bodylanguage.docx
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- 上传时间:2023-06-20
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bodylanguage.docx
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bodylanguage
SoIwanttostartbyofferingyouafreeno-techlifehack,andallitrequiresofyouisthis:
thatyouchangeyourposturefortwominutes.ButbeforeIgiveitaway,Iwanttoaskyoutorightnowdoalittleauditofyourbodyandwhatyou'redoingwithyourbody.Sohowmanyofyouaresortofmakingyourselvessmaller?
Maybeyou'rehunching,crossingyourlegs,maybewrappingyourankles.Sometimesweholdontoourarmslikethis.Sometimeswespreadout.(Laughter)Iseeyou.(Laughter)SoIwantyoutopayattentiontowhatyou'redoingrightnow.We'regoingtocomebacktothatinafewminutes,andI'mhopingthatifyoulearntotweakthisalittlebit,itcouldsignificantlychangethewayyourlifeunfolds.(呈现)
So,we'rereallyfascinatedwithbodylanguage,andwe'reparticularlyinterestedinotherpeople'sbodylanguage.Youknow,we'reinterestedin,like,youknow—(Laughter)—anawkwardinteraction,orasmile,oracontemptuous(轻蔑的)glance,ormaybeaveryawkwardwink(使眼色),ormaybeevensomethinglikeahandshake.
Narrator:
HeretheyarearrivingatNumber10,andlookatthisluckypolicemangetstoshakehandswiththePresidentoftheUnitedStates.Oh,andherecomesthePrimeMinisterofthe—?
No.(Laughter)(Applause)(Laughter)(Applause)
AmyCuddy:
Soahandshake,orthelackofahandshake,canhaveustalkingforweeksandweeksandweeks.EventheBBCandTheNewYorkTimes.Soobviouslywhenwethinkaboutnonverbalbehavior,orbodylanguage--butwecallitnonverbalsassocialscientists--it'slanguage,sowethinkaboutcommunication.Whenwethinkaboutcommunication,wethinkaboutinteractions(相互作用).Sowhatisyourbodylanguagecommunicatingtome?
What'sminecommunicatingtoyou?
Andthere'salotofreasontobelievethatthisisavalid(有效的,正当的)waytolookatthis.Sosocialscientistshavespentalotoftimelookingattheeffectsofourbodylanguage,orotherpeople'sbodylanguage,onjudgments.Andwemakesweeping(彻底的,扫荡的)judgmentsandinferencesfrombodylanguage.Andthosejudgmentscanpredictreallymeaningfullifeoutcomeslikewhowehireorpromote,whoweaskoutonadate.Forexample,NaliniAmbady,aresearcheratTuftsUniversity,showsthatwhenpeoplewatch30-secondsoundlessclipsofrealphysician-patientinteractions,theirjudgmentsofthephysician'snicenesspredictwhetherornotthatphysicianwillbesued(要求,请求).Soitdoesn'thavetodosomuchwithwhetherornotthatphysicianwasincompetent,butdowelikethatpersonandhowtheyinteracted?
Evenmoredramatic,AlexTodorovatPrincetonhasshownusthatjudgmentsofpoliticalcandidates'facesinjustonesecondpredict70percentofU.S.Senateandgubernatorialraceoutcomes,andeven,let'sgodigital,emoticonsusedwellinonlinenegotiationscanleadtoyouclaimmorevaluefromthatnegotiation.Ifyouusethempoorly,badidea.Right?
Sowhenwethinkofnonverbals,wethinkofhowwejudgeothers,howtheyjudgeusandwhattheoutcomesare.Wetendtoforget,though,theotheraudiencethat'sinfluencedbyournonverbals,andthat'sourselves.
Wearealsoinfluencedbyournonverbals,ourthoughtsandourfeelingsandourphysiology.SowhatnonverbalsamItalkingabout?
I'masocialpsychologist.Istudyprejudice,andIteachatacompetitivebusinessschool,soitwasinevitablethatIwouldbecomeinterestedinpowerdynamics.Ibecameespeciallyinterestedinnonverbalexpressionsofpoweranddominance(支配).
Andwhatarenonverbalexpressionsofpoweranddominance?
Well,thisiswhattheyare.Sointheanimalkingdom,theyareaboutexpanding.Soyoumakeyourselfbig,youstretchout,youtakeupspace,you'rebasicallyopeningup.It'saboutopeningup.Andthisistrueacrosstheanimalkingdom.It'snotjustlimitedtoprimates.Andhumansdothesamething.(Laughter)Sotheydothisbothwhentheyhavepowersortofchronically,andalsowhenthey'refeelingpowerfulinthemoment.Andthisoneisespeciallyinterestingbecauseitreallyshowsushowuniversalandoldtheseexpressionsofpowerare.Thisexpression,whichisknownaspride,JessicaTracyhasstudied.Sheshowsthatpeoplewhoarebornwithsightandpeoplewhoarecongenitally(先天的)blinddothiswhentheywinataphysicalcompetition.Sowhentheycrossthefinishlineandthey'vewon,itdoesn'tmatterifthey'veneverseenanyonedoit.Theydothis.SothearmsupintheV,thechinisslightlylifted.Whatdowedowhenwefeelpowerless?
Wedoexactlytheopposite.Wecloseup.Wewrapourselvesup.Wemakeourselvessmall.Wedon'twanttobumpinto(碰到)thepersonnexttous.Soagain,bothanimalsandhumansdothesamething.Andthisiswhathappenswhenyouputtogetherhighandlowpower.Sowhatwetendtodowhenitcomestopoweristhatwecomplementtheother'snonverbals.Soifsomeoneisbeingreallypowerfulwithus,wetendtomakeourselvessmaller.Wedon'tmirrorthem.Wedotheoppositeofthem.
SoI'mwatchingthisbehaviorintheclassroom,andwhatdoInotice?
InoticethatMBAstudentsreallyexhibitthefullrangeofpowernonverbals.Soyouhavepeoplewhoarelikecaricatures(讽刺)ofalphas,reallycomingintotheroom,theygetrightintothemiddleoftheroombeforeclassevenstarts,liketheyreallywanttooccupyspace.Whentheysitdown,they'resortofspreadout.Theyraisetheirhandslikethis.Youhaveotherpeoplewhoarevirtuallycollapsingwhentheycomein.Assoontheycomein,youseeit.Youseeitontheirfacesandtheirbodies,andtheysitintheirchairandtheymakethemselvestiny,andtheygolikethiswhentheyraisetheirhand.Inoticeacoupleofthingsaboutthis.One,you'renotgoingtobesurprised.Itseemstoberelatedtogender.Sowomenaremuchmorelikelytodothiskindofthingthanmen.Womenfeelchronicallylesspowerfulthanmen,sothisisnotsurprising.ButtheotherthingInoticedisthatitalsoseemedtoberelatedtotheextenttowhichthestudentswereparticipating,andhowwelltheywereparticipating.AndthisisreallyimportantintheMBAclassroom,becauseparticipationcountsforhalfthegrade.
Sobusinessschoolshavebeenstrugglingwiththisgendergradegap.Yougettheseequallyqualifiedwomenandmencominginandthenyougetthesedifferencesingrades,anditseemstobepartlyattributable(可归属的)toparticipation.SoIstartedtowonder,youknow,okay,soyouhavethesepeoplecominginlikethis,andthey'reparticipating.Isitpossiblethatwecouldgetpeopletofakeitandwoulditleadthemtoparticipatemore?
SomymaincollaboratorDanaCarney,who'satBerkeley,andIreallywantedtoknow,canyoufakeittillyoumakeit?
Like,canyoudothisjustforalittlewhileandactuallyexperienceabehavioraloutcomethatmakesyouseemmorepowerful?
Soweknowthatournonverbalsgovernhowotherpeoplethinkandfeelaboutus.There'salotofevidence.Butourquestionreallywas,doournonverbalsgovernhowwethinkandfeelaboutourselves?
There'ssomeevidencethattheydo.So,forexample,wesmilewhenwefeelhappy,butalso,whenwe'reforcedtosmilebyholdingapeninourteethlikethis,itmakesusfeelhappy.Soitgoesbothways.Whenitcomestopower,italsogoesbothways.Sowhenyoufeelpowerful,you'remorelikelytodothis,butit'salsopossiblethatwhenyoupretendtobepowerful,youaremorelikelytoactuallyfeelpowerful.
Sothesecondquestionreallywas,youknow,soweknowthatourmindschangeourbodies,butisitalsotruethatourbodieschangeourminds?
AndwhenIsayminds,inthecaseofthepowerful,whatamItalkingabout?
SoI'mtalkingaboutthoughtsandfeelingsandthesortofphysiologicalthingsthatmakeupourthoughtsandfeelings,andinmycase,that'shormones.Ilookathormones.Sowhatdothemindsofthepowerfulversus(对抗)thepowerlesslooklike?
Sopowerfulpeopletendtobe,notsurprisingly,moreassertiveandmoreconfident,moreoptimistic.Theyactuallyfeelthatthey'regoingtowinevenatgamesofchance.Theyalsotendtobeabletothinkmoreabstractly.Sotherearealotofdifferences.Theytakemorerisks.Therearealotofdifferencesbetweenpowerfulandpowerlesspeople.Physiologically,therealsoaredifferencesontwokeyhormones:
testosterone,whichisthedominancehormone,andcortisol,whichisthestresshormone.Sowhatwefindisthathigh-poweralphamalesinprimatehierarchieshavehightestosteroneandlowcortisol,andpowerfulandeffectiveleadersalsohavehightestosteroneandlowcortisol.Sowhatdoesthatmean?
Whenyouthinkaboutpower,peopletendedtothinkonlyabouttestosterone,becausethatwasaboutdominance.Butreally,powerisalsoabouthowyoureacttostress.Sodoyouwantthehigh-powerleaderthat'sdominant,highontestosterone,butreallystressreactive?
Probablynot,right?
Youwantthepersonwho'spowerfulandassertiveanddominant,butnotverystressreactive,thepersonwho'slaidback.
Soweknowthatinprimatehierarchies,ifanalphaneedstotakeover,ifanindividualneedstotakeoveranalpharolesortofsuddenly,withinafewdays,thatindividual'stestosteronehasgoneupsignificantlyandhiscortisolhasdroppedsignificantly.Sowehavethisevidence,boththatthebodycanshapethemind,atleastatthefaciallevel,andalsothatrolechangescanshapethemind.Sowhathappens,okay,youtakearolechange,whathappensifyoudothatatareallyminimallevel,likethistinymanipulation,thistinyintervention?
"Fortwominutes,"yousay,"Iwantyoutostandlikethis,andit'sgoingtomakeyoufeelmorepowerful."
Sothisiswhatwedid.Wedecidedtobringpeopleintothelabandrunalittleexperiment,andthesepeopleadopted,fortwominutes,eitherhigh-powerp
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