John L Graham
Dados Biográficos
| ID | 80384 |
|---|---|
| NOME | John L Graham |
| PRENOMES | John L |
| SOBRENOME | Graham |
| ASSINATURA | GRAHAM J L |
| AFILIAÇÕES | University of California, Irvine |
| ORCID | 0000-0002-6438-159X |
| VERIFICADO | Sim |
| TOTAL DE OBRAS | 12 |
| TOTAL DE CITAÇÕES | 34 |
| TOTAL COMO AUTOR | 12 |
| TOTAL COMO EDITOR | 0 |
| PRIMEIRO ANO DE PUBLICAÇÃO | 1985 |
| ANO MAIS RECENTE DE PUBLICAÇÃO | 2020 |
| ÍNDICE H | 3 |
Planting Orange Trees in Twenty Cultures
International commerce has always driven human progress. Its inherent cultural diversity has maximized the new ideas that improve consumers’ lives around the world. The best international business relationships are maintained over the long term and managed through inventive negotiation processes. Investments in time and money are required to build the trust and honest information exchange that allow for exploitation of mutually beneficial opportu…
Finding Potential Speed Bumps and Pitfalls in Buyer–Seller Negotiations in Twenty Cultures
Our study examines the effects of culture on negotiation behaviors and outcomes. We also explore how culture moderates the relationships between those behaviors and outcomes, a subject that has been neglected by most researchers. Our work integrates theories and methods from many areas of the behavioral sciences: marketing science, decision analysis, behavioral economics, game theory, social psychology, anthropology, sociolinguistics, linguistics…
Inventive Negotiation
Going Forward to the Past
T he word negotiation is derived from two Latin terms, negare otium; they translate literally as “to deny leisure.” In French and Spanish, “deny leisure” becomes “business.” Yet, while the word is Latin-derived, the behavior predates that culture by roughly 200,000 years, dating back to ever since Homo sapiens developed as a species. These keywords were added by machine and not by the authors. This process is experimental and the keywords may be …
Putting the "Up" in Bottom-up Peacebuilding
A new theory of how nations negotiate is described wherein peoples negotiate, not just political leaders, and the negotiations of the latter are affected by the former. We draw on theories and concepts from Track Two diplomacy, citizen peacebuilding, civic democratization, and social movements to develop an integrated theory of how peoples negotiate. That is, we demonstrate how citizen peacebuilders create the democratic, social, cultural and hum…
Cross-Cultural Interviewing
Culture and corruption in international markets
(2000). Culture and corruption in international markets: Implications for policy makers and managers. Consumption Markets & Culture: Vol. 4, No. 3, pp. 315-345
Cross-Cultural Interaction
Ned Hall Didn't Have to Get a Haircut
John L. Graham, , Ned Hall Didn't Have to Get a Haircut: Or, Why We Haven't Learned Much about International Marketing in the Last Twenty-Five Years, The Journal of Higher Education, Vol. 60, No. 2 (Mar. - Apr., 1989), pp. 152-187
Buyer-Seller Negotiations Around the Pacific Rim
The determinants of buyer-seller negotiations in four cultures are investigated in a laboratory simulation. One hundred thirty-eight American, 54 Chinese, 42 Japanese, and 38 Korean business people participated in a two-person, buyer-seller, intracultural negotiation simulation. In negotiations between Americans, the use of more problem-solving bargaining strategies positively influenced negotiation outcomes. In negotiations between Chinese, more…
A Field Study of Causal Inferences and Consumer Reaction
A field study was conducted at an airport to examine the relationships among attributions, affects, and behavioral responses of consumers experiencing a product failure. Ninety-seven passengers on delayed flights were interviewed about their attributions for the delay, their affective reactions, the importance of on-time arrival, their propensity to complain about the problem, and their desire to fly the same airline again. A path analysis indica…
Smart Bargaining. Doing Business With the Japanese
A Field Study of Causal Inferences and Consumer Reaction
A field study was conducted at an airport to examine the relationships among attributions, affects, and behavioral responses of consumers experiencing a product failure. Ninety-seven passengers on delayed flights were interviewed about their attributions for the delay, their affective reactions, the importance of on-time arrival, their propensity to complain about the problem, and their desire to fly the same airline again. A path analysis indica…
Buyer-Seller Negotiations Around the Pacific Rim
The determinants of buyer-seller negotiations in four cultures are investigated in a laboratory simulation. One hundred thirty-eight American, 54 Chinese, 42 Japanese, and 38 Korean business people participated in a two-person, buyer-seller, intracultural negotiation simulation. In negotiations between Americans, the use of more problem-solving bargaining strategies positively influenced negotiation outcomes. In negotiations between Chinese, more…
Putting the "Up" in Bottom-up Peacebuilding
A new theory of how nations negotiate is described wherein peoples negotiate, not just political leaders, and the negotiations of the latter are affected by the former. We draw on theories and concepts from Track Two diplomacy, citizen peacebuilding, civic democratization, and social movements to develop an integrated theory of how peoples negotiate. That is, we demonstrate how citizen peacebuilders create the democratic, social, cultural and hum…
Ned Hall Didn't Have to Get a Haircut
John L. Graham, , Ned Hall Didn't Have to Get a Haircut: Or, Why We Haven't Learned Much about International Marketing in the Last Twenty-Five Years, The Journal of Higher Education, Vol. 60, No. 2 (Mar. - Apr., 1989), pp. 152-187
Smart Bargaining. Doing Business With the Japanese
A Field Study of Causal Inferences and Consumer Reaction
A field study was conducted at an airport to examine the relationships among attributions, affects, and behavioral responses of consumers experiencing a product failure. Ninety-seven passengers on delayed flights were interviewed about their attributions for the delay, their affective reactions, the importance of on-time arrival, their propensity to complain about the problem, and their desire to fly the same airline again. A path analysis indica…
Buyer-Seller Negotiations Around the Pacific Rim
The determinants of buyer-seller negotiations in four cultures are investigated in a laboratory simulation. One hundred thirty-eight American, 54 Chinese, 42 Japanese, and 38 Korean business people participated in a two-person, buyer-seller, intracultural negotiation simulation. In negotiations between Americans, the use of more problem-solving bargaining strategies positively influenced negotiation outcomes. In negotiations between Chinese, more…
Cross-Cultural Interaction
Ned Hall Didn't Have to Get a Haircut
John L. Graham, , Ned Hall Didn't Have to Get a Haircut: Or, Why We Haven't Learned Much about International Marketing in the Last Twenty-Five Years, The Journal of Higher Education, Vol. 60, No. 2 (Mar. - Apr., 1989), pp. 152-187
Culture and corruption in international markets
(2000). Culture and corruption in international markets: Implications for policy makers and managers. Consumption Markets & Culture: Vol. 4, No. 3, pp. 315-345
Cross-Cultural Interviewing
Putting the "Up" in Bottom-up Peacebuilding
A new theory of how nations negotiate is described wherein peoples negotiate, not just political leaders, and the negotiations of the latter are affected by the former. We draw on theories and concepts from Track Two diplomacy, citizen peacebuilding, civic democratization, and social movements to develop an integrated theory of how peoples negotiate. That is, we demonstrate how citizen peacebuilders create the democratic, social, cultural and hum…
Inventive Negotiation
Going Forward to the Past
T he word negotiation is derived from two Latin terms, negare otium; they translate literally as “to deny leisure.” In French and Spanish, “deny leisure” becomes “business.” Yet, while the word is Latin-derived, the behavior predates that culture by roughly 200,000 years, dating back to ever since Homo sapiens developed as a species. These keywords were added by machine and not by the authors. This process is experimental and the keywords may be …
Planting Orange Trees in Twenty Cultures
International commerce has always driven human progress. Its inherent cultural diversity has maximized the new ideas that improve consumers’ lives around the world. The best international business relationships are maintained over the long term and managed through inventive negotiation processes. Investments in time and money are required to build the trust and honest information exchange that allow for exploitation of mutually beneficial opportu…
Finding Potential Speed Bumps and Pitfalls in Buyer–Seller Negotiations in Twenty Cultures
Our study examines the effects of culture on negotiation behaviors and outcomes. We also explore how culture moderates the relationships between those behaviors and outcomes, a subject that has been neglected by most researchers. Our work integrates theories and methods from many areas of the behavioral sciences: marketing science, decision analysis, behavioral economics, game theory, social psychology, anthropology, sociolinguistics, linguistics…
Negotiation (7 obras) · Sociology (7 obras) · Business (6 obras) · Political science (6 obras) · Psychology (5 obras) · Social science (5 obras) · Conflict Management and Negotiation (4 obras) · Economics (4 obras) · Law (4 obras) · Social Psychology (4 obras)