Management, 1993, vol. 262-263. With M.A. Kamins and H. Assael, "A Cognitive Response Involvement Model of the Process of Product Evaluation Through Advertising Exposure and Trial," Journal of Business Research, 20, 1990, pages 191-215 (lead article). With V. Folkes and S. Koletsky, "A Field Study of Causal Inferences and Consumer Reaction: The View From the Airport," Journal of Consumer Research, 13, March 1987, 534-539. With D.W. Stewart and S. Hecker (Young and Rubicam), "It's More Than What You Say: Assessing the Influence of Non-verbal Communication in Marketing," Psychology and Marketing, 4(4), Winter 1987, pages 303-322. Articles in Review and Work in Progress
With Dante Pirouz, Cultures Influence on International Stock Market Volatility, in review at Marketing Science. With Jennifer Chandler, Corruption and the Attractiveness of International Markets, in review at the Journal of Business Ethics. With Guang Yang, Social Presence Theory and Computer Mediated Business Negotiations, in review at Organizational Behavior & Human Decision Processes. With Jennifer Chandler and Samantha Cross, Partner Selection, Network Position, and Scholarly Performance, working paper.
Books William Hernandez Requejo and John L. Graham, Global Negotiations: The New Rules, New York: Palgrave Macmillan, 2008. N. Mark Lam and John L. Graham, China Now: Doing Business in the Worlds Most Dynamic Market, New York, NY: McGraw-Hill Trade, 2007. With James Hodgson (former U.S. Ambassador to Japan) and Yoshihiro Sano, Doing Business with the New Japan, 4th edition, Boulder, CO: Rowman & Littlefield, 2008. Chapter 3 is reprinted in Lewicki, Litterer, Saunders and Minton (eds.), Negotiation: Readings, Exercises, and Cases, (2nd edition), New York: Irwin 1993. Philip R. Cateora, Mary C. Gilly, and John L. Graham, International Marketing, Burr Ridge, IL: McGraw-Hill; 10th through 14th editions, 2009. Translated into Chinese, Spanish, Portuguese, Greek, and other languages. Sharon Graham Niederhaus and John L. Graham, Together Again: A Creative Guide to Successful Multigenerational Living, Landham, MD: Taylor Trade Publishing, 2007. Featured on ABC TVs Good Morning American, April 13, 2007. Edited with T. Meloan, International and Global Marketing Concepts and Cases, Homewood, IL: Irwin 1995; 2nd edition 1998. With Yoshihiro Sano, American Negotiation Techniques: Differences Between Japanese and American Styles, Tokyo: Toyo Keizai Simpo Sha (in Japanese), 1987.

Monographs, Chapters, and Cases
Culture and Human Resources Management, Chapter 18 in Alan M. Rugman and Thomas L. Brewer (eds.), The Oxford Handbook of International Business, 2nd edition, Oxford: Oxford University Press, 2009, pages 503-536. Trade Brings Peace: An Essay about One Kind of Citizen Peacebuilding, in J. Runzo and N. M. Martin (eds.), War and Reconciliation: Perspectives of the World Religions, Cambridge, England: Cambridge University Press, 2009. Based on a paper delivered at Cambridge University, May 2003. Cultures Influence on Business Negotiations: An Application of Hofstedes and Rokeachs Ideas, prepared for Farok J. Contractor and Peter Lorange (eds.), Cooperative Strategies and Alliances: What We Know 15 Years Later, 2002, pages 461-492. International Commercial Negotiations: A Focus on Japan, in Hiroshi Kimura (ed.) International Comparative Studies of Negotiating Behavior, Kyoto: International Research Center for Japanese Studies, March 1998, pages 241-256; and in Peter Burton (ed.) International Negotiation, NY: St. Martins Press, pages 133-150. With Alma Mintu-Wimsatt, Antecedents and Outcomes of Problem-Solving: A Look at Canadian Negotiators, T. A. Scandura and M. G. Serapio (eds.), Research in International Business and International Relations, 7, JAI Press: Stamford, CN, 1998, pages 117-137. "Vis-a-Vis International Business Negotiations (Chapter 3) and "Business Negotiations Between Japanese and Americans" (Chapter 18), in J. D. Usunier and P. N. Ghauri (eds.) International Business Negotiations, Pergamon/Elsevier Science: London, 1996. The first is excerpted in Executive Digest, Impact21: The Business of Asia, June 1997 and reprinted in T. Meloan and J. Graham (eds.), International and Global Marketing: Concepts and Cases, Homewood, IL: Irwin 1998. With M. Gilly, "International Marketing of Services," chapter in M. Bitner and V. Zeithaml Services Marketing, McGraw-Hill 1996, pages 414-446. "Culture, Negotiations, and International Cooperative Ventures," in S. M. Gass and J. Neu (eds.), Speech Acts Across Cultures, Challenges to Communication in a Second Language, Berlin/New York: Mouton de Gruyler, 1996, pages 317-342. "Negotiation Behaviors in Norway Compared to Eleven Other Cultures" in T. B. Holmesland, K J. Ims, and A. Petersen (eds.), Essays in Marketing and Management, Bergen (Norway): Fagbokforlaget, pages 35-54, 1995. "Siberian Natural Gas Association, An International Negotiation Simulation," in T. Meloan and J. Graham (eds.). International and Global Marketing Concepts and Cases, Homewood, IL: Irwin, 1995.
"Ford Aerospace Corporation and Space Communications Corporation of Japan" in T.R. Wotruba and E.K. Simpson, Sales Management Text and Cases, Boston: PWS-Kent, pages 302303, 1992. With J. Neu, "An Analysis of Language Use in Negotiations: The Role of Context and Content," K. Ehlich and J. Wagner (eds.), The Discourse of Business Negotiation, Mouton de Gruyler: Amsterdam, 1995, pages 243-272. With M.A. Jones and W.S. Bishop, "Bolter Turbines, Inc.: Product Development in Industrial Marketing," in L. Hinkle, Wesley J. Johnson and Esther F. Lanigan, Cases in Marketing Management: Issues in the 1990s, Prentice Hall: Englewood Cliffs, NJ, 1992. "An Exploratory Study of the Process of Marketing Negotiations Using a Cross-Cultural Perspective," a monograph in R. Scarcella, E. Andersen and S. Krashen (eds.), Developing Communicative Competence in a Second Language, Newbury House Publishers, Rowley, MA, 1990, pages 239-279. With K. Gronhaug, "International Marketing Research Revisited," in S.T. Cavusgil (ed.), Advances in International Marketing, 2, JAI Press: Greenwich, Connecticut, 1987, pages 121138. "A Theory of Buyer-Seller Negotiations," in J.N. Sheth (ed.), Advances in Marketing Research, 9, JAI Press: Greenwich, Connecticut, 1987, pages 163-183. With C.Y. Lin, "A Comparison of Marketing Negotiations in the Republic of China (Taiwan) and the United States," in S.T. Cavusgil (ed.), Advances in International Marketing, 2, JAI Press: Greenwich, Connecticut, 1987, pages 23-46. "Deference Given the Buyer: Variations Across Twelve Cultures," in P. Lorange and F. Contractor (eds.), Cooperative Strategies in International Business, Lexington, MA: Lexington Books, 1987, pages 474-485.

Proceedings and Conference Papers John L. Graham, William L. Cron, Mary C. Gilly, and John W. Slocum Jr., A Behavioral Study of Pricing Decisions: A Focus on Gender, Academy of Management National Meetings, Atlanta, GA, August 2006. Trade Brings Peace, War and Reconciliation: Perspectives of the World Religions, The Global Ethics & Religion Forum and Clare Hall, Cambridge University, May 26-29, 2003. With Nivein Behairy, Medical Anthropology and Consumer Behavior, Association of Consumer Research, Atlanta, GA, October 2002.
With Guang Yang and Kam-Hon Lee, The Antecedents of Tension Felt in International Marketing Negotiations, American Marketing Association Winter Conference, Tucson, AR, February 2002. With Frank Alpert, Michael Kamins, Tomoaki Sakano, and Naoto Onzo, Pioneer Brand Advantage with Retail Buyers in Japan, a Comparison with U.S. Data, 29th European Marketing Academy Conference Proceedings, Rotterdam, Erasmus University, 2000. With Joel West, Languages Consequences: A Test of Linguistic-Based Measures of CultureUsing Hofstedes Dimensions, Best Paper Award, Academy of Management International Division, Annual Meetings, San Diego, CA, August 1998. With M. Rajan, Methodological Considerations in Cross-Cultural Research: A Discussion of the Translation Issue, Academy of International Business Annual Meeting, Monterrey, Mexico, October 8-12, 1997. "International Negotiations," selected panelist for the Jeffrey Rubin Memorial Conference, Program on Negotiation, Harvard Law School, Cambridge, MA, October 1996. "International Commercial Negotiations: A Focus on Japan," presented at the International Comparative Studies of Negotiation Behavior Symposium at the International Research Center for Japanese Studies, Kyoto, Japan, August 1996. "Conflict Management Tools, Cross-Cultural Negotiations," United States Institute of Peace 10th Anniversary Conference, Washington DC, December 1, 1994. "A Comparison of American and Russian Negotiation Behaviors," presented at the American Psychological Association meetings, Los Angeles, CA, August 1994. "Research Careers in International Marketing," part of a special session of the American Marketing Association Educators' Conference, San Francisco, CA, August 1994. "Cross Cultural Negotiations," presented at the Academy of International Business Regional Meeting, Claremont, CA, May 1988. "International Marketing Negotiations: A Program of Research," an invited presentation at TIMS/ORSA National Conference, Washington, D.C., April 1988. "Negotiating with the Japanese," in Doing Business with Japan: Proceedings of a Seminar, May 18-21, 1987. R. Drobnick and D. Cummins (eds.), Graduate School of Business Administration, University of Southern California. With K. Gronhaug, "Ned Hall Didn't Have to Get a Haircut; or Why We Haven't Learned Much About International Marketing in the Last 25 years," presented at Academy of International Business Regional Meeting, Los Angeles, May 1987.

"The Influence of Interpersonal Attraction on the Outcomes of Business Negotiations in Ten Countries," the American Institute of Decision Sciences Annual Conference, Honolulu, Hawaii, November 1986. "Content Analysis of Business Negotiations in Five Countries," proceedings of the Third Annual Seminar on Research in International Marketing, Lyon Graduate School of Business, France, September 1986. "International Business Negotiations," a presentation and comments at a conference entitled International Negotiation, at the Foreign Service Institute, the U.S. State Department, Washington, D.C., October 1985. With C.Y. Lin, M. Robinson, and D.K. Kim, "A Comparison of Business Negotiation Styles in Japan, Korea, Taiwan, and the United States," presented at the Pan-Pacific Conference: A Business, Economic and Technological Exchange, Seoul, Korea, May 1985. "Methods of Analysis of Sales Negotiations," presented at the Winter American Marketing Association Conference, Phoenix, AZ, 1985. With D.W. Rook, "TAT Stimulus Development and Content Analytic Strategies," presented at the American Marketing Association Educators' Conference, Chicago, 1984. With R.A. Allerheiligen, The Influence of Bargainer Characteristics on Cross-Cultural Business Negotiations, presented at the Academy of International Business Annual Meetings, San Francisco, December 1983. "In Japan The Buyer is 'Kinger'," Proceedings Second Annual Japan/U.S. Business Conference, Tokyo, April 1983. "Facial Expression and Marketing Negotiations," Proceedings of AMA Educators' Conference, Chicago, August 1982. With R. Allerheiligen, "Honesty in Business Negotiations in Three Cultures," Proceedings of the Fourth Annual Joint Academy of International Business and European International Business Association, Barcelona, Spain, December 1981. "The Influence of Interpersonal Attraction on the Outcomes of Business Negotiations in Japan, Brazil, and the United States," presented at the Academy of International Business Annual Meeting, Montreal, October 1981. "A New System for Measuring Nonverbal Responses to Marketing Appeals," Proceedings of AMA Educators' Conference, Chicago, August 1980. "Cross-Cultural Sales Negotiations," a paper presented at the Japan American Society National Conference, Los Angeles, February 20, 1979.
"Cross-Cultural, Interpersonal Selling: A Multi-level Analysis," Proceedings of the AMA/MSI Workshop: Sales Management: New Developments from Behavioral and Decision Research, Cambridge, Massachusetts, April 6-8, 1978. Grants With Rika Houston and Paul Feldstein, grant from five companies (Toyota, Toshiba, Kaiser Permanente, Mullikin Medical, and Little Company of Mary Hospital) to study health care delivery services in Japan (1996). Retirement Industry Trust Association grant for a study of Americans attitudes toward saving and pending IRA legislation (1995). With Frank Alpert, Marketing Science Institute grant for the study of Pioneer Brand Advantage in Japan, Spain, and the United States (1993-94). Marketing Science Institute grant for study of business negotiations in the Soviet Union (198991). Ford Motor Company grant for development of an international negotiations training program and associated materials (1988). USC International Business Education and Research Program research grants for study of business negotiations in Brazil (1984), Taiwan (1985), and China (1986-87). USC International Business Education Program Research grant for the study of sales management practices in Japan and the United States (1985-86). USC Faculty Research and Innovation Fund grant for studies of business negotiations in France, Germany, and the United Kingdom (1983-85). U.S. Department of Education grant for a study of business negotiations in South Korea (198384). With Roy A. Herberger, Toyota Corporation grant to study business negotiations and decisionmaking between Japanese and American executives. The research included development of videotape teaching materials and a computer simulation of international business decisionmaking (1979-81).

OTHER PUBLISHED MATERIALS www.GlobalNegotiationResources.com, a website that includes advice on negotiations in 50 countries.
Peace Monitor, Countries, see www.citizenpeacebuilding.org where we have developed and published a measure of how peaceful are 77 different countries. International Negotiations, an instructional videotape produced by Instructional Television, University of California, Irvine and distributed by McGraw-Hill with my International Marketing text with Philip Cateora, 2002. With Persa Economou, Introduction to the Symposium on International Negotiations, Journal of International Business Studies, 29(4), 1998, pages 661-664. A review of Alan R. Andreasens Marketing Social Change, San Francisco, CA: Josey Bass (1995), Journal of Marketing Research, May 1997, pages 294-296. A review of Paul Bohannon's How Culture Works, New York: Free Press (1995), Journal of Marketing, April 1995, pages 134-135. A review of Alan G. Hallsworth's The New Geography of Consumer Spending, A Political Economy Approach, London: Behavin, (1993), Journal of Marketing Research, May 1994, pages 314-316. A review of Joseph L. Badaracco's, The Knowledge Link -- How Firms Compete Through Strategic Alliances, Harvard Business School Press (1991), for the Journal of Marketing, October 1993, pages 149-151. A review of F. Poyatos (ed.), Cross-Cultural Perspectives in Nonverbal Communication, Toronto, C.J. Hogrete (1988), in Journal of Marketing Research, May 1991. In cooperation with the University of Southern California, produced 60-minute videotape educational package titled "Smart Bargaining: Doing Business with the Japanese," 1989. "Four Types of Barriers to Exporting," The Instructors' Guide for O.C. Ferrell and William Pride, Marketing: Basic Concepts and Decisions, 6th edition, 1989. With C. Anterasian, "The Mouse that Roared: Disney's Rapid Growth Looks Great but May be Setting Firm Up for a Fall," Los Angeles Times, May 8, 1988, Part IV, page 3. "Innovation Ethnocentricity and the Decline of American Competitiveness," New Management, Summer 1988. A review of E.T. Hall and M.R. Hall, Hidden Differences: Doing Business with the Japanese, Garden City, New York: Doubleday (1987), in International Marketing Review, 5(1), Spring 1988, pages 69-71. "Don't Dilute Law Curbing Bribery Overseas by American Companies," Los Angeles Times, June 15, 1986, Part IV, page 3.

"International Marketing: Where It Is Today, Where It Will Be Tomorrow," in R.P. Bagozzi's, Principles of Marketing Management, Chicago: SRA, Inc., 1985, pages 661-664. A review of J.B. McCall and M.B. Warrington, Marketing by Agreement, a Cross-Cultural Approach to Business Negotiations, Chichester, England: Wiley (1984), in Journal of International Research in Marketing, 2(2), 1985, pages 49-51. With T.W. Meloan, "International Marketing Course Should Stress Trade Barriers, Small-Firm Exporting/Importing," Marketing News, August 5, 1983, Section II, page 12. Comments Opposite the Editorial Page (OPEDs) Back to the Nest, USA Today, February 7, 2007 (with S. G. Niederhaus) We Need to Get over Our Fear of China, Orange County Register, February 6, 2007 (with N.M. Lam) Culture Dooms Notion of Unified Iraq, Orange County Register, October 21, 2005. O.C. Remains at Radioactive Risk: The Reactor at UCI Is Still Essentially Unprotected from Terrorist Attack, Orange County Register, October 13, 2005. Whos Menacing Whom? Orange County Register, June 12, 2005. Eisenhower Warned Us, Orange County Register, November 30, 2003. The Case for a Pendleton Airport, Orange County Register, November 13, 2003. La Marca Mediatica, Politica Y TV Comercial (Media Marking, Politics and Commercial Television), La Opinion, December 22, 2002. With editorial offices in Los Angeles, La Opinion is the largest circulation Spanish language newspaper in the United States. Hacer El Comercio, No La Guerra (Do Business, Not War), La Opinion, November 10, 2002. Armas vs. Libros (Guns vs. Books), La Opinion, September 22, 2002. Blanca Nieves, La Cenicienta Y Bimbo (Snow White, Cinderella, and Bimbo), La Opinion, August 18, 2002. En Las Estepas De Asia, Gira De Bush A Oriente (In the Steppes of Asia, Bushs Spin on the Region), La Opinion, February 24, 2002. Desde La Muralla China, Hasta El Muro De Tortilla, La Inutilidad De Los Muros (From the Great Wall of China to the Tijuana Fence, Walls Dont Work), La Opinion, June 17, 2001.
Incentives for Peace: Government, High Walls Cant Protect Us, Orange County Register, October 25, 2001. Guerra Y Economia (War and the Economy), La Opinion, September 30, 2001. Flying South: Camp Pendletons Ideal Location for a Three-County Major International Airport, Orange County Register, August 29, 2001. China Options: Olympic Games, Continued Trade Better Choices for U.S. than a Shooting War, Orange Country Register, May 11, 2001. Comercio Internacional: Las Tormentas Que Veinen (International Commerce: The Coming Storms), La Opinion, May 7, 2001. Educacion: Hay Que Invertir Para Cosechar (Education: We Must Invest in Order to Harvest), La Opinion, February 28, 2001. Congress, Not Generals, Will Decide Fate of Pendleton, Orange County Register, February 25, 2001. Pendleton Airport May Be Peoples Choice, Orange County Register, January 28, 2001. Camp Pendleton International, OC Metro, January 25, 2001. Is Pendleton Option Back on the Table? Orange County Register, January 7, 2001. Send in the Marines to End Argument over an O.C. Airport, Los Angeles Times, December 31, 2000. Ben Franklin Y La Guerra Contras Las Drogas (Ben Franklin and the War on Drugs), La Opinion, December 3, 2000. Free Trade Adventures, Orange County Register, February 16, 2000. Labeling the Spigots of the Internet, Orange Country Register, October 24, 1999. Discrimination at the University of California, Chronicle of Higher Education, April 16, 1999. U.S. Xenophobia Is Only Directed at the East, Orange Country Register, January 11, 1999. Whats in a Name? Califerne, Here I Come, Orange County Register, October 18, 1998. Boeings Market-Share Fix, Journal of Commerce, January 8, 1998 (distributed by Bridge News). Who's Bashing Whom - - Again, Journal of Commerce, May 31, 1995.

"The Big Secret of World Peace," Journal of Commerce, February 3, 1995. "Xenophobic Fears About a 'Nonwhite Majority' are Nonsense," Los Angeles Times (Orange County Edition), November 27, 1994. "French Pride, Thrift Test the Free Market," Los Angeles Times, November 1, 1991. "U.S. Trades for a New Role in a New World Marketplace," Orange County Register, December 3, 1989. "Japanese Market Inscrutable to U.S. Businesses," Orange County Register, November 1, 1989. "In Our Global Trading Village, Protectionism Has No Place," Los Angeles Times, May 25, 1988. "Honda Learns Late About Bias, But It Is Not Alone," Los Angeles Times, March 31, 1988. "Learn Foreign Languages and Catch Innovations at the Source," Los Angeles Times, October 8, 1987. Reprinted in Seattle Times, October 14, 1987; Las Vegas Review-Journal, October 9, 1987. "An Open Letter to Japan's Economic Leaders," Los Angeles Herald Examiner, May 8, 1987. "Super Commercials," San Francisco Examiner, January 23, 1987. "Today the Summit--Tomorrow Business," New York Times, May 6, 1986. "Let's Learn to Sell to Japan Instead of Just Bashing It," Los Angeles Times, August 21, 1985. "Iacocca's a Good Salesman, but not for Free Enterprise," Los Angeles Times, April 18, 1985. Reprinted in "Iacocca Reviewed," New Management, 3(1) Summer 1985, page 20. "Is It Japanese Secrecy or Our Ignorance?" (Scripps-Howard News Service), Orlando Sentinel, January 17, 1985; Houston Chronicle, January 18, 1985.
PUBLICITY Articles focusing on my research have appeared in the Chronicle of Higher Education, the Los Angeles Times, Investors' Daily, and Smithsonian Magazine (January 1988 issue). Numerous interviews have been aired on broadcast media (local, national, Japanese and Mexican) including the BBC and NBC Nightly News.