[Script Info]
Title: 
[Events]
Format: Layer, Start, End, Style, Name, MarginL, MarginR, MarginV, Effect, Text
Dialogue: 0,0:00:00.71,0:00:06.10,Default,,0000,0000,0000,,So I want to start by offering you\Na free no-tech life hack,
Dialogue: 0,0:00:06.13,0:00:08.73,Default,,0000,0000,0000,,and all it requires of you is this:
Dialogue: 0,0:00:08.75,0:00:12.91,Default,,0000,0000,0000,,that you change your posture\Nfor two minutes.
Dialogue: 0,0:00:12.94,0:00:16.34,Default,,0000,0000,0000,,But before I give it away,\NI want to ask you to right now
Dialogue: 0,0:00:16.36,0:00:19.93,Default,,0000,0000,0000,,do a little audit of your body\Nand what you're doing with your body.
Dialogue: 0,0:00:19.95,0:00:22.64,Default,,0000,0000,0000,,So how many of you are\Nsort of making yourselves smaller?
Dialogue: 0,0:00:22.67,0:00:25.99,Default,,0000,0000,0000,,Maybe you're hunching, crossing your legs,\Nmaybe wrapping your ankles.
Dialogue: 0,0:00:26.01,0:00:29.73,Default,,0000,0000,0000,,Sometimes we hold onto our arms like this.
Dialogue: 0,0:00:29.75,0:00:33.40,Default,,0000,0000,0000,,Sometimes we spread out. (Laughter)
Dialogue: 0,0:00:33.42,0:00:35.67,Default,,0000,0000,0000,,I see you.
Dialogue: 0,0:00:35.70,0:00:38.69,Default,,0000,0000,0000,,So I want you to pay attention\Nto what you're doing right now.
Dialogue: 0,0:00:38.71,0:00:41.04,Default,,0000,0000,0000,,We're going to come back\Nto that in a few minutes,
Dialogue: 0,0:00:41.07,0:00:43.99,Default,,0000,0000,0000,,and I'm hoping that if you learn\Nto tweak this a little bit,
Dialogue: 0,0:00:44.02,0:00:47.43,Default,,0000,0000,0000,,it could significantly change\Nthe way your life unfolds.
Dialogue: 0,0:00:47.45,0:00:51.95,Default,,0000,0000,0000,,So, we're really fascinated\Nwith body language,
Dialogue: 0,0:00:51.98,0:00:55.88,Default,,0000,0000,0000,,and we're particularly interested\Nin other people's body language.
Dialogue: 0,0:00:55.90,0:01:00.10,Default,,0000,0000,0000,,You know, we're interested in,\Nlike, you know — (Laughter) —
Dialogue: 0,0:01:00.12,0:01:04.50,Default,,0000,0000,0000,,an awkward interaction, or a smile,
Dialogue: 0,0:01:04.52,0:01:08.73,Default,,0000,0000,0000,,or a contemptuous glance,\Nor maybe a very awkward wink,
Dialogue: 0,0:01:08.75,0:01:11.96,Default,,0000,0000,0000,,or maybe even something like a handshake.
Dialogue: 0,0:01:11.99,0:01:15.31,Default,,0000,0000,0000,,Narrator: Here they are\Narriving at Number 10.
Dialogue: 0,0:01:15.34,0:01:19.81,Default,,0000,0000,0000,,This lucky policeman gets to shake hands\Nwith the President of the United States.
Dialogue: 0,0:01:19.83,0:01:24.73,Default,,0000,0000,0000,,Here comes the Prime Minister --\NNo. (Laughter) (Applause)
Dialogue: 0,0:01:24.76,0:01:27.41,Default,,0000,0000,0000,,(Laughter) (Applause)
Dialogue: 0,0:01:27.43,0:01:31.12,Default,,0000,0000,0000,,Amy Cuddy: So a handshake,\Nor the lack of a handshake,
Dialogue: 0,0:01:31.14,0:01:33.64,Default,,0000,0000,0000,,can have us talking for weeks\Nand weeks and weeks.
Dialogue: 0,0:01:33.66,0:01:35.78,Default,,0000,0000,0000,,Even the BBC and The New York Times.
Dialogue: 0,0:01:35.80,0:01:39.73,Default,,0000,0000,0000,,So obviously when we think\Nabout nonverbal behavior,
Dialogue: 0,0:01:39.76,0:01:43.12,Default,,0000,0000,0000,,or body language -- but we call it\Nnonverbals as social scientists --
Dialogue: 0,0:01:43.14,0:01:45.100,Default,,0000,0000,0000,,it's language, so we think\Nabout communication.
Dialogue: 0,0:01:46.02,0:01:49.03,Default,,0000,0000,0000,,When we think about communication,\Nwe think about interactions.
Dialogue: 0,0:01:49.05,0:01:51.46,Default,,0000,0000,0000,,So what is your body language\Ncommunicating to me?
Dialogue: 0,0:01:51.49,0:01:53.53,Default,,0000,0000,0000,,What's mine communicating to you?
Dialogue: 0,0:01:53.56,0:01:59.50,Default,,0000,0000,0000,,And there's a lot of reason to believe\Nthat this is a valid way to look at this.
Dialogue: 0,0:01:59.53,0:02:01.77,Default,,0000,0000,0000,,So social scientists\Nhave spent a lot of time
Dialogue: 0,0:02:01.80,0:02:03.88,Default,,0000,0000,0000,,looking at the effects\Nof our body language,
Dialogue: 0,0:02:03.90,0:02:06.18,Default,,0000,0000,0000,,or other people's body language,\Non judgments.
Dialogue: 0,0:02:06.21,0:02:09.62,Default,,0000,0000,0000,,And we make sweeping judgments\Nand inferences from body language.
Dialogue: 0,0:02:09.65,0:02:13.61,Default,,0000,0000,0000,,And those judgments can predict\Nreally meaningful life outcomes
Dialogue: 0,0:02:13.64,0:02:17.41,Default,,0000,0000,0000,,like who we hire or promote,\Nwho we ask out on a date.
Dialogue: 0,0:02:17.43,0:02:22.09,Default,,0000,0000,0000,,For example, Nalini Ambady,\Na researcher at Tufts University,
Dialogue: 0,0:02:22.12,0:02:26.56,Default,,0000,0000,0000,,shows that when people watch\N30-second soundless clips
Dialogue: 0,0:02:26.59,0:02:29.59,Default,,0000,0000,0000,,of real physician-patient interactions,
Dialogue: 0,0:02:29.61,0:02:32.42,Default,,0000,0000,0000,,their judgments\Nof the physician's niceness
Dialogue: 0,0:02:32.44,0:02:35.06,Default,,0000,0000,0000,,predict whether or not\Nthat physician will be sued.
Dialogue: 0,0:02:35.08,0:02:36.74,Default,,0000,0000,0000,,So it doesn't have to do so much
Dialogue: 0,0:02:36.76,0:02:39.26,Default,,0000,0000,0000,,with whether or not that physician\Nwas incompetent,
Dialogue: 0,0:02:39.29,0:02:42.09,Default,,0000,0000,0000,,but do we like that person\Nand how they interacted?
Dialogue: 0,0:02:42.12,0:02:45.03,Default,,0000,0000,0000,,Even more dramatic,\NAlex Todorov at Princeton
Dialogue: 0,0:02:45.05,0:02:48.70,Default,,0000,0000,0000,,has shown us that judgments\Nof political candidates' faces
Dialogue: 0,0:02:48.73,0:02:52.67,Default,,0000,0000,0000,,in just one second predict 70 percent
Dialogue: 0,0:02:52.70,0:02:56.52,Default,,0000,0000,0000,,of U.S. Senate and gubernatorial\Nrace outcomes,
Dialogue: 0,0:02:56.55,0:02:58.74,Default,,0000,0000,0000,,and even, let's go digital,
Dialogue: 0,0:02:58.77,0:03:02.89,Default,,0000,0000,0000,,emoticons used well in online negotiations
Dialogue: 0,0:03:02.91,0:03:05.72,Default,,0000,0000,0000,,can lead you to claim more value\Nfrom that negotiation.
Dialogue: 0,0:03:05.75,0:03:08.94,Default,,0000,0000,0000,,If you use them poorly, bad idea. Right?
Dialogue: 0,0:03:08.97,0:03:12.04,Default,,0000,0000,0000,,So when we think of nonverbals,\Nwe think of how we judge others,
Dialogue: 0,0:03:12.07,0:03:14.94,Default,,0000,0000,0000,,how they judge us\Nand what the outcomes are.
Dialogue: 0,0:03:14.97,0:03:17.06,Default,,0000,0000,0000,,We tend to forget, though,\Nthe other audience
Dialogue: 0,0:03:17.09,0:03:20.50,Default,,0000,0000,0000,,that's influenced by our nonverbals,\Nand that's ourselves.
Dialogue: 0,0:03:20.52,0:03:23.71,Default,,0000,0000,0000,,We are also influenced by our nonverbals,
Dialogue: 0,0:03:23.74,0:03:26.08,Default,,0000,0000,0000,,our thoughts and our feelings\Nand our physiology.
Dialogue: 0,0:03:26.10,0:03:29.14,Default,,0000,0000,0000,,So what nonverbals am I talking about?
Dialogue: 0,0:03:29.16,0:03:32.08,Default,,0000,0000,0000,,I'm a social psychologist.\NI study prejudice,
Dialogue: 0,0:03:32.10,0:03:34.81,Default,,0000,0000,0000,,and I teach at a competitive\Nbusiness school,
Dialogue: 0,0:03:34.83,0:03:39.29,Default,,0000,0000,0000,,so it was inevitable that I would become\Ninterested in power dynamics.
Dialogue: 0,0:03:39.32,0:03:43.10,Default,,0000,0000,0000,,I became especially interested\Nin nonverbal expressions
Dialogue: 0,0:03:43.13,0:03:45.11,Default,,0000,0000,0000,,of power and dominance.
Dialogue: 0,0:03:45.13,0:03:47.85,Default,,0000,0000,0000,,And what are nonverbal expressions\Nof power and dominance?
Dialogue: 0,0:03:47.87,0:03:49.93,Default,,0000,0000,0000,,Well, this is what they are.
Dialogue: 0,0:03:49.95,0:03:52.81,Default,,0000,0000,0000,,So in the animal kingdom,\Nthey are about expanding.
Dialogue: 0,0:03:52.83,0:03:55.82,Default,,0000,0000,0000,,So you make yourself big, you stretch out,
Dialogue: 0,0:03:55.84,0:03:58.76,Default,,0000,0000,0000,,you take up space,\Nyou're basically opening up.
Dialogue: 0,0:03:58.78,0:04:00.70,Default,,0000,0000,0000,,It's about opening up.
Dialogue: 0,0:04:00.73,0:04:03.46,Default,,0000,0000,0000,,And this is true\Nacross the animal kingdom.
Dialogue: 0,0:04:03.48,0:04:05.51,Default,,0000,0000,0000,,It's not just limited to primates.
Dialogue: 0,0:04:06.24,0:04:08.93,Default,,0000,0000,0000,,And humans do the same thing. (Laughter)
Dialogue: 0,0:04:08.95,0:04:12.64,Default,,0000,0000,0000,,So they do this both when they have\Npower sort of chronically,
Dialogue: 0,0:04:12.66,0:04:15.64,Default,,0000,0000,0000,,and also when they're feeling\Npowerful in the moment.
Dialogue: 0,0:04:15.66,0:04:18.71,Default,,0000,0000,0000,,And this one is especially interesting\Nbecause it really shows us
Dialogue: 0,0:04:18.74,0:04:22.73,Default,,0000,0000,0000,,how universal and old these\Nexpressions of power are.
Dialogue: 0,0:04:22.76,0:04:25.33,Default,,0000,0000,0000,,This expression, which is known as pride,
Dialogue: 0,0:04:25.36,0:04:27.59,Default,,0000,0000,0000,,Jessica Tracy has studied.
Dialogue: 0,0:04:27.61,0:04:30.49,Default,,0000,0000,0000,,She shows that people\Nwho are born with sight
Dialogue: 0,0:04:30.52,0:04:33.43,Default,,0000,0000,0000,,and people who are congenitally\Nblind do this
Dialogue: 0,0:04:33.46,0:04:35.75,Default,,0000,0000,0000,,when they win at a physical competition.
Dialogue: 0,0:04:35.77,0:04:38.23,Default,,0000,0000,0000,,So when they cross\Nthe finish line and they've won,
Dialogue: 0,0:04:38.25,0:04:40.73,Default,,0000,0000,0000,,it doesn't matter if they've never\Nseen anyone do it.
Dialogue: 0,0:04:40.75,0:04:42.04,Default,,0000,0000,0000,,They do this.
Dialogue: 0,0:04:42.07,0:04:44.57,Default,,0000,0000,0000,,So the arms up in the V,\Nthe chin is slightly lifted.
Dialogue: 0,0:04:44.59,0:04:46.65,Default,,0000,0000,0000,,What do we do when we feel powerless?
Dialogue: 0,0:04:46.68,0:04:48.43,Default,,0000,0000,0000,,We do exactly the opposite.
Dialogue: 0,0:04:48.46,0:04:50.96,Default,,0000,0000,0000,,We close up.\NWe wrap ourselves up.
Dialogue: 0,0:04:50.98,0:04:52.33,Default,,0000,0000,0000,,We make ourselves small.
Dialogue: 0,0:04:52.35,0:04:54.71,Default,,0000,0000,0000,,We don't want to bump\Ninto the person next to us.
Dialogue: 0,0:04:54.73,0:04:57.46,Default,,0000,0000,0000,,So again, both animals and humans\Ndo the same thing.
Dialogue: 0,0:04:57.49,0:05:01.44,Default,,0000,0000,0000,,And this is what happens\Nwhen you put together high and low power.
Dialogue: 0,0:05:01.47,0:05:04.57,Default,,0000,0000,0000,,So what we tend to\Ndo when it comes to power
Dialogue: 0,0:05:04.60,0:05:07.22,Default,,0000,0000,0000,,is that we complement\Nthe other's nonverbals.
Dialogue: 0,0:05:07.25,0:05:09.66,Default,,0000,0000,0000,,So if someone is being\Nreally powerful with us,
Dialogue: 0,0:05:09.68,0:05:12.30,Default,,0000,0000,0000,,we tend to make ourselves smaller.\NWe don't mirror them.
Dialogue: 0,0:05:12.32,0:05:13.91,Default,,0000,0000,0000,,We do the opposite of them.
Dialogue: 0,0:05:13.94,0:05:17.11,Default,,0000,0000,0000,,So I'm watching this behavior\Nin the classroom,
Dialogue: 0,0:05:17.14,0:05:19.65,Default,,0000,0000,0000,,and what do I notice?
Dialogue: 0,0:05:19.67,0:05:26.90,Default,,0000,0000,0000,,I notice that MBA students really exhibit\Nthe full range of power nonverbals.
Dialogue: 0,0:05:26.93,0:05:29.45,Default,,0000,0000,0000,,So you have people\Nwho are like caricatures of alphas,
Dialogue: 0,0:05:29.47,0:05:32.86,Default,,0000,0000,0000,,really coming into the room, they get\Nright into the middle of the room
Dialogue: 0,0:05:32.88,0:05:36.29,Default,,0000,0000,0000,,before class even starts,\Nlike they really want to occupy space.
Dialogue: 0,0:05:36.32,0:05:38.56,Default,,0000,0000,0000,,When they sit down,\Nthey're sort of spread out.
Dialogue: 0,0:05:38.58,0:05:40.31,Default,,0000,0000,0000,,They raise their hands like this.
Dialogue: 0,0:05:40.34,0:05:42.95,Default,,0000,0000,0000,,You have other people\Nwho are virtually collapsing
Dialogue: 0,0:05:42.97,0:05:45.47,Default,,0000,0000,0000,,when they come in.\NAs soon they come in, you see it.
Dialogue: 0,0:05:45.50,0:05:47.76,Default,,0000,0000,0000,,You see it on their faces\Nand their bodies,
Dialogue: 0,0:05:47.79,0:05:50.58,Default,,0000,0000,0000,,and they sit in their chair\Nand they make themselves tiny,
Dialogue: 0,0:05:50.61,0:05:52.94,Default,,0000,0000,0000,,and they go like this\Nwhen they raise their hand.
Dialogue: 0,0:05:52.97,0:05:54.83,Default,,0000,0000,0000,,I notice a couple of things about this.
Dialogue: 0,0:05:54.85,0:05:56.66,Default,,0000,0000,0000,,One, you're not going to be surprised.
Dialogue: 0,0:05:56.68,0:05:58.70,Default,,0000,0000,0000,,It seems to be related to gender.
Dialogue: 0,0:05:58.73,0:06:04.17,Default,,0000,0000,0000,,So women are much more likely\Nto do this kind of thing than men.
Dialogue: 0,0:06:04.19,0:06:06.75,Default,,0000,0000,0000,,Women feel chronically\Nless powerful than men,
Dialogue: 0,0:06:06.78,0:06:08.64,Default,,0000,0000,0000,,so this is not surprising.
Dialogue: 0,0:06:08.66,0:06:10.71,Default,,0000,0000,0000,,But the other thing I noticed
Dialogue: 0,0:06:10.73,0:06:13.38,Default,,0000,0000,0000,,is that it also seemed\Nto be related to the extent
Dialogue: 0,0:06:13.40,0:06:17.24,Default,,0000,0000,0000,,to which the students were participating,\Nand how well they were participating.
Dialogue: 0,0:06:17.26,0:06:19.82,Default,,0000,0000,0000,,And this is really important\Nin the MBA classroom,
Dialogue: 0,0:06:19.84,0:06:22.50,Default,,0000,0000,0000,,because participation\Ncounts for half the grade.
Dialogue: 0,0:06:22.52,0:06:26.97,Default,,0000,0000,0000,,So business schools have been struggling\Nwith this gender grade gap.
Dialogue: 0,0:06:26.100,0:06:30.24,Default,,0000,0000,0000,,You get these equally qualified\Nwomen and men coming in
Dialogue: 0,0:06:30.27,0:06:32.41,Default,,0000,0000,0000,,and then you get\Nthese differences in grades,
Dialogue: 0,0:06:32.43,0:06:35.50,Default,,0000,0000,0000,,and it seems to be partly\Nattributable to participation.
Dialogue: 0,0:06:35.52,0:06:38.52,Default,,0000,0000,0000,,So I started to wonder, you know, okay,
Dialogue: 0,0:06:38.55,0:06:42.16,Default,,0000,0000,0000,,so you have these people coming in\Nlike this, and they're participating.
Dialogue: 0,0:06:42.19,0:06:44.72,Default,,0000,0000,0000,,Is it possible that we could\Nget people to fake it
Dialogue: 0,0:06:44.74,0:06:46.74,Default,,0000,0000,0000,,and would it lead them\Nto participate more?
Dialogue: 0,0:06:46.76,0:06:51.35,Default,,0000,0000,0000,,So my main collaborator\NDana Carney, who's at Berkeley,
Dialogue: 0,0:06:51.38,0:06:54.91,Default,,0000,0000,0000,,and I really wanted to know,\Ncan you fake it till you make it?
Dialogue: 0,0:06:54.93,0:06:57.46,Default,,0000,0000,0000,,Like, can you do this\Njust for a little while
Dialogue: 0,0:06:57.48,0:07:00.14,Default,,0000,0000,0000,,and actually experience\Na behavioral outcome
Dialogue: 0,0:07:00.16,0:07:01.86,Default,,0000,0000,0000,,that makes you seem more powerful?
Dialogue: 0,0:07:01.89,0:07:05.31,Default,,0000,0000,0000,,So we know that our nonverbals\Ngovern how other people
Dialogue: 0,0:07:05.34,0:07:07.72,Default,,0000,0000,0000,,think and feel about us.\NThere's a lot of evidence.
Dialogue: 0,0:07:07.74,0:07:09.16,Default,,0000,0000,0000,,But our question really was,
Dialogue: 0,0:07:09.19,0:07:13.23,Default,,0000,0000,0000,,do our nonverbals govern\Nhow we think and feel about ourselves?
Dialogue: 0,0:07:13.25,0:07:15.92,Default,,0000,0000,0000,,There's some evidence that they do.
Dialogue: 0,0:07:15.94,0:07:20.56,Default,,0000,0000,0000,,So, for example, we smile\Nwhen we feel happy,
Dialogue: 0,0:07:20.58,0:07:22.73,Default,,0000,0000,0000,,but also, when we're forced to smile
Dialogue: 0,0:07:22.76,0:07:27.15,Default,,0000,0000,0000,,by holding a pen in our teeth\Nlike this, it makes us feel happy.
Dialogue: 0,0:07:27.17,0:07:29.09,Default,,0000,0000,0000,,So it goes both ways.
Dialogue: 0,0:07:29.11,0:07:32.90,Default,,0000,0000,0000,,When it comes to power,\Nit also goes both ways.
Dialogue: 0,0:07:32.92,0:07:35.44,Default,,0000,0000,0000,,So when you feel powerful,
Dialogue: 0,0:07:35.47,0:07:37.24,Default,,0000,0000,0000,,you're more likely to do this,
Dialogue: 0,0:07:37.26,0:07:43.44,Default,,0000,0000,0000,,but it's also possible\Nthat when you pretend to be powerful,
Dialogue: 0,0:07:43.46,0:07:46.86,Default,,0000,0000,0000,,you are more likely\Nto actually feel powerful.
Dialogue: 0,0:07:46.89,0:07:49.92,Default,,0000,0000,0000,,So the second question\Nreally was, you know,
Dialogue: 0,0:07:49.95,0:07:52.51,Default,,0000,0000,0000,,so we know that our minds\Nchange our bodies,
Dialogue: 0,0:07:52.53,0:07:56.92,Default,,0000,0000,0000,,but is it also true\Nthat our bodies change our minds?
Dialogue: 0,0:07:56.95,0:07:59.65,Default,,0000,0000,0000,,And when I say minds,\Nin the case of the powerful,
Dialogue: 0,0:07:59.68,0:08:01.02,Default,,0000,0000,0000,,what am I talking about?
Dialogue: 0,0:08:01.05,0:08:03.19,Default,,0000,0000,0000,,So I'm talking about thoughts and feelings
Dialogue: 0,0:08:03.21,0:08:06.78,Default,,0000,0000,0000,,and the sort of physiological things\Nthat make up our thoughts and feelings,
Dialogue: 0,0:08:06.81,0:08:09.85,Default,,0000,0000,0000,,and in my case, that's hormones.\NI look at hormones.
Dialogue: 0,0:08:09.88,0:08:14.19,Default,,0000,0000,0000,,So what do the minds of the powerful\Nversus the powerless look like?
Dialogue: 0,0:08:14.21,0:08:18.48,Default,,0000,0000,0000,,So powerful people tend to be,\Nnot surprisingly,
Dialogue: 0,0:08:18.51,0:08:22.71,Default,,0000,0000,0000,,more assertive and more confident,\Nmore optimistic.
Dialogue: 0,0:08:22.73,0:08:26.02,Default,,0000,0000,0000,,They actually feel they're going to win\Neven at games of chance.
Dialogue: 0,0:08:26.04,0:08:29.88,Default,,0000,0000,0000,,They also tend to be able\Nto think more abstractly.
Dialogue: 0,0:08:29.91,0:08:32.53,Default,,0000,0000,0000,,So there are a lot of differences.\NThey take more risks.
Dialogue: 0,0:08:32.55,0:08:35.79,Default,,0000,0000,0000,,There are a lot of differences\Nbetween powerful and powerless people.
Dialogue: 0,0:08:35.82,0:08:38.64,Default,,0000,0000,0000,,Physiologically,\Nthere also are differences
Dialogue: 0,0:08:38.66,0:08:42.70,Default,,0000,0000,0000,,on two key hormones: testosterone,\Nwhich is the dominance hormone,
Dialogue: 0,0:08:42.72,0:08:46.39,Default,,0000,0000,0000,,and cortisol, which is the stress hormone.
Dialogue: 0,0:08:46.42,0:08:53.54,Default,,0000,0000,0000,,So what we find is that high-power\Nalpha males in primate hierarchies
Dialogue: 0,0:08:53.56,0:08:56.74,Default,,0000,0000,0000,,have high testosterone and low cortisol,
Dialogue: 0,0:08:56.76,0:08:59.67,Default,,0000,0000,0000,,and powerful and effective leaders
Dialogue: 0,0:09:00.29,0:09:02.52,Default,,0000,0000,0000,,also have high testosterone\Nand low cortisol.
Dialogue: 0,0:09:02.54,0:09:04.92,Default,,0000,0000,0000,,So what does that mean?\NWhen you think about power,
Dialogue: 0,0:09:04.95,0:09:07.25,Default,,0000,0000,0000,,people tended to think\Nonly about testosterone,
Dialogue: 0,0:09:07.27,0:09:09.03,Default,,0000,0000,0000,,because that was about dominance.
Dialogue: 0,0:09:09.06,0:09:12.50,Default,,0000,0000,0000,,But really, power is also about\Nhow you react to stress.
Dialogue: 0,0:09:12.53,0:09:15.63,Default,,0000,0000,0000,,So do you want the high-power\Nleader that's dominant,
Dialogue: 0,0:09:15.66,0:09:18.38,Default,,0000,0000,0000,,high on testosterone,\Nbut really stress reactive?
Dialogue: 0,0:09:18.40,0:09:19.94,Default,,0000,0000,0000,,Probably not, right?
Dialogue: 0,0:09:19.96,0:09:22.99,Default,,0000,0000,0000,,You want the person who's powerful\Nand assertive and dominant,
Dialogue: 0,0:09:23.02,0:09:26.68,Default,,0000,0000,0000,,but not very stress reactive,\Nthe person who's laid back.
Dialogue: 0,0:09:26.71,0:09:31.83,Default,,0000,0000,0000,,So we know that in primate hierarchies,
Dialogue: 0,0:09:31.86,0:09:34.92,Default,,0000,0000,0000,,if an alpha needs to take over,
Dialogue: 0,0:09:34.95,0:09:39.16,Default,,0000,0000,0000,,if an individual needs to take over\Nan alpha role sort of suddenly,
Dialogue: 0,0:09:39.19,0:09:42.27,Default,,0000,0000,0000,,within a few days,\Nthat individual's testosterone has gone up
Dialogue: 0,0:09:42.30,0:09:45.78,Default,,0000,0000,0000,,significantly and his cortisol\Nhas dropped significantly.
Dialogue: 0,0:09:45.80,0:09:48.82,Default,,0000,0000,0000,,So we have this evidence,\Nboth that the body can shape
Dialogue: 0,0:09:48.84,0:09:51.18,Default,,0000,0000,0000,,the mind, at least at the facial level,
Dialogue: 0,0:09:51.21,0:09:55.31,Default,,0000,0000,0000,,and also that role changes\Ncan shape the mind.
Dialogue: 0,0:09:55.34,0:09:58.10,Default,,0000,0000,0000,,So what happens, okay,\Nyou take a role change,
Dialogue: 0,0:09:58.12,0:10:00.68,Default,,0000,0000,0000,,what happens if you do that\Nat a really minimal level,
Dialogue: 0,0:10:00.70,0:10:03.13,Default,,0000,0000,0000,,like this tiny manipulation,\Nthis tiny intervention?
Dialogue: 0,0:10:03.16,0:10:05.97,Default,,0000,0000,0000,,"For two minutes," you say,\N"I want you to stand like this,
Dialogue: 0,0:10:05.99,0:10:08.53,Default,,0000,0000,0000,,and it's going to make you feel\Nmore powerful."
Dialogue: 0,0:10:08.55,0:10:11.48,Default,,0000,0000,0000,,So this is what we did.
Dialogue: 0,0:10:11.50,0:10:16.10,Default,,0000,0000,0000,,We decided to bring people into the lab\Nand run a little experiment,
Dialogue: 0,0:10:16.12,0:10:19.64,Default,,0000,0000,0000,,and these people adopted, for two minutes,
Dialogue: 0,0:10:19.67,0:10:23.13,Default,,0000,0000,0000,,either high-power poses\Nor low-power poses,
Dialogue: 0,0:10:23.15,0:10:25.47,Default,,0000,0000,0000,,and I'm just going to show\Nyou five of the poses,
Dialogue: 0,0:10:25.49,0:10:27.06,Default,,0000,0000,0000,,although they took on only two.
Dialogue: 0,0:10:27.08,0:10:28.56,Default,,0000,0000,0000,,So here's one.
Dialogue: 0,0:10:29.81,0:10:31.10,Default,,0000,0000,0000,,A couple more.
Dialogue: 0,0:10:31.79,0:10:36.54,Default,,0000,0000,0000,,This one has been dubbed\Nthe "Wonder Woman" by the media.
Dialogue: 0,0:10:36.65,0:10:37.94,Default,,0000,0000,0000,,Here are a couple more.
Dialogue: 0,0:10:37.97,0:10:40.30,Default,,0000,0000,0000,,So you can be standing\Nor you can be sitting.
Dialogue: 0,0:10:40.32,0:10:42.28,Default,,0000,0000,0000,,And here are the low-power poses.
Dialogue: 0,0:10:42.31,0:10:45.04,Default,,0000,0000,0000,,So you're folding up,\Nyou're making yourself small.
Dialogue: 0,0:10:46.64,0:10:48.08,Default,,0000,0000,0000,,This one is very low-power.
Dialogue: 0,0:10:48.11,0:10:52.07,Default,,0000,0000,0000,,When you're touching your neck,\Nyou're really protecting yourself.
Dialogue: 0,0:10:52.09,0:10:54.09,Default,,0000,0000,0000,,So this is what happens.
Dialogue: 0,0:10:54.21,0:10:56.41,Default,,0000,0000,0000,,They come in, they spit into a vial,
Dialogue: 0,0:10:56.44,0:10:59.59,Default,,0000,0000,0000,,for two minutes, we say,\N"You need to do this or this."
Dialogue: 0,0:10:59.61,0:11:01.65,Default,,0000,0000,0000,,They don't look at pictures of the poses.
Dialogue: 0,0:11:01.68,0:11:04.20,Default,,0000,0000,0000,,We don't want to prime them\Nwith a concept of power.
Dialogue: 0,0:11:04.23,0:11:05.86,Default,,0000,0000,0000,,We want them to be feeling power.
Dialogue: 0,0:11:05.88,0:11:07.22,Default,,0000,0000,0000,,So two minutes they do this.
Dialogue: 0,0:11:07.24,0:11:10.43,Default,,0000,0000,0000,,We then ask them, "How powerful\Ndo you feel?" on a series of items,
Dialogue: 0,0:11:10.45,0:11:12.79,Default,,0000,0000,0000,,and then we give them\Nan opportunity to gamble,
Dialogue: 0,0:11:12.82,0:11:15.56,Default,,0000,0000,0000,,and then we take another saliva sample.
Dialogue: 0,0:11:15.58,0:11:17.44,Default,,0000,0000,0000,,That's it. That's the whole experiment.
Dialogue: 0,0:11:17.46,0:11:19.03,Default,,0000,0000,0000,,So this is what we find.
Dialogue: 0,0:11:19.05,0:11:20.93,Default,,0000,0000,0000,,Risk tolerance, which is the gambling,
Dialogue: 0,0:11:20.95,0:11:25.07,Default,,0000,0000,0000,,we find that when you are\Nin the high-power pose condition,
Dialogue: 0,0:11:25.09,0:11:27.23,Default,,0000,0000,0000,,86 percent of you will gamble.
Dialogue: 0,0:11:27.25,0:11:29.35,Default,,0000,0000,0000,,When you're in the low-power\Npose condition,
Dialogue: 0,0:11:29.37,0:11:33.35,Default,,0000,0000,0000,,only 60 percent, and that's\Na whopping significant difference.
Dialogue: 0,0:11:33.37,0:11:35.83,Default,,0000,0000,0000,,Here's what we find on testosterone.
Dialogue: 0,0:11:35.85,0:11:38.36,Default,,0000,0000,0000,,From their baseline when they come in,
Dialogue: 0,0:11:38.39,0:11:41.69,Default,,0000,0000,0000,,high-power people experience\Nabout a 20-percent increase,
Dialogue: 0,0:11:41.72,0:11:46.31,Default,,0000,0000,0000,,and low-power people experience\Nabout a 10-percent decrease.
Dialogue: 0,0:11:46.34,0:11:49.13,Default,,0000,0000,0000,,So again, two minutes,\Nand you get these changes.
Dialogue: 0,0:11:49.16,0:11:51.13,Default,,0000,0000,0000,,Here's what you get on cortisol.
Dialogue: 0,0:11:51.16,0:11:54.93,Default,,0000,0000,0000,,High-power people experience\Nabout a 25-percent decrease,
Dialogue: 0,0:11:54.95,0:11:59.06,Default,,0000,0000,0000,,and the low-power people experience\Nabout a 15-percent increase.
Dialogue: 0,0:11:59.09,0:12:01.79,Default,,0000,0000,0000,,So two minutes lead\Nto these hormonal changes
Dialogue: 0,0:12:01.82,0:12:03.44,Default,,0000,0000,0000,,that configure your brain
Dialogue: 0,0:12:03.46,0:12:07.74,Default,,0000,0000,0000,,to basically be either assertive,\Nconfident and comfortable,
Dialogue: 0,0:12:07.76,0:12:12.82,Default,,0000,0000,0000,,or really stress-reactive,\Nand feeling sort of shut down.
Dialogue: 0,0:12:12.84,0:12:15.60,Default,,0000,0000,0000,,And we've all had the feeling, right?
Dialogue: 0,0:12:15.63,0:12:20.81,Default,,0000,0000,0000,,So it seems that our nonverbals do govern\Nhow we think and feel about ourselves,
Dialogue: 0,0:12:20.84,0:12:23.27,Default,,0000,0000,0000,,so it's not just others,\Nbut it's also ourselves.
Dialogue: 0,0:12:23.29,0:12:25.69,Default,,0000,0000,0000,,Also, our bodies change our minds.
Dialogue: 0,0:12:25.72,0:12:28.10,Default,,0000,0000,0000,,But the next question, of course,
Dialogue: 0,0:12:28.12,0:12:29.94,Default,,0000,0000,0000,,is, can power posing for a few minutes
Dialogue: 0,0:12:29.97,0:12:32.00,Default,,0000,0000,0000,,really change your life\Nin meaningful ways?
Dialogue: 0,0:12:32.03,0:12:36.32,Default,,0000,0000,0000,,This is in the lab, it's this little task,\Nit's just a couple of minutes.
Dialogue: 0,0:12:36.35,0:12:38.09,Default,,0000,0000,0000,,Where can you actually apply this?
Dialogue: 0,0:12:38.11,0:12:39.92,Default,,0000,0000,0000,,Which we cared about, of course.
Dialogue: 0,0:12:39.95,0:12:46.69,Default,,0000,0000,0000,,And so we think where you want to use this\Nis evaluative situations,
Dialogue: 0,0:12:46.71,0:12:49.16,Default,,0000,0000,0000,,like social threat situations.
Dialogue: 0,0:12:49.19,0:12:51.74,Default,,0000,0000,0000,,Where are you being evaluated,\Neither by your friends?
Dialogue: 0,0:12:51.77,0:12:53.82,Default,,0000,0000,0000,,For teenagers,\Nit's at the lunchroom table.
Dialogue: 0,0:12:53.85,0:12:58.12,Default,,0000,0000,0000,,For some people it's speaking\Nat a school board meeting.
Dialogue: 0,0:12:58.15,0:13:01.91,Default,,0000,0000,0000,,It might be giving a pitch\Nor giving a talk like this
Dialogue: 0,0:13:01.93,0:13:04.71,Default,,0000,0000,0000,,or doing a job interview.
Dialogue: 0,0:13:04.73,0:13:07.40,Default,,0000,0000,0000,,We decided that the one\Nthat most people could relate to
Dialogue: 0,0:13:07.42,0:13:10.32,Default,,0000,0000,0000,,because most people had been through,\Nwas the job interview.
Dialogue: 0,0:13:10.34,0:13:13.07,Default,,0000,0000,0000,,So we published these findings,
Dialogue: 0,0:13:13.10,0:13:14.66,Default,,0000,0000,0000,,and the media are all over it,
Dialogue: 0,0:13:14.68,0:13:16.76,Default,,0000,0000,0000,,and they say, Okay, so this is what you do
Dialogue: 0,0:13:16.78,0:13:18.86,Default,,0000,0000,0000,,when you go in\Nfor the job interview, right?
Dialogue: 0,0:13:18.88,0:13:19.89,Default,,0000,0000,0000,,(Laughter)
Dialogue: 0,0:13:19.91,0:13:22.36,Default,,0000,0000,0000,,You know, so we were of course\Nhorrified, and said,
Dialogue: 0,0:13:22.38,0:13:24.65,Default,,0000,0000,0000,,Oh my God, no,\Nthat's not what we meant at all.
Dialogue: 0,0:13:24.68,0:13:26.92,Default,,0000,0000,0000,,For numerous reasons, no, don't do that.
Dialogue: 0,0:13:26.94,0:13:29.51,Default,,0000,0000,0000,,Again, this is not about you\Ntalking to other people.
Dialogue: 0,0:13:29.53,0:13:31.09,Default,,0000,0000,0000,,It's you talking to yourself.
Dialogue: 0,0:13:31.12,0:13:34.18,Default,,0000,0000,0000,,What do you do before you go\Ninto a job interview? You do this.
Dialogue: 0,0:13:34.20,0:13:36.74,Default,,0000,0000,0000,,You're sitting down.\NYou're looking at your iPhone --
Dialogue: 0,0:13:36.77,0:13:39.03,Default,,0000,0000,0000,,or your Android, not trying\Nto leave anyone out.
Dialogue: 0,0:13:39.05,0:13:40.92,Default,,0000,0000,0000,,You're looking at your notes,
Dialogue: 0,0:13:40.95,0:13:42.95,Default,,0000,0000,0000,,you're hunching up, making yourself small,
Dialogue: 0,0:13:42.97,0:13:45.40,Default,,0000,0000,0000,,when really what you should\Nbe doing maybe is this,
Dialogue: 0,0:13:45.42,0:13:48.46,Default,,0000,0000,0000,,like, in the bathroom, right?\NDo that. Find two minutes.
Dialogue: 0,0:13:48.48,0:13:50.25,Default,,0000,0000,0000,,So that's what we want to test. Okay?
Dialogue: 0,0:13:50.27,0:13:52.06,Default,,0000,0000,0000,,So we bring people into a lab,
Dialogue: 0,0:13:52.09,0:13:55.44,Default,,0000,0000,0000,,and they do either high-\Nor low-power poses again,
Dialogue: 0,0:13:55.46,0:13:58.07,Default,,0000,0000,0000,,they go through\Na very stressful job interview.
Dialogue: 0,0:13:58.10,0:14:01.69,Default,,0000,0000,0000,,It's five minutes long.\NThey are being recorded.
Dialogue: 0,0:14:01.71,0:14:03.67,Default,,0000,0000,0000,,They're being judged also,
Dialogue: 0,0:14:03.69,0:14:08.18,Default,,0000,0000,0000,,and the judges are trained\Nto give no nonverbal feedback,
Dialogue: 0,0:14:08.20,0:14:09.76,Default,,0000,0000,0000,,so they look like this.
Dialogue: 0,0:14:09.98,0:14:12.07,Default,,0000,0000,0000,,Imagine this is the person\Ninterviewing you.
Dialogue: 0,0:14:12.09,0:14:16.69,Default,,0000,0000,0000,,So for five minutes, nothing,\Nand this is worse than being heckled.
Dialogue: 0,0:14:16.71,0:14:18.35,Default,,0000,0000,0000,,People hate this.
Dialogue: 0,0:14:18.38,0:14:22.09,Default,,0000,0000,0000,,It's what Marianne LaFrance calls\N"standing in social quicksand."
Dialogue: 0,0:14:22.12,0:14:23.90,Default,,0000,0000,0000,,So this really spikes your cortisol.
Dialogue: 0,0:14:23.93,0:14:26.21,Default,,0000,0000,0000,,So this is the job interview\Nwe put them through,
Dialogue: 0,0:14:26.24,0:14:28.43,Default,,0000,0000,0000,,because we really wanted\Nto see what happened.
Dialogue: 0,0:14:28.46,0:14:31.54,Default,,0000,0000,0000,,We then have these coders look\Nat these tapes, four of them.
Dialogue: 0,0:14:31.56,0:14:34.71,Default,,0000,0000,0000,,They're blind to the hypothesis.\NThey're blind to the conditions.
Dialogue: 0,0:14:34.74,0:14:37.50,Default,,0000,0000,0000,,They have no idea\Nwho's been posing in what pose,
Dialogue: 0,0:14:37.52,0:14:42.59,Default,,0000,0000,0000,,and they end up looking\Nat these sets of tapes,
Dialogue: 0,0:14:42.61,0:14:44.76,Default,,0000,0000,0000,,and they say,\N"We want to hire these people,"
Dialogue: 0,0:14:44.78,0:14:46.28,Default,,0000,0000,0000,,all the high-power posers.
Dialogue: 0,0:14:46.31,0:14:48.08,Default,,0000,0000,0000,,"We don't want to hire these people.
Dialogue: 0,0:14:48.10,0:14:51.92,Default,,0000,0000,0000,,We also evaluate these people\Nmuch more positively overall."
Dialogue: 0,0:14:51.95,0:14:53.59,Default,,0000,0000,0000,,But what's driving it?
Dialogue: 0,0:14:53.61,0:14:55.60,Default,,0000,0000,0000,,It's not about the content of the speech.
Dialogue: 0,0:14:55.63,0:14:58.48,Default,,0000,0000,0000,,It's about the presence\Nthat they're bringing to the speech.
Dialogue: 0,0:14:58.50,0:15:00.98,Default,,0000,0000,0000,,Because we rate them\Non all these variables
Dialogue: 0,0:15:01.00,0:15:04.54,Default,,0000,0000,0000,,related to competence,\Nlike, how well-structured is the speech?
Dialogue: 0,0:15:04.57,0:15:06.80,Default,,0000,0000,0000,,How good is it?\NWhat are their qualifications?
Dialogue: 0,0:15:06.82,0:15:09.45,Default,,0000,0000,0000,,No effect on those things.\NThis is what's affected.
Dialogue: 0,0:15:09.47,0:15:11.17,Default,,0000,0000,0000,,These kinds of things.
Dialogue: 0,0:15:11.20,0:15:13.59,Default,,0000,0000,0000,,People are bringing\Ntheir true selves, basically.
Dialogue: 0,0:15:13.61,0:15:15.00,Default,,0000,0000,0000,,They're bringing themselves.
Dialogue: 0,0:15:15.03,0:15:17.12,Default,,0000,0000,0000,,They bring their ideas, but as themselves,
Dialogue: 0,0:15:17.15,0:15:19.36,Default,,0000,0000,0000,,with no, you know, residue over them.
Dialogue: 0,0:15:19.38,0:15:24.29,Default,,0000,0000,0000,,So this is what's driving the effect,\Nor mediating the effect.
Dialogue: 0,0:15:24.32,0:15:27.66,Default,,0000,0000,0000,,So when I tell people about this,
Dialogue: 0,0:15:27.68,0:15:31.04,Default,,0000,0000,0000,,that our bodies change our minds\Nand our minds can change our behavior,
Dialogue: 0,0:15:31.06,0:15:33.82,Default,,0000,0000,0000,,and our behavior can change\Nour outcomes, they say to me,
Dialogue: 0,0:15:33.84,0:15:35.38,Default,,0000,0000,0000,,"It feels fake." Right?
Dialogue: 0,0:15:35.41,0:15:37.28,Default,,0000,0000,0000,,So I said, fake it till you make it.
Dialogue: 0,0:15:37.31,0:15:39.16,Default,,0000,0000,0000,,It's not me.
Dialogue: 0,0:15:39.18,0:15:42.34,Default,,0000,0000,0000,,I don't want to get there\Nand then still feel like a fraud.
Dialogue: 0,0:15:42.36,0:15:44.17,Default,,0000,0000,0000,,I don't want to feel like an impostor.
Dialogue: 0,0:15:44.19,0:15:48.27,Default,,0000,0000,0000,,I don't want to get there only to feel\Nlike I'm not supposed to be here.
Dialogue: 0,0:15:48.29,0:15:50.45,Default,,0000,0000,0000,,And that really resonated with me,
Dialogue: 0,0:15:50.48,0:15:53.70,Default,,0000,0000,0000,,because I want to tell you\Na little story about being an impostor
Dialogue: 0,0:15:53.72,0:15:55.92,Default,,0000,0000,0000,,and feeling like\NI'm not supposed to be here.
Dialogue: 0,0:15:55.95,0:15:58.86,Default,,0000,0000,0000,,When I was 19, I was\Nin a really bad car accident.
Dialogue: 0,0:15:58.89,0:16:02.27,Default,,0000,0000,0000,,I was thrown out of a car,\Nrolled several times.
Dialogue: 0,0:16:02.29,0:16:04.15,Default,,0000,0000,0000,,I was thrown from the car.
Dialogue: 0,0:16:04.17,0:16:07.14,Default,,0000,0000,0000,,And I woke up in a head injury rehab ward,
Dialogue: 0,0:16:07.16,0:16:09.37,Default,,0000,0000,0000,,and I had been withdrawn from college,
Dialogue: 0,0:16:09.40,0:16:15.08,Default,,0000,0000,0000,,and I learned that my IQ had dropped\Nby two standard deviations,
Dialogue: 0,0:16:15.11,0:16:17.67,Default,,0000,0000,0000,,which was very traumatic.
Dialogue: 0,0:16:17.70,0:16:20.54,Default,,0000,0000,0000,,I knew my IQ because\NI had identified with being smart,
Dialogue: 0,0:16:20.57,0:16:22.55,Default,,0000,0000,0000,,and I had been called gifted as a child.
Dialogue: 0,0:16:22.58,0:16:25.75,Default,,0000,0000,0000,,So I'm taken out of college,\NI keep trying to go back.
Dialogue: 0,0:16:25.78,0:16:27.98,Default,,0000,0000,0000,,They say, "You're not going\Nto finish college.
Dialogue: 0,0:16:28.00,0:16:30.56,Default,,0000,0000,0000,,Just, you know, there are other\Nthings for you to do,
Dialogue: 0,0:16:30.58,0:16:32.58,Default,,0000,0000,0000,,but that's not going to work out for you."
Dialogue: 0,0:16:32.60,0:16:36.14,Default,,0000,0000,0000,,So I really struggled\Nwith this, and I have to say,
Dialogue: 0,0:16:36.16,0:16:38.91,Default,,0000,0000,0000,,having your identity taken\Nfrom you, your core identity,
Dialogue: 0,0:16:38.94,0:16:40.77,Default,,0000,0000,0000,,and for me it was being smart,
Dialogue: 0,0:16:40.79,0:16:42.43,Default,,0000,0000,0000,,having that taken from you,
Dialogue: 0,0:16:42.46,0:16:45.56,Default,,0000,0000,0000,,there's nothing that leaves you feeling\Nmore powerless than that.
Dialogue: 0,0:16:45.58,0:16:47.36,Default,,0000,0000,0000,,So I felt entirely powerless.
Dialogue: 0,0:16:47.38,0:16:49.24,Default,,0000,0000,0000,,I worked and worked, and I got lucky,
Dialogue: 0,0:16:49.27,0:16:51.12,Default,,0000,0000,0000,,and worked, and got lucky, and worked.
Dialogue: 0,0:16:51.14,0:16:53.37,Default,,0000,0000,0000,,Eventually I graduated from college.
Dialogue: 0,0:16:53.39,0:16:55.39,Default,,0000,0000,0000,,It took me four years\Nlonger than my peers,
Dialogue: 0,0:16:55.42,0:16:59.73,Default,,0000,0000,0000,,and I convinced someone,\Nmy angel advisor, Susan Fiske,
Dialogue: 0,0:16:59.76,0:17:02.68,Default,,0000,0000,0000,,to take me on,\Nand so I ended up at Princeton,
Dialogue: 0,0:17:02.70,0:17:05.53,Default,,0000,0000,0000,,and I was like,\NI am not supposed to be here.
Dialogue: 0,0:17:05.55,0:17:06.82,Default,,0000,0000,0000,,I am an impostor.
Dialogue: 0,0:17:06.84,0:17:08.75,Default,,0000,0000,0000,,And the night before my first-year talk,
Dialogue: 0,0:17:08.77,0:17:12.27,Default,,0000,0000,0000,,and the first-year talk at Princeton\Nis a 20-minute talk to 20 people.
Dialogue: 0,0:17:12.30,0:17:13.48,Default,,0000,0000,0000,,That's it.
Dialogue: 0,0:17:13.50,0:17:15.96,Default,,0000,0000,0000,,I was so afraid of being\Nfound out the next day
Dialogue: 0,0:17:15.99,0:17:18.78,Default,,0000,0000,0000,,that I called her\Nand said, "I'm quitting."
Dialogue: 0,0:17:18.80,0:17:20.63,Default,,0000,0000,0000,,She was like, "You are not quitting,
Dialogue: 0,0:17:20.66,0:17:23.19,Default,,0000,0000,0000,,because I took a gamble\Non you, and you're staying.
Dialogue: 0,0:17:23.21,0:17:25.98,Default,,0000,0000,0000,,You're going to stay, and this is\Nwhat you're going to do.
Dialogue: 0,0:17:26.00,0:17:27.34,Default,,0000,0000,0000,,You are going to fake it.
Dialogue: 0,0:17:27.36,0:17:30.52,Default,,0000,0000,0000,,You're going to do every talk\Nthat you ever get asked to do.
Dialogue: 0,0:17:30.54,0:17:32.78,Default,,0000,0000,0000,,You're just going to do it\Nand do it and do it,
Dialogue: 0,0:17:32.80,0:17:35.22,Default,,0000,0000,0000,,even if you're terrified\Nand just paralyzed
Dialogue: 0,0:17:35.25,0:17:37.60,Default,,0000,0000,0000,,and having an out-of-body experience,
Dialogue: 0,0:17:37.62,0:17:40.97,Default,,0000,0000,0000,,until you have this moment where you say,\N'Oh my gosh, I'm doing it.
Dialogue: 0,0:17:40.99,0:17:43.93,Default,,0000,0000,0000,,Like, I have become this.\NI am actually doing this.'"
Dialogue: 0,0:17:43.96,0:17:45.05,Default,,0000,0000,0000,,So that's what I did.
Dialogue: 0,0:17:45.08,0:17:46.46,Default,,0000,0000,0000,,Five years in grad school,
Dialogue: 0,0:17:46.48,0:17:48.58,Default,,0000,0000,0000,,a few years, you know,\NI'm at Northwestern,
Dialogue: 0,0:17:48.61,0:17:50.67,Default,,0000,0000,0000,,I moved to Harvard, I'm at Harvard,
Dialogue: 0,0:17:50.70,0:17:54.67,Default,,0000,0000,0000,,I'm not really thinking about it anymore,\Nbut for a long time I had been thinking,
Dialogue: 0,0:17:54.70,0:17:56.48,Default,,0000,0000,0000,,"Not supposed to be here."
Dialogue: 0,0:17:56.50,0:17:59.20,Default,,0000,0000,0000,,So at the end of my first year at Harvard,
Dialogue: 0,0:17:59.22,0:18:03.52,Default,,0000,0000,0000,,a student who had not talked\Nin class the entire semester,
Dialogue: 0,0:18:03.54,0:18:07.21,Default,,0000,0000,0000,,who I had said, "Look, you've gotta\Nparticipate or else you're going to fail,"
Dialogue: 0,0:18:07.24,0:18:09.76,Default,,0000,0000,0000,,came into my office.\NI really didn't know her at all.
Dialogue: 0,0:18:09.78,0:18:13.21,Default,,0000,0000,0000,,She came in totally defeated,\Nand she said,
Dialogue: 0,0:18:13.24,0:18:16.36,Default,,0000,0000,0000,,"I'm not supposed to be here."
Dialogue: 0,0:18:20.11,0:18:22.07,Default,,0000,0000,0000,,And that was the moment for me.
Dialogue: 0,0:18:22.09,0:18:23.68,Default,,0000,0000,0000,,Because two things happened.
Dialogue: 0,0:18:23.71,0:18:24.98,Default,,0000,0000,0000,,One was that I realized,
Dialogue: 0,0:18:25.00,0:18:28.11,Default,,0000,0000,0000,,oh my gosh,\NI don't feel like that anymore.
Dialogue: 0,0:18:28.14,0:18:31.14,Default,,0000,0000,0000,,I don't feel that anymore,\Nbut she does, and I get that feeling.
Dialogue: 0,0:18:31.16,0:18:33.43,Default,,0000,0000,0000,,And the second was,\Nshe is supposed to be here!
Dialogue: 0,0:18:33.46,0:18:35.41,Default,,0000,0000,0000,,Like, she can fake it, she can become it.
Dialogue: 0,0:18:35.43,0:18:38.98,Default,,0000,0000,0000,,So I was like, "Yes, you are!\NYou are supposed to be here!
Dialogue: 0,0:18:38.100,0:18:40.76,Default,,0000,0000,0000,,And tomorrow you're going to fake it,
Dialogue: 0,0:18:40.78,0:18:43.47,Default,,0000,0000,0000,,you're going to make yourself\Npowerful, and, you know --
Dialogue: 0,0:18:43.50,0:18:48.89,Default,,0000,0000,0000,,(Applause)
Dialogue: 0,0:18:48.92,0:18:52.97,Default,,0000,0000,0000,,And you're going to go\Ninto the classroom,
Dialogue: 0,0:18:52.99,0:18:55.39,Default,,0000,0000,0000,,and you are going to give\Nthe best comment ever."
Dialogue: 0,0:18:55.42,0:18:58.40,Default,,0000,0000,0000,,You know? And she gave\Nthe best comment ever,
Dialogue: 0,0:18:58.42,0:19:00.36,Default,,0000,0000,0000,,and people turned around and were like,
Dialogue: 0,0:19:00.38,0:19:03.30,Default,,0000,0000,0000,,oh my God, I didn't even notice her\Nsitting there. (Laughter)
Dialogue: 0,0:19:03.33,0:19:05.12,Default,,0000,0000,0000,,She comes back to me months later,
Dialogue: 0,0:19:05.15,0:19:08.19,Default,,0000,0000,0000,,and I realized that she had not just\Nfaked it till she made it,
Dialogue: 0,0:19:08.21,0:19:10.58,Default,,0000,0000,0000,,she had actually faked it\Ntill she became it.
Dialogue: 0,0:19:10.61,0:19:12.41,Default,,0000,0000,0000,,So she had changed.
Dialogue: 0,0:19:12.43,0:19:16.49,Default,,0000,0000,0000,,And so I want to say to you,\Ndon't fake it till you make it.
Dialogue: 0,0:19:16.52,0:19:19.29,Default,,0000,0000,0000,,Fake it till you become it.
Dialogue: 0,0:19:19.31,0:19:22.93,Default,,0000,0000,0000,,Do it enough until you actually\Nbecome it and internalize.
Dialogue: 0,0:19:22.95,0:19:25.58,Default,,0000,0000,0000,,The last thing I'm going\Nto leave you with is this.
Dialogue: 0,0:19:25.61,0:19:30.06,Default,,0000,0000,0000,,Tiny tweaks can lead to big changes.
Dialogue: 0,0:19:30.08,0:19:32.55,Default,,0000,0000,0000,,So, this is two minutes.
Dialogue: 0,0:19:32.58,0:19:34.39,Default,,0000,0000,0000,,Two minutes, two minutes, two minutes.
Dialogue: 0,0:19:34.41,0:19:37.54,Default,,0000,0000,0000,,Before you go into the next stressful\Nevaluative situation,
Dialogue: 0,0:19:37.56,0:19:40.24,Default,,0000,0000,0000,,for two minutes, try doing this,\Nin the elevator,
Dialogue: 0,0:19:40.26,0:19:43.48,Default,,0000,0000,0000,,in a bathroom stall, at your desk\Nbehind closed doors.
Dialogue: 0,0:19:43.50,0:19:44.91,Default,,0000,0000,0000,,That's what you want to do.
Dialogue: 0,0:19:44.93,0:19:47.74,Default,,0000,0000,0000,,Configure your brain\Nto cope the best in that situation.
Dialogue: 0,0:19:47.77,0:19:50.71,Default,,0000,0000,0000,,Get your testosterone up.\NGet your cortisol down.
Dialogue: 0,0:19:50.73,0:19:54.67,Default,,0000,0000,0000,,Don't leave that situation feeling\Nlike, oh, I didn't show them who I am.
Dialogue: 0,0:19:54.70,0:19:56.40,Default,,0000,0000,0000,,Leave that situation feeling like,
Dialogue: 0,0:19:56.42,0:19:59.39,Default,,0000,0000,0000,,I really feel like I got to say\Nwho I am and show who I am.
Dialogue: 0,0:19:59.42,0:20:05.18,Default,,0000,0000,0000,,So I want to ask you first, you know,\Nboth to try power posing,
Dialogue: 0,0:20:05.21,0:20:10.30,Default,,0000,0000,0000,,and also I want to ask you to share\Nthe science, because this is simple.
Dialogue: 0,0:20:10.32,0:20:12.48,Default,,0000,0000,0000,,I don't have ego involved in this.\N(Laughter)
Dialogue: 0,0:20:12.50,0:20:14.26,Default,,0000,0000,0000,,Give it away. Share it with people,
Dialogue: 0,0:20:14.29,0:20:16.71,Default,,0000,0000,0000,,because the people who can use it the most
Dialogue: 0,0:20:16.73,0:20:20.08,Default,,0000,0000,0000,,are the ones with no resources\Nand no technology
Dialogue: 0,0:20:20.10,0:20:22.28,Default,,0000,0000,0000,,and no status and no power.
Dialogue: 0,0:20:22.30,0:20:24.85,Default,,0000,0000,0000,,Give it to them\Nbecause they can do it in private.
Dialogue: 0,0:20:24.88,0:20:27.32,Default,,0000,0000,0000,,They need their bodies,\Nprivacy and two minutes,
Dialogue: 0,0:20:27.34,0:20:30.47,Default,,0000,0000,0000,,and it can significantly change\Nthe outcomes of their life.
Dialogue: 0,0:20:30.49,0:20:31.62,Default,,0000,0000,0000,,Thank you.
Dialogue: 0,0:20:31.65,0:20:34.68,Default,,0000,0000,0000,,(Applause)