TEDGlobal 2012
Amy Cuddy: Your body language may shape who you are
Amy Cuddy: Dit kropssprog former, hvem du er
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Kropssprog påvirker, hvordan andre ser os, men det kan også ændre, hvordan vi ser os selv. Social psykolog Amy Cuddy viser, hvordan "styrkeposering" - at stå i en tilstand af styrke, selv når vi ikke føler os selvsikre - kan påvirke testosteron og cortisol-niveauet i hjernen, og måske endda have en indvirkning på vores chancer for succes .
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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Jeg vil gerne begynde med at give jer et gratis
00:19
no-tech life hack,
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ikke-teknisk 'lifehack,'
00:22
and all it requires of you is this:
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og det eneste, det kræver af jer, er følgende:
00:24
that you change your posture for two minutes.
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at I ændrer jeres kropsholdning i to minutter.
00:28
But before I give it away, I want to ask you to right now
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Men før jeg går videre, vil jeg gerne bede jer om nu
00:32
do a little audit of your body and what you're doing with your body.
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at blive bevidst om jeres krop, og om hvad I gør med jeres krop lige nu.
00:35
So how many of you are sort of making yourselves smaller?
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Hvor mange af jer sidder og gør jer selv mindre?
00:38
Maybe you're hunching, crossing your legs,
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Måske sidder I og krummer ryggen, krydser benene,
00:40
maybe wrapping your ankles.
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måske krydser I anklerne.
00:41
Sometimes we hold onto our arms like this.
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Nogle gange holder vi fast i vores arme sådan her.
00:45
Sometimes we spread out. (Laughter)
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Nogle gange sidder vi og flyder. (Latter)
00:49
I see you. (Laughter)
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Jeg kan godt se jer. (Latter)
00:51
So I want you to pay attention to what you're doing right now.
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I må gerne lige lægge mærke til, hvad I gør lige nu.
00:54
We're going to come back to that in a few minutes,
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Det vender vi tilbage til om et øjeblik,
00:56
and I'm hoping that if you learn to tweak this a little bit,
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og det er mit håb, at hvis I lærer nogle få justeringer,
00:59
it could significantly change the way your life unfolds.
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så kan det være med til at forandre jeres liv betydeligt.
01:03
So, we're really fascinated with body language,
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Vi er meget fascinerede af kropssprog,
01:07
and we're particularly interested
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og vi er især interesserede
01:09
in other people's body language.
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i andre menneskers kropssprog.
01:11
You know, we're interested in, like, you know — (Laughter) —
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Vi er interesserede i fx - (Latter) -
01:16
an awkward interaction, or a smile,
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kluntede samspil, eller et smil,
01:20
or a contemptuous glance, or maybe a very awkward wink,
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eller et hånligt blik eller måske et akavet blink,
01:24
or maybe even something like a handshake.
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eller måske endda et håndtryk.
01:27
Narrator: Here they are arriving at Number 10, and look at this
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Kommentator: Her ankommer de til Downing Street og se nu denne
01:30
lucky policeman gets to shake hands with the President
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heldige politimand, der får lov til at få et håndtryk af
01:33
of the United States. Oh, and here comes
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den amerikanske præsident. Og her kommer
01:35
the Prime Minister of the — ? No. (Laughter) (Applause)
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premierministeren - ? Nej. (Latter) (Bifald)
01:40
(Laughter) (Applause)
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(Latter) (Bifald)
01:42
Amy Cuddy: So a handshake, or the lack of a handshake,
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Amy Cuddy: Altså et håndtryk eller et manglende håndtryk
01:47
can have us talking for weeks and weeks and weeks.
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kan give os noget at tale om i flere uger.
01:49
Even the BBC and The New York Times.
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Ja, selv BBC og The New York Times.
01:51
So obviously when we think about nonverbal behavior,
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Så tydeligvis, når vi tænker på nonverbal fremtræden,
01:55
or body language -- but we call it nonverbals as social scientists --
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eller kropssprog -- men vi sociologer kalder det nonverbaler --
01:59
it's language, so we think about communication.
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det er sprog, så vi tænker på kommunikation.
02:01
When we think about communication, we think about interactions.
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Når vi tænker på kommunikation, tænker vi på interaktion.
02:04
So what is your body language communicating to me?
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Så hvad kommunikerer dit kropssprog til mig?
02:07
What's mine communicating to you?
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Hvad kommunikerer mit til dig?
02:09
And there's a lot of reason to believe that this is a valid
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Og der er en masse grunde til at tro, at dette er en gyldig
02:13
way to look at this. So social scientists have spent a lot
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måde at anskue det på. Så sociologer har brugt en masse
02:16
of time looking at the effects of our body language,
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tid på at se på effekterne af vores kropssprog,
02:19
or other people's body language, on judgments.
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eller andres kropssprog, på bedømmelser.
02:22
And we make sweeping judgments and inferences from body language.
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Og vi laver hurtige bedømmelser og slutninger ud fra kropssprog.
02:25
And those judgments can predict really meaningful life outcomes
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Og disse bedømmelser kan forudsige virkeligt betydningsfulde valg i livet,
02:29
like who we hire or promote, who we ask out on a date.
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som hvem vi ansætter eller forfremmer, hvem vi inviterer på date.
02:33
For example, Nalini Ambady, a researcher at Tufts University,
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F.eks. Nalini Ambady, en forsker ved Tufts Universitet,
02:38
shows that when people watch 30-second soundless clips
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viser, at når personer ser 30 sekunder lydløse klip
02:42
of real physician-patient interactions,
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af virkelige læge-patient interaktioner,
02:45
their judgments of the physician's niceness
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at deres bedømmelse af lægens venlighed
02:48
predict whether or not that physician will be sued.
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forudsiger om denne læge vil blive sagsøgt.
02:50
So it doesn't have to do so much with whether or not
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Så det har ikke så meget, at gøre med om
02:53
that physician was incompetent, but do we like that person
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lægen var inkompetent, men om vi kan lide personen,
02:55
and how they interacted?
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og hvordan de interagerede?
02:58
Even more dramatic, Alex Todorov at Princeton has shown
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Endnu mere dramatisk, Alex Todorov ved Princeton har vist
03:00
us that judgments of political candidates' faces
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os, at bedømmelsen af politiske kandidaters ansigter
03:04
in just one second predict 70 percent of U.S. Senate
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på bare et sekund forudsiger 70 procent af det amerikanske senat-
03:09
and gubernatorial race outcomes,
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og guvernørvalgs resultat,
03:12
and even, let's go digital,
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og derudover, lad os gå digitalt,
03:14
emoticons used well in online negotiations
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emoticons (smileys) brugt godt i online forhandlinger
03:18
can lead to you claim more value from that negotiation.
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kan lede til, at man opnår mere værdi af forhandlingerne.
03:21
If you use them poorly, bad idea. Right?
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Hvis man bruger dem dårligt, dårlig idé. Ikke?
03:24
So when we think of nonverbals, we think of how we judge
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Så når vi tænker på kropssprog, tænker vi på, hvordan vi bedømmer
03:27
others, how they judge us and what the outcomes are.
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andre, hvordan de bedømmer os, og hvad resultaterne er.
03:30
We tend to forget, though, the other audience
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Vi glemmer dog tit det andet publikum,
03:32
that's influenced by our nonverbals, and that's ourselves.
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der påvirkes af vores kropssprog, og det er os selv.
03:36
We are also influenced by our nonverbals, our thoughts
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Vi er også påvirkede af vores kropssprog, vores tanker
03:39
and our feelings and our physiology.
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og vores følelser og fysiologi.
03:41
So what nonverbals am I talking about?
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Så hvilket kropssprog taler jeg om?
03:45
I'm a social psychologist. I study prejudice,
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Jeg er social psykolog. Jeg studerer fordomme
03:48
and I teach at a competitive business school,
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og underviser på en konkurrencepræget handelshøjskole,
03:50
so it was inevitable that I would become interested in power dynamics.
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så det var nærmest uundgåeligt, at jeg ville blive interesseret i magtdynamikker.
03:55
I became especially interested in nonverbal expressions
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Jeg blev specielt interesseret i kropssprog og udtryk
03:59
of power and dominance.
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af styrke og dominans.
04:01
And what are nonverbal expressions of power and dominance?
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Og hvad er kropslige udtryk for styrke og dominans.
04:03
Well, this is what they are.
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Ja, det her er, hvad det er.
04:05
So in the animal kingdom, they are about expanding.
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Så i dyrenes verden, handler de om ekspansion.
04:08
So you make yourself big, you stretch out,
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Så man gør sig selv stor, man strækker sig,
04:11
you take up space, you're basically opening up.
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man fylder, man åbner sig simpelt hen op.
04:14
It's about opening up. And this is true
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Det handler om at åbne sig. Og det er sådan
04:17
across the animal kingdom. It's not just limited to primates.
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på tværs af dyreverdenen. Det er ikke bare begrænset til primater.
04:21
And humans do the same thing. (Laughter)
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Og mennesker gør det samme. (Latter)
04:24
So they do this both when they have power sort of chronically,
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Så de gør dette både, når de har magt sådan hele tiden,
04:28
and also when they're feeling powerful in the moment.
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og også når de føler sig stærke i øjeblikket.
04:31
And this one is especially interesting because it really shows us
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Og dette er specielt interessant, fordi det virkelig viser os,
04:34
how universal and old these expressions of power are.
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hvor universelle og gamle disse udtryk for styrke er.
04:38
This expression, which is known as pride,
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Dette udtryk, som er kendt som stolthed,
04:41
Jessica Tracy has studied. She shows that
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har Jessica Tracy studeret. Hun viser, at
04:44
people who are born with sight
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folk som er født med syn,
04:46
and people who are congenitally blind do this
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og folk som er født blinde gør sådan,
04:49
when they win at a physical competition.
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når de vinder i en fysisk konkurrence.
04:51
So when they cross the finish line and they've won,
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Så når de krydser mållinien, og de har vundet,
04:53
it doesn't matter if they've never seen anyone do it.
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gør det ingen forskel, om de aldrig har set nogen gøre det før.
04:55
They do this.
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De gør sådan her.
04:56
So the arms up in the V, the chin is slightly lifted.
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Så armene er oppe i V form, hagen er let løftet.
05:00
What do we do when we feel powerless? We do exactly
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Hvad gør vi når vi føler os magtesløse? Vi gør præcis
05:02
the opposite. We close up. We wrap ourselves up.
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det modsatte. Vi lukker i. Vi krøller os sammen.
05:06
We make ourselves small. We don't want to bump into the person next to us.
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Vi gør os små. Vi ønsker ikke at bumpe ind i personen ved siden af os.
05:10
So again, both animals and humans do the same thing.
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Så igen, både dyr og mennesker gør det samme.
05:13
And this is what happens when you put together high
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Og dette er, hvad der sker, når man sætter stor styrke
05:16
and low power. So what we tend to do
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og lav styrke sammen. Så det, vi plejer at gøre,
05:18
when it comes to power is that we complement the other's nonverbals.
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når det kommer til styrke, er, at vi supplerer den andens kropssprog.
05:23
So if someone is being really powerful with us,
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Så hvis nogen udtrykker sig virkeligt stærkt,
05:25
we tend to make ourselves smaller. We don't mirror them.
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gør vi os normalt mindre. Vi spejler dem ikke.
05:27
We do the opposite of them.
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Vi gør det modsatte af dem.
05:29
So I'm watching this behavior in the classroom,
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Så jeg ser denne opførsel i klasselokalet,
05:33
and what do I notice? I notice that MBA students
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og hvad bemærker jeg? Jeg bemærker at MBA-studerende
05:39
really exhibit the full range of power nonverbals.
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virkeligt udøver hele paletten af magtnonverbaler.
05:42
So you have people who are like caricatures of alphas,
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Så man har personer, som er ligesom karikaturer af alfaer,
05:45
really coming into the room, they get right into the middle of the room
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der virkeligt kommer ind i lokalet, de går lige ind i midten af rummet
05:48
before class even starts, like they really want to occupy space.
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før timen starter, som om de virkeligt ønsker at besætte rummet.
05:52
When they sit down, they're sort of spread out.
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Når de sætter sig, spreder de sig ligesom ud.
05:54
They raise their hands like this.
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De hæver hånden sådan her.
05:56
You have other people who are virtually collapsing
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Man har andre personer, som næsten falder sammen,
05:58
when they come in. As soon they come in, you see it.
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når de kommer ind. Så snart de kommer ind, ser man det.
06:01
You see it on their faces and their bodies, and they sit
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Man ser det på deres ansigter og deres kroppe, og de sætter
06:03
in their chair and they make themselves tiny,
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sig i stolen og gør sig selv bitte små,
06:05
and they go like this when they raise their hand.
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og de gør sådan her, når de hæver hånden.
06:08
I notice a couple of things about this.
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Jeg bemærker et par ting omkring dette.
06:10
One, you're not going to be surprised.
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Et, I bliver ikke overraskede.
06:12
It seems to be related to gender.
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Det ser ud til at være relateret til køn.
06:14
So women are much more likely to do this kind of thing than men.
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Kvinder er meget mere tilbøjelige til at gøre sådan, end mænd.
06:20
Women feel chronically less powerful than men,
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Kvinder føler sig kronisk mindre stærke end mænd,
06:22
so this is not surprising. But the other thing I noticed is that
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og dette overrasker ikke. Men noget andet, jeg bemærker, er, at
06:26
it also seemed to be related to the extent to which
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det også så ud til at være relatere til omfanget af,
06:29
the students were participating, and how well they were participating.
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hvor meget de studerende deltog, og hvor godt de deltog.
06:33
And this is really important in the MBA classroom,
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Og dette er virkeligt vigtigt i MBA-klasselokalet,
06:35
because participation counts for half the grade.
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fordi deltagelse udgør halvdelen af karakteren.
06:38
So business schools have been struggling with this gender grade gap.
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Så handelshøjskoler har kæmpet med denne kønsforskel.
06:42
You get these equally qualified women and men coming in
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Man får disse lige kvalificerede kvinder og mænd ind,
06:46
and then you get these differences in grades,
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og så får man disse karakterforskelle,
06:48
and it seems to be partly attributable to participation.
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og det syntes at være delvis tilskrevet deltagelsesgraden.
06:51
So I started to wonder, you know, okay,
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Så jeg begyndte at undre mig,
06:54
so you have these people coming in like this, and they're
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man får disse personer ind på denne måde, og de
06:56
participating. Is it possible that we could get people to fake it
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deltager. Er det muligt, at vi kunne få folk til at efterligne det
07:00
and would it lead them to participate more?
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og ville det få dem til at deltage mere?
07:02
So my main collaborator Dana Carney, who's at Berkeley,
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Min primære samarbejdspartner Dana Carney, som er på Berkeley,
07:07
and I really wanted to know, can you fake it till you make it?
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og jeg ville virkeligt gerne vide, kan man efterligne det, til det virker?
07:10
Like, can you do this just for a little while and actually
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Kan man gøre det i en lille periode og så faktisk
07:13
experience a behavioral outcome that makes you seem more powerful?
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opleve et adfærdsmæssigt resultat som får en til at synes stærkere.
07:17
So we know that our nonverbals govern how other people
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Så vi ved, at vores kropssprog styrer, hvordan andre
07:21
think and feel about us. There's a lot of evidence.
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tænker og føler om os. Der er meget, der beviser det.
07:22
But our question really was, do our nonverbals
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Men vores spørgsmål var egentligt, styrer vores
07:26
govern how we think and feel about ourselves?
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kropssprog, hvordan vi tænker og føler om os selv?
07:29
There's some evidence that they do.
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Der er beviser for, at de gør.
07:31
So, for example, we smile when we feel happy,
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For eksempel smiler vi, når vi føler os glade,
07:36
but also, when we're forced to smile
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men derudover, når vi er tvunget til at smile
07:38
by holding a pen in our teeth like this, it makes us feel happy.
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ved at holde en blyant mellem tænderne sådan, får det os til at føle glæde.
07:43
So it goes both ways. When it comes to power,
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Så det går begge veje. Når det kommer til styrke,
07:46
it also goes both ways. So when you feel powerful,
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går det også begge veje. Så når man føler sig stærk,
07:51
you're more likely to do this, but it's also possible that
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er det mere sandsynligt, at man gør sådan, men det er også muligt, at
07:54
when you pretend to be powerful, you are more likely
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når man spiller stærk, er det mere sandsynligt, at man
08:00
to actually feel powerful.
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faktisk føler sig stærk.
08:02
So the second question really was, you know,
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Så det andet spørgsmål var i grunden,
08:05
so we know that our minds change our bodies,
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vi ved, at sindet ændrer vores kroppen,
08:08
but is it also true that our bodies change our minds?
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men passer det også, at kroppen ændrer sindet?
08:12
And when I say minds, in the case of the powerful,
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Og når jeg siger sind, mht. de stærke,
08:15
what am I talking about?
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hvad taler jeg så om?
08:16
So I'm talking about thoughts and feelings
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Jeg taler om tanker og følelser
08:19
and the sort of physiological things that make up our thoughts and feelings,
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og den slags fysiologiske ting, som skaber vores tanker og følelser,
08:22
and in my case, that's hormones. I look at hormones.
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og i mit tilfælde, er det hormoner. Jeg studerer hormoner.
08:25
So what do the minds of the powerful versus the powerless
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Hvordan ser den stærkes sind ud i forhold til
08:28
look like?
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den magtesløses?
08:30
So powerful people tend to be, not surprisingly,
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Stærke mennesker er normalt, ikke overraskende,
08:34
more assertive and more confident, more optimistic.
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mere selvhævdende og selvsikre, mere optimistiske.
08:38
They actually feel that they're going to win even at games of chance.
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De føler faktisk, at de vil vinde selv ved spil baseret på held.
08:41
They also tend to be able to think more abstractly.
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De er normalt også i stand til at tænke mere abstrakt.
08:45
So there are a lot of differences. They take more risks.
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Så der er mange forskelle. De tager flere risici.
08:48
There are a lot of differences between powerful and powerless people.
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Der er en masse forskelle imellem stærke og svage personer.
08:51
Physiologically, there also are differences on two
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Psykologisk, er der også forskelle på to
08:54
key hormones: testosterone, which is the dominance hormone,
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nøglehormoner: testosteron, som er dominanshormonet,
08:58
and cortisol, which is the stress hormone.
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og cortisol, som er stresshormonet.
09:02
So what we find is that
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Så hvad vi finder, er, at
09:05
high-power alpha males in primate hierarchies
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høj-styrke alfa hanner i dyrenes hierarkier
09:09
have high testosterone and low cortisol,
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har højt testosteron og lavt cortisol,
09:12
and powerful and effective leaders also have
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og stærke og effektive ledere har også
09:16
high testosterone and low cortisol.
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højt testosteron og lavt cortisol.
09:18
So what does that mean? When you think about power,
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Så hvad betyder det? Når man tænker på styrke,
09:20
people tended to think only about testosterone,
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havde folk tendens til kun at tænke på testosteron,
09:23
because that was about dominance.
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fordi det handlede om dominans.
09:24
But really, power is also about how you react to stress.
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Men virkelig, styrke handler også om, hvordan du reagerer på stress.
09:28
So do you want the high-power leader that's dominant,
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Så vil du have en høj-styrke leder som er dominant,
09:31
high on testosterone, but really stress reactive?
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høj på testosteron, men virkeligt reaktiv på stress?
09:34
Probably not, right? You want the person
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Sandsynligvis ikke, vel? Du ønsker personen,
09:36
who's powerful and assertive and dominant,
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der er stærk og selvsikker og dominerende,
09:38
but not very stress reactive, the person who's laid back.
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men ikke meget stress reaktiv, personen, der er afslappet.
09:42
So we know that in primate hierarchies, if an alpha
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Så vi ved, at i primaternes hierarkier, hvis en alfa
09:48
needs to take over, if an individual needs to take over
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skal overtage, hvis en person skal overtage
09:52
an alpha role sort of suddenly,
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en alfa rolle sådan pludseligt,
09:55
within a few days, that individual's testosterone has gone up
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er personens testosteron inden for et par dage steget
09:58
significantly and his cortisol has dropped significantly.
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betydeligt, og hans cortisol er faldet betydeligt.
10:01
So we have this evidence, both that the body can shape
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Så vi har dette bevis, at kroppen både kan forme
10:04
the mind, at least at the facial level,
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tankerne, i det mindste på ansigts-plan,
10:07
and also that role changes can shape the mind.
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og også at rolle skift kan forme tankerne.
10:11
So what happens, okay, you take a role change,
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Så hvad sker der, okay, man skifter rolle,
10:14
what happens if you do that at a really minimal level,
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Hvad sker der, hvis man gør det på et virkelig minimalt niveau,
10:16
like this tiny manipulation, this tiny intervention?
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en lille manipulation, et lille indgreb?
10:19
"For two minutes," you say, "I want you to stand like this,
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"I to minutter," siger man, "vil jeg have dig til at stå sådan her,
10:21
and it's going to make you feel more powerful."
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og det vil få dig til at føle dig stærkere."
10:24
So this is what we did. We decided to bring people
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Så dette er, hvad vi gjorde. Vi besluttede at bringe folk
10:28
into the lab and run a little experiment, and these people
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ind i laboratoriet og køre et lille eksperiment, og disse personer
10:33
adopted, for two minutes, either high-power poses
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indtog i to minutter enten høj-styrke positurer
10:37
or low-power poses, and I'm just going to show you
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eller lav-styrke positurer, og jeg vil lige vise jer
10:39
five of the poses, although they took on only two.
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fem af positurerne, selv om de kun brugte to.
10:42
So here's one.
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Så her er en.
10:45
A couple more.
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Et par mere.
10:47
This one has been dubbed the "Wonder Woman"
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Denne er blevet navngivet "Wonder Woman"
10:50
by the media.
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af medierne.
10:52
Here are a couple more.
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Her er et par mere.
10:53
So you can be standing or you can be sitting.
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Så man kan stå, eller man kan sidde.
10:56
And here are the low-power poses.
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Og her er lav-styrke positurerne.
10:58
So you're folding up, you're making yourself small.
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Så man krøller sig sammen, gør sig selv lille.
11:02
This one is very low-power.
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Denne her er meget lav-styrke.
11:04
When you're touching your neck,
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Når man rører sin nakke,
11:05
you're really protecting yourself.
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beskytter man i virkeligheden sig selv.
11:07
So this is what happens. They come in,
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Dette er så, hvad der sker. De kommer ind,
11:10
they spit into a vial,
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de spytter i et glas,
11:12
we for two minutes say, "You need to do this or this."
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vi siger i to minutter, "Du skal gøre dette eller dette."
11:15
They don't look at pictures of the poses. We don't want to prime them
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De ser ikke på billeder af positurerne. Vi ønsker ikke, at forberede dem
11:17
with a concept of power. We want them to be feeling power,
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på et koncept om styrke. Vi ønsker, at de skal føle styrke,
11:20
right? So two minutes they do this.
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ikke? Så i to minutter, gør de dette.
11:22
We then ask them, "How powerful do you feel?" on a series of items,
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Vi spørger dem derefter, "hvor stærk føler du dig?" på en række punkter,
11:25
and then we give them an opportunity to gamble,
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og så giver vi dem en mulighed for at spille,
11:28
and then we take another saliva sample.
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og derefter tager vi en anden spytprøve.
11:31
That's it. That's the whole experiment.
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Det er det. Det er hele forsøget.
11:33
So this is what we find. Risk tolerance, which is the gambling,
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Så her er, hvad vi finder. Risikotolerance, som er spil-delen,
11:36
what we find is that when you're in the high-power
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hvad vi finder er, at når man er i høj-styrke
11:39
pose condition, 86 percent of you will gamble.
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positur tilstanden, vil 86 procent af jer spille.
11:43
When you're in the low-power pose condition,
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Når man er i lav-styrke positur tilstanden,
11:45
only 60 percent, and that's a pretty whopping significant difference.
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vil kun 60 procent, og det er en temmelig stor forskel.
11:49
Here's what we find on testosterone.
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Her er, hvad man finder for testosteron.
11:51
From their baseline when they come in, high-power people
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Fra deres oprindelige niveau, når de kommer, oplever høj-styrke personer
11:55
experience about a 20-percent increase,
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en stigning på omkring 20 procent,
11:57
and low-power people experience about a 10-percent decrease.
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og lav-styrke personer oplever omkring et 10 procents fald.
12:02
So again, two minutes, and you get these changes.
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Så igen, to minutter, og man oplever disse forandringer.
12:05
Here's what you get on cortisol. High-power people
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Her er, hvad du får på cortisol. Høj-styrke personer
12:07
experience about a 25-percent decrease, and
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oplever omkring 25-procents reduktion, og
12:10
the low-power people experience about a 15-percent increase.
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lav-styrke personer oplever en stigning på omkring 15 procent.
12:14
So two minutes lead to these hormonal changes
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Så to minutter fører til disse hormonelle ændringer,
12:17
that configure your brain to basically be either
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som konfigurerer ens hjerne til enten at være
12:20
assertive, confident and comfortable,
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selvhævdende, selvsikker og komfortabel,
12:23
or really stress-reactive, and, you know, feeling
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eller virkelig stress-reaktiv og føle sig
12:27
sort of shut down. And we've all had the feeling, right?
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sådan lukket nede. Og vi har alle haft følelsen, ikke?
12:31
So it seems that our nonverbals do govern
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Så det synes, at vores kropssprog styrer,
12:34
how we think and feel about ourselves,
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hvordan vi tænker og har det med os selv,
12:36
so it's not just others, but it's also ourselves.
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så det er ikke bare andre, men det er også os selv.
12:39
Also, our bodies change our minds.
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Vores kroppe ændrer også vores sind.
12:41
But the next question, of course, is
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Men det næste spørgsmål er naturligvis,
12:44
can power posing for a few minutes
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1514
kan styrkeposering i et par minutter
12:45
really change your life in meaningful ways?
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virkelig ændre ens liv på en meningsfuld måde?
12:47
So this is in the lab. It's this little task, you know,
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Det her er i laboratoriet. Det er den her lille opgave,
12:50
it's just a couple of minutes. Where can you actually
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Det er blot et par minutter. Hvor kan man reelt
12:53
apply this? Which we cared about, of course.
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anvende dette? Hvilket vi naturligvis tog os af.
12:55
And so we think it's really, what matters, I mean,
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Så vi tror, det, der betyder noget, er, jeg mener,
13:00
where you want to use this is evaluative situations
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hvor man vil bruge dette, er evaluerende situationer
13:02
like social threat situations. Where are you being evaluated,
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ligesom sociale trussels situationer. Hvor man bliver evalueret,
13:06
either by your friends? Like for teenagers it's at the lunchroom table.
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enten af sine venner? Som for teenagere, hvor det er i kantinen.
13:09
It could be, you know, for some people it's speaking
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Det kunne være, for nogle mennesker er det det at tale
13:11
at a school board meeting. It might be giving a pitch
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i et skolebestyrelsesmøde. Det kan være at holde et indlæg
13:14
or giving a talk like this
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eller at holde en tale som denne
13:17
or doing a job interview.
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eller at deltage i en jobsamtale.
13:20
We decided that the one that most people could relate to
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Vi besluttede, at det de fleste mennesker kunne relatere til,
13:23
because most people had been through
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fordi de fleste havde prøvet det,
13:24
was the job interview.
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var jobsamtalen.
13:25
So we published these findings, and the media
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Vi offentliggjorde disse resultater, og medierne
13:29
are all over it, and they say, Okay, so this is what you do
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er vilde med det, og de siger, Okay, så dette er hvad man gør
13:32
when you go in for the job interview, right? (Laughter)
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når man går ind til jobsamtalen, ikke? (Latter)
13:35
You know, so we were of course horrified, and said,
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Vi var naturligvis forfærdede og sagde,
13:37
Oh my God, no, no, no, that's not what we meant at all.
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Åh gud, nej, nej, nej, det er overhovedet ikke, hvad vi mente.
13:40
For numerous reasons, no, no, no, don't do that.
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Af mange grunde, nej, nej, nej, gør ikke sådan.
13:42
Again, this is not about you talking to other people.
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Igen, dette handler ikke om, at du taler til andre mennesker.
13:45
It's you talking to yourself. What do you do
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Det er dig, der taler til dig selv. Hvad gør man,
13:47
before you go into a job interview? You do this.
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før man går ind til en jobsamtale? Man gør dette.
13:50
Right? You're sitting down. You're looking at your iPhone --
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Ikke? Man sidder ned. Man kigger på sin iPhone --
13:52
or your Android, not trying to leave anyone out.
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eller sin Android, forsøger ikke at udelade nogen.
13:54
You are, you know, you're looking at your notes,
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Man kigger på sine noter,
13:56
you're hunching up, making yourself small,
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man krummer sig sammen, gør sig lille,
13:58
when really what you should be doing maybe is this,
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når man måske virkelig burde gøre dette,
14:00
like, in the bathroom, right? Do that. Find two minutes.
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f.eks. i badeværelset, ikke? Gør det. Find to minutter.
14:04
So that's what we want to test. Okay?
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Så det er, hvad vi ønsker at teste. Okay?
14:05
So we bring people into a lab, and
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Så vi bringer mennesker ind i et laboratorium, og
14:07
they do either high- or low-power poses again,
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de udfører enten høj - eller lavstyrke positurer igen,
14:11
they go through a very stressful job interview.
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de gennemgår en meget stressende jobsamtale.
14:13
It's five minutes long. They are being recorded.
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Den er fem minutter lang. De optages.
14:17
They're being judged also, and the judges
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De bliver også bedømt, og dommerne
14:20
are trained to give no nonverbal feedback,
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er uddannet til ikke at give nogen nonverbal feedback,
14:24
so they look like this. Like, imagine
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så de ser sådan ud. Forestil jer,
14:25
this is the person interviewing you.
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at dette er personen, som skal ansætte dig.
14:27
So for five minutes, nothing, and this is worse than being heckled.
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Så i fem minutter, intet, og det er værre end at blive råbt af.
14:32
People hate this. It's what Marianne LaFrance calls
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3313
Folk hader det. Det er, hvad Marianne LaFrance kalder
14:35
"standing in social quicksand."
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"at stå i socialt kviksand."
14:38
So this really spikes your cortisol.
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Det hæver virkelig ens cortisol.
14:39
So this is the job interview we put them through,
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Dette er jobsamtalen, vi tager dem igennem,
14:41
because we really wanted to see what happened.
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for vi ønskede virkelig at se, hvad der skete.
14:44
We then have these coders look at these tapes, four of them.
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Derefter har vi disse kodere, som gennemser båndene, fire af dem.
14:47
They're blind to the hypothesis. They're blind to the conditions.
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De kender ikke hypotesen. De kender ikke omstændighederne.
14:50
They have no idea who's been posing in what pose,
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De har ingen idé om, hvem der har poseret i hvilke positurer,
14:53
and they end up looking at these sets of tapes,
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og de ender med at kigge på disse optagelser,
14:58
and they say, "Oh, we want to hire these people," --
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og de siger, "Åh, vi vil ansætte disse,"--
15:00
all the high-power posers -- "we don't want to hire these people.
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alle høj-styrke personerne--"vi ønsker ikke at ansætte disse.
15:04
We also evaluate these people much more positively overall."
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Vi vurderer også disse personer mere positivt samlet set."
15:06
But what's driving it? It's not about the content of the speech.
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Men hvad driver det? Det handler ikke om indholdet af jobsamtalen.
15:11
It's about the presence that they're bringing to the speech.
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Det drejer sig om den tilstedeværelse, som de stiller op til samtalen med.
15:14
We also, because we rate them on all these variables
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Vi så også, fordi vi vurderer dem på alle disse variable
15:16
related to competence, like, how well-structured
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relateret til kompetence, som, hvor velstruktureret
15:19
is the speech? How good is it? What are their qualifications?
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er samtalen? Hvor god er den? Hvad er deres kvalifikationer?
15:22
No effect on those things. This is what's affected.
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Ingen effekt på de ting. Dette er, hvad der berøres.
15:25
These kinds of things. People are bringing their true selves,
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Disse slags ting. Folk bringer deres sande selv,
15:28
basically. They're bringing themselves.
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dybest set. De bringer sig selv.
15:30
They bring their ideas, but as themselves,
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2223
De bringer deres idéer, men som dem selv,
15:32
with no, you know, residue over them.
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uden forbehold for dem.
15:35
So this is what's driving the effect, or mediating the effect.
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Dette er, hvad der driver effekten, eller frembringer effekten.
15:40
So when I tell people about this,
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Så når jeg fortæller folk om dette,
15:43
that our bodies change our minds and our minds can change our behavior,
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at vores krop ændrer vores tanker og vores tanker kan ændre vores adfærd,
15:46
and our behavior can change our outcomes, they say to me,
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og vores adfærd kan ændre vores resultater, siger de til mig,
15:49
"I don't -- It feels fake." Right?
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"Jeg ved ikke - det føles falsk." Ikke?
15:51
So I said, fake it till you make it. I don't -- It's not me.
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Så jeg sagde, simulér det indtil det virker. Jeg vil ikke, - det er ikke mig.
15:55
I don't want to get there and then still feel like a fraud.
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Jeg ønsker ikke at nå dertil og så stadig føle mig falsk.
15:58
I don't want to feel like an impostor.
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Jeg ønsker ikke at føle mig som en bedrager.
15:59
I don't want to get there only to feel like I'm not supposed to be here.
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Jeg ønsker ikke at nå dertil kun for at føle, at jeg ikke skulle være der.
16:04
And that really resonated with me,
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Og det satte virkelig nogle tanker i gang hos mig,
16:06
because I want to tell you a little story about
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for jeg ønsker at fortælle en lille historie om
16:08
being an impostor and feeling like I'm not supposed to be here.
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3410
at være en bedrager og føle jeg ikke burde være her.
16:11
When I was 19, I was in a really bad car accident.
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Da jeg var 19, var jeg involveret i en virkelig voldsom bilulykke.
16:14
I was thrown out of a car, rolled several times.
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Jeg blev smidt ud af en bil, som rullede rundt flere gange.
16:18
I was thrown from the car. And I woke up in a head injury
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Jeg blev kastet væk fra bilen. Og jeg vågnede i en hovedskade-
16:21
rehab ward, and I had been withdrawn from college,
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rehabiliteringsfløj, og var blevet taget ud af college,
16:25
and I learned that my I.Q. had dropped by two standard deviations,
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og jeg fik at vide, at min IQ var faldet med to standardafvigelser,
16:31
which was very traumatic.
326
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2588
hvilket var meget traumatisk.
16:33
I knew my I.Q. because I had identified with being smart,
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Jeg kendte min IQ, fordi jeg havde identificeret mig med at være klog,
16:36
and I had been called gifted as a child.
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2012
og jeg var blevet kaldt talentfuld som barn.
16:38
So I'm taken out of college, I keep trying to go back.
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Så jeg bliver taget ud af college, Jeg bliver ved med at prøve at komme tilbage.
16:41
They say, "You're not going to finish college.
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De siger; "Du kommer ikke til at afslutte college.
16:43
Just, you know, there are other things for you to do,
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Bare, du ved, der er andre ting du kan gå i gang med,
16:46
but that's not going to work out for you."
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men college kommer ikke til at virke for dig."
16:48
So I really struggled with this, and I have to say,
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Så jeg kæmpede virkeligt med det, og jeg vil sige jer,
16:52
having your identity taken from you, your core identity,
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at få frataget sin identitet, sin kerneidentitet,
16:54
and for me it was being smart,
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og for mig var det at være klog,
16:56
having that taken from you, there's nothing that leaves you feeling more powerless than that.
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at få det taget bort, der er ikke noget, som efterlader en mere magtesløs end det.
17:01
So I felt entirely powerless. I worked and worked and worked,
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Så jeg følte mig totalt nede, jeg arbejdede og arbejdede og arbejdede,
17:03
and I got lucky, and worked, and got lucky, and worked.
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og jeg var heldig, og arbejdede, og var heldig, og arbejdede.
17:06
Eventually I graduated from college.
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Til sidst kom jeg igennem college.
17:09
It took me four years longer than my peers,
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Det tog mig fire år mere end mine medstuderende,
17:11
and I convinced someone, my angel advisor, Susan Fiske,
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og jeg overbeviste en, min engel af en studierådgiver, Susan Fiske,
17:15
to take me on, and so I ended up at Princeton,
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om at tage mig ind, så jeg endte på Princeton,
17:18
and I was like, I am not supposed to be here.
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og jeg var sådan helt, jeg burde ikke være her.
17:21
I am an impostor.
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Jeg er en bedrager.
17:22
And the night before my first-year talk,
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Og natten før min førsteårstale,
17:24
and the first-year talk at Princeton is a 20-minute talk
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og førsteårstalen på Princeton er en 20 minutters tale
17:26
to 20 people. That's it.
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til 20 personer. Det er alt.
17:28
I was so afraid of being found out the next day
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Jeg var så bange for at blive afsløret næste dag,
17:31
that I called her and said, "I'm quitting."
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at jeg ringede til hende og sagde, "Jeg siger op."
17:34
She was like, "You are not quitting,
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Hun sagde "Du siger ikke op,
17:36
because I took a gamble on you, and you're staying.
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for jeg satsede på dig, og du bliver her.
17:39
You're going to stay, and this is what you're going to do.
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Du bliver her, og her er, hvad du gør.
17:41
You are going to fake it.
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Du spiller skuespil.
17:42
You're going to do every talk that you ever get asked to do.
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Du kommer til at holde alle de taler, du bliver bedt om.
17:46
You're just going to do it and do it and do it,
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Du kommer bare til at gøre det og gøre det og gøre det,
17:48
even if you're terrified and just paralyzed
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selvom du er skræmt og helt paralyseret
17:51
and having an out-of-body experience, until you have
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og har en ud-af-kroppen oplevelse, indtil du når
17:53
this moment where you say, 'Oh my gosh, I'm doing it.
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det øjeblik, hvor du siger, "Hold da op, jeg gør det jo.
17:56
Like, I have become this. I am actually doing this.'"
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Som i, jeg er blevet sådan. Jeg gør det faktisk. ""
17:59
So that's what I did. Five years in grad school,
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Det er så, hvad jeg gjorde. Fem år på kandidatskolen,
18:02
a few years, you know, I'm at Northwestern,
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et par år går jeg på Northwestern,
18:04
I moved to Harvard, I'm at Harvard, I'm not really
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jeg flyttede til Harvard, jeg går på Harvard, jeg tænker
18:06
thinking about it anymore, but for a long time I had been thinking,
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ikke rigtigt over det mere, men i lang tid havde jeg tænkt
18:10
"Not supposed to be here. Not supposed to be here."
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"Burde ikke være her, burde ikke være her."
18:12
So at the end of my first year at Harvard,
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Så ved afslutningen af mit første år på Harvard,
18:14
a student who had not talked in class the entire semester,
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var der en studerende, som ikke havde talt i klassen hele semesteret,
18:19
who I had said, "Look, you've gotta participate or else you're going to fail,"
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til hvem jeg havde sagt, "hør, du bliver nødt til at deltage ellers dumper du,"
18:22
came into my office. I really didn't know her at all.
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hun kom ind i mit kontor. Jeg kendte hende virkelig slet ikke.
18:25
And she said, she came in totally defeated, and she said,
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Og hun sagde, hun kom ind helt slået, og sagde,
18:29
"I'm not supposed to be here."
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"Jeg burde ikke være her."
18:35
And that was the moment for me. Because two things happened.
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Og det var tidspunktet for mig. For der skete to ting.
18:39
One was that I realized,
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Et var, at det gik op for mig,
18:40
oh my gosh, I don't feel like that anymore. You know.
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åh gud, sådan føler jeg ikke selv mere. I ved.
18:44
I don't feel that anymore, but she does, and I get that feeling.
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Jeg føler ikke sådan mere, men hun gør, og jeg kender den følelse.
18:46
And the second was, she is supposed to be here!
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Og det andet var, hun skal være her!
18:49
Like, she can fake it, she can become it.
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Ligesom, hun kan simulere det, hun kan blive det.
18:51
So I was like, "Yes, you are! You are supposed to be here!
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Så jeg sagde, "Jo du skal! Du skal være her!"
18:54
And tomorrow you're going to fake it,
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Og i morgen skal du spille rollen,
18:56
you're going to make yourself powerful, and, you know,
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du skal gøre dig selv stærk, og, du ved
18:59
you're gonna — " (Applause)
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du skal --- " (Bifald)
19:02
(Applause)
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(Bifald)
19:04
"And you're going to go into the classroom,
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"Og du vil gå ind i klasselokalet,
19:08
and you are going to give the best comment ever."
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og du vil give det bedste indlæg nogensinde."
19:11
You know? And she gave the best comment ever,
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Er i med? Og hun holdt det bedste indlæg nogensinde,
19:14
and people turned around and they were like,
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og folk vendte sig og var ligesom,
19:15
oh my God, I didn't even notice her sitting there, you know? (Laughter)
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åh hvor vildt, jeg har ikke engang lagt mærke til, at hun var der (Latter)
19:18
She comes back to me months later, and I realized
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Hun kom tilbage til mig måneder senere, og det gik op for mig
19:21
that she had not just faked it till she made it,
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at hun ikke kun havde simuleret det, til hun klarede det,
19:23
she had actually faked it till she became it.
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hun havde faktisk simuleret det, indtil hun var blevet det.
19:26
So she had changed.
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Hun var forandret.
19:28
And so I want to say to you, don't fake it till you make it.
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Og derfor vil jeg sige til jer, lad være med bare at simulere det, til I klarer det.
19:32
Fake it till you become it. You know? It's not —
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Simuler det til I bliver det. Du ved? Det er ikke----
19:35
Do it enough until you actually become it and internalize.
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Gør det så meget, at I faktisk bliver det og tager det ind.
19:38
The last thing I'm going to leave you with is this.
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Den sidste ting, jeg vil forlade jer med er dette.
19:41
Tiny tweaks can lead to big changes.
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Små ændringer kan føre til store forandringer.
19:45
So this is two minutes.
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Så vi taler om to minutter.
19:48
Two minutes, two minutes, two minutes.
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To minutter, to minutter, to minutter.
19:50
Before you go into the next stressful evaluative situation,
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Før I går ind til den næste stressende evaluerende situation,
19:53
for two minutes, try doing this, in the elevator,
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prøv i to minutter at gøre sådan her, i elevatoren,
19:56
in a bathroom stall, at your desk behind closed doors.
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på badeværelset, ved dit skrivebord bag lukkede døre.
19:59
That's what you want to do. Configure your brain
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Det er, hvad I bør gøre. Konfigurer jeres hjerne
20:01
to cope the best in that situation.
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til at klare situationen bedst muligt.
20:03
Get your testosterone up. Get your cortisol down.
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Få jeres testosteron op. Få jeres cortisol ned.
20:06
Don't leave that situation feeling like, oh, I didn't show them who I am.
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Forlad ikke situationen med en følelse af, åh, jeg fik ikke vist dem, hvem jeg er.
20:10
Leave that situation feeling like, oh, I really feel like
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Forlad situationen med en følelse af, åh, jeg føler virkelig, at
20:12
I got to say who I am and show who I am.
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jeg fik sagt og vist, hvem jeg er.
20:14
So I want to ask you first, you know,
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Så jeg vil gerne bede jer
20:17
both to try power posing,
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både at prøve at styrkeposere,
20:21
and also I want to ask you
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og jeg vil også bede jer
20:22
to share the science, because this is simple.
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dele denne viden, for det her er simpelt.
20:26
I don't have ego involved in this. (Laughter)
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Jeg har ikke noget ego involveret i dette. (Latter)
20:28
Give it away. Share it with people,
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Giv det væk. Del det med folk,
20:29
because the people who can use it the most are the ones
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for dem som kan bruge det mest, er dem
20:31
with no resources and no technology
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uden ressourcer og teknologi
20:36
and no status and no power. Give it to them
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og uden status og styrke. Giv det til dem,
20:39
because they can do it in private.
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for de kan gøre det for sig selv.
20:40
They need their bodies, privacy and two minutes,
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De skal bruge deres kroppe og to minutter for dem selv,
20:43
and it can significantly change the outcomes of their life.
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og det kan ændre deres liv markant.
20:46
Thank you. (Applause)
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Tak (Bifald)
20:50
(Applause)
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(Bifald)
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