TEDGlobal 2012
Amy Cuddy: Your body language may shape who you are
Amy Cuddy: Vaš govor tijela oblikuje tko ste
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Govor tijela utječe na to kako nas drugi vide, ali može promijeniti i način na koji gledamo sebe. Društveni psiholog Amy Cuddy pokazuje kako 'poze moći' -- stajanje u sigurnom stavu, čak i kada nismo sigurni -- može utjecati na razinu testosterona i kortizola u mozgu, te može čak imati utjecaj na našu vjerojatnost uspjeha.
Amy Cuddy - Social psychologist
Amy Cuddy’s research on body language reveals that we can change other people’s perceptions — and perhaps even our own body chemistry — simply by changing body positions. Full bio
Amy Cuddy’s research on body language reveals that we can change other people’s perceptions — and perhaps even our own body chemistry — simply by changing body positions. Full bio
Double-click the English transcript below to play the video.
Započeti ću tako da vam
ponudim nešto besplatno,
ponudim nešto besplatno,
00:16
So I want to start by offering you a free
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00:19
no-tech life hack,
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netehnički trik,
sve što trebate napraviti
00:22
and all it requires of you is this:
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00:24
that you change your posture for two minutes.
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jest promjeniti svoje držanje
na dvije minute.
na dvije minute.
00:28
But before I give it away, I want to ask you to right now
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No prije nego vam to dam,
želim vas odmah pitati
želim vas odmah pitati
00:32
do a little audit of your body and what you're doing with your body.
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da napravite malu kontrolu svog tijela
i što radite s njime.
i što radite s njime.
Dakle, koliko vas se pravi da su manji?
00:35
So how many of you are sort of making yourselves smaller?
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00:38
Maybe you're hunching, crossing your legs,
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Možda ste pogrbljeni, prekrižili ste noge,
možda ste zapleli gležnjeve.
00:40
maybe wrapping your ankles.
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00:41
Sometimes we hold onto our arms like this.
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Ponekad ovako držimo svoje ruke.
00:45
Sometimes we spread out. (Laughter)
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Ponekad se širimo. (Smijeh)
00:49
I see you. (Laughter)
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Vidim vas. (Smijeh)
Dakle želim obratiti pažnju
na ono što baš sada radite.
na ono što baš sada radite.
00:51
So I want you to pay attention to what you're doing right now.
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00:54
We're going to come back to that in a few minutes,
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Vratiti ćemo se na to za nekoliko minuta,
i nadam se da ukoliko naučite
to malo podesiti,
to malo podesiti,
00:56
and I'm hoping that if you learn to tweak this a little bit,
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00:59
it could significantly change the way your life unfolds.
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to može značajno utjecati na to
kako će se vaš život razvijati.
kako će se vaš život razvijati.
Dakle, mi smo stvarno fascinirani
govorom tijela,
govorom tijela,
01:03
So, we're really fascinated with body language,
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a posebno smo zainteresirani
01:07
and we're particularly interested
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za govor tijela drugih ljudi.
01:09
in other people's body language.
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Tako nas zanima, znate — (Smijeh) —
01:11
You know, we're interested in, like, you know — (Laughter) —
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čudna interakcija, ili osmijeh,
01:16
an awkward interaction, or a smile,
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ili prezrivi pogled, ili možda čudan mig,
01:20
or a contemptuous glance, or maybe a very awkward wink,
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01:24
or maybe even something like a handshake.
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ili možda nešto poput rukovanja.
01:27
Narrator: Here they are arriving at Number 10, and look at this
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Narator: "Dolaze do broja 10,
i pogledajte ovo
i pogledajte ovo
01:30
lucky policeman gets to shake hands with the President
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sretni policajac se rukuje s Predsjednikom
01:33
of the United States. Oh, and here comes
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Sjedinjenih Američkih Država.
Oh, i evo dolazi
Oh, i evo dolazi
01:35
the Prime Minister of the — ? No. (Laughter) (Applause)
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Premijer...? Ne." (Smijeh) (Pljesak)
(Smijeh) (Pljesak)
01:40
(Laughter) (Applause)
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01:42
Amy Cuddy: So a handshake, or the lack of a handshake,
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Amy Cuddy: Dakle rukovanje,
ili izostanak rukovanja,
ili izostanak rukovanja,
01:47
can have us talking for weeks and weeks and weeks.
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može nas natjerati da razgovaramo
tjednima i tjednima.
tjednima i tjednima.
01:49
Even the BBC and The New York Times.
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Čak i BBC i The New York Times.
01:51
So obviously when we think about nonverbal behavior,
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Očito dok razmišljamo o
neverbalnom ponašanju,
neverbalnom ponašanju,
ili govoru tijela -- ali mi društveni
znastvenici to nazivamo neverbalnim --
znastvenici to nazivamo neverbalnim --
01:55
or body language -- but we call it nonverbals as social scientists --
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01:59
it's language, so we think about communication.
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to je jezik, dakle mislimo
na komunikaciju.
na komunikaciju.
Kada razmišljamo o komunikaciji,
mislimo na interakcije.
mislimo na interakcije.
02:01
When we think about communication, we think about interactions.
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02:04
So what is your body language communicating to me?
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Dakle što vaš govor tijela komunicira
meni?
meni?
02:07
What's mine communicating to you?
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Što moj, komunicira vama?
02:09
And there's a lot of reason to believe that this is a valid
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I postoji puno razloga za vjerovati
kako je ovo valjan
kako je ovo valjan
način za gledati na ovo. Tako su
društveni znanstvenici potrošili
društveni znanstvenici potrošili
02:13
way to look at this. So social scientists have spent a lot
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02:16
of time looking at the effects of our body language,
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puno vremena gledajući
kako jezik vašeg tijela
kako jezik vašeg tijela
ili jezik tijela drugih ljudi,
utječu na formiranje stavova.
utječu na formiranje stavova.
02:19
or other people's body language, on judgments.
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02:22
And we make sweeping judgments and inferences from body language.
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I mi radimo površne sudove i
stavove temeljem govora tijela.
stavove temeljem govora tijela.
I ti sudovi mogu predvidjeti
bitne događaje u životu,
bitne događaje u životu,
02:25
And those judgments can predict really meaningful life outcomes
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02:29
like who we hire or promote, who we ask out on a date.
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poput koga zapošljavamo i promoviramo,
koga pozivamo na spoj.
koga pozivamo na spoj.
02:33
For example, Nalini Ambady, a researcher at Tufts University,
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Na primjer, Nalini Ambady, istraživačica
na Sveučilištu Tufts,
na Sveučilištu Tufts,
pokazala je da kada ljudi gledaju
30-sekundne klipove bez zvuka
30-sekundne klipove bez zvuka
02:38
shows that when people watch 30-second soundless clips
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02:42
of real physician-patient interactions,
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stvarne interakcije između
doktora i pacijenta,
doktora i pacijenta,
02:45
their judgments of the physician's niceness
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njihov sud o ljubaznosti doktora
02:48
predict whether or not that physician will be sued.
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predviđa hoće li taj doktor
biti tužen ili ne.
biti tužen ili ne.
02:50
So it doesn't have to do so much with whether or not
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Dakle to nema veze s time
koliko je ili nije
koliko je ili nije
02:53
that physician was incompetent, but do we like that person
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taj doktor nekompetentan,
već sviđa li nam se ta osoba
već sviđa li nam se ta osoba
02:55
and how they interacted?
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i kakav je bio odnos s pacijentom?
Dramatičniji primjer daje nam
Alex Todorov s Princetona
Alex Todorov s Princetona
02:58
Even more dramatic, Alex Todorov at Princeton has shown
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03:00
us that judgments of political candidates' faces
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koji pokazuje kako sudovi
o licima političara
o licima političara
03:04
in just one second predict 70 percent of U.S. Senate
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na jednu sekundu, predviđaju
70 posto američkog senata
70 posto američkog senata
03:09
and gubernatorial race outcomes,
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i rezultate izbora za guvernera.
03:12
and even, let's go digital,
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I možemo malo priječi u digitalni svijet,
03:14
emoticons used well in online negotiations
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dobro korišteni emotikoni
u on-line pregovorima
u on-line pregovorima
mogu donijeti veću korist.
03:18
can lead to you claim more value from that negotiation.
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A ako ih koristimo slabo, loša ideja.
Zar ne?
Zar ne?
03:21
If you use them poorly, bad idea. Right?
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Dakle kada mislimo na neverbalne znakove,
mi mislimo na to kako sudimo drugima,
mi mislimo na to kako sudimo drugima,
03:24
So when we think of nonverbals, we think of how we judge
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03:27
others, how they judge us and what the outcomes are.
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kako oni sude o nama
i koji su rezultati toga.
i koji su rezultati toga.
03:30
We tend to forget, though, the other audience
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Međutim imamo tendenciju zaboraviti
na još jednu publiku
na još jednu publiku
03:32
that's influenced by our nonverbals, and that's ourselves.
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na koju imaju utjecaj naši neverbalni
znakovi, a to smo mi.
znakovi, a to smo mi.
03:36
We are also influenced by our nonverbals, our thoughts
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Na nas također utječu naši
neverbalni znakovi, naše misli
neverbalni znakovi, naše misli
i naši osjećaji i naša fiziologija.
03:39
and our feelings and our physiology.
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03:41
So what nonverbals am I talking about?
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Dakle o kojim to neverbalnim znakovima
ja to govorim?
ja to govorim?
Ja sam socijalni psiholog.
Istražujem predrasude,
Istražujem predrasude,
03:45
I'm a social psychologist. I study prejudice,
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03:48
and I teach at a competitive business school,
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i podučavam na poznatoj poslovnoj školi,
dakle bilo je neizbježno da se počnem
interesirati za dinamiku moći.
interesirati za dinamiku moći.
03:50
so it was inevitable that I would become interested in power dynamics.
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Postala sam posebno zainteresirana
za neverbalne izraze
za neverbalne izraze
03:55
I became especially interested in nonverbal expressions
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moći i dominacije.
03:59
of power and dominance.
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I što su neverbalni izrazi
moći i dominacije?
moći i dominacije?
04:01
And what are nonverbal expressions of power and dominance?
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04:03
Well, this is what they are.
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Evo ih.
Dakle u životinjskom carstvu
radi se o širenju.
radi se o širenju.
04:05
So in the animal kingdom, they are about expanding.
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04:08
So you make yourself big, you stretch out,
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Pravite se velikima, istežete se,
04:11
you take up space, you're basically opening up.
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zauzimate prostor, u osnovi se otvarate.
04:14
It's about opening up. And this is true
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Dakle radi se o otvaranju. I to je istina
04:17
across the animal kingdom. It's not just limited to primates.
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širom životinjskog carstva.
Nije ograničena na primate.
Nije ograničena na primate.
04:21
And humans do the same thing. (Laughter)
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I ljudi rade iste stvari. (Smijeh)
Rade to kada imaju moć gotovo kronično,
04:24
So they do this both when they have power sort of chronically,
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također kada se osjećaju moćnima
u određenom trenutku.
u određenom trenutku.
04:28
and also when they're feeling powerful in the moment.
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A ova je posebno zanimljiv primjer
jer nam pokazuje
jer nam pokazuje
04:31
And this one is especially interesting because it really shows us
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how universal and old these expressions of power are.
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kako su univerzalni i stari
ti izrazi moći.
ti izrazi moći.
04:38
This expression, which is known as pride,
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Te izraze, koji su poznati kao ponos,
04:41
Jessica Tracy has studied. She shows that
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istraživala je Jessica Tracy.
Ona pokazuje kako
Ona pokazuje kako
04:44
people who are born with sight
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ljudi koji su rođeni s normalnim vidom
04:46
and people who are congenitally blind do this
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i ljudi koji su slijepi od rođenja
rade ovo
rade ovo
kada pobijede u fizičkom natjecanju.
04:49
when they win at a physical competition.
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04:51
So when they cross the finish line and they've won,
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Dakle kada prođu ciljnom crtom
i kada su pobijedili,
i kada su pobijedili,
04:53
it doesn't matter if they've never seen anyone do it.
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nema veze jesu li nekoga vidjeli
da to radi.
da to radi.
04:55
They do this.
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Oni rade ovo.
04:56
So the arms up in the V, the chin is slightly lifted.
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Dakle ruke su uzdignute u obliku slova
"V", i brada je lagano uzdignuta.
"V", i brada je lagano uzdignuta.
05:00
What do we do when we feel powerless? We do exactly
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Što radimo kada se osjećamo bespomoćno?
Radimo upravo suprotno.
Radimo upravo suprotno.
05:02
the opposite. We close up. We wrap ourselves up.
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Zatvaramo se. Zamatamo se.
Smanjimo se. Ne želimo doći u doticaj
s osobom do nas.
s osobom do nas.
05:06
We make ourselves small. We don't want to bump into the person next to us.
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05:10
So again, both animals and humans do the same thing.
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Opet, i životinje i ljudi čine istu stvar.
05:13
And this is what happens when you put together high
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I evo što se događa kada spojite zajedno
visoku i nisku razinu moći.
Dakle ono što radimo
Dakle ono što radimo
05:16
and low power. So what we tend to do
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05:18
when it comes to power is that we complement the other's nonverbals.
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kada je riječ o moći jest da
nadopunjavamo neverabalne znakove drugih.
nadopunjavamo neverabalne znakove drugih.
Dakle ako je netko dominantan nad nama,
05:23
So if someone is being really powerful with us,
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mi se smanjujemo. Ne oponašamo ih.
05:25
we tend to make ourselves smaller. We don't mirror them.
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05:27
We do the opposite of them.
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Radimo suprotno od njih.
Dakle to ponašanje promatram i u učionici,
05:29
So I'm watching this behavior in the classroom,
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05:33
and what do I notice? I notice that MBA students
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i što pimjećujem? Primjećujem
da MBA studenti
da MBA studenti
zaista pokazuju cijelu lepezu
neverbalnih znakova moći.
neverbalnih znakova moći.
05:39
really exhibit the full range of power nonverbals.
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Imate ljude koji se kao alfa mužjaci,
05:42
So you have people who are like caricatures of alphas,
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05:45
really coming into the room, they get right into the middle of the room
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postave u središte sobe
prije nego što predavanje uopće započne,
oni stvarno žele zauzeti prostor.
oni stvarno žele zauzeti prostor.
05:48
before class even starts, like they really want to occupy space.
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05:52
When they sit down, they're sort of spread out.
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Kada sjednu, oni se rašire.
05:54
They raise their hands like this.
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Ruke podižu ovako.
05:56
You have other people who are virtually collapsing
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Imate i druge ljude koji doslovno klonu
05:58
when they come in. As soon they come in, you see it.
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kada uđu. Čim uđu to se može primjetiti.
06:01
You see it on their faces and their bodies, and they sit
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Vidite im to na licima i njihovim
tjelima, i oni sjednu
tjelima, i oni sjednu
06:03
in their chair and they make themselves tiny,
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u stolicu i smanje se,
06:05
and they go like this when they raise their hand.
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i ovako podižu ruke.
Primjetila sam nekoliko stvari
vezanih uz ovo.
vezanih uz ovo.
06:08
I notice a couple of things about this.
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06:10
One, you're not going to be surprised.
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Prvo, neće vas iznenaditi.
06:12
It seems to be related to gender.
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To je povezano sa rodom.
06:14
So women are much more likely to do this kind of thing than men.
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Žene će vjerojatnije napraviti
ovakve stvari u usporedbi s muškarcima.
ovakve stvari u usporedbi s muškarcima.
Žene se kronično osjećaju
manje moćnima od muškaraca,
manje moćnima od muškaraca,
06:20
Women feel chronically less powerful than men,
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dakle to nas ne iznenađuje.
Ali druga stvar koju sam primjetila je
Ali druga stvar koju sam primjetila je
06:22
so this is not surprising. But the other thing I noticed is that
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kako je to povezano s kvalitetom i opsegom
06:26
it also seemed to be related to the extent to which
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studentskog sudjelovanja u nastavi
i koliko dobro to rade.
i koliko dobro to rade.
06:29
the students were participating, and how well they were participating.
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A to je stvarno važno na MBA predavanjima,
06:33
And this is really important in the MBA classroom,
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06:35
because participation counts for half the grade.
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jer sudjelovanje se vrednuje
kao pola ocjene.
kao pola ocjene.
06:38
So business schools have been struggling with this gender grade gap.
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Dakle poslovne škole se bore
s tim jazom u ocjenjivanju rodova.
s tim jazom u ocjenjivanju rodova.
06:42
You get these equally qualified women and men coming in
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Stižu vam jednako kvalificirane
žene i muškarci
žene i muškarci
i onda dobijete te razlike u ocjenama,
06:46
and then you get these differences in grades,
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a to donekle ima veze sa sudjelovanjem.
06:48
and it seems to be partly attributable to participation.
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I onda sam se započela pitati, znate, OK,
06:51
So I started to wonder, you know, okay,
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imate sve te ljude koji ulaze ovako, i oni
06:54
so you have these people coming in like this, and they're
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06:56
participating. Is it possible that we could get people to fake it
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sudjeluju. Možemo li navesti
ljude da lažiraju
ljude da lažiraju
07:00
and would it lead them to participate more?
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i hoće li to voditi ka većem sudjelovanju?
07:02
So my main collaborator Dana Carney, who's at Berkeley,
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Dakle moja glavna suradnica Dana Carney,
koja je na Berkeleyu,
koja je na Berkeleyu,
i ja, željele smo saznati možemo li to
glumiti dok ne postane dijelom nas?
glumiti dok ne postane dijelom nas?
07:07
and I really wanted to know, can you fake it till you make it?
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07:10
Like, can you do this just for a little while and actually
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Možete li to nakratko raditi i stvarno
osjećati bihevioralne rezultate
koji će vas učiniti moćnijima?
koji će vas učiniti moćnijima?
07:13
experience a behavioral outcome that makes you seem more powerful?
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Dakle, znamo da su naši neverablani
znakovi upravljani onime što drugi ljudi
znakovi upravljani onime što drugi ljudi
07:17
So we know that our nonverbals govern how other people
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misle i osjećaju o nama.
O tome postoji jako puno dokaza.
O tome postoji jako puno dokaza.
07:21
think and feel about us. There's a lot of evidence.
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07:22
But our question really was, do our nonverbals
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Ali naše stvarno pitanje bilo je,
upravljaju li naši neverbalni
upravljaju li naši neverbalni
07:26
govern how we think and feel about ourselves?
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znakovi onime što mi mislimo
i osjećamo o sebi?
i osjećamo o sebi?
07:29
There's some evidence that they do.
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Postoje neki dokazi
da je tome upravo tako.
da je tome upravo tako.
Na primjer, smijemo se kada smo sretni,
07:31
So, for example, we smile when we feel happy,
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ali također, kada nas prisile
da se smijemo,
da se smijemo,
07:36
but also, when we're forced to smile
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držeći olovku u zubima ovako,
mi se počnemo bolje osjećati.
mi se počnemo bolje osjećati.
07:38
by holding a pen in our teeth like this, it makes us feel happy.
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07:43
So it goes both ways. When it comes to power,
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Dakle to ide u oba smjera.
Kada je riječ o moći,
Kada je riječ o moći,
opet ide u oba smjera.
Kada se osjećate moćnima,
Kada se osjećate moćnima,
07:46
it also goes both ways. So when you feel powerful,
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07:51
you're more likely to do this, but it's also possible that
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vjerojatnije ćete raditi ovo,
ali također je moguće
ali također je moguće
kada se pravite da ste moćni,
vjerojatnije ćete se
vjerojatnije ćete se
07:54
when you pretend to be powerful, you are more likely
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stvarno početi osjećati moćnijima.
08:00
to actually feel powerful.
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08:02
So the second question really was, you know,
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Dakle drugo pitanje je stvarno bilo:
08:05
so we know that our minds change our bodies,
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mi znamo da naš um mijenja naše tijelo,
08:08
but is it also true that our bodies change our minds?
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ali je li istina da naše tijelo
mijenja naš um?
mijenja naš um?
I kada kažem um, u kontekstu moći,
08:12
And when I say minds, in the case of the powerful,
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o čemu stvarno govorim?
08:15
what am I talking about?
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08:16
So I'm talking about thoughts and feelings
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Dakle govorim o mislima i osjećajima
08:19
and the sort of physiological things that make up our thoughts and feelings,
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i o nekoj vrsti fiziološkokih stvari
koje čine naše misli i osjećaje,
koje čine naše misli i osjećaje,
08:22
and in my case, that's hormones. I look at hormones.
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a u mom slučaju to su hormoni.
Promatram hormone.
Promatram hormone.
08:25
So what do the minds of the powerful versus the powerless
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Kako izgleda um moćnih naspram uma
bespomoćnih osoba?
08:28
look like?
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08:30
So powerful people tend to be, not surprisingly,
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Dakle, moćni ljudi često su, očekivano,
asertivniji i sigurniji, optimističniji.
08:34
more assertive and more confident, more optimistic.
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Vjeruju da će pobijediti čak i
u situacijama u kojima odlučuje sreća.
u situacijama u kojima odlučuje sreća.
08:38
They actually feel that they're going to win even at games of chance.
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08:41
They also tend to be able to think more abstractly.
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Oni također češće razmišljaju abstraktno.
Dakle, postoji puno razlika.
Oni riskiraju više.
Oni riskiraju više.
08:45
So there are a lot of differences. They take more risks.
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08:48
There are a lot of differences between powerful and powerless people.
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Postoji puno razlika između
moćnih i bespomoćnih ljudi.
moćnih i bespomoćnih ljudi.
08:51
Physiologically, there also are differences on two
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Psihološki, također postoji razlika u dva
08:54
key hormones: testosterone, which is the dominance hormone,
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ključna hormona: testosteron,
koji predstavlja hormon dominacije,
koji predstavlja hormon dominacije,
08:58
and cortisol, which is the stress hormone.
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i kortizol, koji je hormon stresa.
Ono što smo pronašli
09:02
So what we find is that
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jest da jako moćni alfa muškarci
u hijerarhijama primata
u hijerarhijama primata
09:05
high-power alpha males in primate hierarchies
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imaju visok testosteron i nizak kortizol.
09:09
have high testosterone and low cortisol,
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Moćni i djelotvorni vođe također imaju
09:12
and powerful and effective leaders also have
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09:16
high testosterone and low cortisol.
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visok testosteron i nizak kortizol.
09:18
So what does that mean? When you think about power,
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Što to znači? Kada razmišljate o moći,
09:20
people tended to think only about testosterone,
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ljudi razmišljaju jedino o testosteronu,
jer radi se o dominaciji.
09:23
because that was about dominance.
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Međutim, moć ima veze
i s time kako reagirate na stres.
i s time kako reagirate na stres.
09:24
But really, power is also about how you react to stress.
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Dakle, želite li moćnog
vođu koji je dominantan,
vođu koji je dominantan,
09:28
So do you want the high-power leader that's dominant,
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09:31
high on testosterone, but really stress reactive?
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pun testosterona,
ali loše reagira na stres?
ali loše reagira na stres?
09:34
Probably not, right? You want the person
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Vjerojatno ne, točno? Želite osobu
koja je moćna, asertivna i dominantna,
09:36
who's powerful and assertive and dominant,
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ali dobro reagira na stres,
osobu koja je opuštena.
osobu koja je opuštena.
09:38
but not very stress reactive, the person who's laid back.
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09:42
So we know that in primate hierarchies, if an alpha
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Znamo da u hijerarhijama primata, ako alfa
treba preuzeti, ako pojedinac
treba preuzeti
treba preuzeti
09:48
needs to take over, if an individual needs to take over
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nenadano ulogu alfe,
09:52
an alpha role sort of suddenly,
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09:55
within a few days, that individual's testosterone has gone up
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u nekoliko dana, testosteroni
te osobe će se podići
te osobe će se podići
značajno a njegov kortizol
će jednako tako pasti.
će jednako tako pasti.
09:58
significantly and his cortisol has dropped significantly.
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10:01
So we have this evidence, both that the body can shape
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Dakle imamo taj dokaz,
da tijelo može oblikovati
da tijelo može oblikovati
10:04
the mind, at least at the facial level,
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um, makar na facijalnoj razini,
ali i promjena uloga može oblikovati um.
10:07
and also that role changes can shape the mind.
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10:11
So what happens, okay, you take a role change,
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Dakle što se događa, preuzmete novu ulogu,
što se događa ako to napravite
u zaista maloj količini,
u zaista maloj količini,
10:14
what happens if you do that at a really minimal level,
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10:16
like this tiny manipulation, this tiny intervention?
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poput te male manipulacije,
te male intervencije?
te male intervencije?
10:19
"For two minutes," you say, "I want you to stand like this,
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"Na dvije minute," kažete sebi,
"želim stajati ovako,
"želim stajati ovako,
10:21
and it's going to make you feel more powerful."
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i to će me učiniti moćnijim."
10:24
So this is what we did. We decided to bring people
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To smo i napravili.
Odlučili smo dovesti ljude
Odlučili smo dovesti ljude
u laboratorij i izvesti taj
mali eksperiment, a ti su ljudi
mali eksperiment, a ti su ljudi
10:28
into the lab and run a little experiment, and these people
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prihvatili na dvije minute, bilo poze moći
10:33
adopted, for two minutes, either high-power poses
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ili bespomoćne poze,
a sada ću vam pokazati
a sada ću vam pokazati
10:37
or low-power poses, and I'm just going to show you
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10:39
five of the poses, although they took on only two.
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pet poza, premda su oni radili samo dvije.
10:42
So here's one.
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Evo jedne.
10:45
A couple more.
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Još dvije.
10:47
This one has been dubbed the "Wonder Woman"
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Ovu su mediji nazvali
"Superžena".
10:50
by the media.
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Evo još dvije.
10:52
Here are a couple more.
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10:53
So you can be standing or you can be sitting.
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Dakle možete stajati ili možete sjediti.
10:56
And here are the low-power poses.
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A evo i bespomoćnih poza.
10:58
So you're folding up, you're making yourself small.
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Ako se savijete, smanjujete se.
11:02
This one is very low-power.
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Ova je jako bespomoćna.
11:04
When you're touching your neck,
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Kada dodirujete vrat,
11:05
you're really protecting yourself.
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u stvari se štitite.
Ovako se odvijao eksperiment. Oni ulaze,
11:07
So this is what happens. They come in,
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daju uzorak pljuvačke,
11:10
they spit into a vial,
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mi im kažemo, "Na dvije minute
morate raditi ovo ili ovo."
morate raditi ovo ili ovo."
11:12
we for two minutes say, "You need to do this or this."
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Oni ne gledaju ilustracije.
Ne želimo kod njih izazvati
Ne želimo kod njih izazvati
11:15
They don't look at pictures of the poses. We don't want to prime them
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koncept moći.
Želimo da se osjećaju moćnima,
Želimo da se osjećaju moćnima,
11:17
with a concept of power. We want them to be feeling power,
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zar ne? Dakle dvije minute rade ovo.
11:20
right? So two minutes they do this.
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I onda ih pitamo, "Koliko moćnima
se osjećate?" u vezi s raznim stvarima,
se osjećate?" u vezi s raznim stvarima,
11:22
We then ask them, "How powerful do you feel?" on a series of items,
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11:25
and then we give them an opportunity to gamble,
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i damo im priliku da se kockaju,
11:28
and then we take another saliva sample.
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na kraju ponovno uzmemo uzorak pljuvačke.
11:31
That's it. That's the whole experiment.
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To je to. To je cijeli eksperiment.
11:33
So this is what we find. Risk tolerance, which is the gambling,
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Ovo je što smo otkrili.
Tolerancija na rizik, a to je kockanje,
Tolerancija na rizik, a to je kockanje,
ono što smo otkrili je
da kada ste u poziciji
da kada ste u poziciji
11:36
what we find is that when you're in the high-power
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11:39
pose condition, 86 percent of you will gamble.
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visoke moći, 86 posto vas će se kockati.
11:43
When you're in the low-power pose condition,
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Kada ste u uvjetima bespomoćne poze,
11:45
only 60 percent, and that's a pretty whopping significant difference.
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samo 60%,
a to je prilično značajna razlika.
a to je prilično značajna razlika.
Evo što smo pronašli
vezano uz testosteron.
vezano uz testosteron.
11:49
Here's what we find on testosterone.
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11:51
From their baseline when they come in, high-power people
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U odnosu na početno stanje s kojim su ušli,
ljudi s višom razinom moći
ljudi s višom razinom moći
11:55
experience about a 20-percent increase,
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doživjeli su porast od 20%,
11:57
and low-power people experience about a 10-percent decrease.
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dok su ljudi s nižom razinom moći
doživjeli smanjenje od 10%.
doživjeli smanjenje od 10%.
12:02
So again, two minutes, and you get these changes.
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Opet, za samo dvije minute,
dobijete ovakve promjene.
dobijete ovakve promjene.
Evo ga što dobijete vezano uz kortizol.
Moćni ljudi
Moćni ljudi
12:05
Here's what you get on cortisol. High-power people
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osjete smanjenje od 25%, a
12:07
experience about a 25-percent decrease, and
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ljudi s niskom razinom moći
osjete povećanje od 15%.
osjete povećanje od 15%.
12:10
the low-power people experience about a 15-percent increase.
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Dakle dvije minute vas vodi do ovih
hormonalnih promjena
hormonalnih promjena
12:14
So two minutes lead to these hormonal changes
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12:17
that configure your brain to basically be either
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koje utječu da vaš mozak
u osnovi postane bilo
u osnovi postane bilo
12:20
assertive, confident and comfortable,
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asertivan, samopouzdan i siguran,
12:23
or really stress-reactive, and, you know, feeling
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ili da burno reagira na stres,
i osjeća se
i osjeća se
12:27
sort of shut down. And we've all had the feeling, right?
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na neki način kao da se gasi.
A svi smo imali takvo iskustvo?
A svi smo imali takvo iskustvo?
12:31
So it seems that our nonverbals do govern
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Dakle čini se kako naše neverbalno
ponašanje upravlja
ponašanje upravlja
12:34
how we think and feel about ourselves,
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time što mislimo i osjećamo o sebi,
12:36
so it's not just others, but it's also ourselves.
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nisu samo drugi koji na to utječu,
već i mi sami.
već i mi sami.
12:39
Also, our bodies change our minds.
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Naše tijelo također, mijenja naš um.
12:41
But the next question, of course, is
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Ali slijedeće pitanje je, naravno, bilo
može li zauzimanje poza moći
na dvije minute
na dvije minute
12:44
can power posing for a few minutes
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12:45
really change your life in meaningful ways?
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zaista promijeniti vaš život značajno
na smislen način?
na smislen način?
12:47
So this is in the lab. It's this little task, you know,
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Dakle ovo je laboratorij.
To je mali zadatak,
To je mali zadatak,
12:50
it's just a couple of minutes. Where can you actually
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koji traje nekoliko minuta. Gdje to uopće
12:53
apply this? Which we cared about, of course.
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možete primjeniti? Naravno u vezi
s nečime što nam je važno.
s nečime što nam je važno.
12:55
And so we think it's really, what matters, I mean,
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Mislimo kako je ovo stvarno važno
gdje želite ovo primjeniti,
gdje želite ovo primjeniti,
13:00
where you want to use this is evaluative situations
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kao u situacijama procjenjivanja
13:02
like social threat situations. Where are you being evaluated,
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gdje postoji neka socijalna prijetnja.
Gdje vas procjenjuju,
Gdje vas procjenjuju,
vaši prijatelji? Za tinejdžere,
to je za vrijeme užine.
to je za vrijeme užine.
13:06
either by your friends? Like for teenagers it's at the lunchroom table.
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13:09
It could be, you know, for some people it's speaking
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Za neke ljude to bi mogao biti javni govor
13:11
at a school board meeting. It might be giving a pitch
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tijekom roditeljskog sastanka u školi.
To bi moglo biti natjecanje
To bi moglo biti natjecanje
13:14
or giving a talk like this
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ili javni nastup poput ovog,
ili intervju za posao.
13:17
or doing a job interview.
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Mi smo odlučili kako je to situacija
na koju se ovo najviše odnosi
na koju se ovo najviše odnosi
13:20
We decided that the one that most people could relate to
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13:23
because most people had been through
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jer većina ljudi je prošla
13:24
was the job interview.
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kroz proces intervjuiranja za posao.
13:25
So we published these findings, and the media
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Tako smo objavili ove nalaze, i mediji
13:29
are all over it, and they say, Okay, so this is what you do
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su bili oduševljeni, i objavili su:
Evo što vam treba kada idete
na intervju za posao? (Smijeh)
na intervju za posao? (Smijeh)
13:32
when you go in for the job interview, right? (Laughter)
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Znate, bili smo prestravljeni i rekli smo,
13:35
You know, so we were of course horrified, and said,
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"O moj bože, ne, ne, ne,
to nije ono što smo mislile.
to nije ono što smo mislile.
13:37
Oh my God, no, no, no, that's not what we meant at all.
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13:40
For numerous reasons, no, no, no, don't do that.
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Zbog niza razloga, ne, ne, ne,
nemojte to raditi."
nemojte to raditi."
Opet, ovo nema veze s komunikacijom
s drugim ljudima.
s drugim ljudima.
13:42
Again, this is not about you talking to other people.
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Ovo je povezano s komunikacijom
sa samim sobom.
sa samim sobom.
13:45
It's you talking to yourself. What do you do
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13:47
before you go into a job interview? You do this.
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Evo što treba napraviti prije nego odete
na intervju za posao. Napravite ovo.
na intervju za posao. Napravite ovo.
13:50
Right? You're sitting down. You're looking at your iPhone --
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Točno? Sjedite. Gledate u svoj iPhone --
13:52
or your Android, not trying to leave anyone out.
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ili u svoj Android, ne želim nikoga izostaviti.
13:54
You are, you know, you're looking at your notes,
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Gledate u svoje bilješke,
13:56
you're hunching up, making yourself small,
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stežete se, smanjujete,
a ono što biste trebali raditi
je vjerojatno ovo
je vjerojatno ovo
13:58
when really what you should be doing maybe is this,
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kao u kupaonici? Radite to.
Nađite dvije minute.
Nađite dvije minute.
14:00
like, in the bathroom, right? Do that. Find two minutes.
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To je ono što želimo testirati. U redu?
14:04
So that's what we want to test. Okay?
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14:05
So we bring people into a lab, and
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I tako dovedemo ljude u laboratorij, i
14:07
they do either high- or low-power poses again,
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oni ponavljaju poze visoke i niske moći,
te prolaze kroz jako stresan intervju
za posao.
za posao.
14:11
they go through a very stressful job interview.
280
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14:13
It's five minutes long. They are being recorded.
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Traje 5 minuta. Snimamo ih.
Procjenuju se, a suci
14:17
They're being judged also, and the judges
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2511
14:20
are trained to give no nonverbal feedback,
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844224
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su istrenirani da im ne daju nikakavu
neverbalnu povratnu informaciju,
neverbalnu povratnu informaciju,
tako da izgledaju ovako. Zamislite
14:24
so they look like this. Like, imagine
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848199
1607
14:25
this is the person interviewing you.
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2284
da je to osoba koja vas intervjuira.
14:27
So for five minutes, nothing, and this is worse than being heckled.
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852090
4623
Dakle na 5 minuta, ništa.
To je gore nego da vas odbiju.
To je gore nego da vas odbiju.
14:32
People hate this. It's what Marianne LaFrance calls
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856713
3313
Ljudi to mrze. To je ono što
Marianne LeFrance naziva
Marianne LeFrance naziva
"stajati u društvenom živom pijesku".
14:35
"standing in social quicksand."
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860026
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Ovo stvarno dovodi do skakanja
vašeg kortizola.
vašeg kortizola.
14:38
So this really spikes your cortisol.
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862117
1809
Dakle to je bio intervju za posao
kroz koji smo ih proveli,
kroz koji smo ih proveli,
14:39
So this is the job interview we put them through,
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863926
1702
14:41
because we really wanted to see what happened.
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865628
2829
jer smo stvarno željeli vidjeti
što će se dogoditi.
što će se dogoditi.
14:44
We then have these coders look at these tapes, four of them.
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868457
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Potom su te snimke pregledala
četiri procjenitelja.
četiri procjenitelja.
14:47
They're blind to the hypothesis. They're blind to the conditions.
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Nisu znali za naše hipoteze.
Nisu bili upoznati s uvjetima.
Nisu bili upoznati s uvjetima.
14:50
They have no idea who's been posing in what pose,
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Nisu imali pojma tko je pozirao
u kojoj pozi,
u kojoj pozi,
i završili su gledajući te serije snimaka,
14:53
and they end up looking at these sets of tapes,
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i rekli bi:
"O, želimo zaposliti ove ljude." --
"O, želimo zaposliti ove ljude." --
14:58
and they say, "Oh, we want to hire these people," --
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882611
2072
15:00
all the high-power posers -- "we don't want to hire these people.
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884683
3422
sve ljude s pozom visoke razine moći --
"Ne želimo zaposliti ove ljude.
"Ne želimo zaposliti ove ljude.
15:04
We also evaluate these people much more positively overall."
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888105
2785
Također procjenjujemo
kako su ovi ljudi ukupno pozitivniji."
kako su ovi ljudi ukupno pozitivniji."
15:06
But what's driving it? It's not about the content of the speech.
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890890
4736
Zbog čega?
Nije bitan sadržaj njihova govora.
Nije bitan sadržaj njihova govora.
15:11
It's about the presence that they're bringing to the speech.
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895626
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Radi se o prisutnosti tijekom govora.
Također smo, jer ih procjenjujemo
po svim tim varijablama,
po svim tim varijablama,
15:14
We also, because we rate them on all these variables
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898502
2049
15:16
related to competence, like, how well-structured
302
900551
3091
sve to povezali s kompetencijama,
npr. koliko je dobro strukturiran
npr. koliko je dobro strukturiran
15:19
is the speech? How good is it? What are their qualifications?
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903642
2776
govor? Koliko je dobar?
Koje su njihove kvalifikacije?
Koje su njihove kvalifikacije?
15:22
No effect on those things. This is what's affected.
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906418
3056
Na ove stvari nema utjecaja.
Ovo je ono što je utjecalo.
Ovo je ono što je utjecalo.
15:25
These kinds of things. People are bringing their true selves,
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909474
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Ova vrsta stvari.
Ljudi u osnovi donose svoje pravo ja.
Ljudi u osnovi donose svoje pravo ja.
15:28
basically. They're bringing themselves.
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912753
1873
Donose sebe.
15:30
They bring their ideas, but as themselves,
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914626
2223
Oni donose svoje ideje, ali kao dio sebe,
15:32
with no, you know, residue over them.
308
916849
2536
bez ostataka.
15:35
So this is what's driving the effect, or mediating the effect.
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919385
4931
To je ono što pokreće efekt,
ili utječe na njega.
ili utječe na njega.
15:40
So when I tell people about this,
310
924316
3368
Kada ljudima govorim o tome,
da naša tijela mijenjaju naše misli i
da naše misli mijenjaju naše ponašanje,
da naše misli mijenjaju naše ponašanje,
15:43
that our bodies change our minds and our minds can change our behavior,
311
927684
2879
15:46
and our behavior can change our outcomes, they say to me,
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930563
2976
a da naše ponašanje utječa na naš život,
oni mi kažu,
oni mi kažu,
15:49
"I don't -- It feels fake." Right?
313
933539
1867
"Ja ne -- to zvuči kao prevara." Zar ne?
15:51
So I said, fake it till you make it. I don't -- It's not me.
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935406
3779
Onda im kažem, glumi dok ne postane
prirodno. Ne ja, to nisam ja.
prirodno. Ne ja, to nisam ja.
Ne želim stići tamo i onda se osjećati
kao varalica.
kao varalica.
15:55
I don't want to get there and then still feel like a fraud.
315
939185
3175
15:58
I don't want to feel like an impostor.
316
942360
1519
Ne želim se osjećati kao uljez.
15:59
I don't want to get there only to feel like I'm not supposed to be here.
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943879
4412
Ne želim dospjeti negdje i onda se
osjećati kao da tamo ne pripadam.
osjećati kao da tamo ne pripadam.
16:04
And that really resonated with me,
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948291
2187
To zaista odgovara mojoj situaciji,
16:06
because I want to tell you a little story about
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950478
2058
jer vam želim ispričati malu priču o
16:08
being an impostor and feeling like I'm not supposed to be here.
320
952536
3410
tome kako sam se osjećala kao uljez i
kako sam osjećala kao da ne pripadam tu.
kako sam osjećala kao da ne pripadam tu.
16:11
When I was 19, I was in a really bad car accident.
321
955946
2941
Kada sam imala 19,
imala sam stvarno tešku prometnu nesreću.
imala sam stvarno tešku prometnu nesreću.
16:14
I was thrown out of a car, rolled several times.
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958887
3405
Ispala sam iz automobila
i nekoliko se puta iskotrljala.
i nekoliko se puta iskotrljala.
Izbačena sam iz automobila.
I probudila sam se na odjelu
I probudila sam se na odjelu
16:18
I was thrown from the car. And I woke up in a head injury
323
962292
3511
za povrede glave i stavila sam svoje
obrazovanje u mirovanje,
obrazovanje u mirovanje,
16:21
rehab ward, and I had been withdrawn from college,
324
965803
3592
16:25
and I learned that my I.Q. had dropped by two standard deviations,
325
969395
5712
da bi spoznala kako je moj IQ
pao za dvije standardne devijacije,
pao za dvije standardne devijacije,
što je bilo traumatično iskustvo.
16:31
which was very traumatic.
326
975107
2588
16:33
I knew my I.Q. because I had identified with being smart,
327
977695
2871
Znala sam svoj IQ jer su me
identificirali kao jako pametnu,
identificirali kao jako pametnu,
16:36
and I had been called gifted as a child.
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980566
2012
i govorili su mi kako sam darovito dijete.
16:38
So I'm taken out of college, I keep trying to go back.
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982578
3200
Tako sam ispisana s fakulteta,
i pokušavala sam se vratiti.
i pokušavala sam se vratiti.
16:41
They say, "You're not going to finish college.
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985778
1724
Govorili su mi, "Nećeš završiti fakultet.
16:43
Just, you know, there are other things for you to do,
331
987502
2877
Ali znaš, postoje i druge stvari
kojima se možeš baviti,
kojima se možeš baviti,
ali to ti neće uspjeti."
16:46
but that's not going to work out for you."
332
990379
1898
16:48
So I really struggled with this, and I have to say,
333
992277
3884
Stvarno sam se borila s time,
i moram reći,
i moram reći,
kada ti oduzmu identitet,
tvoj sržni identitet,
tvoj sržni identitet,
16:52
having your identity taken from you, your core identity,
334
996161
2774
16:54
and for me it was being smart,
335
998935
1859
a za mene je to bila inteligencija,
kada ti to oduzmu, nema ništa što
te može učiniti bespomoćnijim.
te može učiniti bespomoćnijim.
16:56
having that taken from you, there's nothing that leaves you feeling more powerless than that.
336
1000794
4409
Tako da sam se osjećala u potpunosti
bespomoćnom. Radila sam i radila i radila,
bespomoćnom. Radila sam i radila i radila,
17:01
So I felt entirely powerless. I worked and worked and worked,
337
1005203
2602
17:03
and I got lucky, and worked, and got lucky, and worked.
338
1007805
3134
posrećilo mi se, i radila sam,
i opet mi se posrećilo, i radila sam.
i opet mi se posrećilo, i radila sam.
17:06
Eventually I graduated from college.
339
1010939
2452
Na kraju sam diplomirala.
Trebalo mi je četiri godine više nego
mojim kolegama,
mojim kolegama,
17:09
It took me four years longer than my peers,
340
1013391
1807
17:11
and I convinced someone, my angel advisor, Susan Fiske,
341
1015198
4558
i uvjerila sam nekoga,
mog anđela savjetnika, Susan Fiske,
mog anđela savjetnika, Susan Fiske,
da me podrži, i tako sam
završila na Princetonu,
završila na Princetonu,
17:15
to take me on, and so I ended up at Princeton,
342
1019756
2944
i pomislila sam,
ja ne bih trebala biti tu.
ja ne bih trebala biti tu.
17:18
and I was like, I am not supposed to be here.
343
1022700
2851
Ja sam uljez.
17:21
I am an impostor.
344
1025551
1294
I noć prije mog izlaganja
na kraju prve godine,
na kraju prve godine,
17:22
And the night before my first-year talk,
345
1026845
1581
17:24
and the first-year talk at Princeton is a 20-minute talk
346
1028426
2638
a na Princetonu je to 20-minutni govor za
17:26
to 20 people. That's it.
347
1031064
2035
20 ljudi. To je to.
Toliko sam se bojala da ću narednog
dana biti otkrivena
dana biti otkrivena
17:28
I was so afraid of being found out the next day
348
1033099
2887
da sam ju nazvala i rekla, "Odustajem."
17:31
that I called her and said, "I'm quitting."
349
1035986
2813
Ona mi je odgovorila, "Ne, nećeš odustati,
17:34
She was like, "You are not quitting,
350
1038799
1856
17:36
because I took a gamble on you, and you're staying.
351
1040655
2558
jer sam se kladila na tebe,
i ti ćeš ostati.
i ti ćeš ostati.
Ti ćeš ostati,
i to je ono što ćeš napraviti.
i to je ono što ćeš napraviti.
17:39
You're going to stay, and this is what you're going to do.
352
1043213
2191
17:41
You are going to fake it.
353
1045404
1357
Glumiti ćeš.
17:42
You're going to do every talk that you ever get asked to do.
354
1046761
3780
Održati ćeš svaki govor
za koji će te pitati.
za koji će te pitati.
To ćeš jednostavno raditi opet i opet,
17:46
You're just going to do it and do it and do it,
355
1050541
1739
17:48
even if you're terrified and just paralyzed
356
1052280
2969
čak i kada si preplašena i paralizirana
17:51
and having an out-of-body experience, until you have
357
1055249
2578
i kada imaš izvantjelesno iskustvo, dok ne
doživiš moment u kojem ćeš reći,
"O moj bože, radim to.
"O moj bože, radim to.
17:53
this moment where you say, 'Oh my gosh, I'm doing it.
358
1057827
3165
Postala sam to. Ja to stvarno radim."
17:56
Like, I have become this. I am actually doing this.'"
359
1060992
2966
17:59
So that's what I did. Five years in grad school,
360
1063958
2410
Dakle, to sam i napravila.
5 godina na poslijediplomskom studiju,
5 godina na poslijediplomskom studiju,
18:02
a few years, you know, I'm at Northwestern,
361
1066368
1741
nekoliko godina na Northweternu,
nakon toga sam otišla na Harvard,
na Harvardu sam,
na Harvardu sam,
18:04
I moved to Harvard, I'm at Harvard, I'm not really
362
1068109
2587
18:06
thinking about it anymore, but for a long time I had been thinking,
363
1070696
3500
ne bih o tome više trebala razmišljati,
ali dugo jesam,
ali dugo jesam,
"Ne bih trebala biti tu.
Ne bih trebala biti tu."
Ne bih trebala biti tu."
18:10
"Not supposed to be here. Not supposed to be here."
364
1074196
2304
18:12
So at the end of my first year at Harvard,
365
1076500
2478
Na kraju moje prve godine na Harvardu,
bila je jedna studentica koja
nije govorila na nastavi cijeli semestar,
nije govorila na nastavi cijeli semestar,
18:14
a student who had not talked in class the entire semester,
366
1078978
4566
kojoj sam morala reći,
"Gledaj, moraš sudjelovati ili ćeš pasti."
"Gledaj, moraš sudjelovati ili ćeš pasti."
18:19
who I had said, "Look, you've gotta participate or else you're going to fail,"
367
1083544
3207
Došla je u moj ured,
a ja je uopće nisam poznavala.
a ja je uopće nisam poznavala.
18:22
came into my office. I really didn't know her at all.
368
1086751
2502
18:25
And she said, she came in totally defeated, and she said,
369
1089253
3982
Rekla je, potpuno poražena:
18:29
"I'm not supposed to be here."
370
1093235
6045
"Ja ne bih trebala biti ovdje."
18:35
And that was the moment for me. Because two things happened.
371
1099280
4128
I to je bio ključan trenutak za mene
jer su se dogodile dvije stvari.
jer su se dogodile dvije stvari.
Jedna je da sam shvatila,
18:39
One was that I realized,
372
1103408
1494
18:40
oh my gosh, I don't feel like that anymore. You know.
373
1104902
3234
dragi Bože, ne osjećam se više tako.
Znate.
Znate.
Ja se tako više ne osjećam,
ali se ona osjeća, i ja je razumijem.
ali se ona osjeća, i ja je razumijem.
18:44
I don't feel that anymore, but she does, and I get that feeling.
374
1108136
2682
18:46
And the second was, she is supposed to be here!
375
1110818
2637
A drugo je da ona pripada ovdje!
18:49
Like, she can fake it, she can become it.
376
1113455
1804
Dakle ona se treba pretvarati
dok to ne postane.
dok to ne postane.
18:51
So I was like, "Yes, you are! You are supposed to be here!
377
1115259
3740
Rekla sam joj,
"Pripadaš! Ti trebaš biti ovdje!
"Pripadaš! Ti trebaš biti ovdje!
I sutra ćeš se pretvarati,
18:54
And tomorrow you're going to fake it,
378
1118999
1435
učiniti ćeš sebe moćnom, i znaš,
18:56
you're going to make yourself powerful, and, you know,
379
1120434
3064
ti ćeš --" (Pljesak)
18:59
you're gonna — " (Applause)
380
1123498
3023
(Pljesak)
19:02
(Applause)
381
1126521
2039
19:04
"And you're going to go into the classroom,
382
1128560
4433
"I uči ćeš u predavaonicu,
i dati ćeš najbolji komentar ikada."
19:08
and you are going to give the best comment ever."
383
1132993
2424
19:11
You know? And she gave the best comment ever,
384
1135417
3005
Znate što?
Dala je najbolji komentar ikada,
Dala je najbolji komentar ikada,
i ljudi su se okrenuli i pitali se,
19:14
and people turned around and they were like,
385
1138422
863
19:15
oh my God, I didn't even notice her sitting there, you know? (Laughter)
386
1139285
3444
nikada nisam primjetio
da ona ovdje sjedi?! (Smijeh)
da ona ovdje sjedi?! (Smijeh)
Došla je do mene nekoliko mjeseci
kasnije, i ja sam shvatila
kasnije, i ja sam shvatila
19:18
She comes back to me months later, and I realized
387
1142729
2871
da se nije samo pretvarala
dok to nije napravila,
dok to nije napravila,
19:21
that she had not just faked it till she made it,
388
1145600
2284
19:23
she had actually faked it till she became it.
389
1147884
2724
ona se pretvarala dok to nije postala.
Ona se promijenila.
19:26
So she had changed.
390
1150608
1823
I tako vam želim reći,
nemojte se pretvarati dok to ne napravite.
nemojte se pretvarati dok to ne napravite.
19:28
And so I want to say to you, don't fake it till you make it.
391
1152431
4084
Pretvarajte se dok to ne postanete.
Znate? To nije --
Znate? To nije --
19:32
Fake it till you become it. You know? It's not —
392
1156515
2797
Radite to dovoljno dok stvarno
to ne postanete i usvojite.
to ne postanete i usvojite.
19:35
Do it enough until you actually become it and internalize.
393
1159312
3641
Zadnja stvar koju vam želim reći je ovo.
19:38
The last thing I'm going to leave you with is this.
394
1162953
2655
Mali pomaci mogu dovesti
do velikih promjena.
do velikih promjena.
19:41
Tiny tweaks can lead to big changes.
395
1165608
4472
Dakle samo dvije minute.
19:45
So this is two minutes.
396
1170080
2497
Dvije minute, dvije minute, dvije minute.
19:48
Two minutes, two minutes, two minutes.
397
1172577
1736
19:50
Before you go into the next stressful evaluative situation,
398
1174313
3246
Prije nego što uđete u slijedeću
stresnu situaciju procjenjivanja,
stresnu situaciju procjenjivanja,
19:53
for two minutes, try doing this, in the elevator,
399
1177559
2706
na dvije minute, pokušajte raditi ovo,
u liftu,
u liftu,
u kupaoni, za stolom iza zatvorenih vrata.
19:56
in a bathroom stall, at your desk behind closed doors.
400
1180265
3239
To je ono što želite napraviti.
Prilagodite svoj mozak
Prilagodite svoj mozak
19:59
That's what you want to do. Configure your brain
401
1183504
2440
20:01
to cope the best in that situation.
402
1185944
1822
da se najbolje nosi sa situacijom.
Podignite razinu svog testosterona.
Smanjite svoj kortizol.
Smanjite svoj kortizol.
20:03
Get your testosterone up. Get your cortisol down.
403
1187766
2965
20:06
Don't leave that situation feeling like, oh, I didn't show them who I am.
404
1190731
3966
Nemojte napustiti situaciju s osjećajem
da im niste pokazali tko ste u stvari.
da im niste pokazali tko ste u stvari.
Napustite situaciju osjećajući,
oh stvarno se osjećam
oh stvarno se osjećam
20:10
Leave that situation feeling like, oh, I really feel like
405
1194697
2352
20:12
I got to say who I am and show who I am.
406
1197049
1836
da sam im pokazao tko sam.
20:14
So I want to ask you first, you know,
407
1198885
2542
Želim vas prvo zamoliti, znate,
da pokušate zauzimati poze moći,
20:17
both to try power posing,
408
1201427
3781
i također vas želim zamoliti
20:21
and also I want to ask you
409
1205208
1886
da dijelite znanost
jer ovo je jednostavno.
jer ovo je jednostavno.
20:22
to share the science, because this is simple.
410
1207094
3228
20:26
I don't have ego involved in this. (Laughter)
411
1210322
1877
Nemam ego uključen u ovo. (Smijeh)
Dijelite to. Dijelite s ljudima,
20:28
Give it away. Share it with people,
412
1212199
1887
20:29
because the people who can use it the most are the ones
413
1214086
1861
jer ljudi koji ovo mogu
najviše iskoristiti su ljudi
najviše iskoristiti su ljudi
20:31
with no resources and no technology
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bez resursa i tehnologije,
20:36
and no status and no power. Give it to them
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bez statusa i bez moći. Dajte im to
jer to mogu raditi privatno.
20:39
because they can do it in private.
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20:40
They need their bodies, privacy and two minutes,
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Oni trebaju svoje tijelo,
privatnost i dvije minute,
privatnost i dvije minute,
20:43
and it can significantly change the outcomes of their life.
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i to može značajno promijeniti
ishode njihovog života.
ishode njihovog života.
Hvala vam. (Pljesak)
20:46
Thank you. (Applause)
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(Pljesak)
20:50
(Applause)
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ABOUT THE SPEAKER
Amy Cuddy - Social psychologistAmy Cuddy’s research on body language reveals that we can change other people’s perceptions — and perhaps even our own body chemistry — simply by changing body positions.
Why you should listen
Amy Cuddy wasn’t supposed to become a successful scientist. In fact, she wasn’t even supposed to finish her undergraduate degree. Early in her college career, Cuddy suffered a severe head injury in a car accident, and doctors said she would struggle to fully regain her mental capacity and finish her undergraduate degree.
But she proved them wrong. Today, Cuddy is a professor and researcher at Harvard Business School, where she studies how nonverbal behavior and snap judgments affect people from the classroom to the boardroom. And her training as a classical dancer (another skill she regained after her injury) is evident in her fascinating work on "power posing" -- how your body position influences others and even your own brain.
Amy Cuddy | Speaker | TED.com