社會心理學(xué)家 Amy Cuddy 研究了肢體語言如何不僅影響他人對我們的看法泻肯，還影響我們?nèi)绾慰创约骸Ｋ忉屃恕俺錆M力量的姿勢”季研，以自信的姿勢站立嫌套，即使我們并不自信逆屡，如何幫助你在任何場合都感到充滿力量，無論是在求職面試中還是在你的下一次績效評估中踱讨。

00:00

首先我想要提供給你們一個免費(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間 但在我要把它告訴你們之前魏蔗，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? 或許你現(xiàn)在弓著背，還翹著二郎腿? 或者雙臂交叉 有時候我們像這樣抱住自己 有時候展開雙臂(笑聲) 我看到你了(笑聲) 現(xiàn)在請大家專心在自己的身上 我們等一下就會回溯剛剛的事 希望你們可以稍微改變一下 這會讓你的生活變得很不一樣

00:47

所以痹筛，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 你看莺治，我們對(笑聲) 尷尬的互動，或一個微笑 或輕蔑的一瞥帚稠，或奇怪的眨眼 甚至是握手之類的事情感興趣

01:11

解說員:他們來到了唐寧街10號谣旁，看看這個 這位幸運(yùn)的警員可以和美國總統(tǒng)握手 噢，還有 來自....的總理?不(笑聲) (掌聲) (笑聲) (掌聲)

01:26

Amy Cuddy:所以一個握手滋早，或沒有握手 我們都可以大聊特聊一番 即使BBC和紐約時報(bào)也不例外 我們說到肢體行為或肢體語言時 我們將之歸納為社會科學(xué) 它就是一種語言榄审，所以我們會想到溝通 當(dāng)我們想到溝通，我們就想到互動 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?

01:53

有很多理由讓我們相信這些是有效的 社會科學(xué)家花了很多時間 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杆麸，邀請誰出去約會 舉例而言搁进，Tufts大學(xué)的研究員，Nalini Ambady表示 人們觀賞一部醫(yī)生和患者互動的 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)健師是否會被告上法庭 跟這個醫(yī)生能否勝任工作沒有太大關(guān)系 重點(diǎn)是我們喜不喜歡他 和他們是如何與人互動的? 進(jìn)一步來說昔头，普林斯頓的Alex Todorov 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 甚至就網(wǎng)絡(luò)上 在線聊天時使用的表情符號 可以幫助你從交談中得到更多信息 所以你千萬別弄巧成拙饼问，對吧? 當(dāng)我們提起肢體語言，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是什么 我們往往忘記這點(diǎn)揭斧，受到肢體動作所影響的那群觀眾 就是我們自己

03:20

我們也往往受自己的肢體動作莱革，想法 感覺和心理所影響 所以究竟我說的是怎樣的非語言? 我是一位社會心理學(xué)家，我研究偏見 我在一所極具競爭力的商業(yè)學(xué)院上課 因此無可避免地對權(quán)力動力學(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

03:45

權(quán)力和支配的非語言表達(dá)究竟是什么? 嗯，讓我細(xì)細(xì)道來 在動物王國里驮吱，它們和擴(kuò)張有關(guān) 所以你盡可能的讓自己變大，你向外伸展 占滿空間萧吠，基本上就是展開 關(guān)于展開左冬，我說真的 透視動物世界，這不僅局限于靈長類 人類也干同樣的事(笑聲) 不論是他們長期掌權(quán)或是在某個時間點(diǎn)感到權(quán)力高漲 他們都這么做 特別有趣的原因是 它讓我們明白權(quán)力的展現(xiàn)從來是如此地一致纸型，不管古今世界 這種展現(xiàn)拇砰，被認(rèn)為是一種榮耀 Jessica Tracy研究表示 視力良好無礙 和先天視障的人 在贏得比賽時都做了同樣的事 當(dāng)他們跨過終點(diǎn)線贏得比賽之際 無論能否看的見 他們都做這樣的動作 雙臂呈V字型朝上，下巴微微抬起 那我們感到無助的時候呢?我們的行為正相反 我們封閉起來狰腌。我們把自己蜷起來 讓自己變得小一點(diǎn)除破，最好別碰到別人 這再一次證明，人類和動物都做同樣的事 這就是當(dāng)你有力量和沒力量時的行為 所以當(dāng)力量來臨時 我們會迎合別人的非語言 若有人之于我們相對權(quán)重時 我們傾向把自己變得較小琼腔，不會模仿他們 我們做和他們正相反的事情

05:13

當(dāng)我在課堂上觀察這么現(xiàn)象時 你猜我發(fā)現(xiàn)什么?我發(fā)現(xiàn)MBA的學(xué)生 真的很會就充分利用肢體語言 你會看到有些人像是統(tǒng)治者 走進(jìn)房間瑰枫，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)整個教室似的 當(dāng)他們坐下的時候，身體會展開 像這樣舉手 有些人則不然 他們一走進(jìn)來你就會發(fā)現(xiàn) 從他們的臉和身體你會發(fā)現(xiàn) 他們坐在椅子上的時候把自己變得很萎靡 然后舉手的時候是這種姿勢 我觀察到很多事情 其中一件丹莲，不令人驚訝 就是跟性別差異有關(guān) 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 這并不太令人意外光坝。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的課來說這真的非常重要 因?yàn)檎n堂參與程度要占成績的一半

06:22

所以商學(xué)院一直以來都為此傷腦筋 入學(xué)的時候男生女生是不分軒輊的 可是成績出來卻有這些性別差異 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，好吧 這群人一開始進(jìn)來是這樣甥材，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?

06:46

我在Berkeley的主要合作研究伙伴盯另，Dana Carney 我很想知道，你能假裝直到你成功嗎洲赵？ 譬如說鸳惯，只做一下下然后就體驗(yàn)到一個 讓你感到更加充滿力量的結(jié)果 所以得知非語言如何掌控他人 對我們的想法和感受。有很多證據(jù)可以證明 但我們的問題是叠萍，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?

07:13

這里確實(shí)有些證據(jù)可以表明 舉例來說芝发，當(dāng)我們高興的時候我們會笑 但同樣地，當(dāng)我們含著一只筆練習(xí)笑容的時候 我們也會感到開心 這說明這是相互的苛谷。說到力量的時候 亦是如此后德。所以當(dāng)我們感到充滿力量的時候 你更加可能會這樣做，但你也可能 假裝自己很有力量 然后真的感到力量強(qiáng)大

07:46

那第二個問題就是抄腔，你看 我們知道心理狀態(tài)會影響我們的身體 那身體是否能影響心理呢? 這里所說的心理充滿力量 究竟指的是什么? 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 我這里是指荷爾蒙瓢湃。我指的是這個 充滿力量和沒有力量的心智 是什么樣的呢? 毫不令人意外，心理堅(jiān)強(qiáng)的人往往 比較果斷赫蛇，自信绵患，且樂觀 就連在賭注里也覺得他們會贏 他們也傾向于能夠抽象地思考 所以這其中有很大區(qū)別。他們更敢于冒險 充滿力量與否的心智二者存有許多不同 生理上兩個關(guān)鍵的賀爾蒙 睪丸酮悟耘，是一種支配荷爾蒙 可的松落蝙，是一種壓力荷爾蒙 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可的松 相同情形也在 強(qiáng)而有力的領(lǐng)導(dǎo)人身上可見 這表示什么? 當(dāng)你想到力量 人們往往只想到睪丸酮 因?yàn)樗碇浣y(tǒng)治 但力量其實(shí)是在于你如何應(yīng)對壓力 所以你會想要一個 有著很高濃度的睪丸酮但同時又高度緊張的領(lǐng)導(dǎo)嗎? 大概不會是吧?你會希望那個人 是充滿力量，肯定果斷且知道如何支配 但不是非常緊張，或是懶洋洋的

09:26

靈長類動物的金字塔里 如果一個首領(lǐng)想要掌控這個種群 或取代原先的首領(lǐng) 幾天之內(nèi)筏勒，那一方體內(nèi)的睪丸酮會大大地上升 而其可的松會劇烈地下降 身體影響心理之例移迫，由此可見一斑 至少就表面而言是如此 同時角色的轉(zhuǎn)換也會影響心智 所以，如果你改變角色 就一個小改變 像這樣一個小小的操作管行，這樣一個小小的干預(yù)? "持續(xù)兩分鐘"你說厨埋，"我要你們這樣站著， 它會讓你感到更加充滿力量"

10:08

我們是這樣做的 我們決定將人們帶進(jìn)實(shí)驗(yàn)室捐顷，做一個小實(shí)驗(yàn) 這些人將維持有力或無力的姿勢兩分鐘 然后我就會告訴你 這五種姿勢荡陷，雖然他們只做了兩種 這是其一 看看這些 這個被媒體取名為 "神力女超人" 還有這些 或站或坐 這些是無力的姿勢 你雙手交叉，試著讓自己變小一點(diǎn) 這是非常無力的一張 當(dāng)你在摸你的脖子 你其實(shí)在保護(hù)自己 實(shí)際的狀況是迅涮，他們進(jìn)來 取出唾液 維持一個姿勢達(dá)兩分鐘 他們不會看到姿勢的照片废赞，因?yàn)槲覀儾幌胍绊懰麄?我們希望他們自己感覺到力量 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?" 受試者接著會有一個博奕的機(jī)會 接著再取得唾液范本 這就是整個實(shí)驗(yàn)

11:17

我們發(fā)現(xiàn)到風(fēng)險承擔(dān)能力， 也就是在賭博時叮姑，當(dāng)處于強(qiáng)有力的姿勢的時 86%的人會選擇賭博 相對處于一個較無力的姿勢時 只有60%的人唉地，這真是很令人驚訝的差異 就睪丸酮而言我們發(fā)現(xiàn) 這些人進(jìn)來的那一刻起，有力量的那些人 會有20%的提高 無力的人則下降10% 所以传透，再次地渣蜗，當(dāng)你有這些改變 有力的人 可的松下降25%， 而無力的人可的松則上升15% 二分鐘可以讓這些荷爾蒙改變 使你的腦袋變得 果斷旷祸，自信和自在 或高度緊張以及感到與世隔絕 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 不只是別人耕拷，更是我們自己 同時，我們的身體可以改變我們的心理

12:25

但下一個問題托享，當(dāng)然骚烧，就是 維持?jǐn)?shù)分鐘的姿勢 是否真能引導(dǎo)一個更有意義的人生呢? 剛剛都只是在實(shí)驗(yàn)室哩，一個小實(shí)驗(yàn)闰围，你知道的 只有幾分鐘赃绊。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? 我們關(guān)心的其實(shí)是，我是說 你在那里可以用這些技巧去評估時勢 像是社交威脅的情形羡榴。譬如說你被人打量時? 或者是青少年吃午餐的時候 你知道碧查，對有些人來說就好像在開 學(xué)校的董事會。有時候是一個小演講 有時是像這種講演 或是工作面試時 我們后來決定用一個最多人能做比較的 因?yàn)榇蟛糠秩硕荚?jīng) 面試工作過

13:09

我們將這些發(fā)現(xiàn)發(fā)表出來校仑，接著媒體就大量曝光 說忠售，好，所以你去面試時迄沫， 你得這樣做稻扬，對吧?(笑聲) 我們當(dāng)然大吃一驚，表示 我的天啊羊瘩，不不不泰佳，我們不是這個意思 不管什么原因盼砍，不不，千萬別這么做 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怎么做?你會這樣 對吧?你會做下來逝她，你盯著自己的愛瘋 或者安卓浇坐，轉(zhuǎn)移自己的視線 你看著自己的筆記 你把自己蜷縮起來，試著讓自己變得小一點(diǎn) 你真正需要做的應(yīng)該是 找個浴室黔宛，然后這樣近刘，花個兩分鐘 所以我們想做是這個 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)行一個高度壓力的面試 為時五分鐘。所有都會被記錄下來 同時也會被評論宁昭，而這些考官都接受過訓(xùn)練 不會給予任何非語言的反饋 所以他們看起來就像這樣跌宛，像圖上所示 想象一下酗宋，這個人正在面試你 整整五分鐘积仗，什么都沒有，這比刁難詰問更難受 大家都不喜歡這種方式蜕猫。這就是 Marianne LaFrance 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惺裁礃拥慕Y(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 然后他們說寂曹，"噢，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 同時回右，我們也就這些關(guān)于能力之變動因素評價他們 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)隆圆。有影響的是 這些事∠杷福基本上人們表達(dá)真實(shí)的自己 就他們自己 他們的想法渺氧，當(dāng)他們心里 沒有芥蒂 這就是被后真實(shí)的力量，或者可以說是計(jì)劃的結(jié)果

15:24

所以當(dāng)我告訴人們 我們的身體會改變心理蹬屹，心理會改變行為 而行為會改變結(jié)果侣背，他們跟我說 "我不這么覺得--聽起來好像是假的" 對嗎? 我就說，你就假裝一直到你達(dá)成目的為止慨默。不是我啦 我不想要到達(dá)到那個目標(biāo)后仍然感覺像是一個騙局 我不想要成為一個騙子 我一點(diǎn)也不想達(dá)到那個目標(biāo)才發(fā)覺我不應(yīng)該如此 我真是有感而發(fā)的 這里跟大家分享一個小故事 關(guān)于成為一個騙子然后感到不應(yīng)該在這里的故事

15:55

在我19歲的時候贩耐，發(fā)生了一場很嚴(yán)重的車禍 我整個人飛出車外，滾了好幾翻 我是彈出車外的厦取，之后在休息室醒來以后發(fā)現(xiàn)頭部重傷 我從大學(xué)里休學(xué) 別人告知我智商下降了2個標(biāo)準(zhǔn)差 情況非常非常糟糕 我知道我的智商應(yīng)該是多少潮太，因?yàn)槲乙郧氨蝗思艺J(rèn)為是很聰明的那種 小時候大家都覺得我很有才華 當(dāng)我離開大學(xué)時，我試著回去 他們說都告訴我說虾攻，"你沒有辦法畢業(yè)的铡买。 你知道，你還可以做很多其它的事阿霎箍， 別往死胡同里鉆了寻狂。" 我死命掙扎，我必須承認(rèn) 當(dāng)你的認(rèn)同感被剝奪的時候朋沮，那個主要的身分認(rèn)同 就我而言是我的智力被奪走了 再沒有比這個更加無助的時候了 我感到完全的無助蛇券，我拼命地瘋狂地努力 幸運(yùn)眷顧缀壤，努力，幸運(yùn)眷顧纠亚，再努力塘慕。

16:50

最終我從學(xué)校畢業(yè)了。 我比同儕多花了四年的時間 然后說服我的恩師蒂胞，Susan Fiske 讓我進(jìn)去图呢，所以我最后進(jìn)入了普林斯頓 我當(dāng)時覺得，我不應(yīng)該在這里 我是個騙子 在我第一年演講的那個晚上骗随， 普林斯頓第一年的演講 大約是對20個人做20分鐘的演講蛤织。就這樣 我當(dāng)時如此害怕隔天被拆穿 所以我打給她說，"我不干了鸿染。" 她說:"你不可以不干指蚜， 因?yàn)槲屹€在你身上了，你得留下涨椒。 你會留下摊鸡，你將會留下來了。 你要騙過所有人蚕冬。 你被要求的每個演講你都得照辦 你得一直講一直講 即使你怕死了免猾，腳癱了 靈魂出竅了，直到你發(fā)現(xiàn)你在說 "噢囤热，我的天啊猎提，我正在做這件事 我已經(jīng)成為它的一部分了，我正在做它旁蔼。" 這就是說所做的锨苏，碩士的五年 這些年，我在Northwestern 我后來去了哈佛牌芋，我在哈佛蚓炬，我沒有在想到它 但之前有很長一段時間我都在想這件事 "不應(yīng)該在這。不應(yīng)該在這躺屁。"

17:56

所以哈佛第一年結(jié)束 我對整個學(xué)期在課堂上都沒有說話的一個學(xué)生說: 你得參與融入否則你不會過這一科的 來我的辦公室吧肯夏。其實(shí)我壓根就不認(rèn)識她。 她說:她很挫敗地進(jìn)來了犀暑，她說 "我不應(yīng)該在這里的驯击。" 就在此刻，兩件事發(fā)生了 我突然明白 天啊耐亏，我再也沒有這種感覺了徊都。你知道嗎。 我再也不會有那種感覺广辰，但她有暇矫，我能體會到她的感受主之。 第二個想法是，她應(yīng)該在這里! 她可以假裝李根，一直到她成功為止槽奕。 所以我跟她說，"你當(dāng)然應(yīng)該! 你應(yīng)該在這里!" 明天起你就假裝 你要讓自己充滿力量房轿，你要知道 你將會---"(掌聲) (掌聲) "你要走進(jìn)教室 你會發(fā)表最棒的評論粤攒。" 你知道嗎?她就真的發(fā)表了最成功的評論 大家都回過神來，他們就好像 喔我的天啊囱持，我竟沒有注意到她坐在那里夯接，你知道嗎?(笑聲)

19:02

幾個月后她來找我，我才明白 她不僅只是假裝到她成功為止 她已經(jīng)融會貫通了 整個人脫胎換骨 我想對大家說纷妆，不要僅為了成功而假裝 要把它溶到你骨子里去盔几。知道嗎? 持續(xù)地做直到它內(nèi)化到你的骨髓里

19:22

最后與大家分享的是 小小的調(diào)整可以有大大的改變 就二分鐘 二分鐘，二分鐘凭需，二分鐘 在你進(jìn)行下一場緊張的評估之前 拿出二分鐘问欠，嘗試做這個肝匆，電梯里 浴室間粒蜈，房門關(guān)起在你的桌子前面 你就這么做，設(shè)置你的腦袋 以發(fā)揮最大效益 提升你的睪丸銅旗国，降低你的可的松 千萬別留下枯怖，噢，我沒把最好的表現(xiàn)出來那種遺憾 而是留下能曾，噢度硝，我真想 讓他們知道，讓他們看見寿冕，我是個怎樣的人

19:58

在這里我想要求大家蕊程，你知道的 嘗試這有力的姿勢 同時也想請求各位 把這項(xiàng)科學(xué)分享出去，因?yàn)樗芎唵?我可不是自尊心的問題喔(笑聲) 放開它驼唱。和人分享 因?yàn)樽罱?jīng)吃迕可以使用它的人會是那些 沒有資源和技術(shù)的一群人 沒有社會地位和權(quán)勢。把這個傳達(dá)給他們 好讓他們可以私下這樣做 他們會需要他們的身體玫恳，隱私和那二分鐘 然后這會大大地改變他們生活的結(jié)果 謝謝(掌聲) (掌聲)

00:00

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.

00:47

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.

01:11

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)

01:24

(Laughter) (Applause)

01:27

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?

01:53

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?

03:08

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.

03:26

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.

03:45

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.

04:44

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.

05:13

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.

05:52

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.

06:08

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.

06:22

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?

06:46

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?

07:13

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.

07:46

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.

08:46

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.

09:26

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."

10:08

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.

10:52

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.

11:17

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.

11:33

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.

12:25

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.

13:10

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?

13:18

(Laughter)

13:19

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.

15:24

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.

15:55

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."

16:32

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.

16:51

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."

17:56

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.

18:35

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 --

18:43

(Applause)

18:48

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)

19:03

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.

19:22

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.

19:59

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.

20:30

Thank you.

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