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

Translator: Joseph Geni Reviewer: Morton Bast

Prevodilac: Radica Stojanović Lektor: Tatjana Jevdjic

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

Počeću tako što ću vam dati

besplatan netehnički trik,

and all it requires of you is this:

sve što treba da uradite jeste

that you change your posture for two minutes.

da promenite položaj tela na dva minuta.

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

Ali pre nego što vam otkrijem trik, zamoliću vas

da osmotrite svoje telo i šta radite sa njim.

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

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

Koliko vas se nekako "smanjilo"?

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

Možda ste pogrbljeni, prekrštenih nogu

uplićete članke.

Sometimes we hold onto our arms like this.

Nekad se ovako držimo za ruke.

Sometimes we spread out. (Laughter)

Nekad se širimo. (Smeh)

I see you.

Vidim vas. (Smeh)

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

Hoću da obratite pažnju na to šta sada radite.

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

Vratićemo se na to za nekoliko minuta

i ako biste naučili kako da to promenite sasvim malo,

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

it could significantly change the way your life unfolds.

možda biste mogli značajno da promenite tok vašeg života.

So, we're really fascinated with body language,

Fascinirani smo jezikom tela,

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

a naročito nas interesuje

jezik tela drugih ljudi.

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

Tako nas interesuje, znate... (Smeh)

an awkward interaction, or a smile,

čudna interakcija ili osmeh,

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

prezriv pogled ili pak čudan mig

or maybe even something like a handshake.

ili možda neko rukovanje.

Narrator: Here they are arriving at Number 10.

Narator: "Stižu u Broj 10 i pogledajte ovog

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

policajca srećkovića kako se rukuje sa predsednikom

Sjedinjenih Država.

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

Sada stiže i premijer...? - Ne." (Smeh) (Aplauz)

(Laughter) (Applause)

(Smeh) (Aplauz)

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

Ejmi Kadi: Izgleda da o rukovanju ili izostanku rukovanja,

can have us talking for weeks and weeks and weeks.

možemo pričati nedeljama i nedeljama.

Even the BBC and The New York Times.

Čak i BBC i Njujork Tajms.

So obviously when we think about nonverbal behavior,

Očito je da kada mislimo na neverbalno ponašanje ili jezik tela,

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

u društvenim naukama zovemo ga neverbalna komunikacija,

it's language, so we think about communication.

to je jezik, dakle mislimo o komunikaciji.

When we think about communication, we think about interactions.

Kad razmišljamo o komunikaciji, razmišljamo o interakciji.

So what is your body language communicating to me?

Dakle, kakvu poruku vaš jezik tela meni prenosi?

What's mine communicating to you?

A moj vama?

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

Mnogo je razloga zbog kojih verujemo da je ovo ispravan način

posmatranja stvari.

So social scientists have spent a lot of time

Društvene nauke su mnogo vremena provele istražujući kako jezik našeg tela

looking at the effects of our body language,

ili jezik tela drugih ljudi, utiče na formiranje stavova.

or other people's body language, on judgments.

And we make sweeping judgments and inferences from body language.

Na osnovu jezika tela formiramo površne zaključke i stavove.

And those judgments can predict really meaningful life outcomes

Takvi stavovi mogu uticati na bitne događaje u životu,

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

npr. kome ćemo dati posao ili unapređenje, sa kim ćemo izaći.

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

Na primer, Nalini Ambadi, naučnica sa Univerziteta Tufts,

shows that when people watch 30-second soundless clips

pokazala je da kada ljudi pogledaju neme snimke od 30 sekundi,

of real physician-patient interactions,

stvarne interakcije između lekara i pacijenta,

their judgments of the physician's niceness

stav tih ljudi o ljubaznosti lekara predviđa

predict whether or not that physician will be sued.

da li će lekar biti tužen.

So it doesn't have to do so much

Ne mora da se radi o tome

with whether or not that physician was incompetent,

da li je taj lekar nestručan, već dopada li nam se ta osoba

but do we like that person and how they interacted?

i kakav je bio odnos sa pacijentom.

Even more dramatic, Alex Todorov at Princeton

Dramatičniji primer daje nam Aleks Todorov sa Prinstona.

has shown us that judgments of political candidates' faces

Pokazao je da stavovi o licima političkih kandidata

in just one second predict 70 percent

u toku samo jedne sekunde predviđaju 70% rezultata izbornih trka

of U.S. Senate and gubernatorial race outcomes,

za Senat i guvernerska mesta.

and even, let's go digital,

Da malo pređemo i u digitalni svet,

emoticons used well in online negotiations

dobro korišćeni emotikoni u onlajn pregovorima

can lead you to claim more value from that negotiation.

mogu doneti veću korist.

If you use them poorly, bad idea. Right?

Nije dobro koristiti ih pogrešno. Zar ne?

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

Kad mislimo na neverbalne znakove, mislimo na to kako sudimo o drugima,

how they judge us and what the outcomes are.

kako oni sude o nama i koje su posledice toga.

We tend to forget, though, the other audience

Međutim, često zaboravljamo na još jednu publiku

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

na koju utiču neverbalni znaci, a to smo mi sami.

We are also influenced by our nonverbals,

Pod uticajem smo naših neverbalnih znakova, misli,

our thoughts and our feelings and our physiology.

osećanja i naše fiziologije.

So what nonverbals am I talking about?

O kakvim neverbalnim znacima govorim?

I'm a social psychologist. I study prejudice,

Ja sam socijalni psiholog. Proučavam predrasude

and I teach at a competitive business school,

i predajem u poznatoj poslovnoj školi,

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

tako da je bilo neizbežno da se zainteresujem za dinamiku moći.

I became especially interested in nonverbal expressions

Naročito za neverbalne izraze

of power and dominance.

moći i dominacije.

And what are nonverbal expressions of power and dominance?

Koji su to neverbalni izrazi moći i dominacije?

Well, this is what they are.

Evo ih.

So in the animal kingdom, they are about expanding.

U životinjskom carstvu radi se o širenju.

So you make yourself big, you stretch out,

Načinite sebe velikim, protegnete se,

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

zauzmete prostor, u suštini se otvarate.

It's about opening up.

Radi se o otvaranju. Ovo važi za celo životinjsko carstvo.

And this is true across the animal kingdom.

It's not just limited to primates.

Nije ograničeno samo na primate.

And humans do the same thing. (Laughter)

Ljudi rade isto to. (Smeh)

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

Rade to kada su konstantno moćni,

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

ali i kada se osećaju moćno u trenutku.

And this one is especially interesting because it really shows us

Ovaj primer je naročito zanimljiv jer nam pokazuje

how universal and old these expressions of power are.

koliko su zapravo izrazi moći univerzalni i stari.

This expression, which is known as pride,

Ovaj izraz, koji znamo kao "ponos",

Jessica Tracy has studied.

izučavala je Džesika Trejsi i pokazala da

She shows that people who are born with sight

ljudi koji su rođeni sa normalnim vidom

and people who are congenitally blind do this

i ljudi koji su slepi od rođenja, rade ovo

when they win at a physical competition.

kada pobede na fizičkom takmičenju.

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

Rade to kada prođu kroz cilj kao pobednici

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

bez obzira da li su nekada videli nekoga da to radi.

Urade ovo.

They do this.

Ruke su u obliku slova "V", brada blago uzdignuta.

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

What do we do when we feel powerless?

Šta radimo kad se osećamo bespomoćno?

We do exactly the opposite.

Radimo potpuno suprotno. Zatvorimo se. "Obmotamo" se.

We close up. We wrap ourselves up.

We make ourselves small.

Smanjimo se. Izbegavamo sudaranje sa 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.

I životinje i ljudi rade isto.

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

Evo šta se desi kada spojite viši i niži nivo moći.

So what we tend to do when it comes to power

Kada se radi o moći,

dešava se da dopunjavamo neverbalne znake drugog.

is that we complement the other's nonverbals.

So if someone is being really powerful with us,

Ako neko prema nama ispoljava nadmoć, načinimo se manjima.

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

Ne oponašamo ih.

We do the opposite of them.

Radimo suprotno od njih.

So I'm watching this behavior in the classroom,

Posmatram ovo ponašanje u učionici i šta primećujem?

and what do I notice?

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

Studenti menadžmenta

zaista ispoljavaju lepezu neverbalnih izraza moći.

So you have people who are like caricatures of alphas,

Tu su ljudi koji liče na alfe i čim uđu u učionicu,

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

upute se ka sredini prostorije

i pre početka predavanja, deluje kao da žele da zauzmu prostor.

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

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

Kad sednu, rašire se.

They raise their hands like this.

Ruke podižu ovako.

You have other people who are virtually collapsing

Imate druge ljude koji bukvalno klonu kad uđu.

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

To vidite čim uđu u učionicu.

You see it on their faces and their bodies,

Vidite im na licima i telima, sedaju

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

u stolice i načine sebe malima

and they go like this when they raise their hand.

i rade ovo kada podižu ruku.

I notice a couple of things about this.

Primećujem nekoliko stvari u vezi sa ovim.

One, you're not going to be surprised.

Prvo, a nećete biti iznenađeni,

It seems to be related to gender.

jeste da ovo verovatno ima veze sa polom,

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

žene su sklonije od muškaraca da ovo rade.

Women feel chronically less powerful than men,

Žene se veoma često osećaju manje moćno od muškaraca,

so this is not surprising.

tako da ovo ne iznenađuje.

But the other thing I noticed

Ali, primetila sam i da je ovo verovatno u vezi sa stepenom

is that it also seemed to be related to the extent

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

aktivnosti studenata i kvalitetom učestvovanja u predavanju.

And this is really important in the MBA classroom,

Ovo je posebno važno u učionici za menadžment

because participation counts for half the grade.

jer učestvovanje donosi polovinu bodova za ocenu.

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

Zbog toga se poslovne škole bore sa ovim jazom između polova.

You get these equally qualified women and men coming in

Stižu vam jednako kvalifikovane žene i muškarci,

and then you get these differences in grades,

a potom dobijete ove razlike u ocenama.

and it seems to be partly attributable to participation.

Izgleda da se razlika delom može pripisati učestvovanju.

So I started to wonder, you know, okay,

Zapitala sam se, ako već imamo

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

sve ove ljude koji ovako dolaze i učestvuju,

Is it possible that we could get people to fake it

da li je moguće navesti ljude da se pretvaraju

and would it lead them to participate more?

i da li bi zbog toga više učestvovali?

Tako smo se moja glavna saradnica Dejna Karni, sa Berklija

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

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

i ja zapitale da li možete glumiti dok vam to ne postane stvarnost?

Like, can you do this just for a little while

Odnosno, možete li to uraditi nakratko i zapravo

and actually experience a behavioral outcome

postići bihejvioralni rezultat koji vas čini moćnijim?

that makes you seem more powerful?

So we know that our nonverbals govern how other people

Znamo da naši neverbalni znaci utiču na to kako drugi ljudi

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

misle i osećaju prema nama. Mnogo je dokaza.

Ali naše pitanje u suštini glasi: da li naši neverbalni znaci

But our question really was,

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

utiču na to kakvo mišljenje imamo o sebi?

There's some evidence that they do.

Postoje neki dokazi da utiču.

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

Na primer, osmehujemo se kad smo srećni,

but also, when we're forced to smile

ali i kad smo prisiljeni da se osmehnemo,

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

držeći ovako olovku u zubima, osećamo zadovoljstvo.

So it goes both ways.

Utiče na oba načina.

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

Kada se radi o moći deluje na oba načina.

So when you feel powerful,

Kada se osećate moćno, verovatno ćete uraditi ovo,

you're more likely to do this,

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

ali takođe je moguće da kada se pretvarate da ste moćni,

you are more likely to actually feel powerful.

tada se zapravo osećate moćno.

So the second question really was, you know,

Tako da je drugo pitanje:

so we know that our minds change our bodies,

ako znamo da naš um menja telo,

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

da li je tačno da i naše telo menja um?

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

A kad kažem "um" u kontekstu moći

what am I talking about?

o čemu zapravo govorim?

So I'm talking about thoughts and feelings

Govorim o mislima i osećanjima

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

i svojevrsnim fiziološkim stvarima koje čine naše misli i osećanja

i u mom slučaju radi se o hormonima. Posmatram 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 moćne osobe

u odnosu na bespomoćnu?

So powerful people tend to be, not surprisingly,

Moćni ljudi često su, očekivano,

more assertive and more confident, more optimistic.

asertivniji i samopouzdaniji, optimističniji.

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

Veruju da će pobediti čak i u situacijama gde odlučuje sreća.

Čini se da su više u stanju da razmišljaju apstraktno.

They also tend to be able to think more abstractly.

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

Tako da je mnogo razlika. Preuzimaju više rizika.

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

Mnogo je razlika između moćnih i bespomoćnih ljudi.

Fiziološki, postoje razlike između dva

Physiologically, there also are differences

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

ključna hormona: testosterona, hormona dominacije,

and cortisol, which is the stress hormone.

i kortizola, hormona stresa.

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

Otkrili smo da

veoma moćni alfa mužjaci u hijerarhijama primata

have high testosterone and low cortisol,

imaju visok nivo testosterona, a nizak nivo kortizola.

and powerful and effective leaders

Takođe, moćni i efikasni lideri imaju

also have high testosterone and low cortisol.

visok testosteron i nizak kortizol.

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

Šta to onda znači? Razmišljajući o moći,

people tended to think only about testosterone,

ljudi obično misle samo o testosteronu

because that was about dominance.

jer se tu radi o dominaciji.

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

Zapravo, moć ima veze i sa time kako reagujete na stres.

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

Stoga, želite li moćne lidere koji su dominantni,

high on testosterone, but really stress reactive?

puni testosterona, ali loše reaguju na stres?

Probably not, right?

Verovatno ne, je li tako?

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

Želite osobu koja je moćna i asertivna i dominantna,

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

ali koja ne reaguje loše na stres, osobu koja je opuštena.

So we know that in primate hierarchies,

Znamo da u hijerarhijama primata, ako alfa treba da preuzme,

if an alpha needs to take over,

ako pojedinac treba naglo da preuzme

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

ulogu alfe,

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

za nekoliko dana testosteron tog pojedinca

significantly and his cortisol has dropped significantly.

značajno poraste, dok se kortizol značajno smanji.

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

Tako da imamo dokaze i za to da telo oblikuje um,

the mind, at least at the facial level,

makar na facijalnom nivou

and also that role changes can shape the mind.

i za to da menjanje uloge može da oblikuje um.

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

A šta se dešava, kod promene uloga,

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

ako to uradite u zaista maloj meri,

like this tiny manipulation, this tiny intervention?

kao što je ova mala manipulacija, ova sitna intervencija?

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

"U toku dva minuta", na primer, "hoću da stojite ovako

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

i zbog toga ćete se osećati moćnije."

So this is what we did.

To smo i uradili. Doveli smo ljude u laboratoriju

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

i sproveli mali eksperiment, u kome su ovi ljudi

and these people adopted, for two minutes,

zauzeli u toku dva minuta, dominantne ili potčinjene poze.

either high-power poses or low-power poses,

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

Pokazaću vam

pet ovakvih poza, iako su oni zauzeli samo dve.

although they took on only two.

So here's one.

Evo jedne.

Još dve.

A couple more.

Ovu su mediji nazvali

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

"Super-žena".

Here are a couple more.

Još par.

So you can be standing or you can be sitting.

Možete stajati ili sedeti.

And here are the low-power poses.

Nekoliko potčinjenih poza.

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

Ako se previjete, činite da izgledate manji.

This one is very low-power.

Ova je veoma potčinjena.

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

Kad dodirujete vrat

zapravo se štitite.

So this is what happens.

Ovako se odvija eksperiment.

They come in, they spit into a vial,

Učesnici uđu, daju uzorak pljuvačke,

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

kažemo im u toku dva minuta: "Radite ovo ili ovo".

They don't look at pictures of the poses.

Ne vide ilustracije poza. Ne želimo izazvati kod njih koncept moći.

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

Želimo da se osećaju moćno.

We want them to be feeling power.

Dakle, to rade dva minuta.

So two minutes they do this.

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

Onda ih pitamo koliko moćno se osećaju u vezi sa raznim stvarima

and then we give them an opportunity to gamble,

i tad im damo priliku da se kockaju

and then we take another saliva sample.

i potom opet uzmemo uzorak pljuvačke.

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

To je to. To je čitav eksperiment.

So this is what we find.

Evo do čega smo došli.

Risk tolerance, which is the gambling,

Tolerancija na rizik, što je u suštini kockanje

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

i ono što smo otkrili jeste to da, kada ste u pozi visokog nivoa moći,

86 percent of you will gamble.

86% vas će se kockati.

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

Kada ste u pozi niskog nivoa moći,

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 šta smo pronašli u vezi sa testosteronom.

From their baseline when they come in,

Od kako su ušli, ljudi sa višim nivoom moći

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

doživeli su porast testosterona za 20%,

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

dok su ljudi sa nižim nivoom moći doživeli smanjenje za oko 10%.

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

I još jednom, za samo dva minuta dobijete ovakve promene.

Here's what you get on cortisol.

Evo šta se dešava sa kortizolom.

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

Ljudi sa višim nivoom moći dožive oko 25% pada,

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

a ljudi sa nižim nivoom dožive oko 15% povećanja nivoa kortizola.

So two minutes lead to these hormonal changes

Za dva minuta dolazi do ovakvih promena

that configure your brain

koje utiču da vaš mozak postane

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 reaguje na stres i osećanje kao da se gasi.

And we've all had the feeling, right?

A svi smo to osetili, zar ne?

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

Izgleda da neverbalno ponašanje upravlja

načinom na koji mislimo i kako se osećamo u vezi sa sobom,

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

tako da nisu u pitanju samo drugi, već i mi sami.

Also, our bodies change our minds.

Takođe, naša tela menjaju naše misli.

But the next question, of course,

Ali sledeće pitanje jeste:

is, can power posing for a few minutes

da li zauzimanje poze moći na nekoliko minuta

really change your life in meaningful ways?

zaista može značajnije promeniti naše živote?

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

Ovo je bilo u laboratoriji.

Mali zadatak, znate, koji traje svega par minuta.

Where can you actually apply this?

Gde to uopšte možete da primenite?

Which we cared about, of course.

Naravno, to nam je bilo važno.

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

Smatramo da je bitno gde želite da ovo primenite,

kao npr. u situacijama procenjivanja

like social threat situations.

kao što su neke socijalne situacije.

Where are you being evaluated, either by your friends?

Gde vas procenjuju, recimo vaši prijatelji?

For teenagers, it's at the lunchroom table.

Kod tinejdžera je to za vreme užine.

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

Na primer, za neke ljude je to tokom govora

na školskom sastanku.

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

Može biti kada ubeđujete nekoga ili kada imate govor poput ovog

or doing a job interview.

ili kada ste na intervjuu za posao.

We decided that the one that most people could relate to

Mislimo da je jedna situacija na koju se ovo najčešće odnosi,

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

jer je većina prošla kroz nju,

intervju za posao.

So we published these findings,

Objavili smo ove nalaze i mediji su bili oduševljeni

and the media are all over it,

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

i rekli su nešto poput ovog:

"Ok, evo šta treba da radiš kada ideš na intervju za posao, u redu?"

when you go in for the job interview, right?

(Laughter)

(Smeh)

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

Naravno, bili smo zaprepašćeni i rekli:

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

"O bože, ne, ne, ne, uopšte nismo mislili tako.

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

Iz bezbroj razloga, nemojte to uraditi."

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

Ponovo, ovo nije u vezi sa tvojom komunikacijom sa drugima.

It's you talking to yourself.

Ovo je u vezi sa komunikacijom sa samim sobom.

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

Evo šta radiš pre odlaska na intervju.

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

Sediš, gledaš u svoj iPhone -

ili u svoj Android; ne pokušavam nikoga da izostavim.

or your Android, not trying to leave anyone out.

You're looking at your notes,

Gledaš u svoje beleške,

you're hunching up, making yourself small,

stežeš se, smanjuješ se,

when really what you should be doing maybe is this,

a ono što bi trebalo da radiš je možda ovo, možda u kupatilu.

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

Uradi ovo. Nađi dva minuta.

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

To je ono što želimo da testiramo. U redu?

So we bring people into a lab,

I tako dovodimo ljude u laboratoriju,

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

i oni se ponovo postavljaju u poze nižeg ili višeg nivoa moći

they go through a very stressful job interview.

i prolaze kroz vrlo stresan intervju za posao.

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

Traje pet minuta. Snimani su.

They're being judged also,

Procenjivani su, a sudije

and the judges are trained to give no nonverbal feedback,

su instruirane da ne daju neverbalne povratne informacije,

so they look like this.

i izgledaju ovako.

Imagine this is the person interviewing you.

Zamislite da je ovo osoba koja vas intervjuiše.

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

Dakle u toku pet minuta - ništa. To je gore nego da ste odbijeni.

People hate this.

Ljudi ovo mrze. To je nešto što Marijana Lafrank zove

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

"stajanje u socijalnom živom pesku".

So this really spikes your cortisol.

Ovo zaista dovodi do skakanja nivoa kortizola.

So this is the job interview we put them through,

To je bio intervju za posao kroz koji smo ih sproveli

because we really wanted to see what happened.

jer smo želeli da vidimo šta se dešava.

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

Potom su ove trake pogledala četiri procenjivača.

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

Nisu znali za pretpostavku. Nisu znali za uslove.

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

Nisu znali ko je zauzimao koju pozu

and they end up looking at these sets of tapes,

i na kraju su gledali ove setove snimaka

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

i rekli su: "Želimo da zaposlimo ove ljude" -

all the high-power posers.

sve ljude sa pozama visokog nivoa moći - "ne želimo da zaposlimo ove ljude.

"We don't want to hire these people.

We also evaluate these people much more positively overall."

Procenjujemo da su ovi ljudi pozitivniji u globalu."

But what's driving it?

Zbog čega? Nije u pitanju sadržaj govora.

It's not about the content of the speech.

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

Radi se prisutnosti tokom govora.

Because we rate them on all these variables

Takođe smo, jer ih procenjujemo po ovim varijablama

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

povezanim sa kompetencijom, kao npr, koliko je govor struktuiran?

How good is it? What are their qualifications?

Koliko je dobar? Koje su njihove kvalifikacije?

Na ove stvari nema uticaja. Ovo je ono što je uticalo.

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

These kinds of things.

Ove stvari. Ljudi, u suštini, donose svoje pravo ja.

People are bringing their true selves, basically.

They're bringing themselves.

Donose sebe.

Donose svoje ideje

They bring their ideas, but as themselves,

with no, you know, residue over them.

i to bez ostatka.

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

Tako da je to ono što pokreće efekat ili utiče na njega.

So when I tell people about this,

Kada govorim ljudima o ovome,

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

da naša tela menjaju naše misli i naše misli menjaju naše ponašanje

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

i ponašanje može uticati na ishode, oni mi kažu:

"Ne - to zvuči kao prevara." Zar ne?

"It feels fake." Right?

So I said, fake it till you make it.

Na to kažem, glumi dok ne postane prirodno.

It's not me.

To nisam ja.

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

Ne želim da stignem dotle i da se osećam kao prevarant.

I don't want to feel like an impostor.

Ne želim da se osećam kao uljez.

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

Ne želim da dospem negde i da se osećam kao da ne pripadam tu.

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 želim da vam ispričam jednu kratku priču

o tome kada ste uljez i kada ne bi trebalo da budete 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, doživela sam tešku saobraćajnu nesreću.

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

Ispala sam iz auta i kotrljala se nekoliko puta.

I was thrown from the car.

Ispala sam. Probudila sam se na odeljenju

And I woke up in a head injury rehab ward,

za povrede glave i povučena sam sa koledža

and I had been withdrawn from college,

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

i saznala da je moj nivo inteligencije opao za dve standardne devijacije,

which was very traumatic.

što je bilo jako traumatično.

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

Znala sam svoj nivo inteligencije jer sam sebe doživljavala kao pametnu

and I had been called gifted as a child.

i govorili su da sam bila nadareno dete.

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

Tako sam izbačena sa koledža i pokušavala da se vratim.

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

Govorili su mi: "Nećeš završiti koledž.

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

Ali znaš, postoje i druge stvari kojima možeš da se baviš,

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

ali to ti neće uspeti."

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

Borila sam se sa ovim i moram reći,

having your identity taken from you, your core identity,

kada ti je oduzet identitet, tvoj istinski identitet,

and for me it was being smart,

a za mene je to bio intelekt,

having that taken from you,

kada ti je to oduzeto, ne postoji ništa

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

što može učiniti da se osećaš bespomoćnije.

So I felt entirely powerless.

Osećala sam se potpuno bespomoćno i radila sam i radila

I worked and worked, and I got lucky,

i posrećilo mi se i radila sam i posrećilo mi se i radila sam.

and worked, and got lucky, and worked.

Eventually I graduated from college.

Najzad sam diplomirala.

It took me four years longer than my peers,

Trebalo mi je četiri godine više od mojih vršnjaka

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

i ubedila sam nekoga, moju anđeosku savetnicu, Suzan Fisk,

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

da me primi i završila sam na Prinstonu,

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

osećala sam da ne pripadam tu.

I am an impostor.

Ja sam uljez.

And the night before my first-year talk,

Noć pred moje izlaganje na kraju prve godine,

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

a izlaganje na kraju prve godine na Prinstonu je 20-minutni govor

That's it.

ispred 20 ljudi. To je to.

I was so afraid of being found out the next day

Toliko sam se plašila da ću narednog dana biti otkrivena

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

da sam je nazvala i rekla: "Odustajem."

She was like, "You are not quitting,

Rekla mi je: "Ne odustaješ

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

jer sam rizikovala s tobom i ostaješ.

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

Ostaćeš i evo šta ćeš da uradiš.

Pretvaraćeš se.

You are going to fake it.

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

Održaćeš svaki govor koji se ikada od tebe bude tražio.

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

Samo ćeš ga odraditi i odraditi i odraditi

i ako budeš prestravljena i paralizovana

even if you're terrified and just paralyzed

and having an out-of-body experience,

i ako budeš imala vantelesno iskustvo, sve dok ne doživiš

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

trenutak u kome ćeš reći: "O bože, ja to radim.

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

Nešto kao, ja sam postala ovo. Ja zaista ovo radim."

So that's what I did.

To sam i uradila. Pet godina na fakultetu,

Five years in grad school,

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

nekoliko godina, na Nortvesternu sam,

I moved to Harvard, I'm at Harvard,

prešla sam na Harvard, na Harvardu sam, ne mislim više na to,

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

ali dugo vremena sam mislila:

"Not supposed to be here."

"Ne bi trebalo da sam ovde. Ne pripadam ovde."

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,

studentkinja koja ceo semestar na predavanjima nije progovorila,

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

kojoj sam rekla:

"Vidi, moraš da se uključiš inače ćeš pasti godinu,"

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

došla je u moju kancelariju. Nisam je poznavala uopšte.

She came in totally defeated, and she said,

Došla je potpuno poražena i rekla:

"I'm not supposed to be here."

"Ne bi trebalo da sam ovde."

And that was the moment for me.

To je bio trenutak. Jer su se desile dve 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.

o moj bože, pa ne osećam se više tako.

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

Ne osećam se više tako, ali ona se oseća i razumela sam je.

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

A druga stvar je bila, ona je pripadala ovde!

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

Ona se može pretvarati dok ne postane to.

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

Rekla sam joj: "Pripadaš! Treba da budeš ovde!

And tomorrow you're going to fake it,

Sutra ćeš odglumiti,

učinićeš sebe moćnom i znaš,

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

(Applause)

ti ćeš - " (Aplauz)

(Aplauz)

And you're going to go into the classroom,

"Otići ćeš u učionicu,

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

i daćeš najbolji komentar."

You know? And she gave the best comment ever,

Znate? Zaista je dala najbolji komentar,

and people turned around and were like,

a ljudi su se pogledali i pomislili,

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

bože, nisam je nikada primetio da sedi ovde, znate? (Smeh)

She comes back to me months later,

Došla je kod mene nekoliko meseci kasnije i shvatila sam

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

da nije samo lažirala dok nije uspela,

she had actually faked it till she became it.

ona je lažirala dok nije postala to.

So she had changed.

Promenila se.

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

Htela sam da vam kažem, nemojte da se pretvarate dok ne uradite.

Fake it till you become it.

Pretvarajte se dok ne postanete. Znate?

Do it enough until you actually become it and internalize.

Radite dok ne postanete to i dok to ne usvojite.

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

Poslednja stvar sa kojom želim da vas ostavim je sledeća.

Tiny tweaks can lead to big changes.

Male promene mogu dovesti do velikih promena.

So, this is two minutes.

To je dva minuta.

Two minutes, two minutes, two minutes.

Dva minuta, dva minuta, dva minuta.

Before you go into the next stressful evaluative situation,

Pre nego što odete u narednu stresnu situaciju procenjivanja,

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

na dva minuta, pokušajte da uradite ovo, u liftu,

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

u kupatilu, za svojim stolom, iza zatvorenih vrata.

That's what you want to do.

To je ono što želite da uradite. Prilagodite svoj mozak

Configure your brain to cope the best in that situation.

da najbolje izađe na kraj sa situacijom.

Get your testosterone up. Get your cortisol down.

Podignite nivo svog testosterona. Smanjite kortizol.

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

Nemojte napustiti situaciju osećajući se da niste pokazali ko ste u stvari.

Leave that situation feeling like,

Napustite situaciju osećajući se kao, oh, osećam se

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

kao da sam im pokazao ko sam zapravo.

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

Želim da zatražim od vas da prvo

probate zauzimanje poze moći,

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

a potom želim

da podelite ovo saznanje jer je jednostavno.

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

Moj ego nije upleten u ovo. (Smeh)

Give it away. Share it with people,

Podelite dalje. Podelite sa ljudima

because the people who can use it the most

jer oni koji će ovo najbolje iskoristiti

are the ones with no resources and no technology

su oni koji nemaju resursa niti tehnologije

and no status and no power.

niti statusa ili moći.

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

Dajte im jer to mogu uraditi za sebe.

They need their bodies, privacy and two minutes,

Potrebna su im njihova tela, privatnost i dva minuta

and it can significantly change the outcomes of their life.

i to značajno može promeniti ishode njihovih života.

Thank you.

Hvala vam. (Aplauz)

(Applause)

(Aplauz)