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

Translator: Joseph Geni Reviewer: Morton Bast

譯者: Anna Dung 審譯者: Barry Hu

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

首先我要提供你們一個免費的

不涉科技的生活小撇步

and all it requires of you is this:

你只要

that you change your posture for two minutes.

改變你的姿勢二分鐘

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

在我說明前，我要先請大家

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

先檢視一下你的姿態

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

你們之中有多少人縮著身體？

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

或許你現在駝著背

交叉著雙腳，或者腳踝互勾著

Sometimes we hold onto our arms like this.

有時我們會這樣抱著手臂

Sometimes we spread out. (Laughter)

有時我們張開雙臂（笑聲）

I see you.

我看到囉（笑聲）

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

現在請大家專心在自己身上

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

我們等一下在回到這件事上

希望你們可以稍微改變一下

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

it could significantly change the way your life unfolds.

這會讓你的生活變得很不一樣

So, we're really fascinated with body language,

所以，我們深為身體語言著迷

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

特別是

別人的身體語言

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

你知道，當我們為 (笑聲)

an awkward interaction, or a smile,

尷尬的互動，或微笑

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

或輕蔑的一瞥，或不自然的眨眼

or maybe even something like a handshake.

甚至是握手這樣的一件事

Narrator: Here they are arriving at Number 10.

（影片旁白）：他們抵達 英國首相官邸唐寧街10號

幸運的警員可以和美國總統握手

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

噢，還有

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

來自....的首相? 不 (笑聲) (掌聲)

(Laughter) (Applause)

(笑聲) (掌聲)

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

所以一個握手，或不握手

can have us talking for weeks and weeks and weeks.

我們都可以聊上好幾個禮拜

Even the BBC and The New York Times.

即使 BBC 和紐約時報也不例外

So obviously when we think about nonverbal behavior,

我們說到非語言行為或身體語言時

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

我們社會科學學者 將之歸類為非口語語言

it's language, so we think about communication.

它就是一種語言 所以我們會想到溝通

When we think about communication, we think about interactions.

當我們想到溝通，我們就想到互動

所以你現在的身體語言正在告訴我甚麼?

So what is your body language communicating to me?

What's mine communicating to you?

我的身體又是在傳達甚麼給你們?

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

有很多理由讓我們相信 這是有效的切入點

社會科學家花了很多時間

So social scientists have spent a lot of time

研究我們的身體語言

looking at the effects of our body language,

或其他人的身體語言在判斷方面的效應

or other people's body language, on judgments.

And we make sweeping judgments and inferences from body language.

而我們根據他人的身體語言 推論並做出快速又決絕的判斷

And those judgments can predict really meaningful life outcomes

這些判斷可以幫我們 預測生命裡很有意義的事件

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

像是要雇用誰，邀請誰出去約會

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

舉例而言，Tufts 大學的研究員 Nalini Ambady 讓我們看到

shows that when people watch 30-second soundless clips

當人們觀看一段 30 秒的無聲影片

of real physician-patient interactions,

是醫師和病人的真實互動

their judgments of the physician's niceness

他們對該醫師是否和善的觀感

predict whether or not that physician will be sued.

可用來預測該醫師日後 是否會被病人告上法庭

So it doesn't have to do so much

跟這個醫師稱職與否沒有太大關係

with whether or not that physician was incompetent,

而是我們喜不喜歡他

but do we like that person and how they interacted?

以及他們如何互動

Even more dramatic, Alex Todorov at Princeton

更戲劇化的是，普林斯頓 Alex Todorov 的研究告訴我們

has shown us that judgments of political candidates' faces

我們在一秒內 對政治人物臉部的喜好判斷

in just one second predict 70 percent

預測美國參議院和州長的選舉結果

of U.S. Senate and gubernatorial race outcomes,

竟然 70% 準確

and even, let's go digital,

甚至在數位的領域裡

emoticons used well in online negotiations

在線上協商時，妥善運用表情符號

can lead you to claim more value from that negotiation.

可以讓你在協商中獲得較多價值

If you use them poorly, bad idea. Right?

假如你運用不得當，不妙！對吧?

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

想到非口語語言時 我們就想到判斷別人

how they judge us and what the outcomes are.

別人如何判斷我們，以及結果

We tend to forget, though, the other audience

我們往往忘記，還有其他人 也受到我們非口語語言影響

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

那就是我們自己

We are also influenced by our nonverbals,

我們也被自己的非口語語言所影響：

our thoughts and our feelings and our physiology.

我們的想法、感覺和生理狀況

So what nonverbals am I talking about?

所以我說的究竟是甚麼樣的非口語語言?

I'm a social psychologist. I study prejudice,

我是一位社會心理學家，我研究偏見

and I teach at a competitive business school,

我在一所競爭激烈的商學院教書

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

因此無可避免地對權力間互動關係著迷

I became especially interested in nonverbal expressions

特別是在非口語語言表達方面的

of power and dominance.

權力和支配

And what are nonverbal expressions of power and dominance?

展示權力和支配的非口語語言又為何呢?

Well, this is what they are.

嗯，讓我細細道來

So in the animal kingdom, they are about expanding.

在動物世界裡，權力和支配的 非口語語言講究擴展

So you make yourself big, you stretch out,

所以你盡可能得把自己變大 你伸展身體

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

占滿空間，基本上就是開展身體

It's about opening up.

就是關於展開身體

And this is true across the animal kingdom.

整個動物世界都是如此 不僅限於靈長類

It's not just limited to primates.

人類也幹同樣的事(笑聲)

And humans do the same thing. (Laughter)

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

兩者皆是：不論是長期習於掌權

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

或只在當下覺得權力強大

And this one is especially interesting because it really shows us

特別有趣的原因是它真實地呈現

how universal and old these expressions of power are.

古今世界權力的展現從來是如此地一致

This expression, which is known as pride,

這是「自豪」的表現

Jessica Tracy has studied.

Jessica Tracy 研究顯示

She shows that people who are born with sight

視力正常的人

and people who are congenitally blind do this

和先天視障的人

when they win at a physical competition.

在贏得比賽時都做同樣的事

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

當他們跨過終點線贏得比賽之際

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

無論他們是否曾看過這種行為

他們都展現這個姿勢

They do this.

雙臂呈 V 字型朝上，下巴微揚

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

What do we do when we feel powerless?

那我們感到無助的時候呢？

We do exactly the opposite.

我們做完全相反的事

We close up. We wrap ourselves up.

我們縮起身體，把自己捲曲起來

We make ourselves small.

讓自己變得小一點 最好別碰到身旁的人

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

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

我再重複一次，人類和動物都一樣

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

這是在權力不對等時發生的狀況

So what we tend to do when it comes to power

在不對等權力狀態下 我們傾向和對方互補

is that we complement the other's nonverbals.

So if someone is being really powerful with us,

若有人對我們展現權力

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

我們傾向把自己縮小些 我們不模仿他們

We do the opposite of them.

我們背道而馳

So I'm watching this behavior in the classroom,

當我在課堂上觀察這麼現象時

and what do I notice?

我發現了甚麼？

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

我發現 MBA 的學生

把權力的非口語語言部分 表達得淋漓盡致

So you have people who are like caricatures of alphas,

你會看到有些人就像動物群裡 支配的雄性的變形

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

上課前大搖大擺走進教室 一屁股坐在教室正中

好像他們真的要占據整個空間似的

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

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

當他們坐下的時候，身體會展開

They raise their hands like this.

舉手時會像這樣把手高舉起來

You have other people who are virtually collapsing

另有些人基本上是一進來就癱在那裡

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

他們一進來，你立刻從 他們的臉上表情和身體姿勢發現

You see it on their faces and their bodies,

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

他們坐在椅子上，把自己縮得小小的

and they go like this when they raise their hand.

舉手的時候是這種畏畏縮縮的樣子

I notice a couple of things about this.

我觀察到兩點：

第一，不出所料

One, you're not going to be surprised.

It seems to be related to gender.

這跟性別有關

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

女人比男人更會顯得畏縮

Women feel chronically less powerful than men,

長期以來女人都不覺得像男人那麼強勢

so this is not surprising.

所以這並不太讓人意外

But the other thing I noticed

但第二件我觀察到的

is that it also seemed to be related to the extent

這種表現似乎跟學生的參與程度

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

與參與程度有多好相關

And this is really important in the MBA classroom,

在 MBA 的課堂上來說這真的非常重要

because participation counts for half the grade.

因為參與的表現占成績的一半

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

商學院一直以來都為 男女生在參與上的差別傷腦筋

You get these equally qualified women and men coming in

入學的時候男女生不分軒輊

and then you get these differences in grades,

可是成績出來卻反映性別差異

and it seems to be partly attributable to participation.

而看起來一部分原因和參與有關

So I started to wonder, you know, okay,

所以我開始思考，好吧

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

這群人一開始來是這副樣子 看起來積極參與

Is it possible that we could get people to fake it

那是不是可能讓大家先假裝成那樣

and would it lead them to participate more?

進而影響他們，能更積極參與?

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

我在 Berkeley 的主要合作研究夥伴 Dana Carney 和我都很想知道

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

是不是能先假裝，到最後則成真

Like, can you do this just for a little while

譬如說，先小小假裝一陣子

and actually experience a behavioral outcome

然後在實際行為上經驗到 你看來很有權力的樣子的結果

that makes you seem more powerful?

So we know that our nonverbals govern how other people

我們知道非口語語言 影響他人對我們的看法

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

已經有很多證據

但我們真正的問題是

But our question really was,

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

非口語語言是否影響 我們對自己的看法與感覺？

There's some evidence that they do.

確實有證據支持這個說法

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

舉例來說，我們開心的時候會微笑

but also, when we're forced to smile

但同樣地，當我們口中咬住一支筆 強迫呈現微笑的表情時

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

像這樣，我們也會感到開心

So it goes both ways.

這互相影響

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

權力亦是如此

So when you feel powerful,

感到很有權力時你比較會這樣做

you're more likely to do this,

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

但你也可能假裝自己很有權力

you are more likely to actually feel powerful.

然後真的覺得自己力量強大

So the second question really was, you know,

那第二個問題就是

so we know that our minds change our bodies,

我們知道心理狀態會影響身體

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

那身體是否能影響心理呢?

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

這裡所說的心理充滿力量

what am I talking about?

指的是甚麼?

So I'm talking about thoughts and feelings

我指的是想法和感覺

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

和構成我們想法和感受的生理因素

我這裡是指荷爾蒙。所以我針對荷爾蒙來看

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

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

充滿力量或充滿無力感

在荷爾蒙層面上有什麼差別？

So powerful people tend to be, not surprisingly,

不出乎意料，感覺自己有力的人往往

more assertive and more confident, more optimistic.

比較果斷，自信，且樂觀

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

他們確切認為機會永遠站在他們這邊

他們也較擅長抽象思考

They also tend to be able to think more abstractly.

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

還有許多差異。這種人比較敢承受風險

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

強勢的人與充滿無力感的人真的差別很大

在生理上有二個重要的荷爾蒙對此有影響

Physiologically, there also are differences

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

一是睪固酮:也就是支配性荷爾蒙

and cortisol, which is the stress hormone.

一是腎上腺皮質醇:也就是壓力荷爾蒙

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

我們發現到

靈長類裡的強勢男性

have high testosterone and low cortisol,

有大量的睪固酮和低量的腎上腺皮質醇

and powerful and effective leaders

強勢，高效能的領袖人物

also have high testosterone and low cortisol.

也有大量睪固酮與低量的腎上腺皮質醇

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

這表示甚麼? 當你想到權力

people tended to think only about testosterone,

人們往往只想到睪固酮

because that was about dominance.

因為它代表支配統治

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

但力量其實也和如何處理壓力有關

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

所以你會想見一個有支配地位強勢領袖

high on testosterone, but really stress reactive?

有著很多睪固酮但同時又對壓力反應過度嗎?

Probably not, right?

大概不會吧，不是嗎?你會希望那個人

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

是充滿力量，肯定果斷，非常強勢

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

但也不會對壓力反應過度，不能輕鬆以對

So we know that in primate hierarchies,

靈長動物的社群階級裡，如果一個強勢雄性

if an alpha needs to take over,

想要奪權，如果一個雄性突然想要爭取

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

首領這個角色

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

幾天內，他體內的睪固酮一定急速增加

significantly and his cortisol has dropped significantly.

而其腎上腺皮質醇劇烈地減少

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

身體影響心理，由此可證

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.

同時角色的轉換也會影響心理

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

所以，如果你改變角色

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

如果你做一個微小改變會怎樣

like this tiny manipulation, this tiny intervention?

像這樣的操作，這樣一個小小的干預?

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

"持續二分鐘"你說，"我要你們這樣站著，

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

它會讓你感到更充滿力量"

So this is what we did.

接著我們就決定做這個實驗。

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

我們將人們帶進實驗室做個小實驗

and these people adopted, for two minutes,

這些人將擺出有權勢的姿態

either high-power poses or low-power poses,

或無力的姿態兩分鐘，現在我們一起看

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

這五種姿勢，雖然他們只做了其中二種

although they took on only two.

So here's one.

這是其一

再兩個姿勢

A couple more.

這個姿勢是媒體一般稱為

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

"神力女超人" 的姿態

Here are a couple more.

還有這兩個

So you can be standing or you can be sitting.

或站或坐

And here are the low-power poses.

這些是無助的姿勢

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

你雙手交叉，試著讓自己變小一點

This one is very low-power.

這張顯現非常無助的樣子

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

當你摸脖子

你其實在保護自己

So this is what happens.

實際的狀況是，他們一進來

They come in, they spit into a vial,

先朝試管裡吐口口水

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

我們告訴他，擺這個姿勢，兩分鐘

They don't look at pictures of the poses.

他們不會看到姿勢的照片，因為我們不想要暗示，影響他們

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

我們要他們自己感覺力量

We want them to be feeling power.

不是嗎? 所以他們擺了二分鐘姿勢

So two minutes they do this.

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

然後，我們拿一堆東西，問他們: "現在你覺得自己多有力量?"

and then we give them an opportunity to gamble,

受試者接著會有一個博奕的機會

and then we take another saliva sample.

接著再取一次唾液樣本

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

就是這樣。這就是整個實驗

So this is what we find.

我們發現到風險承擔能力，用賭博來衡量

Risk tolerance, which is the gambling,

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

擺出有權勢姿勢的人

有 86% 會選擇賭博

86 percent of you will gamble.

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

擺低權勢姿態的人呢

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

只有 60% 會賭，這兩者間差異真的很大

Here's what we find on testosterone.

我們發現

From their baseline when they come in,

這些人進來的那一刻起，擺高權勢姿態的人

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

睪固酮會上升 20%

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

擺低權勢姿態的人則是下降 10%

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

所以，再說一次，只有兩分鐘，就有這種差異

Here's what you get on cortisol.

擺有權勢姿態的人

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

腎上腺皮質醇下降 25%，

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

擺低權勢姿態的人腎上腺皮質醇則上升 15%

So two minutes lead to these hormonal changes

只要二分鐘可以讓這些荷爾蒙產生這種改變

that configure your brain

使你的腦袋成為

to basically be either assertive, confident and comfortable,

果斷、自信和自在

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

或高度緊張以及感到

退縮。我們都曾有過這些體驗不是嗎?

And we've all had the feeling, right?

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

看來非口語的語言確實掌控

我們對自己的想法感受

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

不只是影響別人，更影響我們自己

Also, our bodies change our minds.

同時，我們的身體可以改變心理

But the next question, of course,

但下一個問題，當然，就是

is, can power posing for a few minutes

維持數分鐘的姿勢

是否真能影響你的人生?

really change your life in meaningful ways?

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

剛剛都只是在實驗室哩，一個小實驗，你知道的，

只有幾分鐘。這有什麼地方可以應用呢？

Where can you actually apply this?

這才是我們關心的

Which we cared about, of course.

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

我們認為什麼時候可以應用呢？

我們相信是在評量的情況下可用

like social threat situations.

像是社交威脅的情境裡，在你被人評估的時候

Where are you being evaluated, either by your friends?

也許是你朋友評估你？就像是是青少年吃午餐的餐桌上那緊張樣

For teenagers, it's at the lunchroom table.

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

有些人可以應用在學校董事會演講時

可能是提出宣揚一個主張

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

或是像現在一樣的演講裡用

or doing a job interview.

或是找工作面試時，都用的上

We decided that the one that most people could relate to

我們認為一般人最能認同體會的情境

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

因為大部分人都曾經歷過

也就是求職面試

So we published these findings,

我們發表這個結論，媒體大肆炒作

and the media are all over it,

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

他們說，好吧，所以你去求職面試時，

你得這樣做，對吧? (笑聲)

when you go in for the job interview, right?

(Laughter)

我們當然大吃一驚，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，我們不是這個意思

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

不管甚麼原因，不不，千萬別這麼做

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

這和你跟別人交談無關

It's you talking to yourself.

這是你和你自己心理對談

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

你在面試工作之前做甚麼? 你會這樣

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

對吧? 你會做下來，你盯著自己的 iPhone 手機

或安卓手機，我們可不想漏掉哪個

or your Android, not trying to leave anyone out.

You're looking at your notes,

你看著自己的筆記

you're hunching up, making yourself small,

你把自己蜷縮起來，試著讓自己變得小一點

when really what you should be doing maybe is this,

你真正需要做的應該是

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

到洗手間，然後這樣，花個二分鐘

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

所以我們想測試的是這個

So we bring people into a lab,

把人帶進實驗室

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

他們再擺高權勢或低權勢的姿態

they go through a very stressful job interview.

接著進行一個高度壓力的求職面試

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

為時五分鐘。全程錄影

They're being judged also,

他們同時也被評論，而這些考官都接受過訓練

and the judges are trained to give no nonverbal feedback,

不會給予任何非語言的回饋

so they look like this.

所以他們看起來就像這樣，想像一下

Imagine this is the person interviewing you.

這個人正在面試你

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

整整五分鐘，甚麼都沒有，這比刁難詰問更難受

People hate this.

大家都不喜歡這種方式。這就是 Marianne LaFrance 所謂的

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

"陷入社交流沙中"

So this really spikes your cortisol.

這可以大大激發你的腎上腺皮質醇

So this is the job interview we put them through,

我們給予受試者這種面試

然後看結果如何

because we really wanted to see what happened.

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

我們找了四個打分數的人看這些面試錄影

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

他們不知假設前提和也不了解測試的條件

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

沒有人知道誰擺甚麼樣的姿勢

and they end up looking at these sets of tapes,

最後他們觀看這些帶子

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

然後他們說，"噢，我們想要錄用這些人"

也就是那些擺高權勢姿勢的人-- "這些人我們不想錄用"

all the high-power posers.

"We don't want to hire these people.

We also evaluate these people much more positively overall."

我們對這些人的整體印象也比較正面

但背後的原因是甚麼? 跟演講的內容無關

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.

而是他們把自己帶進了演講裡

Because we rate them on all these variables

我們也衡量一些其他的變數

和能力有關，像是演講的結構好不好

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

它有多棒? 講者的學經歷?

How good is it? What are their qualifications?

全都無關。有影響的是

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

These kinds of things.

這些事。基本上人們表現出真實的自己

People are bringing their true selves, basically.

They're bringing themselves.

就他們自己

他們誠實的帶入了自己的種種意念

They bring their ideas, but as themselves,

with no, you know, residue over them.

毫無保留

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

這就是背後真實的力量，或造成影響

So when I tell people about this,

所以當我告訴人們

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

我們的身體會改變心理，心理會改變行為

而行為會改變結果，他們回我說

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

"我不這麼想--聽起來好像是假的" 對嗎?

"It feels fake." Right?

So I said, fake it till you make it.

我就說，你就假裝一直到你達成目的為止。不幹，這不是我

It's not me.

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

我不想要成功後感覺像是一個騙子

I don't want to feel like an impostor.

我不想自己覺得自己是個假貨

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

我不要達成目的後，只有一種我本不該成功的感覺

And that really resonated with me,

我深有同感

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

這裡跟大家分享一個小故事

有關身為假貨，感覺我不配成功的故事

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 歲的時候，發生了一場很嚴重的車禍

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

我整個人飛出車外，滾了好幾翻

I was thrown from the car.

我彈出車外，頭部重傷，醒來時身處頭部復健病房

And I woke up in a head injury rehab ward,

我從大學裡休學

and I had been withdrawn from college,

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

別人告知我智商下降了 2 個標準差

which was very traumatic.

就是說非常非常糟糕

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

我知道我的智商應該是多少，因為我以前被人家認為是很聰明的那種

and I had been called gifted as a child.

小時大家都教我是資優生

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

當我被迫離開大學時，我試著回去

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

他們說都告訴我說，"你沒有辦法畢業的。

你知道，你還可以做很多其他的事啊，

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

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

但大學你是無望了。"

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

我死命掙扎，我必須承認

having your identity taken from you, your core identity,

當你自我認同感被剝奪，主要的身分認同

and for me it was being smart,

對我而言，我的自我認同就是聰明

having that taken from you,

不再聰明，再沒有比這個讓我更加無助的了

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

So I felt entirely powerless.

我感到完全的無力，我拼命地瘋狂地努力，努力再努力

I worked and worked, and I got lucky,

幸運眷顧，再努力，幸運，再努力。

and worked, and got lucky, and worked.

Eventually I graduated from college.

最終我大學畢業了。

It took me four years longer than my peers,

我比同儕多花了四年的時間

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

然後說服我的恩師，Susan Fiske

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

收我，讓我進入了普林斯頓

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

我當時覺得，我不應該在這裡

I am an impostor.

我是個冒牌貨

And the night before my first-year talk,

在我第一年演講前的那個晚上，

普林斯頓第一年的演講

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

大約是對 20 個人做 20 分鐘的演講。就這樣

That's it.

I was so afraid of being found out the next day

我當時好害怕隔天被拆穿我不配當普林斯頓的學生

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

所以我打給她說，"我不幹了。"

She was like, "You are not quitting,

她說:"你不可以不幹，

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

因為我賭在你身上了，你得留下。

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

你會留下，你得這麼做。

你要假裝你就是正牌普林斯頓學生

You are going to fake it.

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

每個邀請你去主講的演講，你都得照辦

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

你得一直講一直講

即使你怕死了，腳癱了

even if you're terrified and just paralyzed

and having an out-of-body experience,

魂不附體了，直到你發現你在說

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

"噢，我的天啊，我正在做這件事。

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

我已經成為它的一部分了，我就是正牌普林斯頓人。"

So that's what I did.

這就是說所做的，五年的研究生生涯

Five years in grad school,

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

我在西北大學待了幾年

I moved to Harvard, I'm at Harvard,

我後來去了哈佛，我在哈佛，我沒有在想到這件事了

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

但之前有很長一段時間我都在想這件事

"Not supposed to be here."

"不配在這。不應該在這。"

So at the end of my first year at Harvard,

所以哈佛第一年結束

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

有個整學期在課堂上沒說過一句話的學生

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

我曾經警告她："你得參與融入否則你會被當"

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

來辦公室見我。其實我壓根就不認識她。

她進來時垂頭喪氣，她說

She came in totally defeated, and she said,

"I'm not supposed to be here."

"我不配在這裡。"

此時此刻，我了解。就在此刻，二件事發生了。

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，我再也沒有這種感覺了。你知道嗎。

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

我再也不這樣感覺了，但她卻是，我懂她。

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

第二件事，她本來就應該在這裡!

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

她可以假裝，她可以成功。

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

所以我跟她說，"當然你應該! 你本來就應該在這裡!"

And tomorrow you're going to fake it,

明天起你就假裝

你要讓自己充滿力量，

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

(Applause)

你將會---"(掌聲)

(掌聲)

"你要走進教室

And you're going to go into the classroom,

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

你會發表最棒的評論。"

You know? And she gave the best comment ever,

你知道嗎? 她就真的發表了最棒的評論

and people turned around and were like,

大家都回過神來，他們就好像

喔我的天啊，我竟沒有注意到她坐在那裡，你知道嗎? (笑聲)

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

幾個月後她來找我，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,

她不僅只是假裝到她成功為止

she had actually faked it till she became it.

她根本就是從假裝轉變到真實

So she had changed.

整個人脫胎換骨

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

我想對大家說，不要假裝到你成功

Fake it till you become it.

先假裝然後終將成真。知道嗎?

Do it enough until you actually become it and internalize.

持續地做直到它內化到你的骨子裡。

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

最後與大家分享的是

Tiny tweaks can lead to big changes.

小調整，大改變

So, this is two minutes.

就二分鐘

Two minutes, two minutes, two minutes.

二分鐘，二分鐘，二分鐘

Before you go into the next stressful evaluative situation,

在你進行下一場令人緊張的評估情境之前

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

拿出二分鐘，試試看做這個，電梯裡，

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

洗手間，關上房門，就在你的桌子前

That's what you want to do.

你就這麼做，規劃你的腦袋

Configure your brain to cope the best in that situation.

能在壓力情境中發揮最大效益

Get your testosterone up. Get your cortisol down.

提升你的睪固銅，降低你的腎上腺皮質醇

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

千萬別事後才有，噢，我沒把最好那面表現出來那種遺憾

Leave that situation feeling like,

而是留下，噢，我得以充分表現表達自己

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

讓他們知道我是怎麼樣的人

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

在這裡我想要求大家，你知道

嘗試高權勢姿勢

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

同時也想請求各位

把這項科學分享出去，因為它很簡單

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

這可不是我自大 (笑聲)

Give it away. Share it with people,

散發出去，和人分享

because the people who can use it the most

因為最用得到的人是那些

are the ones with no resources and no technology

沒有資源和也不懂科技的人

and no status and no power.

沒有社會地位和權勢。把這個傳達給他們

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

因為他們私下就可以做

只需要他們的身體，隱私和二分鐘

They need their bodies, privacy and two minutes,

and it can significantly change the outcomes of their life.

然後這會大大地改變他們生命的結果

Thank you.

謝謝 (掌聲)

(Applause)

(掌聲)