Amy Cuddy-Your body language may shape who you are（上）

00:12

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. 

• hunch：V-I If you hunch forward, you raise your shoulders, put your head down, and lean forward, often because you are cold, ill, or unhappy. (人) 耸肩弓身

• tweak：V-T If you tweak something such as a system or a design, you improve it by making a slight change. 稍稍改进(如系统或设计) [非正式]

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 改变你的姿势二分钟时间 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(笑声) 我看到你了(笑声) 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 

00:59

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. 

• contemptuous：ADJ If you are contemptuous of someone or something, you do not like or respect them at all. 心怀蔑视的

所以，我们很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(笑声) 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

 

01:23

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) 

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) 

01:39

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? 

02:05

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? 

• sweeping：ADJ If someone makes a sweeping statement or generalization, they make a statement which applies to all things of a particular kind, although they have not considered all the relevant facts carefully. 笼统的 [表不满]

• gubernatorial：ADJ Gubernatorial means relating to or connected with the post of governor. 州长的 [ADJ n] /ˌɡjuːbənəˈtɔːrɪəl/

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? 

03:20

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. 

• physiology：N-UNCOUNT The physiology of a human or animal's body or of a plant is the way that it functions. 生理机能

当我们提起肢体语言，我们就想到我们如何论断别人 别人如何论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 我们也往往受自己的肢体动作，想法 感觉和心理（？）所影响 

03:38

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. 

所以究竟我说的是怎样的非语言? 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 

03:57

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. 

• primate：N-COUNT A primate is a member of the group of mammals that includes humans, monkeys, and apes. 灵长目动物

• chronically：adv.慢性地

• chin：N-COUNT Your chin is the part of your face that is below your mouth and above your neck. 下巴

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 所以你尽可能的让自己变大，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

04:56

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. 

 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 若有人之于我们相对权重时 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 

05:25

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. 

• caricature：N-COUNT If you describe something as a caricature of an event or situation, you mean that it is a very exaggerated account of it. 夸张的描述 [表不满]

当我在课堂上观察这么现象时 你猜我发现什么?我发现MBA的学生 真的很会就充分利用肢体语言 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 

06:04

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. 

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。

06:20

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. 

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 

06:34

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是不分轩轾的 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? 

06:58

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? 

07:25

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 

07:58

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. 

• assertive：ADJ Someone who is assertive states their needs and opinions clearly, so that people take notice. 坚定自信的

• testosterone：N-UNCOUNT Testosterone is a hormone found in men and male animals, which can also be produced artificially. It is thought to be responsible for the male sexual instinct and other male characteristics. **素 /tɛˈstɒstəˌrəʊn/ 

• cortisol：N the principal glucocorticoid secreted by the adrenal cortex; 17-hydroxycorticosterone. The synthesized form is used mainly in treating rheumatic, allergic, and inflammatory disorders. Formula: C21H30O5 氢羟肾上腺皮质素 (Also called cortisol) /ˈkɔːtɪˌsɒl/

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 **酮，是一种支配荷尔蒙 可的松，是一种压力荷尔蒙 

08:58

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. 

我们发现 灵长类的雄性首领 有高浓度的睪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 人们往往只想到睪丸酮 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 有着很高浓度的睪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 

09:38

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." 

• manipulation：n. 操作，使用

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，那一方体内的睪丸酮会大大地上升 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" 

10:20

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. 

我们是这样做的 我们决定将人们带进实验室，做一个小实验 这些人将维持有力或无力的姿势两分钟 然后我就会告诉你 这五种姿势，虽然他们只做了两种 这是其一 看看这些 这个被媒体取名为 "神力女超人" 还有这些 或站或坐 这些是无力的姿势 你双手交叉，试着让自己变小一点 这是非常无力的一张 当你在摸你的脖子 你其实在保护自己 

11:04

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. 

• vial：N-COUNT A vial is a very small bottle that is used to hold something such as perfume or medicine. (装香水、药物等的)小瓶 [正式]

• prime：V-T If you prime someone to do something, you prepare them to do it, for example, by giving them information about it beforehand. 事先交代 (某人做某事)

• saliva：N-UNCOUNT Saliva is the watery liquid that forms in your mouth and helps you to chew and digest food. 唾液 /səˈlaɪvə/ 

实际的状况是，他们进来 取出唾液 维持一个姿势达两分钟 他们不会看到姿势的照片，因为我们不想要影响他们 我们希望他们自己感觉到力量 不是吗?所以他们做了整整两分钟 我们关于一些事物问:"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 接着再取得唾液范本 这就是整个实验 

11:29

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. 

• whopping：ADJ If you describe an amount as whopping, you are emphasizing that it is large. 庞大的 [非正式] [ADJ n]

我们发现到风险承担能力， 也就是在赌博时，当处于强有力的姿势的时 86%的人会选择赌博 相对处于一个较无力的姿势时 只有60%的人，这真是很令人惊讶的差异 

11:45

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. 

• baseline：N-COUNT A baseline is a value or starting point on a scale with which other values can be compared. (价值的)基准 [usu sing, oft N 'for' n/-ing]

• configure：V-T If you configure a piece of computer equipment, you set it up so that it is ready for use. 配置 (计算机设备) [计算机]

就睪丸酮而言我们发现 这些人进来的那一刻起，有力量的那些人 会有20%的提高 无力的人则下降10% 所以，再次地，当你有这些改变 有力的人 可的松下降25%， 而无力的人可的松则上升15% 二分钟可以让这些荷尔蒙改变 使你的脑袋变得 果断，自信和自在 或高度紧张以及感到与世隔绝 我们都曾有过这些体验对吗? 看来非语言确实掌控 我们对自己的想法和感受 不只是别人，更是我们自己 同时，我们的身体可以改变我们的心理 

12:37

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. 

• pitch：If someone makes a pitch for something, they try to persuade people to do or buy it. 游说

但下一个问题，当然，就是 维持数分钟的姿势 是否真能引导一个更有意义的人生呢? 刚刚都只是在实验室哩，一个小实验，你知道的 只有几分钟。你要怎么实现这一切呢? 落实在我们关心的地方呢? 我们关心的其实是，我是说 你在那里可以用这些技巧去评估时势 像是社交威胁的情形。譬如说你被人打量时? 或者是青少年吃午餐的时候 你知道，对有些人来说就好像在开 学校的董事会。有时候是一个小演讲 有时是像这种讲演 或是工作面试时 我们后来决定用一个最多人能做比较的 因为大部分人都曾经 面试工作过 

13:22

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? 

我们将这些发现发表出来，接着媒体就大量曝光 说，好，所以你去面试时， 你得这样做，对吧?