（轉(zhuǎn)載）

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. ?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)的盗尸、非科技的人生竅門队丝。你只需這樣做：改變你的姿勢(shì)兩分鐘舌厨。但在我要把它告訴你們之前山林，我想要請(qǐng)你們锐极，就你們的身體和你們身體的行為做一下自我審查料饥，那么你們之中有多少人正蜷縮著自己收捣？或許你現(xiàn)在弓著背缀辩，還翹著二郎腿拌屏？或者雙臂交叉潮针，有時(shí)候我們像這樣抱住自己，有時(shí)候展開雙臂倚喂，我看到你了每篷，現(xiàn)在請(qǐng)大家專心在自己的身上，我們等一下就會(huì)回溯剛剛的事端圈，希望你們可以稍微改變一下焦读，這會(huì)讓你的生活變得很不一樣。

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 — an awkward interaction, or a smile, or a contemptuous glance, or maybe a very awkward wink, or maybe even something like a handshake.

所以舱权，我們真的很執(zhí)著于肢體語(yǔ)言矗晃，特別是對(duì)別人的肢體語(yǔ)言感興趣。你看宴倍，我們對(duì)尷尬的互動(dòng)张症，或一個(gè)微笑，或輕蔑的一瞥鸵贬，或奇怪的眨眼俗他，甚至是握手之類的事情感興趣。

Narrator: Here they are arriving at Number 10, and look at this lucky policeman gets to shake hands with the President of the United States. Oh, and here comes the Prime Minister of the — ? No. (Laughter) (Applause) (Laughter) (Applause)

解說(shuō)員：他們來(lái)到了唐寧街10號(hào)阔逼，看看這個(gè)兆衅，這位幸運(yùn)的警員可以和美國(guó)總統(tǒng)握手。噢，還有羡亩，來(lái)自……的總理摩疑？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?

Amy Cuddy：所以一個(gè)握手，或沒有握手畏铆，我們都可以大聊特聊一番雷袋。即使BBC和紐約時(shí)報(bào)也不例外。我們說(shuō)到肢體行為或肢體語(yǔ)言時(shí)辞居，我們將之歸納為社會(huì)科學(xué)片排，它就是一種語(yǔ)言，所以我們會(huì)想到溝通速侈，當(dāng)我們想到溝通，我們就想到互動(dòng)迫卢，所以你現(xiàn)在的身體語(yǔ)言正在告訴我什么倚搬？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 to you claim more value from that negotiation. If you use them poorly, bad idea. Right? 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.

有很多理由讓我們相信這些是有效的乾蛤。社會(huì)科學(xué)家花了很多時(shí)間每界，求證肢體語(yǔ)言的效果，或其它人的身體語(yǔ)言在判斷方面的效應(yīng)家卖。而我們環(huán)視身體語(yǔ)言中的訊息做決定和推論眨层，這些結(jié)論可以預(yù)測(cè)生活中很有意義的結(jié)果，像是我們雇用誰(shuí)或給誰(shuí)升職上荡，邀請(qǐng)誰(shuí)出去約會(huì)趴樱。舉例而言，Tufts大學(xué)的研究員酪捡，Nalini Ambady表示叁征，人們觀賞一部醫(yī)生和患者互動(dòng)的30秒無(wú)聲影片，他們對(duì)該醫(yī)生的和善觀感逛薇，可用來(lái)預(yù)測(cè)該復(fù)健師是否會(huì)被告上法庭捺疼，跟這個(gè)醫(yī)生能否勝任工作沒有太大關(guān)系，重點(diǎn)是我們喜不喜歡他永罚，和他們是如何與人互動(dòng)的? 進(jìn)一步來(lái)說(shuō)啤呼，普林斯頓的Alex Todorov表示，我們對(duì)政治人物臉部的喜好判斷呢袱，大概可用來(lái)對(duì)美國(guó)參議院和美國(guó)州長(zhǎng)的官扣，競(jìng)選結(jié)果做70%的預(yù)測(cè)，甚至就網(wǎng)絡(luò)上在線聊天時(shí)使用的表情符號(hào)产捞，可以幫助你從交談中得到更多信息醇锚。所以你千萬(wàn)別弄巧成拙，對(duì)吧？當(dāng)我們提起肢體語(yǔ)言焊唬，我們就想到自己如何判斷別人恋昼，別人如何判斷我們以及后果會(huì)是什么，我們往往忘記這點(diǎn)赶促，受到肢體動(dòng)作所影響的那群觀眾液肌，就是我們自己。

We are also influenced by our nonverbals, our thoughts and our feelings and our physiology. 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)作鸥滨、想法嗦哆、感覺和心理所影響，所以究竟我的非語(yǔ)言表達(dá)到底說(shuō)的是什么婿滓？我是一位社會(huì)心理學(xué)家老速，我研究偏見。我在一所極具競(jìng)爭(zhēng)力的商業(yè)學(xué)院上課凸主，因此無(wú)可避免地對(duì)權(quán)力動(dòng)力學(xué)感到著迷橘券，特別是在非語(yǔ)言表達(dá)，對(duì)權(quán)力和支配的領(lǐng)域卿吐。

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. 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.

權(quán)力和支配的非語(yǔ)言表達(dá)究竟是什么旁舰？嗯，讓我細(xì)細(xì)道來(lái)嗡官。在動(dòng)物王國(guó)里箭窜，它們和擴(kuò)張有關(guān)。所以你盡可能得讓自己變大衍腥，你向外伸展占滿空間磺樱，基本上就是展開。關(guān)于展開婆咸，我說(shuō)真的坊罢，透視動(dòng)物世界，這不僅局限于靈長(zhǎng)類擅耽，人類也干同樣的事(笑聲)活孩。不論是他們長(zhǎng)期掌權(quán)或是在某個(gè)時(shí)間點(diǎn)感到權(quán)力高漲，他們都這么做乖仇，特別有趣的原因是憾儒，它讓我們明白權(quán)力的展現(xiàn)從來(lái)是如此地一致，不管古今世界乃沙。這種展現(xiàn)起趾，被認(rèn)為是一種榮耀。 Jessica Tracy研究表示警儒，視力良好無(wú)礙和先天視障的人在贏得比賽時(shí)都做了同樣的事训裆。當(dāng)他們跨過(guò)終點(diǎn)線贏得比賽之際眶根，無(wú)論能否看的見，他們都做這樣的動(dòng)作边琉，雙臂呈V字型朝上属百，下巴微微抬起，那我們感到無(wú)助的時(shí)候呢变姨？我們的行為正相反族扰，我們封閉起來(lái)。我們把自己蜷起來(lái)定欧，讓自己變得小一點(diǎn)渔呵，最好別碰到別人。這再一次證明砍鸠，人類和動(dòng)物都做同樣的事扩氢，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(lái)臨時(shí)爷辱，我們會(huì)迎合別人的非語(yǔ)言表達(dá)类茂，當(dāng)別人的權(quán)勢(shì)比我們大很多時(shí)，我們傾向把自己變得較小托嚣，不會(huì)模仿他們，我們做和他們正相反的事情厚骗。

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. 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. 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.

當(dāng)我在課堂上觀察這種現(xiàn)象時(shí)示启，你猜我發(fā)現(xiàn)什么？我發(fā)現(xiàn)MBA的學(xué)生真的很會(huì)充分利用肢體語(yǔ)言领舰，你會(huì)看到有些人像是統(tǒng)治者夫嗓。走進(jìn)房間，課程開始之前一屁股坐在正中間冲秽，好像他們真的很想占據(jù)整個(gè)教室似的舍咖，當(dāng)他們坐下的時(shí)候，身體會(huì)展開锉桑，像這樣舉手排霉。有些人則不然，他們一走進(jìn)來(lái)你就會(huì)發(fā)現(xiàn)民轴，從他們的臉和身體你會(huì)發(fā)現(xiàn)攻柠，他們坐在椅子上的時(shí)候把自己變得很萎靡，然后舉手的時(shí)候是這種姿勢(shì)后裸。我觀察到很多事情瑰钮，其中一件，不令人驚訝微驶，就是跟性別差異有關(guān)浪谴，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(wú)力苟耻，這并不太令人意外篇恒。然而我發(fā)現(xiàn)的另一件事是婚度，這似乎也跟學(xué)生參與的程度高低有關(guān)官卡，就MBA的課來(lái)說(shuō)這真的非常重要寻咒。因?yàn)檎n堂參與程度要占成績(jī)的一半哮翘。

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(lái)都為此傷腦筋，入學(xué)的時(shí)候男生女生都是一樣優(yōu)秀的毛秘，可是成績(jī)出來(lái)卻有這些性別差異饭寺，而看起來(lái)卻有一部分原因和參與度有關(guān)。所以我開始思索叫挟，好吧艰匙，這群人一開始進(jìn)來(lái)是這樣，他們參與其中抹恳，那有沒有可能讓大家來(lái)假裝员凝，讓他們更加參與進(jìn)來(lái)?

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，Dana Carney奋献。我很想知道健霹，你能假裝直到你成功嗎？譬如說(shuō)瓶蚂，只做一下下然后就體驗(yàn)到一個(gè)糖埋，讓你感到更加充滿力量的結(jié)果，所以得知非語(yǔ)言表達(dá)如何掌控他人對(duì)我們的想法和感受窃这。有很多證據(jù)可以證明瞳别。但我們的問題是，我們非語(yǔ)言的部分是否真的掌控我們對(duì)自己的想法和感受杭攻？

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)可以表明洒试。舉例來(lái)說(shuō)，當(dāng)我們高興的時(shí)候我們會(huì)笑朴上，但同樣地垒棋，當(dāng)我們含著一只筆練習(xí)笑容的時(shí)候，我們也會(huì)感到開心痪宰。這說(shuō)明這是相互的叼架。說(shuō)到力量的時(shí)候亦是如此畔裕。所以當(dāng)我們感到充滿力量的時(shí)候，你更加可能會(huì)這樣做乖订，但你也可能假裝自己很有力量扮饶，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 that 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. 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.

那第二個(gè)問題就是乍构，你看甜无，我們知道心理狀態(tài)會(huì)影響我們的身體 那身體是否能影響心理呢？這里所說(shuō)的心理充滿力量究竟指的是什么哥遮？我指的是想法和感覺岂丘。和可以組成我們想法和感受的實(shí)際事物，我這里是指荷爾蒙眠饮。我指的是這個(gè)奥帘。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)的人往往比較果斷仪召，自信寨蹋，且樂觀，就連在賭注里也覺得他們會(huì)贏扔茅，他們也傾向于能夠抽象地思考已旧，所以這其中有很大區(qū)別。他們更敢于冒險(xiǎn)召娜。充滿力量與否的心智二者存有許多不同运褪，生理上兩個(gè)關(guān)鍵的賀爾蒙，睪丸酮萤晴，是一種支配荷爾蒙；可的松胁后，是一種壓力荷爾蒙店读。我們發(fā)現(xiàn)靈長(zhǎng)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)人身上可見攀芯。這表示什么屯断？當(dāng)你想到力量，人們往往只想到睪丸酮侣诺，因?yàn)樗碇浣y(tǒng)治殖演，但力量其實(shí)是在于你如何應(yīng)對(duì)壓力，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)嗎年鸳？大概不會(huì)是吧趴久？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搔确，但不是非常緊張彼棍，或是懶洋洋的灭忠。

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."

靈長(zhǎng)類動(dòng)物的金字塔里，如果一個(gè)首領(lǐng)想要掌控這個(gè)種群座硕，或取代原先的首領(lǐng)弛作，幾天之內(nèi)，那一方體內(nèi)的睪丸酮會(huì)大大地上升华匾，而其可的松會(huì)劇烈地下降映琳，身體影響心理之例，由此可見一斑蜘拉。至少就表面而言是如此萨西。同時(shí)角色的轉(zhuǎn)換也會(huì)影響心智。所以诸尽，如果你改變角色原杂，就一個(gè)小改變，像這樣一個(gè)小小的操作您机，這樣一個(gè)小小的干預(yù)穿肄？“持續(xù)兩分鐘”你說(shuō)，“我要你們這樣站著际看， 它會(huì)讓你感到更加充滿力量咸产。”

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. So this is what happens. They come in, they spit into a vial, we for two minutes 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, right? 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.

我們是這樣做的仲闽。我們決定將人們帶進(jìn)實(shí)驗(yàn)室脑溢，做一個(gè)小實(shí)驗(yàn)。這些人將維持有力或無(wú)力的姿勢(shì)兩分鐘赖欣，然后我就會(huì)告訴你屑彻。這五種姿勢(shì)，雖然他們只做了兩種顶吮，這是其一社牲，看看這些，這個(gè)被媒體取名為 "神力女超人" 還有這些悴了，或站或坐搏恤，這些是無(wú)力的姿勢(shì)，你雙手交叉湃交，試著讓自己變小一點(diǎn)熟空，這是非常無(wú)力的一張，當(dāng)你在摸你的脖子搞莺，你其實(shí)在保護(hù)自己息罗。實(shí)際的狀況是，他們進(jìn)來(lái)取出唾液才沧，維持一個(gè)姿勢(shì)達(dá)兩分鐘阱当，他們不會(huì)看到姿勢(shì)的照片俏扩，因?yàn)槲覀儾幌胍绊懰麄儯覀兿Ｍ麄冏约焊杏X到力量不是嗎弊添？所以他們做了整整兩分鐘录淡，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)油坝，接著再取得唾液范本嫉戚，這就是整個(gè)實(shí)驗(yàn)。

So this is what we find. Risk tolerance, which is the gambling, what we find is that when you're 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 pretty whopping significant difference. 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, you know, 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.

我們發(fā)現(xiàn)到風(fēng)險(xiǎn)承擔(dān)能力澈圈，也就是在賭博時(shí)彬檀，當(dāng)處于強(qiáng)有力的姿勢(shì)的時(shí)，86%的人會(huì)選擇賭博瞬女，相對(duì)處于一個(gè)較無(wú)力的姿勢(shì)時(shí)窍帝，只有60%的人，這真是很令人驚訝的差異诽偷。就睪丸酮而言我們發(fā)現(xiàn)坤学，這些人進(jìn)來(lái)的那一刻起，有力量的那些人會(huì)有20%的提高报慕，無(wú)力的人則下降10%深浮。所以，再次地眠冈，當(dāng)你有這些改變飞苇，有力的人可的松下降25%， 而無(wú)力的人可的松則上升15%蜗顽。兩分鐘可以讓這些荷爾蒙改變使你的腦袋變得果斷布卡、自信和自在，或高度緊張以及感到與世隔絕雇盖，我們都曾有過(guò)這些體驗(yàn)對(duì)嗎忿等？看來(lái)非語(yǔ)言確實(shí)掌控我們對(duì)自己的想法和感受，不只是別人刊懈，更是我們自己这弧。同時(shí)娃闲，我們的身體可以改變我們的心理虚汛。

But the next question, of course, is can power posing for a few minutes really change your life in meaningful ways? So this is in the lab. It's this little task, you know, it's just a couple of minutes. Where can you actually apply this? Which we cared about, of course. And so we think it's really, what matters, I mean, where you want to use this is evaluative situations like social threat situations. Where are you being evaluated, either by your friends? Like for teenagers it's at the lunchroom table. It could be, you know, 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，當(dāng)然皇帮，就是維持?jǐn)?shù)分鐘的姿勢(shì)卷哩，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)室里属拾，一個(gè)小實(shí)驗(yàn)将谊，你知道的只有幾分鐘冷溶。你要怎么實(shí)現(xiàn)這一切呢？落實(shí)在我們關(guān)心的地方呢尊浓？我們關(guān)心的其實(shí)是逞频，我是說(shuō)，你在那里可以用這些技巧去評(píng)估時(shí)勢(shì)栋齿，像是社交威脅的情形苗胀。譬如說(shuō)你被人打量時(shí)？或者是青少年吃午餐的時(shí)候瓦堵，你知道基协，對(duì)有些人來(lái)說(shuō)就好像在開學(xué)校的董事會(huì)。有時(shí)候是一個(gè)小演講菇用，有時(shí)是像這種講演澜驮，或是工作面試時(shí)，我們后來(lái)決定用一個(gè)最多人能做比較的惋鸥，因?yàn)榇蟛糠秩硕荚?jīng)面試工作過(guò)杂穷。

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? (Laughter) You know, so we were of course horrified, and said, Oh my God, no, no, no, that's not what we meant at all. For numerous reasons, no, no, 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. Right? You're sitting down. You're looking at your iPhone -- or your Android, not trying to leave anyone out. You are, you know, 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. Like, 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, "Oh, 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. We also, 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.

我們將這些發(fā)現(xiàn)發(fā)表出來(lái)，接著媒體就大量曝光說(shuō)揩慕，好亭畜，所以你去面試時(shí)，你得這樣做迎卤，對(duì)吧拴鸵？(笑聲) 我們當(dāng)然大吃一驚，表示我的天啊蜗搔，不不不劲藐，我們不是這個(gè)意思。不管什么原因樟凄，不不聘芜，千萬(wàn)別這么做，這和你跟別人交談無(wú)關(guān)缝龄，這是你在和你自己交談汰现，你在面試工作之前會(huì)怎么做？你會(huì)這樣叔壤，對(duì)吧?你會(huì)做下來(lái)瞎饲，你盯著自己的iphone或者安卓，轉(zhuǎn)移自己的視線炼绘，你看著自己的筆記嗅战，你把自己蜷縮起來(lái)，試著讓自己變得小一點(diǎn)俺亮，你真正需要做的應(yīng)該是找個(gè)浴室驮捍，然后這樣疟呐，花個(gè)兩分鐘，所以我們想做的是這個(gè)东且，把人帶進(jìn)實(shí)驗(yàn)室启具，他們?cè)俅伪３钟辛驘o(wú)力姿勢(shì)，接著進(jìn)行一個(gè)高度壓力的面試珊泳，為時(shí)五分鐘富纸。所有都會(huì)被記錄下來(lái)，同時(shí)也會(huì)被評(píng)論旨椒，而這些考官都接受過(guò)訓(xùn)練晓褪，不會(huì)給予任何非語(yǔ)言的反饋，所以他們看起來(lái)就像這樣综慎，像圖上所示涣仿，想象一下，這個(gè)人正在面試你示惊，整整五分鐘好港，什么都沒有，這比刁難詰問更難受米罚，大家都不喜歡這種方式钧汹。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录择，因?yàn)槲覀冋娴南肟纯磿?huì)有什么樣的結(jié)果拔莱，接著我們得出下列四種結(jié)果，受試者不知假設(shè)前提和狀況下隘竭，沒有人知道誰(shuí)擺什么樣的姿勢(shì)塘秦，接著他們觀看這些帶子，然后他們說(shuō)动看，“噢尊剔，我們想要錄用這些人”——那些擺強(qiáng)有力姿勢(shì)的人——“這些人我們不想錄用”，我們也評(píng)量這群人整體而言更正面菱皆，但背后的原因是什么须误？這跟演講的內(nèi)容無(wú)關(guān)，而是他們?cè)谘葜v中帶出來(lái)的存在感仇轻，同時(shí)京痢，我們也就這些關(guān)于能力的變動(dòng)因素評(píng)價(jià)他們，像是演講的整體架構(gòu)怎樣拯田？它有多棒历造？演講者的證照學(xué)歷甩十？這些全都無(wú)關(guān)船庇。有影響的是這些事吭产。基本上人們表達(dá)真實(shí)的自己鸭轮，就他們自己臣淤，他們的想法，當(dāng)他們心里沒有芥蒂窃爷，這就是背后真實(shí)的力量邑蒋，或者可以說(shuō)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, "I don't -- It feels fake." Right? So I said, fake it till you make it. I don't -- 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)我告訴人們按厘，我們的身體會(huì)改變心理医吊，心理會(huì)改變行為，而行為會(huì)改變結(jié)果逮京，他們跟我說(shuō)“我不這么覺得——聽起來(lái)好像是假的”對(duì)嗎卿堂？我就說(shuō)，你就假裝一直到你達(dá)成目的為止懒棉。不是我啦草描，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)騙子策严，我一點(diǎn)也不想達(dá)到那個(gè)目標(biāo)才發(fā)覺我不應(yīng)該如此穗慕，我真是有感而發(fā)的。這里跟大家分享一個(gè)小故事妻导，關(guān)于成為一個(gè)騙子然后感到不應(yīng)該在這里的故事逛绵。

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 I.Q. had dropped by two standard deviations, which was very traumatic. I knew my I.Q. 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." 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 worked, and I got lucky, and worked, and got lucky, and worked.

在我19歲的時(shí)候，發(fā)生了一場(chǎng)很嚴(yán)重的車禍倔韭。我整個(gè)人飛出車外暑脆，滾了好幾翻，我是彈出車外的狐肢，之后在休息室醒來(lái)以后發(fā)現(xiàn)頭部重傷添吗，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)差份名，情況非常非常糟糕碟联，我知道我的智商應(yīng)該是多少，因?yàn)槲乙郧氨蝗思艺J(rèn)為是很聰明的那種僵腺，小時(shí)候大家都覺得我很有才華鲤孵。當(dāng)我離開大學(xué)時(shí)，我試著回去辰如，他們都告訴我說(shuō)普监，“你沒有辦法畢業(yè)的。你知道，你還可以做很多其它的事啊凯正，別往死胡同里鉆了毙玻。”我死命掙扎廊散，我必須承認(rèn)桑滩，當(dāng)你的認(rèn)同感被剝奪的時(shí)候，那個(gè)主要的身分認(rèn)同允睹，就我而言是我的智力被奪走了运准，再?zèng)]有比這個(gè)更加無(wú)助的時(shí)候了，我感到完全的無(wú)助缭受，我拼命地瘋狂地努力胁澳，幸運(yùn)眷顧，努力米者，幸運(yùn)眷顧听哭，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. Not supposed to be here."

最終我從學(xué)校畢業(yè)了塘雳。我比同學(xué)多花了四年的時(shí)間陆盘，然后說(shuō)服我的恩師，Susan Fiske讓我進(jìn)去败明，所以我最后進(jìn)入了普林斯頓隘马。我當(dāng)時(shí)覺得，我不應(yīng)該在這里妻顶，我是個(gè)騙子酸员，在我第一年演講的那個(gè)晚上，普林斯頓第一年的演講讳嘱，大約是對(duì)20個(gè)人做20分鐘的演講幔嗦。就這樣，我當(dāng)時(shí)如此害怕隔天被拆穿沥潭，所以我打給她說(shuō)邀泉，“我不干了《鄹耄”她說(shuō)：“你不可以不干汇恤，因?yàn)槲屹€在你身上了，你得留下拔恰。你會(huì)留下因谎，你將會(huì)留下來(lái)了。你要騙過(guò)所有人颜懊。你被要求的每個(gè)演講你都得照辦财岔。你得一直講一直講风皿，即使你怕死了，腳癱了匠璧，靈魂出竅了桐款，直到你發(fā)現(xiàn)你在說(shuō)，噢患朱，我的天啊，我正在做這件事炊苫，我已經(jīng)成為它的一部分了裁厅，我正在做它∏劝”這就是說(shuō)所做的执虹，碩士的五年，這些年唠梨，我在Northwestern袋励，我后來(lái)去了哈佛，我在哈佛当叭，我沒有在想到它茬故，但之前有很長(zhǎng)一段時(shí)間我都在想這件事“不應(yīng)該在這。不應(yīng)該在這蚁鳖』前牛”

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. And she said, 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. You know. 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. 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, you're gonna — " (Applause) (Applause) "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 they were like, oh my God, I didn't even notice her sitting there, you know? (Laughter)

所以哈佛第一年結(jié)束，我對(duì)整個(gè)學(xué)期在課堂上都沒有說(shuō)話的一個(gè)學(xué)生說(shuō)：你得參與融入否則你不會(huì)過(guò)這一科的醉箕，來(lái)我的辦公室吧钾腺。其實(shí)我壓根就不認(rèn)識(shí)她。她說(shuō)：她很挫敗地進(jìn)來(lái)了讥裤，她說(shuō)“我不應(yīng)該在這里的放棒。”就在此刻己英，兩件事發(fā)生了间螟，我突然明白，天啊损肛，我再也沒有這種感覺了寒亥。你知道嗎。我再也不會(huì)有那種感覺荧关，但她有溉奕，我能體會(huì)到她的感受。第二個(gè)想法是忍啤，她應(yīng)該在這里蔼紧！她可以假裝沦童，一直到她成功為止雄右。所以我跟她說(shuō)，“你當(dāng)然應(yīng)該叠国！你應(yīng)該在這里！”明天起你就假裝戴尸，你要讓自己充滿力量粟焊，你要知道你將會(huì)——”(掌聲) (掌聲)“你要走進(jìn)教室，你會(huì)發(fā)表最棒的評(píng)論孙蒙∠钐模”你知道嗎？她就真的發(fā)表了最成功的評(píng)論挎峦，大家都回過(guò)神來(lái)香追，他們就好像：喔我的天啊，我竟沒有注意到她坐在那里坦胶，你知道嗎透典？(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. You know? It's not — Do it enough until you actually become it and internalize.

幾個(gè)月后她來(lái)找我，我才明白顿苇，她不僅只是假裝到她成功為止峭咒，她已經(jīng)融會(huì)貫通了，整個(gè)人脫胎換骨纪岁。我想對(duì)大家說(shuō)讹语，不要僅為了成功而假裝，要把它溶到你骨子里去蜂科。知道嗎顽决？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, oh, 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导匣，小小的調(diào)整可以有大大的改變才菠。就兩分鐘，兩分鐘贡定，兩分鐘赋访，兩分鐘。在你進(jìn)行下一場(chǎng)緊張的評(píng)估之前缓待，拿出兩分鐘蚓耽，嘗試做這個(gè)，電梯里旋炒、浴室間步悠，房門關(guān)起在你的桌子前面，你就這么做瘫镇，設(shè)置你的腦袋鼎兽，以發(fā)揮最大效益答姥，提升你的睪丸銅，降低你的可的松谚咬，千萬(wàn)別留下“噢鹦付，我沒把最好的表現(xiàn)出來(lái)”的那種遺憾，而是留下“噢择卦，我真想讓他們知道敲长，讓他們看見，我是個(gè)怎樣的人”的印象秉继。

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. Thank you. (Applause) (Applause)

在這里我想要求大家祈噪，你知道的，嘗試這有力的姿勢(shì)秕噪，同時(shí)也想請(qǐng)求各位把這項(xiàng)科學(xué)分享出去钳降，因?yàn)樗芎?jiǎn)單厚宰，我可不是自尊心的問題喔(笑聲)腌巾。放開它。和人分享铲觉，因?yàn)樽罱?jīng)吵候可以使用它的人會(huì)是那些沒有資源和技術(shù)的一群人，沒有社會(huì)地位和權(quán)勢(shì)撵幽。把這個(gè)傳達(dá)給他們灯荧，好讓他們可以私下這樣做，他們會(huì)需要他們的身體盐杂、隱私和那兩分鐘逗载，然后這會(huì)大大地改變他們生活的結(jié)果。謝謝(掌聲) (掌聲)