你好胎源，歡迎你的到來棉钧。我是鳳超，你身邊的高效人生教練涕蚤，學(xué)好時(shí)間管理和精力管理宪卿，過超然人生！
人生旅途中難免遇到低谷万栅，坦然面對佑钾，也要積極面對低谷，方法就在這里
So I want to start by offering you a free no-tech life hack, and all it requires of you is this: that you change your posture for two minutes. But before I give it away, I want to ask you to right now do a little audit of your body and what you're doing with your body. So how many of you are sort of making yourselves smaller? Maybe you're hunching, crossing your legs, maybe wrapping your ankles. Sometimes we hold onto our arms like this. Sometimes we spread out. (Laughter) I see you. So I want you to pay attention to what you're doing right now. We're going to come back to that in a few minutes, and I'm hoping that if you learn to tweak this a little bit, it could significantly change the way your life unfolds.
首先我想要提供給你們一個(gè)免費(fèi)的非科技的人生竅門你只需這樣做改變你的姿勢二分鐘時(shí)間但在我要把它告訴你們之前烦粒，我想要請你們就你們的身體和你們身體的行為做一下自我審查那么你們之中有多少人正蜷縮著自己休溶？或許你現(xiàn)在弓著背，還翹著二郎腿?或者雙臂交叉有時(shí)候我們像這樣抱住自己有時(shí)候展開雙臂(笑聲)我看到你了(笑聲)現(xiàn)在請大家專心在自己的身上我們等一下就會(huì)回溯剛剛的事希望你們可以稍微改變一下這會(huì)讓你的生活變得很不一樣扰她。
So, we're really fascinated with body language, and we're particularly interested in other people's body language. You know, we're interested in, like, you know — (Laughter) — an awkward interaction, or a smile, or a contemptuous glance, or maybe a very awkward wink, or maybe even something like a handshake.
所以兽掰，我們很真的很執(zhí)著于肢體語言特別是對別人的肢體語言感興趣你看，我們對(笑聲)尷尬的互動(dòng)徒役，或一個(gè)微笑或輕蔑的一瞥禾进，或奇怪的眨眼甚至是握手之類的事情感興趣。
Narrator: Here they are arriving at Number 10. This lucky policeman gets to shake hands with the President of the United States. Here comes the Prime Minister -- No. (Laughter) (Applause)
解說員:他們來到了唐寧街10號(hào)廉涕，看看這個(gè)這位幸運(yùn)的警員可以和美國總統(tǒng)握手噢泻云，還有來自....的總理?不(笑聲)(掌聲)(笑聲)(掌聲)
Amy Cuddy: So a handshake, or the lack of a handshake, can have us talking for weeks and weeks and weeks. Even the BBC and The New York Times. So obviously when we think about nonverbal behavior, or body language -- but we call it nonverbals as social scientists -- it's language, so we think about communication. When we think about communication, we think about interactions. So what is your body language communicating to me? What's mine communicating to you?
AmyCuddy: 所以一個(gè)握手，或沒有握手我們都可以大聊特聊一番即使BBC和紐約時(shí)報(bào)也不例外我們說到肢體行為或肢體語言時(shí)我們將之歸納為社會(huì)科學(xué)它就是一種語言狐蜕，所以我們會(huì)想到溝通當(dāng)我們想到溝通宠纯，我們就想到互動(dòng)所以你現(xiàn)在的身體語言正在告訴我什么?我的身體又是在向你傳達(dá)什么?
And there's a lot of reason to believe that this is a valid way to look at this. So social scientists have spent a lot of time looking at the effects of our body language, or other people's body language, on judgments. And we make sweeping judgments and inferences from body language. And those judgments can predict really meaningful life outcomes like who we hire or promote, who we ask out on a date. For example, Nalini Ambady, a researcher at Tufts University, shows that when people watch 30-second soundless clips of real physician-patient interactions, their judgments of the physician's niceness predict whether or not that physician will be sued. So it doesn't have to do so much with whether or not that physician was incompetent, but do we like that person and how they interacted? Even more dramatic, Alex Todorov at Princeton has shown us that judgments of political candidates' faces in just one second predict 70 percent of U.S. Senate and gubernatorial race outcomes, and even, let's go digital, emoticons used well in online negotiations can lead you to claim more value from that negotiation. If you use them poorly, bad idea. Right?
有很多理由讓我們相信這些是有效的社會(huì)科學(xué)家花了很多時(shí)間求證肢體語言的效果或其它人的身體語言在判斷方面的效應(yīng)而我們環(huán)視身體語言中的訊息做決定和推論這些結(jié)論可以預(yù)測生活中很有意義的結(jié)果像是我們雇用誰或給誰升職，邀請誰出去約會(huì)舉例而言层释，Tufts大學(xué)的研究員婆瓜，NaliniAmbady表示人們觀賞一部醫(yī)生和患者互動(dòng)的30秒無聲影片，他們對該醫(yī)生的和善觀感可用來預(yù)測該復(fù)健師是否會(huì)被告上法庭贡羔，跟這個(gè)醫(yī)生能否勝任工作沒有太大關(guān)系廉白，重點(diǎn)是我們喜不喜歡他和他們是如何與人互動(dòng)的? 進(jìn)一步來說，普林斯頓的AlexTodorov表示我們對政治人物臉部的喜好判斷大概可用來對美國參議院和美國州長的競選結(jié)果做70%的預(yù)測乖寒，甚至就網(wǎng)絡(luò)上在線聊天時(shí)使用的表情符號(hào)可以幫助你從交談中得到更多信息猴蹂，所以你千萬別弄巧成拙涂圆，對吧?
So when we think of nonverbals, we think of how we judge others, how they judge us and what the outcomes are. We tend to forget, though, the other audience that's influenced by our nonverbals, and that's ourselves. We are also influenced by our nonverbals, our thoughts and our feelings and our physiology.
當(dāng)我們提起肢體語言切端，我們就想到我們?nèi)绾握摂鄤e人。別人如何論斷我們以及后果會(huì)是什么吵取。我們往往忘記這點(diǎn)，受到肢體動(dòng)作所影響的那群觀眾就是我們自己聋溜。
So what nonverbals am I talking about? I'm a social psychologist. I study prejudice, and I teach at a competitive business school, so it was inevitable that I would become interested in power dynamics. I became especially interested in nonverbal expressions of power and dominance.
我們也往往受自己的肢體動(dòng)作谆膳，想法感覺和心理所影響所以究竟我說的是怎樣的非語言?我是一位社會(huì)心理學(xué)家，我研究偏見撮躁，我在一所極具競爭力的商業(yè)學(xué)院上課漱病，因此無可避免地對權(quán)力動(dòng)力學(xué)感到著迷，特別是在非語言表達(dá)對權(quán)力和支配的領(lǐng)域把曼。
And what are nonverbal expressions of power and dominance? Well, this is what they are. So in the animal kingdom, they are about expanding. So you make yourself big, you stretch out, you take up space, you're basically opening up. It's about opening up. And this is true across the animal kingdom. It's not just limited to primates. And humans do the same thing. (Laughter) So they do this both when they have power sort of chronically, and also when they're feeling powerful in the moment. And this one is especially interesting because it really shows us how universal and old these expressions of power are. This expression, which is known as pride, Jessica Tracy has studied. She shows that people who are born with sight and people who are congenitally blind do this when they win at a physical competition. So when they cross the finish line and they've won, it doesn't matter if they've never seen anyone do it. They do this. So the arms up in the V, the chin is slightly lifted.
權(quán)力和支配的非語言表達(dá)究竟是什么杨帽？嗯，讓我細(xì)細(xì)道來在動(dòng)物王國里祝迂，它們和擴(kuò)張有關(guān)睦尽，所以你盡可能的讓自己變大器净，你向外伸展占滿空間型雳，基本上就是展開。關(guān)于展開山害，我說真的透視動(dòng)物世界纠俭，這不僅局限于靈長類，人類也干同樣的事(笑聲)浪慌。不論是他們長期掌權(quán)或是在某個(gè)時(shí)間點(diǎn)感到權(quán)力高漲冤荆，他們都這么做，特別有趣的原因是权纤，它讓我們明白權(quán)力的展現(xiàn)從來是如此地一致钓简，不管古今世界這種展現(xiàn)，被認(rèn)為是一種榮耀汹想。
JessicaTracy研究表示視力良好無礙和先天視障的人在贏得比賽時(shí)都做了同樣的事當(dāng)他們跨過終點(diǎn)線贏得比賽之際無論能否看的見他們都做這樣的動(dòng)作雙臂呈V字型朝上外邓，下巴微微抬起。
What do we do when we feel powerless? We do exactly the opposite. We close up. We wrap ourselves up. We make ourselves small. We don't want to bump into the person next to us. So again, both animals and humans do the same thing. And this is what happens when you put together high and low power. So what we tend to do when it comes to power is that we complement the other's nonverbals. So if someone is being really powerful with us, we tend to make ourselves smaller. We don't mirror them. We do the opposite of them.
那我們感到無助的時(shí)候呢古掏？我們的行為正相反损话，我們封閉起來。我們把自己蜷起來槽唾，讓自己變得小一點(diǎn)丧枪，最好別碰到別人，這再一次證明庞萍，人類和動(dòng)物都做同樣的事拧烦，這就是當(dāng)你有力量和沒力量時(shí)的行為，所以當(dāng)力量來臨時(shí)我們會(huì)迎合別人的非語言钝计，若有人對我們非常強(qiáng)權(quán)時(shí)屎篱，我們傾向把自己變得較小服赎，不會(huì)模仿他們，我們做和他們正相反的事情交播。
So I'm watching this behavior in the classroom, and what do I notice? I notice that MBA students really exhibit the full range of power nonverbals. So you have people who are like caricatures of alphas, really coming into the room, they get right into the middle of the room before class even starts, like they really want to occupy space. When they sit down, they're sort of spread out. They raise their hands like this. You have other people who are virtually collapsing when they come in. As soon they come in, you see it. You see it on their faces and their bodies, and they sit in their chair and they make themselves tiny, and they go like this when they raise their hand.
當(dāng)我在課堂上觀察這么現(xiàn)象時(shí)你猜我發(fā)現(xiàn)什么重虑？我發(fā)現(xiàn)MBA的學(xué)生真的很會(huì)就充分利用肢體語言你會(huì)看到有些人像是統(tǒng)治者走進(jìn)房間，課程開始之前一屁股坐在正中間好像他們真的很想占據(jù)整個(gè)教室似的秦士。當(dāng)他們坐下的時(shí)候缺厉，身體會(huì)展開像這樣舉手。有些人則不然他們一走進(jìn)來你就會(huì)發(fā)現(xiàn)從他們的臉和身體隧土，你會(huì)發(fā)現(xiàn)他們坐在椅子上的時(shí)候把自己變得很萎靡提针，然后舉手的時(shí)候是這種姿勢。
I notice a couple of things about this. One, you're not going to be surprised. It seems to be related to gender. So women are much more likely to do this kind of thing than men. Women feel chronically less powerful than men, so this is not surprising.
我觀察到很多事情曹傀，其中一件不令人驚訝就是跟性別差異有關(guān)辐脖，女人比男人更容易出現(xiàn)這種狀況。女人一般比較容易比男人感到無力皆愉，這并不太令人意外嗜价。
But the other thing I noticed is that it also seemed to be related to the extent to which the students were participating, and how well they were participating. And this is really important in the MBA classroom, because participation counts for half the grade.
然而我發(fā)現(xiàn)的另一件事是這似乎也跟學(xué)生參與的程度高低有關(guān)，就MBA的課來說幕庐，這真的非常重要久锥，因?yàn)檎n堂參與程度要占成績的一半。
So business schools have been struggling with this gender grade gap. You get these equally qualified women and men coming in and then you get these differences in grades, and it seems to be partly attributable to participation. So I started to wonder, you know, okay, so you have these people coming in like this, and they're participating. Is it possible that we could get people to fake it and would it lead them to participate more?
所以商學(xué)院一直以來都為此傷腦筋入學(xué)的時(shí)候男生女生是不分伯仲的异剥，可是成績出來卻有這些性別差異瑟由，而看起來卻有一部分原因和參與度有關(guān)，所以我開始思索冤寿，好吧這群人一開始進(jìn)來是這樣歹苦，他們參與其中那有沒有可能讓大家來假裝讓他們更加參與進(jìn)來?
So my main collaborator Dana Carney, who's at Berkeley, and I really wanted to know, can you fake it till you make it? Like, can you do this just for a little while and actually experience a behavioral outcome that makes you seem more powerful? So we know that our nonverbals govern how other people think and feel about us. There's a lot of evidence. But our question really was, do our nonverbals govern how we think and feel about ourselves?
我在Berkeley的主要合作研究伙伴，DanaCarney我很想知道督怜，你能假裝直到你成功嗎殴瘦？譬如說，只做一下下然后就體驗(yàn)到一個(gè)讓你感到更加充滿力量的結(jié)果亮蛔，所以得知非語言如何掌控他人對我們的想法和感受痴施。有很多證據(jù)可以證明這，但我們的問題是究流，我們非語言的部分是否真的掌控我們對自己的想法和感受?
There's some evidence that they do. So, for example, we smile when we feel happy, but also, when we're forced to smile by holding a pen in our teeth like this, it makes us feel happy. So it goes both ways. When it comes to power, it also goes both ways. So when you feel powerful, you're more likely to do this, but it's also possible that when you pretend to be powerful, you are more likely to actually feel powerful.
這里確實(shí)有些證據(jù)可以表明辣吃，舉例來說，當(dāng)我們高興的時(shí)候我們會(huì)笑但同樣地芬探，當(dāng)我們含著一只筆練習(xí)笑容的時(shí)候我們也會(huì)感到開心這說明這是相互的神得。說到力量的時(shí)候亦是如此。所以當(dāng)我們感到充滿力量的時(shí)候你更加可能會(huì)這樣做偷仿，但你也可能假裝自己很有力量然后真的感到力量強(qiáng)大
So the second question really was, you know, so we know that our minds change our bodies, but is it also true that our bodies change our minds? And when I say minds, in the case of the powerful, what am I talking about? So I'm talking about thoughts and feelings and the sort of physiological things that make up our thoughts and feelings, and in my case, that's hormones. I look at hormones. So what do the minds of the powerful versus the powerless look like? So powerful people tend to be, not surprisingly, more assertive and more confident, more optimistic. They actually feel they're going to win even at games of chance. They also tend to be able to think more abstractly. So there are a lot of differences. They take more risks. There are a lot of differences between powerful and powerless people. Physiologically, there also are differences on two key hormones: testosterone, which is the dominance hormone, and cortisol, which is the stress hormone.
那第二個(gè)問題就是哩簿，你看我們知道心理狀態(tài)會(huì)影響我們的身體宵蕉，那身體是否能影響心理呢？這里所說的心理充滿力量节榜，究竟指的是什么羡玛？我指的是想法和感覺和可以組成我們想法和感受的實(shí)際事物，我這里是指荷爾蒙宗苍。我指的是這個(gè)充滿力量和沒有力量的心智是什么樣的呢?毫不令人意外稼稿，心理堅(jiān)強(qiáng)的人往往比較果斷，自信讳窟，且樂觀让歼，就連在賭注里，也覺得他們會(huì)贏丽啡，他們也傾向于能夠抽象地思考谋右，所以這其中有很大區(qū)別。他們更敢于冒險(xiǎn)补箍。充滿力量和無力二者之間存有許多不同改执，生理上兩個(gè)關(guān)鍵的荷爾蒙，睪丸酮馏予，是一種占支配的荷爾蒙天梧；皮質(zhì)醇盔性，是一種壓力荷爾蒙霞丧。
So what we find is that high-power alpha males in primate hierarchies have high testosterone and low cortisol, and powerful and effective leaders also have high testosterone and low cortisol. So what does that mean? When you think about power, people tended to think only about testosterone, because that was about dominance. But really, power is also about how you react to stress. So do you want the high-power leader that's dominant, high on testosterone, but really stress reactive? Probably not, right? You want the person who's powerful and assertive and dominant, but not very stress reactive, the person who's laid back.
我們發(fā)現(xiàn)靈長類的雄性首領(lǐng)有高濃度的睪丸酮和低濃度的皮質(zhì)醇。相同情形也在強(qiáng)而有力的領(lǐng)導(dǎo)人身上可見冕香，這表示什么?當(dāng)你想到力量蛹尝，人們往往只想到睪丸酮，因?yàn)樗碇浣y(tǒng)治悉尾，但力量其實(shí)是在于你如何應(yīng)對壓力突那，所以你會(huì)想要一個(gè)有著很高濃度的睪丸酮但同時(shí)又高度緊張的領(lǐng)導(dǎo)嗎?大概不會(huì)是吧?你會(huì)希望那個(gè)人是充滿力量，肯定果斷且知道如何支配但不是非常緊張构眯，或是懶洋洋的愕难。
So we know that in primate hierarchies, if an alpha needs to take over, if an individual needs to take over an alpha role sort of suddenly, within a few days, that individual's testosterone has gone up significantly and his cortisol has dropped significantly. So we have this evidence, both that the body can shape the mind, at least at the facial level, and also that role changes can shape the mind. So what happens, okay, you take a role change, what happens if you do that at a really minimal level, like this tiny manipulation, this tiny intervention? "For two minutes," you say, "I want you to stand like this, and it's going to make you feel more powerful."
在靈長類動(dòng)物的金字塔里，如果一個(gè)首領(lǐng)想要掌控這個(gè)種群或取代原先的首領(lǐng)惫霸，幾天之內(nèi)猫缭，其體內(nèi)的睪丸酮會(huì)大大地上升，而其皮質(zhì)醇會(huì)劇烈地下降壹店，我們可以看出身體影響心理猜丹，由此可見一斑至少就表面而言是如此同時(shí)角色的轉(zhuǎn)換也會(huì)影響心智所以，如果你改變角色就一個(gè)小改變像這樣一個(gè)小小的操作硅卢，這樣一個(gè)小小的干預(yù)?"持續(xù)兩分鐘"你說射窒，"我要你們這樣站著藏杖，它會(huì)讓你感到更加充滿力量"
So this is what we did. We decided to bring people into the lab and run a little experiment, and these people adopted, for two minutes, either high-power poses or low-power poses, and I'm just going to show you five of the poses, although they took on only two. So here's one. A couple more. This one has been dubbed the "Wonder Woman" by the media. Here are a couple more. So you can be standing or you can be sitting. And here are the low-power poses. So you're folding up, you're making yourself small. This one is very low-power. When you're touching your neck, you're really protecting yourself.
我們是這樣做的。我們決定將人們帶進(jìn)實(shí)驗(yàn)室脉顿，做一個(gè)小實(shí)驗(yàn)蝌麸。這些人將維持有力或無力的姿勢兩分鐘，然后我就會(huì)告訴你這五種姿勢艾疟，雖然他們只做了兩種祥楣，這是其一，這個(gè)被媒體取名為"神力女超人"汉柒，還有這些或站或坐這些是無力的姿勢误褪，你雙手交叉，試著讓自己變小一點(diǎn)這是非常無力的一張碾褂，當(dāng)你在摸你的脖子兽间，你其實(shí)在保護(hù)自己。
So this is what happens. They come in, they spit into a vial, for two minutes, we say, "You need to do this or this." They don't look at pictures of the poses. We don't want to prime them with a concept of power. We want them to be feeling power. So two minutes they do this. We then ask them, "How powerful do you feel?" on a series of items, and then we give them an opportunity to gamble, and then we take another saliva sample. That's it. That's the whole experiment.
實(shí)際的狀況是正塌，他們進(jìn)來嘀略，取出唾液維，持一個(gè)姿勢達(dá)兩分鐘乓诽，他們不會(huì)看到姿勢的照片帜羊，因?yàn)槲覀儾幌胍绊懰麄兾覀兿Ｍ麄冏约焊杏X到力量不是嗎?所以他們做了整整兩分鐘我們關(guān)于一些事物問:"現(xiàn)在你覺得自己多有力量?"受試者接著會(huì)有一個(gè)博奕的機(jī)會(huì)接著，再取得唾液范本鸠天，這就是整個(gè)實(shí)驗(yàn)
So this is what we find. Risk tolerance, which is the gambling, we find that when you are in the high-power pose condition, 86 percent of you will gamble. When you're in the low-power pose condition, only 60 percent, and that's a whopping significant difference.
我們發(fā)現(xiàn)讼育，在賭博時(shí)風(fēng)險(xiǎn)承擔(dān)能力，當(dāng)處于強(qiáng)有力的姿勢時(shí)稠集，86%的人會(huì)選擇賭博奶段，相對處于一個(gè)較無力的姿勢時(shí)只有60%的人，這真是很令人驚訝的差異剥纷！
Here's what we find on testosterone. From their baseline when they come in, high-power people experience about a 20-percent increase, and low-power people experience about a 10-percent decrease. So again, two minutes, and you get these changes. Here's what you get on cortisol. High-power people experience about a 25-percent decrease, and the low-power people experience about a 15-percent increase. So two minutes lead to these hormonal changes that configure your brain to basically be either assertive, confident and comfortable, or really stress-reactive, and feeling sort of shut down. And we've all had the feeling, right? So it seems that our nonverbals do govern how we think and feel about ourselves, so it's not just others, but it's also ourselves. Also, our bodies change our minds.
就睪丸酮而言痹籍，我們發(fā)現(xiàn)這些人進(jìn)來的那一刻起，有力量的那些人會(huì)有20%的提高晦鞋，無力的人則下降10%蹲缠，所以，再次地悠垛，當(dāng)你有這些改變有力的人皮質(zhì)醇下降25%线定，而無力的人皮質(zhì)醇則上升15%。2分鐘可以讓這些荷爾蒙改變鼎文，使你的腦袋變得果斷渔肩、自信和自在！或高度緊張以及感到與世隔絕拇惋。我們都曾有過這些體驗(yàn)對嗎?看來非語言確實(shí)掌控我們對自己的想法和感受不只是別人周偎，更是我們自己同時(shí)抹剩，我們的身體可以改變我們的心理。
But the next question, of course, is, can power posing for a few minutes really change your life in meaningful ways? This is in the lab, it's this little task, it's just a couple of minutes. Where can you actually apply this? Which we cared about, of course. And so we think where you want to use this is evaluative situations, like social threat situations. Where are you being evaluated, either by your friends? For teenagers, it's at the lunchroom table. For some people it's speaking at a school board meeting. It might be giving a pitch or giving a talk like this or doing a job interview. We decided that the one that most people could relate to because most people had been through, was the job interview.
但下一個(gè)問題蓉坎，當(dāng)然澳眷，就是維持?jǐn)?shù)分鐘的姿勢是否真能引導(dǎo)一個(gè)更有意義的人生呢?剛剛都只是在實(shí)驗(yàn)室哩，一個(gè)小實(shí)驗(yàn)蛉艾，你知道的只有幾分鐘钳踊。你要怎么實(shí)現(xiàn)這一切呢？落實(shí)在我們關(guān)心的地方呢勿侯？我們關(guān)心的其實(shí)是拓瞪，我是說你在那里可以用這些技巧去評估時(shí)勢，像是社交威脅的情形助琐。譬如說你被人打量時(shí)或者是青少年吃午餐的時(shí)候祭埂，你知道，對有些人來說就好像在開學(xué)校的董事會(huì)兵钮。有時(shí)候是一個(gè)小演講有時(shí)是像這種講演或是工作面試時(shí)蛆橡，我們后來決定用一個(gè)最多人能做比較的，因?yàn)榇蟛糠秩硕荚?jīng)面試工作過掘譬。
So we published these findings, and the media are all over it, and they say, Okay, so this is what you do when you go in for the job interview, right?
我們將這些發(fā)現(xiàn)發(fā)表出來泰演，接著媒體就大量曝光說，好葱轩，所以你去面試時(shí)睦焕，你得這樣做，對吧?
You know, so we were of course horrified, and said, Oh my God, no, that's not what we meant at all. For numerous reasons, no, don't do that. Again, this is not about you talking to other people. It's you talking to yourself. What do you do before you go into a job interview? You do this. You're sitting down. You're looking at your iPhone -- or your Android, not trying to leave anyone out. You're looking at your notes, you're hunching up, making yourself small, when really what you should be doing maybe is this, like, in the bathroom, right? Do that. Find two minutes. So that's what we want to test. Okay? So we bring people into a lab, and they do either high- or low-power poses again, they go through a very stressful job interview. It's five minutes long. They are being recorded. They're being judged also, and the judges are trained to give no nonverbal feedback, so they look like this. Imagine this is the person interviewing you. So for five minutes, nothing, and this is worse than being heckled. People hate this. It's what Marianne LaFrance calls "standing in social quicksand." So this really spikes your cortisol. So this is the job interview we put them through, because we really wanted to see what happened. We then have these coders look at these tapes, four of them. They're blind to the hypothesis. They're blind to the conditions. They have no idea who's been posing in what pose, and they end up looking at these sets of tapes, and they say, "We want to hire these people," all the high-power posers. "We don't want to hire these people. We also evaluate these people much more positively overall." But what's driving it? It's not about the content of the speech. It's about the presence that they're bringing to the speech. Because we rate them on all these variables related to competence, like, how well-structured is the speech? How good is it? What are their qualifications? No effect on those things. This is what's affected. These kinds of things. People are bringing their true selves, basically. They're bringing themselves. They bring their ideas, but as themselves, with no, you know, residue over them. So this is what's driving the effect, or mediating the effect.
我們當(dāng)然大吃一驚酿箭，表示我的天啊复亏，不不不趾娃，我們不是這個(gè)意思不管什么原因缭嫡，不不，千萬別這么做抬闷，這和你跟別人交談無關(guān)這是你在和你自己交談你在面試工作之前會(huì)怎么做?你會(huì)這樣對吧?你會(huì)做下來妇蛀，你盯著自己的愛瘋或者安卓，轉(zhuǎn)移自己的視線你看著自己的筆記你把自己蜷縮起來笤成，試著讓自己變得小一點(diǎn)你真正需要做的應(yīng)該是找個(gè)浴室评架，然后這樣，花個(gè)兩分鐘所以我們想做是這個(gè)把人帶進(jìn)實(shí)驗(yàn)室他們再次保持有力或無力姿勢接著進(jìn)行一個(gè)高度壓力的面試為時(shí)五分鐘炕泳。所有都會(huì)被記錄下來同時(shí)也會(huì)被評論纵诞，而這些考官都接受過訓(xùn)練不會(huì)給予任何非語言的反饋所以他們看起來就像這樣，像圖上所示想象一下培遵，這個(gè)人正在面試你整整五分鐘浙芙，什么都沒有登刺，這比刁難詰問更難受大家都不喜歡這種方式。這就是MarianneLaFrance所謂的"陷入社交流沙中"這可以大大激發(fā)你的可的松我們給予受試者這樣的面試因?yàn)槲覀冋娴南肟纯磿?huì)有什么樣的結(jié)果接著我們得出下列四種結(jié)果受試者不知假設(shè)前提和狀況下沒有人知道誰擺什么樣的姿勢接著他們觀看這些帶子然后他們說嗡呼，"噢纸俭，我們想要錄用這些人"--那些擺強(qiáng)有力姿勢的人--"這些人我們不想錄用"我們也評量這群人整體而言更正面但背后的原因是什么?這跟演講的內(nèi)容無關(guān)而是他們在演講中帶出來的存在感同時(shí)，我們也就這些關(guān)于能力之變動(dòng)因素評價(jià)他們像是演講的整體架構(gòu)怎樣?它有多棒?講員的證照學(xué)歷?這些全都無關(guān)南窗。有影響的是這些事揍很。基本上人們表達(dá)真實(shí)的自己就他們自己他們的想法万伤，當(dāng)他們心里沒有芥蒂這就是被后真實(shí)的力量窒悔，或者可以說是計(jì)劃的結(jié)果。
So when I tell people about this, that our bodies change our minds and our minds can change our behavior, and our behavior can change our outcomes, they say to me, "It feels fake." Right? So I said, fake it till you make it. It's not me. I don't want to get there and then still feel like a fraud. I don't want to feel like an impostor. I don't want to get there only to feel like I'm not supposed to be here. And that really resonated with me, because I want to tell you a little story about being an impostor and feeling like I'm not supposed to be here.
所以當(dāng)我告訴人們我們的身體會(huì)改變心理敌买，心理會(huì)改變行為蛉迹，而行為會(huì)改變結(jié)果，他們跟我說"我不這么覺得--聽起來好像是假的放妈，對嗎北救？我就說，你就假裝一直到你達(dá)成目的為止芜抒。不是我啦珍策，我不想要到達(dá)到那個(gè)目標(biāo)后仍然感覺像是一個(gè)騙局，我不想要成為一個(gè)騙子宅倒，我一點(diǎn)也不想達(dá)到那個(gè)目標(biāo)才發(fā)覺我不應(yīng)該如此攘宙，我真是有感而發(fā)的，這里跟大家分享一個(gè)小故事拐迁，關(guān)于成為一個(gè)騙子然后感到不應(yīng)該在這里的故事蹭劈。
When I was 19, I was in a really bad car accident. I was thrown out of a car, rolled several times. I was thrown from the car. And I woke up in a head injury rehab ward, and I had been withdrawn from college, and I learned that my IQ had dropped by two standard deviations, which was very traumatic. I knew my IQ because I had identified with being smart, and I had been called gifted as a child. So I'm taken out of college, I keep trying to go back. They say, "You're not going to finish college. Just, you know, there are other things for you to do, but that's not going to work out for you."
在我19歲的時(shí)候，發(fā)生了一場很嚴(yán)重的車禍线召。我整個(gè)人飛出車外铺韧，滾了好幾翻我是彈出車外的，之后在休息室醒來以后發(fā)現(xiàn)頭部重傷缓淹，我從大學(xué)里休學(xué)別人告知我智商下降了2個(gè)標(biāo)準(zhǔn)差哈打，情況非常非常糟糕，我知道我的智商應(yīng)該是多少讯壶，因?yàn)槲乙郧氨蝗思艺J(rèn)為是很聰明的那種料仗，小時(shí)候大家都覺得我很有才華，當(dāng)我離開大學(xué)時(shí)伏蚊，我試著回去立轧，他們說都告訴我說，"你沒有辦法畢業(yè)的。你知道氛改，你還可以做很多其它的事阿匀借，別往死胡同里鉆了。
So I really struggled with this, and I have to say, having your identity taken from you, your core identity, and for me it was being smart, having that taken from you, there's nothing that leaves you feeling more powerless than that. So I felt entirely powerless. I worked and worked, and I got lucky, and worked, and got lucky, and worked.
"我死命掙扎平窘，我必須承認(rèn)當(dāng)你的認(rèn)同感被剝奪的時(shí)候吓肋，那個(gè)主要的身分認(rèn)同，就我而言是我的智力瑰艘，被奪走了是鬼，再?zèng)]有比這個(gè)更加無助的時(shí)候了，我感到完全的無助紫新，我拼命地瘋狂地努力均蜜，幸運(yùn)眷顧，努力芒率，幸運(yùn)眷顧囤耳，再努力。
Eventually I graduated from college. It took me four years longer than my peers, and I convinced someone, my angel advisor, Susan Fiske, to take me on, and so I ended up at Princeton, and I was like, I am not supposed to be here. I am an impostor. And the night before my first-year talk, and the first-year talk at Princeton is a 20-minute talk to 20 people. That's it. I was so afraid of being found out the next day that I called her and said, "I'm quitting." She was like, "You are not quitting, because I took a gamble on you, and you're staying. You're going to stay, and this is what you're going to do. You are going to fake it. You're going to do every talk that you ever get asked to do. You're just going to do it and do it and do it, even if you're terrified and just paralyzed and having an out-of-body experience, until you have this moment where you say, 'Oh my gosh, I'm doing it. Like, I have become this. I am actually doing this.'" So that's what I did. Five years in grad school, a few years, you know, I'm at Northwestern, I moved to Harvard, I'm at Harvard, I'm not really thinking about it anymore, but for a long time I had been thinking, "Not supposed to be here."
最終我從學(xué)校畢業(yè)了偶芍。我比同儕多花了四年的時(shí)間充择，然后說服我的恩師Susan Fiske讓我進(jìn)去，所以我最后進(jìn)入了普林斯頓匪蟀，我當(dāng)時(shí)覺得椎麦，我不應(yīng)該在這里，我是個(gè)騙子材彪！在我第一年演講的那個(gè)晚上观挎，普林斯頓第一年的演講大約是對20個(gè)人做20分鐘的演講。就這樣我當(dāng)時(shí)如此害怕隔天被拆穿所以我打給她說段化，"我不干了嘁捷。"她說:"你不可以不干，因?yàn)槲屹€在你身上了显熏，你得留下雄嚣。你會(huì)留下，你將會(huì)留下來了佃延。你要騙過所有人现诀。你被要求的每個(gè)演講你都得照辦，你得一直講一直講履肃，即使你怕死了，腳癱了靈魂出竅了坐桩，直到你發(fā)現(xiàn)你在說"噢尺棋，我的天啊，我正在做這件事，我已經(jīng)成為它的一部分了膘螟，我正在做它成福。"這就是說所做的，碩士的五年這些年荆残，我在Northwestern我后來去了哈佛奴艾，我在哈佛，我沒有在想它内斯，但之前有很長一段時(shí)間蕴潦，我都在想這件事“不應(yīng)該在這。不應(yīng)該在這俘闯√栋”
So at the end of my first year at Harvard, a student who had not talked in class the entire semester, who I had said, "Look, you've gotta participate or else you're going to fail," came into my office. I really didn't know her at all. She came in totally defeated, and she said, "I'm not supposed to be here." And that was the moment for me. Because two things happened. One was that I realized, oh my gosh, I don't feel like that anymore. I don't feel that anymore, but she does, and I get that feeling. And the second was, she is supposed to be here! Like, she can fake it, she can become it.
所以哈佛第一年結(jié)束，我對整個(gè)學(xué)期在課堂上都沒有說話的一個(gè)學(xué)生說：“你得參與融入真朗，否則你不會(huì)過這一科的”來我的辦公室吧此疹。其實(shí)我壓根就不認(rèn)識(shí)她。她說：她很挫敗地進(jìn)來了遮婶，她說"我不應(yīng)該在這里的蝗碎。”就在此刻旗扑，兩件事發(fā)生了我突然明白天啊衍菱，我再也沒有這種感覺了。你知道嗎肩豁。我再也不會(huì)有那種感覺脊串，但她有，我能體會(huì)到她的感受清钥。第二個(gè)想法是琼锋，她應(yīng)該在這里！她可以假裝祟昭，一直到她成功為止缕坎。
So I was like, "Yes, you are! You are supposed to be here! And tomorrow you're going to fake it, you're going to make yourself powerful, and, you know --
所以我跟她說，"你當(dāng)然應(yīng)該篡悟！你應(yīng)該在這里谜叹！"明天起你就假裝你要讓自己充滿力量， 你要知道
And you're going to go into the classroom, and you are going to give the best comment ever." You know? And she gave the best comment ever, and people turned around and were like, oh my God, I didn't even notice her sitting there. (Laughter)
你將會(huì)---"(掌聲)(掌聲)"你要走進(jìn)教室你會(huì)發(fā)表最棒的評論搬葬。"你知道嗎?她就真的發(fā)表了最成功的評論荷腊，大家都回過神來，他們就好像“我的天啊”急凰，我竟沒有注意到她坐在那里女仰，你知道嗎?(笑聲)
She comes back to me months later, and I realized that she had not just faked it till she made it, she had actually faked it till she became it. So she had changed. And so I want to say to you, don't fake it till you make it. Fake it till you become it. Do it enough until you actually become it and internalize.
幾個(gè)月后她來找我，我才明白，她不僅只是假裝到她成功為止疾忍，她已經(jīng)融會(huì)貫通了整個(gè)人脫胎換骨乔外！我想對大家說，不要僅為了成功而假裝一罩，要把它溶到你骨子里去杨幼。持續(xù)地做直到它內(nèi)化到你的骨髓里。
The last thing I'm going to leave you with is this. Tiny tweaks can lead to big changes. So, this is two minutes. Two minutes, two minutes, two minutes. Before you go into the next stressful evaluative situation, for two minutes, try doing this, in the elevator, in a bathroom stall, at your desk behind closed doors. That's what you want to do. Configure your brain to cope the best in that situation. Get your testosterone up. Get your cortisol down. Don't leave that situation feeling like, oh, I didn't show them who I am. Leave that situation feeling like, I really feel like I got to say who I am and show who I am.
最后與大家分享的是聂渊，小小的調(diào)整可以有大大的改變差购！就二分鐘，二分鐘歧沪，二分鐘歹撒，二分鐘，在你進(jìn)行下一場緊張的評估之前拿出二分鐘诊胞，嘗試做這個(gè)暖夭，電梯里，浴室間撵孤，房門關(guān)起在你的桌子前面你就這么做迈着，設(shè)置你的腦袋以發(fā)揮最大效益，提升你的睪丸酮邪码，降低你的皮質(zhì)醇裕菠。千萬別留下，我沒把最好的表現(xiàn)出來那種遺憾而是留下闭专，噢奴潘，我真想讓他們知道，讓他們看見影钉，我是個(gè)怎樣的人
So I want to ask you first, you know, both to try power posing, and also I want to ask you to share the science, because this is simple. I don't have ego involved in this. (Laughter) Give it away. Share it with people, because the people who can use it the most are the ones with no resources and no technology and no status and no power. Give it to them because they can do it in private. They need their bodies, privacy and two minutes, and it can significantly change the outcomes of their life.
在這里我想要求大家画髓，你知道的，嘗試這有力的姿勢平委，同時(shí)也想請求各位把這項(xiàng)科學(xué)分享出去奈虾，因?yàn)樗芎唵危铱刹皇亲宰鹦牡膯栴}喔(笑聲)廉赔。給到別人肉微，和人分享，因?yàn)樽罱?jīng)忱可以使用它的人會(huì)是那些沒有資源和技術(shù)的一群人碉纳，沒有社會(huì)地位和權(quán)勢，把這個(gè)傳達(dá)給他們好讓他們可以私下這樣做岗照，他們會(huì)需要他們的身體村象、隱私和那二分鐘笆环，然后這會(huì)大大地改變他們生活的結(jié)果攒至。
