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1、学 海 无 涯 So I want to start by offering you a free no-tech life hack, and all it requires of you is this: that you change your posture for two minutes. But before I give it away, I want to ask you to right now do a little audit of your body and what youre doing with your body. So how many of you are
2、sort of making yourselves smaller? Maybe youre hunching, crossing your legs, maybe wrapping your ankles. Sometimes we hold onto our arms like this. Sometimes we spread out. (Laughter) I see you. (Laughter) So I want you to pay attention to what youre doing right now. Were going to come back to that
3、in a few minutes, and Im hoping that if you learn to tweak this a little bit, it could significantly change the way your life unfolds. 0:58 So, were really fascinated with body language, and were particularly interested in other peoples body language. You know, were interested in, like, you know (La
4、ughter) an awkward interaction, or a smile, or a contemptuous glance, or maybe a very awkward wink, or maybe even something like a handshake. 1:22 Narrator: Here they are arriving at Number 10, and look at this lucky policeman gets to shake hands with the President of the United States. Oh, and here
5、 comes the Prime Minister of the ? No. (Laughter) (Applause) (Laughter) (Applause) 1:37 Amy Cuddy: So a handshake, or the lack of a handshake, can have us talking for weeks and weeks and weeks. Even the BBC and The New York Times. So obviously when we think about nonverbal behavior, or body language
6、 - but we call it nonverbals as social scientists - its language, so we think about communication. When we think about communication, we think about interactions. So what is your body language communicating to me? Whats mine communicating to you? 2:04 And theres a lot of reason to believe that this
7、is a valid way to look at this. So social scientists have spent a lot of time looking at the effects of our body language, or other peoples body language, on judgments. And we make sweeping judgments and inferences from body language. And those judgments can predict really meaningful life outcomes l
8、ike who we hire or promote, who we ask out on a date. For example, Nalini Ambady, a researcher at Tufts University, shows that when people watch 30-second soundless clips of real physician-patient interactions, their judgments of the physicians niceness predict whether or not that physician will be
9、sued. So it doesnt have to do so much with whether or not that physician was incompetent, but do we like that person and how they interacted? Even more dramatic, Alex Todorov at Princeton has shown us that judgments of political candidates faces in just one second predict 70 percent of U.S. Senate a
10、nd gubernatorial race outcomes, and even, lets go digital, emoticons used well in online negotiations can lead to you claim more value from that negotiation. If you use them poorly, bad idea. Right? So when we think of nonverbals, we think of how we judge others, how they judge us and what the outco
11、mes are. We tend to forget, though, the other audience thats influenced by our,1,学 海 无 涯 nonverbals, and thats ourselves. 3:31 We are also influenced by our nonverbals, our thoughts and our feelings and our physiology. So what nonverbals am I talking about? Im a social psychologist. I study prejudic
12、e, and I teach at a competitive business school, so it was inevitable that I would become interested in power dynamics. I became especially interested in nonverbal expressions of power and dominance. 3:56 And what are nonverbal expressions of power and dominance? Well, this is what they are. So in t
13、he animal kingdom, they are about expanding. So you make yourself big, you stretch out, you take up space, youre basically opening up. Its about opening up. And this is true across the animal kingdom. Its not just limited to primates. And humans do the same thing. (Laughter) So they do this both whe
14、n they have power sort of chronically, and also when theyre feeling powerful in the moment. And this one is especially interesting because it really shows us how universal and old these expressions of power are. This expression, which is known as pride, Jessica Tracy has studied. She shows that peop
15、le who are born with sight and people who are congenitally blind do this when they win at a physical competition. So when they cross the finish line and theyve won, it doesnt matter if theyve never seen anyone do it. They do this. So the arms up in the V, the chin is slightly lifted. What do we do w
16、hen we feel powerless? We do exactly the opposite. We close up. We wrap ourselves up. We make ourselves small. We dont want to bump into the person next to us. So again, both animals and humans do the same thing. And this is what happens when you put together high and low power. So what we tend to do when it comes to power is that we complement the others nonverbals. So if someone is being really powerful with us, we tend to make ourselves smaller. We dont mirror them. We do the opposite of th
