03yourbodylanguagemayshapewhoyouare.docx
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03yourbodylanguagemayshapewhoyouare.docx
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03yourbodylanguagemayshapewhoyouare
Yourbodylanguagemayshapewhoyouare
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SoIwanttostartbyofferingyouafreeno-techlifehack,andallitrequiresofyouisthis:
thatyouchangeyourposturefortwominutes.ButbeforeIgiveitaway,Iwanttoaskyoutorightnowdoalittleauditofyourbodyandwhatyou'redoingwithyourbody.SohowmanyofyouaresortofmakingyourselvessmallerMaybeyou'rehunching,crossingyourlegs,maybewrappingyourankles.Sometimesweholdontoourarmslikethis.Sometimeswespreadout.(Laughter)Iseeyou.SoIwantyoutopayattentiontowhatyou'redoingrightnow.We'regoingtocomebacktothatinafewminutes,andI'mhopingthatifyoulearntotweakthisalittlebit,itcouldsignificantlychangethewayyourlifeunfolds.
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So,we'rereallyfascinatedwithbodylanguage,andwe'reparticularlyinterestedinotherpeople'sbodylanguage.Youknow,we'reinterestedin,like,youknow—(Laughter)—anawkwardinteraction,orasmile,oracontemptuousglance,ormaybeaveryawkwardwink,ormaybeevensomethinglikeahandshake.
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Narrator:
HeretheyarearrivingatNumber10.ThisluckypolicemangetstoshakehandswiththePresidentoftheUnitedStates.HerecomesthePrimeMinister--No.(Laughter)(Applause)
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(Laughter)(Applause)
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AmyCuddy:
Soahandshake,orthelackofahandshake,canhaveustalkingforweeksandweeksandweeks.EventheBBCandTheNewYorkTimes.Soobviouslywhenwethinkaboutnonverbalbehavior,orbodylanguage--butwecallitnonverbalsassocialscientists--it'slanguage,sowethinkaboutcommunication.Whenwethinkaboutcommunication,wethinkaboutinteractions.SowhatisyourbodylanguagecommunicatingtomeWhat'sminecommunicatingtoyou
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Andthere'salotofreasontobelievethatthisisavalidwaytolookatthis.Sosocialscientistshavespentalotoftimelookingattheeffectsofourbodylanguage,orotherpeople'sbodylanguage,onjudgments.Andwemakesweepingjudgmentsandinferencesfrombodylanguage.Andthosejudgmentscanpredictreallymeaningfullifeoutcomeslikewhowehireorpromote,whoweaskoutonadate.Forexample,NaliniAmbady,aresearcheratTuftsUniversity,showsthatwhenpeoplewatch30-secondsoundlessclipsofrealphysician-patientinteractions,theirjudgmentsofthephysician'snicenesspredictwhetherornotthatphysicianwillbesued.Soitdoesn'thavetodosomuchwithwhetherornotthatphysicianwasincompetent,butdowelikethatpersonandhowtheyinteractedEvenmoredramatic,AlexTodorovatPrincetonhasshownusthatjudgmentsofpoliticalcandidates'facesinjustonesecondpredict70percentof.Senateandgubernatorialraceoutcomes,andeven,let'sgodigital,emoticonsusedwellinonlinenegotiationscanleadyoutoclaimmorevaluefromthatnegotiation.Ifyouusethempoorly,badidea.Right
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Sowhenwethinkofnonverbals,wethinkofhowwejudgeothers,howtheyjudgeusandwhattheoutcomesare.Wetendtoforget,though,theotheraudiencethat'sinfluencedbyournonverbals,andthat'sourselves.Wearealsoinfluencedbyournonverbals,ourthoughtsandourfeelingsandourphysiology.
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SowhatnonverbalsamItalkingaboutI'masocialpsychologist.Istudyprejudice,andIteachatacompetitivebusinessschool,soitwasinevitablethatIwouldbecomeinterestedinpowerdynamics.Ibecameespeciallyinterestedinnonverbalexpressionsofpoweranddominance.
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AndwhatarenonverbalexpressionsofpoweranddominanceWell,thisiswhattheyare.Sointheanimalkingdom,theyareaboutexpanding.Soyoumakeyourselfbig,youstretchout,youtakeupspace,you'rebasicallyopeningup.It'saboutopeningup.Andthisistrueacrosstheanimalkingdom.It'snotjustlimitedtoprimates.Andhumansdothesamething.(Laughter)Sotheydothisbothwhentheyhavepowersortofchronically,andalsowhenthey'refeelingpowerfulinthemoment.Andthisoneisespeciallyinterestingbecauseitreallyshowsushowuniversalandoldtheseexpressionsofpowerare.Thisexpression,whichisknownaspride,JessicaTracyhasstudied.Sheshowsthatpeoplewhoarebornwithsightandpeoplewhoarecongenitallyblinddothiswhentheywinataphysicalcompetition.Sowhentheycrossthefinishlineandthey'vewon,itdoesn'tmatterifthey'veneverseenanyonedoit.Theydothis.SothearmsupintheV,thechinisslightlylifted.
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WhatdowedowhenwefeelpowerlessWedoexactlytheopposite.Wecloseup.Wewrapourselvesup.Wemakeourselvessmall.Wedon'twanttobumpintothepersonnexttous.Soagain,bothanimalsandhumansdothesamething.Andthisiswhathappenswhenyouputtogetherhighandlowpower.Sowhatwetendtodowhenitcomestopoweristhatwecomplementtheother'snonverbals.Soifsomeoneisbeingreallypowerfulwithus,wetendtomakeourselvessmaller.Wedon'tmirrorthem.Wedotheoppositeofthem.
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SoI'mwatchingthisbehaviorintheclassroom,andwhatdoInoticeInoticethatMBAstudentsreallyexhibitthefullrangeofpowernonverbals.Soyouhavepeoplewhoarelikecaricaturesofalphas,reallycomingintotheroom,theygetrightintothemiddleoftheroombeforeclassevenstarts,liketheyreallywanttooccupyspace.Whentheysitdown,they'resortofspreadout.Theyraisetheirhandslikethis.Youhaveotherpeoplewhoarevirtuallycollapsingwhentheycomein.Assoontheycomein,youseeit.Youseeitontheirfacesandtheirbodies,andtheysitintheirchairandtheymakethemselvestiny,andtheygolikethiswhentheyraisetheirhand.
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Inoticeacoupleofthingsaboutthis.One,you'renotgoingtobesurprised.Itseemstoberelatedtogender.Sowomenaremuchmorelikelytodothiskindofthingthanmen.Womenfeelchronicallylesspowerfulthanmen,sothisisnotsurprising.
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ButtheotherthingInoticedisthatitalsoseemedtoberelatedtotheextenttowhichthestudentswereparticipating,andhowwelltheywereparticipating.AndthisisreallyimportantintheMBAclassroom,becauseparticipationcountsforhalfthegrade.
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Sobusinessschoolshavebeenstrugglingwiththisgendergradegap.Yougettheseequallyqualifiedwomenandmencominginandthenyougetthesedifferencesingrades,anditseemstobepartlyattributabletoparticipation.SoIstartedtowonder,youknow,okay,soyouhavethesepeoplecominginlikethis,andthey'reparticipating.Isitpossiblethatwecouldgetpeopletofakeitandwoulditleadthemtoparticipatemore
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SomymaincollaboratorDanaCarney,who'satBerkeley,andIreallywantedtoknow,canyoufakeittillyoumakeitLike,canyoudothisjustforalittlewhileandactuallyexperienceabehavioraloutcomethatmakesyouseemmorepowerfulSoweknowthatournonverbalsgovernhowotherpeoplethinkandfeelaboutus.There'salotofevidence.Butourquestionreallywas,doournonverbalsgovernhowwethinkandfeelaboutourselves
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There'ssomeevidencethattheydo.So,forexample,wesmilewhenwefeelhappy,butalso,whenwe'reforcedtosmilebyholdingapeninourteethlikethis,itmakesusfeelhappy.Soitgoesbothways.Whenitcomestopower,italsogoesbothways.Sowhenyoufeelpowerful,you'remorelikelytodothis,butit'salsopossiblethatwhenyoupretendtobepowerful,youaremorelikelytoactuallyfeelpowerful.
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Sothesecondquestionreallywas,youknow,soweknowthatourmindschangeourbodies,butisitalsotruethatourbodieschangeourmindsAndwhenIsayminds,inthecaseofthepowerful,whatamItalkingaboutSoI'mtalkingaboutthoughtsandfeelingsandthesortofphysiologicalthingsthatmakeupourthoughtsandfeelings,andinmycase,that'shormones.Ilookathormones.SowhatdothemindsofthepowerfulversusthepowerlesslooklikeSopowerfulpeopletendtobe,notsurprisingly,moreassertiveandmoreconfident,moreoptimistic.Theyactuallyfeelthey'regoingtowinevenatgamesofchance.Theyalsotendtobeabletothinkmoreabstractly.Sotherearealotofdifferences.Theytakemorerisks.Therearealotofdifferencesbetweenpowerfulandpowerlesspeople.Physiologically,therealsoaredifferencesontwokeyhormones:
testosterone,whichisthedominancehormone,andcortisol,whichisthestresshormone.
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Sowhatwefindisthathigh-poweralphamalesinprimatehierarchieshavehightestosteroneandlowcortisol,andpowerfulandeffectiveleadersalsohavehightestosteroneandlowcortisol.SowhatdoesthatmeanWhenyouthinkaboutpower,peopletendedtothinkonlyabouttestosterone,becausethatwasaboutdominance.Butreally,powerisalsoabouthowyoureacttostress.Sodoyouwantthehigh-powerleaderthat'sdominant,highontestosterone,butreallystressreactiveProbablynot,rightYouwantthepersonwho'spowerfulandassertiveanddominant,butnotverystressreactive,thepersonwho'slaidback.
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Soweknowthatinprimatehierarchies,ifanalphaneedstotakeover,ifanindividualneedstotakeoveranalpharolesortofsuddenly,withinafewdays,thatindividual'stestosteronehasgoneupsignificantlyandhiscortisolhasdroppedsignificantly.Sowehavethisevidence,boththatthebodycanshapethemind,atleastatthefaciallevel,andalsothatrolechangescanshapethemind.Sowhathappens,okay,youtakearolechange,whathappensifyoudothatatareallyminimallevel,likethistinymanipulation,thistinyintervention"Fortwominutes,"yousay,"Iwantyoutostandlikethis,andit'sgoingtomakeyoufeelmorepowerful."
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Sothisiswhatwedid.Wedecidedtobringpeopleintothelabandrunalittleexp
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