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

Translator: Joseph Geni Reviewer: Morton Bast

Prevoditelj: Mislav Ante Omazić - EFZG Recezent: Ivan Stamenković

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

Započeti ću tako da vam ponudim nešto besplatno,

netehnički trik,

and all it requires of you is this:

sve što trebate napraviti

that you change your posture for two minutes.

jest promjeniti svoje držanje na dvije minute.

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

No prije nego vam to dam, želim vas odmah pitati

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

da napravite malu kontrolu svog tijela i što radite s njime.

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

Dakle, koliko vas se pravi da su manji?

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

Možda ste pogrbljeni, prekrižili ste noge,

možda ste zapleli gležnjeve.

Sometimes we hold onto our arms like this.

Ponekad ovako držimo svoje ruke.

Sometimes we spread out. (Laughter)

Ponekad se širimo. (Smijeh)

I see you.

Vidim vas. (Smijeh)

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

Dakle želim obratiti pažnju na ono što baš sada radite.

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

Vratiti ćemo se na to za nekoliko minuta,

i nadam se da ukoliko naučite to malo podesiti,

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

it could significantly change the way your life unfolds.

to može značajno utjecati na to kako će se vaš život razvijati.

So, we're really fascinated with body language,

Dakle, mi smo stvarno fascinirani govorom tijela,

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

a posebno smo zainteresirani

za govor tijela drugih ljudi.

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

Tako nas zanima, znate — (Smijeh) —

an awkward interaction, or a smile,

čudna interakcija, ili osmijeh,

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

ili prezrivi pogled, ili možda čudan mig,

or maybe even something like a handshake.

ili možda nešto poput rukovanja.

Narrator: Here they are arriving at Number 10.

Narator: "Dolaze do broja 10, i pogledajte ovo

sretni policajac se rukuje s Predsjednikom

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

Sjedinjenih Američkih Država. Oh, i evo dolazi

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

Premijer...? Ne." (Smijeh) (Pljesak)

(Laughter) (Applause)

(Smijeh) (Pljesak)

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

Amy Cuddy: Dakle rukovanje, ili izostanak rukovanja,

can have us talking for weeks and weeks and weeks.

može nas natjerati da razgovaramo tjednima i tjednima.

Even the BBC and The New York Times.

Čak i BBC i The New York Times.

So obviously when we think about nonverbal behavior,

Očito dok razmišljamo o neverbalnom ponašanju,

ili govoru tijela -- ali mi društveni znastvenici to nazivamo neverbalnim --

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

it's language, so we think about communication.

to je jezik, dakle mislimo na komunikaciju.

When we think about communication, we think about interactions.

Kada razmišljamo o komunikaciji, mislimo na interakcije.

So what is your body language communicating to me?

Dakle što vaš govor tijela komunicira meni?

What's mine communicating to you?

Što moj, komunicira vama?

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

I postoji puno razloga za vjerovati kako je ovo valjan

način za gledati na ovo. Tako su društveni znanstvenici potrošili

So social scientists have spent a lot of time

puno vremena gledajući kako jezik vašeg tijela

looking at the effects of our body language,

ili jezik tijela drugih ljudi, utječu na formiranje stavova.

or other people's body language, on judgments.

And we make sweeping judgments and inferences from body language.

I mi radimo površne sudove i stavove temeljem govora tijela.

And those judgments can predict really meaningful life outcomes

I ti sudovi mogu predvidjeti bitne događaje u životu,

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

poput koga zapošljavamo i promoviramo, koga pozivamo na spoj.

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

Na primjer, Nalini Ambady, istraživačica na Sveučilištu Tufts,

shows that when people watch 30-second soundless clips

pokazala je da kada ljudi gledaju 30-sekundne klipove bez zvuka

of real physician-patient interactions,

stvarne interakcije između doktora i pacijenta,

their judgments of the physician's niceness

njihov sud o ljubaznosti doktora

predict whether or not that physician will be sued.

predviđa hoće li taj doktor biti tužen ili ne.

So it doesn't have to do so much

Dakle to nema veze s time koliko je ili nije

with whether or not that physician was incompetent,

taj doktor nekompetentan, već sviđa li nam se ta osoba

but do we like that person and how they interacted?

i kakav je bio odnos s pacijentom?

Even more dramatic, Alex Todorov at Princeton

Dramatičniji primjer daje nam Alex Todorov s Princetona

has shown us that judgments of political candidates' faces

koji pokazuje kako sudovi o licima političara

in just one second predict 70 percent

na jednu sekundu, predviđaju 70 posto američkog senata

of U.S. Senate and gubernatorial race outcomes,

i rezultate izbora za guvernera.

and even, let's go digital,

I možemo malo priječi u digitalni svijet,

emoticons used well in online negotiations

dobro korišteni emotikoni u on-line pregovorima

can lead you to claim more value from that negotiation.

mogu donijeti veću korist.

A ako ih koristimo slabo, loša ideja. Zar ne?

If you use them poorly, bad idea. Right?

Dakle kada mislimo na neverbalne znakove, mi mislimo na to kako sudimo drugima,

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

how they judge us and what the outcomes are.

kako oni sude o nama i koji su rezultati toga.

We tend to forget, though, the other audience

Međutim imamo tendenciju zaboraviti na još jednu publiku

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

na koju imaju utjecaj naši neverbalni znakovi, a to smo mi.

We are also influenced by our nonverbals,

Na nas također utječu naši neverbalni znakovi, naše misli

our thoughts and our feelings and our physiology.

i naši osjećaji i naša fiziologija.

So what nonverbals am I talking about?

Dakle o kojim to neverbalnim znakovima ja to govorim?

I'm a social psychologist. I study prejudice,

Ja sam socijalni psiholog. Istražujem predrasude,

and I teach at a competitive business school,

i podučavam na poznatoj poslovnoj školi,

dakle bilo je neizbježno da se počnem interesirati za dinamiku moći.

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

Postala sam posebno zainteresirana za neverbalne izraze

I became especially interested in nonverbal expressions

moći i dominacije.

of power and dominance.

I što su neverbalni izrazi moći i dominacije?

And what are nonverbal expressions of power and dominance?

Well, this is what they are.

Evo ih.

So in the animal kingdom, they are about expanding.

Dakle u životinjskom carstvu radi se o širenju.

So you make yourself big, you stretch out,

Pravite se velikima, istežete se,

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

zauzimate prostor, u osnovi se otvarate.

It's about opening up.

Dakle radi se o otvaranju. I to je istina

And this is true across the animal kingdom.

širom životinjskog carstva. Nije ograničena na primate.

It's not just limited to primates.

And humans do the same thing. (Laughter)

I ljudi rade iste stvari. (Smijeh)

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

Rade to kada imaju moć gotovo kronično,

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

također kada se osjećaju moćnima u određenom trenutku.

And this one is especially interesting because it really shows us

A ova je posebno zanimljiv primjer jer nam pokazuje

how universal and old these expressions of power are.

kako su univerzalni i stari ti izrazi moći.

This expression, which is known as pride,

Te izraze, koji su poznati kao ponos,

Jessica Tracy has studied.

istraživala je Jessica Tracy. Ona pokazuje kako

She shows that people who are born with sight

ljudi koji su rođeni s normalnim vidom

and people who are congenitally blind do this

i ljudi koji su slijepi od rođenja rade ovo

when they win at a physical competition.

kada pobijede u fizičkom natjecanju.

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

Dakle kada prođu ciljnom crtom i kada su pobijedili,

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

nema veze jesu li nekoga vidjeli da to radi.

Oni rade ovo.

They do this.

Dakle ruke su uzdignute u obliku slova "V", i brada je lagano uzdignuta.

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

What do we do when we feel powerless?

Što radimo kada se osjećamo bespomoćno? Radimo upravo suprotno.

We do exactly the opposite.

We close up. We wrap ourselves up.

Zatvaramo se. Zamatamo se.

We make ourselves small.

Smanjimo se. Ne želimo doći u doticaj s osobom do nas.

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

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

Opet, i životinje i ljudi čine istu stvar.

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

I evo što se događa kada spojite zajedno

visoku i nisku razinu moći. Dakle ono što radimo

So what we tend to do when it comes to power

kada je riječ o moći jest da nadopunjavamo neverabalne znakove drugih.

is that we complement the other's nonverbals.

So if someone is being really powerful with us,

Dakle ako je netko dominantan nad nama,

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

mi se smanjujemo. Ne oponašamo ih.

We do the opposite of them.

Radimo suprotno od njih.

So I'm watching this behavior in the classroom,

Dakle to ponašanje promatram i u učionici,

and what do I notice?

i što pimjećujem? Primjećujem da MBA studenti

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

zaista pokazuju cijelu lepezu neverbalnih znakova moći.

So you have people who are like caricatures of alphas,

Imate ljude koji se kao alfa mužjaci,

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

postave u središte sobe

prije nego što predavanje uopće započne, oni stvarno žele zauzeti prostor.

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

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

Kada sjednu, oni se rašire.

They raise their hands like this.

Ruke podižu ovako.

You have other people who are virtually collapsing

Imate i druge ljude koji doslovno klonu

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

kada uđu. Čim uđu to se može primjetiti.

You see it on their faces and their bodies,

Vidite im to na licima i njihovim tjelima, i oni sjednu

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

u stolicu i smanje se,

and they go like this when they raise their hand.

i ovako podižu ruke.

Primjetila sam nekoliko stvari vezanih uz ovo.

I notice a couple of things about this.

One, you're not going to be surprised.

Prvo, neće vas iznenaditi.

It seems to be related to gender.

To je povezano sa rodom.

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

Žene će vjerojatnije napraviti ovakve stvari u usporedbi s muškarcima.

Women feel chronically less powerful than men,

Žene se kronično osjećaju manje moćnima od muškaraca,

so this is not surprising.

dakle to nas ne iznenađuje. Ali druga stvar koju sam primjetila je

But the other thing I noticed

is that it also seemed to be related to the extent

kako je to povezano s kvalitetom i opsegom

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

studentskog sudjelovanja u nastavi i koliko dobro to rade.

And this is really important in the MBA classroom,

A to je stvarno važno na MBA predavanjima,

because participation counts for half the grade.

jer sudjelovanje se vrednuje kao pola ocjene.

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

Dakle poslovne škole se bore s tim jazom u ocjenjivanju rodova.

You get these equally qualified women and men coming in

Stižu vam jednako kvalificirane žene i muškarci

and then you get these differences in grades,

i onda dobijete te razlike u ocjenama,

and it seems to be partly attributable to participation.

a to donekle ima veze sa sudjelovanjem.

So I started to wonder, you know, okay,

I onda sam se započela pitati, znate, OK,

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

imate sve te ljude koji ulaze ovako, i oni

sudjeluju. Možemo li navesti ljude da lažiraju

Is it possible that we could get people to fake it

and would it lead them to participate more?

i hoće li to voditi ka većem sudjelovanju?

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

Dakle moja glavna suradnica Dana Carney, koja je na Berkeleyu,

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

i ja, željele smo saznati možemo li to glumiti dok ne postane dijelom nas?

Like, can you do this just for a little while

Možete li to nakratko raditi i stvarno

and actually experience a behavioral outcome

osjećati bihevioralne rezultate koji će vas učiniti moćnijima?

that makes you seem more powerful?

Dakle, znamo da su naši neverablani znakovi upravljani onime što drugi ljudi

So we know that our nonverbals govern how other people

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

misle i osjećaju o nama. O tome postoji jako puno dokaza.

But our question really was,

Ali naše stvarno pitanje bilo je, upravljaju li naši neverbalni

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

znakovi onime što mi mislimo i osjećamo o sebi?

There's some evidence that they do.

Postoje neki dokazi da je tome upravo tako.

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

Na primjer, smijemo se kada smo sretni,

but also, when we're forced to smile

ali također, kada nas prisile da se smijemo,

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

držeći olovku u zubima ovako, mi se počnemo bolje osjećati.

So it goes both ways.

Dakle to ide u oba smjera. Kada je riječ o moći,

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

opet ide u oba smjera. Kada se osjećate moćnima,

So when you feel powerful,

you're more likely to do this,

vjerojatnije ćete raditi ovo, ali također je moguće

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

kada se pravite da ste moćni, vjerojatnije ćete se

you are more likely to actually feel powerful.

stvarno početi osjećati moćnijima.

So the second question really was, you know,

Dakle drugo pitanje je stvarno bilo:

so we know that our minds change our bodies,

mi znamo da naš um mijenja naše tijelo,

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

ali je li istina da naše tijelo mijenja naš um?

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

I kada kažem um, u kontekstu moći,

what am I talking about?

o čemu stvarno govorim?

So I'm talking about thoughts and feelings

Dakle govorim o mislima i osjećajima

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

i o nekoj vrsti fiziološkokih stvari koje čine naše misli i osjećaje,

a u mom slučaju to su hormoni. Promatram hormone.

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

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

Kako izgleda um moćnih naspram uma

bespomoćnih osoba?

So powerful people tend to be, not surprisingly,

Dakle, moćni ljudi često su, očekivano,

more assertive and more confident, more optimistic.

asertivniji i sigurniji, optimističniji.

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

Vjeruju da će pobijediti čak i u situacijama u kojima odlučuje sreća.

They also tend to be able to think more abstractly.

Oni također češće razmišljaju abstraktno.

Dakle, postoji puno razlika. Oni riskiraju više.

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

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

Postoji puno razlika između moćnih i bespomoćnih ljudi.

Psihološki, također postoji razlika u dva

Physiologically, there also are differences

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

ključna hormona: testosteron, koji predstavlja hormon dominacije,

and cortisol, which is the stress hormone.

i kortizol, koji je hormon stresa.

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

Ono što smo pronašli

jest da jako moćni alfa muškarci u hijerarhijama primata

have high testosterone and low cortisol,

imaju visok testosteron i nizak kortizol.

Moćni i djelotvorni vođe također imaju

and powerful and effective leaders

also have high testosterone and low cortisol.

visok testosteron i nizak kortizol.

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

Što to znači? Kada razmišljate o moći,

people tended to think only about testosterone,

ljudi razmišljaju jedino o testosteronu,

because that was about dominance.

jer radi se o dominaciji.

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

Međutim, moć ima veze i s time kako reagirate na stres.

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

Dakle, želite li moćnog vođu koji je dominantan,

high on testosterone, but really stress reactive?

pun testosterona, ali loše reagira na stres?

Probably not, right?

Vjerojatno ne, točno? Želite osobu

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

koja je moćna, asertivna i dominantna,

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

ali dobro reagira na stres, osobu koja je opuštena.

So we know that in primate hierarchies,

Znamo da u hijerarhijama primata, ako alfa

if an alpha needs to take over,

treba preuzeti, ako pojedinac treba preuzeti

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

nenadano ulogu alfe,

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

u nekoliko dana, testosteroni te osobe će se podići

significantly and his cortisol has dropped significantly.

značajno a njegov kortizol će jednako tako pasti.

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

Dakle imamo taj dokaz, da tijelo može oblikovati

the mind, at least at the facial level,

um, makar na facijalnoj razini,

ali i promjena uloga može oblikovati um.

and also that role changes can shape the mind.

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

Dakle što se događa, preuzmete novu ulogu,

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

što se događa ako to napravite u zaista maloj količini,

like this tiny manipulation, this tiny intervention?

poput te male manipulacije, te male intervencije?

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

"Na dvije minute," kažete sebi, "želim stajati ovako,

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

i to će me učiniti moćnijim."

So this is what we did.

To smo i napravili. Odlučili smo dovesti ljude

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

u laboratorij i izvesti taj mali eksperiment, a ti su ljudi

and these people adopted, for two minutes,

prihvatili na dvije minute, bilo poze moći

either high-power poses or low-power poses,

ili bespomoćne poze, a sada ću vam pokazati

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

pet poza, premda su oni radili samo dvije.

although they took on only two.

So here's one.

Evo jedne.

A couple more.

Još dvije.

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

Ovu su mediji nazvali

"Superžena".

Here are a couple more.

Evo još dvije.

So you can be standing or you can be sitting.

Dakle možete stajati ili možete sjediti.

And here are the low-power poses.

A evo i bespomoćnih poza.

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

Ako se savijete, smanjujete se.

This one is very low-power.

Ova je jako bespomoćna.

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

Kada dodirujete vrat,

u stvari se štitite.

So this is what happens.

Ovako se odvijao eksperiment. Oni ulaze,

They come in, they spit into a vial,

daju uzorak pljuvačke,

mi im kažemo, "Na dvije minute morate raditi ovo ili ovo."

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

Oni ne gledaju ilustracije. Ne želimo kod njih izazvati

They don't look at pictures of the poses.

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

koncept moći. Želimo da se osjećaju moćnima,

zar ne? Dakle dvije minute rade ovo.

We want them to be feeling power.

So two minutes they do this.

I onda ih pitamo, "Koliko moćnima se osjećate?" u vezi s raznim stvarima,

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

and then we give them an opportunity to gamble,

i damo im priliku da se kockaju,

and then we take another saliva sample.

na kraju ponovno uzmemo uzorak pljuvačke.

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

To je to. To je cijeli eksperiment.

So this is what we find.

Ovo je što smo otkrili. Tolerancija na rizik, a to je kockanje,

Risk tolerance, which is the gambling,

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

ono što smo otkrili je da kada ste u poziciji

visoke moći, 86 posto vas će se kockati.

86 percent of you will gamble.

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

Kada ste u uvjetima bespomoćne poze,

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

samo 60%, a to je prilično značajna razlika.

Here's what we find on testosterone.

Evo što smo pronašli vezano uz testosteron.

From their baseline when they come in,

U odnosu na početno stanje s kojim su ušli, ljudi s višom razinom moći

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

doživjeli su porast od 20%,

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

dok su ljudi s nižom razinom moći doživjeli smanjenje od 10%.

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

Opet, za samo dvije minute, dobijete ovakve promjene.

Here's what you get on cortisol.

Evo ga što dobijete vezano uz kortizol. Moćni ljudi

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

osjete smanjenje od 25%, a

ljudi s niskom razinom moći osjete povećanje od 15%.

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

So two minutes lead to these hormonal changes

Dakle dvije minute vas vodi do ovih hormonalnih promjena

that configure your brain

koje utječu da vaš mozak u osnovi postane bilo

to basically be either assertive, confident and comfortable,

asertivan, samopouzdan i siguran,

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

ili da burno reagira na stres, i osjeća se

na neki način kao da se gasi. A svi smo imali takvo iskustvo?

And we've all had the feeling, right?

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

Dakle čini se kako naše neverbalno ponašanje upravlja

time što mislimo i osjećamo o sebi,

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

nisu samo drugi koji na to utječu, već i mi sami.

Also, our bodies change our minds.

Naše tijelo također, mijenja naš um.

But the next question, of course,

Ali slijedeće pitanje je, naravno, bilo

is, can power posing for a few minutes

može li zauzimanje poza moći na dvije minute

really change your life in meaningful ways?

zaista promijeniti vaš život značajno na smislen način?

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

Dakle ovo je laboratorij. To je mali zadatak,

koji traje nekoliko minuta. Gdje to uopće

Where can you actually apply this?

možete primjeniti? Naravno u vezi s nečime što nam je važno.

Which we cared about, of course.

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

Mislimo kako je ovo stvarno važno gdje želite ovo primjeniti,

kao u situacijama procjenjivanja

like social threat situations.

gdje postoji neka socijalna prijetnja. Gdje vas procjenjuju,

Where are you being evaluated, either by your friends?

vaši prijatelji? Za tinejdžere, to je za vrijeme užine.

For teenagers, it's at the lunchroom table.

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

Za neke ljude to bi mogao biti javni govor

tijekom roditeljskog sastanka u školi. To bi moglo biti natjecanje

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

ili javni nastup poput ovog,

or doing a job interview.

ili intervju za posao.

We decided that the one that most people could relate to

Mi smo odlučili kako je to situacija na koju se ovo najviše odnosi

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

jer većina ljudi je prošla

kroz proces intervjuiranja za posao.

So we published these findings,

Tako smo objavili ove nalaze, i mediji

and the media are all over it,

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

su bili oduševljeni, i objavili su:

Evo što vam treba kada idete na intervju za posao? (Smijeh)

when you go in for the job interview, right?

(Laughter)

Znate, bili smo prestravljeni i rekli smo,

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

"O moj bože, ne, ne, ne, to nije ono što smo mislile.

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

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

Zbog niza razloga, ne, ne, ne, nemojte to raditi."

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

Opet, ovo nema veze s komunikacijom s drugim ljudima.

It's you talking to yourself.

Ovo je povezano s komunikacijom sa samim sobom.

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

Evo što treba napraviti prije nego odete na intervju za posao. Napravite ovo.

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

Točno? Sjedite. Gledate u svoj iPhone --

or your Android, not trying to leave anyone out.

ili u svoj Android, ne želim nikoga izostaviti.

You're looking at your notes,

Gledate u svoje bilješke,

you're hunching up, making yourself small,

stežete se, smanjujete,

when really what you should be doing maybe is this,

a ono što biste trebali raditi je vjerojatno ovo

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

kao u kupaonici? Radite to. Nađite dvije minute.

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

To je ono što želimo testirati. U redu?

So we bring people into a lab,

I tako dovedemo ljude u laboratorij, i

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

oni ponavljaju poze visoke i niske moći,

they go through a very stressful job interview.

te prolaze kroz jako stresan intervju za posao.

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

Traje 5 minuta. Snimamo ih.

They're being judged also,

Procjenuju se, a suci

and the judges are trained to give no nonverbal feedback,

su istrenirani da im ne daju nikakavu neverbalnu povratnu informaciju,

so they look like this.

tako da izgledaju ovako. Zamislite

Imagine this is the person interviewing you.

da je to osoba koja vas intervjuira.

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

Dakle na 5 minuta, ništa. To je gore nego da vas odbiju.

People hate this.

Ljudi to mrze. To je ono što Marianne LeFrance naziva

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

"stajati u društvenom živom pijesku".

Ovo stvarno dovodi do skakanja vašeg kortizola.

So this really spikes your cortisol.

So this is the job interview we put them through,

Dakle to je bio intervju za posao kroz koji smo ih proveli,

because we really wanted to see what happened.

jer smo stvarno željeli vidjeti što će se dogoditi.

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

Potom su te snimke pregledala četiri procjenitelja.

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

Nisu znali za naše hipoteze. Nisu bili upoznati s uvjetima.

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

Nisu imali pojma tko je pozirao u kojoj pozi,

and they end up looking at these sets of tapes,

i završili su gledajući te serije snimaka,

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

i rekli bi: "O, želimo zaposliti ove ljude." --

sve ljude s pozom visoke razine moći -- "Ne želimo zaposliti ove ljude.

all the high-power posers.

"We don't want to hire these people.

We also evaluate these people much more positively overall."

Također procjenjujemo kako su ovi ljudi ukupno pozitivniji."

But what's driving it?

Zbog čega? Nije bitan sadržaj njihova govora.

It's not about the content of the speech.

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

Radi se o prisutnosti tijekom govora.

Because we rate them on all these variables

Također smo, jer ih procjenjujemo po svim tim varijablama,

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

sve to povezali s kompetencijama, npr. koliko je dobro strukturiran

How good is it? What are their qualifications?

govor? Koliko je dobar? Koje su njihove kvalifikacije?

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

Na ove stvari nema utjecaja. Ovo je ono što je utjecalo.

These kinds of things.

Ova vrsta stvari. Ljudi u osnovi donose svoje pravo ja.

People are bringing their true selves, basically.

They're bringing themselves.

Donose sebe.

Oni donose svoje ideje, ali kao dio sebe,

They bring their ideas, but as themselves,

with no, you know, residue over them.

bez ostataka.

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

To je ono što pokreće efekt, ili utječe na njega.

So when I tell people about this,

Kada ljudima govorim o tome,

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

da naša tijela mijenjaju naše misli i da naše misli mijenjaju naše ponašanje,

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

a da naše ponašanje utječa na naš život, oni mi kažu,

"Ja ne -- to zvuči kao prevara." Zar ne?

"It feels fake." Right?

So I said, fake it till you make it.

Onda im kažem, glumi dok ne postane prirodno. Ne ja, to nisam ja.

It's not me.

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

Ne želim stići tamo i onda se osjećati kao varalica.

I don't want to feel like an impostor.

Ne želim se osjećati kao uljez.

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

Ne želim dospjeti negdje i onda se osjećati kao da tamo ne pripadam.

And that really resonated with me,

To zaista odgovara mojoj situaciji,

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

jer vam želim ispričati malu priču o

tome kako sam se osjećala kao uljez i kako sam osjećala kao da ne pripadam tu.

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

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

Kada sam imala 19, imala sam stvarno tešku prometnu nesreću.

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

Ispala sam iz automobila i nekoliko se puta iskotrljala.

I was thrown from the car.

Izbačena sam iz automobila. I probudila sam se na odjelu

And I woke up in a head injury rehab ward,

za povrede glave i stavila sam svoje obrazovanje u mirovanje,

and I had been withdrawn from college,

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

da bi spoznala kako je moj IQ pao za dvije standardne devijacije,

which was very traumatic.

što je bilo traumatično iskustvo.

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

Znala sam svoj IQ jer su me identificirali kao jako pametnu,

and I had been called gifted as a child.

i govorili su mi kako sam darovito dijete.

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

Tako sam ispisana s fakulteta, i pokušavala sam se vratiti.

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

Govorili su mi, "Nećeš završiti fakultet.

Ali znaš, postoje i druge stvari kojima se možeš baviti,

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

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

ali to ti neće uspjeti."

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

Stvarno sam se borila s time, i moram reći,

having your identity taken from you, your core identity,

kada ti oduzmu identitet, tvoj sržni identitet,

and for me it was being smart,

a za mene je to bila inteligencija,

having that taken from you,

kada ti to oduzmu, nema ništa što te može učiniti bespomoćnijim.

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

Tako da sam se osjećala u potpunosti bespomoćnom. Radila sam i radila i radila,

So I felt entirely powerless.

I worked and worked, and I got lucky,

posrećilo mi se, i radila sam, i opet mi se posrećilo, i radila sam.

and worked, and got lucky, and worked.

Eventually I graduated from college.

Na kraju sam diplomirala.

It took me four years longer than my peers,

Trebalo mi je četiri godine više nego mojim kolegama,

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

i uvjerila sam nekoga, mog anđela savjetnika, Susan Fiske,

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

da me podrži, i tako sam završila na Princetonu,

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

i pomislila sam, ja ne bih trebala biti tu.

I am an impostor.

Ja sam uljez.

I noć prije mog izlaganja na kraju prve godine,

And the night before my first-year talk,

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

a na Princetonu je to 20-minutni govor za

20 ljudi. To je to.

That's it.

I was so afraid of being found out the next day

Toliko sam se bojala da ću narednog dana biti otkrivena

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

da sam ju nazvala i rekla, "Odustajem."

Ona mi je odgovorila, "Ne, nećeš odustati,

She was like, "You are not quitting,

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

jer sam se kladila na tebe, i ti ćeš ostati.

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

Ti ćeš ostati, i to je ono što ćeš napraviti.

Glumiti ćeš.

You are going to fake it.

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

Održati ćeš svaki govor za koji će te pitati.

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

To ćeš jednostavno raditi opet i opet,

čak i kada si preplašena i paralizirana

even if you're terrified and just paralyzed

and having an out-of-body experience,

i kada imaš izvantjelesno iskustvo, dok ne

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

doživiš moment u kojem ćeš reći, "O moj bože, radim to.

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

Postala sam to. Ja to stvarno radim."

So that's what I did.

Dakle, to sam i napravila. 5 godina na poslijediplomskom studiju,

Five years in grad school,

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

nekoliko godina na Northweternu,

I moved to Harvard, I'm at Harvard,

nakon toga sam otišla na Harvard, na Harvardu sam,

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

ne bih o tome više trebala razmišljati, ali dugo jesam,

"Not supposed to be here."

"Ne bih trebala biti tu. Ne bih trebala biti tu."

So at the end of my first year at Harvard,

Na kraju moje prve godine na Harvardu,

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

bila je jedna studentica koja nije govorila na nastavi cijeli semestar,

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

kojoj sam morala reći, "Gledaj, moraš sudjelovati ili ćeš pasti."

Došla je u moj ured, a ja je uopće nisam poznavala.

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

Rekla je, potpuno poražena:

She came in totally defeated, and she said,

"I'm not supposed to be here."

"Ja ne bih trebala biti ovdje."

And that was the moment for me.

I to je bio ključan trenutak za mene jer su se dogodile dvije stvari.

Because two things happened.

One was that I realized,

Jedna je da sam shvatila,

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

dragi Bože, ne osjećam se više tako. Znate.

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

Ja se tako više ne osjećam, ali se ona osjeća, i ja je razumijem.

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

A drugo je da ona pripada ovdje!

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

Dakle ona se treba pretvarati dok to ne postane.

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

Rekla sam joj, "Pripadaš! Ti trebaš biti ovdje!

I sutra ćeš se pretvarati,

And tomorrow you're going to fake it,

učiniti ćeš sebe moćnom, i znaš,

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

(Applause)

ti ćeš --" (Pljesak)

(Pljesak)

And you're going to go into the classroom,

"I uči ćeš u predavaonicu,

i dati ćeš najbolji komentar ikada."

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

You know? And she gave the best comment ever,

Znate što? Dala je najbolji komentar ikada,

and people turned around and were like,

i ljudi su se okrenuli i pitali se,

nikada nisam primjetio da ona ovdje sjedi?! (Smijeh)

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

Došla je do mene nekoliko mjeseci kasnije, i ja sam shvatila

She comes back to me months later,

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

da se nije samo pretvarala dok to nije napravila,

she had actually faked it till she became it.

ona se pretvarala dok to nije postala.

So she had changed.

Ona se promijenila.

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

I tako vam želim reći, nemojte se pretvarati dok to ne napravite.

Fake it till you become it.

Pretvarajte se dok to ne postanete. Znate? To nije --

Do it enough until you actually become it and internalize.

Radite to dovoljno dok stvarno to ne postanete i usvojite.

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

Zadnja stvar koju vam želim reći je ovo.

Tiny tweaks can lead to big changes.

Mali pomaci mogu dovesti do velikih promjena.

Dakle samo dvije minute.

So, this is two minutes.

Two minutes, two minutes, two minutes.

Dvije minute, dvije minute, dvije minute.

Before you go into the next stressful evaluative situation,

Prije nego što uđete u slijedeću stresnu situaciju procjenjivanja,

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

na dvije minute, pokušajte raditi ovo, u liftu,

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

u kupaoni, za stolom iza zatvorenih vrata.

That's what you want to do.

To je ono što želite napraviti. Prilagodite svoj mozak

Configure your brain to cope the best in that situation.

da se najbolje nosi sa situacijom.

Get your testosterone up. Get your cortisol down.

Podignite razinu svog testosterona. Smanjite svoj kortizol.

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

Nemojte napustiti situaciju s osjećajem da im niste pokazali tko ste u stvari.

Leave that situation feeling like,

Napustite situaciju osjećajući, oh stvarno se osjećam

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

da sam im pokazao tko sam.

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

Želim vas prvo zamoliti, znate,

da pokušate zauzimati poze moći,

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

i također vas želim zamoliti

da dijelite znanost jer ovo je jednostavno.

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

Nemam ego uključen u ovo. (Smijeh)

Give it away. Share it with people,

Dijelite to. Dijelite s ljudima,

because the people who can use it the most

jer ljudi koji ovo mogu najviše iskoristiti su ljudi

are the ones with no resources and no technology

bez resursa i tehnologije,

and no status and no power.

bez statusa i bez moći. Dajte im to

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

jer to mogu raditi privatno.

Oni trebaju svoje tijelo, privatnost i dvije minute,

They need their bodies, privacy and two minutes,

and it can significantly change the outcomes of their life.

i to može značajno promijeniti ishode njihovog života.

Thank you.

Hvala vam. (Pljesak)

(Applause)

(Pljesak)