(Ⅰ)

  Your body language shapes who you are!

by Amy Cuddy

资料來源: www.ted.com

(阅读原文有完整链接)

Transcribed by Joseph Geni

Reviewed by Morton Bast

Translated by Anna Dung
Reviewed by Barry Hu

0:11

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.

首先我要提供你们一个免费的 不涉科技的生活小撇步 你只要 改变你的姿势二分钟 在我说明前，我要先请大家 先检视一下你的姿态 你们之中有多少人身体是约略缩小的? 或许你现在翘著脚驼著背? 或者双手抱膝 有时我们会这样抱着手臂 有时我们会打开双手 (笑声) 我看到啰(笑声) 现在请大家专心在自己身上 我们等一下在回到这件事上 希望你们可以稍微改变一下 这会让你的生活变得很不一样

0:58

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.

所以，我们深为身体语言著迷 特別是 別人的身体语言 你知道，当我们为 (笑声) 尴尬的互动，或微笑 或轻蔑的一瞥，或不自然的眨眼 甚至是握手这样的一件事

1:22

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)

1:35(Laughter) (Applause)

（影片旁白）：他们抵达英国首相官邸唐宁街10号， 幸运的警员可以和美国总统握手 噢，还有 来自....的首相? 不 (笑声) (掌声) (笑声) (掌声)

1:37

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?

所以一个握手，或不握手 我们都可以聊上好几个礼拜 即使 BBC 和纽约时报也不例外 我们说到非语言行为或身体语言时 我们社会科学学者将之归类为非口语语言 它就是一种语言，所以我们会想到沟通 当我们想到沟通，我们就想到互动 所以你现在的身体语言正在告诉我甚么? 我的身体又是在传达甚么给你们?

2:04

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?

有很多理由让我们相信这是有效的切入点 社会科学家花了很多时间 研究我们的身体语言 或其他人的身体语言在判断方面的效应 而我们根据他人的身体语言，推论并做出快速又决绝的判断 这些判断可以帮我们预测生命里很有意义的事件 像是要雇用谁，邀请谁出去约会 举例而言，Tufts 大学的研究员，Nalini Ambady 让我们看到 当人们观赏一段 30 秒 正牌医师和病人互动的无声影片 他们对该医师是否和善的观感 可用来预测该医师日后是否会被病人告上法庭 跟这个医师称职与否没有太大关系 重点是我们喜不喜欢他 和他们互动的情形? 更戏剧化的是，普林斯顿的 Alex Todorov 的研究告诉我们 我们在一秒内对政治人物脸部的喜好判断 对美国参议院和美国州长的 选举结果有 70% 的预测力 甚至，在电脑上的互动 在线上协商时，妥善运用表情符号 可以让你在协商中获的较多价值 假如你运用不得当，不妙！对吧? 

3:31

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. 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.

当我们想到非口语语言，我们就想到判断別人 別人如何判断我们以及结果 我们往往忘记，还有其他人也受到我们非口语语言影响 那就是我们自己 我们也同时受自己的非口语语言、想法 感觉和生理影响 所以我说的究竟是甚么样的非口语语言? 我是一位社会心理学家，我研究偏见 我在一所竞争激烈的商学院教书 因此无可避免地对权力间互动关系着迷 特別是在非口语语言表达方面 的权力和支配

3:56

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.

展示权力和支配的非口语语言又为何呢? 嗯，让我细细道来 在动物世界里，权力和支配的非口语语言讲究扩展 所以你尽可能得把自己变大，你伸展身体 占满空间，基本上就是开展身体 就是关于展开身体 整个动物世界都是如此，不仅限於灵长类。 人类也干同样的事(笑声) 不论是习於权力的人 或普通人偶而碰上可以大声讲话的时后，都是如此 特別有趣的原因是 它让我们明白古今世界权力的展现从来是如此地一致 自尊的表现 Jessica Tracy 研究显示 视力正常的人 和先天视障的人 在赢得比赛时都做同样的事 当他们跨过终点线赢得比赛之际 无论他们是否曾看过这种行为 他们都展现这个姿势 双臂呈V字型朝上，下巴微扬 那我们感到无助的时候呢? 我们做完全相反的事 我们缩起身体。我们把自己卷曲起来 让自己变得小一点，最好別碰到身旁的人 我再重复一次，人类和动物都一样 这是在权力不对等时发生的状况 在不对等权力状态下，我们倾向 和对方互补 若有人对我们展现权力 我们倾向把自己缩小些，我们不模仿他们 我们背道而驰

5:24

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. 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.

当我在课堂上观察这么现象时 你猜我发现甚么? 我发现 MBA 的学生 把权力的非口语语言部分表达的淋漓尽致 你会看到有些人就像动物群里支配的雄性的变形 上课前大摇大摆走进教室，一屁股坐在教室正中 好像他们真的要占据整个空间似的 当他们坐下的时候，身体会展开 举手时会像这样把手高举起来 有些人基本上是摊成一堆 他们一走进来你就会发现 从他们的脸上表情和身体姿势都看得出来 他们坐在椅子上，把自己缩的小小的 然后举手的时候是这种畏畏缩缩的样子 我观察到两点： 第一，不出所料 这跟性別有关 女人比男人更会显得畏缩 长期以来女人都不觉得像男人那么强势 所以这并不太让人意外。但第二件我观察到的 这种表现似乎跟学生的参与程度 与参与表现相关 在 MBA 的课堂上来说这真的非常重要 因为参与的表现占成绩的一半

6:33

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?

所以商学院一直以来都为男女生在参与上的差別伤脑筋 入学的时候男女生不分轩轾 可是成绩出来却反映性別差异 而看起来一部分原因和参与有关 所以我开始思考，好吧 所以这群人一开始来是这副样子，看起来积极参与 那是不是可能让大家先假装成那样 进而影响他们，能更积极参与?

6:57

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 outcomethat 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?

我在 Berkeley 的主要合作研究伙伴，Dana Carney 和我都很想知道，是不是能先假装，到最后则成真 譬如说，先小小假装一阵子，然后在实际行为上经验到 你看来很有权力的样子的结果 我们都知道非口语语言影响 他人对我们的看法。已经有很多研究证明这件事 而我们要问的问题是，非口语语言 是否影响我们对自己的看法与感觉？

7:24

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.

确实有证据支持这个说法 举例来说，我们开心的时候会微笑 但同样地，当我们被迫在口中咬住一只笔 呈现微笑的表情时，我们也会感到开心 代表这是互为因果，互相影响的。说到权力 亦是如此。所以当我们感到很有权力时 你比较会这样做，但你也可能 假装自己很有权力， 然后真的觉得自己力量强大

7:57

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.

那第二个问题就是 我们知道心理状态会影响身体 那身体是否能影响心理呢? 这里所说的心理充满力量 指的是甚么? 我指的是想法和感觉 和构成我们想法和感受的生理因素 我这里是指荷尔蒙。所以我针对荷尔蒙来看 充满力量或充满无力感 在荷尔蒙层面上有什么差別？ 不出乎意料，感觉自己有力的人往往 比较果断，自信，且乐观 他们确切认为机会永远站在他们这边 他们也较擅长抽象思考 还有许多差异。这种人比较敢承受风险 强势的人与充满无力感的人真的差別很大 在生理上有二个重要的荷尔蒙对此有影响 一是睾固酮:也就是支配性荷尔蒙 一是肾上腺皮质醇:也就是压力荷尔蒙 我们发现到 灵长类里的强势男性 有大量的睾固酮和低量的肾上腺皮质醇 强势，高效能的领袖人物 也有大量睾固酮与低量的肾上腺皮质醇 这表示甚么? 当你想到权力 人们往往只想到睾固酮 因为它代表支配统治 但力量其实也和如何处理压力有关 所以你会想见一个有支配地位强势领袖 有著很多睾固酮但同时又对压力反应过度吗? 大概不会吧，不是吗?你会希望那个人 是充满力量，肯定果断，非常强势 但也不会对压力反应过度，不能轻松以对

9:37

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 upsignificantly 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."

灵长动物的社群阶级里，如果一个强势雄性 想要夺权，如果一个雄性突然想要争取 首领这个角色 几天内，他体内的睾固酮一定急速增加 而其肾上腺皮质醇剧烈地减少 身体影响心理，由此可证 至少就表面而言是如此 同时角色的转换也会影响心理 所以，如果你改变角色 如果你做一个微小改变会怎样 像这样的操作，这样一个小小的干预? "持续二分钟"你说，"我要你们这样站著， 它会让你感到更充满力量"

10:19

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.

接着我们就决定做这个实验。 我们将人们带进实验室做个小实验 这些人将摆出有权势的姿态 或无力的姿态两分钟，现在我们一起看 这五种姿势，虽然他们只做了其中二种 这是其一 再两个姿势 这个姿势是媒体一般称为 "神力女超人" 的姿态 还有这两个 或站或坐 这些是无助的姿势 你双手交叉，试着让自己变小一点 这张显现非常无助的样子 当你摸脖子 你其实在保护自己 实际的状况是，他们一进来 先朝试管里吐口口水 我们告诉他，摆这个姿势，两分钟 他们不会看到姿势的照片，因为我们不想要暗示，影响他们 我们要他们自己感觉力量 不是吗? 所以他们摆了二分钟姿势 然后，我们拿一堆东西，问他们: "现在你觉得自己多有力量?" 受试者接着会有一个博奕的机会 接着再取一次唾液样本 就是这样。这就是整个实验

11:28

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.

我们发现到风险承担能力，用赌博来衡量 摆出有权势姿势的人 有 86% 会选择赌博 摆低权势姿态的人呢 只有 60% 会赌，这两者间差异真的很大 我们发现 这些人进来的那一刻起，摆高权势姿态的人 睾固酮会上升 20% 摆低权势姿态的人则是下降 10% 所以，再说一次，只有两分钟，就有这种差异 摆有权势姿态的人 肾上腺皮质醇下降 25%， 摆低权势姿态的人肾上腺皮质醇则上升 15% 只要二分钟可以让这些荷尔蒙产生这种改变 使你的脑袋成为 果断、自信和自在 或高度紧张以及感到 退缩。我们都曾有过这些体验不是吗? 看来非口语的语言确实掌控 我们对自己的想法感受 不只是影响別人，更影响我们自己 同时，我们的身体可以改变心理

12:36

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.

但下一个问题，当然，就是 维持数分钟的姿势 是否真能影响你的人生? 刚刚都只是在实验室哩，一个小实验，你知道的， 只有几分钟。这有什么地方可以应用呢？ 这才是我们关心的 我们认为什么时候可以应用呢？ 我们相信是在评量的情况下可用 像是社交威胁的情境里，在你被人评估的时候 也许是你朋友评估你？就像是是青少年吃午餐的餐桌上那紧张样 有些人可以应用在学校董事会演讲时 可能是提出宣扬一个主张 或是像现在一样的演讲里用 或是找工作面试时，都用的上 我们认为一般人最能认同体会的情境 因为大部分人都曾经历过 也就是求职面试

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未完。