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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

  • no-tech life hack,

    不涉科技的生活小撇步

  • and all it requires of you is this:

    你只要

  • that you change your posture for two minutes.

    改變你的姿勢二分鐘

  • 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

  • do a little audit of your body and what you're doing with your body.

    先檢視一下你的姿態

  • 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?

  • Maybe you're hunching, crossing your legs,

    或許你現在翹著腳駝著背?

  • maybe wrapping your ankles.

    或者雙手抱膝

  • Sometimes we hold onto our arms like this.

    有時我們會這樣抱著手臂

  • Sometimes we spread out. (Laughter)

    有時我們會打開雙手 (笑聲)

  • I see you. (Laughter)

    我看到囉(笑聲)

  • 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

  • We're going to come back to that in a few minutes,

    我們等一下在回到這件事上

  • 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

  • it could significantly change the way your life unfolds.

    這會讓你的生活變得很不一樣

  • So, we're really fascinated with body language,

    所以,我們深為身體語言著迷

  • and we're particularly interested

    特別是

  • in other people's body language.

    別人的身體語言

  • You know, we're interested in, like, you know — (Laughter) —

    你知道,當我們為 (笑聲)

  • an awkward interaction, or a smile,

    尷尬的互動,或微笑

  • or a contemptuous glance, or maybe a very awkward wink,

    或輕蔑的一瞥,或不自然的眨眼

  • or maybe even something like a handshake.

    甚至是握手這樣的一件事

  • 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

  • lucky policeman gets to shake hands with the President

    幸運的警員可以和美國總統握手

  • of the United States. Oh, and here comes

    噢,還有

  • the Prime Minister of the — ? No. (Laughter) (Applause)

    來自....的首相? 不 (笑聲) (掌聲)

  • (Laughter) (Applause)

    (笑聲) (掌聲)

  • Amy Cuddy: So a handshake, or the lack of a handshake,

    所以一個握手,或不握手

  • can have us talking for weeks and weeks and weeks.

    我們都可以聊上好幾個禮拜

  • Even the BBC and The New York Times.

    即使 BBC 和紐約時報也不例外

  • So obviously when we think about nonverbal behavior,

    我們說到非語言行為或身體語言時

  • 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

  • it's language, so we think about communication.

    它就是一種語言,所以我們會想到溝通

  • When we think about communication, we think about interactions.

    當我們想到溝通,我們就想到互動

  • 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?

  • What's mine communicating to you?

    我的身體又是在傳達甚麼給你們?

  • 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

  • way to look at this. So social scientists have spent a lot

    社會科學家花了很多時間

  • of time looking at the effects of our body language,

    研究我們的身體語言

  • 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

  • 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

  • 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

  • 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

  • For example, Nalini Ambady, a researcher at Tufts University,

    舉例而言,Tufts 大學的研究員,Nalini Ambady

  • shows that when people watch 30-second soundless clips

    讓我們看到 當人們觀賞一段 30 秒

  • of real physician-patient interactions,

    正牌醫師和病人互動的無聲影片

  • their judgments of the physician's niceness

    他們對該醫師是否和善的觀感

  • 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

  • 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

  • that physician was incompetent, but do we like that person

    重點是我們喜不喜歡他

  • and how they interacted?

    和他們互動的情形?

  • 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

  • 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

  • in just one second predict 70 percent of U.S. Senate

    對美國參議院和美國州長的

  • and gubernatorial race outcomes,

    選舉結果有 70% 的預測力

  • and even, let's go digital,

    甚至,在電腦上的互動

  • emoticons used well in online negotiations

    在線上協商時,妥善運用表情符號

  • can lead to you claim more value from that negotiation.

    可以讓你在協商中獲的較多價值

  • If you use them poorly, bad idea. Right?

    假如你運用不得當,不妙!對吧?

  • 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

  • others, how they judge us and what the outcomes are.

    別人如何判斷我們以及結果

  • 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

  • that's influenced by our nonverbals, and that's ourselves.

    那就是我們自己

  • 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

  • and our feelings and our physiology.

    感覺和生理影響

  • So what nonverbals am I talking about?

    所以我說的究竟是甚麼樣的非口語語言?

  • I'm a social psychologist. I study prejudice,

    我是一位社會心理學家,我研究偏見

  • and I teach at a competitive business school,

    我在一所競爭激烈的商學院教書

  • 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

  • I became especially interested in nonverbal expressions

    特別是在非口語語言表達方面

  • of power and dominance.

    的權力和支配

  • 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?

  • Well, this is what they are.

    嗯,讓我細細道來

  • 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

  • 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

  • you take up space, you're basically opening up.

    占滿空間,基本上就是開展身體

  • It's about opening up. And this is true

    就是關於展開身體

  • 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。

  • And humans do the same thing. (Laughter)

    人類也幹同樣的事(笑聲)

  • So they do this both when they have power sort of chronically,

    不論是習於權力的人

  • 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

  • And this one is especially interesting because it really shows us

    特別有趣的原因是

  • 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

  • This expression, which is known as pride,

    自尊的表現

  • Jessica Tracy has studied. She shows that

    Jessica Tracy 研究顯示

  • people who are born with sight

    視力正常的人

  • and people who are congenitally blind do this

    和先天視障的人

  • when they win at a physical competition.

    在贏得比賽時都做同樣的事

  • 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

  • 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

  • They do this.

    他們都展現這個姿勢

  • So the arms up in the V, the chin is slightly lifted.

    雙臂呈V字型朝上,下巴微揚

  • 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

  • the opposite. We close up. We wrap ourselves up.

    我們縮起身體。我們把自己捲曲起來

  • 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

  • So again, both animals and humans do the same thing.

    我再重複一次,人類和動物都一樣

  • And this is what happens when you put together high

    這是在權力不對等時發生的狀況

  • and low power. So what we tend to do

    在不對等權力狀態下,我們傾向

  • when it comes to power is that we complement the other's nonverbals.

    和對方互補

  • So if someone is being really powerful with us,

    若有人對我們展現權力

  • 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

  • We do the opposite of them.

    我們背道而馳

  • So I'm watching this behavior in the classroom,

    當我在課堂上觀察這麼現象時

  • and what do I notice? I notice that MBA students

    你猜我發現甚麼? 我發現 MBA 的學生

  • 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

  • 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

  • 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

  • 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

  • When they sit down, they're sort of spread out.

    當他們坐下的時候,身體會展開

  • They raise their hands like this.

    舉手時會像這樣把手高舉起來

  • You have other people who are virtually collapsing

    有些人基本上是攤成一堆

  • when they come in. As soon they come in, you see it.

    他們一走進來你就會發現

  • 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

  • in their chair and they make themselves tiny,

    他們坐在椅子上,把自己縮的小小的

  • 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

  • I notice a couple of things about this.

    我觀察到兩點:

  • One, you're not going to be surprised.

    第一,不出所料

  • It seems to be related to gender.

    這跟性別有關

  • 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

  • Women feel chronically less powerful than men,

    長期以來女人都不覺得像男人那麼強勢

  • 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

  • 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

  • the students were participating, and how well they were participating.

    與參與表現相關

  • And this is really important in the MBA classroom,

    在 MBA 的課堂上來說這真的非常重要

  • because participation counts for half the grade.

    因為參與的表現占成績的一半

  • 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

  • You get these equally qualified women and men coming in

    入學的時候男女生不分軒輊

  • and then you get these differences in grades,

    可是成績出來卻反映性別差異

  • and it seems to be partly attributable to participation.

    而看起來一部分原因和參與有關

  • So I started to wonder, you know, okay,

    所以我開始思考,好吧

  • 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

  • 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

  • and would it lead them to participate more?

    進而影響他們,能更積極參與?

  • So my main collaborator Dana Carney, who's at Berkeley,

    我在 Berkeley 的主要合作研究夥伴,Dana Carney

  • 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

  • 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

  • experience a behavioral outcome that makes you seem more powerful?

    你看來很有權力的樣子的結果

  • So we know that our nonverbals govern how other people

    我們都知道非口語語言影響

  • 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

  • But our question really was, do our nonverbals

    而我們要問的問題是,非口語語言

  • govern how we think and feel about ourselves?

    是否影響我們對自己的看法與感覺?

  • There's some evidence that they do.

    確實有證據支持這個說法

  • So, for example, we smile when we feel happy,

    舉例來說,我們開心的時候會微笑

  • 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

  • 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

  • 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

  • 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

  • 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

  • when you pretend to be powerful, you are more likely

    假裝自己很有權力,

  • to actually feel powerful.

    然後真的覺得自己力量強大

  • So the second question really was, you know,

    那第二個問題就是

  • so we know that our minds change our bodies,

    我們知道心理狀態會影響身體

  • but is it also true that our bodies change our minds?

    那身體是否能影響心理呢?

  • And when I say minds, in the case of the powerful,

    這裡所說的心理充滿力量

  • what am I talking about?

    指的是甚麼?

  • So I'm talking about thoughts and feelings

    我指的是想法和感覺

  • 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

  • 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

  • So what do the minds of the powerful versus the powerless

    充滿力量或充滿無力感

  • look like?

    在荷爾蒙層面上有什麼差別?

  • So powerful people tend to be, not surprisingly,

    不出乎意料,感覺自己有力的人往往

  • more assertive and more confident, more optimistic.

    比較果斷,自信,且樂觀

  • 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

  • They also tend to be able to think more abstractly.

    他們也較擅長抽象思考

  • 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

  • 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

  • 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

  • key hormones: testosterone, which is the dominance hormone,

    一是睪固酮:也就是支配性荷爾蒙

  • and cortisol, which is the stress hormone.

    一是腎上腺皮質醇:也就是壓力荷爾蒙

  • So what we find is that

    我們發現到

  • high-power alpha males in primate hierarchies

    靈長類裡的強勢男性

  • have high testosterone and low cortisol,

    有大量的睪固酮和低量的腎上腺皮質醇

  • and powerful and effective leaders also have

    強勢,高效能的領袖人物

  • high testosterone and low cortisol.

    也有大量睪固酮與低量的腎上腺皮質醇

  • So what does that mean? When you think about power,

    這表示甚麼? 當你想到權力

  • people tended to think only about testosterone,

    人們往往只想到睪固酮

  • because that was about dominance.

    因為它代表支配統治

  • 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

  • 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

  • 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?

  • Probably not, right? You want the person

    大概不會吧,不是嗎?你會希望那個人

  • who's powerful and assertive and dominant,

    是充滿力量,肯定果斷,非常強勢

  • 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

  • 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

  • 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

  • an alpha role sort of suddenly,

    首領這個角色

  • 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

  • significantly and his cortisol has dropped significantly.

    而其腎上腺皮質醇劇烈地減少

  • So we have this evidence, both that the body can shape

    身體影響心理,由此可證

  • the mind, at least at the facial level,

    至少就表面而言是如此

  • and also that role changes can shape the mind.

    同時角色的轉換也會影響心理

  • So what happens, okay, you take a role change,

    所以,如果你改變角色

  • what happens if you do that at a really minimal level,

    如果你做一個微小改變會怎樣

  • like this tiny manipulation, this tiny intervention?

    像這樣的操作,這樣一個小小的干預?

  • "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,

  • and it's going to make you feel more powerful."

    它會讓你感到更充滿力量"

  • So this is what we did. We decided to bring people

    接著我們就決定做這個實驗。

  • 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

  • adopted, for two minutes, either high-power poses

    這些人將擺出有權勢的姿態

  • 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

  • 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

  • So here's one.

    這是其一

  • A couple more.

    再兩個姿勢

  • This one has been dubbed the "Wonder Woman"

    這個姿勢是媒體一般稱為

  • by the media.

    "神力女超人" 的姿態

  • Here are a couple more.

    還有這兩個

  • So you can be standing or you can be sitting.

    或站或坐

  • And here are the low-power poses.

    這些是無助的姿勢

  • So you're folding up, you're making yourself small.

    你雙手交叉,試著讓自己變小一點

  • This one is very low-power.

    這張顯現非常無助的樣子

  • When you're touching your neck,

    當你摸脖子

  • you're really protecting yourself.

    你其實在保護自己

  • So this is what happens. They come in,

    實際的狀況是,他們一進來

  • they spit into a vial,

    先朝試管裡吐口口水

  • 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

  • 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

  • with a concept of power. We want them to be feeling power,

    我們要他們自己感覺力量

  • right? So two minutes they do this.

    不是嗎? 所以他們擺了二分鐘姿勢

  • 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?"

  • and then we give them an opportunity to gamble,

    受試者接著會有一個博奕的機會

  • and then we take another saliva sample.

    接著再取一次唾液樣本

  • That's it. That's the whole experiment.

    就是這樣。這就是整個實驗

  • 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

  • what we find is that when you're in the high-power

    擺出有權勢姿勢的人

  • pose condition, 86 percent of you will gamble.

    有 86% 會選擇賭博

  • When you're in the low-power pose condition,

    擺低權勢姿態的人呢

  • 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

  • Here's what we find on testosterone.

    我們發現

  • 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

  • experience about a 20-percent increase,

    睪固酮會上升 20%

  • and low-power people experience about a 10-percent decrease.

    擺低權勢姿態的人則是下降 10%

  • 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

  • Here's what you get on cortisol. High-power people

    擺有權勢姿態的人

  • experience about a 25-percent decrease, and

    腎上腺皮質醇下降 25%,

  • the low-power people experience about a 15-percent increase.

    擺低權勢姿態的人腎上腺皮質醇則上升 15%

  • So two minutes lead to these hormonal changes

    只要二分鐘可以讓這些荷爾蒙產生這種改變

  • that configure your brain to basically be either

    使你的腦袋成為

  • assertive, confident and comfortable,

    果斷、自信和自在

  • or really stress-reactive, and, you know, feeling

    或高度緊張以及感到

  • sort of shut down. And we've all had the feeling, right?

    退縮。我們都曾有過這些體驗不是嗎?

  • So it seems that our nonverbals do govern

    看來非口語的語言確實掌控

  • how we think and feel about ourselves,

    我們對自己的想法感受

  • so it's not just others, but it's also ourselves.

    不只是影響別人,更影響我們自己

  • Also, our bodies change our minds.

    同時,我們的身體可以改變心理

  • But the next question, of course, is

    但下一個問題,當然,就是

  • can power posing for a few minutes

    維持數分鐘的姿勢

  • really change your life in meaningful ways?

    是否真能影響你的人生?

  • So this is in the lab. It's this little task, you know,

    剛剛都只是在實驗室哩,一個小實驗,你知道的,

  • it's just a couple of minutes. Where can you actually

    只有幾分鐘。這有什麼地方可以應用呢?

  • apply this? Which we cared about, of course.

    這才是我們關心的

  • And so we think it's really, what matters, I mean,

    我們認為什麼時候可以應用呢?

  • where you want to use this is evaluative situations

    我們相信是在評量的情況下可用

  • like social threat situations. Where are you being evaluated,

    像是社交威脅的情境裡,在你被人評估的時候

  • either by your friends? Like for teenagers it's at the lunchroom table.

    也許是你朋友評估你?就像是是青少年吃午餐的餐桌上那緊張樣

  • It could be, you know, for some people it's speaking

    有些人可以應用在學校董事會演講時

  • at a school board meeting. It might be giving a pitch

    可能是提出宣揚一個主張

  • or giving a talk like this

    或是像現在一樣的演講裡用

  • or doing a job interview.

    或是找工作面試時,都用的上

  • We decided that the one that most people could relate to

    我們認為一般人最能認同體會的情境

  • because most people had been through

    因為大部分人都曾經歷過

  • was the job interview.

    也就是求職面試

  • So we published these findings, and the media

    我們發表這個結論,媒體大肆炒作

  • are all over it, and they say, Okay, so this is what you do

    他們說,好吧,所以你去求職面試時,

  • when you go in for the job interview, right? (Laughter)

    你得這樣做,對吧? (笑聲)

  • You know, so we were of course horrified, and said,

    我們當然大吃一驚,表示

  • Oh my God, no, no, no, that's not what we meant at all.

    我的天啊,不不不,我們不是這個意思

  • For numerous reasons, no, no, no, don't do that.

    不管甚麼原因,不不,千萬別這麼做

  • Again, this is not about you talking to other people.

    這和你跟別人交談無關

  • It's you talking to yourself. What do you do

    這是你和你自己心理對談

  • before you go into a job interview? You do this.

    你在面試工作之前做甚麼? 你會這樣

  • Right? You're sitting down. You're looking at your iPhone --

    對吧? 你會做下來,你盯著自己的 iPhone 手機

  • or your Android, not trying to leave anyone out.

    或安卓手機,我們可不想漏掉哪個

  • You are, you know, you're looking at your notes,

    你看著自己的筆記

  • you're hunching up, making yourself small,

    你把自己蜷縮起來,試著讓自己變得小一點

  • when really what you should be doing maybe is this,

    你真正需要做的應該是

  • like, in the bathroom, right? Do that. Find two minutes.

    到洗手間,然後這樣,花個二分鐘

  • So that's what we want to test. Okay?

    所以我們想測試的是這個

  • So we bring people into a lab, and

    把人帶進實驗室

  • they do either high- or low-power poses again,

    他們再擺高權勢或低權勢的姿態

  • they go through a very stressful job interview.

    接著進行一個高度壓力的求職面試

  • It's five minutes long. They are being recorded.

    為時五分鐘。全程錄影

  • They're being judged also, and the judges

    他們同時也被評論,而這些考官都接受過訓練

  • are trained to give no nonverbal feedback,

    不會給予任何非語言的回饋

  • so they look like this. Like, imagine

    所以他們看起來就像這樣,想像一下

  • this is the person interviewing you.

    這個人正在面試你

  • So for five minutes, nothing, and this is worse than being heckled.

    整整五分鐘,甚麼都沒有,這比刁難詰問更難受

  • People hate this. It's what Marianne LaFrance calls

    大家都不喜歡這種方式。這就是 Marianne LaFrance 所謂的

  • "standing in social quicksand."

    "陷入社交流沙中"

  • So this really spikes your cortisol.

    這可以大大激發你的腎上腺皮質醇

  • So this is the job interview we put them through,

    我們給予受試者這種面試

  • because we really wanted to see what happened.

    然後看結果如何

  • We then have these coders look at these tapes, four of them.

    我們找了四個打分數的人看這些面試錄影

  • They're blind to the hypothesis. They're blind to the conditions.

    他們不知假設前提和也不了解測試的條件

  • They have no idea who's been posing in what pose,

    沒有人知道誰擺甚麼樣的姿勢

  • and they end up looking at these sets of tapes,

    最後他們觀看這些帶子

  • and they say, "Oh, we want to hire these people," --

    然後他們說,"噢,我們想要錄用這些人"

  • all the high-power posers -- "we don't want to hire these people.

    也就是那些擺高權勢姿勢的人-- "這些人我們不想錄用"

  • We also evaluate these people much more positively overall."

    我們對這些人的整體印象也比較正面

  • But what's driving it? It's not about the content of the speech.

    但背後的原因是甚麼? 跟演講的內容無關

  • It's about the presence that they're bringing to the speech.

    而是他們把自己帶進了演講裡

  • We also, because we rate them on all these variables

    我們也衡量一些其他的變數

  • related to competence, like, how well-structured

    和能力有關,像是演講的結構好不好

  • is the speech? How good is it? What are their qualifications?

    它有多棒? 講者的學經歷?

  • No effect on those things. This is what's affected.

    全都無關。有影響的是

  • These kinds of things. People are bringing their true selves,

    這些事。基本上人們表現出真實的自己

  • basically. They're bringing themselves.

    就他們自己

  • They bring their ideas, but as themselves,

    他們誠實的帶入了自己的種種意念

  • with no, you know, residue over them.

    毫無保留

  • So this is what's driving the effect, or mediating the effect.

    這就是背後真實的力量,或造成影響

  • So when I tell people about this,

    所以當我告訴人們

  • that our bodies change our minds and our minds can change our behavior,

    我們的身體會改變心理,心理會改變行為

  • and our behavior can change our outcomes, they say to me,

    而行為會改變結果,他們回我說

  • "I don't -- It feels fake." Right?

    "我不這麼想--聽起來好像是假的" 對嗎?

  • So I said, fake it till you make it. I don't -- It's not me.

    我就說,你就假裝一直到你達成目的為止。不幹,這不是我

  • I don't want to get there and then still feel like a fraud.

    我不想要成功後感覺像是一個騙子

  • I don't want to feel like an impostor.

    我不想自己覺得自己是個假貨

  • I don't want to get there only to feel like I'm not supposed to be here.

    我不要達成目的後,只有一種我本不該成功的感覺

  • And that really resonated with me,

    我深有同感

  • because I want to tell you a little story about

    這裡跟大家分享一個小故事

  • being an impostor and feeling like I'm not supposed to be here.

    有關身為假貨,感覺我不配成功的故事

  • When I was 19, I was in a really bad car accident.

    在我 19 歲的時候,發生了一場很嚴重的車禍

  • I was thrown out of a car, rolled several times.

    我整個人飛出車外,滾了好幾翻

  • I was thrown from the car. And I woke up in a head injury

    我彈出車外,頭部重傷,醒來時身處頭部復健病房

  • rehab ward, and I had been withdrawn from college,

    我從大學裡休學

  • and I learned that my I.Q. had dropped by two standard deviations,

    別人告知我智商下降了 2 個標準差

  • which was very traumatic.

    就是說非常非常糟糕

  • I knew my I.Q. because I had identified with being smart,

    我知道我的智商應該是多少,因為我以前被人家認為是很聰明的那種

  • and I had been called gifted as a child.

    小時大家都教我是資優生

  • So I'm taken out of college, I keep trying to go back.

    當我被迫離開大學時,我試著回去

  • They say, "You're not going to finish college.

    他們說都告訴我說,"你沒有辦法畢業的。

  • Just, you know, there are other things for you to do,

    你知道,你還可以做很多其他的事啊,

  • but that's not going to work out for you."

    但大學你是無望了。"

  • So I really struggled with this, and I have to say,

    我死命掙扎,我必須承認

  • having your identity taken from you, your core identity,

    當你自我認同感被剝奪,主要的身分認同

  • and for me it was being smart,

    對我而言,我的自我認同就是聰明

  • having that taken from you, there's nothing that leaves you feeling more powerless than that.

    不再聰明,再沒有比這個讓我更加無助的了

  • So I felt entirely powerless. I worked and worked and worked,

    我感到完全的無力,我拼命地瘋狂地努力,努力再努力

  • and I got lucky, and worked, and got lucky, and worked.

    幸運眷顧,再努力,幸運,再努力。

  • Eventually I graduated from college.

    最終我大學畢業了。

  • It took me four years longer than my peers,

    我比同儕多花了四年的時間

  • and I convinced someone, my angel advisor, Susan Fiske,

    然後說服我的恩師,Susan Fiske

  • to take me on, and so I ended up at Princeton,

    收我,讓我進入了普林斯頓

  • and I was like, I am not supposed to be here.

    我當時覺得,我不應該在這裡

  • I am an impostor.

    我是個冒牌貨

  • And the night before my first-year talk,

    在我第一年演講前的那個晚上,

  • and the first-year talk at Princeton is a 20-minute talk

    普林斯頓第一年的演講

  • to 20 people. That's it.

    大約是對 20 個人做 20 分鐘的演講。就這樣

  • I was so afraid of being found out the next day

    我當時好害怕隔天被拆穿我不配當普林斯頓的學生

  • that I called her and said, "I'm quitting."

    所以我打給她說,"我不幹了。"

  • She was like, "You are not quitting,

    她說:"你不可以不幹,

  • because I took a gamble on you, and you're staying.

    因為我賭在你身上了,你得留下。

  • You're going to stay, and this is what you're going to do.

    你會留下,你得這麼做。

  • You are going to fake it.

    你要假裝你就是正牌普林斯頓學生

  • You're going to do every talk that you ever get asked to do.

    每個邀請你去主講的演講,你都得照辦

  • You're just going to do it and do it and do it,

    你得一直講一直講

  • even if you're terrified and just paralyzed

    即使你怕死了,腳癱了

  • and having an out-of-body experience, until you have

    魂不附體了,直到你發現你在說

  • this moment where you say, 'Oh my gosh, I'm doing it.

    "噢,我的天啊,我正在做這件事。

  • Like, I have become this. I am actually doing this.'"

    我已經成為它的一部分了,我就是正牌普林斯頓人。"

  • So that's what I did. Five years in grad school,

    這就是說所做的,五年的研究生生涯

  • a few years, you know, I'm at Northwestern,

    我在西北大學待了幾年

  • I moved to Harvard, I'm at Harvard, I'm not really

    我後來去了哈佛,我在哈佛,我沒有在想到這件事了

  • thinking about it anymore, but for a long time I had been thinking,

    但之前有很長一段時間我都在想這件事

  • "Not supposed to be here. Not supposed to be here."

    "不配在這。不應該在這。"

  • So at the end of my first year at Harvard,

    所以哈佛第一年結束

  • a student who had not talked in class the entire semester,

    有個整學期在課堂上沒說過一句話的學生

  • who I had said, "Look, you've gotta participate or else you're going to fail,"

    我曾經警告她:"你得參與融入否則你會被當"

  • came into my office. I really didn't know her at all.

    來辦公室見我。其實我壓根就不認識她。

  • And she said, she came in totally defeated, and she said,

    她進來時垂頭喪氣,她說

  • "I'm not supposed to be here."

    "我不配在這裡。"

  • And that was the moment for me. Because two things happened.

    此時此刻,我了解。就在此刻,二件事發生了。

  • One was that I realized,

    我突然明白

  • oh my gosh, I don't feel like that anymore. You know.

    天啊,我再也沒有這種感覺了。你知道嗎。

  • I don't feel that anymore, but she does, and I get that feeling.

    我再也不這樣感覺了,但她卻是,我懂她。

  • And the second was, she is supposed to be here!

    第二件事,她本來就應該在這裡!

  • Like, she can fake it, she can become it.

    她可以假裝,她可以成功。

  • So I was like, "Yes, you are! You are supposed to be here!

    所以我跟她說,"當然你應該! 你本來就應該在這裡!"

  • And tomorrow you're going to fake it,

    明天起你就假裝

  • you're going to make yourself powerful, and, you know,

    你要讓自己充滿力量,

  • you're gonna — " (Applause)

    你將會---"(掌聲)

  • (Applause)

    (掌聲)

  • "And you're going to go into the classroom,

    "你要走進教室

  • and you are going to give the best comment ever."

    你會發表最棒的評論。"

  • You know? And she gave the best comment ever,

    你知道嗎? 她就真的發表了最棒的評論

  • and people turned around and they were like,

    大家都回過神來,他們就好像

  • oh my God, I didn't even notice her sitting there, you know? (Laughter)

    喔我的天啊,我竟沒有注意到她坐在那裡,你知道嗎? (笑聲)

  • She comes back to me months later, and I realized

    幾個月後她來找我,我才明白

  • that she had not just faked it till she made it,

    她不僅只是假裝到她成功為止

  • she had actually faked it till she became it.

    她根本就是從假裝轉變到真實

  • So she had changed.

    整個人脫胎換骨

  • And so I want to say to you, don't fake it till you make it.

    我想對大家說,不要假裝到你成功

  • Fake it till you become it. You know? It's not

    先假裝然後終將成真。知道嗎?

  • Do it enough until you actually become it and internalize.

    持續地做直到它內化到你的骨子裡。

  • The last thing I'm going to leave you with is this.

    最後與大家分享的是

  • Tiny tweaks can lead to big changes.

    小調整,大改變

  • So this is two minutes.

    就二分鐘

  • Two minutes, two minutes, two minutes.

    二分鐘,二分鐘,二分鐘

  • Before you go into the next stressful evaluative situation,

    在你進行下一場令人緊張的評估情境之前

  • for two minutes, try doing this, in the elevator,

    拿出二分鐘,試試看做這個,電梯裡,

  • in a bathroom stall, at your desk behind closed doors.

    洗手間,關上房門,就在你的桌子前

  • That's what you want to do. Configure your brain

    你就這麼做,規劃你的腦袋

  • to cope the best in that situation.

    能在壓力情境中發揮最大效益

  • Get your testosterone up. Get your cortisol down.

    提升你的睪固銅,降低你的腎上腺皮質醇

  • Don't leave that situation feeling like, oh, I didn't show them who I am.

    千萬別事後才有,噢,我沒把最好那面表現出來那種遺憾

  • Leave that situation feeling like, oh, I really feel like

    而是留下,噢,我得以充分表現表達自己

  • I got to say who I am and show who I am.

    讓他們知道我是怎麼樣的人

  • So I want to ask you first, you know,

    在這裡我想要求大家,你知道

  • both to try power posing,

    嘗試高權勢姿勢

  • and also I want to ask you

    同時也想請求各位

  • to share the science, because this is simple.

    把這項科學分享出去,因為它很簡單

  • I don't have ego involved in this. (Laughter)

    這可不是我自大 (笑聲)

  • Give it away. Share it with people,

    散發出去,和人分享

  • because the people who can use it the most are the ones

    因為最用得到的人是那些

  • with no resources and no technology

    沒有資源和也不懂科技的人

  • and no status and no power. Give it to them

    沒有社會地位和權勢。把這個傳達給他們

  • because they can do it in private.

    因為他們私下就可以做

  • They need their bodies, privacy and two minutes,

    只需要他們的身體,隱私和二分鐘

  • and it can significantly change the outcomes of their life.

    然後這會大大地改變他們生命的結果

  • Thank you. (Applause)

    謝謝 (掌聲)

  • (Applause)

    (掌聲)

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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