最受欢迎TED演讲No2.docx

最受欢迎TED演讲No2.docx

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最受欢迎TED演讲No2

YOUBODYLANGUAGESHAPESWHOYOUARE

AmyCuddy

SoIwanttostartbyofferingyouafreeno-techlifehack,andallitrequiresofyouisthis:

thatyouchangeyourposturefortwominutes.ButbeforeIgiveitaway,Iwanttoaskyoutorightnowdoalittleauditofyourbodyandwhatyou’redoingwithyourbody.Sohowmanyofyouaresortofmakingyourselvessmaller?

Maybeyou’rehunching,crossingyourlegs,maybewrappingyourankles.Sometimesweholdontoourarmslikethis.Sometimeswespreadout.（Laughter）Iseeyou.（Laughter）SoIwanttopayattentiontowhatyou’redoingrightnow.We’regoingtocomebacktothatinafewminutes,andI’mhopingthatifyoulearntotweakthisalittlebitit,itcouldsignificantlychangethewayyourlifeunfolds.

So,we’rereallyfascinatedwithbodylanguage,andwe’reparticularlyinterestedinotherpeople’sbodylanguage.Youknow,we’reinterestedin,like,youknow-（Laughter）-anawkwardinteraction,orasmile,oracontemptuousglance,ormaybeaveryawkwardwink,ormaybeevensomethinglikeahandshake.

Narrator:

HeretheyarearrivingatNumber10,andlookatthisluckypolicemangetstoshakehandswiththepresidentoftheUnitedStates.Oh,andherecomesthePrimeMinisterofthe-No.（Laughter）（Applause）（Laughter）（Applause）

AmyCuddy:

Soahandshake,orthelackofahandshake,canhaveustalkingforweeksandweeksandweeks.EventheBBCandTheNewYorkTimes,Soobviouslywhenwethinkaboutnonverbalbehavior,orbodylanguage--butwecallitnonverbalsassocialscientists--it’slanguage,sowethinkaboutcommunication.Whenwethinkaboutcommunication,wethinkaboutinteractions.Sowhatisyourbodylanguagecommunicatingtome?

What’sminecommunicatingtoyou?

Andthere’salotofreasontobelievethatthisisavalidwaytolookatthis.Sosocialscientistshavespentalotoflookingattheeffectsofourbodylanguage,orotherpeople’sbodylanguage,onjudgments.Andwemakesweepingjudgmentsandinferencesfrombodylanguage.Andthosejudgmentscanpredictreallymeaningfullifeoutcomeslikewhowehireorpromote,whoweaskoutonadate.Forexample,NaliniAmbady,aresearcheratTuftsUniversity,showsthatwhenpeoplewatch30-secondsoundlessclipsofrealphysician-patientinteractions,theirjudgmentsofthephysician’snicenesspredictwhetherornotthatphysicianwillbesued.Soitdoesn’thavetodosomuchwithwhetherornotthatphysicianwasincompetent,butdowelikethatpersonandhowtheyinteracted?

Evenmoredramatic,AlexTodorovatPrincetonhasshownusthatjudgmentsofpoliticalcandidates’facesinjustonesecondpredict70percentofU.S.Senateandgubernatorialraceoutcomes,andeven,let’sgodigital,emoticonsusedwellinonlinenegotiationscanleadtoyouclaimmorevaluefromthatnegotiation.Ifyouusethempoorly,badidea.Right?

Sowhenwethinkofnonverbals,wethinkofhowwejudgeothers,howtheyjudgeusandwhattheoutcomesare.Wetendtoforget,though,theotheraudiencethat’sinfluencedbyournonverbals,andthat’sourselves.

Wearealsoinfluencedbyournonverbals,ourthoughtsandourfeelingsandourphysiology.SowhatnonverbalsamItalkingabout?

I’masocialpsychologist.Istudyprejudice,andIteachatacompetitive.Ibecameespeciallyinterestedinnonverbalexpressionsofpoweranddominance.Andwhatarenonverbalexpressionsofpoweranddominance?

Well,thisiswhattheyare.So,intheanimalkingdom,theyareaboutexpanding.Soyoumakeyourselfbig,youstretchout,youtakeupspace,you’rebasicallyopeningup.It’saboutopeningup.Andthisistruecrosstheanimalkingdom.It’notjustlimitedtoprimates.Andhumansdothesamething.（laughter）Sothedothisbothwhenthryhavepowersortofchronically,andalsowhenthey’refeelingpowerfulinthemoment.Andthisoneisespeciallyinterestingbecauseitknownaspride,JessicaTracyhasstudied.Sheshowsthatpeoplewhoarebornwithsightandpeoplewhoarecongenitallyblinddothiswhentheywinataphysicalcompetition.Sowhentheycrossthefinishlineandthey’vewon,itdoesn’tmatterifthey’veneverseenanyonedoit.Theydothis.SothearmsupintheV,thechinisslightlylifted.Whatdowedowhenwefeelpowerless?

Wedoexactlytheopposite.Wecloseup.Wewrapourselvesup.Wemakeourselvessmall.Wedon’twanttobumpintothepersonnexttous.Soagain,bothanimalsandhumansdothesamething.Andthisiswhathappenswhenyouputtogetherhighandlowpower.Soifsomeoneisbeingreallypowerfulwithus,wetendtodowhenitcomestopoweristhatwecomplementtheother’nonverbals.Soifsomeoneisbeingreallypowerfulwithus,wetendtomakeourselvessmaller.Wedon’tmirrorthem.Wedotheoppositeofthem.

SoI’mwatchingthisbehaviorintheclassroom,andwhatdoInotice?

InoticethatMBAstudentsreallyexhibitthefullrangeofpowernonverbals.Soyouhavepeoplewhoarelikecaricaturesofalphas,reallywanttooccupyspace.Whentheysitdown,they’resortofspreadout.Theyraisetheirhandslikethis.Youhaveotherpeoplewhoarvirtuallycollapsingwhentheycomein.Assoontheycomin,youseeit.Youseeitontheirfacesandtheirbodies,andtheysitintheirchairandtheymakethemselvestiny,andtheygolikethiswhentheyraisetheirhand.Inoticeacoupleofthingsaboutthis.One,you’renotgoingtobesurprised.Itseemstoberelatedtogender.Sowomenaremuchmorelikelytodothiskindofthingthanmen.Womenfeelchronicallylesspowerfulthanmen,sothisisnotsurprising.ButtheotherthingInoticeisthatitalsoseemedtoberelatedtotheextendtowhichthestudentswereparticipating,andhowwelltheywereparticipating.AndthisisreallyimportantintheMBAclassroom,becauseparticipationcountsforhalfthegrade.

Sobusinessschoolshavebeenstrugglingwiththisgendergradegap.Yougettheseequallyqualifiedwomenandmencominginandthenyougetthesedifferencesingrades,anditseemstobepartlyattributabletoparticipation.SoIstartedtowonder,youknow,okay,soyouhavethesepeoplecominginlikethis,andthey’reparticipation.Isitpossiblethatwecouldgetpeopletofakeitandwoulditleadthemtoparticipatemore?

SomaymaincollaboratorDanaCarney,who’sBerkeley,andIreallywantedtoknow,canyoufakeittillyoumakeit?

Like,canyoudothisjustforalittlewhileandactuallyexperienceabehavioraloutcomethatmakesyouseemmorepowerful?

Soweknowthatournonverbalsgovernhowotherpeoplethinkandfeelaboutus.There’salotofevidence.Butourquestionreallywas,doournonverbalsgovernhowwethinkandfeelaboutourselves?

There’ssomeevidencethattheydo.So,forexample,wesmilewhenwefeelhappy,butalso,whenwe’reforcedtosmilebyholdingapeninourteethlikethis,itmakesusfeelhappy.Soitgoesbothways.Whenitcomestopower,italsogoesbothways.Sowhenyoufeelpowerful,you’remorelikelytodothis,butit’salsopossiblethatwhenyoupretendtobepowerful,youaremorelikelytoactuallyfeelpowerful.

Sothesecondquestionreallywas,youknow,soweknowthatourmidschangeourbodies,butisitalsotruethatourbodieschangeourminds?

AndwhenIsayminds,inthecaseofthepowerful,whatamItalkingabout?

SoI’mtalkingaboutthoughtsandfeelingsandthesortofphysiologicalthingsthatmakeupourthoughtsandfeelings,andinmycase,that’shormones.Ilookathormones.Sowhatdothemindsofthepowerfulversusthepowerlesslooklike?

Sopowerfulpeopletendtobe,notsurprisingly,moreassertiveandmoreconfident,moreoptimistic.Theyactuallyfeelthatthey’regoingtowinevenatgamesofchance.Theyalsotendtobeabletothinkmoreabstractly.Sotherearealotofdifferences.Theytakemorerisks.Therearealotofdifferencesbetweenpowerfulandpowerlesspeople.Physiologically,therealsoaredifferencesontwokeyhormones:

testosterone,whichisthedominancehormone,andcortisol,whichisthestesshormone.Sowhatwefindisthathigh-poweralphamalesinprimatehierarchieshavehightestosteroneandlowcortisol,andpowerfulandeffectiveleadersalsohavehightestosteroneandlowcortisol.Sowhatdoesthatmean?

Whenyouthinkaboutpower,peopletendedtothinkonlyabouttestosterone,becausethatwasaboutdominance.Butreally,powerisalsoabouthowyoureacttostress.Sodoyouwantthepersonwho’spowerfulandassertiveanddominant,butnotverystressreactive,thepersonwho’slaidback.

Soweknowthatinprimatehierarchies,ifanalphaneedstotakeover,ifanindividualneedstotakeoveranalpharolesortofsuddenly,withinafewdays,thatindividual’stestosteronehasgoneupsignificantlyandhiscortisolhasdroppedsignificantly.Sowehavethisevidence,boththatthebodycanshapethemind,antleastatthefaciallevel,andalsothattolechangescanshapethemind.Sowhathappens,okay,youtakearolechange,whathappensifyoudothatatareallyminimallevel,likethistinymanipulation,thistinyintervention?

”fortwominutes,”yousay,“Iwantyoutostandlikethis,andit’sgoingmakeyoufeelmorepowerful.”

Sothisiswhatwedid.Wedecidedtobringpeopleintothelabandrunalittleexperiment,andthesepeopleadopted,fortwominutes,eitherhigh-powerposesorlow-powerposes,andI’mjustgoingtoshowyoufiveoftheposes,althoughtheytookononlytwo.Sohere’sone.Acouplemore.Thisonehasbeendubbedthe“WonderWoman”bythemedia.Hereareacouplemore.Soyoucanbestandingoryoucanbesitting.Andherearethelow-powerposes.Soyou’refoldingup,you’remakingyourself.Sothisiswhathappens.Theycomein,theyspitintavial,