-brunch
Ted
中英文演讲稿
Amy Cuddy
肢体语言塑造你自己
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 before I give it away ,I want
to ask you to right now do a little
audit of your body and what you
are
doing with
your body.
首先我想要提
供给你们一个免费的非科技的人生窍门，你只需这样做，改
变你的姿势两分钟时间。但在
我要把它告诉你们之前，我想要请你们就你们的
身体和你们身体的行为做一下自我审查。
So
how
many
of
you
are
sort
of
making
yourselves
smaller?Maybe
you
are
hunching,crossing
your
legs,maybe
wrapping
your
mes
we
hold
onto
our
arms like mes we spread out.I see I want you to
pay attention
to what you are doing
right now.
那么你们之中有多少人正蜷缩着自己？或者你现在弓着背，还翘
着二郎腿？
或者双臂交叉，有时候我们像这样抱住自己。有时候展开双臂，我看见你了。
现在请大家专心在自己的身上。
We are going to come back to that in a
few minutes,and I am hopping that if
you
learn
to
tweak
this
a
little
bit,it
could
significantly
change
the
way
your
life
,we
are
really
fascinated
with
body
language,and
we
are
particularly
interested in
other people
’
s body
language.
我们等一下就会回溯刚刚的事，希望你们可以稍微改变一下，这会
让你的
生活变得很不一样。所以，我们很真的很执着于肢体语言，特别是对别人的肢
体语言感兴趣。
You
know,we
are
interested
in
,like,you
known
an
awkward
interaction,or
a
smile,or
a
contemptuous
glance,or
maybe
a
very
awkward
wink,or
maybe
even
something like a handshake.
Narrator:Here they are arriving at
Number 10,and look at this lucky policeman
gets to shake hands with the President
of the United ,and here comes the
Prime
Minister of the ---? No.
你看，我们对尬尴的互动，或一
个微笑，或轻蔑的一瞥，或奇怪的眨眼，
甚至是握手之类的事情感兴趣。
解说员：他们来到了唐宁街
10
号，看看这个，这位幸运的警官可以和美国
总统握手，噢，还有来自。。的总理？不
。
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 obviously when think
about
nonverbal
behavior,or
body
language
--but
we
call
it
nonverbals
as
social
scientists
--it
’
s language so we think
about communication .
所以一个握手，或没有握手，我们都可
以大聊特聊一番。即使
BBC
和纽约
时
报也不例外。我们说到肢体行为或肢体语言时，我们将之归纳为社会科学。
它就是一种语
言，所以我们会想到沟通。
When
we
think
about
communication,we
think
about
what
is
your body
language communicating to
me?What
’
s mine communicating
to you? And
there
’
s a lot of
reason to be believe that this is a valid way to
look at social
scientists
have
spent
a
lot
of
time
looking
at
the
effects
of
our
body
language,or
other people
’
s
body language,on judgments.
当我们想要沟通，我们就
想要互动，所以你现在的身体语言正在告诉我什
么？我的身体又是在向你传达什么？有很
多理由让我们相信这些是有效的。社
会科学家花了很多时间求证肢体语言的效果，或其他
人的身体语言在判断方面
的效应。
And
we
make
sweeping
judgments
and
inferences
from
body
those
judgments
can
predict
really
meaningful
life
outcomes
like
who
hire
or
promote,who we ask out on
a example,Nalini Ambady,a researcher at Tufts
University,shows
that
when
people
watch
30-second
soundless
clips
of
physician-
patient
interactions,their
judgments
of
the
physician's
niceness
predict whether or
not that
physician will be sued.
而我们环视身体语言中的讯息做决
定和推论，这些结论可以预测生活中很
有意义的结果，像是我们雇用谁或给谁升职，邀请
谁出去约会。举例而言，
Tufts
大学的研究员，
Nalini
Ambady
表示，人们观赏一
部医生和患者的互动的
30
秒的无声电影，他们对该医生的和善
观感可用来预测该复健师是否会被告上
法庭。
So
it
doesn't
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
and
gubernatorial race outcomes,and
even,let's go digital ,emoticons used well in
online
negotiations can lend to you
claim more value form that negotiation.
跟这个医生能否胜任工作没有太大关系，重点是我们喜不喜欢他，和他们
是如何与人互
动？进一步来说，普林斯顿的
Alex
Todorov
表示，我们对政治人
物脸部的喜好判断，大概可用来对美国参议院和
美国州长的竞选结果做
70%
的
预测，
甚至在网络上，在线聊天时使用的表情符号可以帮助你从交谈中得到更
多信息。
If
you
use
them
poorly
,bad
?
So
when
we
think
of
nonverbals,we
think
of
how
we
judge
others,how
they
judge
us
and
what
the
outcomes
tend
to
forget,thought,the
other
audience
that
influenced
by
our
nonverbals
and
that's ourselves.
所以你千万别弄巧成拙
，对吧？当我们提起肢体语言，我们就想到我们如
何论断别人，别人如何论断我们以及后
果会是什么。我们往往忘记这点，受到
肢体动作所影响的那群观众就是我们自己。
We are also
influenced by our nonverbals our thoughts and our
feelings and our
what nonverbals am I
talking about? I'm a social psychologist. I study
prejudice
,and
I
teach
at
a
competitive
business
school,so
it
was
inevitable
that
I
would become interested in power
dynamics.
我们也往往受自己的肢体动作，想法，感觉和心理所影响。所以究
竟我说
的是怎样的非语言？我是一位社会心理学家，我研究偏见，我在一所极具竞争
力的商业学院上课，因此无可避免地对权力动力学感到着迷。
I
became
especially
interested
in
nonverbal
expressions
of
power
and
what
are nonverbal expressions of power and
dominance?Well,this
is
what
they
in the
animal
kingdom,they
are
about
you
make
yourself
big,you stretch out,you take up space,you're
basically opening up.
特别是在非语言表达，对权力和支配的
领域，权力和支配的非语言表达究
竟是什么？嗯，让我细细道来。在动物王国里，它们和
扩张有关，所以你尽可
能的让自己变大，你向外延伸，占满空间，基本上就是展开。
It's
about
opening
up,And
this
is
true
across
the
animal
's
not
just
limited
humans
do
the
same
they
do
this
both
when
they
have
power
sort
of
chronically,and
also
when
they're
feeling
powerful
in
the
moment.
关于展开，我说真的，透视动物世界，这不仅局限于灵长类，人类也干同
样的事。不论是他们长期掌权或是在某个时间点感到权力高涨，他们都会这么
做。<
/p>
And this one is
especially interesting because it really shows us
how universal
and
old
these
expressions
of
power
expression
,which
is
known
as
pride,Jessica Tracy has shows that
people who are born with sight and
people who are congenitally blind do
this when they win at a physical competition.
特别有趣的原因是，它让我们明白权力的展现从来是如此地一致，不管古
今世界。这种展现，被认为是一种荣耀，
Jessica
Tracy
研究表示，视力良好无碍
和先天视障的人，在赢得比赛时都做了同样的事。
So when they cross the finish line and
they've won,it doesn't matter if they've
never
seen
anyone
do
do
the
arms
up
in
the
V,the
chin
is
slightly
do we do when we
feel powerless?We do exactly the close
wrap ourselves make ourselves don't
want to bump into the
person next to
us.
当他们跨过终点线赢得比赛之际，无论能否看得见，他们都做这样的动作。
双臂呈
V
字型朝上，下巴微微抬起。那我们
感到无助的时候呢？我们的行为正
相反，我们封闭起来，我们把自己蜷起来。让自己变得
小一点，最好别碰到别
人。
So again,both animals and humans do the
same this is what happens
when you put
together high and low what we tend to do when it
comes to
power is that we complement
the other's if someone is being really
powerful with us,we tend to make
ourselves don't mirror them.
这再一次证明，人类
和动物都做同样的事，这就是当你有力量和没力量时
的行为，所以当力量来临时，我们会
迎合别人的非语言，若有人之于我们相对
权重时，我们倾向于把自己变得较小，不会模仿
他们。
We do the
opposite of I'm watching this behavior in the
classroom,and
what
do
I notice?I notice
that MBA
students
really
exhibit the
full
range
of
power
you have people who are like
caricatures of alphas,really coming into
the
room
,they
get
right
into
the
middle
of
the
room
before
class
even
starts,like
they really want
to occupy space.
我们做和他们正相反的事情，当我在课堂上观察这
么现象时，你猜我发现
什么？我发现
MBA
的学生真的很会就充分利用肢体语言，你会看到有些人像是
统治者走进房间，课程开
始之前一屁股坐在正中间，好像他们真的很想占据整
个教室似的。
When
they
sit
down,they're
sort
of
spread
raise
their
hands
like
have
other people who are virtually collapsing when
they come soon
they
come
in
,you
see
it.
You
see
it
on
their
faces
and
their
bodies,and they
sit
in
their chair and they make themselves
tiny,and they go like this when they raise their
hand.
当他们坐下的时候，身体会展开，像这样举手，有
些人则不然，他们一走
进来你就会发现，从他们的脸和身体你会发现，他们坐在椅子上的
时候把自己
变得很萎靡，然后举手的时候是这种姿势。
I
notice
a
couple
of
things
about
,you're
not
going
to
be
seems
to
be
related
to
women
are
much
more
likely
to
do
this
kind
of
thing
than
feel
chronically
less
powerful
than
men,so
this
is
not
surprising
But the
other
thing
I
noticed
is that
it
also
seemed
to
be
related
to the
extent
to
which
the
students
were
participating,
and
how
well
they
were
participating.
< br>我观察到很多事情，其中一件，不令人惊讶，就是跟性别差异有关。女人
比男人更
容易出现这种状况，女人一般比较容易比男人感到无力，这并不太令
人意外。然而我发现
的另一件事是，这似乎也跟学生参与的程度高低有关。
And this is really important in the MBA
classroom,because participation counts
for half the business schools have
been struggling with this gender grade
get
these
equally
qualified
women
and
men
coming
in
and
then
you
get
these
differences in grades,and it seems to be partly
attributable to participation.
就
MBA
的课来说这真的非常重要，因为课堂参与程度要占成绩的一半。所
以商学院一直以来都为此伤脑筋。入学的时候男生女生是不分轩轾的，可是成
< br>绩出来却有这些性别差异，而看起来却有一部分原因和参与度有关。
So T started to wonder,you
know,okay,so you have these people coming in like
this,and
they’r
e
is
possible
that
we
could
get
people
to
fake
it
and
would it lead them to participate
more?So my main collaborator Dana Carney,who’s
at Berkeley,and I really wanted to
know,can you fake it till you make it ?
所以我开始思索，好吧，这群人一开始进来是这样，他们参与其中，那有
没有可能让大
家来假装让他们更加参与进来？我在
Berkeley
的主要合
作研究伙
伴，
Dana
Carney
，我很想知道，你能假装直到你成功吗？
Like,can you do this just
for a little while and actually experience a
behavioral
outcome
that
makes
you
seem
more
powerful?So
we
know
that
our
nonverbals
govern how other people
thi
nk and feel about ’s a lot of our
question really was,do our nonverbals
govern how we think and feel about ourselves?
譬如说，只做一下下然后就体验到一个让你感到更加充满力量的结果，所
以得知非语言如何掌控他人对我们的想法和感受，有很多证据可以证明。但我
们的问题是
，我们非语言的部分是否真的掌控我们对自己的想法和感受？
There’s
some
evid
ence
that
they
,for
example
,we
smile
when
we
feel
happy,but also,when we’re forced to
smile by holding a pen in our teeth like this,it
makes us feel it goes both it comes
to power,it also goes both
when you
feel powerful,y
ou’re more likely to do
this,but it’s also possible
that when
you pretend to be powerful, you are more likely to
actually feel powerful.
这里确实有些证据可以表明。举例
来说，当我们高兴的时候我们会笑，但
同样地，当我们含着一支笔练习笑容的时候，我们
也会感到开心。这说明这是
相互的。说到力量的时候，亦是如此。所以当我们感到充满力
量的时候，你更
加可能会这样做，但你也可能假装自己很有力量，然后真的感到力量强大
。
So the second
question really was,you know,so we know that our
minds change
our
bodies,but
is
it
also
true
that
our
bodies
change
our
minds?And
when
I
say
minds,in
the
case
of
the
powerful,what
am
I
talking
about?So
I’m
talking
about
thoughts and feelings and the sort of
physiological things that make up our thoughts
and feelings,and in my case,that’s
hormones.I look at hormones.
那第二个问题就是，你看，我们知道心理状态会影响我们的身体，那身体
是否能影响心
理呢？这里所说的心理充满力量究竟指的是什么？我指的是想法
和感受和可以组成我们想
法和感受的实际事物，我这里是指荷尔蒙，我指的是
这个。
So
what
do
the
minds
of
the
powerful
versus
the
powerless
look
like?So
powerful
people
tend
to
be
,not
surprisingly,more
assertive
and
more
confident,more actually feel that
they’re going to win even at games
of
also tend to be able to think more abstractly.
充满力量和没有力量的心智是什么样的呢？毫不令人意外，心理坚强的人
往往比较果断，自信，且乐观，就连在赌注里也觉得他们会赢。他们也倾向于
能够抽象
的思考。
So
they
are
a
lot
of
take
more
are
a
lot
of
differences
between
powerful
and
powerless
logically
,there
also
are
differences
on
two
key
hormones:testosterone,which
is
the
dominance
hormone,and cortisol,which is the
stress hormone.
所以这其中有很大区别，他们更敢于冒险，充满力量
与否的心智二者存有
许多不同。生理上两个关键的荷尔蒙，睾丸酮，是一种支配荷尔蒙，
可得松，
是一种压力荷尔蒙。
So what we find is that high-power
alpha males in primate hierarchies have high
testosterone
and
low
cortisol,
and
powerful
and
effective
leaders
also
have
high
testosterone
and
low
what
does
that
mean?When
you
think
about
power,people
tended
to
think
only
about
testosterone,because
that
was
about
dominance.
我们发现灵长类的雄性首领，有高浓度
的睾丸酮和低浓度的可得松，相同
情形也在强而有力的领导人身上可见。这表示什么
?
当你想到力量人们往往只想
到睾丸酮，因
为它代表支配统治。
But
really,power is also about how you react to do
you want the high-
power
leader
that’s
dominant,high
on
testosterone,but
really
stress
reactive?Probably
not,right?You want the person who’s
powerful and assertive and
dominant,but
not very stress reactive ,the person who’s laid
back.
但力量其实是在于你如何应对压力，所以你会想要
一个有着很高浓度的睾
丸酮但同时又高度紧张的领导吗？大概不会是吧？你会希望那个人
是充满力量，
肯定果断且知道如何支配，但不是非常紧张，或是懒洋洋的。
So
we
know
that
in
primate
hierarchies,if
an
alpha
needs
to
take
over,if
an
individual needs to take
over an alpha role sort of suddenly,within a few
days,that
individual’s
testosterone
has
gone
up
significantly
and
his
cortisol
has
dropped
we have this
evidence ,both that body can shape the mind,at
least at
the facial level,and also that
role changes can shape the mind.
灵长类动物的
金字塔里，如果一个首领想要掌控这个种群，或取代原来的
首领，几天之内，那一方体内
的睾丸酮会大大的上升，而其可得松会剧烈地下
降。身体影响心理之例，由此可见一斑，
至少就表面而言是如此，同时角色的
转换也会影响心智。
So what happens,okay,you
take a role change,what happens if you do that at
a
really
minimal
level,like
this
tiny
manipulation,this
tiny
intervention?”For
two
minutes,”you say,”I want
you to stand like this,and it’s going to make you
feel more
powerful.”So this is what we
decided to bri
ng people into the lab
and run a
little experiment,and these
people adopted,for two minutes,either high-power
poses
or low-
power poses,and
I’m just going to show you five of the
poses,although they
took on only two. <
/p>
所以，如果你改变角色，就一个小改变，像这样一个小小的操作，这样一
< br>个小小的干预？
“
持续两分钟
”
你说，
“
我要你们这样站着，它会让你
感到更加充
满力量
”
。我们是这样做的
，我们决定将人们带进实验室，做一个小实验，这些
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