13:31

You know, so we were of course horrified, and said, Oh my God, no, that's not what we meant at all. For numerous reasons, no, don't do that. Again, this is not about you talking to other people. It's you talking to yourself. What do you do before you go into a job interview? You do this. You're sitting down. You're looking at your iPhone -- or your Android, not trying to leave anyone out. You're looking at your notes, you're hunching up, making yourself small, when really what you should be doing maybe is this, like, in the bathroom, right? Do that. Find two minutes. So that's what we want to test. Okay? So we bring people into a lab, and they do either high- or low-power poses again, they go through a very stressful job interview. It's five minutes long. They are being recorded. They're being judged also, and the judges are trained to give no nonverbal feedback, so they look like this. Imagine this is the person interviewing you. So for five minutes, nothing, and this is worse than being?heckled. People hate this. It's what Marianne LaFrance calls "standing in social?quicksand." So this really spikes your cortisol. So this is the job interview we put them through, because we really wanted to see what happened. We then have these coders look at these tapes, four of them. They're blind to the hypothesis. They're blind to the conditions. They have no idea who's been posing in what pose, and they end up looking at these sets of tapes, and they say, "We want to hire these people," all the high-power posers. "We don't want to hire these people. We also evaluate these people much more positively overall." But what's driving it? It's not about the content of the speech. It's about the presence that they're bringing to the speech. Because we rate them on all these variables related to competence, like, how well-structured is the speech? How good is it? What are their qualifications? No effect on those things. This is what's affected. These kinds of things. People are bringing their true selves, basically. They're bringing themselves. They bring their ideas, but as themselves, with no, you know,?residue?over them. So this is what's driving the effect, or mediating the effect.?

• heckle：V-T/V-I If people in an audience heckle public speakers or performers, they interrupt them, for example by making rude remarks. 對…起哄

• quicksand：N-UNCOUNT Quicksand is deep, wet sand that you sink into if you try to walk on it. 流沙 [also N in pl]；You can refer to a situation as quicksand when you want to suggest that it is dangerous or difficult to escape from, or does not provide a strong basis for what you are doing. 危機情形; 難以逃脫的情形; 無法為所做之事提供基本保障的情形 [also N in pl]

• residue：N-COUNT A residue of something is a small amount that remains after most of it has gone. 殘留物

我們當然大吃一驚，表示 我的天啊，不不不，我們不是這個意思 不管什么原因，不不，千萬別這么做 這和你跟別人交談無關 這是你在和你自己交談 你在面試工作之前會怎么做?你會這樣 對吧?你會做下來，你盯著自己的愛瘋 或者安卓，轉移自己的視線 你看著自己的筆記 你把自己蜷縮起來，試著讓自己變得小一點 你真正需要做的應該是 找個浴室，然后這樣，花個兩分鐘 所以我們想做是這個 把人帶進實驗室 他們再次保持有力或無力姿勢 接著進行一個高度壓力的面試 為時五分鐘。所有都會被記錄下來 同時也會被評論，而這些考官都接受過訓練 不會給予任何非語言的反饋 所以他們看起來就像這樣，像圖上所示 想象一下，這個人正在面試你 整整五分鐘，什么都沒有，這比刁難詰問更難受 大家都不喜歡這種方式。這就是 Marianne LaFrance 所謂的 "陷入社交流沙中" 這可以大大激發(fā)你的可的松 我們給予受試者這樣的面試 因為我們真的想看看會有什么樣的結果 接著我們得出下列四種結果 受試者不知假設前提和狀況下 沒有人知道誰擺什么樣的姿勢 接著他們觀看這些帶子 然后他們說，"噢，我們想要錄用這些人"-- 那些擺強有力姿勢的人--"這些人我們不想錄用" 我們也評量這群人整體而言更正面 但背后的原因是什么?這跟演講的內容無關 而是他們在演講中帶出來的存在感 同時，我們也就這些關于能力之變動因素評價他們 像是演講的整體架構怎樣? 它有多棒?講員的證照學歷? 這些全都無關。有影響的是 這些事。基本上人們表達真實的自己 就他們自己 他們的想法，當他們心里 沒有芥蒂 這就是被后真實的力量，或者可以說是計劃的結果?

15:36

So when I tell people about this, that our bodies change our minds and our minds can change our behavior, and our behavior can change our outcomes, they say to me, "It feels fake." Right? So I said, fake it till you make it. It's not me. I don't want to get there and then still feel like a fraud. I don't want to feel like an?impostor. I don't want to get there only to feel like I'm not supposed to be here. And that really?resonated?with me, because I want to tell you a little story about being an impostor and feeling like I'm not supposed to be here.?

• impostor：N-COUNT Someone who is an impostor is dishonestly pretending to be someone else in order to gain an advantage. 假冒者; 冒名頂替者

• resonate：①V-I If something resonates, it vibrates and produces a deep, strong sound. 共振；②V-I You say that something resonates when it has a special meaning or when it is particularly important to someone. (對某人) 有重要性

所以當我告訴人們 我們的身體會改變心理，心理會改變行為 而行為會改變結果，他們跟我說 "我不這么覺得--聽起來好像是假的" 對嗎? 我就說，你就假裝一直到你達成目的為止。不是我啦 我不想要到達到那個目標后仍然感覺像是一個騙局 我不想要成為一個騙子 我一點也不想達到那個目標才發(fā)覺我不應該如此 我真是有感而發(fā)的 這里跟大家分享一個小故事 關于成為一個騙子然后感到不應該在這里的故事?

16:07

When I was 19, I was in a really bad car accident. I was thrown out of a car, rolled several times. I was thrown from the car. And I woke up in a head injury?rehab?ward, and I had been withdrawn from college, and I learned that my IQ had dropped by two standard?deviations, which was very?traumatic. I knew my IQ because I had identified with being smart, and I had been called gifted as a child. So I'm taken out of college, I keep trying to go back. They say, "You're not going to finish college. Just, you know, there are other things for you to do, but that's not going to work out for you."?

• rehab：N-UNCOUNT Rehab is the process of helping someone to lead a normal life again after they have been ill, or when they have had a drug or alcohol problem. Rehab is short for rehabilitation. 復原 [非正式]

• deviation：N-VAR Deviation means doing something that is different from what people consider to be normal or acceptable. 偏離; 越軌

• traumatic：ADJ A traumatic experience is very shocking and upsetting, and may cause psychological damage. (精神上) 令人痛苦的

在我19歲的時候，發(fā)生了一場很嚴重的車禍 我整個人飛出車外，滾了好幾翻 我是彈出車外的，之后在休息室醒來以后發(fā)現(xiàn)頭部重傷 我從大學里休學 別人告知我智商下降了2個標準差 情況非常非常糟糕 我知道我的智商應該是多少，因為我以前被人家認為是很聰明的那種 小時候大家都覺得我很有才華 當我離開大學時，我試著回去 他們說都告訴我說，"你沒有辦法畢業(yè)的。 你知道，你還可以做很多其它的事阿， 別往死胡同里鉆了。"?

16:44

So I really struggled with this, and I have to say, having your identity taken from you, your core identity, and for me it was being smart, having that taken from you, there's nothing that leaves you feeling more powerless than that. So I felt entirely powerless. I worked and worked, and I got lucky, and worked, and got lucky, and worked.?

我死命掙扎，我必須承認 當你的認同感被剝奪的時候，那個主要的身分認同 就我而言是我的智力被奪走了 再沒有比這個更加無助的時候了 我感到完全的無助，我拼命地瘋狂地努力 幸運眷顧，努力，幸運眷顧，再努力。?

17:03

Eventually I graduated from college. It took me four years longer than my peers, and I convinced someone, my angel advisor, Susan Fiske, to take me on, and so I ended up at Princeton, and I was like, I am not supposed to be here. I am an impostor. And the night before my first-year talk, and the first-year talk at Princeton is a 20-minute talk to 20 people. That's it. I was so afraid of being found out the next day that I called her and said, "I'm quitting." She was like, "You are not quitting, because I took a gamble on you, and you're staying. You're going to stay, and this is what you're going to do. You are going to fake it. You're going to do every talk that you ever get asked to do. You're just going to do it and do it and do it, even if you're terrified and just?paralyzed?and?having an?out-of-body?experience, until you have this moment where you say, 'Oh my gosh, I'm doing it. Like, I have become this. I am actually doing this.'" So that's what I did. Five years in grad school, a few years, you know, I'm at Northwestern, I moved to Harvard, I'm at Harvard, I'm not really thinking about it anymore, but for a long time I had been thinking, "Not supposed to be here."?

• paralyzed：ADJ 癱瘓的

• out-of-body：ADJ An out-of-body experience is one in which you feel as if you are outside your own body, watching it and what is going on around it. 體外的 [ADJ n]

最終我從學校畢業(yè)了。 我比同儕多花了四年的時間 然后說服我的恩師，Susan Fiske 讓我進去，所以我最后進入了普林斯頓 我當時覺得，我不應該在這里 我是個騙子 在我第一年演講的那個晚上， 普林斯頓第一年的演講 大約是對20個人做20分鐘的演講。就這樣 我當時如此害怕隔天被拆穿 所以我打給她說，"我不干了。" 她說:"你不可以不干， 因為我賭在你身上了，你得留下。 你會留下，你將會留下來了。 你要騙過所有人。 你被要求的每個演講你都得照辦 你得一直講一直講 即使你怕死了，腳癱了?靈魂出竅了，直到你發(fā)現(xiàn)你在說 "噢，我的天啊，我正在做這件事 我已經(jīng)成為它的一部分了，我正在做它。" 這就是說所做的，碩士的五年 這些年，我在Northwestern 我后來去了哈佛，我在哈佛，我沒有在想到它 但之前有很長一段時間我都在想這件事 "不應該在這。不應該在這。"?

18:08

So at the end of my first year at Harvard, a student who had not talked in class the entire semester, who I had said, "Look, you've gotta participate or else you're going to fail," came into my office. I really didn't know her at all. She came in totally defeated, and she said, "I'm not supposed to be here." And that was the moment for me. Because two things happened. One was that I realized, oh my gosh, I don't feel like that anymore. I don't feel that anymore, but she does, and I get that feeling. And the second was, she is supposed to be here! Like, she can fake it, she can become it.?

所以哈佛第一年結束 我對整個學期在課堂上都沒有說話的一個學生說: 你得參與融入否則你不會過這一科的 來我的辦公室吧。其實我壓根就不認識她。 她說:她很挫敗地進來了，她說 "我不應該在這里的。" 就在此刻，兩件事發(fā)生了 我突然明白 天啊，我再也沒有這種感覺了。你知道嗎。 我再也不會有那種感覺，但她有，我能體會到她的感受。 第二個想法是，她應該在這里! 她可以假裝，一直到她成功為止。?

18:47

So I was like, "Yes, you are! You are supposed to be here! And tomorrow you're going to fake it, you're going to make yourself powerful, and, you know --?

所以我跟她說，"你當然應該! 你應該在這里!" 明天起你就假裝 你要讓自己充滿力量，你要知道 你將會---"

19:00

And you're going to go into the classroom, and you are going to give the best comment ever." You know? And she gave the best comment ever, and people turned around and were like, oh my God, I didn't even notice her sitting there. (Laughter)?

?"你要走進教室 你會發(fā)表最棒的評論。" 你知道嗎?她就真的發(fā)表了最成功的評論 大家都回過神來，他們就好像 喔我的天啊，我竟沒有注意到她坐在那里，你知道嗎?(笑聲)?

19:15

She comes back to me months later, and I realized that she had not just faked it till she made it, she had actually faked it till she became it. So she had changed. And so I want to say to you, don't fake it till you make it. Fake it till you become it. Do it enough until you actually become it and internalize.?

幾個月后她來找我，我才明白 她不僅只是假裝到她成功為止 她已經(jīng)融會貫通了 整個人脫胎換骨 我想對大家說，不要僅為了成功而假裝 要把它溶到你骨子里去。知道嗎? 持續(xù)地做直到它內化到你的骨髓里?

19:34

The last thing I'm going to leave you with is this. Tiny tweaks can lead to big changes. So, this is two minutes. Two minutes, two minutes, two minutes. Before you go into the next stressful evaluative situation, for two minutes, try doing this, in the elevator, in a bathroom stall, at your desk behind closed doors. That's what you want to do. Configure your brain to cope the best in that situation. Get your testosterone up. Get your cortisol down. Don't leave that situation feeling like, oh, I didn't show them who I am. Leave that situation feeling like, I really feel like I got to say who I am and show who I am.?

最后與大家分享的是 小小的調整可以有大大的改變 就二分鐘 二分鐘，二分鐘，二分鐘 在你進行下一場緊張的評估之前 拿出二分鐘，嘗試做這個，電梯里 浴室間，房門關起在你的桌子前面 你就這么做，設置你的腦袋 以發(fā)揮最大效益 提升你的睪丸銅，降低你的可的松 千萬別留下，噢，我沒把最好的表現(xiàn)出來那種遺憾 而是留下，噢，我真想 讓他們知道，讓他們看見，我是個怎樣的人?

20:11

So I want to ask you first, you know, both to try power posing, and also I want to ask you to share the science, because this is simple. I don't have ego involved in this. (Laughter) Give it away. Share it with people, because the people who can use it the most are the ones with no resources and no technology and no status and no power. Give it to them because they can do it in private. They need their bodies, privacy and two minutes, and it can significantly change the outcomes of their life.?

在這里我想要求大家，你知道的 嘗試這有力的姿勢 同時也想請求各位 把這項科學分享出去，因為它很簡單 我可不是自尊心的問題喔(笑聲) 放開它。和人分享 因為最經(jīng)?？梢允褂盟娜藭悄切?沒有資源和技術的一群人 沒有社會地位和權勢。把這個傳達給他們 好讓他們可以私下這樣做 他們會需要他們的身體，隱私和那二分鐘 然后這會大大地改變他們生活的結果 謝謝