文字稿内容为部分演讲内容，省略了一些例子和互动等。建议观看官方原视频。
一、开场
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二分钟时间。
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 minutes.
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。
But before I give it away, I want to ask you to right now do a little audit of your body and what you’re doing with your body.
那么你们之中有多少人正蜷缩着自己？
So how many of you are sort of making yourselves smaller?
或许你现在弓着背，还翘着二郎腿？或者双臂交叉。
Maybe you’re hunching, crossing your legs, maybe wrapping your ankles.
有时候我们像这样抱住自己，有时候展开双臂。
Sometimes we hold onto our arms like this. Sometimes we spread out.
现在请大家专心在自己的身上，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。
So I want you to pay attention to what you’re doing right now. We’re going to come back to that in a few minutes, and I’m hoping that if you learn to tweak this a little bit, it could significantly change the way your life unfolds.
二、引出主题
所以，我们真的很执着于肢体语言，特别是对别人的肢体语言感兴趣。
So, we’re really fascinated with body language, and we’re particularly interested in other people’s body language.
你看，我们对尴尬的互动，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。
You know, we’re interested in, like, you know an awkward interaction, or a smile, or a contemptuous glance, or maybe a very awkward wink, or maybe even something like a handshake.
【现场视频】解说员：他们来到了唐宁街 10 号，看看这个这位幸运的警员可以和美国总统握手噢，还有来自…的总理？不。
Narrator: Here they are arriving at Number 10. This lucky policeman gets to shake hands with the President of the United States. Here comes the Prime Minister — No.
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。
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 Times.
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。
So obviously when we think about nonverbal behavior, or body language — but we call it nonverbals as social scientists — it’s language.
语言意味着交流，交流意味着互动，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？
so we think about communication. When we think about communication, we think about interactions. So what is your body language communicating to me？What’s mine communicating to you?
三、动作的表意能力
有很多理由让我们相信动作的确可以像语言一样表意。
And there’s a lot of reason to believe that this is a valid way to look at this.
社会科学家花了很多时间求证肢体语言（或其它人的身体语言）在对下判断起到的影响作用。
So social scientists have spent a lot of time looking at the effects of our body language, or other people’s body language, on judgments.
而我们从身体语言中全方位的得到讯息，并据此做出决定和推论。
And we make sweeping judgments and inferences from body language.
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。
And those judgments can predict really meaningful life outcomes like who we hire or promote, who we ask out on a date.
举例而言。
For example.
Tufts 大学的研究员，Nalini Ambady 表示：
Nalini Ambady, a researcher at Tufts University :
人们观赏一部医生和患者互动的30秒无声影片，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）。
shows that when people watch 30-second soundless clips of real physician-patient interactions, their judgments of the physician’s niceness predict whether or not that physician will be sued.
结论是：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的？
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？
进一步来说，普林斯顿的 Alex Todorov 表示：
Even more dramatic, Alex Todorov at Princeton has shown us：
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。
that judgments of political candidates’ faces in just one second predict 70 percent of U.S. Senate and gubernatorial race outcomes.
甚至就网络上，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，所以你千万别弄巧成拙，对吧？
and even, let’s go digital, emoticons used well in online negotiations can lead you to claim more value from that negotiation. If you use them poorly, bad idea. Right?
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。
So when we think of nonverbals, we think of how we judge others, how they judge us and what the outcomes are. We tend to forget, though, the other audience that’s influenced by our nonverbals, and that’s ourselves.
我们也往往受自己的肢体动作，想法，感觉和心理所影响。
We are also influenced by our nonverbals, our thoughts and our feelings and our physiology.
所以究竟我说的是怎样的非语言？
So what nonverbals am I talking about?
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。
I’m a social psychologist. I study prejudice, and I teach at a competitive business school.
因此无可避免地对权力动力学感到着迷，特别是在非语言表达，对权力和支配的领域。
so it was inevitable that I would become interested in power dynamics. I became especially interested in nonverbal expressions of power and dominance.
权力和支配的非语言表达究竟是什么？嗯，让我细细道来。
And what are nonverbal expressions of power and dominance？Well, this is what they are.
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，你向外伸展占满空间，基本上就是展开。
So in the animal kingdom, they are about expanding. So you make yourself big, you stretch out, you take up space, you’re basically opening up. It’s about opening up.
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，他们都这么做。
And this is true across the animal kingdom. It’s not just limited to primates. And humans do the same thing. So they do this both when they have power sort of chronically, and also when they’re feeling powerful in the moment.
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。
And this one is especially interesting because it really shows us how universal and old these expressions of power are. This expression, which is known as pride.
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。
Jessica Tracy has studied. She shows that people who are born with sight and people who are congenitally blind do this when they win at a physical competition.
当他们跨过终点线赢得比赛之际，无论能否看的见，他们都做这样的动作：双臂呈 V 字型朝上，下巴微微抬起。
So when they cross the finish line and they’ve won, it doesn’t matter if they’ve never seen anyone do it. They do this. So the arms up in the V, the chin is slightly lifted.
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。
What do we do when we feel powerless？We do exactly the opposite. We close up.
我们把自己蜷起来。让自己变得小一点，最好别碰到别人。
We wrap ourselves up. We make ourselves small. We don’t want to bump into the person next to us.
这再一次证明，人类和动物都做同样的事。
So again, both animals and humans do the same thing.
这就是当你有力量和没力量时的行为。
And this is what happens when you put together high and low power.
所以当力量来临时，我们会迎合别人的非语言。
So what we tend to do when it comes to power is that we complement the other’s nonverbals.
若有人之于我们相对权重时，我们倾向把自己变得较小，不会模仿他们。我们做和他们正相反的事情。
So if someone is being really powerful with us, we tend to make ourselves smaller. We don’t mirror them. We do the opposite of them.
叙述了一段课堂上的例子，通过学生的行为来判断学生的性格和主动特征。
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？ 你也可能，假装自己很有力量，然后真的感到力量强大。
So my main collaborator Dana Carney, who’s at Berkeley, and I really wanted to know, can you fake it till you make it？But it’s also possible that when you pretend to be powerful, you are more likely to actually feel powerful.
四、动作是否能影响心理
那第二个问题就是：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？
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？
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」。
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.”
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，这些人将维持有力或无力的姿势两分钟。
So this is what we did. We decided to bring people into the lab and run a little experiment, and these people adopted, for two minutes, either high-power poses or low-power poses.
然后我就会告诉你这五种姿势，虽然他们只做了两种。
and I’m just going to show you five of the poses, although they took on only two.
下面是有力的姿势。
high-power poses.
这些是无力的姿势你双手交叉，试着让自己变小一点 这是非常无力的一张，当你在摸你的脖子，你其实在保护自己。
And here are the low-power poses. So you’re folding up, you’re making yourself small. This one is very low-power. When you’re touching your neck, you’re really protecting yourself.
实际的状况是，他们进来，取出唾液，维持一个姿势达两分钟，他们不会看到姿势的照片，因为我们不想要影响他们。我们希望他们自己感觉到力量。不是吗？
So this is what happens. They come in, they spit into a vial, for two minutes, we say, “You need to do this or this.” They don’t look at pictures of the poses. We don’t want to prime them with a concept of power. We want them to be feeling power.
所以他们做了整整两分钟。我们关于一些事物问：「现在你觉得自己多有力量？」受试者接着会有一个博奕的机会，接着再取得唾液范本，这就是整个实验。
So two minutes they do this. We then ask them, “How powerful do you feel?” on a series of items, and then we give them an opportunity to gamble, and then we take another saliva sample. That’s it. That’s the whole experiment.
结论。
So this is what we find.
我们发现到风险承担能力，也就是在赌博时，当处于强有力的姿势的时，86% 的人会选择赌博，相对处于一个较无力的姿势时，只有 60% 的人，这真是很令人惊讶的差异。
Risk tolerance, which is the gambling, we find that when you are in the high-power pose condition, 86 percent of you will gamble. When you’re in the low-power pose condition, only 60 percent, and that’s a whopping significant difference.
就睪丸酮而言我们发现，这些人进来的那一刻起，有力量的那些人，会有 20% 的提高。无力的人则下降 10%。所以，再次地，当你有这些改变（动作），有力的人，可的松下降 25%，而无力的人可的松则上升 15%。
Here’s what we find on testosterone. From their baseline when they come in, high-power people experience about a 20-percent increase, and low-power people experience about a 10-percent decrease. So again, two minutes, and you get these changes. Here’s what you get on cortisol. High-power people experience about a 25-percent decrease, and the low-power people experience about a 15-percent increase.
二分钟可以让这些荷尔蒙改变，使你的脑袋变得果断、自信和自在，或高度紧张以及感到与世隔绝，我们都曾有过这些体验对吗？看来非语言确实掌控我们对自己的想法和感受，不只是别人，更是我们自己。同时，我们的身体可以改变我们的心理。
So two minutes lead to these hormonal changes that configure your brain to basically be either assertive, confident and comfortable, or really stress-reactive, and feeling sort of shut down. And we’ve all had the feeling, right？So it seems that our nonverbals do govern how we think and feel about ourselves, so it’s not just others, but it’s also ourselves. Also, our bodies change our minds.
但下一个问题：当然，就是 维持数分钟的姿势，是否真能引导一个更有意义的人生呢？刚刚都只是在实验室哩，一个小实验，你知道的，只有几分钟。你要怎么实现这一切呢？落实在我们关心的地方呢？
But the next question, of course, is, can power posing for a few minutes really change your life in meaningful ways？This is in the lab, it’s this little task, it’s just a couple of minutes. Where can you actually apply this?
我们关心的其实是，我是说，你在那里可以用这些技巧去评估时势。
And so we think where you want to use this is evaluative situations.
像是社交威胁的情形。譬如说你被人打量时？
like social threat situations. Where are you being evaluated, either by your friends?
或者是青少年吃午餐的时候。你知道，对有些人来说就好像在开学校的董事会。
For teenagers, it’s at the lunchroom table. For some people it’s speaking at a school board meeting.
有时候是一个小演讲，有时是像这种讲演。
It might be giving a pitch or giving a talk like this.
或是工作面试时。我们后来决定用一个最多人能做比较的。因为大部分人都曾经去面试工作过。
or doing a job interview. We decided that the one that most people could relate to because most people had been through, was the job interview.
你需要在无人的地方，自己维持一个这些有力的姿势两分钟。
所以当我告诉人们，我们的身体会改变心理，心理会改变行为，而行为会改变结果，他们跟我说「我不这么觉得——听起来好像是假的。」对吗？我就说，你就假装一直到你达成目的为止。
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.
不是我啦，我不想要到达到那个目标后仍然感觉像是一个骗局。我不想要成为一个骗子。
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.
我一点也不想达到那个目标才发觉我不应该如此。我真是有感而发的，这里跟大家分享一个小故事，关于成为一个骗子然后感到不应该在这里的故事。
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.
演讲者的亲身经历。
所以哈佛第一年结束，我对整个学期在课堂上都没有说话的一个学生说：你得参与融入否则你不会过这一科的，来我的办公室吧。
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.
几个月后她来找我，我才明白，她不仅只是假装到她成功为止。她已经融会贯通了，整个人脱胎换骨，我想对大家说，不要仅为了成功而假装，要把它溶到你骨子里去。知道吗？持续地做直到它内化到你的骨髓里。
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.
五、尾声
最后与大家分享的是，小小的调整可以有大大的改变，就二分钟 二分钟，二分钟，二分钟。
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.
在你进行下一场紧张的评估之前，拿出二分钟，尝试做这个。
Before you go into the next stressful evaluative situation, for two minutes, try doing this.
电梯里，浴室间，房门关起在你的桌子前面。你就这么做。
in the elevator, in a bathroom stall, at your desk behind closed doors. That’s what you want to do.
设置你的脑袋，以发挥最大效益，提升你的睪丸铜，降低你的可的松。
Configure your brain to cope the best in that situation. Get your testosterone up. Get your cortisol down.
千万别留下，噢，我没把最好的表现出来那种遗憾，而是留下，噢，我真想，让他们知道，让他们看见，我是个怎样的人。
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.
在这里我想要求大家，你知道的，尝试这有力的姿势。同时也想请求各位，把这项科学分享出去，因为它很简单。
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.
我可不是自尊心的问题喔，因为最经常可以使用它的人会是那些，没有资源和技术的一群人，没有社会地位和权势。
I don’t have ego involved in this. 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.
把这个传达给他们，好让他们可以私下这样做，他们会需要他们的身体、隐私和那二分钟，然后这会大大地改变他们生活的结果。
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.
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