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