面试与演讲前必看！只需去趟洗手间做这个动作，让你气场全开…
字幕摘录
| 时间 | 英文 | 中文 |
|---|---|---|
| 0:27 | Okay, I have to say, it's mostly the boots, but I'm going to talk to you today about body | 好吧,我不得不说,这主要是靴子, 但我今天要和你谈谈身体 |
| 0:37 | language. | 语言。 |
| 0:38 | And first, let's just talk a little bit about how body language and verbal behaviors really, | 首先,让我们来谈谈身体语言 和口头行为如何真正, |
| 0:49 | really influence the inferences that other people make about us. | 真正影响别人对我们的推断 |
| 0:54 | So people mostly from our nonverbal behaviors are inferring things like how strong is this | 所以人们大多来自我们的非言语行为 推论的东西 像这是多么强大 |
| 1:00 | person, how trustworthy is this person, how competent is this person, how much do I like | 这个人有多可信 这个人有多能干 我有多喜欢 |
| 1:05 | this person. | 这个人 |
| 1:07 | And these inferences are responsible for really important outcomes. | 这些推论对真正重要的结果负责。 |
| 1:12 | And we make them quickly, sometimes in a split second, and inferences from nonverbal behaviors | 我们快速地,有时在一分秒间, 从非语言行为推论 |
| 1:17 | like how smart do I think this person is. | 我觉得这个人有多聪明 |
展开字幕全文（284 条）
| 序号 | 英文 | 中文 |
|---|---|---|
| 1 | Okay, I have to say, it's mostly the boots, but I'm going to talk to you today about body | 好吧,我不得不说,这主要是靴子, 但我今天要和你谈谈身体 |
| 2 | language. | 语言。 |
| 3 | And first, let's just talk a little bit about how body language and verbal behaviors really, | 首先,让我们来谈谈身体语言 和口头行为如何真正, |
| 4 | really influence the inferences that other people make about us. | 真正影响别人对我们的推断 |
| 5 | So people mostly from our nonverbal behaviors are inferring things like how strong is this | 所以人们大多来自我们的非言语行为 推论的东西 像这是多么强大 |
| 6 | person, how trustworthy is this person, how competent is this person, how much do I like | 这个人有多可信 这个人有多能干 我有多喜欢 |
| 7 | this person. | 这个人 |
| 8 | And these inferences are responsible for really important outcomes. | 这些推论对真正重要的结果负责。 |
| 9 | And we make them quickly, sometimes in a split second, and inferences from nonverbal behaviors | 我们快速地,有时在一分秒间, 从非语言行为推论 |
| 10 | like how smart do I think this person is. | 我觉得这个人有多聪明 |
| 11 | They predict things like election outcomes. | 他们预测选举结果之类的事情。 |
| 12 | They predict who gets hired, who gets promoted, who gets asked out on a date. | 他们预测谁被雇佣,谁被提升,谁被约出去。 |
| 13 | So all kinds of outcomes are determined by nonverbal behaviors, and that process happens | 所以各种结果都是由非言语行为决定的 这一过程就发生了 |
| 14 | pretty quickly. | 相当快。 |
| 15 | But I'm going to focus today on specific nonverbal behaviors. | 但我今天要集中谈谈具体的非言语行为. |
| 16 | And before I do that, I want to ask you right now to think about what are you doing with | 在我这样做之前,我想问你 现在思考你在做什么 |
| 17 | your bodies? | 你的身体吗? |
| 18 | So how many of you have your arms crossed or your legs crossed or even your ankles crossed? | 你们中有多少人手臂交叉或腿交叉,甚至脚踝交叉? |
| 19 | How many of you are making yourselves smaller so that you don't bump into the person next | 你们中有多少人变小了 以免下一个碰到那个人 |
| 20 | to you? | 对你? |
| 21 | How many people are sprawled out and actually have their arm draped on the chair next to | 有多少人被拉出来 实际上他们的手臂被贴在椅子旁边 |
| 22 | them or their knees spread? | 还是膝盖散开? |
| 23 | So I want you to pay attention to that. | 所以我希望你注意这一点。 |
| 24 | And I think, I hope that in 10 minutes I'm going to convince you that if you tweak your | 我想,我希望在10分钟内 我会说服你 如果你调整你的 |
| 25 | nonverbal behaviors in really pretty easy and simple ways for a short period of time, | 在很短的时间内,非言语行为非常简单 |
| 26 | it's going to make you feel more powerful through physiological changes in your body. | 它会通过身体的生理变化让你感觉更强大. |
| 27 | So that's what I'm going to talk about today. | 故今论此. |
| 28 | So here are some examples of poses. | 这里有一些姿势的例子。 |
| 29 | So what I want you to note about these is that they are all very open and expansive. | 所以,我要你注意的是, 这些都是非常开放和广泛的。 |
| 30 | So those are the two sort of criteria that determine whether it's a power pose, whether | 因此,这是两种标准 来决定它是否是一种力量,是否 |
| 31 | you're open and you're expanding your body. | 你打开,你正在扩张你的身体。 |
| 32 | All of these, I think, are examples of power posing, reflecting power that you already | 所有这些,我认为,都是 权力展示的例子,反映了你已经拥有的权力 |
| 33 | have or a victory that you feel. | 或你感觉到的胜利 |
| 34 | So people do this. | 所以人们这样做。 |
| 35 | I mean, this is very common after victories. | 我的意思是,这是非常常见的 在胜利之后。 |
| 36 | They put their arms up. | 他们举起手臂。 |
| 37 | Or when you're generally feeling powerful, you're more likely to do something like this. | 或者当你一般感觉强大的时候,你更有可能做这样的事情. |
| 38 | You feel open. | 你感觉开放。 |
| 39 | You feel disinhibited. | 你感觉自己已经脱身了 |
| 40 | So it reflects power. | 所以它反映了力量。 |
| 41 | It's also used to communicate power. | 也用于交流力量. |
| 42 | So I'm sure that you have the LBJ treatment up at the top there. | 所以,我敢肯定,你有 LBJ 治疗 在顶端在那里。 |
| 43 | So again, it's making yourself bigger, getting in other people's space, reaching out. | 因此,它再次使你自己变得更大, 进入别人的空间,伸展。 |
| 44 | So it's used to reflect power and to communicate power. | 因此它被用于反射力量和交流力量. |
| 45 | And this is true not just for humans, but also for non-human animals. | 这不仅对人类,而且对非人类动物都是如此。 |
| 46 | This is just one example. | 这只是一个例子。 |
| 47 | But you have primates who will bulge their chests to make themselves bigger. | 但你有灵长类动物 他们会抬起胸膛让自己变大 |
| 48 | The peacock fanning his tail feathers. | 孔雀扇其尾羽. |
| 49 | You have even cats will idle sideways and raise their back to make themselves look bigger. | 你甚至有猫会闲逛 举起背来让自己变大 |
| 50 | So this is common across both human and non-human animals. | 因此这在人类和非人类动物中都是常见的. |
| 51 | Now on the other hand, powerlessness is reflected and communicated through these | 而现在,无能通过这些反应和传达 |
| 52 | contractive closed postures. | 紧闭的姿势 |
| 53 | So this is, I mean, this is a very sad, powerless person, but this is an example. | 所以,我是说,这是一个非常悲伤,无能为力的人, 但这是一个例子。 |
| 54 | And I mean, it really is just everyday things that you do, like crossing your arms, | 我的意思是,这是真的 只是日常的事情,你做的, 像交叉你的手臂, |
| 55 | also touching your face and touching your neck. | 还摸你的脸 摸你的脖子 |
| 56 | This is really, really communicates powerlessness. | 这是真的,真的 沟通无能。 |
| 57 | Anything that you do that makes you smaller and hunting your shoulders. | 你所做的一切 让你更小 并猎取你的肩膀。 |
| 58 | This is about powerlessness. | 这是关于无能。 |
| 59 | It reflects it and it reinforces it. | 它反映并强化了它。 |
| 60 | So we know already that power causes power posing. | 所以,我们已经知道 权力导致 权力摆设。 |
| 61 | So when you possess power, whether it's short term or long term, or when you're | 所以,当你拥有权力,无论是短期还是长期,或者当你是 |
| 62 | communicating power, you do things like this. | 交流能量,你做这样的事。 |
| 63 | You power pose. | 你的力量姿势。 |
| 64 | You do the Wonder Woman pose. | 你做神奇女人的姿势。 |
| 65 | But what we wanted to know was whether you could fake it till you make it. | 但我们想知道的是 你能否假装它直到你成功 |
| 66 | So can you do the opposite? | 所以,你可以做相反的吗? |
| 67 | And I want to tell you a little bit about how we got to this. | 我想告诉你我们是怎么做到的。 |
| 68 | So my main collaborator, who I'm so sorry can't be here with me, but Dana Carney and | 所以,我的主要合作者, 我很抱歉不能在这里 和我在一起,但Dana Carney和 |
| 69 | I both teach in business schools. | 我在商学院教书 |
| 70 | And you may not know this, but in the MBA classroom, | 你也许不知道 但是在MBA的教室里 |
| 71 | about half of your grade is determined by participation. | 大约一半的成绩是由参与决定的。 |
| 72 | We both were concerned about the gender grade gap and wondering what's going on. | 我们都担心 性别差距 并想知道是怎么回事。 |
| 73 | Are women participating less? | 妇女的参与是否较少? |
| 74 | And not just women, but really are non-mainstream white men participating less? | 而且不只是女人, 真正的是非主流白人男子 参与较少? |
| 75 | So people who are not white men coming from finance backgrounds. | 所以那些不是白人的人 来自于金融背景。 |
| 76 | There seems to be a gap. | 似有间隙. |
| 77 | And we both noticed that these people who are participating less are engaging in more | 我们都注意到,这些参与较少的人正在从事更多的 |
| 78 | of these contractive closed postures. | 这些紧闭的姿态。 |
| 79 | Now, let me just say and acknowledge, of course, it's very possible that you're not | 现在,让我只说和承认, 当然,这是非常可能 你不是 |
| 80 | calling on those people because they're doing that. | 召唤那些人,因为他们这样做。 |
| 81 | But we felt like there was actually more to it. | 但是,我们觉得实际上还有更多。 |
| 82 | That that was not the only thing happening. | 这不是唯一的事情。 |
| 83 | That if we could get them to spread out, we might actually get them to participate more. | 如果我们能让他们散开, 我们可能会让他们更多参与。 |
| 84 | And so you might wonder why would we predict something like this? | 所以你可能想知道我们为什么要预测这样的事情? |
| 85 | It's a little bit counterintuitive. | 略说反观. |
| 86 | And I'm going to give you two little pieces of research that led to this prediction. | 我要给你们两件小研究 得出这个预测。 |
| 87 | The first is that we know already that feeling happy makes you smile. | 第一,我们已经知道, 快乐的感觉让你微笑。 |
| 88 | And this is a natural Duchenne smile where the muscles around the eyes are contracting. | 这是自然而然的杜尚尼的微笑 眼睛周围的肌肉正在收缩 |
| 89 | But researchers have also shown that making someone smile like this makes them happy, | 但研究者也表明,让某人笑得这么开心, |
| 90 | even when they don't feel happy. | 即使他们不高兴。 |
| 91 | Asking them to smile like this makes them happy very quickly. | 要求他们这样微笑让他们很快快乐. |
| 92 | And we call that facial feedback. | 我们称之为面部反馈。 |
| 93 | So we know that our non-verbals both reflect and reinforce feelings. | 因此,我们知道,我们的非语言既反映和加强感情。 |
| 94 | The second is a little, it might seem like it's coming out of nowhere. | 第二种是一点点, 它可能看起来像是从哪儿冒出来的。 |
| 95 | But so when you think about primate hierarchies, | 但是当你想到灵长类等级时 |
| 96 | the alpha male tends to have high testosterone and low cortisol. | α雄性往往具有高睾酮和低皮质醇. |
| 97 | And from a Darwinian perspective, the assumption is that that is the individual | 从达尔文的观点来看, 假设这就是个人 |
| 98 | that has the highest innate basal testosterone and the lowest innate basal cortisol. | 拥有最高的原生玄武质睾酮和最低的原生玄武质皮质醇. |
| 99 | But primatologists have discovered in the last decade or so | 但灵长类学家在过去十年中发现了 |
| 100 | that if an alpha has to be taken over, if an alpha is lost and another individual has to ascend | 如果一个α必须被接管, 如果一个α丢失,另一个个体必须上升 |
| 101 | and become the alpha, this is what they find. | 成为阿尔法 这就是他们发现的 |
| 102 | Over just a few days, that individual's testosterone rises and his cortisol drops. | 在短短几天的时间里,这个个体的睾丸酮升高,皮质醇下降. |
| 103 | Similarly, if for some reason a primate is pushed to the bottom of the hierarchy, | 同样 如果因为某种原因 灵长类动物被推到等级的底部 |
| 104 | you have the opposite. | 你有相反的情况。 |
| 105 | His testosterone decreases and his cortisol rises. | 他的睾丸酮减少,皮质醇升高. |
| 106 | And let me say a word about testosterone and cortisol. | 让我说说睾丸酮和皮质醇 |
| 107 | Testosterone is what we call the dominance hormone. | 睾丸酮是我们所说的 支配激素。 |
| 108 | It's related to confidence, dominance, aggressiveness. | 这与信心,统治,攻击有关. |
| 109 | Cortisol is related to stress. | 科蒂索尔与压力有关. |
| 110 | So obviously lower cortisol means you're less stressed out both in the moment | 所以很明显低皮质醇 意味着你现在压力都小了 |
| 111 | and over the long term, it really can sort of erode your health over the long term. | 从长远来看 它真的会长期损害你的健康 |
| 112 | And low cortisol, testosterone is clearly associated with power. | 而低皮质醇,睾酮显然与动力有关. |
| 113 | We've known that for a while. | 我们早就知道了 |
| 114 | Cortisol is associated with low status if your cortisol is high. | 科蒂索尔与低状态有关 如果你的科蒂索尔是高。 |
| 115 | So therefore, it seems to be that this endocrine profile of high testosterone | 因此,似乎高睾酮的内分泌特征 |
| 116 | and low cortisol is the best neuroendocrine profile for effective leadership. | 低皮质醇是有效领导的最佳神经内分泌特征。 |
| 117 | And indeed, in the last year, researchers have shown | 事实上,在去年,研究人员已经展示了 |
| 118 | that the best leaders have relatively high testosterone and relatively low cortisol. | 最好的领导者具有较高的睾酮和较低的皮质醇。 |
| 119 | Because what is that? | 因为那是什么? |
| 120 | That's a confident person who can go into a stressful situation that's competitive | 这是一个自信的人 谁可以进入压力 情况有竞争力 |
| 121 | and still feel confident and not react to the stress. | 并且仍然感到自信,对压力没有反应. |
| 122 | So you want a calm, confident leader. | 所以你想要一个冷静,自信的领袖。 |
| 123 | So we felt that it's possible that if you can change a role like taking | 所以我们觉得如果你可以改变一个角色 像拍摄 |
| 124 | over the alpha position or maybe taking the corner office, it's also possible | 在阿尔法位置上,或者也许在角落的办公室, 也可能 |
| 125 | that you could just change people's feelings of power through these minimal changes. | 你可以只是改变人们的 权力感 通过这些微小的变化。 |
| 126 | So let me tell you what we did in this study. | 让我告诉你我们在这研究中做了什么。 |
| 127 | So first, people come into the lab. | 所以,首先,人们进入实验室。 |
| 128 | So let's take this female participant. | 所以,让我们把这个女性参与者。 |
| 129 | And we first take a saliva sample, and that's our time one hormone sample. | 我们首先拿一个唾液样本, 这就是我们的时间 一个激素样本。 |
| 130 | It's very easy. | 这很容易。 |
| 131 | They just spit into a little vial. | 他们只是吐进一个小瓶子。 |
| 132 | They then, for two minutes, take on two high-power poses. | 然后,他们用两分钟的时间 摆出两个高功率的姿势。 |
| 133 | So one minute each, they're just asked to sit in these certain positions. | 所以,每个一分钟, 他们只是被要求坐在这些特定的位置。 |
| 134 | They don't look at pictures because we don't want to prime them with a concept of power. | 他们不看照片,因为我们不想用权力的概念来做基础。 |
| 135 | We describe to them how to sit. | 我们向他们描述如何坐下。 |
| 136 | This is just one example of a high-power pose, two minutes. | 这只是一个大功率姿势的例子 两分钟 |
| 137 | After that, they fill out some questionnaires. | 之后,他们填写了一些问卷. |
| 138 | We ask them how powerful they feel, and we also give them an opportunity to gamble. | 我们问他们有多么强大,我们也给他们机会赌博。 |
| 139 | Because when people feel powerful, they're much more risk tolerant. | 因为当人们感到力量强大时,他们的风险就更大了. |
| 140 | And this is a gamble where they are endowed with $2, and they can roll a die | 这是一场赌博 他们有2美元 他们可以滚死 |
| 141 | and have a 50-50 chance of increasing that to $4. | 并且有50到50个机会 把它增加到4美元。 |
| 142 | So that's our risk tolerance measure. | 这就是我们的风险容忍措施。 |
| 143 | And then we take, after about 17 minutes, which is the right amount of time | 然后我们花了大约17分钟, 这是正确的时间 |
| 144 | between these time one and time two samples, we take another hormone sample | 在第一次和第二次之间 我们再做一次激素样本 |
| 145 | because we want to know what their baseline levels are. | 因为我们想知道他们的基线水平是什么。 |
| 146 | Half of their participants are randomly assigned to that. | 他们一半的参与者被随机指定从事这项工作。 |
| 147 | Half of them are randomly assigned to this condition. | 其中一半被随机分配到这个条件. |
| 148 | And in this condition, they take on two low-power poses instead. | 在这种条件下,它们只能承担两个低功率的姿势。 |
| 149 | Same thing. | 同样的事情。 |
| 150 | This is what we find on risk tolerance. | 这就是我们在风险容忍方面发现的。 |
| 151 | We find that the high-power posers are significantly more likely to take the gamble. | 我们发现,大功率的姿势者更可能赌博。 |
| 152 | But what's more interesting to us is this. | 但我们更感兴趣的是这个。 |
| 153 | So this is their change in testosterone and cortisol. | 这就是他们睾酮和皮质醇的变化。 |
| 154 | Two minutes in a high-power pose makes your testosterone rise significantly | 两分钟的高功率姿势让你的睾丸酮显著升高 |
| 155 | and your cortisol drops significantly. | 你的皮质溶液明显下降 |
| 156 | Two minutes in a low-power pose does the opposite. | 低功率的两分钟姿势正好相反。 |
| 157 | Two minutes. | 两分钟 |
| 158 | And I just want to say, this is in a room alone. | 我只想说,这是在一个房间里单独。 |
| 159 | So they're not getting feedback. | 所以他们没有得到反馈。 |
| 160 | It's not like they're standing like this and people are like, | 他们不是像这样站着的 人们会说 |
| 161 | wow, she's really powerful. | 哇,她真的很强大。 |
| 162 | You know, that's not what's happening. | 事情不是这样的 |
| 163 | You know, they're not getting that feedback and going, oh, I must be powerful. | 你知道,他们没有得到 反馈和去, 哦,我一定是强大的。 |
| 164 | Like, this is really reinforcing. | 像,这是真的强化。 |
| 165 | They're sitting alone in a room. | 他们独自坐在一个房间里。 |
| 166 | Okay, so you might ask, all right, okay, so you get these effects. | 好吧,所以你可能会问, 好吧,好吧,所以你得到这些效果。 |
| 167 | So what does that mean, you know, for sitting in the classroom? | 这是什么意思,你知道,坐在教室里? |
| 168 | Going into a job interview, a venture capital pitch, | 工作面试 风险投资 |
| 169 | going in to make a pitch to potential funders. | 准备投球给潜在的资助者 |
| 170 | What do you do? | 你们是做什么的? |
| 171 | Do you go in and do you, you know, do you sit like this? | 你进去,你,你知道, 你坐这样吗? |
| 172 | Because, you know, I would say probably not. | 因为,你知道,我会说,也许不是。 |
| 173 | I also studied gender stereotypes and cultural norms. | 我还研究了性别陈规定型观念和文化规范。 |
| 174 | And I think it would be hazardous for me to advise anyone, especially women, | 我认为我建议任何人 特别是女人 都会很危险 |
| 175 | to go in and do this. | 进去做这个 |
| 176 | And you may like it or not, but there are gender stereotypes | 不管你喜不喜欢,但有性别定型观念 |
| 177 | that do limit what we can do in the interactions | 限制我们互动的能力 |
| 178 | and how, what inferences people draw. | 和如何,如何推断 人们画。 |
| 179 | So I would say no. | 所以我会说不。 |
| 180 | So what we wanted to show next was that just doing this | 所以接下来我们要展示的是 做这个 |
| 181 | before you go into a room does change your performance in a significant way. | 在你进入房间之前,你的表演确实有重大改变。 |
| 182 | Not only does it change your hormones, but it actually makes you perform better. | 它不仅会改变你的荷尔蒙, 而且实际上会让你表现更好。 |
| 183 | So in the second study, we again have the high and low power poses, two minutes each. | 因此,在第二次研究中,我们又有高低的功率姿势,每人两分钟。 |
| 184 | And this is what happens this time. | 这次就是这样 |
| 185 | You go in, you do these power poses. | 你进去,你做这些力量姿势。 |
| 186 | And then we subject you to what's called the Trier Social Stress Test. | 然后我们让你接受所谓的 "特里尔社会压力测试" |
| 187 | And this is something that's used in the lab to really increase people's cortisol. | 这是实验室用来增加人皮质醇的 |
| 188 | And I'll tell you what's stressful about it. | 我会告诉你什么是压力。 |
| 189 | You are told you have five minutes to write a speech. | 听说你有五分钟时间写演讲稿 |
| 190 | That's stressful. | 压力很大 |
| 191 | And the speech is about your dream job. | 演讲是关于你的梦想工作 |
| 192 | And you are supposed to convince two evaluators why you are suited for this dream job, | 你应该说服两位评估员 为什么你适合做这个梦想的工作 |
| 193 | but you cannot lie or misrepresent yourself. | 但你不能撒谎或歪曲自己。 |
| 194 | These two evaluators are going to be evaluating you with clipboards in real time | 这两位评价员会实时用剪贴板评价你 |
| 195 | as you give the speech and you're going to be filmed. | 当你发表演讲时 你将被拍下来 |
| 196 | And then other people will evaluate you later. | 然后其他人 稍后会评价你。 |
| 197 | OK, so that's stressful because we know that people are terrified of public speaking. | 压力很大,因为我们知道 人们害怕公开演讲。 |
| 198 | I'm actually terrified right now, but I'm not anymore, but I used to be. | 我其实现在很害怕, 但我不再了,但我曾经是。 |
| 199 | But so what happens, though, that's not the most stressful thing. | 但是,发生什么,虽然, 这不是最紧张的事情。 |
| 200 | What's most stressful about it is that these two evaluators are trained to sit here like this. | 最让人紧张的是 这两位评估师 被训练成这样坐在这里 |
| 201 | No nonverbal feedback, totally neutral expression, no nodding, no movement, | 没有非语言反馈,完全中性表达,没有点头,没有动作, |
| 202 | no shows of approval or even disapproval. | 没有表示赞成或甚至不赞同。 |
| 203 | Only they're locked on to you. | 只是他们锁在你身上 |
| 204 | They're watching you. | 他们在监视你 |
| 205 | They're not spacing out and they're giving you no nonverbals. | 他们没有间隔 也没有给你非语言。 |
| 206 | This is very stressful. | 压力很大 |
| 207 | OK, so we do again, two low power poses or high power poses before this job interview | 好,我们再来一次,在面试前 两个低功率或高功率 |
| 208 | where people are basically saying you stink, you know, with their nonverbals. | 在那里人们基本上 说你臭, 你知道,用他们的非语言。 |
| 209 | And again, they're not in these poses while they're in the job interview. | 再说一次,他们在工作面试时 也不在这副姿势里 |
| 210 | They do them before. | 他们以前做过 |
| 211 | What we find is this. | 我们发现的是这个。 |
| 212 | We then take these videos, have two coders who are hypothesis and condition blind, | 然后我们拍下这些视频, 有两个编码员 假设和状态盲, |
| 213 | code them on a variety of nonverbals, all kinds of performance measures. | 在各种非语言,各种性能测量上编码它们. |
| 214 | And we just find these whopping effects. | 我们只是找到这些摇摆效应。 |
| 215 | When you do this two minutes before and you go in, these hypothesis blind coders are like, | 当你两分钟前做这个,然后你进去, 这些假想的盲人代码就像, |
| 216 | hire her. | 雇佣她。 |
| 217 | And when you do this, they say, no way, don't hire this person. | 当你这样做, 他们说,没有办法, 不要雇用这个人。 |
| 218 | And this is driven, by the way, by changes in the extent to which these people are engaging | 顺便说一句,这由这些人参与程度的变化所驱动 |
| 219 | and enthusiastic and charismatic. | 热情和魅力。 |
| 220 | So that's mediating this relationship. | 所以这是调解这种关系。 |
| 221 | So if you pose like that and then you go in, you're much more excited about what you're doing. | 所以,如果你这样姿势,然后你进去, 你会更兴奋你在做什么。 |
| 222 | And that's what's coming across. | 亦复如是下正显. |
| 223 | The content doesn't matter. | 内容无关紧要. |
| 224 | What you're saying doesn't matter. | 汝所说无碍. |
| 225 | And this actually, listen, I'm not saying that it never does. | 这其实, 听着, 我不是说它从来没有。 |
| 226 | But this lines up, I'm actually saying nothing, right? | 但是,这行了,我实际上什么也没有说,对不对? |
| 227 | It's just nonsense. | 胡说八道 |
| 228 | But you're all laughing. | 但是你们都在笑 |
| 229 | It's amazing. | 不可思议. |
| 230 | But this lines up with some data that's not yet published, a dissertation by a student | 但是,这与一些数据 还没有公布,一个学生的论文 |
| 231 | at Boston College who looked at 180 venture capital pitches. | 在波士顿学院 他看了180个风险投资投注。 |
| 232 | They were one or two minutes long. | 他们只有一两分钟 |
| 233 | She's a nonverbals expert. | 她是一个非语言专家。 |
| 234 | She coded them on a lot of different variables. | 她用很多不同的变量来编码它们. |
| 235 | And she found that the two best predictors, she also looked at content of the pitches. | 她发现两个最好的预测者, 她也研究了投球的内容。 |
| 236 | Of who got the VC money, and not many people get VC money, were enthusiasm, | 在谁得到VC钱, 和没有多少人得到VC钱, 是热情, |
| 237 | genuine enthusiasm, and lack of awkwardness. | 和缺乏尴尬。 |
| 238 | So if you believe in your idea and you can communicate that, that's what matters. | 所以,如果你相信你的想法, 你可以沟通, 这才是最重要的。 |
| 239 | And that seems to be what was coming across in this case. | 这似乎是本案中遇到的。 |
| 240 | So here are the takeaways. | 所以这是外卖。 |
| 241 | First, in practice, prepare in advance only if it's for a few minutes. | 一,实际操作中,只有几分钟时间,才能提前准备. |
| 242 | Okay, so what do people do before they go into a job interview? | 好吧,那么人们在参加工作面试前做什么? |
| 243 | They're sitting down, I wish I had a chair, like this, and they're looking at their iPhone. | 他们正坐着,我希望我有一个椅子,像这样, 他们看着他们的iPhone。 |
| 244 | They're making themselves as small as possible. | 他们越小越好 |
| 245 | It's the last thing you want to do. | It么则末后事也. |
| 246 | Instead, go to a bathroom stall and stretch out. | 相反,去浴室的摊位 伸展出来。 |
| 247 | Just walk around, be moving, have your feet spread, have your arms spread, be reaching | 四处走动,走动,脚伸展,手臂伸展,伸展 |
| 248 | out. | 出来。 |
| 249 | If you're in your own office, put your feet up on the desk. | 如果你在自己的办公室 把脚放在桌子上 |
| 250 | No one's watching you. | 没人在监视你 |
| 251 | Do whatever you want to do. | 随其所欲. |
| 252 | The cultural and gender norms don't matter. | 文化和性别规范并不重要. |
| 253 | If you have some space that's private, do that before you go into the interview, before | 如果你有私人空间的话 在面试之前,在采访之前 |
| 254 | you give the speech, before you give the pitch. | 在你投球之前先发表演讲 |
| 255 | Two minutes. | 两分钟 |
| 256 | Second, during the interaction, you want to expand without dominating or without complimenting. | 其次,在互动过程中,您想要扩展而不支配或不称赞. |
| 257 | So people tend to do one of two things. | 所以人们往往做两件事之一。 |
| 258 | They either go in and they think they've got to own the whole room, but really what they're | 他们要么进去 他们认为他们必须拥有整个房间 但实际上他们是什么 |
| 259 | doing is like stealing the room, and people are like, I don't like this guy, you know? | 这样做就像偷房间, 人们喜欢, 我不喜欢这家伙,你知道吗? |
| 260 | So you want to go into that situation. | 所以,你想进入这种情况。 |
| 261 | Say you go into a job interview and you already have lower power. | 说你去面试 你已经有较低的权力了 |
| 262 | You don't want to go in and try to be the most dominant person in the room. | 你不想进去 尝试成为房间里最能支配的人 |
| 263 | But the other thing that people do is they compliment. | 但人们做的另外一件事是称赞。 |
| 264 | When they go in to somebody who has higher status, they tend to exaggerate the difference | 当他们进入一个地位更高的人, 他们倾向于夸大区别 |
| 265 | by making themselves even smaller. | 让自己变小 |
| 266 | So I want to say don't do either of those things. | 所以我想说,不要做这些事情。 |
| 267 | Instead, go in and be as big as you can be comfortably. | 反之,进到里面去,变得像大 你可以舒适。 |
| 268 | Square off your shoulders, stand with your feet apart. | 平起肩来,两脚分开立. |
| 269 | If you have to sit, try to rest your arms on the arms of the chair. | 如果你必须坐下, 试着把手臂放在椅子上。 |
| 270 | That will prevent you from doing this. | 这会阻止你这样做。 |
| 271 | If you have a prop, I know, sorry, I keep touching this, if you have a prop like a white | 如果你有道具,我知道,对不起,我一直摸这个 如果你有道具像白人 |
| 272 | board or something, put your hand on it or the back of a chair, anything that forces | 板子什么的,把手放在椅子上 或椅子后面,任何强迫的东西 |
| 273 | you to stretch out, that's what you want to do when you're in the room without really | 你要伸展, 这就是你想做的 当你在房间里 没有真正的 |
| 274 | coming across as super dominant. | 以超强优势而过 |
| 275 | But here, there's a big picture takeaway that I think is particularly relevant, especially | 但这里,有一个大的图片 外卖我认为特别相关,特别是 |
| 276 | to a lot of what the fellows have been talking about in the last couple of days. | 过去几天里 同学们谈论了很多事情 |
| 277 | What other minimal manipulations can empower people? | 还有什么其他最低限度的操纵能增强人们的能力? |
| 278 | I mean, this is two minutes in a pose, and it leads to these outcomes for both, by the | 我的意思是,这是两分钟的姿势, 它导致这些结果 两个,由 |
| 279 | way, this is not moderated by gender. | 以这种方式,这不会因为性别而减缓。 |
| 280 | This is for women and men and for people of different races. | 这是针对男女以及不同种族的人的。 |
| 281 | So what other minimal manipulations can we come up with that are going to lead people | 我们能想出什么小的操纵手段 来引导人们 |
| 282 | to feel more powerful, to feel more confident, to feel more engaging and warm and excited | 感觉更强大, 感觉更自信, 感觉更多接触和温暖和兴奋 |
| 283 | about what they're doing? | 他们在做什么? |
| 284 | I think I'm going to stop there. | 我想我会停止在那里。 |
该视频共有字幕 284 条。解锁更多字幕为会员功能，请移动到 价格