TED演讲用肢体语言来塑造自己.docx

TED演讲用肢体语言来塑造自己.docx

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TED演讲用肢体语言来塑造自己

TED演讲：

用肢体语言来塑造自己

.ted./talks/amy_cuddy_your_body_language_shapes_who_you_are

SoIwanttostartbyofferingyouafreeno-techlifehack,andallitrequiresofyouisthis:

thatyouchangeyourposturefortwominutes.ButbeforeIgiveitaway,Iwanttoaskyoutorightnowdoalittleauditofyourbodyandwhatyou'redoingwithyourbody.Sohowmanyofyouaresortofmakingyourselvessmaller?

Maybeyou'rehunching,crossingyourlegs,maybewrappingyourankles.Sometimesweholdontoourarmslikethis.Sometimeswespreadout.（Laughter）Iseeyou.（Laughter）SoIwantyoutopayattentiontowhatyou'redoingrightnow.We'regoingtoebacktothatinafewminutes,andI'mhopingthatifyoulearntotweakthisalittlebit,itcouldsignificantlychangethewayyourlifeunfolds.

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

Narrator:

HeretheyarearrivingatNumber10,andlookatthisluckypolicemangetstoshakehandswiththePresidentoftheUnitedStates.Oh,andhereesthePrimeMinisterofthe—?

No.（Laughter）（Applause）（Laughter）（Applause）

AmyCuddy:

Soahandshake,orthelackofahandshake,canhaveustalkingforweeksandweeksandweeks.EventheBBCandTheNewYorkTimes.Soobviouslywhenwethinkaboutnonverbalbehavior,orbodylanguage--butwecallitnonverbalsassocialscientists--it'slanguage,sowethinkaboutmunication.Whenwethinkaboutmunication,wethinkaboutinteractions.Sowhatisyourbodylanguagemunicatingtome?

What'sminemunicatingtoyou?

Andthere'salotofreasontobelievethatthisisavalidwaytolookatthis.Sosocialscientistshavespentalotoftimelookingattheeffectsofourbodylanguage,orotherpeople'sbodylanguage,onjudgments.Andwemakesweepingjudgmentsandinferencesfrombodylanguage.Andthosejudgmentscanpredictreallymeaningfullifeouteslikewhowehireorpromote,whoweaskoutonadate.Fore*ample,NaliniAmbady,aresearcheratTuftsUniversity,showsthatwhenpeoplewatch30-secondsoundlessclipsofrealphysician-patientinteractions,theirjudgmentsofthephysician'snicenesspredictwhetherornotthatphysicianwillbesued.Soitdoesn'thavetodosomuchwithwhetherornotthatphysicianwasinpetent,butdowelikethatpersonandhowtheyinteracted?

Evenmoredramatic,Ale*TodorovatPrincetonhasshownusthatjudgmentsofpoliticalcandidates'facesinjustonesecondpredict70percentofU.S.Senateandgubernatorialraceoutes,andeven,let'sgodigital,emoticonsusedwellinonlinenegotiationscanleadtoyouclaimmorevaluefromthatnegotiation.Ifyouusethempoorly,badidea.Right?

Sowhenwethinkofnonverbals,wethinkofhowwejudgeothers,howtheyjudgeusandwhattheoutesare.Wetendtoforget,though,theotheraudiencethat'sinfluencedbyournonverbals,andthat'sourselves.

Wearealsoinfluencedbyournonverbals,ourthoughtsandourfeelingsandourphysiology.SowhatnonverbalsamItalkingabout?

I'masocialpsychologist.Istudyprejudice,andIteachatapetitivebusinessschool,soitwasinevitablethatIwouldbeeinterestedinpowerdynamics.Ibecameespeciallyinterestedinnonverbale*pressionsofpoweranddominance.

Andwhatarenonverbale*pressionsofpoweranddominance?

Well,thisiswhattheyare.Sointheanimalkingdom,theyareaboute*panding.Soyoumakeyourselfbig,youstretchout,youtakeupspace,you'rebasicallyopeningup.It'saboutopeningup.Andthisistrueacrosstheanimalkingdom.It'snotjustlimitedtoprimates.Andhumansdothesamething.（Laughter）Sotheydothisbothwhentheyhavepowersortofchronically,andalsowhenthey'refeelingpowerfulinthemoment.Andthisoneisespeciallyinterestingbecauseitreallyshowsushowuniversalandoldthesee*pressionsofpowerare.Thise*pression,whichisknownaspride,JessicaTracyhasstudied.Sheshowsthatpeoplewhoarebornwithsightandpeoplewhoarecongenitallyblinddothiswhentheywinataphysicalpetition.Sowhentheycrossthefinishlineandthey'vewon,itdoesn'tmatterifthey'veneverseenanyonedoit.Theydothis.SothearmsupintheV,thechinisslightlylifted.Whatdowedowhenwefeelpowerless?

Wedoe*actlytheopposite.Wecloseup.Wewrapourselvesup.Wemakeourselvessmall.Wedon'twanttobumpintothepersonne*ttous.Soagain,bothanimalsandhumansdothesamething.Andthisiswhathappenswhenyouputtogetherhighandlowpower.Sowhatwetendtodowhenitestopoweristhatweplementtheother'snonverbals.Soifsomeoneisbeingreallypowerfulwithus,wetendtomakeourselvessmaller.Wedon'tmirrorthem.Wedotheoppositeofthem.

SoI'mwatchingthisbehaviorintheclassroom,andwhatdoInotice?

InoticethatMBAstudentsreallye*hibitthefullrangeofpowernonverbals.Soyouhavepeoplewhoarelikecaricaturesofalphas,reallyingintotheroom,theygetrightintothemiddleoftheroombeforeclassevenstarts,liketheyreallywanttooccupyspace.Whentheysitdown,they'resortofspreadout.Theyraisetheirhandslikethis.Youhaveotherpeoplewhoarevirtuallycollapsingwhentheyein.Assoontheyein,youseeit.Youseeitontheirfacesandtheirbodies,andtheysitintheirchairandtheymakethemselvestiny,andtheygolikethiswhentheyraisetheirhand.Inoticeacoupleofthingsaboutthis.One,you'renotgoingtobesurprised.Itseemstoberelatedtogender.Sowomenaremuchmorelikelytodothiskindofthingthanmen.Womenfeelchronicallylesspowerfulthanmen,sothisisnotsurprising.ButtheotherthingInoticedisthatitalsoseemedtoberelatedtothee*tenttowhichthestudentswereparticipating,andhowwelltheywereparticipating.AndthisisreallyimportantintheMBAclassroom,becauseparticipationcountsforhalfthegrade.

Sobusinessschoolshavebeenstrugglingwiththisgendergradegap.Yougettheseequallyqualifiedwomenandmeninginandthenyougetthesedifferencesingrades,anditseemstobepartlyattributabletoparticipation.SoIstartedtowonder,youknow,okay,soyouhavethesepeopleinginlikethis,andthey'reparticipating.Isitpossiblethatwecouldgetpeopletofakeitandwoulditleadthemtoparticipatemore?

SomymaincollaboratorDanaCarney,who'satBerkeley,andIreallywantedtoknow,canyoufakeittillyoumakeit?

Like,canyoudothisjustforalittlewhileandactuallye*perienceabehavioraloutethatmakesyouseemmorepowerful?

Soweknowthatournonverbalsgovernhowotherpeoplethinkandfeelaboutus.There'salotofevidence.Butourquestionreallywas,doournonverbalsgovernhowwethinkandfeelaboutourselves?

There'ssomeevidencethattheydo.So,fore*ample,wesmilewhenwefeelhappy,butalso,whenwe'reforcedtosmilebyholdingapeninourteethlikethis,itmakesusfeelhappy.Soitgoesbothways.Whenitestopower,italsogoesbothways.Sowhenyoufeelpowerful,you'remorelikelytodothis,butit'salsopossiblethatwhenyoupretendtobepowerful,youaremorelikelytoactuallyfeelpowerful.

Sothesecondquestionreallywas,youknow,soweknowthatourmindschangeourbodies,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,whichisthestresshormone.Sowhatwefindisthathigh-poweralphamalesinprimatehierarchieshavehightestosteroneandlowcortisol,andpowerfulandeffectiveleadersalsohavehightestosteroneandlowcortisol.Sowhatdoesthatmean?

Whenyouthinkaboutpower,peopletendedtothinkonlyabouttestosterone,becausethatwasaboutdominance.Butreally,powerisalsoabouthowyoureacttostress.Sodoyouwantthehigh-powerleaderthat'sdominant,highontestosterone,butreallystressreactive?

Probablynot,right?

Youwantthepersonwho'spowerfulandassertiveanddominant,butnotverystressreactive,thepersonwho'slaidback.

Soweknowthatinprimatehierarchies,ifanalphaneedstotakeover,ifanindividualneedstotakeoveranalpharolesortofsuddenly,withinafewdays,thatindividual'stestosteronehasgoneupsignificantlyandhiscortisolhasdroppedsignificantly.Sowehavethisevidence,boththatthebodycanshapethemind,atleastatthefaciallevel,andalsothatrolechangescanshapethemind.Sowhathappens,okay,youtakearolechange,whathappensifyoudothatatareallyminimallevel,likethistinymanipulation,thistinyintervention?

"Fortwominutes,"yousay,"Iwantyoutostandlikethis,andit'sgoingtomakeyoufeelmorepowerful."

Sothisiswhatwedid.Wedecidedtobringpeopleintothelabandrunalittlee*periment,andthesepeopleadopted,fortwominutes,eitherhigh-powerposesorlow-powerposes,andI'mjustgoingtoshowyouf