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

Translator: Joseph Geni Reviewer: Morton Bast

翻译人员: Yang Xu 校对人员: Yuguo Zhang

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

首先我想要提供给你们一个免费的

非科技的人生窍门

and all it requires of you is this:

你只需这样做

that you change your posture for two minutes.

改变你的姿势二分钟时间

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

但在我要把它告诉你们之前，我想要请你们

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

就你们的身体和你们身体的行为做一下自我审查

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

那么你们之中有多少人正蜷缩着自己?

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

或许你现在弓着背，还翘着二郎腿?

或者双臂交叉

Sometimes we hold onto our arms like this.

有时候我们像这样抱住自己

Sometimes we spread out. (Laughter)

有时候展开双臂(笑声)

I see you.

我看到你了(笑声)

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

现在请大家专心在自己的身上

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

我们等一下就会回溯刚刚的事

希望你们可以稍微改变一下

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

it could significantly change the way your life unfolds.

这会让你的生活变得很不一样

So, we're really fascinated with body language,

所以，我们很真的很执着于肢体语言

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

特别是对别人的肢体语言

感兴趣

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

你看，我们对(笑声)

an awkward interaction, or a smile,

尴尬的互动，或一个微笑

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

或轻蔑的一瞥，或奇怪的眨眼

or maybe even something like a handshake.

甚至是握手之类的事情感兴趣

Narrator: Here they are arriving at Number 10.

解说员:他们来到了唐宁街10号，看看这个

这位幸运的警员可以和美国总统握手

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

噢，还有

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

来自....的总理?不(笑声) (掌声)

(Laughter) (Applause)

(笑声) (掌声)

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

Amy Cuddy:所以一个握手，或没有握手

can have us talking for weeks and weeks and weeks.

我们都可以大聊特聊一番

Even the BBC and The New York Times.

即使BBC和纽约时报也不例外

So obviously when we think about nonverbal behavior,

我们说到肢体行为或肢体语言时

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

我们将之归纳为社会科学

it's language, so we think about communication.

它就是一种语言，所以我们会想到沟通

When we think about communication, we think about interactions.

当我们想到沟通，我们就想到互动

所以你现在的身体语言正在告诉我什么?

So what is your body language communicating to me?

What's mine communicating to you?

我的身体又是在向你传达什么?

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

有很多理由让我们相信这些是有效的

社会科学家花了很多时间

So social scientists have spent a lot of time

求证肢体语言的效果

looking at the effects of our body language,

或其它人的身体语言在判断方面的效应

or other people's body language, on judgments.

And we make sweeping judgments and inferences from body language.

而我们环视身体语言中的讯息做决定和推论

And those judgments can predict really meaningful life outcomes

这些结论可以预测生活中很有意义的结果

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

像是我们雇用谁或给谁升职，邀请谁出去约会

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

举例而言，Tufts大学的研究员，Nalini Ambady表示

shows that when people watch 30-second soundless clips

人们观赏一部医生和患者互动的

of real physician-patient interactions,

30秒无声影片

their judgments of the physician's niceness

他们对该医生的和善观感

predict whether or not that physician will be sued.

可用来预测该复健师是否会被告上法庭

So it doesn't have to do so much

跟这个医生能否胜任工作没有太大关系

with whether or not that physician was incompetent,

重点是我们喜不喜欢他

but do we like that person and how they interacted?

和他们是如何与人互动的?

Even more dramatic, Alex Todorov at Princeton

进一步来说，普林斯顿的Alex Todorov 表示

has shown us that judgments of political candidates' faces

我们对政治人物脸部的喜好判断

in just one second predict 70 percent

大概可用来对美国参议院和美国州长的

of U.S. Senate and gubernatorial race outcomes,

竞选结果做70%的预测

and even, let's go digital,

甚至就网络上

emoticons used well in online negotiations

在线聊天时使用的表情符号

can lead you to claim more value from that negotiation.

可以帮助你从交谈中得到更多信息

If you use them poorly, bad idea. Right?

所以你千万别弄巧成拙，对吧?

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

当我们提起肢体语言，我们就想到我们如何论断别人

how they judge us and what the outcomes are.

别人如何论断我们以及后果会是什么

We tend to forget, though, the other audience

我们往往忘记这点，受到肢体动作所影响的那群观众

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

就是我们自己

We are also influenced by our nonverbals,

我们也往往受自己的肢体动作，想法

our thoughts and our feelings and our physiology.

感觉和心理所影响

So what nonverbals am I talking about?

所以究竟我说的是怎样的非语言?

I'm a social psychologist. I study prejudice,

我是一位社会心理学家，我研究偏见

and I teach at a competitive business school,

我在一所极具竞争力的商业学院上课

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

因此无可避免地对权力动力学感到着迷

I became especially interested in nonverbal expressions

特别是在非语言表达

of power and dominance.

对权力和支配的领域

And what are nonverbal expressions of power and dominance?

权力和支配的非语言表达究竟是什么?

Well, this is what they are.

嗯，让我细细道来

So in the animal kingdom, they are about expanding.

在动物王国里，它们和扩张有关

So you make yourself big, you stretch out,

所以你尽可能的让自己变大，你向外伸展

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

占满空间，基本上就是展开

It's about opening up.

关于展开，我说真的

And this is true across the animal kingdom.

透视动物世界，这不仅局限于灵长类

It's not just limited to primates.

人类也干同样的事(笑声)

And humans do the same thing. (Laughter)

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

不论是他们长期掌权或是在某个时间点感到权力高涨

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

他们都这么做

And this one is especially interesting because it really shows us

特别有趣的原因是

how universal and old these expressions of power are.

它让我们明白权力的展现从来是如此地一致，不管古今世界

This expression, which is known as pride,

这种展现，被认为是一种荣耀

Jessica Tracy has studied.

Jessica Tracy研究表示

She shows that people who are born with sight

视力良好无碍

and people who are congenitally blind do this

和先天视障的人

when they win at a physical competition.

在赢得比赛时都做了同样的事

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

当他们跨过终点线赢得比赛之际

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

无论能否看的见

他们都做这样的动作

They do this.

双臂呈V字型朝上，下巴微微抬起

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

What do we do when we feel powerless?

那我们感到无助的时候呢?我们的行为正相反

We do exactly the opposite.

我们封闭起来。我们把自己蜷起来

We close up. We wrap ourselves up.

We make ourselves small.

让自己变得小一点，最好别碰到别人

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

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

这再一次证明，人类和动物都做同样的事

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

这就是当你有力量和没力量时的行为

所以当力量来临时

So what we tend to do when it comes to power

我们会迎合别人的非语言

is that we complement the other's nonverbals.

So if someone is being really powerful with us,

若有人之于我们相对权重时

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

我们倾向把自己变得较小，不会模仿他们

We do the opposite of them.

我们做和他们正相反的事情

So I'm watching this behavior in the classroom,

当我在课堂上观察这么现象时

and what do I notice?

你猜我发现什么?我发现MBA的学生

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

真的很会就充分利用肢体语言

So you have people who are like caricatures of alphas,

你会看到有些人像是统治者

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

走进房间，课程开始之前一屁股坐在正中间

好像他们真的很想占据整个教室似的

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

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

当他们坐下的时候，身体会展开

They raise their hands like this.

像这样举手

You have other people who are virtually collapsing

有些人则不然

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

他们一走进来你就会发现

You see it on their faces and their bodies,

从他们的脸和身体你会发现

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

他们坐在椅子上的时候把自己变得很萎靡

and they go like this when they raise their hand.

然后举手的时候是这种姿势

I notice a couple of things about this.

我观察到很多事情

其中一件，不令人惊讶

One, you're not going to be surprised.

It seems to be related to gender.

就是跟性别差异有关

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

女人比男人更容易出现这种状况

Women feel chronically less powerful than men,

女人一般比较容易比男人感到无力

so this is not surprising.

这并不太令人意外。然而我发现的另一件事是

But the other thing I noticed

is that it also seemed to be related to the extent

这似乎也跟

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

学生参与的程度高低有关

And this is really important in the MBA classroom,

就MBA的课来说这真的非常重要

because participation counts for half the grade.

因为课堂参与程度要占成绩的一半

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

所以商学院一直以来都为此伤脑筋

You get these equally qualified women and men coming in

入学的时候男生女生是不分轩轾的

and then you get these differences in grades,

可是成绩出来却有这些性别差异

and it seems to be partly attributable to participation.

而看起来却有一部分原因和参与度有关

So I started to wonder, you know, okay,

所以我开始思索，好吧

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

这群人一开始进来是这样，他们参与其中

那有没有可能让大家来假装

Is it possible that we could get people to fake it

and would it lead them to participate more?

让他们更加参与进来?

我在Berkeley的主要合作研究伙伴，Dana Carney

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

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

我很想知道，你能假装直到你成功吗？

Like, can you do this just for a little while

譬如说，只做一下下然后就体验到一个

and actually experience a behavioral outcome

让你感到更加充满力量的结果

that makes you seem more powerful?

So we know that our nonverbals govern how other people

所以得知非语言如何掌控他人

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

对我们的想法和感受。有很多证据可以证明

但我们的问题是，我们非语言的部分

But our question really was,

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

是否真的掌控我们对自己的想法和感受?

There's some evidence that they do.

这里确实有些证据可以表明

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

举例来说，当我们高兴的时候我们会笑

but also, when we're forced to smile

但同样地，当我们含着一只笔练习笑容的时候

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

我们也会感到开心

So it goes both ways.

这说明这是相互的。说到力量的时候

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

亦是如此。所以当我们感到充满力量的时候

So when you feel powerful,

you're more likely to do this,

你更加可能会这样做，但你也可能

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

假装自己很有力量

you are more likely to actually feel powerful.

然后真的感到力量强大

So the second question really was, you know,

那第二个问题就是，你看

so we know that our minds change our bodies,

我们知道心理状态会影响我们的身体

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

那身体是否能影响心理呢?

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

这里所说的心理充满力量

what am I talking about?

究竟指的是什么?

So I'm talking about thoughts and feelings

我指的是想法和感觉

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

和可以组成我们想法和感受的实际事物

我这里是指荷尔蒙。我指的是这个

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

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

充满力量和没有力量的心智

是什么样的呢?

So powerful people tend to be, not surprisingly,

毫不令人意外，心理坚强的人往往

more assertive and more confident, more optimistic.

比较果断，自信，且乐观

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

就连在赌注里也觉得他们会赢

他们也倾向于能够抽象地思考

They also tend to be able to think more abstractly.

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

所以这其中有很大区别。他们更敢于冒险

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

充满力量与否的心智二者存有许多不同

生理上两个关键的贺尔蒙

Physiologically, there also are differences

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

睾丸酮，是一种支配荷尔蒙

and cortisol, which is the stress hormone.

可的松，是一种压力荷尔蒙

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

我们发现

灵长类的雄性首领

have high testosterone and low cortisol,

有高浓度的睪丸酮和低浓度的可的松

and powerful and effective leaders

相同情形也在

also have high testosterone and low cortisol.

强而有力的领导人身上可见

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

这表示什么? 当你想到力量

people tended to think only about testosterone,

人们往往只想到睪丸酮

because that was about dominance.

因为它代表支配统治

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

但力量其实是在于你如何应对压力

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

所以你会想要一个

high on testosterone, but really stress reactive?

有着很高浓度的睪丸酮但同时又高度紧张的领导吗?

Probably not, right?

大概不会是吧?你会希望那个人

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

是充满力量，肯定果断且知道如何支配

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

但不是非常紧张，或是懒洋洋的

So we know that in primate hierarchies,

灵长类动物的金字塔里

if an alpha needs to take over,

如果一个首领想要掌控这个种群

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

或取代原先的首领

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

几天之内，那一方体内的睪丸酮会大大地上升

significantly and his cortisol has dropped significantly.

而其可的松会剧烈地下降

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

身体影响心理之例，由此可见一斑

the mind, at least at the facial level,

至少就表面而言是如此

and also that role changes can shape the mind.

同时角色的转换也会影响心智

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

所以，如果你改变角色

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

就一个小改变

like this tiny manipulation, this tiny intervention?

像这样一个小小的操作，这样一个小小的干预?

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

"持续两分钟"你说，"我要你们这样站着，

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

它会让你感到更加充满力量"

So this is what we did.

我们是这样做的

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

我们决定将人们带进实验室，做一个小实验

and these people adopted, for two minutes,

这些人将维持有力或无力的姿势两分钟

either high-power poses or low-power poses,

然后我就会告诉你

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

这五种姿势，虽然他们只做了两种

although they took on only two.

So here's one.

这是其一

看看这些

A couple more.

这个被媒体取名为

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

"神力女超人"

Here are a couple more.

还有这些

So you can be standing or you can be sitting.

或站或坐

And here are the low-power poses.

这些是无力的姿势

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

你双手交叉，试着让自己变小一点

This one is very low-power.

这是非常无力的一张

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

当你在摸你的脖子

你其实在保护自己

So this is what happens.

实际的状况是，他们进来

They come in, they spit into a vial,

取出唾液

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

维持一个姿势达两分钟

They don't look at pictures of the poses.

他们不会看到姿势的照片，因为我们不想要影响他们

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

我们希望他们自己感觉到力量

We want them to be feeling power.

不是吗?所以他们做了整整两分钟

So two minutes they do this.

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

我们关于一些事物问:"现在你觉得自己多有力量?"

and then we give them an opportunity to gamble,

受试者接着会有一个博奕的机会

and then we take another saliva sample.

接着再取得唾液范本

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

这就是整个实验

So this is what we find.

我们发现到风险承担能力，

Risk tolerance, which is the gambling,

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

也就是在赌博时，当处于强有力的姿势的时

86%的人会选择赌博

86 percent of you will gamble.

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

相对处于一个较无力的姿势时

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

只有60%的人，这真是很令人惊讶的差异

Here's what we find on testosterone.

就睪丸酮而言我们发现

From their baseline when they come in,

这些人进来的那一刻起，有力量的那些人

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

会有20%的提高

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

无力的人则下降10%

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

所以，再次地，当你有这些改变

Here's what you get on cortisol.

有力的人

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

可的松下降25%，

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

而无力的人可的松则上升15%

So two minutes lead to these hormonal changes

二分钟可以让这些荷尔蒙改变

that configure your brain

使你的脑袋变得

to basically be either assertive, confident and comfortable,

果断，自信和自在

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

或高度紧张以及感到与世隔绝

我们都曾有过这些体验对吗?

And we've all had the feeling, right?

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

看来非语言确实掌控

我们对自己的想法和感受

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

不只是别人，更是我们自己

Also, our bodies change our minds.

同时，我们的身体可以改变我们的心理

But the next question, of course,

但下一个问题，当然，就是

is, can power posing for a few minutes

维持数分钟的姿势

是否真能引导一个更有意义的人生呢?

really change your life in meaningful ways?

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

刚刚都只是在实验室哩，一个小实验，你知道的

只有几分钟。你要怎么实现这一切呢?

Where can you actually apply this?

落实在我们关心的地方呢?

Which we cared about, of course.

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

我们关心的其实是，我是说

你在那里可以用这些技巧去评估时势

like social threat situations.

像是社交威胁的情形。譬如说你被人打量时?

Where are you being evaluated, either by your friends?

或者是青少年吃午餐的时候

For teenagers, it's at the lunchroom table.

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

你知道，对有些人来说就好像在开

学校的董事会。有时候是一个小演讲

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

有时是像这种讲演

or doing a job interview.

或是工作面试时

We decided that the one that most people could relate to

我们后来决定用一个最多人能做比较的

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

因为大部分人都曾经

面试工作过

So we published these findings,

我们将这些发现发表出来，接着媒体就大量曝光

and the media are all over it,

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

说，好，所以你去面试时，

你得这样做，对吧?(笑声)

when you go in for the job interview, right?

(Laughter)

我们当然大吃一惊，表示

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

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

我的天啊，不不不，我们不是这个意思

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

不管什么原因，不不，千万别这么做

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

这和你跟别人交谈无关

It's you talking to yourself.

这是你在和你自己交谈

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

你在面试工作之前会怎么做?你会这样

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

对吧?你会做下来，你盯着自己的爱疯

或者安卓，转移自己的视线

or your Android, not trying to leave anyone out.

You're looking at your notes,

你看着自己的笔记

you're hunching up, making yourself small,

你把自己蜷缩起来，试着让自己变得小一点

when really what you should be doing maybe is this,

你真正需要做的应该是

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

找个浴室，然后这样，花个两分钟

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

所以我们想做是这个

So we bring people into a lab,

把人带进实验室

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

他们再次保持有力或无力姿势

they go through a very stressful job interview.

接着进行一个高度压力的面试

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

为时五分钟。所有都会被记录下来

They're being judged also,

同时也会被评论，而这些考官都接受过训练

and the judges are trained to give no nonverbal feedback,

不会给予任何非语言的反馈

so they look like this.

所以他们看起来就像这样，像图上所示

Imagine this is the person interviewing you.

想象一下，这个人正在面试你

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

整整五分钟，什么都没有，这比刁难诘问更难受

People hate this.

大家都不喜欢这种方式。这就是 Marianne LaFrance 所谓的

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

"陷入社交流沙中"

So this really spikes your cortisol.

这可以大大激发你的可的松

So this is the job interview we put them through,

我们给予受试者这样的面试

因为我们真的想看看会有什么样的结果

because we really wanted to see what happened.

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

接着我们得出下列四种结果

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

受试者不知假设前提和状况下

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

没有人知道谁摆什么样的姿势

and they end up looking at these sets of tapes,

接着他们观看这些带子

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

然后他们说，"噢，我们想要录用这些人"--

那些摆强有力姿势的人--"这些人我们不想录用"

all the high-power posers.

"We don't want to hire these people.

We also evaluate these people much more positively overall."

我们也评量这群人整体而言更正面

但背后的原因是什么?这跟演讲的内容无关

But what's driving it?

It's not about the content of the speech.

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

而是他们在演讲中带出来的存在感

Because we rate them on all these variables

同时，我们也就这些关于能力之变动因素评价他们

像是演讲的整体架构怎样?

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

它有多棒?讲员的证照学历?

How good is it? What are their qualifications?

这些全都无关。有影响的是

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

These kinds of things.

这些事。基本上人们表达真实的自己

People are bringing their true selves, basically.

They're bringing themselves.

就他们自己

他们的想法，当他们心里

They bring their ideas, but as themselves,

with no, you know, residue over them.

没有芥蒂

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

这就是被后真实的力量，或者可以说是计划的结果

So when I tell people about this,

所以当我告诉人们

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

我们的身体会改变心理，心理会改变行为

而行为会改变结果，他们跟我说

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

"我不这么觉得--听起来好像是假的" 对吗?

"It feels fake." Right?

So I said, fake it till you make it.

我就说，你就假装一直到你达成目的为止。不是我啦

It's not me.

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

我不想要到达到那个目标后仍然感觉像是一个骗局

I don't want to feel like an impostor.

我不想要成为一个骗子

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

我一点也不想达到那个目标才发觉我不应该如此

And that really resonated with me,

我真是有感而发的

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

这里跟大家分享一个小故事

关于成为一个骗子然后感到不应该在这里的故事

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

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

在我19岁的时候，发生了一场很严重的车祸

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

我整个人飞出车外，滚了好几翻

I was thrown from the car.

我是弹出车外的，之后在休息室醒来以后发现头部重伤

And I woke up in a head injury rehab ward,

我从大学里休学

and I had been withdrawn from college,

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

别人告知我智商下降了2个标准差

which was very traumatic.

情况非常非常糟糕

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

我知道我的智商应该是多少，因为我以前被人家认为是很聪明的那种

and I had been called gifted as a child.

小时候大家都觉得我很有才华

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

当我离开大学时，我试着回去

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

他们说都告诉我说，"你没有办法毕业的。

你知道，你还可以做很多其它的事阿，

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

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

别往死胡同里钻了。"

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

我死命挣扎，我必须承认

having your identity taken from you, your core identity,

当你的认同感被剥夺的时候，那个主要的身分认同

and for me it was being smart,

就我而言是我的智力被夺走了

having that taken from you,

再没有比这个更加无助的时候了

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

So I felt entirely powerless.

我感到完全的无助，我拼命地疯狂地努力

I worked and worked, and I got lucky,

幸运眷顾，努力，幸运眷顾，再努力。

and worked, and got lucky, and worked.

Eventually I graduated from college.

最终我从学校毕业了。

It took me four years longer than my peers,

我比同侪多花了四年的时间

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

然后说服我的恩师，Susan Fiske

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

让我进去，所以我最后进入了普林斯顿

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

我当时觉得，我不应该在这里

I am an impostor.

我是个骗子

And the night before my first-year talk,

在我第一年演讲的那个晚上，

普林斯顿第一年的演讲

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

大约是对20个人做20分钟的演讲。就这样

That's it.

I was so afraid of being found out the next day

我当时如此害怕隔天被拆穿

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

所以我打给她说，"我不干了。"

She was like, "You are not quitting,

她说:"你不可以不干，

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

因为我赌在你身上了，你得留下。

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

你会留下，你将会留下来了。

你要骗过所有人。

You are going to fake it.

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

你被要求的每个演讲你都得照办

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

你得一直讲一直讲

即使你怕死了，脚瘫了

even if you're terrified and just paralyzed

and having an out-of-body experience,

灵魂出窍了，直到你发现你在说

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

"噢，我的天啊，我正在做这件事

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

我已经成为它的一部分了，我正在做它。"

So that's what I did.

这就是说所做的，硕士的五年

Five years in grad school,

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

这些年，我在Northwestern

I moved to Harvard, I'm at Harvard,

我后来去了哈佛，我在哈佛，我没有在想到它

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

但之前有很长一段时间我都在想这件事

"Not supposed to be here."

"不应该在这。不应该在这。"

So at the end of my first year at Harvard,

所以哈佛第一年结束

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

我对整个学期在课堂上都没有说话的一个学生说:

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

你得参与融入否则你不会过这一科的

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

来我的办公室吧。其实我压根就不认识她。

她说:她很挫败地进来了，她说

She came in totally defeated, and she said,

"I'm not supposed to be here."

"我不应该在这里的。"

就在此刻，两件事发生了

And that was the moment for me.

Because two things happened.

One was that I realized,

我突然明白

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

天啊，我再也没有这种感觉了。你知道吗。

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

我再也不会有那种感觉，但她有，我能体会到她的感受。

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

第二个想法是，她应该在这里!

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

她可以假装，一直到她成功为止。

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

所以我跟她说，"你当然应该! 你应该在这里!"

And tomorrow you're going to fake it,

明天起你就假装

你要让自己充满力量，你要知道

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

(Applause)

你将会---"(掌声)

(掌声)

"你要走进教室

And you're going to go into the classroom,

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

你会发表最棒的评论。"

You know? And she gave the best comment ever,

你知道吗?她就真的发表了最成功的评论

and people turned around and were like,

大家都回过神来，他们就好像

喔我的天啊，我竟没有注意到她坐在那里，你知道吗?(笑声)

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

几个月后她来找我，我才明白

She comes back to me months later,

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

她不仅只是假装到她成功为止

she had actually faked it till she became it.

她已经融会贯通了

So she had changed.

整个人脱胎换骨

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

我想对大家说，不要仅为了成功而假装

Fake it till you become it.

要把它溶到你骨子里去。知道吗?

Do it enough until you actually become it and internalize.

持续地做直到它内化到你的骨髓里

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

最后与大家分享的是

Tiny tweaks can lead to big changes.

小小的调整可以有大大的改变

So, this is two minutes.

就二分钟

Two minutes, two minutes, two minutes.

二分钟，二分钟，二分钟

Before you go into the next stressful evaluative situation,

在你进行下一场紧张的评估之前

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

拿出二分钟，尝试做这个，电梯里

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

浴室间，房门关起在你的桌子前面

That's what you want to do.

你就这么做，设置你的脑袋

Configure your brain to cope the best in that situation.

以发挥最大效益

Get your testosterone up. Get your cortisol down.

提升你的睪丸铜，降低你的可的松

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

千万别留下，噢，我没把最好的表现出来那种遗憾

Leave that situation feeling like,

而是留下，噢，我真想

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

让他们知道，让他们看见，我是个怎样的人

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

在这里我想要求大家，你知道的

尝试这有力的姿势

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

同时也想请求各位

把这项科学分享出去，因为它很简单

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

我可不是自尊心的问题喔(笑声)

Give it away. Share it with people,

放开它。和人分享

because the people who can use it the most

因为最经常可以使用它的人会是那些

are the ones with no resources and no technology

没有资源和技术的一群人

and no status and no power.

没有社会地位和权势。把这个传达给他们

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

好让他们可以私下这样做

他们会需要他们的身体，隐私和那二分钟

They need their bodies, privacy and two minutes,

and it can significantly change the outcomes of their life.

然后这会大大地改变他们生活的结果

Thank you.

谢谢(掌声)

(Applause)

(掌声)