只要两分钟你就能改变:用肢体语言重塑自己

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. 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.
首先我想要提供给你们一个免费的、非科技的人生窍门。你只需这样做：改变你的姿势两分钟。但在我要把它告诉你们之前，我想要请你们，就你们的身体和你们身体的行为做一下自我审查，那么你们之中有多少人正蜷缩着自己？或许你现在弓着背，还翘着二郎腿？或者双臂交叉，有时候我们像这样抱住自己，有时候展开双臂，我看到你了，现在请大家专心在自己的身上，我们等一下就会回溯刚刚的事，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。

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 — 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，我们真的很执着于肢体语言，特别是对别人的肢体语言感兴趣。你看，我们对尴尬的互动，或一个微笑，或轻蔑的一瞥，或奇怪的眨眼，甚至是握手之类的事情感兴趣。

Narrator: Here they are arriving at Number 10, and look at this lucky policeman gets to shake hands with the President of the United States. Oh, and here comes the Prime Minister of the — ? No. (Laughter) (Applause) (Laughter) (Applause)
解说员：他们来到了唐宁街10号，看看这个，这位幸运的警员可以和美国总统握手。噢，还有，来自……的总理？不(笑声) (掌声) (笑声) (掌声)

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?
Amy Cuddy：所以一个握手，或没有握手，我们都可以大聊特聊一番。即使BBC和纽约时报也不例外。我们说到肢体行为或肢体语言时，我们将之归纳为社会科学，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什么？我的身体又是在向你传达什么？

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 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 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.
有很多理由让我们相信这些是有效的。社会科学家花了很多时间，求证肢体语言的效果，或其它人的身体语言在判断方面的效应。而我们环视身体语言中的讯息做决定和推论，这些结论可以预测生活中很有意义的结果，像是我们雇用谁或给谁升职，邀请谁出去约会。举例而言，Tufts大学的研究员，Nalini Ambady表示，人们观赏一部医生和患者互动的30秒无声影片，他们对该医生的和善观感，可用来预测该复健师是否会被告上法庭，跟这个医生能否胜任工作没有太大关系，重点是我们喜不喜欢他，和他们是如何与人互动的? 进一步来说，普林斯顿的Alex Todorov表示，我们对政治人物脸部的喜好判断，大概可用来对美国参议院和美国州长的，竞选结果做70%的预测，甚至就网络上在线聊天时使用的表情符号，可以帮助你从交谈中得到更多信息。所以你千万别弄巧成拙，对吧？当我们提起肢体语言，我们就想到自己如何判断别人，别人如何判断我们以及后果会是什么，我们往往忘记这点，受到肢体动作所影响的那群观众，就是我们自己。

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.
我们也往往受自己的肢体动作、想法、感觉和心理所影响，所以究竟我的非语言表达到底说的是什么？我是一位社会心理学家，我研究偏见。我在一所极具竞争力的商业学院上课，因此无可避免地对权力动力学感到着迷，特别是在非语言表达，对权力和支配的领域。

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.
权力和支配的非语言表达究竟是什么？嗯，让我细细道来。在动物王国里，它们和扩张有关。所以你尽可能得让自己变大，你向外伸展占满空间，基本上就是展开。关于展开，我说真的，透视动物世界，这不仅局限于灵长类，人类也干同样的事(笑声)。不论是他们长期掌权或是在某个时间点感到权力高涨，他们都这么做，特别有趣的原因是，它让我们明白权力的展现从来是如此地一致，不管古今世界。这种展现，被认为是一种荣耀。 Jessica Tracy研究表示，视力良好无碍和先天视障的人在赢得比赛时都做了同样的事。当他们跨过终点线赢得比赛之际，无论能否看的见，他们都做这样的动作，双臂呈V字型朝上，下巴微微抬起，那我们感到无助的时候呢？我们的行为正相反，我们封闭起来。我们把自己蜷起来，让自己变得小一点，最好别碰到别人。这再一次证明，人类和动物都做同样的事，这就是当你有力量和没力量时的行为，所以当力量来临时，我们会迎合别人的非语言表达，当别人的权势比我们大很多时，我们倾向把自己变得较小，不会模仿他们，我们做和他们正相反的事情。

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种现象时，你猜我发现什么？我发现MBA的学生真的很会充分利用肢体语言，你会看到有些人像是统治者。走进房间，课程开始之前一屁股坐在正中间，好像他们真的很想占据整个教室似的，当他们坐下的时候，身体会展开，像这样举手。有些人则不然，他们一走进来你就会发现，从他们的脸和身体你会发现，他们坐在椅子上的时候把自己变得很萎靡，然后举手的时候是这种姿势。我观察到很多事情，其中一件，不令人惊讶，就是跟性别差异有关，女人比男人更容易出现这种状况，女人一般比较容易比男人感到无力，这并不太令人意外。然而我发现的另一件事是，这似乎也跟学生参与的程度高低有关，就MBA的课来说这真的非常重要。因为课堂参与程度要占成绩的一半。

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此伤脑筋，入学的时候男生女生都是一样优秀的，可是成绩出来却有这些性别差异，而看起来却有一部分原因和参与度有关。所以我开始思索，好吧，这群人一开始进来是这样，他们参与其中，那有没有可能让大家来假装，让他们更加参与进来?

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?
我在Berkeley的主要合作研究伙伴，Dana Carney。我很想知道，你能假装直到你成功吗？譬如说，只做一下下然后就体验到一个，让你感到更加充满力量的结果，所以得知非语言表达如何掌控他人对我们的想法和感受。有很多证据可以证明。但我们的问题是，我们非语言的部分是否真的掌控我们对自己的想法和感受？

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.
这里确实有些证据可以表明。举例来说，当我们高兴的时候我们会笑，但同样地，当我们含着一只笔练习笑容的时候，我们也会感到开心。这说明这是相互的。说到力量的时候亦是如此。所以当我们感到充满力量的时候，你更加可能会这样做，但你也可能假装自己很有力量，然后真的感到力量强大。

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 that 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，你看，我们知道心理状态会影响我们的身体 那身体是否能影响心理呢？这里所说的心理充满力量究竟指的是什么？我指的是想法和感觉。和可以组成我们想法和感受的实际事物，我这里是指荷尔蒙。我指的是这个。充满力量和没有力量的心智是什么样的呢? 毫不令人意外，心理坚强的人往往比较果断，自信，且乐观，就连在赌注里也觉得他们会赢，他们也倾向于能够抽象地思考，所以这其中有很大区别。他们更敢于冒险。充满力量与否的心智二者存有许多不同，生理上两个关键的贺尔蒙，睾丸酮，是一种支配荷尔蒙；可的松，是一种压力荷尔蒙。我们发现灵长类的雄性首领有高浓度的睾丸酮和低浓度的可的松，相同情形也在强而有力的领导人身上可见。这表示什么？当你想到力量，人们往往只想到睾丸酮，因为它代表支配统治，但力量其实是在于你如何应对压力，所以你会想要一个有着很高浓度的睾丸酮但同时又高度紧张的领导吗？大概不会是吧？你会希望那个人是充满力量，肯定果断且知道如何支配，但不是非常紧张，或是懒洋洋的。

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."
灵长类动物的金字塔里，如果一个首领想要掌控这个种群，或取代原先的首领，几天之内，那一方体内的睾丸酮会大大地上升，而其可的松会剧烈地下降，身体影响心理之例，由此可见一斑。至少就表面而言是如此。同时角色的转换也会影响心智。所以，如果你改变角色，就一个小改变，像这样一个小小的操作，这样一个小小的干预？“持续两分钟”你说，“我要你们这样站着， 它会让你感到更加充满力量。”