They don't hesitate to look around.

他們毫不猶豫地四處張望。

Their gestures are smooth, but they're very broad, and that has to do with confidence.

他們的手勢流暢，但非常寬泛，這與自信有關。

And for a lot of people, this is very difficult.

對很多人來說，這是非常困難的。

I remember the great actress Helen Mirren saying, one of the most difficult things to learn as an actress is how to walk onto a scene.

我記得偉大的女演員海倫-米倫（Helen Mirren）說過，作為一名演員，最難學會的事情之一就是如何走進一個場景。

I've thought about that even in my career, how early on, the difficulty of mastering that.

在我的職業生涯中，我也曾思考過這個問題，即如何在早期就掌握這種技能的難度。

How do you walk onto a crime scene?

如何進入犯罪現場？

How do you walk into the public and demonstrate that I am confident, and so forth?

如何走進公眾，展示我的自信，等等？

We can all work a little bit on our non-verbal, so we come across as more confident.

我們都可以在非語言表達方面下點功夫，讓自己表現得更自信。

When we talk about confidence, it's so many things.

當我們談論自信時，它包含了很多方面。

It has to do with our posture, the way we present, how we look.

這與我們的姿勢、我們的表現方式、我們的外表有關。

Where's our chin?

我們的下巴呢？

Where are the eyes looking and gazing?

眼睛在看哪裡、凝視哪裡？

Our gestures are loose, but they're smoother.

我們的手勢雖然鬆散，但卻更加流暢。

As we walk about, we walk as though we are on a mission.

我們走在路上，就像在執行一項任務。

I'm walking out to shake your hand, or I'm walking out to a podium, or I'm walking to where I'm going to sit.

我走出去和你握手，或者我走到講臺上，或者我走到我要坐的地方。

So the less confident we are, the less eye contact we make.

是以，我們越不自信，目光接觸就越少。

The less confident we are, the more reluctant we are to look about.

我們越不自信，就越不願意四處張望。

When I look at someone I admire, like Colin Powell, when he walks onto a stage, even before he speaks, he has total command of the room, and he does that because he brings two things into this equation.

當我看到我敬佩的人時，比如科林-鮑威爾，當他走上舞臺時，甚至在他發言之前，他就已經完全掌控了全場，他之所以能做到這一點，是因為他把兩樣東西帶入了這個等式。

One is a tremendous amount of knowledge and experience.

一是擁有豐富的知識和經驗。

Plus, he has shaped and defined himself into a statesman.

此外，他還將自己塑造和定義為政治家。

We've got to think of America as a family, where every member of the family cares about every other member of the family.

我們必須將美國視為一個大家庭，每個家庭成員都關心其他家庭成員。

I think sometimes people mistake machismo or theatrical displays of power as confidence.

我認為，有時人們會把大男子主義或炫耀權力誤認為是自信。

Confidence can be very quiet.

自信可以很安靜。

Jane Goodall hears this ethologist, very meek, very mild, and yet wherever she goes, she commands the room.

簡-古道爾聽到了這位人種學家的聲音，她非常溫順，非常溫和，但無論走到哪裡，她都能掌控全場。

One of the things you is they sort of have this command of themselves, and in doing so, that command transmits outward.

你所做的事情之一，就是他們對自己有一種命令感，而在這樣做的過程中，這種命令感會向外傳遞。

The other thing that confident people realize is the temporal aspect of leadership.

自信的人還會意識到領導力的時間性。

If you're in charge, you're in charge of time.

如果你是負責人，你就是時間的負責人。

I'm going to take my time to walk out.

我要慢慢走出去。

I'm going to take my time to answer your question.

我會慢慢回答你的問題。

I will answer it in the pace, manner, and tone that I choose, and in doing that, we are demonstrating that we are confident and in control.

我會用自己選擇的節奏、方式和語氣回答，這樣做，我們就表明了自己的自信和掌控力。

Where do we get that confident voice?

自信的聲音從何而來？

Where do we get those confident gestures?

我們從哪裡獲得這些自信的姿態？

This is what's called socialization.

這就是所謂的社會化。

We notice the principal who acts this way.

我們注意到這樣做的校長。

We like this leader because of this or that trait, so I try to model their behaviors and say, this is a shortcut, and if I have to work on my vocabulary, that's what high-status people do.

我們喜歡這個領導者，是因為他有這樣或那樣的特質，所以我試著以他們的行為為榜樣，說這是一條捷徑，如果我必須在詞彙上下功夫，那就是地位高的人做的事情。

If I have to change my gestures to fit in in this society, then that's what I'm going to have to do.

如果我必須改變我的手勢才能適應這個社會，那我也只能這麼做。

That doesn't mean it changes me completely.

這並不意味著它完全改變了我。

It just means that this is what is required of me, and this is what I want to achieve at this moment in time.

這只是意味著，這是對我的要求，這是我此時此刻想要實現的目標。

I think of Cary Grant.

我想起了加里-格蘭特。

Here's an individual born in the UK, grew up very poor, and as he said in his biography, I became Cary Grant.

他出生在英國，從小家境貧寒，正如他在自傳中所說，我成了加里-格蘭特。

I adopted all the behaviors that I saw from high-status individuals.

我採用了從高地位人士身上看到的所有行為。

Just think about that.

想想看

Make up your mind.

下定決心吧

And it is difficult to prescribe this, but one of the easiest things that we can do, you know, if you're a woman, maybe you want to model yourself on the actress Cate Blanchett or some other actor and say, you know, when they're being interviewed, how do they look?

這很難規定，但我們可以做的最簡單的一件事是，你知道，如果你是一名女性，也許你想以女演員凱特-布蘭切特或其他演員為榜樣，然後說，你知道，當他們接受採訪時，他們看起來如何？

They look so confident.

他們看起來如此自信。

They look interesting.

它們看起來很有趣。

They have such a command presence.

他們有這樣的指揮風範。

You know, we're not born this way.

要知道，我們並非生來如此。

These are things that we have to develop and say, how do I want to be perceived, and what can I do to achieve that?

這些都是我們必須發展的東西，我們必須說，我希望別人如何看待我，我怎樣才能做到這一點？

Are there better behaviors that you can do?

有沒有更好的行為方式？

Here's a simple one.

這裡有一個簡單的例子。

How many of you, somebody says, where do they go?

有人說，你們有多少人，他們去了哪裡？

And you go like this.

你要這樣做

And as it turns out, this is one of the most hated signs around the world.

而事實證明，這是全世界最令人討厭的標誌之一。

And yet, if we just go like this, he went that way.

然而，如果我們就這樣走，他就會往那邊去。

We're already perceived differently.

我們已經有了不同的看法。

Little things.

小事

I tell the story often of when I first came into law enforcement, they said, well, you know, you've got to get out there and make some arrests.

我經常講這樣一個故事：當我第一次進入執法部門時，他們說，好吧，你知道，你得出去抓些人。

And the first time I went out there and my voice just went really high, stop, you're under arrest.

我第一次走出去時，聲音非常高，"站住，你被捕了"。

That sounds horrible.

這聽起來太可怕了。

And you have to work at having that command presence where you say, stop right there.

你必須努力做到指揮若定，說 "站住"。

Don't move.

別動

That's almost theatrical.

這幾乎是在演戲。

Yeah, but it's what is needed.

是的，但這正是我們所需要的。

So let's do this exercise.

那就來做這個練習吧。

I want you to say no.

我要你說 "不"。

Just go ahead, say it out loud.

說吧，大聲說出來。

All right, now let's do it right.

好了，現在我們開始吧。

Say it as I say it.

照我說的說。

No.

不

No.

不

No.

不

Do you see the difference between the way you said it and this way?

你能看出你剛才說的和現在說的有什麼不同嗎？

Did you notice that your voice kept getting deeper?

你注意到自己的聲音越來越低沉了嗎？

But did you also notice that the finger became wider and wider?

但你是否也注意到，手指變得越來越寬？

The more confident you became, the wider your fingers were spreading.

你越自信，手指就張得越開。

There's a big difference between saying no, stop, and going no, stop.

說 "不"、"停 "和說 "不"、"停 "是有很大區別的。

This potentiates the message.

這就加強了資訊的傳播效果。

But to get to this, we actually have to practice it.

但要做到這一點，我們必須真正去實踐。

So let's do it again.

那我們再來一次。

No.

不

Now go out there and teach your children how to do that.

現在走出去，教你的孩子們怎麼做。

I love sometimes selfies in the mirror.

我有時喜歡對著鏡子自拍。

One of my pet peeves is what we hear every day with what's called up talk.

我最討厭的事情之一就是我們每天聽到的所謂 "高談闊論"。

Up talk is where someone says something and then they end making it sound like a question mark.

高談闊論是指某人說了一些話，但最後又把它說得像個問號。

So it sounds like this.

聽起來是這樣的

Four score and seven years ago, four score and seven years ago, our fathers brought forth on this continent, our fathers brought forth upon this continent, a new nation.

四十七年前，我們的祖先在這片大陸上建立了一個新的國家。

My company has done research on this and we've asked CEOs and we've asked executives and some will say, well, you know, I've gotten used to it and so forth.

我的公司對此進行了研究，我們詢問了首席執行官和高管，有些人會說，你知道，我已經習慣了，等等。

But when we ask them, does it really matter?

但當我們問他們時，這真的重要嗎？

They also, yeah, we'd rather not see it.

他們還說，是的，我們寧願不看。

I get pushback from people that say, well, you know, this is just the way that I speak.

有人會反駁我說，你知道，我就是這麼說話的。

And no doubt, but don't expect the same results.

毫無疑問，但不要指望會有同樣的結果。

We choose to go to the moon in this decade and do the other things, not because they are easy, but because they are hard, because that goal will serve to organize and measure the best of our energies and skills.

我們選擇在這十年中登月，並做其他事情，不是因為它們容易，而是因為它們困難，因為這一目標將有助於組織和衡量我們的最佳精力和技能。

The cadence in our speech is extremely powerful for a couple of reasons.

我們說話的節奏非常有力，原因有以下幾點。

One, we know that when people machine gun a statement, when they talk very fast, we are less likely to listen to them over a long period of time.

其一，我們知道，當人們用機槍掃射時，當他們語速很快時，我們不太可能長時間聽他們講話。

But when we talk in cadence, we are sort of held still listening to what will come next.

但是，當我們按節奏說話時，我們就會靜靜地聆聽接下來會發生什麼。

And I'll give you an example from that great speech Martin Luther King gave.

我舉一個馬丁-路德-金偉大演講中的例子。

As you notice with a cadence, I have a dream.

正如你注意到的那樣，我有一個夢想。

And then he pauses.

然後他停頓了一下。

That one day.

那一天

And then he goes on.

然後他繼續說

And Churchill used the same thing.

丘吉爾也是這麼說的。

Churchill's notes literally would create spaces for how long he would pause.

丘吉爾的筆記簡直就是為他的停頓時間創造了空間。

From Stettin in the Baltic to Trieste in the Adriatic, an iron curtain has descended across the continent.

從波羅的海的斯德丁到亞得里亞海的裡雅斯特，一道鐵幕橫跨歐洲大陸。

These pauses make people listen.

這些停頓讓人聽得津津有味。

And one of the things that we teach is if you want people to listen to you, use cadence to get their attention, hold their attention, but then look forward to what that next set of words will be.

我們的教學內容之一是，如果你想讓別人聽你說話，就用節奏來吸引他們的注意力，保持他們的注意力，然後期待下一組詞的內容。

It lets them know at a subconscious level, this is the person in charge.

這讓他們在潛意識裡知道，這就是負責人。

And we know that they're in charge because they have temporal control over this.

我們知道，他們掌控著一切，因為他們在時間上控制著這一切。

They're not in a hurry.

他們並不著急。

So, you know, a lot of times people say to me, well, is this confidence look like, you know, chest out, shoulders back, chin up.

所以，你知道，很多時候人們會對我說，嗯，這種自信看起來像不像，你知道的，挺胸，肩膀向後，下巴抬起來。

Yeah, that looks pretty good.

是啊，看起來不錯。

But you know, a lot of times confidence is just sitting comfortably in a chair.

但要知道，很多時候，自信只是坐在椅子上的舒適感。

And that may have more to do with how much space you control.

這可能與你控制的空間大小有關。

It may have to do with the gestures that you use.

這可能與您使用的手勢有關。

You probably noticed that I use a lot of steepling.

你可能注意到了，我用了很多陡坡。

I tend to interlace my fingers and so forth.

我往往會把手指穿插在一起，等等。

These are gestures that contribute to that communication that I'm trying to get across that I am confident about what I'm talking about.

這些手勢有助於溝通，我想表達的是，我對我所說的內容很有信心。

So it's not just about puffing your chest out or certainly not about talking louder or anything.

所以，這不僅僅是為了挺胸抬頭，當然也不是為了大聲說話什麼的。

It's about controlling my environment, but making sure that what I'm transmitting at all times is confidence.

這就是要控制我的環境，但要確保我在任何時候傳遞的都是信心。

And that means I'm prepared.

這意味著我已經做好了準備。

I'm ready to answer.

我已經準備好回答了。

I'm going to answer you now.

我現在就回答你。

I'm going to answer you effectively, and I'm going to make sure that you understand what I said.

我會有效地回答你，並確保你理解我說的話。

I'm here to convey.

我是來傳達資訊的。

I'm not here to convince.

我不是來說服你的。

A lot of times people who are lacking confidence are trying to convince you of something.

很多時候，缺乏自信的人都在試圖說服你。

Hey, if I'm confident, I just say it once.

嘿，如果我有信心，我只說一次。

It's this way and that's it.

就是這樣，就是這樣。

I convey the information rather than sit there and try to beat it into you by repeating it 10 different ways.

我傳達的是資訊，而不是坐在那裡用十種不同的方式重複，試圖把資訊灌輸給你。

Compare the gestures I'm about to do.

比較一下我將要做的手勢。

It's about temporal movement, controlling time, so the person in charge has the time to look up at their own pace.

這是關於時間運動、時間控制的問題，這樣負責人就有時間按照自己的節奏抬頭看。

The gestures are smooth.

手勢流暢。

There's no hesitation.

沒有猶豫。

There's no quick movements.

沒有快速動作。

There's no jitteriness.

沒有抖動。

There doesn't have to be.

沒必要這樣。

I'm in charge.

我說了算

When I feel less confident, I feel like I have to be in a hurry, that I've got to look up and I've got to answer right away, and there's a lot of preening behaviors, and these are detracting from me.

當我感到不自信時，我就會覺得自己必須匆匆忙忙，必須抬起頭來，必須馬上回答問題，還有很多裝腔作勢的行為，這些都會讓我的自信大打折扣。

I was really shy a few years ago.

幾年前，我真的很害羞。

Probably this is changing a little bit.

這種情況可能正在發生一些變化。

People are horrified to speak in public.

人們害怕在公共場合發言。

I used to be horrified to speak in public.

我曾經害怕在公共場合發言。

I still get nervous to speak in public, but here's some tricks I found that you might find useful.

我在公共場合發言時還是會緊張，但我發現了一些小竅門，也許對你有用。

The first one is don't hesitate ever to say, you know what, this is scary.

第一點是不要猶豫，永遠不要說 "你知道嗎，這很可怕"。

Be honest with yourself.

對自己誠實。

This is unnatural.

這是不自然的。

Number two, take refuge in knowing that if I sit down and study this material, I will know it better than my audience.

第二，要知道，如果我坐下來研究這份材料，我就會比聽眾更瞭解它。

The third thing I always do is I rehearse.

我經常做的第三件事就是排練。

It really helps so that the first time you hear it in a forum, it doesn't scare you.

這真的很有幫助，讓你第一次在論壇上聽到它時不會感到害怕。

When it's time to do the presentation, one of the things I like to do is to warm up.

當要做演講時，我喜歡做的一件事就是熱身。

I find a good solid wall and I will just lean into it like I'm holding this wall up, pressing against it just as if I were doing a push-up, and one of the things that that does is it releases a lot of muscular tension, and because I'm doing it very wide, it makes me feel more powerful, and I need to walk on that stage as though it's mine.

我會找一面堅固的牆，然後靠在牆上，就像扶著這面牆一樣，壓著它，就像做俯臥撐一樣，這樣做的一個好處是可以釋放大量的肌肉緊張，而且因為我做得很寬，所以讓我感覺更有力量，我需要走在那個舞臺上，就好像它是我的一樣。

With full confidence, it is only then that I look at my audience, and then I just take a second to get myself together and to begin.

在充滿信心的情況下，我才會看看我的聽眾，然後花一秒鐘時間調整好自己的狀態，開始表演。

With practice, obviously, you're going to get better and better and better.

顯然，通過練習，你會變得越來越好。

Let's face it.

讓我們面對現實吧。

People are not born confident.

人不是生來就自信的。

They're just not.

他們就是沒有。

We can become confident with the assistance of our parents who encourage us.

我們可以在父母的幫助和鼓勵下變得自信。

We can become confident through our own achievements.

我們可以通過自己的成就變得自信。

We can become confident by going beyond our boundaries, but confidence is something that we can grow.

我們可以通過超越自我的界限來變得自信，但自信是可以成長的。

We can nurture.

我們可以培育。

I mean, I have seen people in wheelchairs that are supremely confident.

我是說，我見過坐在輪椅上的人，他們非常自信。

I have seen elderly people in their 90s who are very confident.

我見過 90 多歲的老人，他們非常自信。

I've seen children who are holding a violin with such confidence.

我見過拿著小提琴自信滿滿的孩子。

If you want to be confident, know your material, know the information, hone that skill, work at it, have that mastery of things and of self, and that's how you will come across as confident, no matter what your station in life is.

如果你想變得自信，就要了解你的材料，瞭解資訊，磨練技能，努力工作，掌握事物和自我，這樣你才會顯得自信，無論你的生活狀態如何。