1、最受欢迎TED演讲No2YOU BODY LANGUAGE SHAPES WHO YOU AREAmy CuddySo I want to start by offering you a freeno-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
2、re doing with your body. So how many of you are sort of making yourselves smaller? Maybe youre hunching, crossing your legs, maybe wrapping your ankles. Sometimes we hold onto our arms like this. Sometimes we spread out. (Laughter) I see you. (Laughter) So I want to pay attention to what youre doing
3、 right now. Were going to come back to that in a few minutes, and Im hoping that if you learn to tweak this a little bit it, it could significantly change the way your life unfolds.So, were really fascinated with body language, and were particularly interested in other peoples body language. You kno
4、w, were 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, and look at this lucky policeman gets to shake hands with the presi
5、dent of the United States. Oh, and here comes the Prime Minister of the - No.(Laughter) (Applause) (Laughter) (Applause)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 nonv
6、erbal behavior, or body language - but we call it nonverbals as social scientists - its language, so we think about communication. When we think about communication, we think about interactions. So what is your body language communicating to me? Whats mine communicating to you? And theres a lot of r
7、eason to believe that this is a valid way to look at this. So social scientists have spent a lot of looking at the effects of our body language, or other peoples body language, on judgments. And we make sweeping judgments and inferences from body language. And those judgments can predict really mean
8、ingful 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 physicians niceness predict whether or not
9、 that physician will be sued. So it doesnt 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 face sin just one second predict 70
10、percent of U.S. Senate and gubernatorial race outcomes, and even, lets go digital, emoticons used well in online negotiations can lead to you 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 jud
11、ge us and what the out comes are. We tend to forget, though, the other audience thats influenced by our nonverbals, and thats ourselves.We are also influenced by our nonverbals, our thought sand our feelings and our physiology. So what nonverbals am I talking about? Im a social psychologist. I study
12、 prejudice, and I teach at a competitive. I became especially interested in nonverbal expressions of power and dominance. 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 stretc
13、h out, you take up space, youre basically opening up. Its about opening up. And this is true cross the animal kingdom. It not just limited to primates. And humans do the same thing. (laughter) So the do this both when thry have power sort of chronically, and also when theyre feeling powerful in the
14、moment. And this one is especially interesting because it 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 theyve won, it doesnt matte
15、r if theyve 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 dont want to bump into the person next to us. So again, both anima
16、ls and humans do the same thing. And this is what happens when you put together high and low power. So if someone is being really powerful with us, we tend to do when it comes to power is that we complement the other nonverbals. So if someone is being really powerful with us, we tend to make ourselv
17、es smaller. We dont mirror them. We do the opposite of them.So Im 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 want to occupy space. When they
18、 sit down, theyre sort of spread out. They raise their hands like this. You have other people who ar virtually collapsing when they come in. As soon they com 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 w
19、hen they raise their hand. I notice acouple of things about this. One, youre 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. But the other thing I n
20、otice is that it also seemed to be related to the extend 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.So business schools have been struggling with this gender grade
21、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 theyre participation. Is it possible that we c
22、ould get people to fake it and would it lead them to participate more?So may main collaborator Dana Carney, whos 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 mor
23、e powerful? So we know that our nonverbals govern how other people think and feel about us. Theres a lot of evidence. But our question really was, do our nonverbals govern how we think and feel about ourselves?Theres some evidence that they do. So, for example, we smile when we feel happy, but also,
24、 when were 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, youre more likely to do this, but its also possible that when you pretend to be powerful, you are more likely t
25、o actually feel powerful.So the second question really was,you know, so we know that our mids 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 Im talking about thoughts and feeling sand the sort of
26、 physiological things that make up our thoughts and feelings, and in my case, thats 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 fe
27、el that theyre 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: tes
28、tosterone, which is the dominance hormone, and cortisol, which is the stess 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 mea
29、n? 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 person whos powerful and assertive and dominant, but not very stress reactive, the person whos laid back.So we
30、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 individuals testosterone has gone up significantly and his cortisol has dropped significantly. So we have this evidence, both that the body ca
31、n shape the mind, ant least at the facial level, and also that tole 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
32、 like this, and its going make you feel more powerful.”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 Im just going to show you five of the poses, although the
33、y took on only two. So heres 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 youre folding up, youre making yourself. So this is what happens. They come in, they spit int a vial,
