TED演讲：用肢体语言来塑造自己

.1TED演讲：用肢体语言来塑造自己.ted./talks/amy_cuddy_your_body_language_shapes_who_you_areSoIwanttostartbyofferingyouafreeno-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'mjustgoingtoshowyoufiveoftheposes,althoughtheytookononlytwo.Sohere'sone.Acouplemore.Thisonehasbeendubbedthe"WonderWoman"bythemedia.Hereareacouplemore.Soyoucanbestandingoryoucanbesitting.Andherearethelow-powerposes.Soyou'refoldingup,you'remakingyourselfsmall.Thisoneisverylow-power.Whenyou'retouchingyourneck,you'rereallyprotectingyourself.Sothisiswhathappens.Theyein,theyspitintoavial,wefortwominutessay,"Youneedtodothisorthis."Theydon'tlookatpicturesoftheposes.Wedon'twanttoprimethemwithaconceptofpower.Wewantthemtobefeelingpower,right?Sotwominutestheydothis.Wethenaskthem,"Howpowerfuldoyoufeel?"onaseriesofitems,andthenwegivethemanopportunitytogamble,andthenwetakeanothersalivasample.That'sit.That'sthewholee*periment.Sothisiswhatwefind.Risktolerance,whichisthegambling,whatwefindisthatwhenyou'reinthehigh-powerposecondition,86percentofyouwillgamble.Whenyou'reinthelow-powerposecondition,only60percent,andthat'saprettywhoppingsignificantdifference.Here'swhatwefindontestosterone.Fromtheirbaselinewhentheyein,high-powerpeoplee*perienceabouta20-percentincrease,andlow-powerpeoplee*perienceabouta10-percentdecrease.Soagain,twominutes,andyougetthesechanges.Here'swhatyougetoncortisol.High-powerpeoplee*perienceabouta25-percentdecrease,andthelow-powerpeoplee*perienceabouta15-percentincrease.Sotwominutesleadtothesehormonalchangesthatconfigureyourbraintobasicallybeeitherassertive,confidentandfortable,orreallystress-reactive,and,youknow,feelingsortofshutdown.Andwe'veallhadthefeeling,right?Soitseemsthatournonverbalsdogovernhowwethinkandfeelaboutourselves,soit'snotjustothers,butit'salsoourselves.Also,ourbodieschangeourminds.Butthene*tquestion,ofcourse,iscanpowerposingforafewminutesreallychangeyourlifeinmeaningfulways?Sothisisinthelab.It'sthislittletask,youknow,it'sjustacoupleofminutes.Wherecanyouactuallyapplythis?Whichwecaredabout,ofcourse.Andsowethinkit'sreally,whatmatters,Imean,whereyouwanttousethisisevaluativesituationslikesocialthreatsituations.Whereareyoubeingevaluated,eitherbyyourfriends?Likeforteenagersit'satthelunchroomtable.Itcouldbe,youknow,forsomepeopleit'sspeakingataschoolboardmeeting.Itmightbegivingapitchorgivingatalklikethisordoingajobinterview.Wedecidedthattheonethatmostpeoplecouldrelatetobecausemostpeoplehadbeenthroughwasthejobinterview.Sowepublishedthesefindings,andthemediaarealloverit,andtheysay,Okay,sothisiswhatyoudowhenyougoinforthejobinterview,right?(Laughter)Youknow,sowewereofcoursehorrified,andsaid,OhmyGod,no,no,no,that'snotwhatwemeantatall.Fornumerousreasons,no,no,no,don'tdothat.Again,thisisnotaboutyoutalkingtootherpeople.It'syoutalkingtoyourself.Whatdoyoudobeforeyougointoajobinterview?Youdothis.Right?You'resittingdown.You'relookingatyouriPhone--oryourAndroid,nottryingtoleaveanyoneout.Youare,youknow,you'relookingatyournotes,you'rehunchingup,makingyourselfsmall,whenreallywhatyoushouldbedoingmaybeisthis,like,inthebathroom,right?Dothat.Findtwominutes.Sothat'swhatwewanttotest.Okay?Sowebringpeopleintoalab,andtheydoeitherhigh-orlow-powerposesagain,theygothroughaverystressfuljobinterview.It'sfiveminuteslong.Theyarebeingrecorded.They'rebeingjudgedalso,andthejudgesaretrainedtogivenononverbalfeedback,sotheylooklikethis.Like,imaginethisisthepersoninterviewingyou.Soforfiveminutes,nothing,andthisisworsethanbeingheckled.Peoplehatethis.It'swhatMarianneLaFrancecalls"standinginsocialquicksand."Sothisreallyspikesyourcortisol.Sothisisthejobinterviewweputthemthrough,becausewereallywantedtoseewhathappened.Wethenhavethesecoderslookatthesetapes,fourofthem.They'reblindtothehypothesis.They'reblindtotheconditions.Theyhavenoideawho'sbeenposinginwhatpose,andtheyenduplookingatthesesetsoftapes,andtheysay,"Oh,wewanttohirethesepeople,"--allthehigh-powerposers--"wedon'twanttohirethesepeople.Wealsoevaluatethesepeoplemuchmorepositivelyoverall."Butwhat'sdrivingit?It'snotaboutthecontentofthespeech.It'saboutthepresencethatthey'rebringingtothespeech.Wealso,becauseweratethemonallthesevariablesrelatedtopetence,like,howwell-structuredisthespeech?Howgoodisit?Whataretheirqualifications?Noeffectonthosethings.Thisiswhat'saffected.Thesekindsofthings.Peoplearebringingtheirtrueselves,basically.They'rebringingthemselves.Theybringtheirideas,butasthemselves,withno,youknow,residueoverthem.Sothisiswhat'sdrivingtheeffect,ormediatingtheeffect.SowhenItellpeopleaboutthis,thatourbodieschangeourmindsandourmindscanchangeourbehavior,andourbehaviorcanchangeouroutes,theysaytome,"Idon't--Itfeelsfake."Right?SoIsaid,fakeittillyoumakeit.Idon't--It'snotme.Idon'twanttogetthereandthenstillfeellikeafraud.Idon'twanttofeellikeanimpostor.Idon'twanttogetthereonlytofeellikeI'mnotsupposedtobehere.Andthatreallyresonatedwithme,becauseIwanttotellyoualittlestoryaboutbeinganimpostorandfeelinglikeI'mnotsupposedtobehere.WhenIwas19,Iwasinareallybadcaraccident.Iwasthrownoutofacar,rolledseveraltimes.Iwasthrownfromthecar.AndIwokeupinaheadinjuryrehabward,andIhadbeenwithdrawnfromcollege,andIlearnedthatmyI.Q.haddroppedbytwostandarddeviations,whichwasverytraumatic.IknewmyI.Q.becauseIhadidentifiedwithbeingsmart,andIhadbeencalledgiftedasachild.SoI'mtakenoutofcollege,Ikeeptryingtogoback.Theysay,"You'renotgoingtofinishcollege.Just,youknow,thereareotherthingsforyoutodo,butthat'snotgoingtoworkoutforyou."SoIreallystruggledwiththis,andIhavetosay,havingyouridentitytakenfromyou,yourcoreidentity,andformeitwasbeingsmart,havingthattakenfromyou,there'snothingthatleavesyoufeelingmorepowerlessthanthat.SoIfeltentirelypowerless.Iworkedandworkedandworked,andIgotlucky,andworked,andgotlucky,andworked.EventuallyIgraduatedfromcollege.Ittookmefouryearslongerthanmypeers,andIconvincedsomeone,myangeladvisor,SusanFiske,totakemeon,andsoIendedupatPrinceton,andIwaslike,Iamnotsupposedtobehere.Iamanimpostor.Andthenightbeforemyfirst-yeartalk,andthefirst-yeartalkatPrincetonisa20-minutetalkto20people.That'sit.Iwassoafraidofbeingfoundoutthene*tdaythatIcalledherandsaid,"I'mquitting."Shewaslike,"Youarenotquitting,becauseItookagambleonyou,andyou'restaying.You'regoingtostay,andthisiswhatyou'regoingtodo.Youaregoingtofakeit.You'regoingtodoeverytalkthatyouevergetaskedtodo.You'rejustgoingtodoitanddoitanddoit,evenifyou'reterrifiedandjustparalyzedandhavinganout-of-bodye*perience,untilyouhavethismomentwhereyousay,'Ohmygosh,I'mdoingit.Like,Ihavebeethis.Iamactuallydoingthis.'"Sothat'swhatIdid.Fiveyearsingradschool,afewyears,youknow,I'matNorthwestern,ImovedtoHarvard,I'matHarvard,I'mnotreallythinkingaboutitanymore,butforalongtimeIhadbeenthinking,"Notsupposedtobehere.Notsupposedtobehere."SoattheendofmyfirstyearatHarvard,astudentwhohadnottalkedinclasstheentiresemester,whoIhadsaid,"Look,you'vegottaparticipateorelseyou'regoingtofail,"cameintomyoffice.Ireallydidn'tknowheratall.Andshesaid,shecameintotallydefeated,andshesaid,"I'mnotsupposedtobehere."Andthatwasthemomentforme.Becausetwothingshappened.OnewasthatIrealized,ohmygosh,Idon'tfeellikethatanymore.Youknow.Idon'tfeelthatanymore,butshedoes,andIgetthatfeeling.Andthesecondwas,sheissupposedtobehere!Like,shecanfakeit,shecanbeeit.SoIwaslike,"Yes,youare!Youaresupposedtobehere!Andtomorrowyou'regoingtofakeit,you'regoingtomakeyourselfpowerful,and,youknow,you'regonna—"(Applause)(Applause)"Andyou'regoingtogointotheclassroom,andyouaregoingtogivethebestmentever."Youknow?Andshegavethebestmentever,andpeopleturnedaroundandtheywerelike,ohmyGod,Ididn'tevennoticehersittingthere,youknow?(Laughter)Sheesbacktomemonthslater,andIrealizedthatshehadnotjustfakedittillshemadeit,shehadactuallyfakedittillshebecameit.Soshehadchanged.AndsoIwanttosaytoyou,don'tfakeittillyoumakeit.Fakeittillyoubeeit.Youknow?It'snot—Doitenoughuntilyouactuallybeeitandinternalize.ThelastthingI'mgoingtoleaveyouwithisthis.Tinytweakscanleadtobigchanges.Sothisistwominutes.Twominutes,twominutes,twominutes.Beforeyougointothene*tstressfulevaluativesituation,fortwominutes,trydoingthis,intheelevator,inabathroomstall,atyourdeskbehindcloseddoors.That'swhatyouwanttodo.Configureyourbraintocopethebestinthatsituation.Getyourtestosteroneup.Getyourcortisoldown.Don'tleavethatsituationfeelinglike,oh,Ididn'tshowthemwhoIam.Leavethatsituationfeelinglike,oh,IreallyfeellikeIgottosaywhoIamandshowwhoIam.SoIwanttoaskyoufirst,youknow,bothtotrypowerposing,andalsoIwanttoaskyoutosharethescience,becausethisissimple.Idon'thaveegoinvolvedinthis.(Laughter)Giveitaway.Shareitwithpeople,becausethepeoplewhocanuseitthemostaretheoneswithnoresourcesandnotechnologyandnostatusandnopower.Giveittothembecausetheycandoitinprivate.Theyneedtheirbodies,privacyandtwominutes,anditcansignificantlychangetheoutesoftheirlife.Thankyou.(Applause)(Applause)所以我想先向你提供一个免费的高科技生活，所有这一切都需要你的是：你要改变你的姿势2分钟。但在我放弃之前，我想问你现在对你的身体和你的身体做了一些检查。你们中有多少人是自己的小.也许你弯腰驼背，双腿穿插，也许缠绕你的脚踝。有时我们抱着我们的胳膊。有时我们分散。〔笑声〕我看见你。〔笑声〕所以我想让你注意你现在正在做的事情。我们将在几分钟后回到这一点，我希望，如果你学会调整这一点点，它可以显着改变你的生活方式展现的方式。所以，我们对身体语言非常着迷，特别对其他人的肢体语言感兴趣。你知道，我们感兴趣的，就像，你知道，〔笑声〕为难的互动，或微笑，或轻蔑的一瞥，或者一个很为难的眼色，甚至有点像握手。旁白：在这里，他们到达了10号，并看到这个幸运的警察与美国总统握手。哦，这里是总理的-.〔笑声〕〔掌声〕〔掌声〕艾米Cuddy:所以握手，或一个没有握手，我们都可以谈了几周的时间。甚至英国播送公司和纽约时报。很明显，当我们认为非言语行为，或身体语言——但我们叫它肢体语言作为社会科学家——它的语言，所以我们想沟通。当我们思考交流的时候，我们思考的是互动。则你的肢体语言和我交流的是什么.我与你有什么交流.有很多理由相信，这是一种有效的方式来对待这一点。所以社会科学家花了很多时间来观察我们身体语言，或其他人的身体语言，对判断的影响。我们从身体语言中做出判断和推论。这些判断可以预测出真正有意义的生活结果，比方我们在约会时，我们会雇用或推动的人。例如，NaliniAmbady，塔夫斯大学的研究员发现，当人们观看30秒无声影片真正的医患互动，他们对医生的和蔼的判断预测是否会被起诉，医生。因此，无论医生是否无能，这并没有做则多，但我们喜欢的人，他们如何互动.更可怕的是，亚历克斯将在普林斯顿已经向我们说明，只在一个二政治候选人的面孔判断预测美国参议院和州长的选举结果，甚至百分之70，让我们去数字，在网上谈判会导致你要求更多的价值从谈判使用 表 关于同志近三年现实表现材料材料类招标技术评分表图表与交易pdf视力表打印pdf用图表说话 pdf 情符号。如果你使用它们的话，不好的想法。是吗.所以当我们觉得肢体语言，我们认为我们是如何判断，如何判断我们的结果是什么。我们往往忘记了，不过，其他的观众，往往受自己的肢体动作，这就是我们自己。我们也通过我们的肢体语言的影响，我们的思想和我们的感情和我们的生理。则什么肢体语言呢.我是一位社会心理学家。我学习偏见，我在一个竞争性的商业学校任教，所以这是不可防止的，我会成为感兴趣的动力。我变得特别感兴趣的非语言表达的力量和主导地位。什么是非语言表达的力量和优势.这是他们的。所以在动物王国里，它们是关于扩的。所以你让自己大，你伸出，你占用空间，你根本上是开放的。它是关于开放。这是真实的动物王国。它不只是局限于灵长类动物。和人类做同样的事情。〔众笑〕他们这样做，既当他们有能力长期，也当他们感到强大的时刻。这一个特别有趣，因为它确实展示了我们如何普遍和古老的权力的表达方式。这种表达，这是众所周知的骄傲，特雷西杰西卡研究。她发现人是出世与视觉和人的先天性失明时这样做赢得物理竞赛。所以当他们越过终点线，他们赢了，这并不重要，如果他们从来没有见过任何人这样做。他们这样做。因此，手臂在五，下巴稍微抬起。当我们感到无能为力时，我们会做什么.我们正好相反。我们关闭。我们把自己裹起来。我们让自己很小。我们不想撞到我们旁边的人。同样，动物和人类也做同样的事情。这是当你把高和低功率的时候发生的。所以我们要做的时候，我们力量弥补其他的肢体语言。所以，如果有人对我们有着强大的力量，我们会使自己变小。我们不镜子。我们对他们做了相反的。所以我在教室里看这个行为，我注意到什么.我注意到，MBA学生真正展现肢体语言的全方位的权力。所以你有人喜欢漫画的阿尔法，真正走进房间，他们就在房间的中间阶级甚至开场之前，他们真的想占据空间。当他们坐下来，他们有点扩散。他们举起双手。当他们进来时，你有其他人，他们几乎崩溃了。他们很快就进来了，你看见了。你看见他们的脸上，他们的身体，他们坐在他们的椅子上，他们使自己很小，他们这样做时，他们举起手。我注意到这几方面的事情。一，你不会感到惊讶。似乎与性别有关。所以女人比男人更容易做这种事情。女人的感觉比男人的要低得多，所以这并不奇怪。但我注意到的另一件事是，它似乎与学生参与的程度，以及他们参与的程度有多大关系。这在工商管理硕士的课堂中非常重要，因为参与数为半级的。所以商学院一直在努力与这个性别等级差距。你得到这些同样合格的女性和男性，然后你会得到这些不同的成绩，这似乎是一局部归因于参与。所以我开场想知道，你知道吗，好吧，你有这样的人，他们也在参与。是否有可能让人们去假装它，并会使他们更多地参与.所以我的主要合作者DanaCarney，谁是伯克利，我真的很想知道，你能假装直到你做的吗.像，你可以这样做，只是为了一点点，而实际上体验一个行为的结果，使你显得更有力量.所以我们知道，我们的非语言如何掌控别人的想法和对我们的感觉。有很多证据。但我们的问 题 快递公司问题件快递公司问题件货款处理关于圆的周长面积重点题型关于解方程组的题及答案关于南海问题 是，我们的非语言如何掌控我们对自己的想法和感受.有一些证据证明他们。例如，我们会微笑，当我们感到快乐，但也，当我们被迫微笑着用一支笔在我们的牙齿像这样，它使我们感到快乐。所以这两者都是双向的。当谈到权力时，它也会同时进展。所以当你觉得有力量的时候，你更可能这样做，但也有可能当你假装强大的时候，你更可能会感觉到强大的力量。所以，问题是，你知道，我们知道我们的思想改变了我们的身体，但是我们的身体改变了我们的想法，这也是事实吗.当我说的时候，在强大的情况下，我在说什么.所以我说的是思想和感觉，以及那种生理上的东西，构成了我们的思想和感觉，在我的情况下，这就是荷尔蒙。我看激素。则，强大与无力的人的思想是什么呢.所以，强大的人往往是，不奇怪，更自信，更自信，更乐观。他们居然会有时机赢得比赛。他们也往往能更抽象地思考。所以有很多不同。他们承担更多的风险。强大和无力的人之间有很多不同。从生理上说，2个关键的激素：睾酮，这是优势激素，皮质醇，这是应激激素的差异。所以我们发现灵长类动物中的大功率雄性激素有高睾丸激素和低皮质醇，而强大的和有效的领导者也有高睾丸激素和低皮质醇。那是什么意思.当你想到权力时，人们往往只想到睾丸激素，因为那是关于支配地位。但实际上，权力也是你对压力的反响。因此，你希望高功率的领导者，是占主导地位，高睾丸激素，但真正的应激反响.也许不是，对不对.你想要的人是强大的和坚决的，占主导地位的，但不是很讲究反响，人谁的下岗。所以我们知道，在灵长类层次，如果一个阿尔法需要接收，如果一个人需要在几天就突然出现一个α的角色排序，那就是个人的睾丸激素已经明显上升，他的皮质醇水平下降了。所以我们有这方面的证据，都认为身体能塑造心灵，至少在面部的水平上，还可以塑造角色变化的思想。所以，如果你在一个很小的水平上做了一个真正的最低水平，这是一个小小的操纵，这个小小的干预会发生什么呢.“你说，〞我想让你站起来，让你感觉更强大所以这就是我们所做的。我们决定把人带进实验室，并运行一个小实验，这些人通过了2分钟，无论是高功率的姿势或低功耗构成，我只会显示你的姿势五，虽然他们只花了2。所以这里有一个。一对夫妇更多。这一个被媒体称为“奇迹女人〞。这是一对夫妇更多。所以你可以站着或者你可以坐着。这里是低功耗的构成。因此，你折叠起来，你让自己很小。这一个是非常低功耗。当你触摸你的脖子，你真的保护自己。所以这是发生了什么。他们进来了，他们吐到一个瓶子里，我们用了2分钟说，“你需要做这件事，〞他们不看照片的姿势。我们不想用一个权力的概念来给他们。我们想让他们感觉到力量，对吗.因此，2分钟，他们这样做。然后我们问他们，“你感觉有多强大.〞在一系列的 工程 路基工程安全技术交底工程项目施工成本控制工程量增项单年度零星工程技术标正投影法基本原理 ，然后我们给他们一个时机，赌博，然后我们采取另一个唾液样本。这是它。这是整个实验。所以这就是我们所发现的。风险承受能力，这是赌博，我们发现的是，当你在高功率构成条件，百分之86的人将赌博。当你在低姿态的条件下，只有百分之60，这是一个相当令人惊讶的差异。这是我们发现的睾