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

Translator: Joseph Geni Reviewer: Morton Bast

Translator: Ana Rozados Reviewer: Serv. de Norm. Lingüística U. de Santiago de Compostela

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

Vou comezar dándovos un truco útil non tecnolóxico

and all it requires of you is this:

e todo canto require de vós é isto:

that you change your posture for two minutes.

que cambiedes de postura durante dous minutos.

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

Pero antes de revelárvolo, quero pedirvos agora mesmo

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

que observedes o voso corpo e o que estades a facer con el.

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

A ver, cantos de vós estades dalgún xeito encollidos?

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

Encurvados, coas pernas cruzadas, os nocellos enleados.

Sometimes we hold onto our arms like this.

Ás veces poñemos os brazos así.

Sometimes we spread out. (Laughter)

Ás veces estirámolos. (Risos)

I see you.

Ollo que vos vexo.

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

Prestade atención ao que facedes agora mesmo.

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

Imos volver a isto nuns minutos

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

e espero que se aprendedes a modificalo un pouco

it could significantly change the way your life unfolds.

poida mudar considerablemente o desenvolvemento da vosa vida.

So, we're really fascinated with body language,

Ben, estamos fascinados coa linguaxe corporal

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

e interésanos especialmente a linguaxe corporal doutras persoas.

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

Xa sabedes, interésanos... isto, vaia... (Risos)

an awkward interaction, or a smile,

unha interacción torpe, un sorriso

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

unha ollada despectiva, unha chiscadela torpe de ollo

or maybe even something like a handshake.

ou mesmo algo coma unha aperta de mans.

Narrator: Here they are arriving at Number 10.

Narrador: Aquí están chegando ao número 10.

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

Este policía ten sorte e dálle a man ao presidente dos Estados Unidos.

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

Aí vén o primeiro ministro... Non. (Risos) (Aplausos)

(Laughter) (Applause)

(Risos) (Aplausos)

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

Amy Cuddy: Unha aperta de mans, ou a súa ausencia,

can have us talking for weeks and weeks and weeks.

pode darnos que falar durante semanas e semanas;

Even the BBC and The New York Times.

mesmo á BBC e ao New York Times.

So obviously when we think about nonverbal behavior,

Entón cando pensamos en expresión non verbal

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

ou linguaxe corporal (nós os sociólogos chamámoslle non verbal)

it's language, so we think about communication.

falamos de linguaxe, polo tanto de comunicación.

When we think about communication, we think about interactions.

Cando falamos de comunicación pensamos en interaccións.

So what is your body language communicating to me?

Que me comunica a túa linguaxe corporal?

What's mine communicating to you?

Que che comunica a miña a ti?

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

Hai razóns para crer que é válido este enfoque.

So social scientists have spent a lot of time

Os sociólogos pasamos moito tempo

observando os efectos da nosa linguaxe corporal,

looking at the effects of our body language,

or other people's body language, on judgments.

ou da doutras persoas, sobre os xuízos.

And we make sweeping judgments and inferences from body language.

Facemos xuízos e deducións da linguaxe corporal.

And those judgments can predict really meaningful life outcomes

Eses xuízos poden predicir proxeccións importantes na vida

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

como a quen contratamos ou promovemos ou a quen lle pedimos unha cita.

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

Por exemplo Nalini Ambady, investigadora na Universidade de Tufts,

shows that when people watch 30-second soundless clips

demostra que cando alguén ve 30 segundos de vídeos sen son

of real physician-patient interactions,

de interaccións reais médico-paciente

their judgments of the physician's niceness

os seus xuízos sobre a simpatía do médico

predict whether or not that physician will be sued.

predín se ese médico vai ser demandado ou non.

So it doesn't have to do so much

Así que non ten que ver tanto

with whether or not that physician was incompetent,

con se o médico era ou non incompetente

but do we like that person and how they interacted?

senón con se nos gustou esa persoa e como interactuou.

Even more dramatic, Alex Todorov at Princeton

Aínda máis drástico, Alex Todorov, de Princeton,

has shown us that judgments of political candidates' faces

demostrounos que os xuízos dos rostros de candidatos políticos

in just one second predict 70 percent

predín nun segundo o 70 por cento

of U.S. Senate and gubernatorial race outcomes,

do resultado da carreira cara ao Goberno e o Senado dos EEUU

and even, let's go digital,

e mesmo, no eido dixital,

emoticons used well in online negotiations

as emoticonas ben usadas nas negociacións en liña

can lead you to claim more value from that negotiation.

poden conducir a darlle máis valor a esa negociación.

If you use them poorly, bad idea. Right?

Se fas un mal uso deles é mala idea, non?

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

Falar de linguaxe non verbal é falar de como xulgamos aos outros,

how they judge us and what the outcomes are.

como nos xulgan a nós e cales son as consecuencias.

We tend to forget, though, the other audience

Pero tendemos a esquecer a outra audiencia

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

na que inflúe a nosa linguaxe non verbal, que somos nós mesmos.

We are also influenced by our nonverbals,

Inflúenos a nosa linguaxe non verbal,

our thoughts and our feelings and our physiology.

os nosos pensamentos, sentimentos e fisioloxía.

So what nonverbals am I talking about?

De que linguaxe non verbal estou a falar?

I'm a social psychologist. I study prejudice,

Son psicóloga social. Estudo os prexuízos

and I teach at a competitive business school,

e dou clases nunha competitiva escola de negocios,

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

así que era inevitable que me interesasen as dinámicas de poder.

I became especially interested in nonverbal expressions

Interesábanme sobre todo expresións non verbais

of power and dominance.

de poder e dominación.

And what are nonverbal expressions of power and dominance?

Que son as expresións non verbais de poder e dominación?

Well, this is what they are.

Ben, pois son isto.

So in the animal kingdom, they are about expanding.

No reino animal teñen que ver coa expansión,

So you make yourself big, you stretch out,

con facerse grande, estirarse,

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

acaparar espazo, basicamente abrirse.

It's about opening up.

Trátase de abrirse.

And this is true across the animal kingdom.

E funciona así en todo o reino animal,

It's not just limited to primates.

non se limita só aos primates.

And humans do the same thing. (Laughter)

Os humanos facemos o mesmo. (Risos)

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

Fan así cando teñen poder de xeito permanente

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

e tamén cando se senten poderosos no momento.

And this one is especially interesting because it really shows us

Isto é especialmente interesante porque nos demostra

how universal and old these expressions of power are.

o antigas e universais que son estas expresións de poder.

This expression, which is known as pride,

Esta expresión, coñecida como orgullo,

Jessica Tracy has studied.

foi estudada por Jessica Tracy,

She shows that people who are born with sight

que nos di que tanto as persoas que ven desde que naceron

and people who are congenitally blind do this

coma as persoas que son cegas conxénitas fan o mesmo

when they win at a physical competition.

cando gañan unha competición física.

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

Así que que cando cruzan a liña de meta e gañan

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

non importa se nunca viron ninguén facelo.

They do this.

Fan así.

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

Os brazos erguidos en V, o queixo algo elevado.

What do we do when we feel powerless?

Que facemos cando nos sentimos impotentes?

We do exactly the opposite.

Facemos xusto o contrario.

We close up. We wrap ourselves up.

Pechámonos. Envolvémonos.

We make ourselves small.

Facémonos pequenos.

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

Non queremos tropezar con quen está ao noso carón.

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

E tanto os animais coma os humanos facemos o mesmo.

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

E isto é o que acontece cando xuntas poder con impotencia.

So what we tend to do when it comes to power

O que tendemos a facer cando se trata de poder

is that we complement the other's nonverbals.

é complementar a linguaxe non verbal dos outros.

So if someone is being really powerful with us,

Así que se alguén se mostra moi poderoso con nós,

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

tendemos a facernos máis pequenos. Non o imitamos.

We do the opposite of them.

Facemos o contrario.

So I'm watching this behavior in the classroom,

Se vexo este comportamento na clase,

and what do I notice?

que noto?

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

Noto que os alumnos do MBA presentan toda a linguaxe non verbal de poder.

So you have people who are like caricatures of alphas,

Hai persoas que son caricaturas dos alfa,

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

entran na aula, sitúanse no medio

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

mesmo antes de empezar a clase, como se quixesen ocupar espazo.

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

Cando sentan, parecen expandirse.

They raise their hands like this.

Erguen a man así.

You have other people who are virtually collapsing

Logo hai outras persoas que entran practicamente esboroándose.

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

Así como entran xa o notas.

You see it on their faces and their bodies,

Velo no seu rostro e no seu corpo,

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

sentan na cadeira e fanse diminutos,

and they go like this when they raise their hand.

e fan así cando erguen a man.

I notice a couple of things about this.

Aquí observo dúas cousas.

One, you're not going to be surprised.

Unha non vos ha sorprender.

It seems to be related to gender.

Semella ter que ver co sexo.

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

As mulleres son máis propensas a facelo que os homes.

Women feel chronically less powerful than men,

As mulleres séntense sempre menos poderosas cós homes,

so this is not surprising.

así que isto non é sorprendente.

But the other thing I noticed

Pero a outra cousa que notei

is that it also seemed to be related to the extent

é que semella estar relacionado co grao

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

de participación dos alumnos e co seu nivel de participación.

And this is really important in the MBA classroom,

E isto é moi importante na clase do MBA

because participation counts for half the grade.

porque a participación conta para a media da nota.

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

As escolas de negocios levan loitando coa diferenza de notas segundo o sexo.

You get these equally qualified women and men coming in

Ves mulleres e homes igualmente cualificados

and then you get these differences in grades,

e logo ves estas diferenzas nas notas,

and it seems to be partly attributable to participation.

que semellan ser atribuíbles en parte á participación.

So I started to wonder, you know, okay,

Entón empecei a preguntarme:

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

se hai persoas que entran con esa actitude e participan,

Is it possible that we could get people to fake it

sería posible facer que outras a finxisen

and would it lead them to participate more?

e que iso as levase a participar máis?

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

A miña colaboradora Dana Carney, que está en Berkeley,

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

e eu queriamos saber se se pode finxir ata facelo.

Like, can you do this just for a little while

É dicir, podes facelo só por un intre

and actually experience a behavioral outcome

e experimentar un resultado no teu comportamento

that makes you seem more powerful?

que te faga sentir máis poderoso?

So we know that our nonverbals govern how other people

Sabemos que a linguaxe non verbal condiciona o que outras persoas

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

senten e pensan de nós. Hai moitas probas.

But our question really was,

Pero a nosa pregunta era:

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

condiciona a linguaxe non verbal o que sentimos e pensamos de nós mesmos?

There's some evidence that they do.

Hai probas de que así é.

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

Por exemplo, sorrimos cando estamos contentos,

but also, when we're forced to smile

pero tamén cando nos obrigamos a rir

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

suxeitando un boli cos dentes así, fainos sentir contentos.

So it goes both ways.

Funciona nas dúas direccións.

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

Cando se trata de poder, tamén funciona nas dúas direccións.

So when you feel powerful,

Cando nos sentimos poderosos

you're more likely to do this,

é máis probable que fagamos isto,

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

pero tamén é posible que cando finximos ser poderosos

you are more likely to actually feel powerful.

é máis probable que realmente nos sintamos poderosos.

So the second question really was, you know,

Pois a segunda pregunta en realidade era, ben,

so we know that our minds change our bodies,

xa sabemos que a mente modifica o noso corpo,

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

pero é certo tamén que o corpo modifica a nosa mente?

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

E cando digo mente, no caso dos poderosos,

what am I talking about?

de que estou a falar?

So I'm talking about thoughts and feelings

Pois falo de pensamentos e sentimentos

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

e de compoñentes fisiolóxicos que forman eses pensamentos e sentimentos,

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

e no meu caso, falo das hormonas. Observo as hormonas.

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

Como é a mente dos poderosos comparada coa dos que non o son?

So powerful people tend to be, not surprisingly,

As persoas poderosas tenden a ser, non é sorprendente,

more assertive and more confident, more optimistic.

máis asertivos e seguros, máis optimistas.

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

Teñen a sensación de que van gañar mesmo en xogos de azar.

They also tend to be able to think more abstractly.

Tamén tenden a pensar dun xeito máis abstracto.

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

Existen moitas diferenzas. Asumen máis riscos.

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

Hai unha chea de diferenzas entre os poderosos e os que non o son.

Physiologically, there also are differences

Fisioloxicamente tamén se dan diferenzas

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

en dúas hormonas clave: a testosterona, que é a hormona da dominación,

and cortisol, which is the stress hormone.

e o cortisol, que é a hormona do estrés.

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

Os machos alfa con moito poder nas xerarquías de primates

have high testosterone and low cortisol,

teñen niveis altos de testosterona e niveis baixos de cortisol.

and powerful and effective leaders

E os líderes poderosos e eficientes

also have high testosterone and low cortisol.

tamén teñen testosterona alta e cortisol baixo.

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

Que significa isto? Ao falar de poder,

people tended to think only about testosterone,

adoitábase falar só da testosterona,

because that was about dominance.

porque tiña que ver coa dominación.

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

Pero o poder tamén ten que ver coa nosa reacción ante o estrés.

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

Queremos un líder dominante, con moito poder,

high on testosterone, but really stress reactive?

con niveis altos de testosterona pero sensible ao estrés?

Probably not, right?

Probablemente non, verdade?

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

Queremos unha persoa que sexa poderosa, asertiva e dominante

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

pero non moi sensible ao estrés, unha persoa que sexa tranquila.

So we know that in primate hierarchies,

Sabemos que nas xerarquías de primates,

if an alpha needs to take over,

se un alfa ten que tomar o control,

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

se alguén ten que asumir o mando, tomar de súpeto ese papel,

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

no prazo duns días, a súa testosterona elévase moito

significantly and his cortisol has dropped significantly.

e o cortisol descende igualmente.

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

Temos esa evidencia, que o corpo pode moldear

the mind, at least at the facial level,

a mente, polo menos a nivel facial,

and also that role changes can shape the mind.

e tamén que o papel asumido pode moldear a mente.

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

Entón, que ocorre cando se asume un cambio de papel?

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

Que sucede se se fai a un nivel mínimo,

like this tiny manipulation, this tiny intervention?

como esta pequena manipulación ou intervención?

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

Dicímoslle: "quero que durante 2 minutos te ergas así,

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

iso fará que te sintas máis poderoso".

So this is what we did.

E iso foi o que fixemos.

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

Decidimos traer xente ao laboratorio e facer un pequeno experimento,

and these people adopted, for two minutes,

esas persoas adoptaron, por dous minutos,

either high-power poses or low-power poses,

ambas as posicións, de poder ou debilidade.

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

Vouvos mostrar xusto agora cinco desas poses,

although they took on only two.

aínda que eles probaron só dúas.

So here's one.

Esta é unha.

A couple more.

Un par máis

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

A esta a prensa chamoulle a "Muller marabilla".

Here are a couple more.

Aquí temos un par máis.

So you can be standing or you can be sitting.

Poden estar de pé, ou sentados.

And here are the low-power poses.

Aquí están as posicións de debilidade.

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

Agora dóbranse, fanse pequenos.

This one is very low-power.

Esta é de moi baixo poder.

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

Cando tocas o pescozo estaste protexendo, realmente.

So this is what happens.

Isto é o que ocorre.

They come in, they spit into a vial,

Eles veñen, cospen nun frasco,

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

e dicímoslles durante dous minutos: "tes que facer isto ou aquilo."

They don't look at pictures of the poses.

Eles non ven as fotos das posicións.

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

Non queremos inducilos cun concepto de poder.

We want them to be feeling power.

Queremos que sintan o poder.

So two minutes they do this.

Fan isto dous minutos.

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

Logo preguntámoslles, "como de poderoso te sentes?

and then we give them an opportunity to gamble,

entón dámoslles a oportunidade de apostar,

and then we take another saliva sample.

ao final tomamos outra mostra de saliva.

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

Iso é todo. Este é todo o experimento.

So this is what we find.

Isto foi o que atopamos.

Risk tolerance, which is the gambling,

Tolerancia ao risco, a apostar;

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

atopamos que cando están nunha posición de alto poder

86 percent of you will gamble.

arríscanse a apostar o 86%.

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

Cando están nas posicións de baixo poder,

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

só o 60%. É unha diferenza moi significativa.

Here's what we find on testosterone.

Vexamos o que atopamos coa testosterona.

From their baseline when they come in,

Partindo da súa situación normal ao chegar,

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

a xente poderosa experimenta un incremento do 20%

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

e os débiles experimentan una diminución do 10%.

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

De novo, 2 minutos, e obtéñense eses cambios.

Here's what you get on cortisol.

Agora os resultados co cortisol.

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

Os máis poderosos experimentan un 25% de diminución,

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

os máis débiles experimentan un aumento de arredor do 15%.

So two minutes lead to these hormonal changes

Só dous minutos provocan estes cambios hormonais

that configure your brain

que configuran o teu cerebro

to basically be either assertive, confident and comfortable,

para facelo asertivo, seguro ou confortable,

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

ou ben susceptible ao estrés, e sentíndose como apagado.

And we've all had the feeling, right?

Todos coñecemos esa sensación, non si?

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

Semella que a nosa linguaxe non verbal rexe o xeito de vernos a nós mesmos,

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

non só aos demais, senón a nós mesmos.

Also, our bodies change our minds.

O corpo pode cambiarnos a mente.

But the next question, of course,

A seguinte pregunta, por suposto, é...

is, can power posing for a few minutes

pode un xesto de poder nuns minutos

really change your life in meaningful ways?

cambiarche a vida de xeito significativo?

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

Isto é no laboratorio, este experimento, son só dous minutos.

Where can you actually apply this?

Onde podes realmente aplicar isto?

Which we cared about, of course.

Iso é o que nos preocupa.

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

Pensamos que onde se necesita é en situacións nas que te avalían,

like social threat situations.

como nas situacións sociais esixentes,

Where are you being evaluated, either by your friends?

nas que te avalían mesmo os teus amigos.

For teenagers, it's at the lunchroom table.

Para os adolescentes é na mesa do comedor.

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

Para algunha xente é falar na xunta da escola.

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

Pode ser ao presentar un negocio ou dar unha charla coma esta

or doing a job interview.

ou ir a unha entrevista de traballo.

We decided that the one that most people could relate to

Escollemos unha coa que a maioría da xente se identifica

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

porque moitos pasaron por ela, a entrevista de traballo.

So we published these findings,

Entón publicamos os resultados,

and the media are all over it,

a prensa interesouse

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

e dixo... ben, isto é o que hai que facer

when you go in for the job interview, right?

cando vas a unha entrevista, non?

(Laughter)

(Risos)

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

Naturalmente quedamos arrepiados e dixemos:

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

Non, por Deus, non, non é o que queriamos dicir.

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

Por moitas razóns, non, non fagades iso.

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

De novo, non se trata de falarlle a outra xente.

It's you talking to yourself.

Trátase de falar contigo mesmo.

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

Que fas antes de ir a unha entrevista de traballo? Fas isto.

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

Estás sentado. Miras o teu iPhone...

or your Android, not trying to leave anyone out.

ou o teu Android, non imos deixar ninguén fóra.

You're looking at your notes,

Repasas as túas mensaxes,

you're hunching up, making yourself small,

estás encurvado, facéndote pequeno,

when really what you should be doing maybe is this,

cando realmente o que deberías estar facendo é isto,

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

quizais no baño, vale? Faino. Lévache dous minutos.

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

Iso é o que queremos avaliar, vale?

So we bring people into a lab,

Convidamos a xente ao laboratorio,

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

e adoptaron posturas de alto e baixo poder outra vez,

they go through a very stressful job interview.

pasaron unha entrevista de traballo estresante

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

de cinco minutos de duración. Estanos gravando.

They're being judged also,

Tamén os están xulgando,

and the judges are trained to give no nonverbal feedback,

e os xuíces están adestrados para non dar retroalimentación non verbal

so they look like this.

Vense así.

Imagine this is the person interviewing you.

Imaxinade que esta persoa vos entrevista.

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

Durante cinco minutos, nada, é peor ca que te interrompan.

People hate this.

A xente odia isto.

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

É o que Marianne LaFrance chama "estar en areas movedizas sociais".

So this really spikes your cortisol.

Isto dispara o cortisol.

So this is the job interview we put them through,

Esta é a entrevista á que os sometemos,

because we really wanted to see what happened.

porque queriamos ver o que acontecía.

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

Temos analistas mirando as cintas, catro en total.

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

Eles non coñecen a hipótese. Tampouco coñecen as condicións.

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

Non teñen nin idea de que posición tomou cada persoa

and they end up looking at these sets of tapes,

e ao rematar de ollar todas as cintas,

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

dixeron, "queremos contratar estas persoas",

all the high-power posers.

todas as de posicións de poder.

"We don't want to hire these people.

"Non queremos contratar esoutras.

We also evaluate these people much more positively overall."

Dámoslles unha avaliación moito máis positiva en xeral".

But what's driving it?

Que estaba acontecendo?

It's not about the content of the speech.

Non se trata do contido do discurso.

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

Trátase da presenza que lle achegaban ao discurso.

Because we rate them on all these variables

Porque os avaliamos en todas esas variables

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

relativas á competencia: Estruturan ben o discurso?

How good is it? What are their qualifications?

Exprésanse ben? Que cualificacións teñen?

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

Estas cousas non afectan. Isto e o que afecta.

These kinds of things.

Esta clase de cousas.

People are bringing their true selves, basically.

Cada persoa móstrase a si mesma, basicamente.

They're bringing themselves.

Amosan o que son.

They bring their ideas, but as themselves,

Amosan as súas ideas, por si mesmos,

with no, you know, residue over them.

sen ningún extra.

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

Así que isto é o que provoca ou condiciona o efecto.

So when I tell people about this,

Cando lle falo á xente sobre isto,

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

que o noso corpo cambia a nosa mente

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

e o comportamento pode cambiar a nosa forma de ser, dinme:

"It feels fake." Right?

"Parece finxido". Ai si?

So I said, fake it till you make it.

Eu dígolles: fínxeo ata que o fagas.

It's not me.

Eu non son así.

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

Eu non quero chegar alí e sentirme coma unha fraude.

I don't want to feel like an impostor.

Non quero sentirme coma un impostor.

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

Non quero chegar alí para sentir que non debía estar alí.

And that really resonated with me,

Isto é moi importante para min,

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

porque quero contarvos unha pequena historia sobre ser un impostor

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

e sobre sentirse como que non debía estar alí.

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

Cando tiña 19 anos sufrín un terrible accidente de coche.

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

Saín despedida del e dei varias voltas de campá.

I was thrown from the car.

Saín despedida do coche.

And I woke up in a head injury rehab ward,

Espertei na UCI cunha ferida na cabeza.

and I had been withdrawn from college,

Botáronme da universidade

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

e dixéronme que o meu CI baixara dúas desviacións estándar.

which was very traumatic.

Foi moi traumático.

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

Coñecía o meu CI porque me cualificaran como superdotada,

and I had been called gifted as a child.

e consideráranme nena prodixio.

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

Así que me botaron da universidade e tentei volver.

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

Dicíanme: "non poderás terminar a carreira.

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

Tes que aceptar que hai outras cousas que podes facer,

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

pero no teu caso isto non."

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

Tiven que lidar con iso e teño que dicir

having your identity taken from you, your core identity,

que que che quiten a túa identidade, o que realmente es,

and for me it was being smart,

que para min era ser intelixente,

having that taken from you,

que che arrebaten iso,

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

é a cousa que máis impotente te pode facer sentir.

So I felt entirely powerless.

Sentíame totalmente impotente.

I worked and worked, and I got lucky,

Entón traballei e traballei, e tiven sorte.

and worked, and got lucky, and worked.

e traballei, e tiven sorte, e traballei.

Eventually I graduated from college.

Finalmente gradueime na universidade.

It took me four years longer than my peers,

Tardei catro anos máis cós meus compañeiros,

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

e logrei convencer alguén, o meu anxo da garda, Susan Fiske,

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

para que me aceptase, e acabei en Princeton,

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

e eu sentía como que non debía estar alí.

I am an impostor.

Son unha impostora.

And the night before my first-year talk,

A noite antes da exposición de 1º curso,

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

e esa exposición en Princeton é de 20 minutos para 20 persoas.

That's it.

É así.

I was so afraid of being found out the next day

Tiña tanto medo de verme excluída o seguinte día

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

que eu chameina e díxenlle: "Vouno deixar".

She was like, "You are not quitting,

Ela díxome: "Non vas deixar nada,

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

porque eu apostei por ti e vas quedar.

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

Vas quedar, e isto é o que vas facer.

You are going to fake it.

Vas finxir.

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

Vas facer todas as exposicións que che encarguen.

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

Simplemente valas facer, e facer e facer.

even if you're terrified and just paralyzed

aínda que esteas asustada ou incluso paralizada

and having an out-of-body experience,

e tendo una experiencia extracorpórea,

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

ata que chegue o momento que digas "Arre demo, logreino".

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

Eu cheguei ata aquí. Estou a facelo agora.

So that's what I did.

E iso foi o que fixen.

Five years in grad school,

Cinco anos de grao universitario,

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

uns poucos anos, sabedes, en Northwestern,

I moved to Harvard, I'm at Harvard,

Mudeime a Harvard, agora estou en Harvard,

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

xa non penso nunca niso pero por moito tempo tiven a sensación

"Not supposed to be here."

de que non debía estar alí.

So at the end of my first year at Harvard,

A finais do meu primeiro ano en Harvard,

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

unha estudante que non falara na clase en todo o semestre,

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

á que lle dixeran, "mira, tes que participar ou vas suspender",

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

veu ao meu despacho. Eu non a coñecía de antes.

She came in totally defeated, and she said,

Totalmente derrotada, díxome:

"I'm not supposed to be here."

"Non debería estar aquí".

And that was the moment for me.

Ese foi o meu momento.

Because two things happened.

Porque sucederon dúas cousas.

One was that I realized,

A primeira que me decatei:

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

Vaites! Eu xa non me sinto así.

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

Xa non me sentía así pero ela si e póñome no seu lugar.

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

A segunda foi, claro que debe estar aquí!

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

Vamos, que pode finxilo e pode facelo.

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

Así que lle dixen: " Si, por suposto. Si que debes estar aquí!".

And tomorrow you're going to fake it,

Mañá vas finxilo,

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

vas facerte poderosa, e sabes qué...

(Applause)

(Aplausos)

And you're going to go into the classroom,

Vas ir á clase

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

e vas dar o mellor discurso de todos."

You know? And she gave the best comment ever,

E sabedes? Fixo o mellor discurso de todos,

and people turned around and were like,

a xente xirábase e dicía:

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

vaia, nin sequera me fixara en que se sentaba aí. (Risos)

She comes back to me months later,

Veu xunta min uns meses despois

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

e comprobei que xa non finxía senón que se transformara,

she had actually faked it till she became it.

finxiuno ata transformarse.

So she had changed.

De modo que cambiara.

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

Agora quero dicirvos que non hai que finxilo ata facelo.

Fake it till you become it.

Hai que finxilo ata transformarse.

Do it enough until you actually become it and internalize.

Hai que facelo o suficiente ata transformarse e internalizalo.

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

O último que vos vou dicir é isto.

Tiny tweaks can lead to big changes.

Pequenos cambios poden levar a grandes transformacións.

So, this is two minutes.

Son só dous minutos.

Two minutes, two minutes, two minutes.

Dous minutos, dous minutos, dous minutos.

Before you go into the next stressful evaluative situation,

Antes de enfrontarvos á seguinte situación onde vos avalíen,

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

durante dous minutos, intentade isto, no ascensor,

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

no cuarto de baño, no despacho coa porta pechada.

That's what you want to do.

Isto é o que tedes que facer.

Configure your brain to cope the best in that situation.

Configurar o cerebro para acadar o mellor desa situación.

Get your testosterone up. Get your cortisol down.

Subide a testosterona. Baixade o cortisol.

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

Non saiades desa situación sentindo como que non lles mostrei quen son.

Leave that situation feeling like,

Saíde desa situación coa sensación

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

de que vou dicir quen son e vouno demostrar.

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

Quero pedirvos antes de nada que adoptedes unha posición de poder,

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

e tamén quero convidarvos a compartir a experiencia, porque é moi simple.

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

O meu ego non depende disto. (Risos)

Give it away. Share it with people,

Compartídeo, mostrádello á xente,

because the people who can use it the most

porque os que mellor poden usalo

are the ones with no resources and no technology

son aqueles sen recursos nin tecnoloxía,

and no status and no power.

sen posición nin poder.

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

Compartídeo con eles porque poden facelo en privado.

They need their bodies, privacy and two minutes,

Só necesitan o seu corpo, privacidade e dous minutos

and it can significantly change the outcomes of their life.

para cambiar significativamente as proxeccións da súa vida.

Thank you.

Grazas.

(Applause)

(Aplausos)