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

25,943,360 views ใƒป 2012-10-01

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์•„๋ž˜ ์˜๋ฌธ์ž๋ง‰์„ ๋”๋ธ”ํด๋ฆญํ•˜์‹œ๋ฉด ์˜์ƒ์ด ์žฌ์ƒ๋ฉ๋‹ˆ๋‹ค.

00:00
Translator: Joseph Geni Reviewer: Morton Bast
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๋ฒˆ์—ญ: K Bang ๊ฒ€ํ† : ahra cho
00:15
So I want to start by offering you a free no-tech life hack,
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์—ฌ๋Ÿฌ๋ถ„๋“ค์—๊ฒŒ ๊ณต์งœ๋กœ ์‚ถ์˜ ์ง€ํ˜œ
ํ•˜๋‚˜๋ฅผ ์•Œ๋ ค๋“œ๋ฆฌ๋ฉฐ ์‹œ์ž‘ํ•˜๊ฒ ์Šต๋‹ˆ๋‹ค.
00:21
and all it requires of you is this:
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์—ฌ๋Ÿฌ๋ถ„๋“ค์ด ํ•˜์‹ค ์ผ์€ ์ด๋Ÿฐ๊ฒ๋‹ˆ๋‹ค.
00:24
that you change your posture for two minutes.
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2๋ถ„ ๋™์•ˆ ์ž์„ธ๋ฅผ ๋ฐ”๊พธ์‹œ๋ฉด ๋˜์š”.
00:28
But before I give it away, I want to ask you to right now
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ํ•˜์ง€๋งŒ ๊ทธ ์ „์— ๋ถ€ํƒ๋“œ๋ฆฌ๊ฑด๋ฐ
00:31
do a little audit of your body and what you're doing with your body.
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์ง€๊ธˆ ์—ฌ๋Ÿฌ๋ถ„์˜ ๋ชธ์œผ๋กœ ๋ญ˜ ํ•˜๋Š” ์ค‘์ธ์ง€ ์•„์…”์•ผ ํ•ฉ๋‹ˆ๋‹ค.
00:35
So how many of you are sort of making yourselves smaller?
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์—ฌ๋Ÿฌ๋ถ„๋“ค ๊ฐ€์šด๋ฐ ๋ช‡ ๋ถ„์ด๋‚˜ ๋ชธ์„ ์›…ํฌ๋ฆฌ๊ณ  ๊ณ„์‹œ์ฃ ?
00:37
Maybe you're hunching, crossing your legs, maybe wrapping your ankles.
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์–ด์ฉŒ๋ฉด ๋ชธ์„ ๊ตฌ๋ถ€๋ฆฌ๊ฑฐ๋‚˜, ๋‹ค๋ฆฌ๋ฅผ ๊ผฌ๊ฑฐ๋‚˜
์•„๋‹ˆ๋ฉด ๋ฐœ๋ชฉ์„ ๊ฐ์‹ธ์ฅ๊ณ  ์žˆ์„์ˆ˜๋„ ์žˆ์ฃ .
00:41
Sometimes we hold onto our arms like this.
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์ข…์ข… ์šฐ๋ฆฐ ํŒ”์„ ์ด๋Ÿฐ์‹์œผ๋กœ ๊ฐ์‹ธ๊ธฐ๋„ ํ•˜์ง€์š”.
00:45
Sometimes we spread out. (Laughter)
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์–ด๋–ค ๋•Œ๋Š” ์ญ‰ ํŽด๊ธฐ๋„ ํ•˜๊ตฌ์š”. (์›ƒ์Œ)
00:48
I see you.
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๋„ค, ๋ณด์ž…๋‹ˆ๋‹ค. (์›ƒ์Œ)
00:50
So I want you to pay attention to what you're doing right now.
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์—ฌ๋Ÿฌ๋ถ„์ด ์ง€๊ธˆ ์–ด๋–ป๊ฒŒ ํ•˜๊ณ  ์žˆ๋Š”์ง€ ์ž˜ ๋ณด์„ธ์š”.
00:53
We're going to come back to that in a few minutes,
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๋ช‡ ๋ถ„ ํ›„ ๊ทธ ๋ถ€๋ถ„์— ๋Œ€ํ•ด์„œ ๋ง์”€๋“œ๋ฆด๊ป˜์š”.
์—ฌ๋Ÿฌ๋ถ„์ด ์ž์„ธ๋ฅผ ์กฐ๊ธˆ๋งŒ ์กฐ์ •ํ•œ๋‹ค๋ฉด
00:56
and I'm hoping that if you learn to tweak this a little bit,
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00:59
it could significantly change the way your life unfolds.
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ํ›จ์”ฌ ๋” ๋‚˜์€ ์ธ์ƒ์ด ํŽผ์ณ์งˆ ์ˆ˜๋„ ์žˆ์Šต๋‹ˆ๋‹ค.
01:02
So, we're really fascinated with body language,
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์‚ฌ๋žŒ๋“ค์€ ๋ฐ”๋””๋žญ๊ท€์ง€์— ๊ฝค๋‚˜ ๋งค๋ฃŒ๋˜๊ณค ํ•ฉ๋‹ˆ๋‹ค.
01:07
and we're particularly interested in other people's body language.
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๊ทธ๋ฆฌ๊ณ  ์šฐ๋ฆฐ ํŠนํžˆ ๋‹ค๋ฅธ ์‚ฌ๋žŒ๋“ค์˜
๋ฐ”๋”” ๋žญ๊ท€์ง€์— ๊ด€์‹ฌ์„ ๊ฐ€์ง€์ง€์š”.
01:11
You know, we're interested in, like, you know โ€” (Laughter) โ€”
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์•„์‹œ์ž–์•„์š”. ์ด๋Ÿฐ์‹์œผ๋กœ ๋ง์ด์ฃ - (์›ƒ์Œ)
01:15
an awkward interaction, or a smile,
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์–ด์ƒ‰ํ•œ ์ƒํ˜ธ์ž‘์šฉ, ํ˜น์€ ๋ฏธ์†Œ,
01:19
or a contemptuous glance, or maybe a very awkward wink,
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์—…์‹ ์—ฌ๊ธฐ๋“ฏ ์ณ๋‹ค๋ณธ๋‹ค๊ฑฐ๋‚˜ ์•„์ฃผ ์ด์ƒํ•œ ์œ™ํฌ,
01:24
or maybe even something like a handshake.
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์‹ฌ์ง€์–ด๋Š” ์•…์ˆ˜๊ฐ™์€ ๊ฒƒ ๊นŒ์ง€๋„์š”.
01:27
Narrator: Here they are arriving at Number 10.
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์•„๋‚˜์šด์„œ: 10๋ฒˆ๊ฐ€์— ๋„์ฐฉ ํ•˜์…จ์Šต๋‹ˆ๋‹ค. ๋ณด์‹ญ์‹œ์˜ค.
์šด ์ข‹์€ ๊ฒฝ์ฐฐ๊ด€์ด๋„ค์š”. ๋ฏธ๊ตญ ๋Œ€ํ†ต๋ น๊ณผ
01:30
This lucky policeman gets to shake hands with the President of the United States.
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์•…์ˆ˜๋ฅผ ํ•ฉ๋‹ˆ๋‹ค. ์˜ค! ์ˆ˜์ƒ๊ป˜์„œ๋„ ์•…์ˆ˜๋ฅผ ํ•˜๋Ÿฌ
01:35
Here comes the Prime Minister -- No. (Laughter) (Applause)
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์˜ค์‹œ๋„ค์š”.. ?๊ฐ€ ์•„๋‹ˆ๊ตฐ์š”. (์›ƒ์Œ)(๋ฐ•์ˆ˜)
01:40
(Laughter) (Applause)
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(์›ƒ์Œ) (๋ฐ•์ˆ˜)
01:42
Amy Cuddy: So a handshake, or the lack of a handshake,
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์•…์ˆ˜ ํ•œ๊ฑฐ๋ž‘ ๋ชปํ•œ๊ฑฐ๋ฅผ ๊ฐ€์ง€๊ณ 
01:46
can have us talking for weeks and weeks and weeks.
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๋ช‡ ์ฃผ๊ณ  ๋ฐ˜๋ณตํ•ด์„œ ๋ง์„ ํ•˜๊ฒŒ ๋˜๊ฒ ๋„ค์š”.
01:48
Even the BBC and The New York Times.
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์‹ฌ์ง€์–ด BBC ๋‚˜ ๋‰ด์š• ํƒ€์ž„์ฆˆ๋„์š”.
01:51
So obviously when we think about nonverbal behavior,
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๋น„์–ธ์–ด์  ํ–‰๋™์ด๋‚˜ ๋ฐ”๋””๋žญ๊ท€์ง€๋ฅผ
01:55
or body language -- but we call it nonverbals as social scientists --
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๋ณดํ†ต ์‚ฌํšŒ๊ณผํ•™์ž๋“ค์€ ๋น„์–ธ์–ด๋ผ๊ณ  ๋ถ€๋ฅด๋Š”๋ฐ์š”.
01:58
it's language, so we think about communication.
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๊ทธ๊ฒƒ๋„ ์ผ์ข…์˜ ์–ธ์–ด์—์š”. ๊ทธ๋ž˜์„œ ์†Œํ†ต์ด๋ž€๊ฒƒ์€
02:01
When we think about communication, we think about interactions.
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์ƒํ˜ธ์ ์ธ ์ž‘์šฉ์ด๋ผ๊ณ  ํ• ์ˆ˜ ์žˆ์ฃ .
๊ทธ๋Ÿผ ์ €์™€ ์†Œํ†ตํ•˜๋Š” ์—ฌ๋Ÿฌ๋ถ„์˜ ๋ฐ”๋””๋žญ๊ท€์ง€๋Š” ๋ฌด์—‡์ธ๊ฐ€์š”?
02:04
So what is your body language communicating to me?
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02:06
What's mine communicating to you?
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ํ˜น์€ ์ €์˜ ๋ฐ”๋””๋žญ๊ท€์ง€๋Š” ์–ด๋–ค๊ฑฐ์ฃ ?
02:08
And there's a lot of reason to believe that this is a valid way to look at this.
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์ด๋Ÿฐ ์ฃผ์žฅ์ด ํƒ€๋‹นํ•˜๋‹ค๋Š” ๊ทผ๊ฑฐ๋Š” ๋งŽ์Šต๋‹ˆ๋‹ค.
์‚ฌํšŒ ๊ณผํ•™์ž๋“ค์€ ๋ฐ”๋””๋žญ๊ท€์ง€์˜ ํšจ๊ณผ๋ฅผ
02:14
So social scientists have spent a lot of time
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์•Œ์•„๋‚ด๋ ค๊ณ  ๋งŽ์€ ๋…ธ๋ ฅ์„ ํ•˜์ฃ .
02:17
looking at the effects of our body language,
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ํ˜น์€ ์–ด๋–ค ๊ฒฐ๊ณผ์— ๋ฐ˜์‘ํ•˜๋Š” ์‚ฌ๋žŒ๋“ค์˜ ๋ฐ”๋””๋žญ๊ท€์ง€๋„์š”.
02:19
or other people's body language, on judgments.
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02:21
And we make sweeping judgments and inferences from body language.
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์šฐ๋ฆฌ๋Š” ๋ฐ”๋””๋žญ๊ท€์ง€๋ฅผ ๋ณด๊ณ  ๋Œ€์ถฉ ํŒ๋‹จํ•˜๊ฑฐ๋‚˜ ์ถ”์ •ํ•ฉ๋‹ˆ๋‹ค.
02:24
And those judgments can predict really meaningful life outcomes
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๊ทธ๋Ÿฐ ํŒ๋‹จ์€ ์˜๋ฏธ์‹ฌ์žฅํ•œ ๊ฒฐ๊ณผ๋ฅผ ์˜ˆ์ธกํ•  ์ˆ˜๋„ ์žˆ์Šต๋‹ˆ๋‹ค.
02:28
like who we hire or promote, who we ask out on a date.
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๋ˆ„๊ตด ๊ณ ์šฉํ•˜๊ฑฐ๋‚˜ ์Šน์ง„์‹œํ‚ฌ์ง€, ๋ˆ„๊ตฌ์—๊ฒŒ ๋ฐ์ดํŠธ ์‹ ์ฒญ์„ ํ• ๊ฑด์ง€ ๋“ฑ์ด์ฃ .
02:32
For example, Nalini Ambady, a researcher at Tufts University,
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ํ„ฐํ”„์ธ ๋Œ€ ์—ฐ๊ตฌ์›์ธ ๋‚ ๋ฆฌ๋‹ˆ ์•ฐ๋ฐ”๋””์”จ๋Š”
02:37
shows that when people watch 30-second soundless clips
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์‚ฌ๋žŒ๋“ค์—๊ฒŒ ์˜์‚ฌ์™€ ํ™˜์ž๊ฐ€ ๋Œ€ํ™”๋ฅผ ๋‚˜๋ˆ„๋Š” ์žฅ๋ฉด์„
02:41
of real physician-patient interactions,
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์Œ์„ฑ ์—†์ด 30์ดˆ๊ฐ„ ๋ณด์—ฌ์ฃผ๋ฉด
02:44
their judgments of the physician's niceness
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์ข‹์€ ์˜์‚ฌ์ธ์ง€ ์•„๋‹Œ์ง€๋„ ํŒ๋‹จํ•˜๊ณ 
02:47
predict whether or not that physician will be sued.
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๊ณ ์†Œ๋ฅผ ๋‹นํ• ์ง€ ์•„๋‹์ง€๊นŒ์ง€ ์˜ˆ์ธก๋„ ํ•ฉ๋‹ˆ๋‹ค.
02:50
So it doesn't have to do so much
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๊ทธ๋ง์€ ์ฆ‰ ์˜์‚ฌ๊ฐ€ ๋ฌด๋Šฅ๋ ฅํ•œ์ง€ ์—ฌ๋ถ€์™€ ์ƒ๊ด€์—†์ด
02:52
with whether or not that physician was incompetent,
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์šฐ๋ฆฌ๋Š” ์˜์‚ฌ๋“ค์ด ์–ด๋–ป๊ฒŒ ์ƒํ˜ธ์ ์œผ๋กœ ๋ฐ˜์‘ํ–ˆ๋Š”์ง€๋ฅผ ๋ณด๊ณ 
02:54
but do we like that person and how they interacted?
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ํ‰๊ฐ€๋ฅผ ํ•œ๋‹ค๋Š” ๋ง์ด๊ฒ ์ง€์š”?
02:57
Even more dramatic, Alex Todorov at Princeton
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ํ”„๋ฆฐ์Šคํ†ค ๋Œ€ํ•™์˜ ์•Œ๋ ‰์Šค ํ† ํ”„์˜ ์—ฐ๊ตฌ๋Š” ๋”์šฑ ๋†€๋ผ์šด๋ฐ,
03:00
has shown us that judgments of political candidates' faces
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์ •์น˜ ํ›„๋ณด๋“ค์˜ ์–ผ๊ตด์„ ๋ณด๊ณ 
03:03
in just one second predict 70 percent
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1์ดˆ๋งŒ์— ๋‚ด๋ฆฐ ํŒ๋‹จ์œผ๋กœ ๋ฏธ๊ตญ ์ƒ์›์˜์›์˜ 70% ์™€
03:07
of U.S. Senate and gubernatorial race outcomes,
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์ง€๋ฐฉ ์„ ๊ฑฐ์˜ ๊ฒฐ๊ณผ๋ฅผ ์˜ˆ์ธกํ•œ๋‹ต๋‹ˆ๋‹ค.
03:11
and even, let's go digital,
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๊ทธ๋Ÿผ ์ด์  , ๋””์ง€ํƒˆ์ชฝ์œผ๋กœ ๊ฐ€๋ณผ๊นŒ์š”.
03:14
emoticons used well in online negotiations
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์˜จ๋ผ์ธ ํ˜‘์ƒ์—์„œ ์ž์ฃผ ์‚ฌ์šฉ๋˜๋Š” ์ด๋ชจํ‹ฐ์ฝ˜์œผ๋กœ
03:18
can lead you to claim more value from that negotiation.
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์‚ฌ๋žŒ๋“ค์˜ ์ฃผ์žฅ์ด ๋” ์„ค๋“๋ ฅ์„ ๊ฐ–๊ฒŒ ๋œ๋‹ค๋Š” ๊ฒ๋‹ˆ๋‹ค.
03:21
If you use them poorly, bad idea. Right?
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์ž˜๋ชป ์‚ฌ์šฉํ•˜๋ฉด ๋‹น์—ฐํžˆ ์•ˆ ์ข‹๊ฒ ์ฃ ?
03:24
So when we think of nonverbals, we think of how we judge others,
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๊ทธ๋ž˜์„œ ๋น„์–ธ์–ด์ ์ธ ํ–‰๋™์„ ์ƒ๊ฐํ•  ๋•Œ, ์šฐ๋ฆฌ๋Š” ๋‹ค๋ฅธ ์‚ฌ๋žŒ์„์„ ์–ด์ฐŒ ํŒ๋‹จํ• ์ง€ ์ƒ๊ฐํ•ฉ๋‹ˆ๋‹ค.
03:27
how they judge us and what the outcomes are.
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๋‹ค๋ฅธ ์‚ฌ๋žŒ๋“ค์ด ์šฐ๋ฆฌ๋ฅผ ์–ด๋–ป๊ฒŒ ์ƒ๊ฐํ•˜๋ฉฐ ์–ด๋–ค ๊ฒฐ๊ณผ๊ฐ€ ๋‚˜์˜ค๋Š”๊ฐ€ ํ•˜๋Š”๊ฒƒ๋“ค์ด์ฃ .
03:30
We tend to forget, though, the other audience
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๊ทธ๋Ÿฐ๋ฐ, ์‚ฌ๋žŒ๋“ค์€ ๋น„์–ธ์–ด์  ํ–‰๋™์— ์˜ํ–ฅ์„ ๋ฐ›๋Š”
03:32
that's influenced by our nonverbals, and that's ourselves.
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๋ฐ”๋กœ ์ž๊ธฐ ์ž์‹ ์— ๋Œ€ํ•ด์„œ๋Š” ์žŠ๋Š” ๊ฒฝํ–ฅ์ด ์žˆ์–ด์š”.
03:35
We are also influenced by our nonverbals,
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์šฐ๋ฆฌ๋Š” ๋น„์–ธ์–ด์  ํ–‰๋™, ์ž์‹ ์˜ ์ƒ๊ฐ,
03:38
our thoughts and our feelings and our physiology.
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๊ฐ์ •, ๊ทธ๋ฆฌ๊ณ  ์ธ์ฒด ์ƒ๋ฆฌ์—๋„ ์˜ํ–ฅ์„ ๋ฐ›์Šต๋‹ˆ๋‹ค.
03:41
So what nonverbals am I talking about?
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์ œ๊ฐ€ ์–ด๋–ค ๋น„์–ธ์–ด์  ํ–‰๋™์— ๋Œ€ํ•ด์„œ ๋งํ•˜๊ณ  ์žˆ๋Š”๊ฑธ๊นŒ์š”?
03:44
I'm a social psychologist. I study prejudice,
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์ €๋Š” ์‚ฌํšŒ์‹ฌ๋ฆฌํ•™์ž์—์š”. ํŽธ๊ฒฌ์— ๋Œ€ํ•ด์„œ ์—ฐ๊ตฌํ•˜๊ณ  ์žˆ๊ณ 
03:47
and I teach at a competitive business school,
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์œ ์ˆ˜์˜ ๊ฒฝ์˜๋Œ€ํ•™์—์„œ ๊ฐ€๋ฅด์น˜๊ณ  ์žˆ์Šต๋‹ˆ๋‹ค.
03:50
so it was inevitable that I would become interested in power dynamics.
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๊ทธ๋ž˜์„œ ๋‹น์—ฐํžˆ ์ €๋Š” ํž˜์˜ ์—ญํ•™์— ๋Œ€ํ•ด ๊ด€์‹ฌ์ด ์žˆ์Šต๋‹ˆ๋‹ค.
03:54
I became especially interested in nonverbal expressions
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ํŠนํžˆ ๊ฐ•ํ•˜๊ณ  ์šฐ์›”ํ•ด์ง€๊ธฐ ์œ„ํ•œ ๋น„์–ธ์–ด์ ์ธ ํ‘œํ˜„์—
03:58
of power and dominance.
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๊ด€์‹ฌ์ด ๋งŽ์Šต๋‹ˆ๋‹ค.
04:00
And what are nonverbal expressions of power and dominance?
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๊ทธ๋ ‡๋‹ค๋ฉด ๊ฐ•ํ•˜๊ณ  ์šฐ์›”ํ•œ ๋น„์–ธ์–ด์  ํ–‰๋™์ด๋ž€ ๋ฌด์—‡์ผ๊นŒ์š”?
04:03
Well, this is what they are.
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์ด๋Ÿฐ๊ฒ๋‹ˆ๋‹ค.
04:05
So in the animal kingdom, they are about expanding.
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๋™๋ฌผ์˜ ์„ธ๊ณ„์—์„œ๋Š” ์ด๊ฒƒ์ด ์„ธ๋ ฅ์„ ํ™•์žฅํ•˜๋Š”๋ฐ ์“ฐ์ž…๋‹ˆ๋‹ค.
04:08
So you make yourself big, you stretch out,
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์ž์‹ ์„ ํฌ๊ฒŒ ๋ณด์ด๋„๋ก ํ•˜๋Š”๊ฑฐ์ฃ  . ๋ชธ์„ ์ญ‰ ๋Š˜์—ฌ์„œ์š”.
04:11
you take up space, you're basically opening up.
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๊ณต๊ฐ„์„ ์ฐจ์ง€ํ•ด์„œ ์ž์‹ ์„ ์˜คํ”ˆํ•˜๋Š” ๊ฒ๋‹ˆ๋‹ค.
04:14
It's about opening up.
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๊ทธ๋ƒฅ ์˜คํ”ˆํ•˜๋Š” ๊ฒƒ ๋ฟ์ž…๋‹ˆ๋‹ค.
04:15
And this is true across the animal kingdom.
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์˜์žฅ๋ฅ˜์—๋งŒ ๊ตญํ•œ๋˜๋Š”๊ฒŒ ์•„๋‹ˆ๊ณ  ๋ชจ๋“  ๋™๋ฌผ๋“ค์ด ๊ทธ๋ ‡์ฃ .
04:18
It's not just limited to primates.
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์ธ๊ฐ„๋“ค๋„ ๋˜‘๊ฐ™์€ ํ–‰๋™์„ ํ•˜๊ณ ์š”. (์›ƒ์Œ)
04:21
And humans do the same thing. (Laughter)
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04:24
So they do this both when they have power sort of chronically,
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๋งŒ์„ฑ์ ์ธ ํž˜์„ ๊ฐ€์กŒ๋‹ค๊ณ  ์ƒ๊ฐํ•˜๊ฑฐ๋‚˜
04:27
and also when they're feeling powerful in the moment.
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๊ทธ ์ˆœ๊ฐ„ ํž˜์„ ๊ฐ€์ง„๊ฒƒ ๊ฐ™์„ ๋•Œ ์ด๋Ÿฐ ํ–‰๋™์„ ๋ณด์ด์ง€์š”.
04:30
And this one is especially interesting because it really shows us
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์ด๋Ÿฐ๊ฑด ํŠนํžˆ ํฅ๋ฏธ๋กœ์šด๋ฐ, ์™œ๋ƒํ•˜๋ฉด
04:33
how universal and old these expressions of power are.
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ํž˜์˜ ๊ณผ์‹œ๊ฐ€ ์–ผ๋งˆ๋‚˜ ์ผ๋ฐ˜์ ์ด๊ณ  ์˜ค๋ž˜๋œ ํ–‰๋™์ธ์ง€๋ฅผ ๋ณด์—ฌ์ฃผ๊ธฐ ๋•Œ๋ฌธ์ด์—์š”.
04:38
This expression, which is known as pride,
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์ž์‹ ๊ฐ์ด๋ผ๊ณ ๋„ ํ•˜๋Š” ์ด๋Ÿฐ ํ‘œํ˜„์— ๋Œ€ํ•ด
04:40
Jessica Tracy has studied.
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์ œ์‹œ์นด ํŠธ๋ ˆ์ด์‹œ๊ฐ€ ์—ฐ๊ตฌ๋ฅผ ํ–ˆ์Šต๋‹ˆ๋‹ค.
04:42
She shows that people who are born with sight
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์ •์ƒ์ธ์ด๋˜ ์„ ์ฒœ์ ์œผ๋กœ ๋งน์ธ์ด๋˜ ์ƒ๊ด€์—†์ด
04:45
and people who are congenitally blind do this
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์–ด๋–ค ์œก์ฒด์ ์ธ ๊ฒฝ์Ÿ์—์„œ ์ด๊ฒผ์„ ๋•Œ
04:48
when they win at a physical competition.
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๋ชจ๋‘ ์ด๋Ÿฐ ํ–‰๋™์„ ๋ณด์ธ๋‹ค๋Š” ๊ฒ๋‹ˆ๋‹ค.
04:51
So when they cross the finish line and they've won,
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๊ทธ๋“ค์ด ๊ฒฐ์Šน์ ์„ ํ†ต๊ณผํ•˜๊ณ  ์Šน๋ฆฌํ•œ ์ˆœ๊ฐ„,
04:53
it doesn't matter if they've never seen anyone do it.
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๋‹ค๋ฅธ ์‚ฌ๋žŒ๋“ค์ด ๊ทธ๋ ‡๊ฒŒ ํ•˜๋Š”๊ฑธ ๋ณธ ์ ์ด ์žˆ๊ฑด ์—†๊ฑด ์ƒ๊ด€์—†์ด
์ด์™€ ๊ฐ™์€ ํ–‰๋™์„ ํ•˜๋Š” ๊ฒ๋‹ˆ๋‹ค.
04:56
They do this.
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ํŒ”์„ ๋“ค์–ด V์ž๋ฅผ ๊ทธ๋ฆฌ๊ณ , ํ„ฑ์€ ์น˜์ผœ๋“ค์ฃ .
04:57
So the arms up in the V, the chin is slightly lifted.
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04:59
What do we do when we feel powerless?
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์šฐ๋ฆฌ๊ฐ€ ์—ด์„ธ๋ผ๊ณ  ๋Š๋‚„ ๋•Œ๋Š” ์–ด๋–ป๊ฒŒ ํ•˜์ฃ ? ์šฐ๋ฆฌ๋Š” ์ •ํ™•ํ•˜๊ฒŒ ๋ฐ˜๋Œ€๋กœ ํ•ฉ๋‹ˆ๋‹ค.
05:01
We do exactly the opposite.
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์ž์‹ ์„ ๋‹ซ์•„๋ฒ„๋ฆฌ๋Š”๊ฑฐ์ฃ . ๋ชธ์„ ๊ฐ์‹ธ ์•ˆ์•„์š”.
05:03
We close up. We wrap ourselves up.
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05:06
We make ourselves small.
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์ž๊ธฐ ์ž์‹ ์„ ์ž‘๊ฒŒ ๋งŒ๋“ค๊ณ  ์˜†์— ์žˆ๋Š” ์‚ฌ๋žŒ๊ณผ ๋ถ€๋”ชํžˆ๊ธฐ ์‹ซ์–ด ํ•ฉ๋‹ˆ๋‹ค.
05:07
We don't want to bump into the person next to us.
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05:09
So again, both animals and humans do the same thing.
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์—ญ์‹œ ์‚ฌ๋žŒ๋„ ๋™๋ฌผ๊ณผ ๊ฐ™์€ํ–‰๋™์„ ํ•ฉ๋‹ˆ๋‹ค.
05:12
And this is what happens when you put together high and low power.
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์ด ๋ชจ์Šต์€ ์‚ฌ๋žŒ๋“ค์ด ํž˜์ด ๋„˜์น  ๋•Œ์™€ ๊ทธ๋ ‡์ง€ ์•Š์„ ๋•Œ ๋ณด์ด๋Š” ํ˜„์ƒ์ด์ฃ .
ํž˜๊ณผ ๊ด€๋ จํ•ด์„œ ์šฐ๋ฆฌํ•˜๋Š” ๋‚ด๋ณด์ด๋Š” ์„ฑํ–ฅ์€
05:16
So what we tend to do when it comes to power
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๋‹ค๋ฅธ ์‚ฌ๋žŒ๋“ค์˜ ๋น„์–ธ์–ด์  ํ–‰๋™์— ๋ณด์กฐ๋ฅผ ๋งž์ถ˜๋‹ค๋Š” ๊ฒ๋‹ˆ๋‹ค.
05:19
is that we complement the other's nonverbals.
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05:22
So if someone is being really powerful with us,
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์–ด๋–ค ์‚ฌ๋žŒ์ด ์ •๋ง ํž˜์ด ์žˆ๋‹ค๊ณ  ๋Š๊ปด์ง€๋ฉด
05:24
we tend to make ourselves smaller. We don't mirror them.
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์‚ฌ๋žŒ๋“ค์€ ์ž์‹ ์„ ์›€์ธ ๋ฆฌ๋Š” ๊ฒฝํ–ฅ์ด ์žˆ์–ด์š”. ๊ทธ๋“คํ•˜๊ณ  ๋˜‘๊ฐ™์ด ํ•˜์ง€ ์•Š๋Š”๊ฑฐ์ฃ .
05:27
We do the opposite of them.
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๊ทธ ๋ฐ˜๋Œ€๋กœ ํ•ฉ๋‹ˆ๋‹ค.
05:29
So I'm watching this behavior in the classroom,
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์ €๋Š” ์ด๋Ÿฐ ํ˜„์ƒ์„ ์ˆ˜์—…์ค‘์—๋„ ์ฃผ์‹œํ•˜๋Š”๋ฐ
05:32
and what do I notice?
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์ œ๊ฐ€ ๋Š๋ผ๋Š”๊ฒŒ ๋ญ”์ง€ ์•„์„ธ์š”?
05:34
I notice that MBA students really exhibit the full range of power nonverbals.
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MBA ํ•™์ƒ๋“ค์ด ๋น„์–ธ์–ด์  ํ–‰๋™์˜ ๋ชจ๋“  ๋ฒ”์œ„๋ฅผ ๋ณด์—ฌ์ค€๋‹ค๋Š” ๊ฒ๋‹ˆ๋‹ค.
05:42
So you have people who are like caricatures of alphas,
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์–ด๋–ค ์‚ฌ๋žŒ๋“ค์€ ์•ŒํŒŒ์˜ ํŠน์ง•์„ ๋ณด๋Š” ๋“ฏํ•˜์ฃ .
05:44
really coming into the room, they get right into the middle of the room
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๊ต์‹ค์— ๋“ค์–ด์˜ค๋ฉด ํ•œ๊ฐ€์šด๋ฐ๋กœ ๊ฐ‘๋‹ˆ๋‹ค.
์ˆ˜์—…์ด ์‹œ์ž‘ํ•˜๊ธฐ๋„ ์ „์ธ๋ฐ, ๊ณต๊ฐ„์„ ๋‹ค ์ฐจ์ง€ํ•˜๋ ค๋Š” ๋“ฏ ํ–‰๋™ํ•˜์ฃ .
05:48
before class even starts, like they really want to occupy space.
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05:51
When they sit down, they're sort of spread out.
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์•‰์„ ๋•Œ๋Š” ๋ชธ์„ ์ญ‰ ๋ป—์–ด ์•‰์•„์š”.
05:53
They raise their hands like this.
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๊ทธ๋Ÿฐ ์‚ฌ๋žŒ๋“ค์€ ์†์„ ์ด๋ ‡๊ฒŒ ๋“ค๊ณ ์š”.
05:55
You have other people who are virtually collapsing
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์–ด๋–ค ์‚ฌ๋žŒ๋“ค์€ ๋“ค์–ด์˜ฌ ๋•Œ๋ถ€ํ„ฐ ๊ฑฐ์˜ ์›…ํฌ๋ฆฌ ๋“ฏ ํ•ฉ๋‹ˆ๋‹ค.
05:58
when they come in. As soon they come in, you see it.
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๊ทธ๋Ÿฐ ์‚ฌ๋žŒ์€ ๋“ค์–ด์˜ค์ž ๋งˆ์ž ์•Œ์ˆ˜ ์žˆ์–ด์š”.
06:00
You see it on their faces and their bodies,
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๊ทธ๋“ค์˜ ํ‘œ์ •์—๋„ ๋ณด์ด๊ณ  ๋ชธ์—๋„ ๋‚˜ํƒ€๋‚ฉ๋‹ˆ๋‹ค.
06:03
and they sit in their chair and they make themselves tiny,
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์˜์ž์— ์•‰์„ ๋•Œ๋Š” ๋ชธ์„ ์ž‘๊ฒŒ ํ•ด์„œ ์•‰๊ณ 
06:05
and they go like this when they raise their hand.
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์†์„ ๋œฐ ๋•Œ๋„ ์ด๋ ‡๊ฒŒ ๋“ค์–ด์š”.
06:08
I notice a couple of things about this.
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์ด์— ๋Œ€ํ•ด์„œ ์ €๋Š” ๋ช‡๊ฐ€์ง€ ๋ˆˆ์—ฌ๊ฒจ ๋ณธ๊ฒŒ ์žˆ์–ด์š”.
์ฒซ์งธ๋Š”, ๋†€๋ž„๋งŒํ•œ ์ผ์€ ์•„๋‹Œ๋ฐ์š”.
06:10
One, you're not going to be surprised.
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06:11
It seems to be related to gender.
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์ด๊ฒƒ์€ ์„ฑ๋ณ„๊ณผ๋„ ๊ด€๊ณ„๊ฐ€ ์žˆ์Šต๋‹ˆ๋‹ค.
06:13
So women are much more likely to do this kind of thing than men.
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์—ฌ์ž๋“ค์ด ๋‚จ์ž๋“ค์— ๋น„ํ•ด์„œ ์ด๋Ÿฐ ํ–‰๋™์„ ๋” ๋งŽ์ด ํ•˜๋Š” ํŽธ์ด์—์š”.
06:19
Women feel chronically less powerful than men,
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์—ฌ์ž๋“ค์€ ๋‚จ์ž๋“ค๋ณด๋‹ค ๋งŒ์„ฑ์ ์œผ๋กœ ํž˜์ด ๋œ์„ผ ๊ฒƒ์œผ๋กœ ๋Š๋‚๋‹ˆ๋‹ค.
06:22
so this is not surprising.
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๊ทธ๋Ÿฌ๋‹ˆ๊นŒ ์ด๊ฑด ๊ทธ๋ฆฌ ๋†€๋ผ์šด ๊ฑด ์•„๋‹ˆ์ฃ . ๊ทธ๋Ÿฐ๋ฐ ์ œ๊ฐ€ ์ฃผ๋ชฉํ•œ ๋‹ค๋ฅธ ๊ฒƒ์€
06:23
But the other thing I noticed
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06:25
is that it also seemed to be related to the extent
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ํ•™์ƒ๋“ค์˜ ์ฐธ์—ฌ๋„์™€ ์–ผ๋งˆ๋‚˜ ์ฃผ๋„์ ์ด์—ˆ๋Š”์ง€์™€๋„
06:28
to which the students were participating, and how well they were participating.
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์—ฐ๊ด€์ด ์žˆ๋Š” ๊ฒƒ์œผ๋กœ ๋ณด์ธ๋‹ค๋Š” ์ ์ž…๋‹ˆ๋‹ค.
06:32
And this is really important in the MBA classroom,
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์ด๊ฑด MBA ์ˆ˜์—…์—์„œ ์•„์ฃผ ์ค‘์š”ํ•œ๋ฐ์š”,
06:35
because participation counts for half the grade.
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์ฐธ์—ฌ๋„๊ฐ€ ์„ฑ์ ์— ๋ฐ˜ ์ด์ƒ ๋ฐ˜์˜๋˜๊ธฐ ๋•Œ๋ฌธ์ด์—์š”.
06:37
So business schools have been struggling with this gender grade gap.
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๊ฒฝ์˜๋Œ€ํ•™์€ ์ด๋Ÿฐ ์„ฑ๋ณ„์˜ ์ฐจ์ด ๋ฌธ์ œ๋กœ ๊ณ ์‹ฌํ•ด ์™”์Šต๋‹ˆ๋‹ค.
06:42
You get these equally qualified women and men coming in
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๋˜‘๊ฐ™์€ ์ž์งˆ์„ ๊ฐ€์ง„ ๋‚จํ•™์ƒ๊ณผ ์—ฌํ•™์ƒ์ด ์ž…ํ•™ํ•ด์„œ
06:45
and then you get these differences in grades,
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์„ฑ์ ์—์„œ ์ด๋Ÿฐ ์ฐจ์ด๋ฅผ ๋ณด์ด๊ฒŒ ๋˜๋Š”๊ฑฐ์ฃ .
06:47
and it seems to be partly attributable to participation.
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๋ถ€๋ถ„์ ์œผ๋กœ๋Š” ์ฐธ์—ฌ์„ฑ์— ์›์ธ์ด ์žˆ๋Š” ๋“ฏ์ด ๋ณด์—ฌ์š”.
06:50
So I started to wonder, you know, okay,
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๊ทธ๋ž˜์„œ ์ƒ๊ฐํ•˜๊ธฐ ์‹œ์ž‘ํ–ˆ์Šต๋‹ˆ๋‹ค. ๋„ค ๊ทธ๋ ‡์ฃ .
06:53
so you have these people coming in like this, and they're participating.
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์‚ฌ๋žŒ๋“ค์ด ๋“ค์–ด์™€์„œ ์ด๋Ÿฐ์‹์˜ ํ–‰๋™์„ ํ•˜๋„๋ก ํ•ด์„œ
๊ทธ๋Ÿฌ๋Š” ์ฒ™ ํ•˜๋„๋ก ํ•œ๋‹ค๊ณ  ํ•ด์„œ
06:57
Is it possible that we could get people to fake it
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07:00
and would it lead them to participate more?
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๊ฒฐ๊ณผ์ ์œผ๋กœ ๋” ์—ด์‹ฌํžˆ ์ฐธ์—ฌํ•˜๊ฒŒ ๋งŒ๋“ค ์ˆ˜ ์žˆ์„๊นŒ์š”?
์ œ ๊ณต๋™ ์—ฐ๊ตฌ์›์ธ ๋ฒ„ํด๋ฆฌ๋Œ€ํ•™์˜ ๋ฐ์ด๋‚˜ ์นด๋‹ˆ๋Š”
07:02
So my main collaborator Dana Carney, who's at Berkeley,
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07:06
and I really wanted to know, can you fake it till you make it?
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์‹ค์ œ๋กœ ๊ทธ๋ ‡๊ฒŒ ๋ ๋•Œ๊นŒ์ง€ ํ‰๋‚ด๋ฅผ ๋‚ผ์ˆ˜ ์žˆ์„๊นŒ ๊ถ๊ธˆํ–ˆ์–ด์š”.
07:10
Like, can you do this just for a little while
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์ฆ‰ ์ด๋Ÿฐ ํ–‰๋™์„ ์ž ์‹œ๋ผ๋„ ํ•˜๋ฉด ๊ฒฐ๊ณผ์ ์œผ๋กœ
07:12
and actually experience a behavioral outcome
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์‹ค์ œ ์ž์‹ ์ด ํŒŒ์›Œํ’€ํ•˜๋‹ค๊ณ  ๋Š๋ผ๊ฒŒ ํ•  ์ˆ˜ ์žˆ์„๊นŒ ํ•˜๊ณ  ๋ง์ด์ฃ .
07:15
that makes you seem more powerful?
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07:17
So we know that our nonverbals govern how other people
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์šฐ๋ฆฌ๋Š” ๋น„์–ธ์–ด์  ํ–‰๋™์ด ํƒ€์ธ์ด ์šฐ๋ฆฌ์— ๋Œ€ํ•ด ์ƒ๊ฐํ•˜๋Š”๊ฐ€์— ๋Œ€ํ•ด ์–ด๋–ค์‹์œผ๋กœ
07:20
think and feel about us. There's a lot of evidence.
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๊ด€๋ จ์ด ์žˆ๋Š”์ง€ ์•Œ๊ณ  ์žˆ์Šต๋‹ˆ๋‹ค. ๋งŽ์€ ์ฆ๊ฑฐ์ž๋ฃŒ๊ฐ€ ์žˆ์ฃ .
์ €ํฌ์˜ ์›๋ž˜ ์˜๋ฌธ์ ์€, ์‚ฌ๋žŒ๋“ค์˜ ๋น„์–ธ์–ด์  ํ–‰๋™์ด
07:23
But our question really was,
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07:24
do our nonverbals govern how we think and feel about ourselves?
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์šฐ๋ฆฌ๊ฐ€ ์šฐ๋ฆฌ ์ž์‹ ์— ๋Œ€ํ•ด ์–ด๋–ป๊ฒŒ ๋Š๋ผ๋Š”์ง€๋ฅผ ์ง€๋ฐฐํ•  ์ˆ˜ ์žˆ๋Š”๊ฐ€ ์˜€์–ด์š”.
07:28
There's some evidence that they do.
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๊ทธ๋ ‡๋‹ค๋Š” ์ฆ๊ฑฐ๊ฐ€ ์ผ๋ถ€ ์žˆ์Šต๋‹ˆ๋‹ค.
07:31
So, for example, we smile when we feel happy,
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์˜ˆ๋ฅผ ๋“ค์–ด, ์šฐ๋ฆฌ๋Š” ํ–‰๋ณตํ•  ๋•Œ ๋ฏธ์†Œ๋ฅผ ์ง“๊ธฐ๋„ ํ•˜์ง€๋งŒ
07:35
but also, when we're forced to smile
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์ž…์— ์ด๋ ‡๊ฒŒ ํŽœ์„ ๋ฌผ์–ด์„œ ์–ต์ง€๋กœ
07:38
by holding a pen in our teeth like this, it makes us feel happy.
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์›ƒ์–ด์•ผ ํ•  ๋•Œ๋„, ์šฐ๋ฆฌ ์ž์‹ ์ด ํ–‰๋ณตํ•˜๊ฒŒ ๋Š๋‚€๋‹ค๋Š” ๊ฒ๋‹ˆ๋‹ค.
07:42
So it goes both ways.
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๊ทธ๊ฑด ์–‘๋ฐฉํ–ฅ์œผ๋กœ ์˜ํ–ฅ์„ ์ค๋‹ˆ๋‹ค. ํž˜์— ๊ด€ํ•ด์„œ๋„ ๋งˆ์ฐฌ๊ฐ€์ง€์ฃ .
07:44
When it comes to power, it also goes both ways.
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๊ทธ๋Ÿฐ ํ–‰๋™์€ ์–‘๋ฐฉํ–ฅ์œผ๋กœ ์˜ํ–ฅ์„ ๋ฏธ์น˜๋Š”๊ฑฐ์ฃ . ๊ทธ๋ž˜์„œ ์ž์‹ ์ด ํž˜์ด ์žˆ๋‹ค๊ณ  ๋Š๋ผ๋ฉด
07:48
So when you feel powerful,
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07:50
you're more likely to do this,
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๋” ์ด๋Ÿฐ ํ–‰๋™์„ ํ•˜๋Š” ๊ฒฝํ–ฅ์ด ์žˆ์–ด์š”. ๊ทธ๋Ÿฐ๋ฐ
07:52
but it's also possible that when you pretend to be powerful,
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ํž˜์ด ์žˆ๋Š” ์ฒ™ ํ•˜๋‹ค๋ณด๋ฉด, ์‹ค์ œ๋กœ ๋” ํž˜์ด ์„ผ ๊ฒƒ์ฒ˜๋Ÿผ
07:58
you are more likely to actually feel powerful.
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๋Š๋ผ๊ฒŒ ๋˜๋Š” ๊ฒ๋‹ˆ๋‹ค.
08:02
So the second question really was, you know,
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๊ทธ๋ฆฌ๊ณ  ๋‘๋ฒˆ์งธ ์˜๋ฌธ์ ์€, ์‚ฌ์‹ค,
08:05
so we know that our minds change our bodies,
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์šฐ๋ฆฌ์˜ ๋งˆ์Œ์ด ๋ชธ์„ ๋ฐ”๊พธ๋Š” ๊ฒƒ์€ ์•Œ๊ณ  ์žˆ์ง€๋งŒ,
08:07
but is it also true that our bodies change our minds?
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์šฐ๋ฆฌ์˜ ๋ชธ์ด ๋งˆ์Œ์„ ๋ฐ”๊ฟ€ ์ˆ˜ ์žˆ๋Š๋ƒ๋Š” ๊ฒƒ์ด์—ˆ์–ด์š”.
08:12
And when I say minds, in the case of the powerful,
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๋งˆ์Œ์„ ๋“ค์—ฌ๋‹ค ๋ณผ ๋•Œ, ํž˜์ด ์žˆ์œผ๋ฉด
08:14
what am I talking about?
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์ œ๊ฐ€ ํ•˜๊ณ ์ž ํ•˜๋Š” ๋ง์€ ๋ญ˜๊นŒ์š”?
08:16
So I'm talking about thoughts and feelings
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๊ทธ๊ฒƒ์€ ์ƒ๊ฐ๊ณผ ๋Š๋‚Œ์— ๋Œ€ํ•œ ๊ฒƒ์ž…๋‹ˆ๋‹ค.
08:18
and the sort of physiological things that make up our thoughts and feelings,
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์šฐ๋ฆฌ์˜ ์ƒ๊ฐ๊ณผ ๋Š๋‚Œ์˜ ๊ธฐ๋ฐ˜์ด ๋˜๋Š” ์ผ์ข…์˜ ์‹ฌ๋ฆฌ์ ์ธ ๊ฒƒ๋“ค ๋ง์ด์ฃ .
์ œ ๊ฒฝ์šฐ์—” ํ˜ธ๋ฅด๋ชฌ์˜ ๋ฌธ์ œ๋ผ์„œ ์ €๋Š” ํ˜ธ๋ฅด๋ชฌ์— ์ฃผ๋ชฉํ–ˆ์–ด์š”.
08:22
and in my case, that's hormones. I look at hormones.
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08:25
So what do the minds of the powerful versus the powerless look like?
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ํž˜์ด ์žˆ๋Š” ๋งˆ์Œ๊ณผ ํž˜์ด ์—†๋Š” ๋งˆ์Œ์—๋Š” ์–ด๋–ค
๊ณตํ†ต์ ์ด ์žˆ์ฃ ?
08:29
So powerful people tend to be, not surprisingly,
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ํž˜ ์žˆ๋Š” ์‚ฌ๋žŒ๋“ค์ด ๋” ํ™•์‹ ์— ์ฐจ์žˆ๊ณ , ๋” ์ž์‹ ๊ฐ์ด ์žˆ๊ณ 
08:33
more assertive and more confident, more optimistic.
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๋” ๋‚™๊ด€์ ์ธ ๊ฒƒ์€ ๊ทธ๋ฆฌ ๋†€๋ผ์šด๊ฒŒ ์•„๋‹ˆ์ฃ .
08:37
They actually feel they're going to win even at games of chance.
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์ด๋Ÿฐ ์‚ฌ๋žŒ๋“ค์€ ์‚ฌ์‹ค ํ™•๋ฅ  ๊ฒŒ์ž„์—์„œ์กฐ์ฐจ ์ด๊ธธ๊ฑฐ๋ผ๊ณ  ์ƒ๊ฐํ•ฉ๋‹ˆ๋‹ค.
๋˜ํ•œ ๋” ์ถ”์ƒ์ ์œผ๋กœ ์ƒ๊ฐํ•˜๋Š” ๋Šฅ๋ ฅ์ด ์žˆ๋Š” ํŽธ์ด์ฃ .
08:41
They also tend to be able to think more abstractly.
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08:45
So there are a lot of differences. They take more risks.
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์ฐจ์ด๊ฐ€ ๊ต‰์žฅํžˆ ๋งŽ์Šต๋‹ˆ๋‹ค. ์œ„ํ—˜๋„ ๋” ๋งŽ์ด ๊ฐ์ˆ˜ํ•˜๋Š” ํŽธ์ด์ฃ .
08:47
There are a lot of differences between powerful and powerless people.
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ํž˜ ์žˆ๋Š” ์‚ฌ๋žŒ๋“ค๊ณผ ๊ทธ๋ ‡์ง€ ์•Š์€ ์‚ฌ๋žŒ๋“ค ์‚ฌ์ด์—๋Š” ๋งŽ์€ ์ฐจ์ด๊ฐ€ ์žˆ์–ด์š”.
์ƒ๋ฆฌํ•™์ ์œผ๋กœ๋„ ๋‘๊ฐ€์ง€ ์ค‘์š”ํ•œ ํ˜ธ๋ฅด๋ชฌ์—์„œ ์ฐจ์ด๋ฅผ ๋ณด์ž…๋‹ˆ๋‹ค.
08:51
Physiologically, there also are differences
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08:53
on two key hormones: testosterone, which is the dominance hormone,
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์ง€๋ฐฐ์ ์ธ ์ž‘์šฉ์„ ํ•˜๋Š” ํ˜ธ๋ฅด๋ชฌ์ธ ํ…Œ์Šคํ† ์Šคํ…Œ๋ก ๊ณผ
08:57
and cortisol, which is the stress hormone.
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์ŠคํŠธ๋ ˆ์Šค ํ˜ธ๋ฅด๋ชฌ์ธ ์ฝ”๋””์กธ์ด์ฃ .
09:01
So what we find is that high-power alpha males in primate hierarchies
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์ €ํฌ๊ฐ€ ์•Œ์•„๋‚ธ ๋ฐ”๋กœ๋Š”
์˜์žฅ๋ฅ˜์—์„œ ํž˜์ด ์žˆ๋Š” ์•ŒํŒŒ ๋‚จ์„ฑ์€
09:08
have high testosterone and low cortisol,
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ํ…Œ์Šคํ† ์Šคํ…Œ๋ก ์ด ๋งŽ๊ณ  ์ฝ”ํ‹ฐ์กธ์„ ์ ๊ฒŒ ๊ฐ–๊ณ  ์žˆ์Šต๋‹ˆ๋‹ค.
09:12
and powerful and effective leaders
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ํž˜ ์žˆ๊ณ  ํšจ์œจ์ ์ธ ์ง€๋„์ž๋„
09:15
also have high testosterone and low cortisol.
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๋งˆ์ฐฌ๊ฐ€์ง€์—์š”.
09:17
So what does that mean? When you think about power,
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๊ทธ๊ฑด ๋ฌด์Šจ ์˜๋ฏธ์ผ๊นŒ์š”? ํž˜์— ๋Œ€ํ•ด ์ƒ๊ฐํ•  ๋•Œ,
09:20
people tended to think only about testosterone,
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์‚ฌ๋žŒ๋“ค์€ ํ…Œ์Šคํ† ์Šคํ…Œ๋ก ๋งŒ์„ ๊ณ ๋ คํ•˜๋Š” ๊ฒฝํ–ฅ์ด ์žˆ์–ด์š”.
09:22
because that was about dominance.
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์™œ๋ƒํ•˜๋ฉด ์ด๊ฒƒ์ด ์ง€๋ฐฐ์  ์ž‘์šฉ์„ ํ•˜๋Š” ํ˜ธ๋ฅด๋ชฌ์ด๋‹ˆ๊นŒ์š”.
09:24
But really, power is also about how you react to stress.
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ํ•˜์ง€๋งŒ ์‚ฌ์‹ค์€, ํž˜์ด๋ž€ ์‚ฌ๋žŒ๋“ค์ด ์ŠคํŠธ๋ ˆ์Šค์— ๋Œ€ํ•ด ์–ด์ฐŒ ๋Œ€์‘ํ•˜๋Š”๊ฐ€์˜ ๋ฌธ์ œ์ด๊ธฐ๋„ ํ•˜์ฃ .
09:27
So do you want the high-power leader that's dominant,
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๊ทธ๋Ÿฌ๋‹ˆ๊นŒ ์—ฌ๋Ÿฌ๋ถ„์€ ์ •๋ง ์ง€๋ฐฐ์ ์ธ ํž˜์„ ๊ฐ–๊ณ  ์žˆ๋Š” ์ง€๋„์ž๊ฐ€
09:30
high on testosterone, but really stress reactive?
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ํ…Œ์Šคํ† ์Šคํ…Œ๋ก ์ด ๋†’๊ณ  ์ •๋ง๋กœ ์ŠคํŠธ๋ ˆ์Šค์— ๋ฐ˜์‘ํ•˜๊ธฐ๋ฅผ ๋ฐ”๋ผ์‹œ๋‚˜์š”?
09:33
Probably not, right?
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์•„๋งˆ ์•„๋‹๊ฒ๋‹ˆ๋‹ค. ์—ฌ๋Ÿฌ๋ถ„์€ ํž˜ ์žˆ๊ณ  ํ™•์‹ ์— ์ฐฌ
09:35
You want the person who's powerful and assertive and dominant,
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์œ ๋Šฅํ•œ ์ง€๋„์ž๋ฅผ ์›ํ•˜์‹ค๊ฑฐ์—์š”.
09:38
but not very stress reactive, the person who's laid back.
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๊ทธ๋Ÿฌ๋ฉด์„œ๋„ ์ŠคํŠธ๋ ˆ์Šค์— ๋œ ๋ฏผ๊ฐํ•˜๊ณ  ์—ฌ์œ ์žˆ๋Š” ์‚ฌ๋žŒ์ด๊ธธ ๋ฐ”๋ผ๊ฒ ์ฃ .
09:41
So we know that in primate hierarchies,
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์˜์žฅ๋ฅ˜ ์‚ฌํšŒ์—์„œ, ์•ŒํŒŒ๋ฅ˜์˜ ์‚ฌ๋žŒ์ด ๋‚˜์„œ์•ผ ํ•˜๋ฉด,
09:47
if an alpha needs to take over,
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๊ทธ๋Ÿฌ๋‹ˆ๊นŒ, ๊ฐ‘์ž๊ธฐ ์–ด๋–ค ์‚ฌ๋žŒ์ด ์•ŒํŒŒ์˜ ์—ญํ• ์„
09:50
if an individual needs to take over an alpha role sort of suddenly,
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ํ•˜๋ ค๊ณ  ํ•œ๋‹ค๋ฉด
09:54
within a few days, that individual's testosterone has gone up
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๋ฉฐ์น  ๋‚ด๋กœ ๊ทธ ์‚ฌ๋žŒ์˜ ํ…Œ์Šคํ† ์Šคํ…Œ๋ก  ์ˆ˜์ค€์€ ์ƒ๋‹นํžˆ ์˜ฌ๋ผ๊ฐ€๊ณ 
09:57
significantly and his cortisol has dropped significantly.
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์ฝ”ํ‹ฐ์กธ์€ ์—„์ฒญ๋‚˜๊ฒŒ ์ค„์–ด๋“ค๊ฒ๋‹ˆ๋‹ค.
10:01
So we have this evidence, both that the body can shape
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์ €ํฌ๋Š” ์ด๋Ÿฐ ์ฆ๊ฑฐ๋„ ๊ฐ–๊ณ  ์žˆ์–ด์š”. ์ฆ‰, ๋ชธ์€
10:04
the mind, at least at the facial level,
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์ ์–ด๋„ ํ‘œ์ • ์ˆ˜์ค€์—์„œ๋Š” ๋งˆ์Œ์„ ์ง€๋ฐฐํ•ฉ๋‹ˆ๋‹ค.
10:06
and also that role changes can shape the mind.
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๊ทธ๋ฆฌ๊ณ  ์—ญํ• ์˜ ๋ณ€ํ™”๋Š” ๋งˆ์Œ์„ ๋ฐ”๊พธ๊ธฐ๋„ ํ•ฉ๋‹ˆ๋‹ค.
10:10
So what happens, okay, you take a role change,
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๊ทธ๋ž˜์„œ ์‹ค์ œ๋กœ๋Š”, ์—ญํ• ์„ ๋ฐ”๊ฟ”๋ณด๋„๋ก ํ•˜์„ธ์š”.
10:13
what happens if you do that at a really minimal level,
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์ตœ์†Œํ•œ์˜ ์ˆ˜์ค€์—์„œ ๊ทธ๋ ‡๊ฒŒ ํ•˜๋ฉด ์–ด๋–ป๊ฒŒ ๋˜๋Š”์ง€ ๋ณด์„ธ์š”.
10:15
like this tiny manipulation, this tiny intervention?
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์ด๋ ‡๊ฒŒ ์‚ฌ์†Œํ•œ ๋ฐฉ๋ฒ•, ์ด๋Ÿฐ ์ž‘์€ ๋ณ€ํ™”๋ผ๊ตฌ์š”?
10:18
"For two minutes," you say, "I want you to stand like this,
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์ด๋ ‡๊ฒŒ ๋งํ•˜๊ณ  ์‹ถ๊ตฐ์š”. "2๋ถ„๋™์•ˆ, ๊ทธ๋Ÿฐ ๋ชจ์Šต์œผ๋กœ ์žˆ์–ด๋ณด์„ธ์š”."
10:21
and it's going to make you feel more powerful."
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"์ž์‹ ์ด ํ›จ์”ฌ ๋” ํž˜ ์žˆ๊ฒŒ ๋Š๋ผ์‹ค ๊ฒ๋‹ˆ๋‹ค."
10:23
So this is what we did.
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์ €ํฌ๋Š” ์ด๋Ÿฐ ๊ฒƒ๋„ ํ•ด๋ดค์–ด์š”.
10:26
We decided to bring people into the lab and run a little experiment,
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์‚ฌ๋žŒ๋“ค์€ ์‹คํ—˜์‹ค๋กœ ๋ฐ๋ ค์™€ ๊ฐ„๋‹จํ•œ ์‹คํ—˜์„ ํ•ด๋ดค์Šต๋‹ˆ๋‹ค.
10:31
and these people adopted, for two minutes,
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์ด ์‚ฌ๋žŒ๋“ค์ด 2๋ถ„๋™์•ˆ ํž˜ ์„ผ ์‚ฌ๋žŒ์ฒ˜๋Ÿผ ํ˜น์€ ํž˜์—†๋Š” ์‚ฌ๋žŒ์ฒ˜๋Ÿผ
10:34
either high-power poses or low-power poses,
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ํ–‰๋™ํ•˜๋„๋ก ํ–ˆ์Šต๋‹ˆ๋‹ค. ์ œ๊ฐ€ ๋‹ค์„ฏ๊ฐ€์ง€ ์ž์„ธ๋ฅผ
10:38
and I'm just going to show you five of the poses,
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๋ง์”€๋“œ๋ฆฌ์ฃ . ์–ผํ• ๋ณด๊ธฐ์—” ๋‹จ ๋‘๊ฐ€์ง€ ์ž์„ธ์ฒ˜๋Ÿผ ๋ณด์ž…๋‹ˆ๋‹ค.
10:40
although they took on only two.
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10:42
So here's one.
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์ฒซ๋ฒˆ์งธ ์ž์„ธ์—์š”.
๋ช‡ ๊ฐ€์ง€ ๋” ์žˆ์Šต๋‹ˆ๋‹ค.
10:45
A couple more.
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์ด ์ž์„ธ๋Š” ์–ธ๋ก ์—์„œ "์›๋” ์šฐ๋จผ" ์ž์„ธ๋ผ๊ณ 
10:47
This one has been dubbed the "Wonder Woman" by the media.
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๋ถˆ๋ €์ฃ .
10:51
Here are a couple more.
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๋ช‡๊ฐ€์ง€ ๋” ์žˆ์–ด์š”.
10:53
So you can be standing or you can be sitting.
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๊ทธ๋Ÿฌ๋‹ˆ๊นŒ ์„œ ์žˆ์„ ์ˆ˜๋„ ์žˆ๊ณ  ์•‰์•„์žˆ์„ ์ˆ˜๋„ ์žˆ์Šต๋‹ˆ๋‹ค.
10:55
And here are the low-power poses.
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๊ทธ๋ฆฌ๊ณ  ์ด๊ฑด ํž˜์ด ์ž‘์€ ์‚ฌ๋žŒ์˜ ์ž์„ธ์—์š”.
10:57
So you're folding up, you're making yourself small.
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ํŒ”์„ ๊ผฌ๊ณ  ์ž์‹ ์„ ์ž‘๊ฒŒ ํ•˜๋Š”๊ฑฐ์ฃ .
11:01
This one is very low-power.
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์ด๊ฑด ์•„์ฃผ ๋‚ฎ์€ ํž˜์˜ ์ˆ˜์ค€์ด๊ณ ์š”.
11:03
When you're touching your neck, you're really protecting yourself.
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์ž์‹ ์˜ ๋ชฉ์„ ๋งŒ์ง€๋ฉด
์ž๊ธฐ๋ฅผ ๋ณดํ˜ธํ•˜๊ณ  ์žˆ๋‹ค๋Š” ๋œป์ด์ฃ .
11:07
So this is what happens.
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๊ฒฐ๊ณผ๋ฅผ ๋ณด์—ฌ๋“œ๋ฆด๊นŒ์š”. ์‚ฌ๋žŒ๋“ค์ด ๋“ค์–ด์˜ต๋‹ˆ๋‹ค.
11:09
They come in, they spit into a vial,
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์‹คํ—˜ ์šฉ๊ธฐ์— ์นจ์„ ์ฑ„์ทจํ•˜๊ณ 
11:11
for two minutes, we say, "You need to do this or this."
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2๋ถ„๋™์•ˆ ์ด๋ ‡๊ฒŒ ๋งํ•ฉ๋‹ˆ๋‹ค. "์ด๋ ‡๊ฒŒ ํ•˜๊ฑฐ๋‚˜ ์ด๋ ‡๊ฒŒ ํ•˜์„ธ์š”."
11:14
They don't look at pictures of the poses.
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๊ทธ ์‚ฌ๋žŒ๋“ค์€ ์ž์„ธ์— ๋Œ€ํ•œ ์‚ฌ์ง„์„ ๋ณด์ง€ ๋ชป ํ•ฉ๋‹ˆ๋‹ค. ํž˜์˜ ๊ฐœ๋…์— ๋Œ€ํ•ด์„œ
11:16
We don't want to prime them with a concept of power.
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๋ฏธ๋ฆฌ ์˜ํ–ฅ์„ ์ฃผ์ง€ ์•Š์œผ๋ ค๋Š”๊ฑฐ์ฃ . ์šฐ๋ฆฌ๋Š” ๊ทธ ์‚ฌ๋žŒ๋“ค์ด ํž˜ ์žˆ๊ฒŒ ๋Š๋ผ๊ธฐ๋ฅผ ๋ฐ”๋ž๋‹ˆ๋‹ค.
11:19
We want them to be feeling power.
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2๋ถ„ ๋™์•ˆ ์ด๋ ‡๊ฒŒ ํ•˜๋ฉด์„œ ๋ง์ด์ฃ .
11:21
So two minutes they do this.
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11:22
We then ask them, "How powerful do you feel?" on a series of items,
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๊ทธ๋ฆฌ๊ณ ๋Š” ์ผ๋ จ์˜ ์งˆ๋ฌธ์„ ๋˜์ง‘๋‹ˆ๋‹ค. "์ž์‹ ์ด ์–ผ๋งˆ๋‚˜ ํž˜์ด ์žˆ๋‹ค๊ณ  ๋Š๊ปด์ง€๋‚˜์š”?"
11:25
and then we give them an opportunity to gamble,
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๊ทธ ๋‹ค์Œ์— ๋„๋ฐ•์„ ํ•ด ๋ณด๋„๋ก ํ•˜๊ณ 
11:28
and then we take another saliva sample.
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๋‹ค์‹œ ํƒ€์•ก ์ƒ˜ํ”Œ์„ ์ฑ„์ทจํ•ฉ๋‹ˆ๋‹ค.
11:30
That's it. That's the whole experiment.
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๊ทธ๊ฒŒ ๋‹ค์—์š”. ๊ทธ๊ฒŒ ์‹คํ—˜์˜ ์ „๋ถ€์ž…๋‹ˆ๋‹ค.
11:32
So this is what we find.
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์šฐ๋ฆฌ๊ฐ€ ์•Œ์•„๋‚ธ ๊ฒƒ์€ ์ด๋Ÿฐ ๊ฒ๋‹ˆ๋‹ค. ์œ„ํ—˜์— ๋Œ€์‘ํ•˜๋Š”๊ฑฐ์ฃ , ๋„๋ฐ•์ด ๊ทธ๋Ÿฐ๊ฑฐ๋‹ˆ๊นŒ์š”.
11:34
Risk tolerance, which is the gambling,
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11:36
we find that when you are in the high-power pose condition,
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์šฐ๋ฆฌ๊ฐ€ ์•Œ์•„๋‚ธ ๊ฒƒ์€ ์ž์‹ ์ด ์ตœ๊ณ ์กฐ๋กœ ํž˜์ด ์„ผ ์กฐ๊ฑด์— ์žˆ์„ ๋•Œ,
86%๊ฐ€ ๋„๋ฐ•์— ์ฐธ์—ฌํ•œ๋‹ค๋Š” ๊ฒ๋‹ˆ๋‹ค.
11:40
86 percent of you will gamble.
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11:42
When you're in the low-power pose condition,
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์ž์‹ ์ด ๊ฐ€์žฅ ํž˜์ด ์•ฝํ•œ ์กฐ๊ฑด์— ์žˆ์„ ๋•Œ๋Š”,
11:44
only 60 percent, and that's a whopping significant difference.
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๊ฒจ์šฐ 60%๋งŒ ์ฐธ์—ฌํ–ˆ์ฃ . ๊ทธ๊ฑด ์—„์ฒญ๋‚œ ์ฐจ์ด์—์š”.
11:48
Here's what we find on testosterone.
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์ด๊ฒŒ ์ €ํฌ๊ฐ€ ํ…Œ์Šคํ† ์Šคํ…Œ๋ก ์— ๋Œ€ํ•ด ๋ฐํ˜€ ๋‚ธ ๊ฑด๋ฐ์š”.
11:51
From their baseline when they come in,
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์ฒ˜์Œ ๋“ค์–ด์˜จ ์‹œ์ ์—์„œ ํž˜์„ผ ์ž์„ธ๋ฅผ ์ทจํ•œ ์‚ฌ๋žŒ๋“ค์€
11:53
high-power people experience about a 20-percent increase,
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์•ฝ 20%์˜ ์ฆ๊ฐ€๋ฅผ ๋‚˜ํƒ€๋ƒˆ์Šต๋‹ˆ๋‹ค.
11:56
and low-power people experience about a 10-percent decrease.
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ํž˜์ด ์•ฝํ•œ ์ž์„ธ๋ฅผ ์ทจํ•œ ์‚ฌ๋žŒ๋“ค์€ ์•ฝ 10%์ •๋„ ์ค„์–ด ๋“ค์—ˆ์–ด์š”.
12:01
So again, two minutes, and you get these changes.
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์—ฌ๊ธฐ์„œ๋„, 2๋ถ„๋™์•ˆ์— ์ด๋Ÿฐ ์ฐจ์ด๊ฐ€ ๋‚˜ํƒ€๋‚ฌ์Šต๋‹ˆ๋‹ค.
12:04
Here's what you get on cortisol.
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์ฝ”ํ‹ฐ์กธ์— ๋Œ€ํ•ด์„œ๋Š” ์ด๋Ÿฐ ๊ฒฐ๊ณผ๊ฐ€ ๋‚˜์™”์Šต๋‹ˆ๋‹ค.
12:06
High-power people experience about a 25-percent decrease,
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ํž˜์„ผ ์ž์„ธ๋ฅผ ์ทจํ•œ ์‚ฌ๋žŒ๋“ค์€ ์ฝ”ํ‹ฐ์กธ์ด ์•ฝ 25% ๊ฐ์†Œํ–ˆ๊ณ 
12:10
and the low-power people experience about a 15-percent increase.
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ํž˜์ด ์•ฝํ•œ ์ž์„ธ๋ฅผ ์ทจํ•œ ์‚ฌ๋žŒ๋“ค์€ ์•ฝ 15% ์ฆ๊ฐ€ํ–ˆ์–ด์š”.
12:14
So two minutes lead to these hormonal changes
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2๋ถ„์˜ ์‹œ๊ฐ„์ด ์ด๋Ÿฐ ํ˜ธ๋ฅด๋ชฌ์˜ ์ฐจ์ด๋ฅผ ๊ฐ€์ ธ์™”๊ณ 
12:17
that configure your brain
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๊ทธ๊ฑด ์‚ฌ๋žŒ๋“ค์˜ ๋‡Œ์— ์ž‘์šฉํ•ด์„œ
12:18
to basically be either assertive, confident and comfortable,
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์ข€๋” ์ ๊ทน์ ์ด๊ณ , ์ž์‹ ์žˆ๊ณ , ํŽธ์•ˆํ•ด์ง€๊ฑฐ๋‚˜
12:23
or really stress-reactive, and feeling sort of shut down.
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์ŠคํŠธ๋ ˆ์Šค์— ๋ฏผ๊ฐํ•˜๊ฒŒ ๋ฐ˜์‘ํ•ด์„œ, ์ผ์ข…์˜ ๊ฐ€๋กœ๋ง‰ํžŒ ๋“ฏํ•œ ๋Š๋‚Œ์„
๋ฐ›๊ธฐ๋„ ํ•œ๋‹ค๋Š”๊ฑฐ์ฃ . ์ด๋Ÿฐ ๋Š๋‚Œ ๋ฐ›์•„๋ณด์…จ์ฃ ?
12:28
And we've all had the feeling, right?
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12:30
So it seems that our nonverbals do govern how we think and feel about ourselves,
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๊ทธ๋Ÿฌ๋‹ˆ๊นŒ ๋น„์–ธ์–ด์  ํ–‰๋™์€ ์‚ฌ๋žŒ๋“ค์ด ์ž๊ธฐ ์ž์‹ ์— ๋Œ€ํ•ด
์–ด๋–ป๊ฒŒ ์ƒ๊ฐํ•˜๋Š”์ง€, ์–ด๋–ค ๋Š๋‚Œ์„ ๊ฐ–๋Š”์ง€๋ฅผ ๊ฒฐ์ •ํ•˜๋Š” ๋“ฏํ•ฉ๋‹ˆ๋‹ค.
12:36
so it's not just others, but it's also ourselves.
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๊ทธ์ € ๋‚จ์˜ ์ด์•ผ๊ธฐ๊ฐ€ ์•„๋‹ˆ๋ผ ์šฐ๋ฆฌ ์ž์‹ ์˜ ์ด์•ผ๊ธฐ์ž…๋‹ˆ๋‹ค.
12:38
Also, our bodies change our minds.
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๋˜ํ•œ ์šฐ๋ฆฌ์˜ ์‹ ์ฒด๋Š” ์šฐ๋ฆฌ์˜ ๋งˆ์Œ๋„ ๋ฐ”๊ฟ‰๋‹ˆ๋‹ค.
12:40
But the next question, of course,
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๊ทธ๋Ÿฌ๋ฉด ๋ฌผ๋ก  ๋‹ค์Œ ์˜๋ฌธ์ ์€
12:43
is, can power posing for a few minutes
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๋ช‡ ๋ถ„๊ฐ„ ํž˜์„ผ ์ฒ™ํ•˜๋Š” ์ž์„ธ๋งŒ์œผ๋กœ
์ž์‹ ์˜ ์‚ถ์„ ์˜๋ฏธ์žˆ๋Š” ์ •๋„๋กœ ๋ฐ”๊ฟ€ ์ˆ˜ ์žˆ๋Š”๊ฐ€? ํ•˜๋Š” ๊ฒ๋‹ˆ๋‹ค.
12:45
really change your life in meaningful ways?
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12:47
This is in the lab, it's this little task, it's just a couple of minutes.
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์ด๊ฑด ์‹คํ—˜์‹ค์—์„œ์˜ ๊ฒฐ๊ณผ์—์š”. ๋ณ„๋กœ ์–ด๋ ค์šด๊ฒŒ ์•„๋‹ˆ์—ˆ์ฃ .
๊ฒจ์šฐ 2๋ถ„์ด์—ˆ์œผ๋‹ˆ๊นŒ์š”. ๊ทธ๋ ‡๋‹ค๋ฉด ์‹ค์ œ๋กœ ์ด๊ฒƒ์„
12:51
Where can you actually apply this?
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์–ด๋””์— ์ ์šฉ ํ•  ์ˆ˜ ์žˆ์„๊นŒ์š”?
12:53
Which we cared about, of course.
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12:55
And so we think where you want to use this is evaluative situations,
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๋ฌผ๋ก  ์—ฌ๋Ÿฌ๋ถ„์˜ ๊ด€์‹ฌ์‚ฌ๋Š” ์ œ๊ฐ€ ์ƒ๊ฐํ•˜๊ธฐ๋กœ๋Š”,
๋ˆ„๊ตฐ๊ฐ€์—๊ฒŒ ํ‰๊ฐ€๋ฅผ ๋ฐ›๋Š” ์ž๋ฆฌ๊ฐ€ ์•„๋‹๊นŒ ์ƒ๊ฐํ•ด์š”.
13:01
like social threat situations.
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์ž์‹ ์ด ํ‰๊ฐ€๋ฅผ ๋ฐ›๋Š” ์ƒํ™ฉ ๊ฐ™์€ ๋‘๋ ค์šด ์ƒํ™ฉ์ฒ˜๋Ÿผ ๋ง์ด์ฃ .
13:04
Where are you being evaluated, either by your friends?
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์‹ญ๋Œ€๋“ค์ด ์ ์‹ฌ์‹œ๊ฐ„์— ์นœ๊ตฌํ•œํ…Œ ํ•˜๋“ฏ์ด ํ˜น์€
13:07
For teenagers, it's at the lunchroom table.
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13:09
For some people it's speaking at a school board meeting.
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ํ•™๊ธ‰ํšŒ์˜์—์„œ ์‚ฌ๋žŒ๋“ค์—๊ฒŒ ์ด์•ผ๊ธฐ๋ฅผ ํ•˜๋Š” ๊ฒƒ ๊ฐ™์€
์ƒํ™ฉ ๋ง์ด์ฃ . ์ง€๊ธˆ์˜ ์ €์ฒ˜๋Ÿผ์š”.
13:13
It might be giving a pitch or giving a talk like this
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์ด๋ ‡๊ฒŒ ๊ฐ•์—ฐ์„ ํ•˜๊ฑฐ๋‚˜
13:17
or doing a job interview.
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๊ตฌ์ง ๋ฉด์ ‘์„ ํ•˜๋Š” ๊ฒƒ ๊ฐ™์€ ๊ฒฝ์šฐ๊ฒ ์ฃ .
13:19
We decided that the one that most people could relate to
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์šฐ๋ฆฌ๋Š” ๋Œ€๋ถ€๋ถ„์˜ ์‚ฌ๋žŒ๋“ค์ด ๊ฒฝํ—˜ํ–ˆ์„ ๋งŒํ•œ ๊ฒƒ์ด
13:22
because most people had been through, was the job interview.
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๊ตฌ์ง ๋ฉด์ ‘์ด๋ผ๊ณ 
์ƒ๊ฐ์„ ํ–ˆ์–ด์š”.
13:25
So we published these findings,
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์ €ํฌ๊ฐ€ ์ด๋Ÿฐ ๊ฒฐ๊ณผ๋ฅผ ๋ฐœํ‘œํ–ˆ๋”๋‹ˆ, ์˜จ๊ฐ– ๋Œ€์ค‘ ๋งค์ฒด์—์„œ
13:28
and the media are all over it,
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13:29
and they say, Okay, so this is what you do
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๊ด€์‹ฌ์„ ๋ณด์˜€์Šต๋‹ˆ๋‹ค. ์ข‹์•„์š”. ์ด๋Ÿฐ๊ฒŒ ๊ตฌ์ง ๋ฉด์ ‘์„ ๋ณด๋Ÿฌ
๋“ค์–ด๊ฐˆ ๋•Œ ํ•˜๋Š” ํ–‰๋™์ด์ฃ ? (์›ƒ์Œ)
13:32
when you go in for the job interview, right?
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13:34
(Laughter)
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๋ฌผ๋ก  ์ €ํฌ๊ฐ€ ๋‘๋ ค์›Œ ํ–ˆ๋˜ ๊ฒƒ๋„ ์žˆ์–ด์š”.
13:35
You know, so we were of course horrified, and said,
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13:37
Oh my God, no, that's not what we meant at all.
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์•„๋‹ˆ์š”. ์ ˆ๋Œ€๋กœ ๊ทธ๊ฒŒ ์šฐ๋ฆฌ๊ฐ€ ๋œปํ•œ ๋ฐ”๋Š” ์•„๋‹ˆ๋ผ๊ณ  ์ƒ๊ฐํ–ˆ์ฃ .
13:39
For numerous reasons, no, don't do that.
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๋งŽ์€ ์ด์œ ๋กœ ์ด๋Ÿฐ๊ฑด ์ ˆ๋Œ€, ์ ˆ๋Œ€๋กœ ์•ˆ๋˜๋Š” ๊ฒ๋‹ˆ๋‹ค.
13:42
Again, this is not about you talking to other people.
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์ฆ‰ ์ด๊ฑด ์—ฌ๋Ÿฌ๋ถ„์ด ๋‹ค๋ฅธ ์‚ฌ๋žŒ์—๊ฒŒ ๋งํ•˜๋Š”๊ฒŒ ์•„๋‹™๋‹ˆ๋‹ค.
13:44
It's you talking to yourself.
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์—ฌ๋Ÿฌ๋ถ„ ์ž์‹ ์—๊ฒŒ ๋งํ•ด์•ผ ํ•˜๋Š”๊ฑฐ์—์š”.
13:46
What do you do before you go into a job interview? You do this.
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๊ตฌ์ง ๋ฉด์ ‘์„ ๋ณด๋Ÿฌ ๊ฐ€๊ธฐ ์ „์— ๋ญ˜ ํ•˜์‹œ์ฃ ? ์ด๋ ‡๊ฒŒ ํ•˜๋‚˜์š”.
13:49
You're sitting down. You're looking at your iPhone --
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๊ทธ๋ ‡์ฃ ? ์ž๋ฆฌ์— ์•‰์•„ ์•„์ดํฐ์„ ๋ด…๋‹ˆ๋‹ค --
์•„๋‹ˆ๋ฉด ์•ˆ๋“œ๋กœ์ด๋“œํฐ์ด๊ฒ ์ฃ . ๋Œ€๋ถ€๋ถ„์ด ์ด๋Ÿด๊ฒ๋‹ˆ๋‹ค.
13:52
or your Android, not trying to leave anyone out.
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13:54
You're looking at your notes,
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์‚ฌ๋žŒ๋“ค์€ ๋…ธํŠธ๋ฅผ ๋ณด๊ธฐ๋„ ํ•˜๊ณ 
13:56
you're hunching up, making yourself small,
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๋“ฑ์„ ๊ตฌ๋ถ€๋ ค ๋ชธ์„ ์ž‘์•„ ๋ณด์ด๊ฒŒ๋„ ํ•˜์ฃ .
13:58
when really what you should be doing maybe is this,
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์‚ฌ์‹ค ์ด๋Ÿด ๋•Œ ๊ผญ ํ•ด์•ผ ํ•˜๋Š” ๊ฑด ์ด๋Ÿฐ ๊ฑธ๊ฑฐ์—์š”.
14:00
like, in the bathroom, right? Do that. Find two minutes.
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ํ™”์žฅ์‹ค์—์„œ, ์ด๋Ÿฐ ์ž์„ธ๋ฅผ ํ•ด๋ณด์„ธ์š”. ๋”ฑ 2๋ถ„์ž…๋‹ˆ๋‹ค.
14:03
So that's what we want to test. Okay?
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๊ทธ๊ฒŒ ์šฐ๋ฆฌ๊ฐ€ ์‹œ๋„ํ•ด ๋ณด๋ ค๊ณ  ํ•˜๋Š”๊ฑฐ์ž–์•„์š”?
14:05
So we bring people into a lab,
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๊ทธ๋ž˜์„œ ์‚ฌ๋žŒ๋“ค์„ ์‹คํ—˜์‹ค์— ๋ฐ๋ ค์˜ต๋‹ˆ๋‹ค.
14:07
and they do either high- or low-power poses again,
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ํž˜ ์žˆ๊ฑฐ๋‚˜ ํ˜น์€ ํž˜ ์—†๋Š” ์ž์„ธ๋ฅผ ์ทจํ•˜๊ฒŒ ํ•˜์ฃ .
14:10
they go through a very stressful job interview.
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๊ทธ ๋‹ค์Œ์—” ์ŠคํŠธ๋ ˆ์Šค๋ฅผ ๋ฐ›๋Š” ๊ตฌ์ง ๋ฉด์ ‘ ๊ณผ์ •์„ ๊ฑฐ์น˜๊ฒŒ ํ•ฉ๋‹ˆ๋‹ค.
14:13
It's five minutes long. They are being recorded.
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5๋ถ„ ์ •๋„ ๊ฑธ๋ฆฌ์ฃ . ์ „๋ถ€ ๋…น์Œํ•ฉ๋‹ˆ๋‹ค.
14:16
They're being judged also,
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ํ‰๊ฐ€๋„ ๋ฐ›์ฃ . ํ‰๊ฐ€์ž๋“ค์€ ์–ด๋–ค ๋น„์–ธ์–ด์  ํ‘œ์‹œ๋„
14:18
and the judges are trained to give no nonverbal feedback,
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ํ•˜์ง€ ์•Š๋„๋ก ํ›ˆ๋ จ๋ฐ›์€ ์‚ฌ๋žŒ๋“ค์ด์—์š”.
14:23
so they look like this.
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์•„๋งˆ ์ด๋Ÿฐ ์ž์„ธ๊ฒ ์ฃ .
14:25
Imagine this is the person interviewing you.
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์ด ์‚ฌ๋žŒ์ด ๋ฉด์ ‘๊ด€ ์ธ๋ฐ์š”.
14:27
So for five minutes, nothing, and this is worse than being heckled.
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5๋ถ„๋™์•ˆ ์•„๋ฌด ํ‘œ์ •๋„ ์ง“์ง€ ์•Š์•„์š”. ์ด๊ฑด ์•ผ์œ ๋ฅผ ๋“ฃ๋Š” ๊ฒƒ๋ณด๋‹ค ๋” ํž˜๋“ค์–ด์š”.
14:31
People hate this.
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์‚ฌ๋žŒ๋“ค์€ ์ด๋Ÿฐ๊ฑธ ์‹ซ์–ดํ•ฉ๋‹ˆ๋‹ค. ๋งˆ๋ฆฌ์•ˆ๋Š ๋ผํ”„๋ž€์Šค ๊ต์ˆ˜๊ฐ€
14:33
It's what Marianne LaFrance calls "standing in social quicksand."
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"๋ชจ๋ž˜๊ตฌ๋ฉ์ด ์†์œผ๋กœ ๋น ์ง€๋Š” ๊ธฐ๋ถ„" ์ด๋ผ๊ณ  ๋ฌ˜์‚ฌ ํ–ˆ๋“ฏ ๋ง์ž…๋‹ˆ๋‹ค.
14:37
So this really spikes your cortisol.
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์ด๊ฑด ์‚ฌ๋žŒ๋“ค์˜ ์ฝ”ํ‹ฐ์กธ ์ˆ˜์ค€์„ ํญ๋ฐœ์‹œํ‚ค์ฃ .
14:39
So this is the job interview we put them through,
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์ด๊ฒŒ ์šฐ๋ฆฌ๊ฐ€ ์‹คํ—˜ ํ–ˆ๋˜ ๊ตฌ์ง ๋ฉด์ ‘์ด์—์š”.
์–ด๋–ค ๊ฒฐ๊ณผ๊ฐ€ ๋‚˜์˜ค๋Š”์ง€ ์ •๋ง ๊ถ๊ธˆํ–ˆ๊ฑฐ๋“ ์š”.
14:41
because we really wanted to see what happened.
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14:43
We then have these coders look at these tapes, four of them.
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๊ทธ ๋‹ค์Œ์— 4๊ฐœ์˜ ๋…น์Œ๋œ ํ…Œ์žŽ์„ ๋ณด์—ฌ์ฃผ์—ˆ์–ด์š”.
14:46
They're blind to the hypothesis. They're blind to the conditions.
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์ด ์‚ฌ๋žŒ๋“ค์€ ์‹คํ—˜์˜ ๋ชฉ์ ์— ๋Œ€ํ•ด ๋ชจ๋ฆ…๋‹ˆ๋‹ค. ์•„๋ฌด๊ฒƒ๋„ ๋ชจ๋ฅธ์ฒด์˜€์ฃ .
14:49
They have no idea who's been posing in what pose,
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๊ทธ ์‚ฌ๋žŒ๋“ค์€ ๋ˆ„๊ฐ€ ์–ด๋–ค ์ž์„ธ๋ฅผ ์ทจํ–ˆ๋Š”์ง€ ๋ชฐ๋ž๋Š”๋ฐ,
14:52
and they end up looking at these sets of tapes,
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์ด ํ…Œ์žŽ๋“ค์„ ๋ณด๊ณ ๋Š”
14:57
and they say, "We want to hire these people,"
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"์ด๋Ÿฐ ์‚ฌ๋žŒ๋“ค์„ ๊ณ ์šฉํ•˜๊ณ  ์‹ถ์–ด์š”."๋ผ๊ณ  ํ–ˆ์Šต๋‹ˆ๋‹ค.
๋ชจ๋‘ ํž˜ ์„ผ ์ž์„ธ๋ฅผ ์ทจํ–ˆ๋˜ ์‚ฌ๋žŒ์ด์—ˆ์ฃ . ๋˜๋Š” "์ด ์‚ฌ๋žŒ๋“ค์€ ๊ณ ์šฉํ•˜๊ณ  ์‹ถ์ง€ ์•Š์•„์š”."๋ผ๊ฑฐ๋‚˜
15:00
all the high-power posers.
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15:01
"We don't want to hire these people.
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15:03
We also evaluate these people much more positively overall."
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"์ด๋“ค์„ ์ „๋ฐ˜์ ์œผ๋กœ ์ข‹์€ ํ‰๊ฐ€๋ฅผ ์ฃผ๊ฒ ์Šต๋‹ˆ๋‹ค." ๋ผ๋Š” ๋ฐ˜์‘๋„ ๋‚˜์™”์ฃ .
๋ฌด์—‡์ด ์ด๋Ÿฐ ๊ฒฐ๊ณผ๋ฅผ ์ดˆ๋ž˜ํ–ˆ์„๊นŒ์š”? ํ‰๊ฐ€๋Š” ๋ฉด๋‹ด์˜ ๋‚ด์šฉ์— ๋Œ€ํ•œ ๊ฒƒ์ด ์•„๋‹ˆ์—ˆ๊ฑฐ๋“ ์š”.
15:07
But what's driving it?
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15:08
It's not about the content of the speech.
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15:10
It's about the presence that they're bringing to the speech.
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๋ฉด๋‹ด์— ์˜จ ์‚ฌ๋žŒ๋“ค์˜ ์ž์„ธ์— ๋Œ€ํ•œ ๊ฒƒ์ด์—ˆ์–ด์š”.
15:13
Because we rate them on all these variables
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์‚ฌ๋žŒ๋“ค์„ ๊ฒฝ์Ÿ๋ ฅ์— ๊ด€๋ จ๋œ ์—ฌ๋Ÿฌ๊ฐ€์ง€ ๋ณ€์ˆ˜๋ฅผ ๊ณ ๋ คํ•˜์—ฌ
ํ‰๊ฐ€ํ–ˆ๊ธฐ ๋•Œ๋ฌธ์—, ๊ทธ๋Ÿฌ๋‹ˆ๊นŒ ๋ฉด๋‹ด์ด ์–ผ๋งˆ๋‚˜ ๋…ผ๋ฆฌ์ ์ด์—ˆ๋‚˜?
15:16
related to competence, like, how well-structured is the speech?
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์–ผ๋งˆ๋‚˜ ์ž˜ํ–ˆ๋‚˜? ์‚ฌ๋žŒ๋“ค์˜ ์ž๊ฒฉ์€ ์–ด๋–ค๊ฐ€? ๊ฐ™์€ ๊ฒƒ์ด์˜€๋Š”๋ฐ,
15:19
How good is it? What are their qualifications?
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๊ทธ๋Ÿฐ ๊ฒƒ์—๋Š” ์•„๋ฌด ์˜ํ–ฅ์„ ๋ฐ›์ง€ ์•Š์•˜์–ด์š”. ์ด๊ฒƒ์ด ์˜ํ–ฅ์„ ์ฃผ์—ˆ๋˜ ๊ฒƒ์ด์—์š”.
15:22
No effect on those things. This is what's affected.
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15:24
These kinds of things.
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์ด๋Ÿฐ ์š”์†Œ๋“ค์ด ๋ฌธ์ œ์˜€๋˜๊ฑฐ์ฃ . ์‚ฌ๋žŒ๋“ค์€ ์ง„์งœ ์ž๊ธฐ ์ž์‹ ์„ ๋“œ๋Ÿฌ๋ƒ…๋‹ˆ๋‹ค.
15:26
People are bringing their true selves, basically.
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15:28
They're bringing themselves.
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๊ธฐ๋ณธ์ ์œผ๋กœ์š”. ์ž์‹ ์„ ๋ณด์—ฌ์ฃผ๋ฉฐ ๋‹ค๋‹ˆ๋Š”๊ฑฐ์ฃ .
์ƒ๊ฐ๋„ ๋‚˜ํƒ€๋‚ด๊ธฐ๋Š” ํ•˜์ง€๋งŒ ์ž์‹ ์— ๋Œ€ํ•ด
15:30
They bring their ideas, but as themselves,
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15:32
with no, you know, residue over them.
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๋ณ„๋กœ ๋‚จ์•„ ์žˆ๋Š”๊ฒŒ ์—†์Šต๋‹ˆ๋‹ค.
15:34
So this is what's driving the effect, or mediating the effect.
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์ด๊ฒƒ์ด ๊ฒฐ๊ณผ๋ฅผ, ํ˜น์€ ๊ฒฐ๊ณผ์— ์˜ํ–ฅ์„ ์ฃผ๋Š” ์š”์†Œ์˜€๋˜ ๊ฒ๋‹ˆ๋‹ค.
15:39
So when I tell people about this,
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์ œ๊ฐ€ ์‚ฌ๋žŒ๋“ค์—๊ฒŒ ์ด๋Ÿฐ ์‚ฌ์‹ค์„ ๋งํ•  ๋•Œ,
15:42
that our bodies change our minds and our minds can change our behavior,
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๊ทธ๋Ÿฌ๋‹ˆ๊นŒ ์šฐ๋ฆฌ์˜ ๋ชธ์ด ๋งˆ์Œ๊ฐ€์ง์„ ๋ฐ”๊ฟ€ ์ˆ˜ ์žˆ๊ณ  ๋˜ ์šฐ๋ฆฌ์˜ ๋งˆ์Œ์ด ํ–‰๋™์„ ๋ณ€ํ™”์‹œํ‚จ๋‹ค๋Š” ๊ฒƒ์ด
์‚ฌ๋žŒ์˜ ํ–‰๋™์ด ๊ฒฐ๊ณผ๋ฅผ ๋ฐ”๊ฟ€ ์ˆ˜๋„ ์žˆ๋‹ค๊ณ  ๋งํ•˜๋ฉด, ์‚ฌ๋žŒ๋“ค์€ ์ด๋ ‡๊ฒŒ ๋งํ•˜์ฃ .
15:46
and our behavior can change our outcomes, they say to me,
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"๊ธ€์Ž„... ๋ญ”๊ฐ€ ์†์ด๋Š”๊ฑฐ ๊ฐ™์€๋ฐ." ๊ทธ๋ ‡์ฃ ?
15:49
"It feels fake." Right?
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15:50
So I said, fake it till you make it.
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๊ทธ๋Ÿฌ๋ฉด ์ €๋Š” ๊ฒฐ๊ณผ๊ฐ€ ๋‚˜์˜ฌ ๋•Œ๊นŒ์ง€ ์ผ๋‹จ ๊ทธ๋ ‡๊ฒŒ ์†์—ฌ๋ด. ๊ทธ๋Ÿฌ๋ฉด ์•„๋‹ˆ, ๊ทธ๊ฑด ๋‚ด๊ฐ€ ์•„๋‹ˆ์•ผ.
15:52
It's not me.
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15:54
I don't want to get there and then still feel like a fraud.
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๋‚œ ๊ทธ๋ ‡๊ฒŒ๊นŒ์ง€ ํ•ด์„œ ์‚ฌ๊ธฐ ์น˜๋Š” ๊ธฐ๋ถ„์ด ๋“ค๊ณ  ์‹ถ์ง€๋Š” ์•Š์•„.
15:57
I don't want to feel like an impostor.
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๋‚˜๋Š” ์‚ฌ๊ธฐ๊พผ์ฒ˜๋Ÿผ ๋Š๊ปด์ง€๋Š”๊ฒŒ ์‹ซ์–ด.
15:59
I don't want to get there only to feel like I'm not supposed to be here.
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๋‚ด๊ฐ€ ์—ฌ๊ธฐ ์™€์„  ์•ˆ๋  ์‚ฌ๋žŒ์ด๋ผ๋Š” ๊ฑธ ๋Š๋ผ๋ ค๊ณ  ๊ทธ๋Ÿฐ์‹์œผ๋กœ ํ•˜๊ณ  ์‹ถ์ง„ ์•Š์•„.
16:03
And that really resonated with me,
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๊ทธ๋Ÿฐ ์ด์•ผ๊ธฐ๊ฐ€ ์ œ๊ฒŒ ๋ฉ”์•„๋ฆฌ์ณ ์˜ค๋Š” ๋“ฏํ•˜์ฃ .
16:05
because I want to tell you a little story about being an impostor
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์™œ๋ƒํ•˜๋ฉด ์—ฌ๊ธฐ ์žˆ์–ด์„  ์•ˆ๋ ๊ฒƒ ๊ฐ™์€ ๊ธฐ๋ถ„, ์‚ฌ๊ธฐ๊พผ์ด ๋œ ๊ธฐ๋ถ„์— ๋Œ€ํ•œ
์งง์€ ์ด์•ผ๊ธฐ ํ•˜๋‚˜๋ฅผ ๋งํ•˜๋ ค ํ•˜๊ธฐ ๋•Œ๋ฌธ์ด์—์š”.
16:08
and feeling like I'm not supposed to be here.
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16:11
When I was 19, I was in a really bad car accident.
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์ œ๊ฐ€ 19์‚ด ๋•Œ, ์•„์ฃผ ์‹ฌํ•œ ์ž๋™์ฐจ ์‚ฌ๊ณ ๋ฅผ ๋‹นํ–ˆ์–ด์š”.
16:14
I was thrown out of a car, rolled several times.
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์ €๋Š” ์ž๋™์ฐจ ๋ฐ–์œผ๋กœ ํŠ•๊ฒจ์ ธ ๋‚˜๊ฐ€ ๋ช‡ ๋ฐ”ํ€ด๋ฅผ ๊ตด๋ €์–ด์š”.
16:17
I was thrown from the car.
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์ฐจ ๋ฐ–์œผ๋กœ ํŠ•๊ฒจ์ ธ ๋‚˜๊ฐ€ ๋จธ๋ฆฌ๋ฅผ ํฌ๊ฒŒ ๋‹ค์น˜๊ณ  ๋ณ‘์› ํšŒ๋ณต์‹ค์—์„œ ๊นจ์–ด๋‚ฌ์–ด์š”.
16:19
And I woke up in a head injury rehab ward,
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๊ทธ๋ฆฌ๊ณ  ๋Œ€ํ•™๊ต๋„ ๊ทธ๋งŒ ๋‘์–ด์•ผ ํ–ˆ์ฃ .
16:22
and I had been withdrawn from college,
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16:24
and I learned that my IQ had dropped by two standard deviations,
331
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์ œ IQ๋Š” ํ‘œ์ค€ ํŽธ์ฐจ์˜ 2๋ฐฐ ์ •๋„๊ฐ€ ๋–จ์–ด์กŒ๋Š”๋ฐ
16:30
which was very traumatic.
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๊ทธ๊ฑด ์ •๋ง ์ถฉ๊ฒฉ์ ์ด์—ˆ์–ด์š”.
16:32
I knew my IQ because I had identified with being smart,
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์ €๋Š” ๋Š˜ ์šฐ์ˆ˜ํ•œ ํ•™์ƒ์œผ๋กœ ํ‰๊ฐ€ ๋ฐ›์•˜๊ธฐ ๋•Œ๋ฌธ์—
16:35
and I had been called gifted as a child.
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์ œ IQ ๋ฅผ ์•Œ๊ณ  ์žˆ์—ˆ์–ด์š”.
16:37
So I'm taken out of college, I keep trying to go back.
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์–ด์จŒ๋“  ๋Œ€ํ•™์„ ๊ทธ๋งŒ๋‘์—ˆ๋‹ค๊ฐ€ ํ•™๊ต๋กœ ๋˜๋Œ์•„ ๊ฐ€๋ ค๊ณ  ๋…ธ๋ ฅํ•˜๊ณ  ์žˆ์—ˆ์ง€์š”.
16:41
They say, "You're not going to finish college.
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์‚ฌ๋žŒ๋“ค์€ ์ด๋ ‡๊ฒŒ ๋งํ–ˆ์ฃ . "๋„ˆ๋Š” ๋Œ€ํ•™์„ ์กธ์—…ํ•˜์ง€ ๋ชปํ• ๊ฑฐ์•ผ."
"๋‹ค๋ฅธ ํ•  ์ˆ˜ ์žˆ๋Š” ์ผ๋„ ์žˆ๊ฒ ์ง€๋งŒ,"
16:43
Just, you know, there are other things for you to do,
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16:45
but that's not going to work out for you."
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"์กธ์—…์€ ํž˜๋“ค๊ฑฐ์•ผ."๋ผ๊ณ ์š”.
16:47
So I really struggled with this, and I have to say,
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์ €๋Š” ์ด ๋ฌธ์ œ๋ฅผ ๊ทน๋ณตํ•˜๋ ค๊ณ  ๊ฝค ๊ณ ์ƒํ–ˆ์–ด์š”. ๊ทธ๋ฆฌ๊ณ  ์ด๋ ‡๊ฒŒ ๋งํ•ด์•ผ ํ–ˆ์ฃ .
16:51
having your identity taken from you, your core identity,
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์ž์‹ ์˜ ์ •์ฒด์„ฑ์˜ ํ•ต์‹ฌ์„ ์žƒ๋Š”๋‹ค๋Š” ๊ฒƒ์€,
16:54
and for me it was being smart,
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์ œ๊ฒŒ๋Š” ๊ทธ๊ฒŒ ๋˜‘๋˜‘ํ•˜๋‹ค๋Š” ๊ฑฐ์˜€๊ตฌ์š”,
16:56
having that taken from you,
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๊ทธ๊ฒŒ ์—†๋‹ค๋Š” ๊ฑด ๋” ํž˜ ๋น ์ง€๋Š” ์ผ์€ ์—†์„๊ฑฐ๋ผ๊ณ  ๋ง์ด์ฃ .
16:57
there's nothing that leaves you feeling more powerless than that.
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17:00
So I felt entirely powerless.
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์ €๋Š” ์™„์ „ํžˆ ๊ธฐ์šด์„ ์žƒ์—ˆ์–ด์š”. ๊ทธ๋ž˜๋„ ์ •๋ง, ์ •๋ง ์—ด์‹ฌํžˆ ๊ณต๋ถ€ํ–ˆ์ฃ .
17:02
I worked and worked, and I got lucky,
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์šด์ด ์ข‹์•˜๊ณ , ๋” ์—ด์‹ฌํžˆ ๊ณต๋ถ€ํ•˜๊ณ , ๋˜ ์šด์ด ๋”ฐ๋ฅด๊ณ  ๊ทธ๋žฌ๋˜๊ฑฐ์ฃ .
17:04
and worked, and got lucky, and worked.
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17:06
Eventually I graduated from college.
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๊ฒฐ๊ตญ ์ €๋Š” ๋Œ€ํ•™์„ ์กธ์—…ํ–ˆ์–ด์š”.
17:08
It took me four years longer than my peers,
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์ œ ์นœ๊ตฌ๋“ค์— ๋น„ํ•ด์„œ 4๋…„์ด๋‚˜ ๋” ๊ฑธ๋ ธ์ฃ .
17:10
and I convinced someone, my angel advisor, Susan Fiske,
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์ €๋Š” ์ฒœ์‚ฌ๊ฐ™์€ ์ง€๋„๊ต์ˆ˜๋‹˜์ด์—ˆ๋˜ ์ˆ˜์ž” ํ”ผ์Šคํฌ์”จ์—๊ฒŒ
17:15
to take me on, and so I ended up at Princeton,
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์ €๋ฅผ ๋ฐ›์•„๋‹ฌ๋ผ๊ณ  ํ–ˆ์–ด์š”. ๊ฒฐ๊ตญ ํ”„๋ฆฐ์Šคํ†ค ๋Œ€ํ•™์— ๊ฐ”์Šต๋‹ˆ๋‹ค.
17:17
and I was like, I am not supposed to be here.
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ํ•˜์ง€๋งŒ ์ €๋Š” ๋งˆ์น˜ ๊ฑฐ๊ธฐ ์žˆ์œผ๋ฉด ์•ˆ๋˜๋Š” ์‚ฌ๋žŒ์ธ ๋“ฏํ•œ ๋Š๋‚Œ์„ ๋ฐ›์•˜์–ด์š”.
17:20
I am an impostor.
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์‚ฌ๊ธฐ๊พผ ๊ฐ™์€ ๋Š๋‚Œ์ด์š”.
17:22
And the night before my first-year talk,
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์ œ๊ฐ€ ์ฒซ ํ•ด ๊ฐ•์—ฐ์„ ํ•˜๊ธฐ ์ „๋‚  ๋ฐค,
ํ”„๋ฆฐ์Šคํ†ค์—์„œ ์ฒซ ํ•ด ๊ฐ•์—ฐ์€ 20์—ฌ๋ช… ์•ž์—์„œ 20๋ถ„ ๋™์•ˆ
17:24
and the first-year talk at Princeton is a 20-minute talk to 20 people.
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๊ฐ•์—ฐํ•˜๋Š” ๊ฑฐ์˜€์–ด์š”. ๊ทธ๊ฒŒ ๋‹ค์ฃ .
17:27
That's it.
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17:28
I was so afraid of being found out the next day
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์ €๋Š” ๋„ˆ๋ฌด ๊ฒ์ด ๋‚˜์„œ ๋‹ค์Œ๋‚  ์ œ ์ง€๋„๊ต์ˆ˜๋‹˜๊ป˜
17:31
that I called her and said, "I'm quitting."
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์ „ํ™”ํ•ด์„œ "์ €๋Š” ํฌ๊ธฐํ• ๋ž˜์š”"๋ผ๊ณ  ๋งํ–ˆ์–ด์š”.
17:34
She was like, "You are not quitting,
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๊ทธ๋…€๊ฐ€ ์ด๋ ‡๊ฒŒ ๋งํ–ˆ์Šต๋‹ˆ๋‹ค. "๋„ˆ๋Š” ๊ทธ๋งŒ๋‘์ง€ ์•Š์„๊ฑฐ์•ผ."
17:35
because I took a gamble on you, and you're staying.
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"๋‚˜๋Š” ๋„ˆ๋ฅผ ๋ฏฟ๋Š”๋‹ค, ๋„ˆ๋Š” ์—ฌ๊ธฐ ๋‚จ์„๊ฑฐ์•ผ."
17:38
You're going to stay, and this is what you're going to do.
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"๋„ˆ๋Š” ์—ฌ๊ธฐ ๋‚จ์•„์„œ ์ด ์ผ์„ ํ•˜๊ฒŒ ๋ ๊ฑฐ์•ผ."
"๊ทธ๋ ‡๊ฒŒ ํ• ๊ฑฐ๋ผ๊ณ  ๊ทธ๋ƒฅ ์ƒ๊ฐํ•ด.."
17:41
You are going to fake it.
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17:42
You're going to do every talk that you ever get asked to do.
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"๋„ˆ๋Š” ํ•ด์•ผํ•  ๋ชจ๋“  ๊ฐ•์—ฐ์„ ๋‹ค ๋งˆ์น˜๊ฒŒ ๋ ๊ฑฐ๊ณ "
17:45
You're just going to do it and do it and do it,
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"๊ทธ์ € ๊ณ„์†ํ•ด์„œ ํ•ด๋‚ด๊ธฐ๋งŒํ•˜๋ฉด ๋ผ."
"๋ชน์‹œ ๊ฒ์ด๋‚˜์„œ ์˜จ๋ชธ์ด ๊ตณ๊ณ  ์ •์‹ ์ด ๋น ์ ธ๋‚˜๊ฐ€๋Š” ๋“ฏํ•ด๋„"
17:48
even if you're terrified and just paralyzed
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17:50
and having an out-of-body experience,
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"๋„ค๊ฐ€ '์˜ค ์ด๋Ÿฐ~ ๋‚ด๊ฐ€ ์ด๊ฑธํ•˜๊ณ  ์žˆ๊ตฌ๋‚˜."
17:52
until you have this moment where you say, 'Oh my gosh, I'm doing it.
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"๋‚ด๊ฐ€ ์ด๋ ‡๊ฒŒ๊นŒ์ง€ ๋๊ตฌ๋‚˜. ๋‚ด๊ฐ€ ์ •๋ง ์ด๊ฑธ ํ•˜๊ณ  ์žˆ๋‹จ ๋ง์ด์ง€'๋ผ๊ณ "
17:56
Like, I have become this. I am actually doing this.'"
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"๋งํ•˜๊ฒŒ ๋˜๋Š” ์ˆœ๊ฐ„๊นŒ์ง€ ๊ณ„์†ํ•ด๋‚ผ๊ฑฐ์•ผ."
17:59
So that's what I did.
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๊ฒฐ๊ตญ ์ €๋Š” ํ•ด๋ƒˆ์Šต๋‹ˆ๋‹ค. ๋Œ€ํ•™์›์—์„œ 5๋…„์ด ๊ฑธ๋ ธ์–ด์š”.
18:00
Five years in grad school,
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18:01
a few years, you know, I'm at Northwestern,
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๋…ธ์Šค์›จ์Šคํ„ด ๋Œ€ํ•™์— ๋ช‡๋…„ ์žˆ๋‹ค๊ฐ€
18:03
I moved to Harvard, I'm at Harvard,
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ํ•˜๋ฒ„๋“œ๋กœ ์˜ฎ๊ฒผ์–ด์š”. ์ €๋Š” ์ด์ œ ๋” ์ด์ƒ
18:05
I'm not really thinking about it anymore, but for a long time I had been thinking,
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์ง€๊ธˆ์€ ์ด๋Ÿฐ ์ƒ๊ฐ์„ ํ•˜์ง€ ์•Š์ง€๋งŒ ์˜ˆ์ „์—” ์˜ค๋žœ๋™์•ˆ ์ด๋ ‡๊ฒŒ ๋Š๊ผˆ์ฃ .
18:09
"Not supposed to be here."
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"๋‚ด๊ฐ€ ์žˆ์„ ๊ณณ์ด ์•„๋‹ˆ์•ผ, ๋‚œ ์—ฌ๊ธฐ ์–ด์šธ๋ฆฌ์ง€ ์•Š์•„." ๋ผ๊ณ  ๋ง์ด์—์š”.
18:11
So at the end of my first year at Harvard,
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ํ•˜๋ฒ„๋“œ์—์„œ ์ฒซ ํ•ด๊ฐ€ ๋๋‚˜๊ฐˆ ๋ฌด๋ ต
18:14
a student who had not talked in class the entire semester,
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ํ•œ ํ•™๊ธฐ๋™์•ˆ ํ•œ๋ฒˆ๋„ ์ˆ˜์—…์—์„œ ์ด์•ผ๊ธฐ ํ•˜์ง€ ์•Š๋˜ ํ•™์ƒ์ด์—ˆ๋Š”๋ฐ
18:18
who I had said, "Look, you've gotta participate or else you're going to fail,"
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์ œ๊ฐ€ "๋„ค๊ฐ€ ํ•จ๊ป˜ ์ฐธ์—ฌํ•˜์ง€ ์•Š์œผ๋ฉด ๋‚™์ œํ• ๊ฑฐ์•ผ." ๋ผ๊ณ  ๋งํ•˜์ž
18:22
came into my office. I really didn't know her at all.
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๊ทธ ํ•™์ƒ์ด ์ œ ์—ฐ๊ตฌ์‹ค๋กœ ์ฐพ์•„์™”์–ด์š”. ์ €๋Š” ๊ทธ ํ•™์ƒ์„ ์ž˜ ์•Œ์ง€ ๋ชปํ–ˆ์ฃ .
๊ทธ ํ•™์ƒ์€ ์™„์ „ํžˆ ํŒจ๋ฐฐํ•œ ๋ชจ์Šต์œผ๋กœ ์™€์„œ
18:25
She came in totally defeated, and she said,
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18:28
"I'm not supposed to be here."
379
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"์ €๋Š” ์—ฌ๊ธฐ ์žˆ์–ด์„œ๋Š” ์•ˆ๋  ์‚ฌ๋žŒ์ด์—์š”." ๋ผ๊ณ  ์ œ๊ฒŒ ๋งํ–ˆ์Šต๋‹ˆ๋‹ค.
๊ทธ๊ฑด ๋ฐ”๋กœ ์ œ ๋ชจ์Šต์ด์—ˆ์–ด์š”. ๋‘๊ฐ€์ง€ ์ƒ๊ฐ์ด ๋– ์˜ฌ๋ž์ฃ .
18:35
And that was the moment for me.
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18:37
Because two things happened.
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18:38
One was that I realized,
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ํ•˜๋‚˜๋Š” ์ œ๊ฐ€,
18:40
oh my gosh, I don't feel like that anymore.
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์˜ค, ์ด์ œ ๋”์ด์ƒ ์ €๋Ÿฐ ๋Š๋‚Œ์„ ๋ฐ›์ง€ ์•Š๋Š”๊ตฌ๋‚˜ ๋ผ๋Š” ๊ฑฐ์˜€์–ด์š”.
18:43
I don't feel that anymore, but she does, and I get that feeling.
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์ €๋Š” ๋” ์ด์ƒ ๊ทธ๋Ÿฐ ๋Š๋‚Œ์„ ๊ฐ–์ง€ ์•Š์•˜์ง€๋งŒ ๊ทธ ํ•™์ƒ์ด ์–ด๋–ค ๊ธฐ๋ถ„์ธ์ง€ ์•Œ๊ณ  ์žˆ์—ˆ์ฃ .
18:46
And the second was, she is supposed to be here!
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๋‘ ๋ฒˆ์งธ๋Š”, ๊ทธ ํ•™์ƒ์€ ์—ฌ๊ธฐ ์žˆ์–ด์•ผ๋งŒ ํ•œ๋‹ค! ๋ผ๋Š” ๊ฑฐ์˜€์–ด์š”.
18:48
Like, she can fake it, she can become it.
386
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์†์ž„์ˆ˜๋ฅผ ์“ฐ๋Š” ๊ฒƒ์ฒ˜๋Ÿผ ๊ณ„์† ํ•˜๋‹ค๋ณด๋ฉด, ๊ทธ๋ ‡๊ฒŒ ๋  ์ˆ˜ ์žˆ๋Š” ๊ฒ๋‹ˆ๋‹ค.
18:50
So I was like, "Yes, you are! You are supposed to be here!
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๊ทธ๋ž˜์„œ ์ด๋ ‡๊ฒŒ ๋งํ–ˆ์–ด์š”. "์•„๋‹ˆ, ๋„ˆ๋Š” ์—ฌ๊ธฐ ์žˆ์–ด์•ผ ํ•  ์‚ฌ๋žŒ์ด์•ผ."
18:54
And tomorrow you're going to fake it,
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"๋‚ด์ผ๋ถ€ํ„ด ๊ทธ๋Ÿฐ ์ฒ™ ํ•˜๋ฉด ๋ผ."
๊ทธ๋Ÿฌ๋ฉด ๋‚˜์ค‘์—” ํž˜์„ ์–ป๊ฒŒ ๋ ๊ฑฐ์•ผ. ๊ทธ๋ฆฌ๊ณ ,
18:56
you're going to make yourself powerful, and, you know --
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18:58
(Applause)
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๋„ˆ๋Š” ์•ž์œผ๋กœ --" (๋ฐ•์ˆ˜)
(๋ฐ•์ˆ˜)
"๋„ˆ๋Š” ์•ž์œผ๋กœ๋„ ์ˆ˜์—…์„ ๋“ค์„๊ฒƒ์ด๊ณ 
19:04
And you're going to go into the classroom,
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19:08
and you are going to give the best comment ever."
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์ˆ˜์—…์—์„œ ์ตœ๊ณ ์˜ ์˜๊ฒฌ์„ ๋‚ด๊ฒŒ ๋ ๊ฑฐ์•ผ."
19:10
You know? And she gave the best comment ever,
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์•„์„ธ์š”? ๊ทธ ํ•™์ƒ์€ ๋‚˜์ค‘์— ์ตœ๊ณ ์˜ ์˜๊ฒฌ์„ ๋ƒˆ์–ด์š”.
19:13
and people turned around and were like,
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ํ•™์ƒ๋“ค์ด ๋Œ์•„๋ณด๋ฉฐ, ์ด๋Ÿฐ~
์ €๋Ÿฐ ํ•™์ƒ์ด ์žˆ๋Š”์ง€๋„ ๋ชฐ๋ž๋Š”๋ฐ? ๋ผ๊ณ  ํ–ˆ์ฃ . (์›ƒ์Œ)
19:15
oh my God, I didn't even notice her sitting there. (Laughter)
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๋ช‡ ๋‹ฌ ํ›„์— ๊ทธ ํ•™์ƒ์ด ์ œ๊ฒŒ ์ฐพ์•„์™”์–ด์š”. ์ €๋Š” ๊ทธ ํ•™์ƒ์ด
19:18
She comes back to me months later,
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19:20
and I realized that she had not just faked it till she made it,
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๊ทธ๋ ‡๊ฒŒ ํ•  ๋•Œ๊นŒ์ง€ ๊ทธ๋Ÿฐ ์ฒ™์„ ํ•œ๊ฒŒ ์•„๋‹ˆ๋ผ
19:23
she had actually faked it till she became it.
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๊ทธ๋ ‡๊ฒŒ ๋  ๋•Œ๊นŒ์ง€ ๊ทธ๋Ÿฐ ์ฒ™์„ ํ•œ๊ฑฐ ์˜€์–ด์š”.
19:25
So she had changed.
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๊ทธ ํ•™์ƒ์€ ์™„์ „ํžˆ ๋ณ€ํ•œ๊ฑฐ์ฃ .
19:27
And so I want to say to you, don't fake it till you make it.
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์—ฌ๋Ÿฌ๋ถ„๋“ค๊ป˜ ์ด๋ ‡๊ฒŒ ๋ง์”€ ๋“œ๋ฆฌ๊ณ  ์‹ถ์–ด์š”. ํ•œ๋ฒˆ ํ•ด๋‚ผ๊นŒ์ง€๋งŒ ์†์ด๋Š”๊ฒŒ ์•„๋‹ˆ๋ผ
19:31
Fake it till you become it.
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์™„์ „ํžˆ ๊ทธ๋ ‡๊ฒŒ ๋  ๋•Œ๊นŒ์ง€ ์†์ด์…”์•ผ ํ•ฉ๋‹ˆ๋‹ค. ์•„์‹œ๊ฒ ์ฃ ?
19:34
Do it enough until you actually become it and internalize.
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์ถฉ๋ถ„ํžˆ ๋งŽ์ด ํ•˜๋‹ค๋ณด๋ฉด ์ •๋ง ๊ทธ๋ ‡๊ฒŒ ๋˜๊ณ  ๊ทธ๊ฑธ ๋‚ด์žฌํ™” ํ•˜๊ฒŒ ๋ฉ๋‹ˆ๋‹ค.
19:38
The last thing I'm going to leave you with is this.
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์—ฌ๋Ÿฌ๋ถ„๋“ค๊ป˜ ๋งˆ์ง€๋ง‰์œผ๋กœ ๋“œ๋ฆด ๋ง์”€์€ ์ด๊ฒ๋‹ˆ๋‹ค.
19:40
Tiny tweaks can lead to big changes.
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์ž‘์€ ๊ด˜๋„ ์ˆ˜์ •์ด ์ปค๋‹ค๋ž€ ์ฐจ์ด๋ฅผ ๋งŒ๋“ค ์ˆ˜ ์žˆ์Šต๋‹ˆ๋‹ค.
19:45
So, this is two minutes.
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๊ทธ๊ฑด 2๋ถ„์ด์—์š”.
19:47
Two minutes, two minutes, two minutes.
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2๋ถ„. 2๋ถ„. 2๋ถ„.
19:49
Before you go into the next stressful evaluative situation,
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๋‹ค์Œ ๋ฒˆ์— ์ŠคํŠธ๋ ˆ์Šค๋ฅผ ๋ฐ›์„ ํ‰๊ฐ€๋ฅผ ๋ฐ›๋Š”๋‹ค๋ฉด
19:52
for two minutes, try doing this, in the elevator,
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2๋ถ„.๋™์•ˆ ์—˜๋ฆฌ๋ฒ ์ดํ„ฐ ์•ˆ์—์„œ ์ด๋Ÿฐ๊ฑธ ํ•˜๋ฉด์„œ ๋…ธ๋ ฅํ•ด ๋ณด์„ธ์š”.
19:55
in a bathroom stall, at your desk behind closed doors.
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ํ™”์žฅ์‹ค ๋ณ€๊ธฐ์œ„์— ์•‰์•„์„œ๋„ ๋ฌธ์„ ๋‹ซ๊ณ  ์ฑ…์ƒ์—์„œ๋ผ๋„ ํ•ด๋ณด์„ธ์š”.
19:58
That's what you want to do.
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๊ทธ๊ฒŒ ์—ฌ๋Ÿฌ๋ถ„๋“ค์ด ์›ํ•˜์‹œ๋Š” ๊ฒ๋‹ˆ๋‹ค. ๊ทธ๋Ÿฐ ์ƒํ™ฉ์—์„œ
20:00
Configure your brain to cope the best in that situation.
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์ตœ๋Œ€ํ•œ ์ž˜ ๋Œ€์‘ํ•  ์ˆ˜ ์žˆ๋„๋ก ๋‡Œ๋ฅผ ์กฐ์ •ํ•˜๋Š” ๊ฒ๋‹ˆ๋‹ค.
20:03
Get your testosterone up. Get your cortisol down.
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์ž์‹ ์˜ ํ…Œ์Šคํ† ์Šคํ…Œ๋ก ์„ ๋†’์ด๊ณ  ์ฝ”ํ‹ฐ์กธ์„ ๋‚ฎ์ถ”์„ธ์š”.
20:05
Don't leave that situation feeling like, oh, I didn't show them who I am.
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๊ทธ๋ฆฌ๊ณ  '๋‚ด๊ฐ€ ๋ˆ„๊ตฐ์ง€ ์ œ๋Œ€๋กœ ๋ณด์—ฌ์ฃผ์ง€ ๋ชปํ–ˆ์–ด'๋ผ๋Š” ์ƒ๊ฐ์„ ๊ฐ–๊ณ  ๋‚˜์˜ค์ง€ ์•Š๋„๋ก ํ•˜์„ธ์š”.
20:09
Leave that situation feeling like,
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'๋‚ด๊ฐ€ ์ •๋ง ์–ด๋–ค ์‚ฌ๋žŒ์ธ์ง€ ์ œ๋Œ€๋กœ ๋ง๋„ ํ–ˆ๊ณ  ๋ณด์—ฌ์ฃผ์—ˆ๊ตฐ"
20:11
I really feel like I got to say who I am and show who I am.
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์ด๋ผ๊ณ  ์ƒ๊ฐํ•˜๋ฉฐ ๋‚˜์˜ค๋„๋ก ํ•˜์„ธ์š”.
20:14
So I want to ask you first, you know, both to try power posing,
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์ œ๊ฐ€ ๋ถ€ํƒ๋“œ๋ฆฝ๋‹ˆ๋‹ค.
ํž˜์„ ์–ป์€ ๋“ฏํ•œ ์ž์„ธ๋ฅผ ์ทจํ•˜์„ธ์š”
20:20
and also I want to ask you to share the science, because this is simple.
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๋˜ ํ•œ๊ฐ€์ง€ ๋ง์”€๋“œ๋ฆฌ์ฃ .
๊ณผํ•™์„ ๊ณต์œ ํ•˜์„ธ์š”. ์ด๊ฑด ์‰ฝ์ฃ .
20:25
I don't have ego involved in this. (Laughter)
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์ €์˜ ์ž์•„๊ฐ€ ์—ฌ๊ธฐ์— ๋น ์ ธ ์žˆ๋Š”๊ฑด ์•„๋‹ˆ์—์š”. (์›ƒ์Œ)
20:27
Give it away. Share it with people,
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์‚ฌ๋žŒ๋“ค์—๊ฒŒ ๋‚˜๋ˆ ์ฃผ๊ณ , ๊ณต์œ ํ•ด์•ผ ํ•ฉ๋‹ˆ๋‹ค.
20:29
because the people who can use it the most
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์™œ๋ƒํ•˜๋ฉด ๊ทธ๊ฑธ ๊ฐ€์žฅ ๋งŽ์ด ์‚ฌ์šฉํ•  ์‚ฌ๋žŒ์€
20:31
are the ones with no resources and no technology
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์ž์›๋„ ์—†๊ณ , ๊ธฐ์ˆ ๋„, ์ง€์œ„๋„,
20:35
and no status and no power.
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๊ถŒ๋ ฅ๋„ ์—†๋Š” ์‚ฌ๋žŒ๋“ค์ด๊ฑฐ๋“ ์š”. ๊ทธ๋Ÿฐ ์‚ฌ๋žŒ๋“ค๊ณผ ๋‚˜๋ˆ„์„ธ์š”.
20:37
Give it to them because they can do it in private.
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๊ทธ๋Ÿฐ ์‚ฌ๋žŒ๋“ค๋„ ํ˜ผ์ž ํ•  ์ˆ˜ ์žˆ๋Š”๊ฑฐ๋‹ˆ๊นŒ์š”.
๊ทธ ์‚ฌ๋žŒ๋“ค๋„ ๊ฐœ์ธ์ ์œผ๋กœ 2๋ถ„ ๋™์•ˆ ์ž์‹ ์˜ ๋ชธ์ด ํ•„์š”ํ•œ๊ฑฐ์ฃ 
20:40
They need their bodies, privacy and two minutes,
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20:42
and it can significantly change the outcomes of their life.
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๊ทธ๊ฒŒ ๊ทธ ์‚ฌ๋žŒ๋“ค์˜ ์ธ์ƒ์„ ์—„์ฒญ๋‚˜๊ฒŒ ๋ฐ”๊พธ์–ด ๋†“์„ ์ˆ˜ ์žˆ์Šต๋‹ˆ๋‹ค.
20:45
Thank you.
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๊ฐ์‚ฌํ•ฉ๋‹ˆ๋‹ค. (๋ฐ•์ˆ˜)
20:46
(Applause)
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(๋ฐ•์ˆ˜)
์ด ์›น์‚ฌ์ดํŠธ ์ •๋ณด

์ด ์‚ฌ์ดํŠธ๋Š” ์˜์–ด ํ•™์Šต์— ์œ ์šฉํ•œ YouTube ๋™์˜์ƒ์„ ์†Œ๊ฐœํ•ฉ๋‹ˆ๋‹ค. ์ „ ์„ธ๊ณ„ ์ตœ๊ณ ์˜ ์„ ์ƒ๋‹˜๋“ค์ด ๊ฐ€๋ฅด์น˜๋Š” ์˜์–ด ์ˆ˜์—…์„ ๋ณด๊ฒŒ ๋  ๊ฒƒ์ž…๋‹ˆ๋‹ค. ๊ฐ ๋™์˜์ƒ ํŽ˜์ด์ง€์— ํ‘œ์‹œ๋˜๋Š” ์˜์–ด ์ž๋ง‰์„ ๋”๋ธ” ํด๋ฆญํ•˜๋ฉด ๊ทธ๊ณณ์—์„œ ๋™์˜์ƒ์ด ์žฌ์ƒ๋ฉ๋‹ˆ๋‹ค. ๋น„๋””์˜ค ์žฌ์ƒ์— ๋งž์ถฐ ์ž๋ง‰์ด ์Šคํฌ๋กค๋ฉ๋‹ˆ๋‹ค. ์˜๊ฒฌ์ด๋‚˜ ์š”์ฒญ์ด ์žˆ๋Š” ๊ฒฝ์šฐ ์ด ๋ฌธ์˜ ์–‘์‹์„ ์‚ฌ์šฉํ•˜์—ฌ ๋ฌธ์˜ํ•˜์‹ญ์‹œ์˜ค.

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