Your Body Language May Shape Who You Are | Amy Cuddy | TED

Translator: Joseph Geni Reviewer: Morton Bast

Translator: Sigrid Kaju Reviewer: Aari Lemmik

Alustuseks tahaksin jagada üht tasuta ja lihtsat nippi,

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

selleks tuleb teil kaheks minutiks lihtsalt muuta oma kehaasendit.

and all it requires of you is this:

that you change your posture for two minutes.

Aga enne seda palun, et korraks

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

mõtleksite oma keha peale ja sellele, mida te kehaga teete.

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

Kui paljud teist teevad end väiksemaks?

Näiteks hoiate end kühmu, panete jalad risti või istute jalg üle põlve?

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

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

Teinekord hoitakse käsi enda ümber.

Sometimes we hold onto our arms like this.

Teinekord tehakse end suureks.

(Naer)

Sometimes we spread out. (Laughter)

Ma näen teid.

Palun pöörake hetkeks tähelepanu sellele, mida te teete.

I see you.

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

Tuleme selle juurde kohe tagasi

ja loodan, et kui õpite seda ära kasutama

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

võib see oluliselt muuta teie edasist elu.

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

it could significantly change the way your life unfolds.

Kehakeel pakub meile ülisuurt huvi,

So, we're really fascinated with body language,

eriti põnev on meie jaoks teiste inimeste kehakeel.

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

Meile pakuvad huvi sellised asjad nagu...

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

mõni kentsakas olukord, naeratus või põlglik pilk

an awkward interaction, or a smile,

või hoopis väga imelik silmapilgutus

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

või isegi käepigistus.

or maybe even something like a handshake.

Kohe jõutakse peaministri residentsi.

Narrator: Here they are arriving at Number 10.

Politseinikul veab, USA president tervitab teda kättpidi.

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

Ja ka peaminister?

Ei.

(Naer, aplaus)

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

Niisiis, käepigistus või selle puudumine

(Laughter) (Applause)

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

võib saada kuumaks teemaks ja anda kõneainet nädalateks,

isegi BBC-s ja "The New York Timesis"

can have us talking for weeks and weeks and weeks.

Even the BBC and The New York Times.

Kui räägitakse mitteverbaalsest käitumisest ehk kehakeelest,

So obviously when we think about nonverbal behavior,

mida meie, sotsiaalteadlased, kutsume lihtsalt “mitteverbaalne”,

siis tegu on keelega, kommunikatsioonivahendiga.

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

Kehakeel on suhtlusvahend, viis infovahetuseks.

it's language, so we think about communication.

Mida teie kehakeel mulle ütleb?

When we think about communication, we think about interactions.

Mida minu kehakeel ütleb teile?

So what is your body language communicating to me?

On igati põhjendatud vaadata seda asja just niimoodi.

What's mine communicating to you?

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

Sotsiaalteadlased on põhjalikult uurinud meie enda või teiste kehakeele mõju

So social scientists have spent a lot of time

otsustele, mida me teeme.

looking at the effects of our body language,

Kehakeele baasil teeme väga olulisi otsuseid ja järeldusi.

or other people's body language, on judgments.

And we make sweeping judgments and inferences from body language.

Need otsused olla meie elus määrava tähtsusega:

And those judgments can predict really meaningful life outcomes

keda me tööle võtame või edutame, keda me kohtingule kutsume.

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

Näiteks Nalini Ambady, Tuftsi Ülikooli teadlane,

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

tegi uuringu, kus inimesed vaatasid 30 sekundi pikkust hääleta klippi

shows that when people watch 30-second soundless clips

arsti-patsiendi vahelisest suhtlusest

of real physician-patient interactions,

ja patsiendi hinnang arsti sõbralikkusele

their judgments of the physician's niceness

lubab ennustada, kas see arst kaevatakse kohtusse või mitte.

predict whether or not that physician will be sued.

Seega pole peamine arsti kompetentsus

So it doesn't have to do so much

vaid see, kas ta on meeldiv ja kuidas suhtlemine sujub

with whether or not that physician was incompetent,

Veelgi dramaatilisem näide:

but do we like that person and how they interacted?

Princetoni teadlane Alex Todorov leidis,

et poliitikute nägudele vaid 1 sekundiga antud hinnang

Even more dramatic, Alex Todorov at Princeton

has shown us that judgments of political candidates' faces

in just one second predict 70 percent

ennustab 70 protsenti USA Senati ja kuberneride valimiste tulemustest.

of U.S. Senate and gubernatorial race outcomes,

Sama kehtib isegi virtuaalmaailmas.

and even, let's go digital,

Emotikonide osav kasutamine online läbirääkimistel

emoticons used well in online negotiations

võib viia parema lõpptulemuseni.

Parem mitte emotikonidega ämbrisse astuda, eks ole.

can lead you to claim more value from that negotiation.

Mitteverbaalse käitumise põhjal hindame teisi ja teised hindavad meid,

If you use them poorly, bad idea. Right?

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

sellest sõltub, kuidas asjad laabuvad.

how they judge us and what the outcomes are.

Ent kipume unustama veel ühe tegelase, keda meie kehakeel mõjutab.

We tend to forget, though, the other audience

See oleme me ise.

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

Me ise oleme samuti oma kehakeele poolt mõjutatud,

We are also influenced by our nonverbals,

meie mõtted ja tunded, kogu meie keha.

our thoughts and our feelings and our physiology.

Mis kehakeelest ma siin räägin?

Olen sotsiaalpsühholoog ja minu uurimisteemaks on eelarvamused

So what nonverbals am I talking about?

I'm a social psychologist. I study prejudice,

ja olen õppejõud tuntud ärikoolis.

Arusaadvaalt hakkasid mind huvitama võimusuhted.

and I teach at a competitive business school,

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

Eriti pakkusid mulle huvi

võimu ja üleoleku mitteverbaalsed väljendused.

I became especially interested in nonverbal expressions

Kuidas siis võim ja üleolek mitteverbaalselt väljenduvad?

of power and dominance.

And what are nonverbal expressions of power and dominance?

Täpselt niimoodi.

Loomade maailmas näitab võimu suurus.

Well, this is what they are.

So in the animal kingdom, they are about expanding.

Seega püütakse end suureks teha ja oksad laiali ajada,

So you make yourself big, you stretch out,

haarata enda alla palju ruumi, laotada end võimalikult laiali.

Tuleb olla võimalikult suur.

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

See kehtib kogu loomamaailmas,

It's about opening up.

And this is true across the animal kingdom.

mitte ainult primaatide puhul.

Inimesed teevad samamoodi.

It's not just limited to primates.

(Naer)

Nii teevad need, kes ongi suured staarid,

And humans do the same thing. (Laughter)

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

aga ka need, kes antud hetkel tunnevad võimsatena.

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

See on väga tähelepanuväärne, sest näitab selgelt,

And this one is especially interesting because it really shows us

kui universaalne ja vana see võimsuse väljendamise viis on.

how universal and old these expressions of power are.

Seda ilmet, mis väljendab uhkust, on uurinud Jessica Tracy.

This expression, which is known as pride,

Ta näitas, et samamoodi teevad nii nägijana sündinud

Jessica Tracy has studied.

She shows that people who are born with sight

kui ka need, kes on sündinud pimedatena,

and people who are congenitally blind do this

kui nad spordivõistlustel võidavad.

Kui finišijoon ületatakse võitjana,

when they win at a physical competition.

siis olenemata, kas ollakse seda varem näinud või mitte,

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

tehakse alati nii.

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

Käed V-kujuliselt üleval, lõug veidi tõstetud.

They do this.

Mida tehakse aga siis, kui tuntakse end nõrgana?

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

Ollakse täpselt vastupidiselt.

What do we do when we feel powerless?

Pannakse end lukku, tõmmatakse end kokku.

We do exactly the opposite.

Me teeme end väikseks.

We close up. We wrap ourselves up.

Püüame vältida kõrvalolija vastu puutumist.

We make ourselves small.

Veel kord, nii loomad kui ka inimesed teevad samu asju.

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

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

Samamoodi on siis, kui kõrvuti panna võimukas ja nõrk.

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

Mis puutub võimu väljendavasse hoiakusse,

siis kiputakse reageerima teise positsiooni kinnitava hoiakuga.

So what we tend to do when it comes to power

is that we complement the other's nonverbals.

Nii et kui keegi on väga jõuline,

siis kipume end väiksemaks tegema,

So if someone is being really powerful with us,

me ei peegelda teist, vaid käitume täpselt vastupidi.

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

Ma olen jälginud sellist käitumist klassis

We do the opposite of them.

ja mis on mulle silma jäänud?

So I'm watching this behavior in the classroom,

Ärijuhtimise tudengid kasutavad laialdaselt võimu väljendavat kehakeelt.

and what do I notice?

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

On tüüpilisi alfaisaseid, kes sisse tulles lähevad kohe klassi keskele

So you have people who are like caricatures of alphas,

veel enne kui loeng algab,

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

justkui tahtes kogu ruumi hõivata.

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

Istet võttes ajavad nad end laiali

ja tõstavad sedasi kätt.

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

Ja teised, kes sisenedes on praktiliselt kokkuvajumas,

They raise their hands like this.

You have other people who are virtually collapsing

Seda märkab kohe, kui nad tulevad.

Nende nägu ja keha väljendavad seda ilmekalt,

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

toolil istudes püüavad nad end võimalikult väikseks teha

You see it on their faces and their bodies,

ja kätt tõstavad nad niimoodi.

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

Mulle on paar asja silma jäänud.

and they go like this when they raise their hand.

Esiteks, ja mitte üllatusena,

I notice a couple of things about this.

tundub see olema seotud sooga.

One, you're not going to be surprised.

It seems to be related to gender.

Nii käitub rohkem naisi kui mehi.

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

Naised tunnevad end reeglina vähem enesekindlana kui mehed,

nii et see pole üllatav.

Women feel chronically less powerful than men,

Aga olen samuti märganud,

so this is not surprising.

et mitteverbaalne käitumine on seotud sellega

But the other thing I noticed

is that it also seemed to be related to the extent

kui aktiivselt ja edukalt see tudeng õppetöös osaleb.

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

See loeb ärijuhtimise erialal väga palju,

sest osalemine määrab poole lõpphindest.

And this is really important in the MBA classroom,

Ärikoolidel on lausa probleem säärase soolise ebavõrdsusega.

because participation counts for half the grade.

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

Kooli tulevad samade tulemustega naised ja mehed

ja siis äkki tekivad suured erinevused hinnete osas

You get these equally qualified women and men coming in

ja see võib olla tingitud erinevusest osalusaktiivsuses.

and then you get these differences in grades,

and it seems to be partly attributable to participation.

Nii tekkis mul mõte,

So I started to wonder, you know, okay,

et kui sellise hoiakuga õpilased osalevad aktiivselt,

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

siis kas need teised ei võiks lihtsalt teeselda sellist hoiakut

ja see paneks nad aktiivsemalt osalema?

Is it possible that we could get people to fake it

Tahtsime kolleeg Dana Carneyga Berkeley Ülikoolist selgitada välja,

and would it lead them to participate more?

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

kas kunstlikult teeseldud hoiak aitab viia sisemise muutuseni?

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

Et kas on võimalik olla sedasi kasvõi natukeseks

ja saavutada seeläbi käitumise muutus,

Like, can you do this just for a little while

mis paneb end tundma võimekana?

and actually experience a behavioral outcome

On teada, et kehakeel mõjutab seda, mida teised meist arvavad

that makes you seem more powerful?

So we know that our nonverbals govern how other people

See on tõestatud fakt.

Aga meie peamine küsimus oli see,

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

kas meie kehakeel mõjutab ka me enda mõtlemist ja suhtumist iseendasse?

But our question really was,

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

On alust arvata, et see tõepoolest on nii.

There's some evidence that they do.

Näiteks naeratame, kui oleme õnnelikud,

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

aga tunneme rõõmu ka siis, kui sunnime end naeratama

pliiatsit sedasi hammaste vahel hoides.

but also, when we're forced to smile

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

Seega toimib see mõlemat pidi.

Enesekindlusega on sama lugu, see toimib mõlemat pidi.

So it goes both ways.

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

Siis kui tunned end kindlalt,

teed sa tõenäoliselt nii,

So when you feel powerful,

aga samas saab enesekindlat poosi võttes

you're more likely to do this,

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

end suure tõenäosusega ka võimekana tunda.

you are more likely to actually feel powerful.

Meie teine küsimus puudutas seda,

et kui meie mõtlemine suudab muuta meie keha,

So the second question really was, you know,

siis kas on võimalik, et muutused kehas

so we know that our minds change our bodies,

kutsuvad esile muutuse mõtlemises?

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

Ja milles täpsemalt mõtlemise ja enesekindluse seos üldse seisneb?

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

Ma pean silmas mõtteid ja tundeid

what am I talking about?

ja füsioloogilist baasi, millele need põhinevad

So I'm talking about thoughts and feelings

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

antud juhul siis hormoone.

Keskendun hormoonidele.

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

Mis vahet on enesekindlal ja ebakindlal mõtlemisel?

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

Suurema võimuga inimesed on tavaliselt

So powerful people tend to be, not surprisingly,

veenvamad ja enesekindlamad, optimistlikumad.

more assertive and more confident, more optimistic.

Nad tõesti tunnevad, et suudavad võita ka õnnemängudes.

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

Reeglina suudavad nad mõelda abstraktsemalt.

They also tend to be able to think more abstractly.

Seega on palju erinevusi.

Nad riskivad rohkem.

Enesekindlate ja ebakindlate inimeste vahel on palju erinevusi

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

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

Füsioloogiliselt ilmnevad erinevused kahe võtmehormooni puhul:

Physiologically, there also are differences

testosteroon, mis on domineerimise hormoon,

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

ja kortisool, mis on stressihormoon.

and cortisol, which is the stress hormone.

Selgub, et võimsatel alfaisastel primaatide hierarhias

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

on organismis kõrge testosterooni ja madal kortisooli tase.

have high testosterone and low cortisol,

Ka tugevatel ja edukatel juhtidel

on samuti kõrge testosteroon ja madal kortisool.

and powerful and effective leaders

Mida see siis tähendab?

also have high testosterone and low cortisol.

Võimust rääkides mõeldakse tihti vaid testosterooni,

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

sest sellega seondub domineerimine.

people tended to think only about testosterone,

Aga tegelikult on võimu puhul oluline ka stressiga toimetulek.

because that was about dominance.

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

Kas on hea, kui on väga võimas ja domineeriv juht,

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

kõrge testosteroonitasemega, aga väga kergelt ärrituv?

high on testosterone, but really stress reactive?

Tõenäoliselt mitte.

Hea on inimene, kes on küll jõuline veenev ja domineeriv,

Probably not, right?

aga mitte stressialdis, vaid hea pingetaluvusega.

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

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

On teada, et kui primaatide hierarhias

So we know that in primate hierarchies,

peab alfaisane haarama endale juhirolli,

või kui inimene peab ootamatult võtma juhtiva rolli,

if an alpha needs to take over,

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

siis tõuseb mõne päevaga märgatavalt tema testosterooni tase

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

samas kui kortisooli tase langeb oluliselt madalamale.

significantly and his cortisol has dropped significantly.

Seega on olemas tõestus, et keha protsessid mõjutavad mõtlemist

vähemalt näoilme muutuse tasemel,

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

ja rollivahetus võib mõjutada mõtlemist.

the mind, at least at the facial level,

and also that role changes can shape the mind.

Aga mis siis juhtub, kui võtate endale teise rolli,

aga teete seda väga minimaalselt,

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

nagu see väike muudatus, üks pisike ümberkujundamine?

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

Ütled et seiske kaheks minutiks nii

like this tiny manipulation, this tiny intervention?

ja see paneb teid tundma palju võimsamana.

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

Just nii me tegimegi.

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

So this is what we did.

Otsustasime teha inimestega väikese eksperimendi.

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

Katses osalejad võtsid kaheks minutiks

and these people adopted, for two minutes,

kas mõne võimuka poosi või jõuetu asendi.

either high-power poses or low-power poses,

Näitan siin viite poosi, kuigi nad pidis võtma vaid kaks.

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

Siin on üks.

although they took on only two.

Paar tükki veel.

So here's one.

Meedia hakkas seda kutsuma "Supernaise" poosiks.

A couple more.

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

Siin on veel paar.

Võib seista püsti või istuda.

Here are a couple more.

Ja need on kaks jõuetu inimese poosi.

So you can be standing or you can be sitting.

Voldid end kokku, teed ennast võimalikult väikeseks.

And here are the low-power poses.

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

See on eriti jõuetu asend.

Oma kaela puudutamine tähendab enda kaitsmist.

This one is very low-power.

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

Kuidas see käis?

Nad tulid sisse, andsid süljeproovi,

So this is what happens.

ja palusime, et nad oleksid kaks minutit nii- või naamoodi.

They come in, they spit into a vial,

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

Neile ei näidata pooside pilte,

et mitte ette öelda, et uurime võimu.

They don't look at pictures of the poses.

Tahtsime, et nad tunnetaksid võimu.

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

Nad hoidsid asendit kaks minutit.

Seejärel küsime kui võimsana, nad end erinevates aspektides tunnetasid

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,

ja seejärel andsime neile võimaluse mängida õnnemänge

and then we give them an opportunity to gamble,

ning siis võtsime uue süljeproovi.

Kogu lugu, selline katse oligi.

and then we take another saliva sample.

Eksperimendi tulemused olid sellised.

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

Riskivalmidus, õnnemängus osalemine.

So this is what we find.

Selgus, et võimukates poosides olnutest

Risk tolerance, which is the gambling,

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

mängiks õnnemänge 86%.

Jõuetus asendis olijatest mängiks vaid 60%,

86 percent of you will gamble.

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

erinevus on märkimisväärne.

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

Testosterooni osas selgus,

et võrreldes esialgse tasemega

Here's what we find on testosterone.

tõusis võimukas asendis olles hormooni tase umbes 20 protsenti

From their baseline when they come in,

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

ja jõuetus asendis olles langes ligi 10 protsenti.

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

Taaskord - vaid kaks minutit ja juba sellised muutused!

Kortisooli osas olid tulemused sellised.

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

Võimukas poosis langes kortisooli tase ligi 25 protsenti

Here's what you get on cortisol.

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

ja jõuetus poosis tõusis 15 protsenti.

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

Kaks minutit viis selliste hormonaalsete muutusteni,

mis mõjutavad meie aju nii,

So two minutes lead to these hormonal changes

et oleme kas kehtestavad, enesekindlad ja muretud

that configure your brain

to basically be either assertive, confident and comfortable,

või täiesti stressis ja mustas augus.

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

Me oleme kõik seda ju tundnud?

Nii et kehakeel mõjutab meie mõtlemist ja enesetunnet.

And we've all had the feeling, right?

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

Mitte vaid teiste suhtes, aga ka enda puhul.

Meie keha suudab muuta meie mõtlemist.

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

Also, our bodies change our minds.

Aga järgmiseks tahaks teada,

kas paariminutiline võimukas poos

But the next question, of course,

võib tõesti meie elu oluliselt muuta?

is, can power posing for a few minutes

See eksperiment toimus laboris ja kestis vaid mõne minuti.

really change your life in meaningful ways?

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

Kas see päriselt ka toimib?

Meile oli see oluline küsimus.

Where can you actually apply this?

Arvatavasti võiks seda kasutada olukordades, kus keegi meid hindab,

Which we cared about, of course.

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

olukordades, mis meid pabistama panevad.

like social threat situations.

Kui keegi arvustab meid, kasvõi sõbrad.

Teismelise jaoks näiteks koolivahetund.

Where are you being evaluated, either by your friends?

Näiteks sõnavõtmine kooli hoolekogus.

For teenagers, it's at the lunchroom table.

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

Või esitluse tegemine või kõne pidamine

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

või tööintervjuu.

Otsustasime, et paljude jaoks on tuttavaks teemaks tööintervjuu,

or doing a job interview.

We decided that the one that most people could relate to

enamus on selle läbi teinud.

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

Avaldasime oma tulemused

ja kogu meedia oli kohe jaol.

So we published these findings,

Küsiti, et kas niimoodi tulekski siis tööintervjuul olla.

and the media are all over it,

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

(Naer)

Olime üsna ehmunud ja vastasime,

when you go in for the job interview, right?

et heldeke küll, seda me nüüd küll ei tahtnud öelda.

(Laughter)

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

Kindlasti poleks midagi sellist vaja teha.

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

Asi pole selles, kuidas teiste inimestega suhelda,

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

vaid selles, mida inimene iseeendale ütleb.

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

Mida tuleks teha enne töövestlust?

It's you talking to yourself.

Tavaliselt istud ja näpid oma iPhone või Androidi,

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

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

ei püüa kedagi ignoreerida.

Vaatad oma märkmeid,

or your Android, not trying to leave anyone out.

tõmbad end kühmu, teed end väikeseks,

You're looking at your notes,

kuigi tegelikult tuleks teha hoopis nii,

you're hunching up, making yourself small,

näiteks WC-s, eks ole?

when really what you should be doing maybe is this,

Nii teegi, leia need kaks minutit.

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

Seda me tahtsimegi testida.

Tegime uue katse,

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

kus inimesed võtsid uuesti võimukaid või jõuetuid asendeid,

So we bring people into a lab,

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

ja tegid läbi üliraske 5-minutilise töövestluse.

they go through a very stressful job interview.

Neid filmiti ja arvustati,

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

hindajad andsid täiesti emotsioonitut tagasisidet,

They're being judged also,

and the judges are trained to give no nonverbal feedback,

nagu see mees siin pildil.

Kujutage ette, et teid intervjueerib keegi selline.

so they look like this.

Viis minutit, mitte midagi, see on hullem kui väljavilistamine.

Imagine this is the person interviewing you.

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

Inimesed vihkavad seda.

Marianne LaFrance nimetab seda sotsiaalsel vesiliival seismiseks.

People hate this.

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

Kortisooli tase hüppab üles.

Selline oli eksperimendi töövestlus,

So this really spikes your cortisol.

sest tahtsime näha, mis juhtub.

So this is the job interview we put them through,

Seejärel vaatasid neli spetsialisti salvestused läbi,

because we really wanted to see what happened.

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

teadmata hüpoteesi ega katse tingimusi.

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

Neil polnud aimugi, kes millises poosis oli olnud,

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

nad lihtsalt vaatasid neid lindistusi

and they end up looking at these sets of tapes,

ja ütlesid, et võtaksid tööle need -

kõik võimukas poosis olnud,

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

ja neid me ei taha.

Meie meelest on need inimesed üldse palju positiivsemad.

all the high-power posers.

"We don't want to hire these people.

We also evaluate these people much more positively overall."

Aga mis pani neid sedasi ütlema?

Asi polnud jutu sisus.

But what's driving it?

Kõik sõltus hoopis inimese olekust.

It's not about the content of the speech.

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

Kompetentsi elemendid said kõik ära hinnatud,

Because we rate them on all these variables

näiteks kui hästi kõne oli koostatud,

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

kas kvalifikatsioon klapib,

Aga kõik see ei loe.

How good is it? What are their qualifications?

Oluline on hoopis muu, asjad, mis siin kirjas.

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

Inimeste tõeline olemus, see, kes nad tegelikul on.

These kinds of things.

People are bringing their true selves, basically.

Neil on oma mõtted, aga nad on ehedad, olles nemad ise,

They're bringing themselves.

mitte mingi tühine pealiskiht.

They bring their ideas, but as themselves,

Nii et see tekitaski säärase efekti ja mõjutas tulemusi.

with no, you know, residue over them.

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

Kui ma inimestele seletan, et keha mõjutab meie mõtlemist

So when I tell people about this,

ja meie mõtted suudavad muuta meie käitumist,

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

ja meie käitumine võib muuta meie elu, siis öeldakse,

et see tundub kuidagi võlts.

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

Ütlesin, et teeskle kuni hakkad oskama.

"It feels fake." Right?

See pole minu moodi.

So I said, fake it till you make it.

Ma ei taha jõuda kuskile, kus tegelikult ei ole minu koht.

It's not me.

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

Ma ei taha tunda end võltsina.

Ma ei taha jõuda kuhugi, kus ma ei peaks olema.

I don't want to feel like an impostor.

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

Ja see pani mind tõesti mõtlema.

Räägin teile ühe loo, kui ma ise tundsin end tõusikuna

And that really resonated with me,

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

kes ei ole seda ära teeninud.

Kui ma olin 19 aastane, sattusin ma raskesse avariisse.

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

Ma paiskusin autost välja kui veeresin mitu korda üle katuse

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

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

Ma paiskusin autost välja.

Ärkasin peatraumaga intensiivravi osakonnas

I was thrown from the car.

ja ma ei saanud kolledžis jätkata.

And I woke up in a head injury rehab ward,

Sain teada, et mu IQ oli kahe vahemiku võrra langenud,

and I had been withdrawn from college,

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

mis oli väga traumeeriv.

Ma teadsin oma IQ väärtust, sest mind oli nimetatud targaks

which was very traumatic.

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

ja minu kohta öeldi andekas laps.

Nüüd olin koolist välja kukkunud, kuid ma püüdsin tagasi saada.

and I had been called gifted as a child.

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

Mulle öeldi: "Sa ei lõpeta kolledžit.

On palju muid asju, mida sa võid teha,

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

aga see pole sulle jõukohane."

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

Ma olin täiesti meeleheitel,

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

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

sest kui inimeselt on võetud ära tema identiteet, tema isikupära,

mis minu jaoks seisnes tarkuses,

having your identity taken from you, your core identity,

ja nüüd oli see ära võetud,

and for me it was being smart,

siis pani see mind tundma end täiesti mõtetuna

having that taken from you,

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

Ma olin täis ebakindlust.

Ma tegin kõvasti tööd ja mul vedas,

So I felt entirely powerless.

rügasin ja vedas jälle rügasin veel.

I worked and worked, and I got lucky,

Lõpuks sain ma kolledži lõpetatud.

and worked, and got lucky, and worked.

See võttis mul neli aastat kauem.

Eventually I graduated from college.

Ma veensin Susan Fisket, inglit, kes on mu nõustaja,

It took me four years longer than my peers,

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

et ma pean edasi minema ja nii jõudsin ma Princetoni,

kus ma pidevalt tundsin, et ma ei peaks siin olema.

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

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

Ma olen üks võlts kest.

Mu esimese kursuse lõpukõne eelõhtul,

I am an impostor.

mis Princetonis on 20 minutiline kõne 20 inimese ees.

And the night before my first-year talk,

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

Ma olin nii hirmul, et järgmisel päeval

That's it.

helistasin talle ja ütlesin:"Ma jätan pooleli."

I was so afraid of being found out the next day

Tema vastas:"Sa ei jäta,

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

sest ma mängisin sinu peale ja sa pead jääma.

She was like, "You are not quitting,

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

Sa jätkad ja nii see on.

Sa lihtsalt teeskled seda.

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

Sa pead kõik kõned, mida sul tuleb teha.

You are going to fake it.

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

Sa lihtsalt teed seda ja teed ja teed ja teed,

isegi, kui kardad ja oled hirmust kange

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

ja tunned et hing on lahkunud kehast.

even if you're terrified and just paralyzed

Kuni tuleb hetk, mil avastad, et sa tegelikult teedki seda."

and having an out-of-body experience,

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

"Ma olengi saanud selliseks. Ma tõesti teengi seda.""

Ja nii ma tegingi.

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

Viis aastat kraadiõppes,

mõne aasta olin Northwesternis

So that's what I did.

Five years in grad school,

siis läksin Harvardisse, olen Harvardis,

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

ma enam ei mõtle sellele, kuid pikka aega tundsin,

I moved to Harvard, I'm at Harvard,

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

et ma ei peaks siin olema.

Mu esimese Harvardis oldud aasta lõpus

"Not supposed to be here."

So at the end of my first year at Harvard,

üks tudeng, kes polnud kogu semestri jooksul sõnagi öelnud

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

ja kellel käskisin hakata osalema või muidu langeb ta välja,

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

tuli minu kabinetti.

Ma tõesti ei tundnud teda üldse.

Ta tuli täiesti norgus ja ütles:

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

She came in totally defeated, and she said,

"Ma ei peaks siin olema."

"I'm not supposed to be here."

Ja see oli mu jaoks äratundmishetk.

Sest juhtus kaks asja.

And that was the moment for me.

Esiteks, ma avastasin imestusega, et ma ise ei tunnegi enam nii.

Because two things happened.

One was that I realized,

Mina ei tunne, aga tema tunneb ja ma tean seda tunnet.

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

Teiseks, ta peab siin olema!

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

Ta võib teeselda, kuni see saab tõeks.

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

Niisiis ütlesin: "Jah, sa pead siin olema!

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

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

Ja homme hakkad teesklema seda,

sa paned end maksma ja...

And tomorrow you're going to fake it,

(Aplaus)

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

(Applause)

Ja sa lähed klassiruumi

And you're going to go into the classroom,

ja sa ütled parima kommentaari, mis kunagi on öeldud."

Ja teate mis?

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

Ta läks ja ütles parima kommentaari

You know? And she gave the best comment ever,

ja teised pöörasid teda vaatama,

et issand, pole isegi märganud, et ta siin on.

and people turned around and were like,

Kuu aja pärast tuli ta tagasi

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

ja ma taipasin, et tema teesklus polnud teda lihtsalt vee peal hoidnud,

She comes back to me months later,

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

vaid ta oligi selleks saanud, keda ta teeskles.

Ta oli muutunud.

she had actually faked it till she became it.

Ma tahangi teile öelda, et pole vaja teeselda selleks, et asjaga hakkama saada.

So she had changed.

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

Teeselge, kuni te saategi tegijaks.

Fake it till you become it.

Tee seda nii palju kui vaja, et sa muutudki selle osaks.

Do it enough until you actually become it and internalize.

Ja viimane mõte, mis teile jätan on see,

et pisikesed sammud võivad viia suurte muutusteni.

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

Tiny tweaks can lead to big changes.

Nii et vaid kaks minutit.

Kaks minutit, kaks minutit.

So, this is two minutes.

Kui pead hakkama saama järjekordse stressi tekitava asjaga,

Two minutes, two minutes, two minutes.

Before you go into the next stressful evaluative situation,

proovi teha nii kaks minutit,

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

olgu siis liftis, tualettruumis, oma laua taga üksi olles.

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

Seda tulebki teha.

Aita oma ajul suurepäraselt toime tulla.

That's what you want to do.

Aja oma testosteroon üles ja lükka kortisool alla.

Configure your brain to cope the best in that situation.

Ära lahku tundega, et ma ei andnudki endast kõike.

Get your testosterone up. Get your cortisol down.

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

Tee nii, et oled neile näidanud, kes sa olen ja mida sul anda on.

Leave that situation feeling like,

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

Mul on teile palve, et prooviksite neid võimupoose

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

ja palun rääkige sellest ka teistele, sest see on nii lihtne.

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

See pole minu ego upitamiseks.

Andke teadmisi edasi. Jagage teistega,

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

sest inimestel, kes seda enim vajavad,

Give it away. Share it with people,

ei ole tavaliselt raha ja tehnilisi vahendeid

because the people who can use it the most

are the ones with no resources and no technology

ega ka positsiooni ja võimu.

Jagage nendega, sest seda saavad nad teha omaette olles.

and no status and no power.

Vaja on ainult oma keha, omaette olekut ja kahte minutit

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

ja see võib oluliselt muuta nende elu.

They need their bodies, privacy and two minutes,

and it can significantly change the outcomes of their life.

Tänan!

(Aplaus)

Thank you.

(Applause)