Your body language may shape who you are | Amy Cuddy | TED

Translator: Joseph Geni Reviewer: Morton Bast

Translator: Klaus Terman Reviewer: Morten Kelder Skouboe

So I want to start by offering you a free no-tech life hack,

Jeg vil gerne begynde med at give jer et gratis

ikke-teknisk 'lifehack,'

and all it requires of you is this:

og det eneste, det kræver af jer, er følgende:

that you change your posture for two minutes.

at I ændrer jeres kropsholdning i to minutter.

But before I give it away, I want to ask you to right now

Men før jeg går videre, vil jeg gerne bede jer om nu

do a little audit of your body and what you're doing with your body.

at blive bevidst om jeres krop, og om hvad I gør med jeres krop lige nu.

So how many of you are sort of making yourselves smaller?

Hvor mange af jer sidder og gør jer selv mindre?

Maybe you're hunching, crossing your legs, maybe wrapping your ankles.

Måske sidder I og krummer ryggen, krydser benene,

måske krydser I anklerne.

Sometimes we hold onto our arms like this.

Nogle gange holder vi fast i vores arme sådan her.

Sometimes we spread out. (Laughter)

Nogle gange sidder vi og flyder. (Latter)

I see you.

Jeg kan godt se jer. (Latter)

So I want you to pay attention to what you're doing right now.

I må gerne lige lægge mærke til, hvad I gør lige nu.

We're going to come back to that in a few minutes,

Det vender vi tilbage til om et øjeblik,

og det er mit håb, at hvis I lærer nogle få justeringer,

and I'm hoping that if you learn to tweak this a little bit,

it could significantly change the way your life unfolds.

så kan det være med til at forandre jeres liv betydeligt.

So, we're really fascinated with body language,

Vi er meget fascinerede af kropssprog,

and we're particularly interested in other people's body language.

og vi er især interesserede

i andre menneskers kropssprog.

You know, we're interested in, like, you know — (Laughter) —

Vi er interesserede i fx - (Latter) -

an awkward interaction, or a smile,

kluntede samspil, eller et smil,

or a contemptuous glance, or maybe a very awkward wink,

eller et hånligt blik eller måske et akavet blink,

or maybe even something like a handshake.

eller måske endda et håndtryk.

Narrator: Here they are arriving at Number 10.

Kommentator: Her ankommer de til Downing Street og se nu denne

heldige politimand, der får lov til at få et håndtryk af

This lucky policeman gets to shake hands with the President of the United States.

den amerikanske præsident. Og her kommer

Here comes the Prime Minister -- No. (Laughter) (Applause)

premierministeren - ? Nej. (Latter) (Bifald)

(Laughter) (Applause)

(Latter) (Bifald)

Amy Cuddy: So a handshake, or the lack of a handshake,

Amy Cuddy: Altså et håndtryk eller et manglende håndtryk

can have us talking for weeks and weeks and weeks.

kan give os noget at tale om i flere uger.

Even the BBC and The New York Times.

Ja, selv BBC og The New York Times.

So obviously when we think about nonverbal behavior,

Så tydeligvis, når vi tænker på nonverbal fremtræden,

or body language -- but we call it nonverbals as social scientists --

eller kropssprog -- men vi sociologer kalder det nonverbaler --

it's language, so we think about communication.

det er sprog, så vi tænker på kommunikation.

When we think about communication, we think about interactions.

Når vi tænker på kommunikation, tænker vi på interaktion.

Så hvad kommunikerer dit kropssprog til mig?

So what is your body language communicating to me?

What's mine communicating to you?

Hvad kommunikerer mit til dig?

And there's a lot of reason to believe that this is a valid way to look at this.

Og der er en masse grunde til at tro, at dette er en gyldig

måde at anskue det på. Så sociologer har brugt en masse

So social scientists have spent a lot of time

tid på at se på effekterne af vores kropssprog,

looking at the effects of our body language,

eller andres kropssprog, på bedømmelser.

or other people's body language, on judgments.

And we make sweeping judgments and inferences from body language.

Og vi laver hurtige bedømmelser og slutninger ud fra kropssprog.

And those judgments can predict really meaningful life outcomes

Og disse bedømmelser kan forudsige virkeligt betydningsfulde valg i livet,

like who we hire or promote, who we ask out on a date.

som hvem vi ansætter eller forfremmer, hvem vi inviterer på date.

For example, Nalini Ambady, a researcher at Tufts University,

F.eks. Nalini Ambady, en forsker ved Tufts Universitet,

shows that when people watch 30-second soundless clips

viser, at når personer ser 30 sekunder lydløse klip

of real physician-patient interactions,

af virkelige læge-patient interaktioner,

their judgments of the physician's niceness

at deres bedømmelse af lægens venlighed

predict whether or not that physician will be sued.

forudsiger om denne læge vil blive sagsøgt.

So it doesn't have to do so much

Så det har ikke så meget, at gøre med om

with whether or not that physician was incompetent,

lægen var inkompetent, men om vi kan lide personen,

but do we like that person and how they interacted?

og hvordan de interagerede?

Even more dramatic, Alex Todorov at Princeton

Endnu mere dramatisk, Alex Todorov ved Princeton har vist

has shown us that judgments of political candidates' faces

os, at bedømmelsen af politiske kandidaters ansigter

in just one second predict 70 percent

på bare et sekund forudsiger 70 procent af det amerikanske senat-

of U.S. Senate and gubernatorial race outcomes,

og guvernørvalgs resultat,

and even, let's go digital,

og derudover, lad os gå digitalt,

emoticons used well in online negotiations

emoticons (smileys) brugt godt i online forhandlinger

can lead you to claim more value from that negotiation.

kan lede til, at man opnår mere værdi af forhandlingerne.

If you use them poorly, bad idea. Right?

Hvis man bruger dem dårligt, dårlig idé. Ikke?

So when we think of nonverbals, we think of how we judge others,

Så når vi tænker på kropssprog, tænker vi på, hvordan vi bedømmer

how they judge us and what the outcomes are.

andre, hvordan de bedømmer os, og hvad resultaterne er.

We tend to forget, though, the other audience

Vi glemmer dog tit det andet publikum,

that's influenced by our nonverbals, and that's ourselves.

der påvirkes af vores kropssprog, og det er os selv.

We are also influenced by our nonverbals,

Vi er også påvirkede af vores kropssprog, vores tanker

our thoughts and our feelings and our physiology.

og vores følelser og fysiologi.

So what nonverbals am I talking about?

Så hvilket kropssprog taler jeg om?

I'm a social psychologist. I study prejudice,

Jeg er social psykolog. Jeg studerer fordomme

and I teach at a competitive business school,

og underviser på en konkurrencepræget handelshøjskole,

so it was inevitable that I would become interested in power dynamics.

så det var nærmest uundgåeligt, at jeg ville blive interesseret i magtdynamikker.

I became especially interested in nonverbal expressions

Jeg blev specielt interesseret i kropssprog og udtryk

of power and dominance.

af styrke og dominans.

And what are nonverbal expressions of power and dominance?

Og hvad er kropslige udtryk for styrke og dominans.

Well, this is what they are.

Ja, det her er, hvad det er.

So in the animal kingdom, they are about expanding.

Så i dyrenes verden, handler de om ekspansion.

So you make yourself big, you stretch out,

Så man gør sig selv stor, man strækker sig,

you take up space, you're basically opening up.

man fylder, man åbner sig simpelt hen op.

It's about opening up.

Det handler om at åbne sig. Og det er sådan

And this is true across the animal kingdom.

på tværs af dyreverdenen. Det er ikke bare begrænset til primater.

It's not just limited to primates.

Og mennesker gør det samme. (Latter)

And humans do the same thing. (Laughter)

So they do this both when they have power sort of chronically,

Så de gør dette både, når de har magt sådan hele tiden,

and also when they're feeling powerful in the moment.

og også når de føler sig stærke i øjeblikket.

And this one is especially interesting because it really shows us

Og dette er specielt interessant, fordi det virkelig viser os,

how universal and old these expressions of power are.

hvor universelle og gamle disse udtryk for styrke er.

This expression, which is known as pride,

Dette udtryk, som er kendt som stolthed,

Jessica Tracy has studied.

har Jessica Tracy studeret. Hun viser, at

She shows that people who are born with sight

folk som er født med syn,

and people who are congenitally blind do this

og folk som er født blinde gør sådan,

when they win at a physical competition.

når de vinder i en fysisk konkurrence.

So when they cross the finish line and they've won,

Så når de krydser mållinien, og de har vundet,

it doesn't matter if they've never seen anyone do it.

gør det ingen forskel, om de aldrig har set nogen gøre det før.

De gør sådan her.

They do this.

Så armene er oppe i V form, hagen er let løftet.

So the arms up in the V, the chin is slightly lifted.

What do we do when we feel powerless?

Hvad gør vi når vi føler os magtesløse? Vi gør præcis

We do exactly the opposite.

det modsatte. Vi lukker i. Vi krøller os sammen.

We close up. We wrap ourselves up.

We make ourselves small.

Vi gør os små. Vi ønsker ikke at bumpe ind i personen ved siden af os.

We don't want to bump into the person next to us.

So again, both animals and humans do the same thing.

Så igen, både dyr og mennesker gør det samme.

And this is what happens when you put together high and low power.

Og dette er, hvad der sker, når man sætter stor styrke

og lav styrke sammen. Så det, vi plejer at gøre,

So what we tend to do when it comes to power

når det kommer til styrke, er, at vi supplerer den andens kropssprog.

is that we complement the other's nonverbals.

So if someone is being really powerful with us,

Så hvis nogen udtrykker sig virkeligt stærkt,

we tend to make ourselves smaller. We don't mirror them.

gør vi os normalt mindre. Vi spejler dem ikke.

We do the opposite of them.

Vi gør det modsatte af dem.

So I'm watching this behavior in the classroom,

Så jeg ser denne opførsel i klasselokalet,

and what do I notice?

og hvad bemærker jeg? Jeg bemærker at MBA-studerende

I notice that MBA students really exhibit the full range of power nonverbals.

virkeligt udøver hele paletten af magtnonverbaler.

So you have people who are like caricatures of alphas,

Så man har personer, som er ligesom karikaturer af alfaer,

really coming into the room, they get right into the middle of the room

der virkeligt kommer ind i lokalet, de går lige ind i midten af rummet

før timen starter, som om de virkeligt ønsker at besætte rummet.

before class even starts, like they really want to occupy space.

When they sit down, they're sort of spread out.

Når de sætter sig, spreder de sig ligesom ud.

They raise their hands like this.

De hæver hånden sådan her.

You have other people who are virtually collapsing

Man har andre personer, som næsten falder sammen,

when they come in. As soon they come in, you see it.

når de kommer ind. Så snart de kommer ind, ser man det.

You see it on their faces and their bodies,

Man ser det på deres ansigter og deres kroppe, og de sætter

and they sit in their chair and they make themselves tiny,

sig i stolen og gør sig selv bitte små,

and they go like this when they raise their hand.

og de gør sådan her, når de hæver hånden.

I notice a couple of things about this.

Jeg bemærker et par ting omkring dette.

Et, I bliver ikke overraskede.

One, you're not going to be surprised.

It seems to be related to gender.

Det ser ud til at være relateret til køn.

So women are much more likely to do this kind of thing than men.

Kvinder er meget mere tilbøjelige til at gøre sådan, end mænd.

Women feel chronically less powerful than men,

Kvinder føler sig kronisk mindre stærke end mænd,

so this is not surprising.

og dette overrasker ikke. Men noget andet, jeg bemærker, er, at

But the other thing I noticed

is that it also seemed to be related to the extent

det også så ud til at være relatere til omfanget af,

to which the students were participating, and how well they were participating.

hvor meget de studerende deltog, og hvor godt de deltog.

And this is really important in the MBA classroom,

Og dette er virkeligt vigtigt i MBA-klasselokalet,

because participation counts for half the grade.

fordi deltagelse udgør halvdelen af karakteren.

So business schools have been struggling with this gender grade gap.

Så handelshøjskoler har kæmpet med denne kønsforskel.

You get these equally qualified women and men coming in

Man får disse lige kvalificerede kvinder og mænd ind,

and then you get these differences in grades,

og så får man disse karakterforskelle,

and it seems to be partly attributable to participation.

og det syntes at være delvis tilskrevet deltagelsesgraden.

So I started to wonder, you know, okay,

Så jeg begyndte at undre mig,

so you have these people coming in like this, and they're participating.

man får disse personer ind på denne måde, og de

deltager. Er det muligt, at vi kunne få folk til at efterligne det

Is it possible that we could get people to fake it

and would it lead them to participate more?

og ville det få dem til at deltage mere?

Min primære samarbejdspartner Dana Carney, som er på Berkeley,

So my main collaborator Dana Carney, who's at Berkeley,

and I really wanted to know, can you fake it till you make it?

og jeg ville virkeligt gerne vide, kan man efterligne det, til det virker?

Like, can you do this just for a little while

Kan man gøre det i en lille periode og så faktisk

and actually experience a behavioral outcome

opleve et adfærdsmæssigt resultat som får en til at synes stærkere.

that makes you seem more powerful?

So we know that our nonverbals govern how other people

Så vi ved, at vores kropssprog styrer, hvordan andre

think and feel about us. There's a lot of evidence.

tænker og føler om os. Der er meget, der beviser det.

Men vores spørgsmål var egentligt, styrer vores

But our question really was,

do our nonverbals govern how we think and feel about ourselves?

kropssprog, hvordan vi tænker og føler om os selv?

There's some evidence that they do.

Der er beviser for, at de gør.

So, for example, we smile when we feel happy,

For eksempel smiler vi, når vi føler os glade,

but also, when we're forced to smile

men derudover, når vi er tvunget til at smile

by holding a pen in our teeth like this, it makes us feel happy.

ved at holde en blyant mellem tænderne sådan, får det os til at føle glæde.

So it goes both ways.

Så det går begge veje. Når det kommer til styrke,

When it comes to power, it also goes both ways.

går det også begge veje. Så når man føler sig stærk,

So when you feel powerful,

you're more likely to do this,

er det mere sandsynligt, at man gør sådan, men det er også muligt, at

but it's also possible that when you pretend to be powerful,

når man spiller stærk, er det mere sandsynligt, at man

you are more likely to actually feel powerful.

faktisk føler sig stærk.

So the second question really was, you know,

Så det andet spørgsmål var i grunden,

so we know that our minds change our bodies,

vi ved, at sindet ændrer vores kroppen,

but is it also true that our bodies change our minds?

men passer det også, at kroppen ændrer sindet?

And when I say minds, in the case of the powerful,

Og når jeg siger sind, mht. de stærke,

what am I talking about?

hvad taler jeg så om?

So I'm talking about thoughts and feelings

Jeg taler om tanker og følelser

and the sort of physiological things that make up our thoughts and feelings,

og den slags fysiologiske ting, som skaber vores tanker og følelser,

og i mit tilfælde, er det hormoner. Jeg studerer hormoner.

and in my case, that's hormones. I look at hormones.

So what do the minds of the powerful versus the powerless look like?

Hvordan ser den stærkes sind ud i forhold til

den magtesløses?

So powerful people tend to be, not surprisingly,

Stærke mennesker er normalt, ikke overraskende,

more assertive and more confident, more optimistic.

mere selvhævdende og selvsikre, mere optimistiske.

They actually feel they're going to win even at games of chance.

De føler faktisk, at de vil vinde selv ved spil baseret på held.

De er normalt også i stand til at tænke mere abstrakt.

They also tend to be able to think more abstractly.

So there are a lot of differences. They take more risks.

Så der er mange forskelle. De tager flere risici.

There are a lot of differences between powerful and powerless people.

Der er en masse forskelle imellem stærke og svage personer.

Psykologisk, er der også forskelle på to

Physiologically, there also are differences

on two key hormones: testosterone, which is the dominance hormone,

nøglehormoner: testosteron, som er dominanshormonet,

and cortisol, which is the stress hormone.

og cortisol, som er stresshormonet.

So what we find is that high-power alpha males in primate hierarchies

Så hvad vi finder, er, at

høj-styrke alfa hanner i dyrenes hierarkier

have high testosterone and low cortisol,

har højt testosteron og lavt cortisol,

and powerful and effective leaders

og stærke og effektive ledere har også

also have high testosterone and low cortisol.

højt testosteron og lavt cortisol.

So what does that mean? When you think about power,

Så hvad betyder det? Når man tænker på styrke,

people tended to think only about testosterone,

havde folk tendens til kun at tænke på testosteron,

because that was about dominance.

fordi det handlede om dominans.

But really, power is also about how you react to stress.

Men virkelig, styrke handler også om, hvordan du reagerer på stress.

So do you want the high-power leader that's dominant,

Så vil du have en høj-styrke leder som er dominant,

high on testosterone, but really stress reactive?

høj på testosteron, men virkeligt reaktiv på stress?

Probably not, right?

Sandsynligvis ikke, vel? Du ønsker personen,

You want the person who's powerful and assertive and dominant,

der er stærk og selvsikker og dominerende,

but not very stress reactive, the person who's laid back.

men ikke meget stress reaktiv, personen, der er afslappet.

So we know that in primate hierarchies,

Så vi ved, at i primaternes hierarkier, hvis en alfa

if an alpha needs to take over,

skal overtage, hvis en person skal overtage

if an individual needs to take over an alpha role sort of suddenly,

en alfa rolle sådan pludseligt,

within a few days, that individual's testosterone has gone up

er personens testosteron inden for et par dage steget

significantly and his cortisol has dropped significantly.

betydeligt, og hans cortisol er faldet betydeligt.

So we have this evidence, both that the body can shape

Så vi har dette bevis, at kroppen både kan forme

the mind, at least at the facial level,

tankerne, i det mindste på ansigts-plan,

and also that role changes can shape the mind.

og også at rolle skift kan forme tankerne.

So what happens, okay, you take a role change,

Så hvad sker der, okay, man skifter rolle,

what happens if you do that at a really minimal level,

Hvad sker der, hvis man gør det på et virkelig minimalt niveau,

like this tiny manipulation, this tiny intervention?

en lille manipulation, et lille indgreb?

"For two minutes," you say, "I want you to stand like this,

"I to minutter," siger man, "vil jeg have dig til at stå sådan her,

and it's going to make you feel more powerful."

og det vil få dig til at føle dig stærkere."

So this is what we did.

Så dette er, hvad vi gjorde. Vi besluttede at bringe folk

We decided to bring people into the lab and run a little experiment,

ind i laboratoriet og køre et lille eksperiment, og disse personer

and these people adopted, for two minutes,

indtog i to minutter enten høj-styrke positurer

either high-power poses or low-power poses,

eller lav-styrke positurer, og jeg vil lige vise jer

and I'm just going to show you five of the poses,

fem af positurerne, selv om de kun brugte to.

although they took on only two.

So here's one.

Så her er en.

Et par mere.

A couple more.

Denne er blevet navngivet "Wonder Woman"

This one has been dubbed the "Wonder Woman" by the media.

af medierne.

Here are a couple more.

Her er et par mere.

So you can be standing or you can be sitting.

Så man kan stå, eller man kan sidde.

And here are the low-power poses.

Og her er lav-styrke positurerne.

So you're folding up, you're making yourself small.

Så man krøller sig sammen, gør sig selv lille.

This one is very low-power.

Denne her er meget lav-styrke.

When you're touching your neck, you're really protecting yourself.

Når man rører sin nakke,

beskytter man i virkeligheden sig selv.

So this is what happens.

Dette er så, hvad der sker. De kommer ind,

They come in, they spit into a vial,

de spytter i et glas,

for two minutes, we say, "You need to do this or this."

vi siger i to minutter, "Du skal gøre dette eller dette."

They don't look at pictures of the poses.

De ser ikke på billeder af positurerne. Vi ønsker ikke, at forberede dem

We don't want to prime them with a concept of power.

på et koncept om styrke. Vi ønsker, at de skal føle styrke,

We want them to be feeling power.

ikke? Så i to minutter, gør de dette.

So two minutes they do this.

We then ask them, "How powerful do you feel?" on a series of items,

Vi spørger dem derefter, "hvor stærk føler du dig?" på en række punkter,

and then we give them an opportunity to gamble,

og så giver vi dem en mulighed for at spille,

and then we take another saliva sample.

og derefter tager vi en anden spytprøve.

That's it. That's the whole experiment.

Det er det. Det er hele forsøget.

So this is what we find.

Så her er, hvad vi finder. Risikotolerance, som er spil-delen,

Risk tolerance, which is the gambling,

we find that when you are in the high-power pose condition,

hvad vi finder er, at når man er i høj-styrke

positur tilstanden, vil 86 procent af jer spille.

86 percent of you will gamble.

When you're in the low-power pose condition,

Når man er i lav-styrke positur tilstanden,

only 60 percent, and that's a whopping significant difference.

vil kun 60 procent, og det er en temmelig stor forskel.

Here's what we find on testosterone.

Her er, hvad man finder for testosteron.

From their baseline when they come in,

Fra deres oprindelige niveau, når de kommer, oplever høj-styrke personer

high-power people experience about a 20-percent increase,

en stigning på omkring 20 procent,

and low-power people experience about a 10-percent decrease.

og lav-styrke personer oplever omkring et 10 procents fald.

So again, two minutes, and you get these changes.

Så igen, to minutter, og man oplever disse forandringer.

Here's what you get on cortisol.

Her er, hvad du får på cortisol. Høj-styrke personer

High-power people experience about a 25-percent decrease,

oplever omkring 25-procents reduktion, og

and the low-power people experience about a 15-percent increase.

lav-styrke personer oplever en stigning på omkring 15 procent.

So two minutes lead to these hormonal changes

Så to minutter fører til disse hormonelle ændringer,

that configure your brain

som konfigurerer ens hjerne til enten at være

to basically be either assertive, confident and comfortable,

selvhævdende, selvsikker og komfortabel,

or really stress-reactive, and feeling sort of shut down.

eller virkelig stress-reaktiv og føle sig

sådan lukket nede. Og vi har alle haft følelsen, ikke?

And we've all had the feeling, right?

So it seems that our nonverbals do govern how we think and feel about ourselves,

Så det synes, at vores kropssprog styrer,

hvordan vi tænker og har det med os selv,

so it's not just others, but it's also ourselves.

så det er ikke bare andre, men det er også os selv.

Also, our bodies change our minds.

Vores kroppe ændrer også vores sind.

But the next question, of course,

Men det næste spørgsmål er naturligvis,

is, can power posing for a few minutes

kan styrkeposering i et par minutter

virkelig ændre ens liv på en meningsfuld måde?

really change your life in meaningful ways?

This is in the lab, it's this little task, it's just a couple of minutes.

Det her er i laboratoriet. Det er den her lille opgave,

Det er blot et par minutter. Hvor kan man reelt

Where can you actually apply this?

anvende dette? Hvilket vi naturligvis tog os af.

Which we cared about, of course.

And so we think where you want to use this is evaluative situations,

Så vi tror, det, der betyder noget, er, jeg mener,

hvor man vil bruge dette, er evaluerende situationer

like social threat situations.

ligesom sociale trussels situationer. Hvor man bliver evalueret,

Where are you being evaluated, either by your friends?

enten af sine venner? Som for teenagere, hvor det er i kantinen.

For teenagers, it's at the lunchroom table.

For some people it's speaking at a school board meeting.

Det kunne være, for nogle mennesker er det det at tale

i et skolebestyrelsesmøde. Det kan være at holde et indlæg

It might be giving a pitch or giving a talk like this

eller at holde en tale som denne

or doing a job interview.

eller at deltage i en jobsamtale.

We decided that the one that most people could relate to

Vi besluttede, at det de fleste mennesker kunne relatere til,

because most people had been through, was the job interview.

fordi de fleste havde prøvet det,

var jobsamtalen.

So we published these findings,

Vi offentliggjorde disse resultater, og medierne

and the media are all over it,

and they say, Okay, so this is what you do

er vilde med det, og de siger, Okay, så dette er hvad man gør

når man går ind til jobsamtalen, ikke? (Latter)

when you go in for the job interview, right?

(Laughter)

Vi var naturligvis forfærdede og sagde,

You know, so we were of course horrified, and said,

Oh my God, no, that's not what we meant at all.

Åh gud, nej, nej, nej, det er overhovedet ikke, hvad vi mente.

For numerous reasons, no, don't do that.

Af mange grunde, nej, nej, nej, gør ikke sådan.

Again, this is not about you talking to other people.

Igen, dette handler ikke om, at du taler til andre mennesker.

It's you talking to yourself.

Det er dig, der taler til dig selv. Hvad gør man,

What do you do before you go into a job interview? You do this.

før man går ind til en jobsamtale? Man gør dette.

You're sitting down. You're looking at your iPhone --

Ikke? Man sidder ned. Man kigger på sin iPhone --

eller sin Android, forsøger ikke at udelade nogen.

or your Android, not trying to leave anyone out.

You're looking at your notes,

Man kigger på sine noter,

you're hunching up, making yourself small,

man krummer sig sammen, gør sig lille,

when really what you should be doing maybe is this,

når man måske virkelig burde gøre dette,

like, in the bathroom, right? Do that. Find two minutes.

f.eks. i badeværelset, ikke? Gør det. Find to minutter.

So that's what we want to test. Okay?

Så det er, hvad vi ønsker at teste. Okay?

So we bring people into a lab,

Så vi bringer mennesker ind i et laboratorium, og

and they do either high- or low-power poses again,

de udfører enten høj - eller lavstyrke positurer igen,

they go through a very stressful job interview.

de gennemgår en meget stressende jobsamtale.

It's five minutes long. They are being recorded.

Den er fem minutter lang. De optages.

They're being judged also,

De bliver også bedømt, og dommerne

and the judges are trained to give no nonverbal feedback,

er uddannet til ikke at give nogen nonverbal feedback,

so they look like this.

så de ser sådan ud. Forestil jer,

Imagine this is the person interviewing you.

at dette er personen, som skal ansætte dig.

So for five minutes, nothing, and this is worse than being heckled.

Så i fem minutter, intet, og det er værre end at blive råbt af.

People hate this.

Folk hader det. Det er, hvad Marianne LaFrance kalder

It's what Marianne LaFrance calls "standing in social quicksand."

"at stå i socialt kviksand."

So this really spikes your cortisol.

Det hæver virkelig ens cortisol.

So this is the job interview we put them through,

Dette er jobsamtalen, vi tager dem igennem,

for vi ønskede virkelig at se, hvad der skete.

because we really wanted to see what happened.

We then have these coders look at these tapes, four of them.

Derefter har vi disse kodere, som gennemser båndene, fire af dem.

They're blind to the hypothesis. They're blind to the conditions.

De kender ikke hypotesen. De kender ikke omstændighederne.

They have no idea who's been posing in what pose,

De har ingen idé om, hvem der har poseret i hvilke positurer,

and they end up looking at these sets of tapes,

og de ender med at kigge på disse optagelser,

and they say, "We want to hire these people,"

og de siger, "Åh, vi vil ansætte disse,"--

alle høj-styrke personerne--"vi ønsker ikke at ansætte disse.

all the high-power posers.

"We don't want to hire these people.

We also evaluate these people much more positively overall."

Vi vurderer også disse personer mere positivt samlet set."

Men hvad driver det? Det handler ikke om indholdet af jobsamtalen.

But what's driving it?

It's not about the content of the speech.

It's about the presence that they're bringing to the speech.

Det drejer sig om den tilstedeværelse, som de stiller op til samtalen med.

Because we rate them on all these variables

Vi så også, fordi vi vurderer dem på alle disse variable

relateret til kompetence, som, hvor velstruktureret

related to competence, like, how well-structured is the speech?

er samtalen? Hvor god er den? Hvad er deres kvalifikationer?

How good is it? What are their qualifications?

Ingen effekt på de ting. Dette er, hvad der berøres.

No effect on those things. This is what's affected.

These kinds of things.

Disse slags ting. Folk bringer deres sande selv,

People are bringing their true selves, basically.

They're bringing themselves.

dybest set. De bringer sig selv.

De bringer deres idéer, men som dem selv,

They bring their ideas, but as themselves,

with no, you know, residue over them.

uden forbehold for dem.

So this is what's driving the effect, or mediating the effect.

Dette er, hvad der driver effekten, eller frembringer effekten.

So when I tell people about this,

Så når jeg fortæller folk om dette,

that our bodies change our minds and our minds can change our behavior,

at vores krop ændrer vores tanker og vores tanker kan ændre vores adfærd,

og vores adfærd kan ændre vores resultater, siger de til mig,

and our behavior can change our outcomes, they say to me,

"Jeg ved ikke - det føles falsk." Ikke?

"It feels fake." Right?

So I said, fake it till you make it.

Så jeg sagde, simulér det indtil det virker. Jeg vil ikke, - det er ikke mig.

It's not me.

I don't want to get there and then still feel like a fraud.

Jeg ønsker ikke at nå dertil og så stadig føle mig falsk.

I don't want to feel like an impostor.

Jeg ønsker ikke at føle mig som en bedrager.

I don't want to get there only to feel like I'm not supposed to be here.

Jeg ønsker ikke at nå dertil kun for at føle, at jeg ikke skulle være der.

And that really resonated with me,

Og det satte virkelig nogle tanker i gang hos mig,

because I want to tell you a little story about being an impostor

for jeg ønsker at fortælle en lille historie om

at være en bedrager og føle jeg ikke burde være her.

and feeling like I'm not supposed to be here.

When I was 19, I was in a really bad car accident.

Da jeg var 19, var jeg involveret i en virkelig voldsom bilulykke.

I was thrown out of a car, rolled several times.

Jeg blev smidt ud af en bil, som rullede rundt flere gange.

I was thrown from the car.

Jeg blev kastet væk fra bilen. Og jeg vågnede i en hovedskade-

And I woke up in a head injury rehab ward,

rehabiliteringsfløj, og var blevet taget ud af college,

and I had been withdrawn from college,

and I learned that my IQ had dropped by two standard deviations,

og jeg fik at vide, at min IQ var faldet med to standardafvigelser,

which was very traumatic.

hvilket var meget traumatisk.

I knew my IQ because I had identified with being smart,

Jeg kendte min IQ, fordi jeg havde identificeret mig med at være klog,

and I had been called gifted as a child.

og jeg var blevet kaldt talentfuld som barn.

So I'm taken out of college, I keep trying to go back.

Så jeg bliver taget ud af college, Jeg bliver ved med at prøve at komme tilbage.

They say, "You're not going to finish college.

De siger; "Du kommer ikke til at afslutte college.

Bare, du ved, der er andre ting du kan gå i gang med,

Just, you know, there are other things for you to do,

but that's not going to work out for you."

men college kommer ikke til at virke for dig."

So I really struggled with this, and I have to say,

Så jeg kæmpede virkeligt med det, og jeg vil sige jer,

having your identity taken from you, your core identity,

at få frataget sin identitet, sin kerneidentitet,

and for me it was being smart,

og for mig var det at være klog,

having that taken from you,

at få det taget bort, der er ikke noget, som efterlader en mere magtesløs end det.

there's nothing that leaves you feeling more powerless than that.

So I felt entirely powerless.

Så jeg følte mig totalt nede, jeg arbejdede og arbejdede og arbejdede,

I worked and worked, and I got lucky,

og jeg var heldig, og arbejdede, og var heldig, og arbejdede.

and worked, and got lucky, and worked.

Eventually I graduated from college.

Til sidst kom jeg igennem college.

It took me four years longer than my peers,

Det tog mig fire år mere end mine medstuderende,

and I convinced someone, my angel advisor, Susan Fiske,

og jeg overbeviste en, min engel af en studierådgiver, Susan Fiske,

to take me on, and so I ended up at Princeton,

om at tage mig ind, så jeg endte på Princeton,

and I was like, I am not supposed to be here.

og jeg var sådan helt, jeg burde ikke være her.

I am an impostor.

Jeg er en bedrager.

And the night before my first-year talk,

Og natten før min førsteårstale,

og førsteårstalen på Princeton er en 20 minutters tale

and the first-year talk at Princeton is a 20-minute talk to 20 people.

til 20 personer. Det er alt.

That's it.

I was so afraid of being found out the next day

Jeg var så bange for at blive afsløret næste dag,

that I called her and said, "I'm quitting."

at jeg ringede til hende og sagde, "Jeg siger op."

She was like, "You are not quitting,

Hun sagde "Du siger ikke op,

because I took a gamble on you, and you're staying.

for jeg satsede på dig, og du bliver her.

You're going to stay, and this is what you're going to do.

Du bliver her, og her er, hvad du gør.

Du spiller skuespil.

You are going to fake it.

You're going to do every talk that you ever get asked to do.

Du kommer til at holde alle de taler, du bliver bedt om.

You're just going to do it and do it and do it,

Du kommer bare til at gøre det og gøre det og gøre det,

selvom du er skræmt og helt paralyseret

even if you're terrified and just paralyzed

and having an out-of-body experience,

og har en ud-af-kroppen oplevelse, indtil du når

until you have this moment where you say, 'Oh my gosh, I'm doing it.

det øjeblik, hvor du siger, "Hold da op, jeg gør det jo.

Like, I have become this. I am actually doing this.'"

Som i, jeg er blevet sådan. Jeg gør det faktisk. ""

So that's what I did.

Det er så, hvad jeg gjorde. Fem år på kandidatskolen,

Five years in grad school,

a few years, you know, I'm at Northwestern,

et par år går jeg på Northwestern,

I moved to Harvard, I'm at Harvard,

jeg flyttede til Harvard, jeg går på Harvard, jeg tænker

I'm not really thinking about it anymore, but for a long time I had been thinking,

ikke rigtigt over det mere, men i lang tid havde jeg tænkt

"Not supposed to be here."

"Burde ikke være her, burde ikke være her."

So at the end of my first year at Harvard,

Så ved afslutningen af mit første år på Harvard,

a student who had not talked in class the entire semester,

var der en studerende, som ikke havde talt i klassen hele semesteret,

who I had said, "Look, you've gotta participate or else you're going to fail,"

til hvem jeg havde sagt, "hør, du bliver nødt til at deltage ellers dumper du,"

came into my office. I really didn't know her at all.

hun kom ind i mit kontor. Jeg kendte hende virkelig slet ikke.

Og hun sagde, hun kom ind helt slået, og sagde,

She came in totally defeated, and she said,

"I'm not supposed to be here."

"Jeg burde ikke være her."

Og det var tidspunktet for mig. For der skete to ting.

And that was the moment for me.

Because two things happened.

One was that I realized,

Et var, at det gik op for mig,

oh my gosh, I don't feel like that anymore.

åh gud, sådan føler jeg ikke selv mere. I ved.

I don't feel that anymore, but she does, and I get that feeling.

Jeg føler ikke sådan mere, men hun gør, og jeg kender den følelse.

And the second was, she is supposed to be here!

Og det andet var, hun skal være her!

Like, she can fake it, she can become it.

Ligesom, hun kan simulere det, hun kan blive det.

So I was like, "Yes, you are! You are supposed to be here!

Så jeg sagde, "Jo du skal! Du skal være her!"

And tomorrow you're going to fake it,

Og i morgen skal du spille rollen,

du skal gøre dig selv stærk, og, du ved

you're going to make yourself powerful, and, you know --

(Applause)

du skal --- " (Bifald)

(Bifald)

"Og du vil gå ind i klasselokalet,

And you're going to go into the classroom,

and you are going to give the best comment ever."

og du vil give det bedste indlæg nogensinde."

You know? And she gave the best comment ever,

Er i med? Og hun holdt det bedste indlæg nogensinde,

and people turned around and were like,

og folk vendte sig og var ligesom,

åh hvor vildt, jeg har ikke engang lagt mærke til, at hun var der (Latter)

oh my God, I didn't even notice her sitting there. (Laughter)

Hun kom tilbage til mig måneder senere, og det gik op for mig

She comes back to me months later,

and I realized that she had not just faked it till she made it,

at hun ikke kun havde simuleret det, til hun klarede det,

she had actually faked it till she became it.

hun havde faktisk simuleret det, indtil hun var blevet det.

So she had changed.

Hun var forandret.

And so I want to say to you, don't fake it till you make it.

Og derfor vil jeg sige til jer, lad være med bare at simulere det, til I klarer det.

Fake it till you become it.

Simuler det til I bliver det. Du ved? Det er ikke----

Do it enough until you actually become it and internalize.

Gør det så meget, at I faktisk bliver det og tager det ind.

The last thing I'm going to leave you with is this.

Den sidste ting, jeg vil forlade jer med er dette.

Tiny tweaks can lead to big changes.

Små ændringer kan føre til store forandringer.

So, this is two minutes.

Så vi taler om to minutter.

Two minutes, two minutes, two minutes.

To minutter, to minutter, to minutter.

Before you go into the next stressful evaluative situation,

Før I går ind til den næste stressende evaluerende situation,

for two minutes, try doing this, in the elevator,

prøv i to minutter at gøre sådan her, i elevatoren,

in a bathroom stall, at your desk behind closed doors.

på badeværelset, ved dit skrivebord bag lukkede døre.

That's what you want to do.

Det er, hvad I bør gøre. Konfigurer jeres hjerne

Configure your brain to cope the best in that situation.

til at klare situationen bedst muligt.

Get your testosterone up. Get your cortisol down.

Få jeres testosteron op. Få jeres cortisol ned.

Don't leave that situation feeling like, oh, I didn't show them who I am.

Forlad ikke situationen med en følelse af, åh, jeg fik ikke vist dem, hvem jeg er.

Leave that situation feeling like,

Forlad situationen med en følelse af, åh, jeg føler virkelig, at

I really feel like I got to say who I am and show who I am.

jeg fik sagt og vist, hvem jeg er.

So I want to ask you first, you know, both to try power posing,

Så jeg vil gerne bede jer

både at prøve at styrkeposere,

and also I want to ask you to share the science, because this is simple.

og jeg vil også bede jer

dele denne viden, for det her er simpelt.

I don't have ego involved in this. (Laughter)

Jeg har ikke noget ego involveret i dette. (Latter)

Give it away. Share it with people,

Giv det væk. Del det med folk,

because the people who can use it the most

for dem som kan bruge det mest, er dem

are the ones with no resources and no technology

uden ressourcer og teknologi

and no status and no power.

og uden status og styrke. Giv det til dem,

Give it to them because they can do it in private.

for de kan gøre det for sig selv.

De skal bruge deres kroppe og to minutter for dem selv,

They need their bodies, privacy and two minutes,

and it can significantly change the outcomes of their life.

og det kan ændre deres liv markant.

Thank you.

Tak (Bifald)

(Applause)

(Bifald)