TEDGlobal 2012
Amy Cuddy: Your body language may shape who you are
Amy Cuddy: 肢体语言塑造你自己
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肢体语言影响着他人对我们的看法，但同时它也影响着我们对自己的看法。社会心理学家Amy Cuddy表示“有力的姿势”--以一个自信的方式站着，即使我们不感到自信--他们也能够影响我们脑内的睾丸酮和可的松含量，甚至可以爆发性地推动我们成功的机会。
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.
00:16
So I want to start by offering you a free
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首先我想要提供给你们一个免费的
00:19
no-tech life hack,
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非科技的人生窍门
00:22
and all it requires of you is this:
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你只需这样做
00:24
that you change your posture for two minutes.
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改变你的姿势二分钟时间
00:28
But before I give it away, I want to ask you to right now
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但在我要把它告诉你们之前，我想要请你们
00:32
do a little audit of your body and what you're doing with your body.
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就你们的身体和你们身体的行为做一下自我审查
00:35
So how many of you are sort of making yourselves smaller?
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那么你们之中有多少人正蜷缩着自己?
00:38
Maybe you're hunching, crossing your legs,
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或许你现在弓着背，还翘着二郎腿?
00:40
maybe wrapping your ankles.
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或者双臂交叉
00:41
Sometimes we hold onto our arms like this.
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有时候我们像这样抱住自己
00:45
Sometimes we spread out. (Laughter)
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有时候展开双臂(笑声)
00:49
I see you. (Laughter)
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我看到你了(笑声)
00:51
So I want you to pay attention to what you're doing right now.
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现在请大家专心在自己的身上
00:54
We're going to come back to that in a few minutes,
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我们等一下就会回溯刚刚的事
00:56
and I'm hoping that if you learn to tweak this a little bit,
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希望你们可以稍微改变一下
00:59
it could significantly change the way your life unfolds.
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这会让你的生活变得很不一样
01:03
So, we're really fascinated with body language,
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所以，我们很真的很执着于肢体语言
01:07
and we're particularly interested
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特别是对别人的肢体语言
01:09
in other people's body language.
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感兴趣
01:11
You know, we're interested in, like, you know — (Laughter) —
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你看，我们对(笑声)
01:16
an awkward interaction, or a smile,
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尴尬的互动，或一个微笑
01:20
or a contemptuous glance, or maybe a very awkward wink,
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或轻蔑的一瞥，或奇怪的眨眼
01:24
or maybe even something like a handshake.
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甚至是握手之类的事情感兴趣
01:27
Narrator: Here they are arriving at Number 10, and look at this
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解说员:他们来到了唐宁街10号，看看这个
01:30
lucky policeman gets to shake hands with the President
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这位幸运的警员可以和美国总统握手
01:33
of the United States. Oh, and here comes
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噢，还有
01:35
the Prime Minister of the — ? No. (Laughter) (Applause)
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来自....的总理?不(笑声) (掌声)
01:40
(Laughter) (Applause)
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(笑声) (掌声)
01:42
Amy Cuddy: So a handshake, or the lack of a handshake,
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Amy Cuddy:所以一个握手，或没有握手
01:47
can have us talking for weeks and weeks and weeks.
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我们都可以大聊特聊一番
01:49
Even the BBC and The New York Times.
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即使BBC和纽约时报也不例外
01:51
So obviously when we think about nonverbal behavior,
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我们说到肢体行为或肢体语言时
01:55
or body language -- but we call it nonverbals as social scientists --
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我们将之归纳为社会科学
01:59
it's language, so we think about communication.
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它就是一种语言，所以我们会想到沟通
02:01
When we think about communication, we think about interactions.
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当我们想到沟通，我们就想到互动
02:04
So what is your body language communicating to me?
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所以你现在的身体语言正在告诉我什么?
02:07
What's mine communicating to you?
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我的身体又是在向你传达什么?
02:09
And there's a lot of reason to believe that this is a valid
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有很多理由让我们相信这些是有效的
02:13
way to look at this. So social scientists have spent a lot
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社会科学家花了很多时间
02:16
of time looking at the effects of our body language,
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求证肢体语言的效果
02:19
or other people's body language, on judgments.
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或其它人的身体语言在判断方面的效应
02:22
And we make sweeping judgments and inferences from body language.
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而我们环视身体语言中的讯息做决定和推论
02:25
And those judgments can predict really meaningful life outcomes
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这些结论可以预测生活中很有意义的结果
02:29
like who we hire or promote, who we ask out on a date.
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像是我们雇用谁或给谁升职，邀请谁出去约会
02:33
For example, Nalini Ambady, a researcher at Tufts University,
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举例而言，Tufts大学的研究员，Nalini Ambady表示
02:38
shows that when people watch 30-second soundless clips
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人们观赏一部医生和患者互动的
02:42
of real physician-patient interactions,
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30秒无声影片
02:45
their judgments of the physician's niceness
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他们对该医生的和善观感
02:48
predict whether or not that physician will be sued.
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可用来预测该复健师是否会被告上法庭
02:50
So it doesn't have to do so much with whether or not
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跟这个医生能否胜任工作没有太大关系
02:53
that physician was incompetent, but do we like that person
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重点是我们喜不喜欢他
02:55
and how they interacted?
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和他们是如何与人互动的?
02:58
Even more dramatic, Alex Todorov at Princeton has shown
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进一步来说，普林斯顿的Alex Todorov 表示
03:00
us that judgments of political candidates' faces
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我们对政治人物脸部的喜好判断
03:04
in just one second predict 70 percent of U.S. Senate
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大概可用来对美国参议院和美国州长的
03:09
and gubernatorial race outcomes,
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竞选结果做70%的预测
03:12
and even, let's go digital,
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甚至就网络上
03:14
emoticons used well in online negotiations
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在线聊天时使用的表情符号
03:18
can lead to you claim more value from that negotiation.
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可以帮助你从交谈中得到更多信息
03:21
If you use them poorly, bad idea. Right?
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所以你千万别弄巧成拙，对吧?
03:24
So when we think of nonverbals, we think of how we judge
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当我们提起肢体语言，我们就想到我们如何论断别人
03:27
others, how they judge us and what the outcomes are.
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别人如何论断我们以及后果会是什么
03:30
We tend to forget, though, the other audience
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我们往往忘记这点，受到肢体动作所影响的那群观众
03:32
that's influenced by our nonverbals, and that's ourselves.
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就是我们自己
03:36
We are also influenced by our nonverbals, our thoughts
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我们也往往受自己的肢体动作，想法
03:39
and our feelings and our physiology.
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感觉和心理所影响
03:41
So what nonverbals am I talking about?
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所以究竟我说的是怎样的非语言?
03:45
I'm a social psychologist. I study prejudice,
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我是一位社会心理学家，我研究偏见
03:48
and I teach at a competitive business school,
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我在一所极具竞争力的商业学院上课
03:50
so it was inevitable that I would become interested in power dynamics.
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因此无可避免地对权力动力学感到着迷
03:55
I became especially interested in nonverbal expressions
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特别是在非语言表达
03:59
of power and dominance.
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对权力和支配的领域
04:01
And what are nonverbal expressions of power and dominance?
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权力和支配的非语言表达究竟是什么?
04:03
Well, this is what they are.
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嗯，让我细细道来
04:05
So in the animal kingdom, they are about expanding.
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在动物王国里，它们和扩张有关
04:08
So you make yourself big, you stretch out,
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所以你尽可能的让自己变大，你向外伸展
04:11
you take up space, you're basically opening up.
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占满空间，基本上就是展开
04:14
It's about opening up. And this is true
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关于展开，我说真的
04:17
across the animal kingdom. It's not just limited to primates.
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透视动物世界，这不仅局限于灵长类
04:21
And humans do the same thing. (Laughter)
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人类也干同样的事(笑声)
04:24
So they do this both when they have power sort of chronically,
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不论是他们长期掌权或是在某个时间点感到权力高涨
04:28
and also when they're feeling powerful in the moment.
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他们都这么做
04:31
And this one is especially interesting because it really shows us
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特别有趣的原因是
04:34
how universal and old these expressions of power are.
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它让我们明白权力的展现从来是如此地一致，不管古今世界
04:38
This expression, which is known as pride,
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这种展现，被认为是一种荣耀
04:41
Jessica Tracy has studied. She shows that
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Jessica Tracy研究表示
04:44
people who are born with sight
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视力良好无碍
04:46
and people who are congenitally blind do this
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和先天视障的人
04:49
when they win at a physical competition.
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在赢得比赛时都做了同样的事
04:51
So when they cross the finish line and they've won,
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当他们跨过终点线赢得比赛之际
04:53
it doesn't matter if they've never seen anyone do it.
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无论能否看的见
04:55
They do this.
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他们都做这样的动作
04:56
So the arms up in the V, the chin is slightly lifted.
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双臂呈V字型朝上，下巴微微抬起
05:00
What do we do when we feel powerless? We do exactly
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那我们感到无助的时候呢?我们的行为正相反
05:02
the opposite. We close up. We wrap ourselves up.
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我们封闭起来。我们把自己蜷起来
05:06
We make ourselves small. We don't want to bump into the person next to us.
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让自己变得小一点，最好别碰到别人
05:10
So again, both animals and humans do the same thing.
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这再一次证明，人类和动物都做同样的事
05:13
And this is what happens when you put together high
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这就是当你有力量和没力量时的行为
05:16
and low power. So what we tend to do
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所以当力量来临时
05:18
when it comes to power is that we complement the other's nonverbals.
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我们会迎合别人的非语言
05:23
So if someone is being really powerful with us,
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若有人之于我们相对权重时
05:25
we tend to make ourselves smaller. We don't mirror them.
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我们倾向把自己变得较小，不会模仿他们
05:27
We do the opposite of them.
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我们做和他们正相反的事情
05:29
So I'm watching this behavior in the classroom,
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当我在课堂上观察这么现象时
05:33
and what do I notice? I notice that MBA students
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你猜我发现什么?我发现MBA的学生
05:39
really exhibit the full range of power nonverbals.
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真的很会就充分利用肢体语言
05:42
So you have people who are like caricatures of alphas,
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你会看到有些人像是统治者
05:45
really coming into the room, they get right into the middle of the room
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走进房间，课程开始之前一屁股坐在正中间
05:48
before class even starts, like they really want to occupy space.
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好像他们真的很想占据整个教室似的
05:52
When they sit down, they're sort of spread out.
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当他们坐下的时候，身体会展开
05:54
They raise their hands like this.
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像这样举手
05:56
You have other people who are virtually collapsing
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有些人则不然
05:58
when they come in. As soon they come in, you see it.
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他们一走进来你就会发现
06:01
You see it on their faces and their bodies, and they sit
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从他们的脸和身体你会发现
06:03
in their chair and they make themselves tiny,
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他们坐在椅子上的时候把自己变得很萎靡
06:05
and they go like this when they raise their hand.
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然后举手的时候是这种姿势
06:08
I notice a couple of things about this.
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我观察到很多事情
06:10
One, you're not going to be surprised.
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其中一件，不令人惊讶
06:12
It seems to be related to gender.
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就是跟性别差异有关
06:14
So women are much more likely to do this kind of thing than men.
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女人比男人更容易出现这种状况
06:20
Women feel chronically less powerful than men,
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女人一般比较容易比男人感到无力
06:22
so this is not surprising. But the other thing I noticed is that
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这并不太令人意外。然而我发现的另一件事是
06:26
it also seemed to be related to the extent to which
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这似乎也跟
06:29
the students were participating, and how well they were participating.
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学生参与的程度高低有关
06:33
And this is really important in the MBA classroom,
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就MBA的课来说这真的非常重要
06:35
because participation counts for half the grade.
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因为课堂参与程度要占成绩的一半
06:38
So business schools have been struggling with this gender grade gap.
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所以商学院一直以来都为此伤脑筋
06:42
You get these equally qualified women and men coming in
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入学的时候男生女生是不分轩轾的
06:46
and then you get these differences in grades,
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可是成绩出来却有这些性别差异
06:48
and it seems to be partly attributable to participation.
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而看起来却有一部分原因和参与度有关
06:51
So I started to wonder, you know, okay,
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所以我开始思索，好吧
06:54
so you have these people coming in like this, and they're
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这群人一开始进来是这样，他们参与其中
06:56
participating. Is it possible that we could get people to fake it
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那有没有可能让大家来假装
07:00
and would it lead them to participate more?
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让他们更加参与进来?
07:02
So my main collaborator Dana Carney, who's at Berkeley,
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我在Berkeley的主要合作研究伙伴，Dana Carney
07:07
and I really wanted to know, can you fake it till you make it?
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我很想知道，你能假装直到你成功吗？
07:10
Like, can you do this just for a little while and actually
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譬如说，只做一下下然后就体验到一个
07:13
experience a behavioral outcome that makes you seem more powerful?
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让你感到更加充满力量的结果
07:17
So we know that our nonverbals govern how other people
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所以得知非语言如何掌控他人
07:21
think and feel about us. There's a lot of evidence.
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对我们的想法和感受。有很多证据可以证明
07:22
But our question really was, do our nonverbals
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但我们的问题是，我们非语言的部分
07:26
govern how we think and feel about ourselves?
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是否真的掌控我们对自己的想法和感受?
07:29
There's some evidence that they do.
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这里确实有些证据可以表明
07:31
So, for example, we smile when we feel happy,
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举例来说，当我们高兴的时候我们会笑
07:36
but also, when we're forced to smile
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但同样地，当我们含着一只笔练习笑容的时候
07:38
by holding a pen in our teeth like this, it makes us feel happy.
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我们也会感到开心
07:43
So it goes both ways. When it comes to power,
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这说明这是相互的。说到力量的时候
07:46
it also goes both ways. So when you feel powerful,
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亦是如此。所以当我们感到充满力量的时候
07:51
you're more likely to do this, but it's also possible that
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你更加可能会这样做，但你也可能
07:54
when you pretend to be powerful, you are more likely
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假装自己很有力量
08:00
to actually feel powerful.
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然后真的感到力量强大
08:02
So the second question really was, you know,
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那第二个问题就是，你看
08:05
so we know that our minds change our bodies,
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我们知道心理状态会影响我们的身体
08:08
but is it also true that our bodies change our minds?
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那身体是否能影响心理呢?
08:12
And when I say minds, in the case of the powerful,
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这里所说的心理充满力量
08:15
what am I talking about?
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究竟指的是什么?
08:16
So I'm talking about thoughts and feelings
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我指的是想法和感觉
08:19
and the sort of physiological things that make up our thoughts and feelings,
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和可以组成我们想法和感受的实际事物
08:22
and in my case, that's hormones. I look at hormones.
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我这里是指荷尔蒙。我指的是这个
08:25
So what do the minds of the powerful versus the powerless
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充满力量和没有力量的心智
08:28
look like?
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是什么样的呢?
08:30
So powerful people tend to be, not surprisingly,
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毫不令人意外，心理坚强的人往往
08:34
more assertive and more confident, more optimistic.
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比较果断，自信，且乐观
08:38
They actually feel that they're going to win even at games of chance.
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就连在赌注里也觉得他们会赢
08:41
They also tend to be able to think more abstractly.
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他们也倾向于能够抽象地思考
08:45
So there are a lot of differences. They take more risks.
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所以这其中有很大区别。他们更敢于冒险
08:48
There are a lot of differences between powerful and powerless people.
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充满力量与否的心智二者存有许多不同
08:51
Physiologically, there also are differences on two
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生理上两个关键的贺尔蒙
08:54
key hormones: testosterone, which is the dominance hormone,
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睾丸酮，是一种支配荷尔蒙
08:58
and cortisol, which is the stress hormone.
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可的松，是一种压力荷尔蒙
09:02
So what we find is that
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我们发现
09:05
high-power alpha males in primate hierarchies
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灵长类的雄性首领
09:09
have high testosterone and low cortisol,
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有高浓度的睪丸酮和低浓度的可的松
09:12
and powerful and effective leaders also have
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相同情形也在
09:16
high testosterone and low cortisol.
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强而有力的领导人身上可见
09:18
So what does that mean? When you think about power,
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这表示什么? 当你想到力量
09:20
people tended to think only about testosterone,
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人们往往只想到睪丸酮
09:23
because that was about dominance.
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因为它代表支配统治
09:24
But really, power is also about how you react to stress.
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但力量其实是在于你如何应对压力
09:28
So do you want the high-power leader that's dominant,
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所以你会想要一个
09:31
high on testosterone, but really stress reactive?
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有着很高浓度的睪丸酮但同时又高度紧张的领导吗?
09:34
Probably not, right? You want the person
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大概不会是吧?你会希望那个人
09:36
who's powerful and assertive and dominant,
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是充满力量，肯定果断且知道如何支配
09:38
but not very stress reactive, the person who's laid back.
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但不是非常紧张，或是懒洋洋的
09:42
So we know that in primate hierarchies, if an alpha
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灵长类动物的金字塔里
09:48
needs to take over, if an individual needs to take over
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如果一个首领想要掌控这个种群
09:52
an alpha role sort of suddenly,
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或取代原先的首领
09:55
within a few days, that individual's testosterone has gone up
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几天之内，那一方体内的睪丸酮会大大地上升
09:58
significantly and his cortisol has dropped significantly.
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而其可的松会剧烈地下降
10:01
So we have this evidence, both that the body can shape
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身体影响心理之例，由此可见一斑
10:04
the mind, at least at the facial level,
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至少就表面而言是如此
10:07
and also that role changes can shape the mind.
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同时角色的转换也会影响心智
10:11
So what happens, okay, you take a role change,
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所以，如果你改变角色
10:14
what happens if you do that at a really minimal level,
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就一个小改变
10:16
like this tiny manipulation, this tiny intervention?
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像这样一个小小的操作，这样一个小小的干预?
10:19
"For two minutes," you say, "I want you to stand like this,
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"持续两分钟"你说，"我要你们这样站着，
10:21
and it's going to make you feel more powerful."
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它会让你感到更加充满力量"
10:24
So this is what we did. We decided to bring people
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我们是这样做的
10:28
into the lab and run a little experiment, and these people
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我们决定将人们带进实验室，做一个小实验
10:33
adopted, for two minutes, either high-power poses
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这些人将维持有力或无力的姿势两分钟
10:37
or low-power poses, and I'm just going to show you
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然后我就会告诉你
10:39
five of the poses, although they took on only two.
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这五种姿势，虽然他们只做了两种
10:42
So here's one.
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这是其一
10:45
A couple more.
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看看这些
10:47
This one has been dubbed the "Wonder Woman"
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这个被媒体取名为
10:50
by the media.
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"神力女超人"
10:52
Here are a couple more.
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还有这些
10:53
So you can be standing or you can be sitting.
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或站或坐
10:56
And here are the low-power poses.
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这些是无力的姿势
10:58
So you're folding up, you're making yourself small.
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你双手交叉，试着让自己变小一点
11:02
This one is very low-power.
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这是非常无力的一张
11:04
When you're touching your neck,
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当你在摸你的脖子
11:05
you're really protecting yourself.
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你其实在保护自己
11:07
So this is what happens. They come in,
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实际的状况是，他们进来
11:10
they spit into a vial,
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取出唾液
11:12
we for two minutes say, "You need to do this or this."
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维持一个姿势达两分钟
11:15
They don't look at pictures of the poses. We don't want to prime them
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他们不会看到姿势的照片，因为我们不想要影响他们
11:17
with a concept of power. We want them to be feeling power,
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我们希望他们自己感觉到力量
11:20
right? So two minutes they do this.
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不是吗?所以他们做了整整两分钟
11:22
We then ask them, "How powerful do you feel?" on a series of items,
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我们关于一些事物问:"现在你觉得自己多有力量?"
11:25
and then we give them an opportunity to gamble,
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受试者接着会有一个博奕的机会
11:28
and then we take another saliva sample.
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接着再取得唾液范本
11:31
That's it. That's the whole experiment.
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这就是整个实验
11:33
So this is what we find. Risk tolerance, which is the gambling,
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我们发现到风险承担能力，
11:36
what we find is that when you're in the high-power
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也就是在赌博时，当处于强有力的姿势的时
11:39
pose condition, 86 percent of you will gamble.
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86%的人会选择赌博
11:43
When you're in the low-power pose condition,
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相对处于一个较无力的姿势时
11:45
only 60 percent, and that's a pretty whopping significant difference.
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只有60%的人，这真是很令人惊讶的差异
11:49
Here's what we find on testosterone.
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就睪丸酮而言我们发现
11:51
From their baseline when they come in, high-power people
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这些人进来的那一刻起，有力量的那些人
11:55
experience about a 20-percent increase,
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会有20%的提高
11:57
and low-power people experience about a 10-percent decrease.
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无力的人则下降10%
12:02
So again, two minutes, and you get these changes.
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所以，再次地，当你有这些改变
12:05
Here's what you get on cortisol. High-power people
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有力的人
12:07
experience about a 25-percent decrease, and
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可的松下降25%，
12:10
the low-power people experience about a 15-percent increase.
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而无力的人可的松则上升15%
12:14
So two minutes lead to these hormonal changes
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二分钟可以让这些荷尔蒙改变
12:17
that configure your brain to basically be either
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使你的脑袋变得
12:20
assertive, confident and comfortable,
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果断，自信和自在
12:23
or really stress-reactive, and, you know, feeling
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或高度紧张以及感到与世隔绝
12:27
sort of shut down. And we've all had the feeling, right?
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我们都曾有过这些体验对吗?
12:31
So it seems that our nonverbals do govern
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看来非语言确实掌控
12:34
how we think and feel about ourselves,
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我们对自己的想法和感受
12:36
so it's not just others, but it's also ourselves.
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不只是别人，更是我们自己
12:39
Also, our bodies change our minds.
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同时，我们的身体可以改变我们的心理
12:41
But the next question, of course, is
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但下一个问题，当然，就是
12:44
can power posing for a few minutes
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维持数分钟的姿势
12:45
really change your life in meaningful ways?
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是否真能引导一个更有意义的人生呢?
12:47
So this is in the lab. It's this little task, you know,
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刚刚都只是在实验室哩，一个小实验，你知道的
12:50
it's just a couple of minutes. Where can you actually
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只有几分钟。你要怎么实现这一切呢?
12:53
apply this? Which we cared about, of course.
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落实在我们关心的地方呢?
12:55
And so we think it's really, what matters, I mean,
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我们关心的其实是，我是说
13:00
where you want to use this is evaluative situations
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你在那里可以用这些技巧去评估时势
13:02
like social threat situations. Where are you being evaluated,
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像是社交威胁的情形。譬如说你被人打量时?
13:06
either by your friends? Like for teenagers it's at the lunchroom table.
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或者是青少年吃午餐的时候
13:09
It could be, you know, for some people it's speaking
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你知道，对有些人来说就好像在开
13:11
at a school board meeting. It might be giving a pitch
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学校的董事会。有时候是一个小演讲
13:14
or giving a talk like this
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有时是像这种讲演
13:17
or doing a job interview.
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或是工作面试时
13:20
We decided that the one that most people could relate to
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我们后来决定用一个最多人能做比较的
13:23
because most people had been through
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因为大部分人都曾经
13:24
was the job interview.
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面试工作过
13:25
So we published these findings, and the media
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我们将这些发现发表出来，接着媒体就大量曝光
13:29
are all over it, and they say, Okay, so this is what you do
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说，好，所以你去面试时，
13:32
when you go in for the job interview, right? (Laughter)
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你得这样做，对吧?(笑声)
13:35
You know, so we were of course horrified, and said,
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我们当然大吃一惊，表示
13:37
Oh my God, no, no, no, that's not what we meant at all.
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我的天啊，不不不，我们不是这个意思
13:40
For numerous reasons, no, no, no, don't do that.
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不管什么原因，不不，千万别这么做
13:42
Again, this is not about you talking to other people.
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这和你跟别人交谈无关
13:45
It's you talking to yourself. What do you do
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这是你在和你自己交谈
13:47
before you go into a job interview? You do this.
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你在面试工作之前会怎么做?你会这样
13:50
Right? You're sitting down. You're looking at your iPhone --
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对吧?你会做下来，你盯着自己的爱疯
13:52
or your Android, not trying to leave anyone out.
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或者安卓，转移自己的视线
13:54
You are, you know, you're looking at your notes,
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你看着自己的笔记
13:56
you're hunching up, making yourself small,
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你把自己蜷缩起来，试着让自己变得小一点
13:58
when really what you should be doing maybe is this,
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你真正需要做的应该是
14:00
like, in the bathroom, right? Do that. Find two minutes.
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找个浴室，然后这样，花个两分钟
14:04
So that's what we want to test. Okay?
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所以我们想做是这个
14:05
So we bring people into a lab, and
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把人带进实验室
14:07
they do either high- or low-power poses again,
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他们再次保持有力或无力姿势
14:11
they go through a very stressful job interview.
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接着进行一个高度压力的面试
14:13
It's five minutes long. They are being recorded.
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为时五分钟。所有都会被记录下来
14:17
They're being judged also, and the judges
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同时也会被评论，而这些考官都接受过训练
14:20
are trained to give no nonverbal feedback,
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不会给予任何非语言的反馈
14:24
so they look like this. Like, imagine
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所以他们看起来就像这样，像图上所示
14:25
this is the person interviewing you.
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想象一下，这个人正在面试你
14:27
So for five minutes, nothing, and this is worse than being heckled.
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整整五分钟，什么都没有，这比刁难诘问更难受
14:32
People hate this. It's what Marianne LaFrance calls
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大家都不喜欢这种方式。这就是 Marianne LaFrance 所谓的
14:35
"standing in social quicksand."
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"陷入社交流沙中"
14:38
So this really spikes your cortisol.
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这可以大大激发你的可的松
14:39
So this is the job interview we put them through,
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我们给予受试者这样的面试
14:41
because we really wanted to see what happened.
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因为我们真的想看看会有什么样的结果
14:44
We then have these coders look at these tapes, four of them.
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接着我们得出下列四种结果
14:47
They're blind to the hypothesis. They're blind to the conditions.
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受试者不知假设前提和状况下
14:50
They have no idea who's been posing in what pose,
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没有人知道谁摆什么样的姿势
14:53
and they end up looking at these sets of tapes,
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5090
接着他们观看这些带子
14:58
and they say, "Oh, we want to hire these people," --
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然后他们说，"噢，我们想要录用这些人"--
15:00
all the high-power posers -- "we don't want to hire these people.
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那些摆强有力姿势的人--"这些人我们不想录用"
15:04
We also evaluate these people much more positively overall."
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我们也评量这群人整体而言更正面
15:06
But what's driving it? It's not about the content of the speech.
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4736
但背后的原因是什么?这跟演讲的内容无关
15:11
It's about the presence that they're bringing to the speech.
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而是他们在演讲中带出来的存在感
15:14
We also, because we rate them on all these variables
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同时，我们也就这些关于能力之变动因素评价他们
15:16
related to competence, like, how well-structured
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像是演讲的整体架构怎样?
15:19
is the speech? How good is it? What are their qualifications?
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它有多棒?讲员的证照学历?
15:22
No effect on those things. This is what's affected.
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这些全都无关。有影响的是
15:25
These kinds of things. People are bringing their true selves,
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这些事。基本上人们表达真实的自己
15:28
basically. They're bringing themselves.
306
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就他们自己
15:30
They bring their ideas, but as themselves,
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2223
他们的想法，当他们心里
15:32
with no, you know, residue over them.
308
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没有芥蒂
15:35
So this is what's driving the effect, or mediating the effect.
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这就是被后真实的力量，或者可以说是计划的结果
15:40
So when I tell people about this,
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所以当我告诉人们
15:43
that our bodies change our minds and our minds can change our behavior,
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我们的身体会改变心理，心理会改变行为
15:46
and our behavior can change our outcomes, they say to me,
312
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而行为会改变结果，他们跟我说
15:49
"I don't -- It feels fake." Right?
313
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"我不这么觉得--听起来好像是假的" 对吗?
15:51
So I said, fake it till you make it. I don't -- It's not me.
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我就说，你就假装一直到你达成目的为止。不是我啦
15:55
I don't want to get there and then still feel like a fraud.
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我不想要到达到那个目标后仍然感觉像是一个骗局
15:58
I don't want to feel like an impostor.
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我不想要成为一个骗子
15:59
I don't want to get there only to feel like I'm not supposed to be here.
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我一点也不想达到那个目标才发觉我不应该如此
16:04
And that really resonated with me,
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我真是有感而发的
16:06
because I want to tell you a little story about
319
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这里跟大家分享一个小故事
16:08
being an impostor and feeling like I'm not supposed to be here.
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关于成为一个骗子然后感到不应该在这里的故事
16:11
When I was 19, I was in a really bad car accident.
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在我19岁的时候，发生了一场很严重的车祸
16:14
I was thrown out of a car, rolled several times.
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我整个人飞出车外，滚了好几翻
16:18
I was thrown from the car. And I woke up in a head injury
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我是弹出车外的，之后在休息室醒来以后发现头部重伤
16:21
rehab ward, and I had been withdrawn from college,
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3592
我从大学里休学
16:25
and I learned that my I.Q. had dropped by two standard deviations,
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5712
别人告知我智商下降了2个标准差
16:31
which was very traumatic.
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2588
情况非常非常糟糕
16:33
I knew my I.Q. because I had identified with being smart,
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2871
我知道我的智商应该是多少，因为我以前被人家认为是很聪明的那种
16:36
and I had been called gifted as a child.
328
980566
2012
小时候大家都觉得我很有才华
16:38
So I'm taken out of college, I keep trying to go back.
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3200
当我离开大学时，我试着回去
16:41
They say, "You're not going to finish college.
330
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1724
他们说都告诉我说，"你没有办法毕业的。
16:43
Just, you know, there are other things for you to do,
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2877
你知道，你还可以做很多其它的事阿，
16:46
but that's not going to work out for you."
332
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1898
别往死胡同里钻了。"
16:48
So I really struggled with this, and I have to say,
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我死命挣扎，我必须承认
16:52
having your identity taken from you, your core identity,
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当你的认同感被剥夺的时候，那个主要的身分认同
16:54
and for me it was being smart,
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就我而言是我的智力被夺走了
16:56
having that taken from you, there's nothing that leaves you feeling more powerless than that.
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再没有比这个更加无助的时候了
17:01
So I felt entirely powerless. I worked and worked and worked,
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我感到完全的无助，我拼命地疯狂地努力
17:03
and I got lucky, and worked, and got lucky, and worked.
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幸运眷顾，努力，幸运眷顾，再努力。
17:06
Eventually I graduated from college.
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最终我从学校毕业了。
17:09
It took me four years longer than my peers,
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我比同侪多花了四年的时间
17:11
and I convinced someone, my angel advisor, Susan Fiske,
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然后说服我的恩师，Susan Fiske
17:15
to take me on, and so I ended up at Princeton,
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让我进去，所以我最后进入了普林斯顿
17:18
and I was like, I am not supposed to be here.
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我当时觉得，我不应该在这里
17:21
I am an impostor.
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我是个骗子
17:22
And the night before my first-year talk,
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在我第一年演讲的那个晚上，
17:24
and the first-year talk at Princeton is a 20-minute talk
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普林斯顿第一年的演讲
17:26
to 20 people. That's it.
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大约是对20个人做20分钟的演讲。就这样
17:28
I was so afraid of being found out the next day
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我当时如此害怕隔天被拆穿
17:31
that I called her and said, "I'm quitting."
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所以我打给她说，"我不干了。"
17:34
She was like, "You are not quitting,
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她说:"你不可以不干，
17:36
because I took a gamble on you, and you're staying.
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因为我赌在你身上了，你得留下。
17:39
You're going to stay, and this is what you're going to do.
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你会留下，你将会留下来了。
17:41
You are going to fake it.
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你要骗过所有人。
17:42
You're going to do every talk that you ever get asked to do.
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你被要求的每个演讲你都得照办
17:46
You're just going to do it and do it and do it,
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你得一直讲一直讲
17:48
even if you're terrified and just paralyzed
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即使你怕死了，脚瘫了
17:51
and having an out-of-body experience, until you have
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灵魂出窍了，直到你发现你在说
17:53
this moment where you say, 'Oh my gosh, I'm doing it.
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"噢，我的天啊，我正在做这件事
17:56
Like, I have become this. I am actually doing this.'"
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我已经成为它的一部分了，我正在做它。"
17:59
So that's what I did. Five years in grad school,
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这就是说所做的，硕士的五年
18:02
a few years, you know, I'm at Northwestern,
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这些年，我在Northwestern
18:04
I moved to Harvard, I'm at Harvard, I'm not really
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我后来去了哈佛，我在哈佛，我没有在想到它
18:06
thinking about it anymore, but for a long time I had been thinking,
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但之前有很长一段时间我都在想这件事
18:10
"Not supposed to be here. Not supposed to be here."
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"不应该在这。不应该在这。"
18:12
So at the end of my first year at Harvard,
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所以哈佛第一年结束
18:14
a student who had not talked in class the entire semester,
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我对整个学期在课堂上都没有说话的一个学生说:
18:19
who I had said, "Look, you've gotta participate or else you're going to fail,"
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你得参与融入否则你不会过这一科的
18:22
came into my office. I really didn't know her at all.
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来我的办公室吧。其实我压根就不认识她。
18:25
And she said, she came in totally defeated, and she said,
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她说:她很挫败地进来了，她说
18:29
"I'm not supposed to be here."
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"我不应该在这里的。"
18:35
And that was the moment for me. Because two things happened.
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就在此刻，两件事发生了
18:39
One was that I realized,
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我突然明白
18:40
oh my gosh, I don't feel like that anymore. You know.
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天啊，我再也没有这种感觉了。你知道吗。
18:44
I don't feel that anymore, but she does, and I get that feeling.
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我再也不会有那种感觉，但她有，我能体会到她的感受。
18:46
And the second was, she is supposed to be here!
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第二个想法是，她应该在这里!
18:49
Like, she can fake it, she can become it.
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她可以假装，一直到她成功为止。
18:51
So I was like, "Yes, you are! You are supposed to be here!
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所以我跟她说，"你当然应该! 你应该在这里!"
18:54
And tomorrow you're going to fake it,
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明天起你就假装
18:56
you're going to make yourself powerful, and, you know,
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你要让自己充满力量，你要知道
18:59
you're gonna — " (Applause)
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你将会---"(掌声)
19:02
(Applause)
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(掌声)
19:04
"And you're going to go into the classroom,
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"你要走进教室
19:08
and you are going to give the best comment ever."
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你会发表最棒的评论。"
19:11
You know? And she gave the best comment ever,
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你知道吗?她就真的发表了最成功的评论
19:14
and people turned around and they were like,
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大家都回过神来，他们就好像
19:15
oh my God, I didn't even notice her sitting there, you know? (Laughter)
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喔我的天啊，我竟没有注意到她坐在那里，你知道吗?(笑声)
19:18
She comes back to me months later, and I realized
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几个月后她来找我，我才明白
19:21
that she had not just faked it till she made it,
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她不仅只是假装到她成功为止
19:23
she had actually faked it till she became it.
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她已经融会贯通了
19:26
So she had changed.
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整个人脱胎换骨
19:28
And so I want to say to you, don't fake it till you make it.
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我想对大家说，不要仅为了成功而假装
19:32
Fake it till you become it. You know? It's not —
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要把它溶到你骨子里去。知道吗?
19:35
Do it enough until you actually become it and internalize.
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持续地做直到它内化到你的骨髓里
19:38
The last thing I'm going to leave you with is this.
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最后与大家分享的是
19:41
Tiny tweaks can lead to big changes.
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小小的调整可以有大大的改变
19:45
So this is two minutes.
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就二分钟
19:48
Two minutes, two minutes, two minutes.
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二分钟，二分钟，二分钟
19:50
Before you go into the next stressful evaluative situation,
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在你进行下一场紧张的评估之前
19:53
for two minutes, try doing this, in the elevator,
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拿出二分钟，尝试做这个，电梯里
19:56
in a bathroom stall, at your desk behind closed doors.
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浴室间，房门关起在你的桌子前面
19:59
That's what you want to do. Configure your brain
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你就这么做，设置你的脑袋
20:01
to cope the best in that situation.
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以发挥最大效益
20:03
Get your testosterone up. Get your cortisol down.
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提升你的睪丸铜，降低你的可的松
20:06
Don't leave that situation feeling like, oh, I didn't show them who I am.
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千万别留下，噢，我没把最好的表现出来那种遗憾
20:10
Leave that situation feeling like, oh, I really feel like
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而是留下，噢，我真想
20:12
I got to say who I am and show who I am.
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让他们知道，让他们看见，我是个怎样的人
20:14
So I want to ask you first, you know,
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在这里我想要求大家，你知道的
20:17
both to try power posing,
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尝试这有力的姿势
20:21
and also I want to ask you
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同时也想请求各位
20:22
to share the science, because this is simple.
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把这项科学分享出去，因为它很简单
20:26
I don't have ego involved in this. (Laughter)
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我可不是自尊心的问题喔(笑声)
20:28
Give it away. Share it with people,
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放开它。和人分享
20:29
because the people who can use it the most are the ones
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因为最经常可以使用它的人会是那些
20:31
with no resources and no technology
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没有资源和技术的一群人
20:36
and no status and no power. Give it to them
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没有社会地位和权势。把这个传达给他们
20:39
because they can do it in private.
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好让他们可以私下这样做
20:40
They need their bodies, privacy and two minutes,
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他们会需要他们的身体，隐私和那二分钟
20:43
and it can significantly change the outcomes of their life.
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然后这会大大地改变他们生活的结果
20:46
Thank you. (Applause)
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谢谢(掌声)
20:50
(Applause)
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(掌声)
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