03yourbodylanguagemayshapewhoyouareWord下载.docx
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03yourbodylanguagemayshapewhoyouareWord下载.docx
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mhopingthatifyoulearntotweakthisalittlebit,itcouldsignificantlychangethewayyourlifeunfolds.
47
So,we'
rereallyfascinatedwithbodylanguage,andwe'
reparticularlyinterestedinotherpeople'
sbodylanguage.Youknow,we'
reinterestedin,like,youknow—(Laughter)—anawkwardinteraction,orasmile,oracontemptuousglance,ormaybeaveryawkwardwink,ormaybeevensomethinglikeahandshake.
01:
11
Narrator:
HeretheyarearrivingatNumber10.ThisluckypolicemangetstoshakehandswiththePresidentoftheUnitedStates.HerecomesthePrimeMinister--No.(Laughter)(Applause)
24
(Laughter)(Applause)
27
AmyCuddy:
Soahandshake,orthelackofahandshake,canhaveustalkingforweeksandweeksandweeks.EventheBBCandTheNewYorkTimes.Soobviouslywhenwethinkaboutnonverbalbehavior,orbodylanguage--butwecallitnonverbalsassocialscientists--it'
slanguage,sowethinkaboutcommunication.Whenwethinkaboutcommunication,wethinkaboutinteractions.SowhatisyourbodylanguagecommunicatingtomeWhat'
sminecommunicatingtoyou
53
Andthere'
salotofreasontobelievethatthisisavalidwaytolookatthis.Sosocialscientistshavespentalotoftimelookingattheeffectsofourbodylanguage,orotherpeople'
sbodylanguage,onjudgments.Andwemakesweepingjudgmentsandinferencesfrombodylanguage.Andthosejudgmentscanpredictreallymeaningfullifeoutcomeslikewhowehireorpromote,whoweaskoutonadate.Forexample,NaliniAmbady,aresearcheratTuftsUniversity,showsthatwhenpeoplewatch30-secondsoundlessclipsofrealphysician-patientinteractions,theirjudgmentsofthephysician'
snicenesspredictwhetherornotthatphysicianwillbesued.Soitdoesn'
thavetodosomuchwithwhetherornotthatphysicianwasincompetent,butdowelikethatpersonandhowtheyinteractedEvenmoredramatic,AlexTodorovatPrincetonhasshownusthatjudgmentsofpoliticalcandidates'
facesinjustonesecondpredict70percentof.Senateandgubernatorialraceoutcomes,andeven,let'
sgodigital,emoticonsusedwellinonlinenegotiationscanleadyoutoclaimmorevaluefromthatnegotiation.Ifyouusethempoorly,badidea.Right
03:
08
Sowhenwethinkofnonverbals,wethinkofhowwejudgeothers,howtheyjudgeusandwhattheoutcomesare.Wetendtoforget,though,theotheraudiencethat'
sinfluencedbyournonverbals,andthat'
sourselves.Wearealsoinfluencedbyournonverbals,ourthoughtsandourfeelingsandourphysiology.
26
SowhatnonverbalsamItalkingaboutI'
masocialpsychologist.Istudyprejudice,andIteachatacompetitivebusinessschool,soitwasinevitablethatIwouldbecomeinterestedinpowerdynamics.Ibecameespeciallyinterestedinnonverbalexpressionsofpoweranddominance.
45
AndwhatarenonverbalexpressionsofpoweranddominanceWell,thisiswhattheyare.Sointheanimalkingdom,theyareaboutexpanding.Soyoumakeyourselfbig,youstretchout,youtakeupspace,you'
rebasicallyopeningup.It'
saboutopeningup.Andthisistrueacrosstheanimalkingdom.It'
snotjustlimitedtoprimates.Andhumansdothesamething.(Laughter)Sotheydothisbothwhentheyhavepowersortofchronically,andalsowhenthey'
refeelingpowerfulinthemoment.Andthisoneisespeciallyinterestingbecauseitreallyshowsushowuniversalandoldtheseexpressionsofpowerare.Thisexpression,whichisknownaspride,JessicaTracyhasstudied.Sheshowsthatpeoplewhoarebornwithsightandpeoplewhoarecongenitallyblinddothiswhentheywinataphysicalcompetition.Sowhentheycrossthefinishlineandthey'
vewon,itdoesn'
tmatterifthey'
veneverseenanyonedoit.Theydothis.SothearmsupintheV,thechinisslightlylifted.
04:
44
WhatdowedowhenwefeelpowerlessWedoexactlytheopposite.Wecloseup.Wewrapourselvesup.Wemakeourselvessmall.Wedon'
twanttobumpintothepersonnexttous.Soagain,bothanimalsandhumansdothesamething.Andthisiswhathappenswhenyouputtogetherhighandlowpower.Sowhatwetendtodowhenitcomestopoweristhatwecomplementtheother'
snonverbals.Soifsomeoneisbeingreallypowerfulwithus,wetendtomakeourselvessmaller.Wedon'
tmirrorthem.Wedotheoppositeofthem.
05:
13
SoI'
mwatchingthisbehaviorintheclassroom,andwhatdoInoticeInoticethatMBAstudentsreallyexhibitthefullrangeofpowernonverbals.Soyouhavepeoplewhoarelikecaricaturesofalphas,reallycomingintotheroom,theygetrightintothemiddleoftheroombeforeclassevenstarts,liketheyreallywanttooccupyspace.Whentheysitdown,they'
resortofspreadout.Theyraisetheirhandslikethis.Youhaveotherpeoplewhoarevirtuallycollapsingwhentheycomein.Assoontheycomein,youseeit.Youseeitontheirfacesandtheirbodies,andtheysitintheirchairandtheymakethemselvestiny,andtheygolikethiswhentheyraisetheirhand.
52
Inoticeacoupleofthingsaboutthis.One,you'
renotgoingtobesurprised.Itseemstoberelatedtogender.Sowomenaremuchmorelikelytodothiskindofthingthanmen.Womenfeelchronicallylesspowerfulthanmen,sothisisnotsurprising.
06:
ButtheotherthingInoticedisthatitalsoseemedtoberelatedtotheextenttowhichthestudentswereparticipating,andhowwelltheywereparticipating.AndthisisreallyimportantintheMBAclassroom,becauseparticipationcountsforhalfthegrade.
22
Sobusinessschoolshavebeenstrugglingwiththisgendergradegap.Yougettheseequallyqualifiedwomenandmencominginandthenyougetthesedifferencesingrades,anditseemstobepartlyattributabletoparticipation.SoIstartedtowonder,youknow,okay,soyouhavethesepeoplecominginlikethis,andthey'
reparticipating.Isitpossiblethatwecouldgetpeopletofakeitandwoulditleadthemtoparticipatemore
46
SomymaincollaboratorDanaCarney,who'
satBerkeley,andIreallywantedtoknow,canyoufakeittillyoumakeitLike,canyoudothisjustforalittlewhileandactuallyexperienceabehavioraloutcomethatmakesyouseemmorepowerfulSoweknowthatournonverbalsgovernhowotherpeoplethinkandfeelaboutus.There'
salotofevidence.Butourquestionreallywas,doournonverbalsgovernhowwethinkandfeelaboutourselves
07:
There'
ssomeevidencethattheydo.So,forexample,wesmilewhenwefeelhappy,butalso,whenwe'
reforcedtosmilebyholdingapeninourteethlikethis,itmakesusfeelhappy.Soitgoesbothways.Whenitcomestopower,italsogoesbothways.Sowhenyoufeelpowerful,you'
remorelikelytodothis,butit'
salsopossiblethatwhenyoupretendtobepowerful,youaremorelikelytoactuallyfeelpowerful.
Sothesecondquestionreallywas,youknow,soweknowthatourmindschangeourbodies,butisitalsotruethatourbodieschangeourmindsAndwhenIsayminds,inthecaseofthepowerful,whatamItalkingaboutSoI'
mtalkingaboutthoughtsandfeelingsandthesortofphysiologicalthingsthatmakeupourthoughtsandfeelings,andinmycase,that'
shormones.Ilookathormones.SowhatdothemindsofthepowerfulversusthepowerlesslooklikeSopowerfulpeopletendtobe,notsurprisingly,moreassertiveandmoreconfident,moreoptimistic.Theyactuallyfeelthey'
regoingtowinevenatgamesofchance.Theyalsotendtobeabletothinkmoreabstractly.Sotherearealotofdifferences.Theytakemorerisks.Therearealotofdifferencesbetweenpowerfulandpowerlesspeople.Physiologically,therealsoaredifferencesontwokeyhormones:
testosterone,whichisthedominancehormone,andcortisol,whichisthestresshormone.
08:
Sowhatwefindisthathigh-poweralphamalesinprimatehierarchieshavehightestosteroneandlowcortisol,andpowerfulandeffectiveleadersalsohavehightestosteroneandlowcortisol.SowhatdoesthatmeanWhenyouthinkaboutpower,peopletendedtothinkonlyabouttestosterone,becausethatwasaboutdominance.Butreally,powerisalsoabouthowyoureacttostress.Sodoyouwantthehigh-powerleaderthat'
sdominant,highontestosterone,butreallystressreactiveProbablynot,rightYouwantthepersonwho'
spowerfulandassertiveanddominant,butnotverystressreactive,thepersonwho'
slaidback.
09:
Soweknowthatinprimatehierarchies,ifanalphaneedstotakeover,ifanindividualneedstotakeoveranalpharolesortofsuddenly,withinafewdays,thatindividual'
stestosteronehasgoneupsignificantlyandhiscortisolhasdroppedsignificantly.Sowehavethisevidence,boththatthebodycanshapethemind,atleastatthefaciallevel,andalsothatrolechangescanshapethemind.Sowhathappens,okay,youtakearolechange,whathappensifyoudothatatareallyminimallevel,likethistinymanipulation,thistinyintervention"
Fortwominutes,"
yousay,"
Iwantyoutostandlikethis,andit'
sgoingtomakeyoufeelmorepowerful."
10:
Sothisiswhatwedid.Wedecidedtobringpeopleintothelabandrunalittleexp
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