字幕列表 影片播放
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So I want to start by offering you a free
首先我要提供你們一個免費的
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no-tech life hack,
不涉科技的生活小撇步
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and all it requires of you is this:
你只要
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that you change your posture for two minutes.
改變你的姿勢二分鐘
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But before I give it away, I want to ask you to right now
在我說明前,我要先請大家
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do a little audit of your body and what you're doing with your body.
先檢視一下你的姿態
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So how many of you are sort of making yourselves smaller?
你們之中有多少人身體是約略縮小的?
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Maybe you're hunching, crossing your legs,
或許你現在翹著腳駝著背?
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maybe wrapping your ankles.
或者雙手抱膝
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Sometimes we hold onto our arms like this.
有時我們會這樣抱著手臂
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Sometimes we spread out. (Laughter)
有時我們會打開雙手 (笑聲)
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I see you. (Laughter)
我看到囉(笑聲)
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So I want you to pay attention to what you're doing right now.
現在請大家專心在自己身上
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We're going to come back to that in a few minutes,
我們等一下在回到這件事上
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and I'm hoping that if you learn to tweak this a little bit,
希望你們可以稍微改變一下
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it could significantly change the way your life unfolds.
這會讓你的生活變得很不一樣
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So, we're really fascinated with body language,
所以,我們深為身體語言著迷
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and we're particularly interested
特別是
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in other people's body language.
別人的身體語言
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You know, we're interested in, like, you know — (Laughter) —
你知道,當我們為 (笑聲)
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an awkward interaction, or a smile,
尷尬的互動,或微笑
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or a contemptuous glance, or maybe a very awkward wink,
或輕蔑的一瞥,或不自然的眨眼
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or maybe even something like a handshake.
甚至是握手這樣的一件事
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Narrator: Here they are arriving at Number 10, and look at this
(影片旁白):這是第十個,看看這個
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lucky policeman gets to shake hands with the President
幸運的警員可以和美國總統握手
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of the United States. Oh, and here comes
噢,還有
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the Prime Minister of the — ? No. (Laughter) (Applause)
來自....的首相? 不 (笑聲) (掌聲)
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(Laughter) (Applause)
(笑聲) (掌聲)
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Amy Cuddy: So a handshake, or the lack of a handshake,
所以一個握手,或不握手
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can have us talking for weeks and weeks and weeks.
我們都可以聊上好幾個禮拜
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Even the BBC and The New York Times.
即使 BBC 和紐約時報也不例外
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So obviously when we think about nonverbal behavior,
我們說到非語言行為或身體語言時
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or body language -- but we call it nonverbals as social scientists --
我們社會科學學者將之歸類為非口語語言
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it's language, so we think about communication.
它就是一種語言,所以我們會想到溝通
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When we think about communication, we think about interactions.
當我們想到溝通,我們就想到互動
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So what is your body language communicating to me?
所以你現在的身體語言正在告訴我甚麼?
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What's mine communicating to you?
我的身體又是在傳達甚麼給你們?
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And there's a lot of reason to believe that this is a valid
有很多理由讓我們相信這是有效的切入點
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way to look at this. So social scientists have spent a lot
社會科學家花了很多時間
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of time looking at the effects of our body language,
研究我們的身體語言
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or other people's body language, on judgments.
或其他人的身體語言在判斷方面的效應
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And we make sweeping judgments and inferences from body language.
而我們根據他人的身體語言,推論並做出快速又決絕的判斷
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And those judgments can predict really meaningful life outcomes
這些判斷可以幫我們預測生命裡很有意義的事件
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like who we hire or promote, who we ask out on a date.
像是要雇用誰,邀請誰出去約會
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For example, Nalini Ambady, a researcher at Tufts University,
舉例而言,Tufts 大學的研究員,Nalini Ambady
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shows that when people watch 30-second soundless clips
讓我們看到 當人們觀賞一段 30 秒
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of real physician-patient interactions,
正牌醫師和病人互動的無聲影片
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their judgments of the physician's niceness
他們對該醫師是否和善的觀感
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predict whether or not that physician will be sued.
可用來預測該醫師日後是否會被病人告上法庭
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So it doesn't have to do so much with whether or not
跟這個醫師稱職與否沒有太大關係
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that physician was incompetent, but do we like that person
重點是我們喜不喜歡他
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and how they interacted?
和他們互動的情形?
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Even more dramatic, Alex Todorov at Princeton has shown
更戲劇化的是,普林斯頓的 Alex Todorov 的研究告訴我們
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us that judgments of political candidates' faces
我們在一秒內對政治人物臉部的喜好判斷
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in just one second predict 70 percent of U.S. Senate
對美國參議院和美國州長的
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and gubernatorial race outcomes,
選舉結果有 70% 的預測力
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and even, let's go digital,
甚至,在電腦上的互動
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emoticons used well in online negotiations
在線上協商時,妥善運用表情符號
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can lead to you claim more value from that negotiation.
可以讓你在協商中獲的較多價值
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If you use them poorly, bad idea. Right?
假如你運用不得當,不妙!對吧?
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So when we think of nonverbals, we think of how we judge
當我們想到非口語語言,我們就想到判斷別人
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others, how they judge us and what the outcomes are.
別人如何判斷我們以及結果
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We tend to forget, though, the other audience
我們往往忘記,還有其他人也受到我們非口語語言影響
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that's influenced by our nonverbals, and that's ourselves.
那就是我們自己
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We are also influenced by our nonverbals, our thoughts
我們也同時受自己的非口語語言、想法
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and our feelings and our physiology.
感覺和生理影響
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So what nonverbals am I talking about?
所以我說的究竟是甚麼樣的非口語語言?
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I'm a social psychologist. I study prejudice,
我是一位社會心理學家,我研究偏見
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and I teach at a competitive business school,
我在一所競爭激烈的商學院教書
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so it was inevitable that I would become interested in power dynamics.
因此無可避免地對權力間互動關係著迷
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I became especially interested in nonverbal expressions
特別是在非口語語言表達方面
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of power and dominance.
的權力和支配
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And what are nonverbal expressions of power and dominance?
展示權力和支配的非口語語言又為何呢?
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Well, this is what they are.
嗯,讓我細細道來
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So in the animal kingdom, they are about expanding.
在動物世界裡,權力和支配的非口語語言講究擴展
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So you make yourself big, you stretch out,
所以你盡可能得把自己變大,你伸展身體
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you take up space, you're basically opening up.
占滿空間,基本上就是開展身體
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It's about opening up. And this is true
就是關於展開身體
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across the animal kingdom. It's not just limited to primates.
整個動物世界都是如此,不僅限於靈長類。
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And humans do the same thing. (Laughter)
人類也幹同樣的事(笑聲)
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So they do this both when they have power sort of chronically,
不論是習於權力的人
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and also when they're feeling powerful in the moment.
或普通人偶而碰上可以大聲講話的時後,都是如此
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And this one is especially interesting because it really shows us
特別有趣的原因是
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how universal and old these expressions of power are.
它讓我們明白古今世界權力的展現從來是如此地一致
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This expression, which is known as pride,
自尊的表現
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Jessica Tracy has studied. She shows that
Jessica Tracy 研究顯示
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people who are born with sight
視力正常的人
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and people who are congenitally blind do this
和先天視障的人
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when they win at a physical competition.
在贏得比賽時都做同樣的事
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So when they cross the finish line and they've won,
當他們跨過終點線贏得比賽之際
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it doesn't matter if they've never seen anyone do it.
無論他們是否曾看過這種行為
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They do this.
他們都展現這個姿勢
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So the arms up in the V, the chin is slightly lifted.
雙臂呈V字型朝上,下巴微揚
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What do we do when we feel powerless? We do exactly
那我們感到無助的時候呢? 我們做完全相反的事
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the opposite. We close up. We wrap ourselves up.
我們縮起身體。我們把自己捲曲起來
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We make ourselves small. We don't want to bump into the person next to us.
讓自己變得小一點,最好別碰到身旁的人
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So again, both animals and humans do the same thing.
我再重複一次,人類和動物都一樣
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And this is what happens when you put together high
這是在權力不對等時發生的狀況
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and low power. So what we tend to do
在不對等權力狀態下,我們傾向
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when it comes to power is that we complement the other's nonverbals.
和對方互補
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So if someone is being really powerful with us,
若有人對我們展現權力
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we tend to make ourselves smaller. We don't mirror them.
我們傾向把自己縮小些,我們不模仿他們
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We do the opposite of them.
我們背道而馳
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So I'm watching this behavior in the classroom,
當我在課堂上觀察這麼現象時
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and what do I notice? I notice that MBA students
你猜我發現甚麼? 我發現 MBA 的學生
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really exhibit the full range of power nonverbals.
把權力的非口語語言部分表達的淋漓盡致
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So you have people who are like caricatures of alphas,
你會看到有些人就像動物群裡支配的雄性的變形
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really coming into the room, they get right into the middle of the room
上課前大搖大擺走進教室,一屁股坐在教室正中
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before class even starts, like they really want to occupy space.
好像他們真的要占據整個空間似的
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When they sit down, they're sort of spread out.
當他們坐下的時候,身體會展開
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They raise their hands like this.
舉手時會像這樣把手高舉起來
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You have other people who are virtually collapsing
有些人基本上是攤成一堆
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when they come in. As soon they come in, you see it.
他們一走進來你就會發現
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You see it on their faces and their bodies, and they sit
從他們的臉上表情和身體姿勢都看得出來
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in their chair and they make themselves tiny,
他們坐在椅子上,把自己縮的小小的
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and they go like this when they raise their hand.
然後舉手的時候是這種畏畏縮縮的樣子
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I notice a couple of things about this.
我觀察到兩點:
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One, you're not going to be surprised.
第一,不出所料
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It seems to be related to gender.
這跟性別有關
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So women are much more likely to do this kind of thing than men.
女人比男人更會顯得畏縮
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Women feel chronically less powerful than men,
長期以來女人都不覺得像男人那麼強勢
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so this is not surprising. But the other thing I noticed is that
所以這並不太讓人意外。但第二件我觀察到的
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it also seemed to be related to the extent to which
這種表現似乎跟學生的參與程度
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the students were participating, and how well they were participating.
與參與表現相關
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And this is really important in the MBA classroom,
在 MBA 的課堂上來說這真的非常重要
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because participation counts for half the grade.
因為參與的表現占成績的一半
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So business schools have been struggling with this gender grade gap.
所以商學院一直以來都為男女生在參與上的差別傷腦筋
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You get these equally qualified women and men coming in
入學的時候男女生不分軒輊
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and then you get these differences in grades,
可是成績出來卻反映性別差異
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and it seems to be partly attributable to participation.
而看起來一部分原因和參與有關
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So I started to wonder, you know, okay,
所以我開始思考,好吧
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so you have these people coming in like this, and they're
所以這群人一開始來是這副樣子,看起來積極參與
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participating. Is it possible that we could get people to fake it
那是不是可能讓大家先假裝成那樣
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and would it lead them to participate more?
進而影響他們,能更積極參與?
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So my main collaborator Dana Carney, who's at Berkeley,
我在 Berkeley 的主要合作研究夥伴,Dana Carney
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and I really wanted to know, can you fake it till you make it?
和我都很想知道,是不是能先假裝,到最後則成真
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Like, can you do this just for a little while and actually
譬如說,先小小假裝一陣子,然後在實際行為上經驗到
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experience a behavioral outcome that makes you seem more powerful?
你看來很有權力的樣子的結果
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So we know that our nonverbals govern how other people
我們都知道非口語語言影響
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think and feel about us. There's a lot of evidence.
他人對我們的看法。已經有很多研究證明這件事
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But our question really was, do our nonverbals
而我們要問的問題是,非口語語言
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govern how we think and feel about ourselves?
是否影響我們對自己的看法與感覺?
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There's some evidence that they do.
確實有證據支持這個說法
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So, for example, we smile when we feel happy,
舉例來說,我們開心的時候會微笑
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but also, when we're forced to smile
但同樣地,當我們被迫在口中咬住一隻筆
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by holding a pen in our teeth like this, it makes us feel happy.
呈現微笑的表情時,我們也會感到開心
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So it goes both ways. When it comes to power,
代表這是互為因果,互相影響的。說到權力
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it also goes both ways. So when you feel powerful,
亦是如此。所以當我們感到很有權力時
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you're more likely to do this, but it's also possible that
你比較會這樣做,但你也可能
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when you pretend to be powerful, you are more likely
假裝自己很有權力,
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to actually feel powerful.
然後真的覺得自己力量強大
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So the second question really was, you know,
那第二個問題就是
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so we know that our minds change our bodies,
我們知道心理狀態會影響身體
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but is it also true that our bodies change our minds?
那身體是否能影響心理呢?
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And when I say minds, in the case of the powerful,
這裡所說的心理充滿力量
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what am I talking about?
指的是甚麼?
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So I'm talking about thoughts and feelings
我指的是想法和感覺
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and the sort of physiological things that make up our thoughts and feelings,
和構成我們想法和感受的生理因素
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and in my case, that's hormones. I look at hormones.
我這裡是指荷爾蒙。所以我針對荷爾蒙來看
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So what do the minds of the powerful versus the powerless
充滿力量或充滿無力感
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look like?
在荷爾蒙層面上有什麼差別?
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So powerful people tend to be, not surprisingly,
不出乎意料,感覺自己有力的人往往
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more assertive and more confident, more optimistic.
比較果斷,自信,且樂觀
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They actually feel that they're going to win even at games of chance.
他們確切認為機會永遠站在他們這邊
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They also tend to be able to think more abstractly.
他們也較擅長抽象思考
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So there are a lot of differences. They take more risks.
還有許多差異。這種人比較敢承受風險
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There are a lot of differences between powerful and powerless people.
強勢的人與充滿無力感的人真的差別很大
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Physiologically, there also are differences on two
在生理上有二個重要的荷爾蒙對此有影響
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key hormones: testosterone, which is the dominance hormone,
一是睪固酮:也就是支配性荷爾蒙
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and cortisol, which is the stress hormone.
一是腎上腺皮質醇:也就是壓力荷爾蒙
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So what we find is that
我們發現到
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high-power alpha males in primate hierarchies
靈長類裡的強勢男性
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have high testosterone and low cortisol,
有大量的睪固酮和低量的腎上腺皮質醇
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and powerful and effective leaders also have
強勢,高效能的領袖人物
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high testosterone and low cortisol.
也有大量睪固酮與低量的腎上腺皮質醇
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So what does that mean? When you think about power,
這表示甚麼? 當你想到權力
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people tended to think only about testosterone,
人們往往只想到睪固酮
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because that was about dominance.
因為它代表支配統治
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But really, power is also about how you react to stress.
但力量其實也和如何處理壓力有關
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So do you want the high-power leader that's dominant,
所以你會想見一個有支配地位強勢領袖
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high on testosterone, but really stress reactive?
有著很多睪固酮但同時又對壓力反應過度嗎?
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Probably not, right? You want the person
大概不會吧,不是嗎?你會希望那個人
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who's powerful and assertive and dominant,
是充滿力量,肯定果斷,非常強勢
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but not very stress reactive, the person who's laid back.
但也不會對壓力反應過度,不能輕鬆以對
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So we know that in primate hierarchies, if an alpha
靈長動物的社群階級裡,如果一個強勢雄性
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needs to take over, if an individual needs to take over
想要奪權,如果一個雄性突然想要爭取
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an alpha role sort of suddenly,
首領這個角色
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within a few days, that individual's testosterone has gone up
幾天內,他體內的睪固酮一定急速增加
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significantly and his cortisol has dropped significantly.
而其腎上腺皮質醇劇烈地減少
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So we have this evidence, both that the body can shape
身體影響心理,由此可證
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the mind, at least at the facial level,
至少就表面而言是如此
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and also that role changes can shape the mind.
同時角色的轉換也會影響心理
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So what happens, okay, you take a role change,
所以,如果你改變角色
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what happens if you do that at a really minimal level,
如果你做一個微小改變會怎樣
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like this tiny manipulation, this tiny intervention?
像這樣的操作,這樣一個小小的干預?
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"For two minutes," you say, "I want you to stand like this,
"持續二分鐘"你說,"我要你們這樣站著,
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and it's going to make you feel more powerful."
它會讓你感到更充滿力量"
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So this is what we did. We decided to bring people
接著我們就決定做這個實驗。
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into the lab and run a little experiment, and these people
我們將人們帶進實驗室做個小實驗
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adopted, for two minutes, either high-power poses
這些人將擺出有權勢的姿態
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or low-power poses, and I'm just going to show you
或無力的姿態兩分鐘,現在我們一起看
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five of the poses, although they took on only two.
這五種姿勢,雖然他們只做了其中二種
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So here's one.
這是其一
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A couple more.
再兩個姿勢
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This one has been dubbed the "Wonder Woman"
這個姿勢是媒體一般稱為
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by the media.
"神力女超人" 的姿態
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Here are a couple more.
還有這兩個
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So you can be standing or you can be sitting.
或站或坐
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And here are the low-power poses.
這些是無助的姿勢
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So you're folding up, you're making yourself small.
你雙手交叉,試著讓自己變小一點
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This one is very low-power.
這張顯現非常無助的樣子
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When you're touching your neck,
當你摸脖子
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you're really protecting yourself.
你其實在保護自己
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So this is what happens. They come in,
實際的狀況是,他們一進來
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they spit into a vial,
先朝試管裡吐口口水
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we for two minutes say, "You need to do this or this."
我們告訴他,擺這個姿勢,兩分鐘
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They don't look at pictures of the poses. We don't want to prime them
他們不會看到姿勢的照片,因為我們不想要暗示,影響他們
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with a concept of power. We want them to be feeling power,
我們要他們自己感覺力量
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right? So two minutes they do this.
不是嗎? 所以他們擺了二分鐘姿勢
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We then ask them, "How powerful do you feel?" on a series of items,
然後,我們拿一堆東西,問他們: "現在你覺得自己多有力量?"
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and then we give them an opportunity to gamble,
受試者接著會有一個博奕的機會
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and then we take another saliva sample.
接著再取一次唾液樣本
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That's it. That's the whole experiment.
就是這樣。這就是整個實驗
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So this is what we find. Risk tolerance, which is the gambling,
我們發現到風險承擔能力,用賭博來衡量
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what we find is that when you're in the high-power
擺出有權勢姿勢的人
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pose condition, 86 percent of you will gamble.
有 86% 會選擇賭博
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When you're in the low-power pose condition,
擺低權勢姿態的人呢
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only 60 percent, and that's a pretty whopping significant difference.
只有 60% 會賭,這兩者間差異真的很大
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Here's what we find on testosterone.
我們發現
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From their baseline when they come in, high-power people
這些人進來的那一刻起,擺高權勢姿態的人
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experience about a 20-percent increase,
睪固酮會上升 20%
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and low-power people experience about a 10-percent decrease.
擺低權勢姿態的人則是下降 10%
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So again, two minutes, and you get these changes.
所以,再說一次,只有兩分鐘,就有這種差異
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Here's what you get on cortisol. High-power people
擺有權勢姿態的人
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experience about a 25-percent decrease, and
腎上腺皮質醇下降 25%,