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.
Alustuseks tahaksin jagada üht tasuta ja lihtsat nippi, selleks tuleb teil kaheks minutiks lihtsalt muuta oma kehaasendit. Aga enne seda palun, et korraks mõtleksite oma keha peale ja sellele, mida te kehaga teete. Kui paljud teist teevad end väiksemaks? Näiteks hoiate end kühmu, panete jalad risti või istute jalg üle põlve? Teinekord hoitakse käsi enda ümber. Teinekord tehakse end suureks. (Naer) Ma näen teid. Palun pöörake hetkeks tähelepanu sellele, mida te teete. Tuleme selle juurde kohe tagasi ja loodan, et kui õpite seda ära kasutama võib see oluliselt muuta teie edasist elu.
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.
Kehakeel pakub meile ülisuurt huvi, eriti põnev on meie jaoks teiste inimeste kehakeel. Meile pakuvad huvi sellised asjad nagu... mõni kentsakas olukord, naeratus või põlglik pilk või hoopis väga imelik silmapilgutus või isegi käepigistus.
Narrator: Here they are arriving at Number 10. This lucky policeman gets to shake hands with the President of the United States. Here comes the Prime Minister -- No. (Laughter) (Applause)
Kohe jõutakse peaministri residentsi. Politseinikul veab, USA president tervitab teda kättpidi. Ja ka peaminister? Ei.
(Laughter) (Applause)
(Naer, aplaus)
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?
Niisiis, käepigistus või selle puudumine võib saada kuumaks teemaks ja anda kõneainet nädalateks, isegi BBC-s ja "The New York Timesis" Kui räägitakse mitteverbaalsest käitumisest ehk kehakeelest, mida meie, sotsiaalteadlased, kutsume lihtsalt “mitteverbaalne”, siis tegu on keelega, kommunikatsioonivahendiga. Kehakeel on suhtlusvahend, viis infovahetuseks. Mida teie kehakeel mulle ütleb? Mida minu kehakeel ütleb teile?
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?
On igati põhjendatud vaadata seda asja just niimoodi. Sotsiaalteadlased on põhjalikult uurinud meie enda või teiste kehakeele mõju otsustele, mida me teeme. Kehakeele baasil teeme väga olulisi otsuseid ja järeldusi. Need otsused olla meie elus määrava tähtsusega: keda me tööle võtame või edutame, keda me kohtingule kutsume. Näiteks Nalini Ambady, Tuftsi Ülikooli teadlane, tegi uuringu, kus inimesed vaatasid 30 sekundi pikkust hääleta klippi arsti-patsiendi vahelisest suhtlusest ja patsiendi hinnang arsti sõbralikkusele lubab ennustada, kas see arst kaevatakse kohtusse või mitte. Seega pole peamine arsti kompetentsus vaid see, kas ta on meeldiv ja kuidas suhtlemine sujub Veelgi dramaatilisem näide: Princetoni teadlane Alex Todorov leidis, et poliitikute nägudele vaid 1 sekundiga antud hinnang ennustab 70 protsenti USA Senati ja kuberneride valimiste tulemustest. Sama kehtib isegi virtuaalmaailmas. Emotikonide osav kasutamine online läbirääkimistel võib viia parema lõpptulemuseni. Parem mitte emotikonidega ämbrisse astuda, eks ole.
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. We are also influenced by our nonverbals, our thoughts and our feelings and our physiology.
Mitteverbaalse käitumise põhjal hindame teisi ja teised hindavad meid, sellest sõltub, kuidas asjad laabuvad. Ent kipume unustama veel ühe tegelase, keda meie kehakeel mõjutab. See oleme me ise. Me ise oleme samuti oma kehakeele poolt mõjutatud, meie mõtted ja tunded, kogu meie keha.
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.
Mis kehakeelest ma siin räägin? Olen sotsiaalpsühholoog ja minu uurimisteemaks on eelarvamused ja olen õppejõud tuntud ärikoolis. Arusaadvaalt hakkasid mind huvitama võimusuhted. Eriti pakkusid mulle huvi võimu ja üleoleku mitteverbaalsed väljendused.
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.
Kuidas siis võim ja üleolek mitteverbaalselt väljenduvad? Täpselt niimoodi. Loomade maailmas näitab võimu suurus. Seega püütakse end suureks teha ja oksad laiali ajada, haarata enda alla palju ruumi, laotada end võimalikult laiali. Tuleb olla võimalikult suur. See kehtib kogu loomamaailmas, mitte ainult primaatide puhul. Inimesed teevad samamoodi. (Naer) Nii teevad need, kes ongi suured staarid, aga ka need, kes antud hetkel tunnevad võimsatena. See on väga tähelepanuväärne, sest näitab selgelt, kui universaalne ja vana see võimsuse väljendamise viis on. Seda ilmet, mis väljendab uhkust, on uurinud Jessica Tracy. Ta näitas, et samamoodi teevad nii nägijana sündinud kui ka need, kes on sündinud pimedatena, kui nad spordivõistlustel võidavad. Kui finišijoon ületatakse võitjana, siis olenemata, kas ollakse seda varem näinud või mitte, tehakse alati nii. Käed V-kujuliselt üleval, lõug veidi tõstetud.
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.
Mida tehakse aga siis, kui tuntakse end nõrgana? Ollakse täpselt vastupidiselt. Pannakse end lukku, tõmmatakse end kokku. Me teeme end väikseks. Püüame vältida kõrvalolija vastu puutumist. Veel kord, nii loomad kui ka inimesed teevad samu asju. Samamoodi on siis, kui kõrvuti panna võimukas ja nõrk. Mis puutub võimu väljendavasse hoiakusse, siis kiputakse reageerima teise positsiooni kinnitava hoiakuga. Nii et kui keegi on väga jõuline, siis kipume end väiksemaks tegema, me ei peegelda teist, vaid käitume täpselt vastupidi.
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.
Ma olen jälginud sellist käitumist klassis ja mis on mulle silma jäänud? Ärijuhtimise tudengid kasutavad laialdaselt võimu väljendavat kehakeelt. On tüüpilisi alfaisaseid, kes sisse tulles lähevad kohe klassi keskele veel enne kui loeng algab, justkui tahtes kogu ruumi hõivata. Istet võttes ajavad nad end laiali ja tõstavad sedasi kätt. Ja teised, kes sisenedes on praktiliselt kokkuvajumas, Seda märkab kohe, kui nad tulevad. Nende nägu ja keha väljendavad seda ilmekalt, toolil istudes püüavad nad end võimalikult väikseks teha ja kätt tõstavad nad niimoodi.
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.
Mulle on paar asja silma jäänud. Esiteks, ja mitte üllatusena, tundub see olema seotud sooga. Nii käitub rohkem naisi kui mehi. Naised tunnevad end reeglina vähem enesekindlana kui mehed, nii et see pole üllatav.
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.
Aga olen samuti märganud, et mitteverbaalne käitumine on seotud sellega kui aktiivselt ja edukalt see tudeng õppetöös osaleb. See loeb ärijuhtimise erialal väga palju, sest osalemine määrab poole lõpphindest.
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?
Ärikoolidel on lausa probleem säärase soolise ebavõrdsusega. Kooli tulevad samade tulemustega naised ja mehed ja siis äkki tekivad suured erinevused hinnete osas ja see võib olla tingitud erinevusest osalusaktiivsuses. Nii tekkis mul mõte, et kui sellise hoiakuga õpilased osalevad aktiivselt, siis kas need teised ei võiks lihtsalt teeselda sellist hoiakut ja see paneks nad aktiivsemalt osalema?
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?
Tahtsime kolleeg Dana Carneyga Berkeley Ülikoolist selgitada välja, kas kunstlikult teeseldud hoiak aitab viia sisemise muutuseni? Et kas on võimalik olla sedasi kasvõi natukeseks ja saavutada seeläbi käitumise muutus, mis paneb end tundma võimekana? On teada, et kehakeel mõjutab seda, mida teised meist arvavad See on tõestatud fakt. Aga meie peamine küsimus oli see, kas meie kehakeel mõjutab ka me enda mõtlemist ja suhtumist iseendasse?
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.
On alust arvata, et see tõepoolest on nii. Näiteks naeratame, kui oleme õnnelikud, aga tunneme rõõmu ka siis, kui sunnime end naeratama pliiatsit sedasi hammaste vahel hoides. Seega toimib see mõlemat pidi. Enesekindlusega on sama lugu, see toimib mõlemat pidi. Siis kui tunned end kindlalt, teed sa tõenäoliselt nii, aga samas saab enesekindlat poosi võttes end suure tõenäosusega ka võimekana tunda.
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.
Meie teine küsimus puudutas seda, et kui meie mõtlemine suudab muuta meie keha, siis kas on võimalik, et muutused kehas kutsuvad esile muutuse mõtlemises? Ja milles täpsemalt mõtlemise ja enesekindluse seos üldse seisneb? Ma pean silmas mõtteid ja tundeid ja füsioloogilist baasi, millele need põhinevad antud juhul siis hormoone. Keskendun hormoonidele. Mis vahet on enesekindlal ja ebakindlal mõtlemisel? Suurema võimuga inimesed on tavaliselt veenvamad ja enesekindlamad, optimistlikumad. Nad tõesti tunnevad, et suudavad võita ka õnnemängudes. Reeglina suudavad nad mõelda abstraktsemalt. Seega on palju erinevusi. Nad riskivad rohkem. Enesekindlate ja ebakindlate inimeste vahel on palju erinevusi Füsioloogiliselt ilmnevad erinevused kahe võtmehormooni puhul: testosteroon, mis on domineerimise hormoon, ja kortisool, mis on stressihormoon.
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.
Selgub, et võimsatel alfaisastel primaatide hierarhias on organismis kõrge testosterooni ja madal kortisooli tase. Ka tugevatel ja edukatel juhtidel on samuti kõrge testosteroon ja madal kortisool. Mida see siis tähendab? Võimust rääkides mõeldakse tihti vaid testosterooni, sest sellega seondub domineerimine. Aga tegelikult on võimu puhul oluline ka stressiga toimetulek. Kas on hea, kui on väga võimas ja domineeriv juht, kõrge testosteroonitasemega, aga väga kergelt ärrituv? Tõenäoliselt mitte. Hea on inimene, kes on küll jõuline veenev ja domineeriv, aga mitte stressialdis, vaid hea pingetaluvusega.
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."
On teada, et kui primaatide hierarhias peab alfaisane haarama endale juhirolli, või kui inimene peab ootamatult võtma juhtiva rolli, siis tõuseb mõne päevaga märgatavalt tema testosterooni tase samas kui kortisooli tase langeb oluliselt madalamale. Seega on olemas tõestus, et keha protsessid mõjutavad mõtlemist vähemalt näoilme muutuse tasemel, ja rollivahetus võib mõjutada mõtlemist. Aga mis siis juhtub, kui võtate endale teise rolli, aga teete seda väga minimaalselt, nagu see väike muudatus, üks pisike ümberkujundamine? Ütled et seiske kaheks minutiks nii ja see paneb teid tundma palju võimsamana.
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.
Just nii me tegimegi. Otsustasime teha inimestega väikese eksperimendi. Katses osalejad võtsid kaheks minutiks kas mõne võimuka poosi või jõuetu asendi. Näitan siin viite poosi, kuigi nad pidis võtma vaid kaks. Siin on üks. Paar tükki veel. Meedia hakkas seda kutsuma "Supernaise" poosiks. Siin on veel paar. Võib seista püsti või istuda. Ja need on kaks jõuetu inimese poosi. Voldid end kokku, teed ennast võimalikult väikeseks. See on eriti jõuetu asend. Oma kaela puudutamine tähendab enda kaitsmist.
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.
Kuidas see käis? Nad tulid sisse, andsid süljeproovi, ja palusime, et nad oleksid kaks minutit nii- või naamoodi. Neile ei näidata pooside pilte, et mitte ette öelda, et uurime võimu. Tahtsime, et nad tunnetaksid võimu. Nad hoidsid asendit kaks minutit. Seejärel küsime kui võimsana, nad end erinevates aspektides tunnetasid ja seejärel andsime neile võimaluse mängida õnnemänge ning siis võtsime uue süljeproovi. Kogu lugu, selline katse oligi.
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.
Eksperimendi tulemused olid sellised. Riskivalmidus, õnnemängus osalemine. Selgus, et võimukates poosides olnutest mängiks õnnemänge 86%. Jõuetus asendis olijatest mängiks vaid 60%, erinevus on märkimisväärne.
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.
Testosterooni osas selgus, et võrreldes esialgse tasemega tõusis võimukas asendis olles hormooni tase umbes 20 protsenti ja jõuetus asendis olles langes ligi 10 protsenti. Taaskord - vaid kaks minutit ja juba sellised muutused! Kortisooli osas olid tulemused sellised. Võimukas poosis langes kortisooli tase ligi 25 protsenti ja jõuetus poosis tõusis 15 protsenti. Kaks minutit viis selliste hormonaalsete muutusteni, mis mõjutavad meie aju nii, et oleme kas kehtestavad, enesekindlad ja muretud või täiesti stressis ja mustas augus. Me oleme kõik seda ju tundnud? Nii et kehakeel mõjutab meie mõtlemist ja enesetunnet. Mitte vaid teiste suhtes, aga ka enda puhul. Meie keha suudab muuta meie mõtlemist.
But the next question, of course, 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.
Aga järgmiseks tahaks teada, kas paariminutiline võimukas poos võib tõesti meie elu oluliselt muuta? See eksperiment toimus laboris ja kestis vaid mõne minuti. Kas see päriselt ka toimib? Meile oli see oluline küsimus. Arvatavasti võiks seda kasutada olukordades, kus keegi meid hindab, olukordades, mis meid pabistama panevad. Kui keegi arvustab meid, kasvõi sõbrad. Teismelise jaoks näiteks koolivahetund. Näiteks sõnavõtmine kooli hoolekogus. Või esitluse tegemine või kõne pidamine või tööintervjuu. Otsustasime, et paljude jaoks on tuttavaks teemaks tööintervjuu, enamus on selle läbi teinud.
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?
Avaldasime oma tulemused ja kogu meedia oli kohe jaol. Küsiti, et kas niimoodi tulekski siis tööintervjuul olla.
(Laughter)
(Naer)
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.
Olime üsna ehmunud ja vastasime, et heldeke küll, seda me nüüd küll ei tahtnud öelda. Kindlasti poleks midagi sellist vaja teha. Asi pole selles, kuidas teiste inimestega suhelda, vaid selles, mida inimene iseeendale ütleb. Mida tuleks teha enne töövestlust? Tavaliselt istud ja näpid oma iPhone või Androidi, ei püüa kedagi ignoreerida. Vaatad oma märkmeid, tõmbad end kühmu, teed end väikeseks, kuigi tegelikult tuleks teha hoopis nii, näiteks WC-s, eks ole? Nii teegi, leia need kaks minutit. Seda me tahtsimegi testida. Tegime uue katse, kus inimesed võtsid uuesti võimukaid või jõuetuid asendeid, ja tegid läbi üliraske 5-minutilise töövestluse. Neid filmiti ja arvustati, hindajad andsid täiesti emotsioonitut tagasisidet, nagu see mees siin pildil. Kujutage ette, et teid intervjueerib keegi selline. Viis minutit, mitte midagi, see on hullem kui väljavilistamine. Inimesed vihkavad seda. Marianne LaFrance nimetab seda sotsiaalsel vesiliival seismiseks. Kortisooli tase hüppab üles. Selline oli eksperimendi töövestlus, sest tahtsime näha, mis juhtub. Seejärel vaatasid neli spetsialisti salvestused läbi, teadmata hüpoteesi ega katse tingimusi. Neil polnud aimugi, kes millises poosis oli olnud, nad lihtsalt vaatasid neid lindistusi ja ütlesid, et võtaksid tööle need - kõik võimukas poosis olnud, ja neid me ei taha. Meie meelest on need inimesed üldse palju positiivsemad. Aga mis pani neid sedasi ütlema? Asi polnud jutu sisus. Kõik sõltus hoopis inimese olekust. Kompetentsi elemendid said kõik ära hinnatud, näiteks kui hästi kõne oli koostatud, kas kvalifikatsioon klapib, Aga kõik see ei loe. Oluline on hoopis muu, asjad, mis siin kirjas. Inimeste tõeline olemus, see, kes nad tegelikul on. Neil on oma mõtted, aga nad on ehedad, olles nemad ise, mitte mingi tühine pealiskiht. Nii et see tekitaski säärase efekti ja mõjutas tulemusi.
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.
Kui ma inimestele seletan, et keha mõjutab meie mõtlemist ja meie mõtted suudavad muuta meie käitumist, ja meie käitumine võib muuta meie elu, siis öeldakse, et see tundub kuidagi võlts. Ütlesin, et teeskle kuni hakkad oskama. See pole minu moodi. Ma ei taha jõuda kuskile, kus tegelikult ei ole minu koht. Ma ei taha tunda end võltsina. Ma ei taha jõuda kuhugi, kus ma ei peaks olema. Ja see pani mind tõesti mõtlema. Räägin teile ühe loo, kui ma ise tundsin end tõusikuna kes ei ole seda ära teeninud.
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."
Kui ma olin 19 aastane, sattusin ma raskesse avariisse. Ma paiskusin autost välja kui veeresin mitu korda üle katuse Ma paiskusin autost välja. Ärkasin peatraumaga intensiivravi osakonnas ja ma ei saanud kolledžis jätkata. Sain teada, et mu IQ oli kahe vahemiku võrra langenud, mis oli väga traumeeriv. Ma teadsin oma IQ väärtust, sest mind oli nimetatud targaks ja minu kohta öeldi andekas laps. Nüüd olin koolist välja kukkunud, kuid ma püüdsin tagasi saada. Mulle öeldi: "Sa ei lõpeta kolledžit. On palju muid asju, mida sa võid teha, aga see pole sulle jõukohane."
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, and worked, and got lucky, and worked.
Ma olin täiesti meeleheitel, sest kui inimeselt on võetud ära tema identiteet, tema isikupära, mis minu jaoks seisnes tarkuses, ja nüüd oli see ära võetud, siis pani see mind tundma end täiesti mõtetuna Ma olin täis ebakindlust. Ma tegin kõvasti tööd ja mul vedas, rügasin ja vedas jälle rügasin veel.
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."
Lõpuks sain ma kolledži lõpetatud. See võttis mul neli aastat kauem. Ma veensin Susan Fisket, inglit, kes on mu nõustaja, et ma pean edasi minema ja nii jõudsin ma Princetoni, kus ma pidevalt tundsin, et ma ei peaks siin olema. Ma olen üks võlts kest. Mu esimese kursuse lõpukõne eelõhtul, mis Princetonis on 20 minutiline kõne 20 inimese ees. Ma olin nii hirmul, et järgmisel päeval helistasin talle ja ütlesin:"Ma jätan pooleli." Tema vastas:"Sa ei jäta, sest ma mängisin sinu peale ja sa pead jääma. Sa jätkad ja nii see on. Sa lihtsalt teeskled seda. Sa pead kõik kõned, mida sul tuleb teha. Sa lihtsalt teed seda ja teed ja teed ja teed, isegi, kui kardad ja oled hirmust kange ja tunned et hing on lahkunud kehast. Kuni tuleb hetk, mil avastad, et sa tegelikult teedki seda." "Ma olengi saanud selliseks. Ma tõesti teengi seda."" Ja nii ma tegingi. Viis aastat kraadiõppes, mõne aasta olin Northwesternis siis läksin Harvardisse, olen Harvardis, ma enam ei mõtle sellele, kuid pikka aega tundsin, et ma ei peaks siin olema.
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.
Mu esimese Harvardis oldud aasta lõpus üks tudeng, kes polnud kogu semestri jooksul sõnagi öelnud ja kellel käskisin hakata osalema või muidu langeb ta välja, tuli minu kabinetti. Ma tõesti ei tundnud teda üldse. Ta tuli täiesti norgus ja ütles: "Ma ei peaks siin olema." Ja see oli mu jaoks äratundmishetk. Sest juhtus kaks asja. Esiteks, ma avastasin imestusega, et ma ise ei tunnegi enam nii. Mina ei tunne, aga tema tunneb ja ma tean seda tunnet. Teiseks, ta peab siin olema! Ta võib teeselda, kuni see saab tõeks.
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 --
Niisiis ütlesin: "Jah, sa pead siin olema! Ja homme hakkad teesklema seda, sa paned end maksma ja...
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(Aplaus)
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)
Ja sa lähed klassiruumi ja sa ütled parima kommentaari, mis kunagi on öeldud." Ja teate mis? Ta läks ja ütles parima kommentaari ja teised pöörasid teda vaatama, et issand, pole isegi märganud, et ta siin on.
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.
Kuu aja pärast tuli ta tagasi ja ma taipasin, et tema teesklus polnud teda lihtsalt vee peal hoidnud, vaid ta oligi selleks saanud, keda ta teeskles. Ta oli muutunud. Ma tahangi teile öelda, et pole vaja teeselda selleks, et asjaga hakkama saada. Teeselge, kuni te saategi tegijaks. Tee seda nii palju kui vaja, et sa muutudki selle osaks.
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.
Ja viimane mõte, mis teile jätan on see, et pisikesed sammud võivad viia suurte muutusteni. Nii et vaid kaks minutit. Kaks minutit, kaks minutit. Kui pead hakkama saama järjekordse stressi tekitava asjaga, proovi teha nii kaks minutit, olgu siis liftis, tualettruumis, oma laua taga üksi olles. Seda tulebki teha. Aita oma ajul suurepäraselt toime tulla. Aja oma testosteroon üles ja lükka kortisool alla. Ära lahku tundega, et ma ei andnudki endast kõike. Tee nii, et oled neile näidanud, kes sa olen ja mida sul anda on.
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.
Mul on teile palve, et prooviksite neid võimupoose ja palun rääkige sellest ka teistele, sest see on nii lihtne. See pole minu ego upitamiseks. Andke teadmisi edasi. Jagage teistega, sest inimestel, kes seda enim vajavad, ei ole tavaliselt raha ja tehnilisi vahendeid ega ka positsiooni ja võimu. Jagage nendega, sest seda saavad nad teha omaette olles. Vaja on ainult oma keha, omaette olekut ja kahte minutit ja see võib oluliselt muuta nende elu.
Thank you.
Tänan!
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