[Script Info]
Title: 
[Events]
Format: Layer, Start, End, Style, Name, MarginL, MarginR, MarginV, Effect, Text
Dialogue: 0,0:00:00.71,0:00:03.50,Default,,0000,0000,0000,,So I want to start by offering you a free
Dialogue: 0,0:00:03.50,0:00:06.13,Default,,0000,0000,0000,,no-tech life hack,
Dialogue: 0,0:00:06.13,0:00:08.75,Default,,0000,0000,0000,,and all it requires of you is this:
Dialogue: 0,0:00:08.75,0:00:12.94,Default,,0000,0000,0000,,that you change your posture for two minutes.
Dialogue: 0,0:00:12.94,0:00:16.36,Default,,0000,0000,0000,,But before I give it away, I want to ask you to right now
Dialogue: 0,0:00:16.36,0:00:19.95,Default,,0000,0000,0000,,do a little audit of your body and what you're doing with your body.
Dialogue: 0,0:00:19.95,0:00:22.37,Default,,0000,0000,0000,,So how many of you are sort of making yourselves smaller?
Dialogue: 0,0:00:22.37,0:00:25.09,Default,,0000,0000,0000,,Maybe you're hunching, crossing your legs,
Dialogue: 0,0:00:25.09,0:00:26.01,Default,,0000,0000,0000,,maybe wrapping your ankles.
Dialogue: 0,0:00:26.01,0:00:29.75,Default,,0000,0000,0000,,Sometimes we hold onto our arms like this.
Dialogue: 0,0:00:29.75,0:00:33.42,Default,,0000,0000,0000,,Sometimes we spread out. (Laughter)
Dialogue: 0,0:00:33.42,0:00:35.70,Default,,0000,0000,0000,,I see you. (Laughter)
Dialogue: 0,0:00:35.70,0:00:38.21,Default,,0000,0000,0000,,So I want you to pay attention to what you're doing right now.
Dialogue: 0,0:00:38.21,0:00:40.42,Default,,0000,0000,0000,,We're going to come back to that in a few minutes,
Dialogue: 0,0:00:40.42,0:00:43.82,Default,,0000,0000,0000,,and I'm hoping that if you learn to tweak this a little bit,
Dialogue: 0,0:00:43.82,0:00:47.45,Default,,0000,0000,0000,,it could significantly change the way your life unfolds.
Dialogue: 0,0:00:47.45,0:00:51.98,Default,,0000,0000,0000,,So, we're really fascinated with body language,
Dialogue: 0,0:00:51.98,0:00:53.94,Default,,0000,0000,0000,,and we're particularly interested
Dialogue: 0,0:00:53.94,0:00:55.90,Default,,0000,0000,0000,,in other people's body language.
Dialogue: 0,0:00:55.90,0:01:00.12,Default,,0000,0000,0000,,You know, we're interested in, like, you know — (Laughter) —
Dialogue: 0,0:01:00.12,0:01:04.52,Default,,0000,0000,0000,,an awkward interaction, or a smile,
Dialogue: 0,0:01:04.52,0:01:08.75,Default,,0000,0000,0000,,or a contemptuous glance, or maybe a very awkward wink,
Dialogue: 0,0:01:08.75,0:01:11.99,Default,,0000,0000,0000,,or maybe even something like a handshake.
Dialogue: 0,0:01:11.99,0:01:14.67,Default,,0000,0000,0000,,Narrator: Here they are arriving at Number 10, and look at this
Dialogue: 0,0:01:14.67,0:01:17.34,Default,,0000,0000,0000,,lucky policeman gets to shake hands with the President
Dialogue: 0,0:01:17.34,0:01:19.83,Default,,0000,0000,0000,,of the United States. Oh, and here comes
Dialogue: 0,0:01:19.83,0:01:24.76,Default,,0000,0000,0000,,the Prime Minister of the — ? No. (Laughter) (Applause)
Dialogue: 0,0:01:24.76,0:01:26.85,Default,,0000,0000,0000,,(Laughter) (Applause)
Dialogue: 0,0:01:26.85,0:01:31.14,Default,,0000,0000,0000,,Amy Cuddy: So a handshake, or the lack of a handshake,
Dialogue: 0,0:01:31.14,0:01:33.66,Default,,0000,0000,0000,,can have us talking for weeks and weeks and weeks.
Dialogue: 0,0:01:33.66,0:01:35.80,Default,,0000,0000,0000,,Even the BBC and The New York Times.
Dialogue: 0,0:01:35.80,0:01:39.76,Default,,0000,0000,0000,,So obviously when we think about nonverbal behavior,
Dialogue: 0,0:01:39.76,0:01:43.14,Default,,0000,0000,0000,,or body language -- but we call it nonverbals as social scientists --
Dialogue: 0,0:01:43.14,0:01:46.02,Default,,0000,0000,0000,,it's language, so we think about communication.
Dialogue: 0,0:01:46.02,0:01:48.45,Default,,0000,0000,0000,,When we think about communication, we think about interactions.
Dialogue: 0,0:01:48.45,0:01:51.29,Default,,0000,0000,0000,,So what is your body language communicating to me?
Dialogue: 0,0:01:51.29,0:01:53.56,Default,,0000,0000,0000,,What's mine communicating to you?
Dialogue: 0,0:01:53.56,0:01:57.77,Default,,0000,0000,0000,,And there's a lot of reason to believe that this is a valid
Dialogue: 0,0:01:57.77,0:02:00.31,Default,,0000,0000,0000,,way to look at this. So social scientists have spent a lot
Dialogue: 0,0:02:00.31,0:02:03.70,Default,,0000,0000,0000,,of time looking at the effects of our body language,
Dialogue: 0,0:02:03.70,0:02:06.21,Default,,0000,0000,0000,,or other people's body language, on judgments.
Dialogue: 0,0:02:06.21,0:02:09.65,Default,,0000,0000,0000,,And we make sweeping judgments and inferences from body language.
Dialogue: 0,0:02:09.65,0:02:13.64,Default,,0000,0000,0000,,And those judgments can predict really meaningful life outcomes
Dialogue: 0,0:02:13.64,0:02:17.43,Default,,0000,0000,0000,,like who we hire or promote, who we ask out on a date.
Dialogue: 0,0:02:17.43,0:02:22.12,Default,,0000,0000,0000,,For example, Nalini Ambady, a researcher at Tufts University,
Dialogue: 0,0:02:22.12,0:02:26.59,Default,,0000,0000,0000,,shows that when people watch 30-second soundless clips
Dialogue: 0,0:02:26.59,0:02:29.61,Default,,0000,0000,0000,,of real physician-patient interactions,
Dialogue: 0,0:02:29.61,0:02:32.44,Default,,0000,0000,0000,,their judgments of the physician's niceness
Dialogue: 0,0:02:32.44,0:02:35.08,Default,,0000,0000,0000,,predict whether or not that physician will be sued.
Dialogue: 0,0:02:35.08,0:02:37.28,Default,,0000,0000,0000,,So it doesn't have to do so much with whether or not
Dialogue: 0,0:02:37.28,0:02:39.42,Default,,0000,0000,0000,,that physician was incompetent, but do we like that person
Dialogue: 0,0:02:39.42,0:02:42.12,Default,,0000,0000,0000,,and how they interacted?
Dialogue: 0,0:02:42.12,0:02:45.05,Default,,0000,0000,0000,,Even more dramatic, Alex Todorov at Princeton has shown
Dialogue: 0,0:02:45.05,0:02:48.73,Default,,0000,0000,0000,,us that judgments of political candidates' faces
Dialogue: 0,0:02:48.73,0:02:53.32,Default,,0000,0000,0000,,in just one second predict 70 percent of U.S. Senate
Dialogue: 0,0:02:53.32,0:02:56.55,Default,,0000,0000,0000,,and gubernatorial race outcomes,
Dialogue: 0,0:02:56.55,0:02:58.77,Default,,0000,0000,0000,,and even, let's go digital,
Dialogue: 0,0:02:58.77,0:03:02.91,Default,,0000,0000,0000,,emoticons used well in online negotiations
Dialogue: 0,0:03:02.91,0:03:05.75,Default,,0000,0000,0000,,can lead to you claim more value from that negotiation.
Dialogue: 0,0:03:05.75,0:03:08.97,Default,,0000,0000,0000,,If you use them poorly, bad idea. Right?
Dialogue: 0,0:03:08.97,0:03:11.87,Default,,0000,0000,0000,,So when we think of nonverbals, we think of how we judge
Dialogue: 0,0:03:11.87,0:03:14.97,Default,,0000,0000,0000,,others, how they judge us and what the outcomes are.
Dialogue: 0,0:03:14.97,0:03:16.85,Default,,0000,0000,0000,,We tend to forget, though, the other audience
Dialogue: 0,0:03:16.85,0:03:20.52,Default,,0000,0000,0000,,that's influenced by our nonverbals, and that's ourselves.
Dialogue: 0,0:03:20.52,0:03:23.74,Default,,0000,0000,0000,,We are also influenced by our nonverbals, our thoughts
Dialogue: 0,0:03:23.74,0:03:26.10,Default,,0000,0000,0000,,and our feelings and our physiology.
Dialogue: 0,0:03:26.10,0:03:29.16,Default,,0000,0000,0000,,So what nonverbals am I talking about?
Dialogue: 0,0:03:29.16,0:03:32.10,Default,,0000,0000,0000,,I'm a social psychologist. I study prejudice,
Dialogue: 0,0:03:32.10,0:03:34.83,Default,,0000,0000,0000,,and I teach at a competitive business school,
Dialogue: 0,0:03:34.83,0:03:39.32,Default,,0000,0000,0000,,so it was inevitable that I would become interested in power dynamics.
Dialogue: 0,0:03:39.32,0:03:43.13,Default,,0000,0000,0000,,I became especially interested in nonverbal expressions
Dialogue: 0,0:03:43.13,0:03:45.13,Default,,0000,0000,0000,,of power and dominance.
Dialogue: 0,0:03:45.13,0:03:47.79,Default,,0000,0000,0000,,And what are nonverbal expressions of power and dominance?
Dialogue: 0,0:03:47.79,0:03:49.95,Default,,0000,0000,0000,,Well, this is what they are.
Dialogue: 0,0:03:49.95,0:03:52.83,Default,,0000,0000,0000,,So in the animal kingdom, they are about expanding.
Dialogue: 0,0:03:52.83,0:03:55.84,Default,,0000,0000,0000,,So you make yourself big, you stretch out,
Dialogue: 0,0:03:55.84,0:03:58.78,Default,,0000,0000,0000,,you take up space, you're basically opening up.
Dialogue: 0,0:03:58.78,0:04:01.77,Default,,0000,0000,0000,,It's about opening up. And this is true
Dialogue: 0,0:04:01.77,0:04:05.53,Default,,0000,0000,0000,,across the animal kingdom. It's not just limited to primates.
Dialogue: 0,0:04:05.53,0:04:08.95,Default,,0000,0000,0000,,And humans do the same thing. (Laughter)
Dialogue: 0,0:04:08.95,0:04:12.66,Default,,0000,0000,0000,,So they do this both when they have power sort of chronically,
Dialogue: 0,0:04:12.66,0:04:15.66,Default,,0000,0000,0000,,and also when they're feeling powerful in the moment.
Dialogue: 0,0:04:15.66,0:04:18.57,Default,,0000,0000,0000,,And this one is especially interesting because it really shows us
Dialogue: 0,0:04:18.57,0:04:22.76,Default,,0000,0000,0000,,how universal and old these expressions of power are.
Dialogue: 0,0:04:22.76,0:04:25.36,Default,,0000,0000,0000,,This expression, which is known as pride,
Dialogue: 0,0:04:25.36,0:04:28.40,Default,,0000,0000,0000,,Jessica Tracy has studied. She shows that
Dialogue: 0,0:04:28.40,0:04:30.52,Default,,0000,0000,0000,,people who are born with sight
Dialogue: 0,0:04:30.52,0:04:33.46,Default,,0000,0000,0000,,and people who are congenitally blind do this
Dialogue: 0,0:04:33.46,0:04:35.77,Default,,0000,0000,0000,,when they win at a physical competition.
Dialogue: 0,0:04:35.77,0:04:37.75,Default,,0000,0000,0000,,So when they cross the finish line and they've won,
Dialogue: 0,0:04:37.75,0:04:39.86,Default,,0000,0000,0000,,it doesn't matter if they've never seen anyone do it.
Dialogue: 0,0:04:39.86,0:04:40.95,Default,,0000,0000,0000,,They do this.
Dialogue: 0,0:04:40.95,0:04:44.39,Default,,0000,0000,0000,,So the arms up in the V, the chin is slightly lifted.
Dialogue: 0,0:04:44.39,0:04:46.93,Default,,0000,0000,0000,,What do we do when we feel powerless? We do exactly
Dialogue: 0,0:04:46.93,0:04:50.98,Default,,0000,0000,0000,,the opposite. We close up. We wrap ourselves up.
Dialogue: 0,0:04:50.98,0:04:54.45,Default,,0000,0000,0000,,We make ourselves small. We don't want to bump into the person next to us.
Dialogue: 0,0:04:54.45,0:04:57.49,Default,,0000,0000,0000,,So again, both animals and humans do the same thing.
Dialogue: 0,0:04:57.49,0:05:00.57,Default,,0000,0000,0000,,And this is what happens when you put together high
Dialogue: 0,0:05:00.57,0:05:02.88,Default,,0000,0000,0000,,and low power. So what we tend to do
Dialogue: 0,0:05:02.88,0:05:07.25,Default,,0000,0000,0000,,when it comes to power is that we complement the other's nonverbals.
Dialogue: 0,0:05:07.25,0:05:09.68,Default,,0000,0000,0000,,So if someone is being really powerful with us,
Dialogue: 0,0:05:09.68,0:05:11.90,Default,,0000,0000,0000,,we tend to make ourselves smaller. We don't mirror them.
Dialogue: 0,0:05:11.90,0:05:13.94,Default,,0000,0000,0000,,We do the opposite of them.
Dialogue: 0,0:05:13.94,0:05:17.14,Default,,0000,0000,0000,,So I'm watching this behavior in the classroom,
Dialogue: 0,0:05:17.14,0:05:23.92,Default,,0000,0000,0000,,and what do I notice? I notice that MBA students
Dialogue: 0,0:05:23.92,0:05:26.93,Default,,0000,0000,0000,,really exhibit the full range of power nonverbals.
Dialogue: 0,0:05:26.93,0:05:29.39,Default,,0000,0000,0000,,So you have people who are like caricatures of alphas,
Dialogue: 0,0:05:29.39,0:05:32.38,Default,,0000,0000,0000,,really coming into the room, they get right into the middle of the room
Dialogue: 0,0:05:32.38,0:05:36.32,Default,,0000,0000,0000,,before class even starts, like they really want to occupy space.
Dialogue: 0,0:05:36.32,0:05:38.20,Default,,0000,0000,0000,,When they sit down, they're sort of spread out.
Dialogue: 0,0:05:38.20,0:05:40.34,Default,,0000,0000,0000,,They raise their hands like this.
Dialogue: 0,0:05:40.34,0:05:42.97,Default,,0000,0000,0000,,You have other people who are virtually collapsing
Dialogue: 0,0:05:42.97,0:05:45.30,Default,,0000,0000,0000,,when they come in. As soon they come in, you see it.
Dialogue: 0,0:05:45.30,0:05:47.83,Default,,0000,0000,0000,,You see it on their faces and their bodies, and they sit
Dialogue: 0,0:05:47.83,0:05:49.82,Default,,0000,0000,0000,,in their chair and they make themselves tiny,
Dialogue: 0,0:05:49.82,0:05:52.97,Default,,0000,0000,0000,,and they go like this when they raise their hand.
Dialogue: 0,0:05:52.97,0:05:54.65,Default,,0000,0000,0000,,I notice a couple of things about this.
Dialogue: 0,0:05:54.65,0:05:56.38,Default,,0000,0000,0000,,One, you're not going to be surprised.
Dialogue: 0,0:05:56.38,0:05:58.73,Default,,0000,0000,0000,,It seems to be related to gender.
Dialogue: 0,0:05:58.73,0:06:04.19,Default,,0000,0000,0000,,So women are much more likely to do this kind of thing than men.
Dialogue: 0,0:06:04.19,0:06:06.78,Default,,0000,0000,0000,,Women feel chronically less powerful than men,
Dialogue: 0,0:06:06.78,0:06:10.73,Default,,0000,0000,0000,,so this is not surprising. But the other thing I noticed is that
Dialogue: 0,0:06:10.73,0:06:13.58,Default,,0000,0000,0000,,it also seemed to be related to the extent to which
Dialogue: 0,0:06:13.58,0:06:17.26,Default,,0000,0000,0000,,the students were participating, and how well they were participating.
Dialogue: 0,0:06:17.26,0:06:19.84,Default,,0000,0000,0000,,And this is really important in the MBA classroom,
Dialogue: 0,0:06:19.84,0:06:22.52,Default,,0000,0000,0000,,because participation counts for half the grade.
Dialogue: 0,0:06:22.52,0:06:26.100,Default,,0000,0000,0000,,So business schools have been struggling with this gender grade gap.
Dialogue: 0,0:06:26.100,0:06:30.27,Default,,0000,0000,0000,,You get these equally qualified women and men coming in
Dialogue: 0,0:06:30.27,0:06:32.26,Default,,0000,0000,0000,,and then you get these differences in grades,
Dialogue: 0,0:06:32.26,0:06:35.52,Default,,0000,0000,0000,,and it seems to be partly attributable to participation.
Dialogue: 0,0:06:35.52,0:06:38.55,Default,,0000,0000,0000,,So I started to wonder, you know, okay,
Dialogue: 0,0:06:38.55,0:06:41.07,Default,,0000,0000,0000,,so you have these people coming in like this, and they're
Dialogue: 0,0:06:41.07,0:06:44.74,Default,,0000,0000,0000,,participating. Is it possible that we could get people to fake it
Dialogue: 0,0:06:44.74,0:06:46.71,Default,,0000,0000,0000,,and would it lead them to participate more?
Dialogue: 0,0:06:46.71,0:06:51.38,Default,,0000,0000,0000,,So my main collaborator Dana Carney, who's at Berkeley,
Dialogue: 0,0:06:51.38,0:06:54.93,Default,,0000,0000,0000,,and I really wanted to know, can you fake it till you make it?
Dialogue: 0,0:06:54.93,0:06:57.96,Default,,0000,0000,0000,,Like, can you do this just for a little while and actually
Dialogue: 0,0:06:57.96,0:07:01.79,Default,,0000,0000,0000,,experience a behavioral outcome that makes you seem more powerful?
Dialogue: 0,0:07:01.79,0:07:05.34,Default,,0000,0000,0000,,So we know that our nonverbals govern how other people
Dialogue: 0,0:07:05.34,0:07:07.03,Default,,0000,0000,0000,,think and feel about us. There's a lot of evidence.
Dialogue: 0,0:07:07.03,0:07:10.14,Default,,0000,0000,0000,,But our question really was, do our nonverbals
Dialogue: 0,0:07:10.14,0:07:13.25,Default,,0000,0000,0000,,govern how we think and feel about ourselves?
Dialogue: 0,0:07:13.25,0:07:15.94,Default,,0000,0000,0000,,There's some evidence that they do.
Dialogue: 0,0:07:15.94,0:07:20.58,Default,,0000,0000,0000,,So, for example, we smile when we feel happy,
Dialogue: 0,0:07:20.58,0:07:22.76,Default,,0000,0000,0000,,but also, when we're forced to smile
Dialogue: 0,0:07:22.76,0:07:27.17,Default,,0000,0000,0000,,by holding a pen in our teeth like this, it makes us feel happy.
Dialogue: 0,0:07:27.17,0:07:30.25,Default,,0000,0000,0000,,So it goes both ways. When it comes to power,
Dialogue: 0,0:07:30.25,0:07:35.47,Default,,0000,0000,0000,,it also goes both ways. So when you feel powerful,
Dialogue: 0,0:07:35.47,0:07:38.85,Default,,0000,0000,0000,,you're more likely to do this, but it's also possible that
Dialogue: 0,0:07:38.85,0:07:44.46,Default,,0000,0000,0000,,when you pretend to be powerful, you are more likely
Dialogue: 0,0:07:44.46,0:07:46.89,Default,,0000,0000,0000,,to actually feel powerful.
Dialogue: 0,0:07:46.89,0:07:49.95,Default,,0000,0000,0000,,So the second question really was, you know,
Dialogue: 0,0:07:49.95,0:07:52.53,Default,,0000,0000,0000,,so we know that our minds change our bodies,
Dialogue: 0,0:07:52.53,0:07:56.95,Default,,0000,0000,0000,,but is it also true that our bodies change our minds?
Dialogue: 0,0:07:56.95,0:07:59.68,Default,,0000,0000,0000,,And when I say minds, in the case of the powerful,
Dialogue: 0,0:07:59.68,0:08:01.05,Default,,0000,0000,0000,,what am I talking about?
Dialogue: 0,0:08:01.05,0:08:03.21,Default,,0000,0000,0000,,So I'm talking about thoughts and feelings
Dialogue: 0,0:08:03.21,0:08:06.67,Default,,0000,0000,0000,,and the sort of physiological things that make up our thoughts and feelings,
Dialogue: 0,0:08:06.67,0:08:09.88,Default,,0000,0000,0000,,and in my case, that's hormones. I look at hormones.
Dialogue: 0,0:08:09.88,0:08:12.98,Default,,0000,0000,0000,,So what do the minds of the powerful versus the powerless
Dialogue: 0,0:08:12.98,0:08:14.21,Default,,0000,0000,0000,,look like?
Dialogue: 0,0:08:14.21,0:08:18.51,Default,,0000,0000,0000,,So powerful people tend to be, not surprisingly,
Dialogue: 0,0:08:18.51,0:08:22.73,Default,,0000,0000,0000,,more assertive and more confident, more optimistic.
Dialogue: 0,0:08:22.73,0:08:25.73,Default,,0000,0000,0000,,They actually feel that they're going to win even at games of chance.
Dialogue: 0,0:08:25.73,0:08:29.91,Default,,0000,0000,0000,,They also tend to be able to think more abstractly.
Dialogue: 0,0:08:29.91,0:08:32.51,Default,,0000,0000,0000,,So there are a lot of differences. They take more risks.
Dialogue: 0,0:08:32.51,0:08:35.37,Default,,0000,0000,0000,,There are a lot of differences between powerful and powerless people.
Dialogue: 0,0:08:35.37,0:08:38.66,Default,,0000,0000,0000,,Physiologically, there also are differences on two
Dialogue: 0,0:08:38.66,0:08:42.72,Default,,0000,0000,0000,,key hormones: testosterone, which 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: 0,0:08:46.39,0:08:49.72,Default,,0000,0000,0000,,So what we find is that
Dialogue: 0,0:08:49.72,0:08:53.56,Default,,0000,0000,0000,,high-power alpha males in primate hierarchies
Dialogue: 0,0:08:53.56,0:08:56.76,Default,,0000,0000,0000,,have high testosterone and low cortisol,
Dialogue: 0,0:08:56.76,0:09:00.29,Default,,0000,0000,0000,,and powerful and effective leaders also have
Dialogue: 0,0:09:00.29,0:09:02.54,Default,,0000,0000,0000,,high testosterone and low cortisol.
Dialogue: 0,0:09:02.54,0:09:04.84,Default,,0000,0000,0000,,So what does that mean? When you think about power,
Dialogue: 0,0:09:04.84,0:09:07.27,Default,,0000,0000,0000,,people tended to think only about testosterone,
Dialogue: 0,0:09:07.27,0:09:09.06,Default,,0000,0000,0000,,because that was about dominance.
Dialogue: 0,0:09:09.06,0:09:12.53,Default,,0000,0000,0000,,But really, power is also about how you react to stress.
Dialogue: 0,0:09:12.53,0:09:15.66,Default,,0000,0000,0000,,So do you want the high-power leader that's dominant,
Dialogue: 0,0:09:15.66,0:09:18.40,Default,,0000,0000,0000,,high on testosterone, but really stress reactive?
Dialogue: 0,0:09:18.40,0:09:20.73,Default,,0000,0000,0000,,Probably not, right? You want the person
Dialogue: 0,0:09:20.73,0:09:23.02,Default,,0000,0000,0000,,who's powerful and assertive and dominant,
Dialogue: 0,0:09:23.02,0:09:26.71,Default,,0000,0000,0000,,but not very stress reactive, the person who's laid back.
Dialogue: 0,0:09:26.71,0:09:32.94,Default,,0000,0000,0000,,So we know that in primate hierarchies, if an alpha
Dialogue: 0,0:09:32.94,0:09:36.63,Default,,0000,0000,0000,,needs to take over, if an individual needs to take over
Dialogue: 0,0:09:36.63,0:09:39.19,Default,,0000,0000,0000,,an alpha role sort of suddenly,
Dialogue: 0,0:09:39.19,0:09:42.30,Default,,0000,0000,0000,,within a few days, that individual's testosterone has gone up
Dialogue: 0,0:09:42.30,0:09:45.80,Default,,0000,0000,0000,,significantly and his cortisol has dropped significantly.
Dialogue: 0,0:09:45.80,0:09:48.84,Default,,0000,0000,0000,,So we have this evidence, both that the body can shape
Dialogue: 0,0:09:48.84,0:09:51.21,Default,,0000,0000,0000,,the mind, at least at the facial level,
Dialogue: 0,0:09:51.21,0:09:55.34,Default,,0000,0000,0000,,and also that role changes can shape the mind.
Dialogue: 0,0:09:55.34,0:09:58.12,Default,,0000,0000,0000,,So what happens, okay, you take a role change,
Dialogue: 0,0:09:58.12,0:10:00.70,Default,,0000,0000,0000,,what happens if you do that at a really minimal level,
Dialogue: 0,0:10:00.70,0:10:03.12,Default,,0000,0000,0000,,like this tiny manipulation, this tiny intervention?
Dialogue: 0,0:10:03.12,0:10:05.77,Default,,0000,0000,0000,,"For two minutes," you say, "I want you to stand like this,
Dialogue: 0,0:10:05.77,0:10:08.55,Default,,0000,0000,0000,,and it's going to make you feel more powerful."
Dialogue: 0,0:10:08.55,0:10:13.03,Default,,0000,0000,0000,,So this is what we did. We decided to bring people
Dialogue: 0,0:10:13.03,0:10:17.24,Default,,0000,0000,0000,,into the lab and run a little experiment, and these people
Dialogue: 0,0:10:17.24,0:10:21.67,Default,,0000,0000,0000,,adopted, for two minutes, either high-power poses
Dialogue: 0,0:10:21.67,0:10:23.92,Default,,0000,0000,0000,,or low-power poses, and I'm just going to show you
Dialogue: 0,0:10:23.92,0:10:26.88,Default,,0000,0000,0000,,five of the poses, although they took on only two.
Dialogue: 0,0:10:26.88,0:10:29.36,Default,,0000,0000,0000,,So here's one.
Dialogue: 0,0:10:29.36,0:10:31.45,Default,,0000,0000,0000,,A couple more.
Dialogue: 0,0:10:31.45,0:10:34.27,Default,,0000,0000,0000,,This one has been dubbed the "Wonder Woman"
Dialogue: 0,0:10:34.27,0:10:36.65,Default,,0000,0000,0000,,by the media.
Dialogue: 0,0:10:36.65,0:10:37.97,Default,,0000,0000,0000,,Here are a couple more.
Dialogue: 0,0:10:37.97,0:10:40.32,Default,,0000,0000,0000,,So you can be standing or you can be sitting.
Dialogue: 0,0:10:40.32,0:10:42.31,Default,,0000,0000,0000,,And here are the low-power poses.
Dialogue: 0,0:10:42.31,0:10:46.37,Default,,0000,0000,0000,,So you're folding up, you're making yourself small.
Dialogue: 0,0:10:46.37,0:10:48.11,Default,,0000,0000,0000,,This one is very low-power.
Dialogue: 0,0:10:48.11,0:10:49.47,Default,,0000,0000,0000,,When you're touching your neck,
Dialogue: 0,0:10:49.47,0:10:52.09,Default,,0000,0000,0000,,you're really protecting yourself.
Dialogue: 0,0:10:52.09,0:10:54.68,Default,,0000,0000,0000,,So this is what happens. They come in,
Dialogue: 0,0:10:54.68,0:10:56.44,Default,,0000,0000,0000,,they spit into a vial,
Dialogue: 0,0:10:56.44,0:10:59.61,Default,,0000,0000,0000,,we for two minutes say, "You need to do this or this."
Dialogue: 0,0:10:59.61,0:11:01.40,Default,,0000,0000,0000,,They don't look at pictures of the poses. We don't want to prime them
Dialogue: 0,0:11:01.40,0:11:04.78,Default,,0000,0000,0000,,with a concept of power. We want them to be feeling power,
Dialogue: 0,0:11:04.78,0:11:06.84,Default,,0000,0000,0000,,right? So two minutes they do this.
Dialogue: 0,0:11:06.84,0:11:10.05,Default,,0000,0000,0000,,We then ask them, "How powerful do you feel?" on a series of items,
Dialogue: 0,0:11:10.05,0:11:12.82,Default,,0000,0000,0000,,and then we give them an opportunity to gamble,
Dialogue: 0,0:11:12.82,0:11:15.58,Default,,0000,0000,0000,,and then we take another saliva sample.
Dialogue: 0,0:11:15.58,0:11:17.15,Default,,0000,0000,0000,,That's it. That's the whole experiment.
Dialogue: 0,0:11:17.15,0:11:20.85,Default,,0000,0000,0000,,So this is what we find. Risk tolerance, which is the gambling,
Dialogue: 0,0:11:20.85,0:11:23.75,Default,,0000,0000,0000,,what we find is that when you're in the high-power
Dialogue: 0,0:11:23.75,0:11:27.25,Default,,0000,0000,0000,,pose condition, 86 percent of you will gamble.
Dialogue: 0,0:11:27.25,0:11:29.20,Default,,0000,0000,0000,,When you're in the low-power pose condition,
Dialogue: 0,0:11:29.20,0:11:33.37,Default,,0000,0000,0000,,only 60 percent, and that's a pretty whopping significant difference.
Dialogue: 0,0:11:33.37,0:11:35.85,Default,,0000,0000,0000,,Here's what we find on testosterone.
Dialogue: 0,0:11:35.85,0:11:39.36,Default,,0000,0000,0000,,From their baseline when they come in, high-power people
Dialogue: 0,0:11:39.36,0:11:41.72,Default,,0000,0000,0000,,experience about a 20-percent increase,
Dialogue: 0,0:11:41.72,0:11:46.34,Default,,0000,0000,0000,,and low-power people experience about a 10-percent decrease.
Dialogue: 0,0:11:46.34,0:11:49.16,Default,,0000,0000,0000,,So again, two minutes, and you get these changes.
Dialogue: 0,0:11:49.16,0:11:51.91,Default,,0000,0000,0000,,Here's what you get on cortisol. High-power people
Dialogue: 0,0:11:51.91,0:11:54.95,Default,,0000,0000,0000,,experience about a 25-percent decrease, and
Dialogue: 0,0:11:54.95,0:11:59.09,Default,,0000,0000,0000,,the low-power people experience about a 15-percent increase.
Dialogue: 0,0:11:59.09,0:12:01.82,Default,,0000,0000,0000,,So two minutes lead to these hormonal changes
Dialogue: 0,0:12:01.82,0:12:04.84,Default,,0000,0000,0000,,that configure your brain to basically be either
Dialogue: 0,0:12:04.84,0:12:07.76,Default,,0000,0000,0000,,assertive, confident and comfortable,
Dialogue: 0,0:12:07.76,0:12:11.77,Default,,0000,0000,0000,,or really stress-reactive, and, you know, feeling
Dialogue: 0,0:12:11.77,0:12:15.63,Default,,0000,0000,0000,,sort of shut down. And we've all had the feeling, right?
Dialogue: 0,0:12:15.63,0:12:18.51,Default,,0000,0000,0000,,So it seems that our nonverbals do govern
Dialogue: 0,0:12:18.51,0:12:20.84,Default,,0000,0000,0000,,how we think and feel about ourselves,
Dialogue: 0,0:12:20.84,0:12:23.29,Default,,0000,0000,0000,,so it's not just others, but it's also ourselves.
Dialogue: 0,0:12:23.29,0:12:25.72,Default,,0000,0000,0000,,Also, our bodies change our minds.
Dialogue: 0,0:12:25.72,0:12:28.12,Default,,0000,0000,0000,,But the next question, of course, is
Dialogue: 0,0:12:28.12,0:12:29.64,Default,,0000,0000,0000,,can power posing for a few minutes
Dialogue: 0,0:12:29.64,0:12:31.93,Default,,0000,0000,0000,,really change your life in meaningful ways?
Dialogue: 0,0:12:31.93,0:12:34.58,Default,,0000,0000,0000,,So this is in the lab. It's this little task, you know,
Dialogue: 0,0:12:34.58,0:12:37.17,Default,,0000,0000,0000,,it's just a couple of minutes. Where can you actually
Dialogue: 0,0:12:37.17,0:12:39.95,Default,,0000,0000,0000,,apply this? Which we cared about, of course.
Dialogue: 0,0:12:39.95,0:12:44.12,Default,,0000,0000,0000,,And so we think it's really, what matters, I mean,
Dialogue: 0,0:12:44.12,0:12:46.71,Default,,0000,0000,0000,,where you want to use this is evaluative situations
Dialogue: 0,0:12:46.71,0:12:50.16,Default,,0000,0000,0000,,like social threat situations. Where are you being evaluated,
Dialogue: 0,0:12:50.16,0:12:53.85,Default,,0000,0000,0000,,either by your friends? Like for teenagers it's at the lunchroom table.
Dialogue: 0,0:12:53.85,0:12:56.05,Default,,0000,0000,0000,,It could be, you know, for some people it's speaking
Dialogue: 0,0:12:56.05,0:12:59.08,Default,,0000,0000,0000,,at a school board meeting. It might be giving a pitch
Dialogue: 0,0:12:59.08,0:13:01.93,Default,,0000,0000,0000,,or giving a talk like this
Dialogue: 0,0:13:01.93,0:13:04.73,Default,,0000,0000,0000,,or doing a job interview.
Dialogue: 0,0:13:04.73,0:13:07.22,Default,,0000,0000,0000,,We decided that the one that most people could relate to
Dialogue: 0,0:13:07.22,0:13:08.46,Default,,0000,0000,0000,,because most people had been through
Dialogue: 0,0:13:08.46,0:13:09.84,Default,,0000,0000,0000,,was the job interview.
Dialogue: 0,0:13:09.84,0:13:13.80,Default,,0000,0000,0000,,So we published these findings, and the media
Dialogue: 0,0:13:13.80,0:13:16.39,Default,,0000,0000,0000,,are all over it, and they say, Okay, so this is what you do
Dialogue: 0,0:13:16.39,0:13:19.59,Default,,0000,0000,0000,,when you go in for the job interview, right? (Laughter)
Dialogue: 0,0:13:19.59,0:13:21.98,Default,,0000,0000,0000,,You know, so we were of course horrified, and said,
Dialogue: 0,0:13:21.98,0:13:24.17,Default,,0000,0000,0000,,Oh my God, no, no, no, that's not what we meant at all.
Dialogue: 0,0:13:24.17,0:13:26.94,Default,,0000,0000,0000,,For numerous reasons, no, no, no, don't do that.
Dialogue: 0,0:13:26.94,0:13:29.53,Default,,0000,0000,0000,,Again, this is not about you talking to other people.
Dialogue: 0,0:13:29.53,0:13:31.39,Default,,0000,0000,0000,,It's you talking to yourself. What do you do
Dialogue: 0,0:13:31.39,0:13:34.20,Default,,0000,0000,0000,,before you go into a job interview? You do this.
Dialogue: 0,0:13:34.20,0:13:36.47,Default,,0000,0000,0000,,Right? You're sitting down. You're looking at your iPhone --
Dialogue: 0,0:13:36.47,0:13:38.75,Default,,0000,0000,0000,,or your Android, not trying to leave anyone out.
Dialogue: 0,0:13:38.75,0:13:40.95,Default,,0000,0000,0000,,You are, you know, you're looking at your notes,
Dialogue: 0,0:13:40.95,0:13:42.78,Default,,0000,0000,0000,,you're hunching up, making yourself small,
Dialogue: 0,0:13:42.78,0:13:45.07,Default,,0000,0000,0000,,when really what you should be doing maybe is this,
Dialogue: 0,0:13:45.07,0:13:48.48,Default,,0000,0000,0000,,like, in the bathroom, right? Do that. Find two minutes.
Dialogue: 0,0:13:48.48,0:13:49.90,Default,,0000,0000,0000,,So that's what we want to test. Okay?
Dialogue: 0,0:13:49.90,0:13:52.09,Default,,0000,0000,0000,,So we bring people into a lab, and
Dialogue: 0,0:13:52.09,0:13:55.46,Default,,0000,0000,0000,,they do either high- or low-power poses again,
Dialogue: 0,0:13:55.46,0:13:58.10,Default,,0000,0000,0000,,they go through a very stressful job interview.
Dialogue: 0,0:13:58.10,0:14:01.71,Default,,0000,0000,0000,,It's five minutes long. They are being recorded.
Dialogue: 0,0:14:01.71,0:14:04.22,Default,,0000,0000,0000,,They're being judged also, and the judges
Dialogue: 0,0:14:04.22,0:14:08.20,Default,,0000,0000,0000,,are trained to give no nonverbal feedback,
Dialogue: 0,0:14:08.20,0:14:09.81,Default,,0000,0000,0000,,so they look like this. Like, imagine
Dialogue: 0,0:14:09.81,0:14:12.09,Default,,0000,0000,0000,,this is the person interviewing you.
Dialogue: 0,0:14:12.09,0:14:16.71,Default,,0000,0000,0000,,So for five minutes, nothing, and this is worse than being heckled.
Dialogue: 0,0:14:16.71,0:14:20.03,Default,,0000,0000,0000,,People hate this. It's what Marianne LaFrance calls
Dialogue: 0,0:14:20.03,0:14:22.12,Default,,0000,0000,0000,,"standing in social quicksand."
Dialogue: 0,0:14:22.12,0:14:23.93,Default,,0000,0000,0000,,So this really spikes your cortisol.
Dialogue: 0,0:14:23.93,0:14:25.63,Default,,0000,0000,0000,,So this is the job interview we put them through,
Dialogue: 0,0:14:25.63,0:14:28.46,Default,,0000,0000,0000,,because we really wanted to see what happened.
Dialogue: 0,0:14:28.46,0:14:31.56,Default,,0000,0000,0000,,We then have these coders look at these tapes, four of them.
Dialogue: 0,0:14:31.56,0:14:34.74,Default,,0000,0000,0000,,They're blind to the hypothesis. They're blind to the conditions.
Dialogue: 0,0:14:34.74,0:14:37.52,Default,,0000,0000,0000,,They have no idea who's been posing in what pose,
Dialogue: 0,0:14:37.52,0:14:42.61,Default,,0000,0000,0000,,and they end up looking at these sets of tapes,
Dialogue: 0,0:14:42.61,0:14:44.68,Default,,0000,0000,0000,,and they say, "Oh, we want to hire these people," --
Dialogue: 0,0:14:44.68,0:14:48.10,Default,,0000,0000,0000,,all the high-power posers -- "we don't want to hire these people.
Dialogue: 0,0:14:48.10,0:14:50.89,Default,,0000,0000,0000,,We also evaluate these people much more positively overall."
Dialogue: 0,0:14:50.89,0:14:55.63,Default,,0000,0000,0000,,But what's driving it? It's not about the content of the speech.
Dialogue: 0,0:14:55.63,0:14:58.50,Default,,0000,0000,0000,,It's about the presence that they're bringing to the speech.
Dialogue: 0,0:14:58.50,0:15:00.55,Default,,0000,0000,0000,,We also, because we rate them on all these variables
Dialogue: 0,0:15:00.55,0:15:03.64,Default,,0000,0000,0000,,related to competence, like, how well-structured
Dialogue: 0,0:15:03.64,0:15:06.42,Default,,0000,0000,0000,,is the speech? How good is it? What are their qualifications?
Dialogue: 0,0:15:06.42,0:15:09.47,Default,,0000,0000,0000,,No effect on those things. This is what's affected.
Dialogue: 0,0:15:09.47,0:15:12.75,Default,,0000,0000,0000,,These kinds of things. People are bringing their true selves,
Dialogue: 0,0:15:12.75,0:15:14.63,Default,,0000,0000,0000,,basically. They're bringing themselves.
Dialogue: 0,0:15:14.63,0:15:16.85,Default,,0000,0000,0000,,They bring their ideas, but as themselves,
Dialogue: 0,0:15:16.85,0:15:19.38,Default,,0000,0000,0000,,with no, you know, residue over them.
Dialogue: 0,0:15:19.38,0:15:24.32,Default,,0000,0000,0000,,So this is what's driving the effect, or mediating the effect.
Dialogue: 0,0:15:24.32,0:15:27.68,Default,,0000,0000,0000,,So when I tell people about this,
Dialogue: 0,0:15:27.68,0:15:30.56,Default,,0000,0000,0000,,that our bodies change our minds and our minds can change our behavior,
Dialogue: 0,0:15:30.56,0:15:33.54,Default,,0000,0000,0000,,and our behavior can change our outcomes, they say to me,
Dialogue: 0,0:15:33.54,0:15:35.41,Default,,0000,0000,0000,,"I don't -- It feels fake." Right?
Dialogue: 0,0:15:35.41,0:15:39.18,Default,,0000,0000,0000,,So I said, fake it till you make it. I don't -- It's not me.
Dialogue: 0,0:15:39.18,0:15:42.36,Default,,0000,0000,0000,,I don't want to get there and then still feel like a fraud.
Dialogue: 0,0:15:42.36,0:15:43.88,Default,,0000,0000,0000,,I don't want to feel like an impostor.
Dialogue: 0,0:15:43.88,0:15:48.29,Default,,0000,0000,0000,,I don't want to get there only to feel like I'm not supposed to be here.
Dialogue: 0,0:15:48.29,0:15:50.48,Default,,0000,0000,0000,,And that really resonated with me,
Dialogue: 0,0:15:50.48,0:15:52.54,Default,,0000,0000,0000,,because I want to tell you a little story about
Dialogue: 0,0:15:52.54,0:15:55.95,Default,,0000,0000,0000,,being an impostor and feeling like I'm not supposed to be here.
Dialogue: 0,0:15:55.95,0:15:58.89,Default,,0000,0000,0000,,When I was 19, I was in a really bad car accident.
Dialogue: 0,0:15:58.89,0:16:02.29,Default,,0000,0000,0000,,I was thrown out of a car, rolled several times.
Dialogue: 0,0:16:02.29,0:16:05.80,Default,,0000,0000,0000,,I was thrown from the car. And I woke up in a head injury
Dialogue: 0,0:16:05.80,0:16:09.40,Default,,0000,0000,0000,,rehab ward, and I had been withdrawn from college,
Dialogue: 0,0:16:09.40,0:16:15.11,Default,,0000,0000,0000,,and I learned that my I.Q. had dropped by two standard deviations,
Dialogue: 0,0:16:15.11,0:16:17.70,Default,,0000,0000,0000,,which was very traumatic.
Dialogue: 0,0:16:17.70,0:16:20.57,Default,,0000,0000,0000,,I knew my I.Q. because I had identified with being smart,
Dialogue: 0,0:16:20.57,0:16:22.58,Default,,0000,0000,0000,,and I had been called gifted as a child.
Dialogue: 0,0:16:22.58,0:16:25.78,Default,,0000,0000,0000,,So I'm taken out of college, I keep trying to go back.
Dialogue: 0,0:16:25.78,0:16:27.50,Default,,0000,0000,0000,,They say, "You're not going to finish college.
Dialogue: 0,0:16:27.50,0:16:30.38,Default,,0000,0000,0000,,Just, you know, there are other things for you to do,
Dialogue: 0,0:16:30.38,0:16:32.28,Default,,0000,0000,0000,,but that's not going to work out for you."
Dialogue: 0,0:16:32.28,0:16:36.16,Default,,0000,0000,0000,,So I really struggled with this, and I have to say,
Dialogue: 0,0:16:36.16,0:16:38.94,Default,,0000,0000,0000,,having your identity taken from you, your core identity,
Dialogue: 0,0:16:38.94,0:16:40.79,Default,,0000,0000,0000,,and for me it was being smart,
Dialogue: 0,0:16:40.79,0:16:45.20,Default,,0000,0000,0000,,having that taken from you, there's nothing that leaves you feeling more powerless than that.
Dialogue: 0,0:16:45.20,0:16:47.80,Default,,0000,0000,0000,,So I felt entirely powerless. I worked and worked and worked,
Dialogue: 0,0:16:47.80,0:16:50.94,Default,,0000,0000,0000,,and I got lucky, and worked, and got lucky, and worked.
Dialogue: 0,0:16:50.94,0:16:53.39,Default,,0000,0000,0000,,Eventually I graduated from college.
Dialogue: 0,0:16:53.39,0:16:55.20,Default,,0000,0000,0000,,It took me four years longer than my peers,
Dialogue: 0,0:16:55.20,0:16:59.76,Default,,0000,0000,0000,,and I convinced someone, my angel advisor, Susan Fiske,
Dialogue: 0,0:16:59.76,0:17:02.70,Default,,0000,0000,0000,,to take me on, and so I ended up at Princeton,
Dialogue: 0,0:17:02.70,0:17:05.55,Default,,0000,0000,0000,,and I was like, I am not supposed to be here.
Dialogue: 0,0:17:05.55,0:17:06.84,Default,,0000,0000,0000,,I am an impostor.
Dialogue: 0,0:17:06.84,0:17:08.43,Default,,0000,0000,0000,,And the night before my first-year talk,
Dialogue: 0,0:17:08.43,0:17:11.06,Default,,0000,0000,0000,,and the first-year talk at Princeton is a 20-minute talk
Dialogue: 0,0:17:11.06,0:17:13.10,Default,,0000,0000,0000,,to 20 people. That's it.
Dialogue: 0,0:17:13.10,0:17:15.99,Default,,0000,0000,0000,,I was so afraid of being found out the next day
Dialogue: 0,0:17:15.99,0:17:18.80,Default,,0000,0000,0000,,that I called her and said, "I'm quitting."
Dialogue: 0,0:17:18.80,0:17:20.66,Default,,0000,0000,0000,,She was like, "You are not quitting,
Dialogue: 0,0:17:20.66,0:17:23.21,Default,,0000,0000,0000,,because I took a gamble on you, and you're staying.
Dialogue: 0,0:17:23.21,0:17:25.40,Default,,0000,0000,0000,,You're going to stay, and this is what you're going to do.
Dialogue: 0,0:17:25.40,0:17:26.76,Default,,0000,0000,0000,,You are going to fake it.
Dialogue: 0,0:17:26.76,0:17:30.54,Default,,0000,0000,0000,,You're going to do every talk that you ever get asked to do.
Dialogue: 0,0:17:30.54,0:17:32.28,Default,,0000,0000,0000,,You're just going to do it and do it and do it,
Dialogue: 0,0:17:32.28,0:17:35.25,Default,,0000,0000,0000,,even if you're terrified and just paralyzed
Dialogue: 0,0:17:35.25,0:17:37.83,Default,,0000,0000,0000,,and having an out-of-body experience, until you have
Dialogue: 0,0:17:37.83,0:17:40.99,Default,,0000,0000,0000,,this moment where you say, 'Oh my gosh, I'm doing it.
Dialogue: 0,0:17:40.99,0:17:43.96,Default,,0000,0000,0000,,Like, I have become this. I am actually doing this.'"
Dialogue: 0,0:17:43.96,0:17:46.37,Default,,0000,0000,0000,,So that's what I did. Five years in grad school,
Dialogue: 0,0:17:46.37,0:17:48.11,Default,,0000,0000,0000,,a few years, you know, I'm at Northwestern,
Dialogue: 0,0:17:48.11,0:17:50.70,Default,,0000,0000,0000,,I moved to Harvard, I'm at Harvard, I'm not really
Dialogue: 0,0:17:50.70,0:17:54.20,Default,,0000,0000,0000,,thinking about it anymore, but for a long time I had been thinking,
Dialogue: 0,0:17:54.20,0:17:56.50,Default,,0000,0000,0000,,"Not supposed to be here. Not supposed to be here."
Dialogue: 0,0:17:56.50,0:17:58.98,Default,,0000,0000,0000,,So at the end of my first year at Harvard,
Dialogue: 0,0:17:58.98,0:18:03.54,Default,,0000,0000,0000,,a student who had not talked in class the entire semester,
Dialogue: 0,0:18:03.54,0:18:06.75,Default,,0000,0000,0000,,who I had said, "Look, you've gotta participate or else you're going to fail,"
Dialogue: 0,0:18:06.75,0:18:09.25,Default,,0000,0000,0000,,came into my office. I really didn't know her at all.
Dialogue: 0,0:18:09.25,0:18:13.24,Default,,0000,0000,0000,,And she said, she came in totally defeated, and she said,
Dialogue: 0,0:18:13.24,0:18:19.28,Default,,0000,0000,0000,,"I'm not supposed to be here."
Dialogue: 0,0:18:19.28,0:18:23.41,Default,,0000,0000,0000,,And that was the moment for me. Because two things happened.
Dialogue: 0,0:18:23.41,0:18:24.90,Default,,0000,0000,0000,,One was that I realized,
Dialogue: 0,0:18:24.90,0:18:28.14,Default,,0000,0000,0000,,oh my gosh, I don't feel like that anymore. You know.
Dialogue: 0,0:18:28.14,0:18:30.82,Default,,0000,0000,0000,,I don't feel that anymore, but she does, and I get that feeling.
Dialogue: 0,0:18:30.82,0:18:33.46,Default,,0000,0000,0000,,And the second was, she is supposed to be here!
Dialogue: 0,0:18:33.46,0:18:35.26,Default,,0000,0000,0000,,Like, she can fake it, she can become it.
Dialogue: 0,0:18:35.26,0:18:38.100,Default,,0000,0000,0000,,So I was like, "Yes, you are! You are supposed to be here!
Dialogue: 0,0:18:38.100,0:18:40.43,Default,,0000,0000,0000,,And tomorrow you're going to fake it,
Dialogue: 0,0:18:40.43,0:18:43.50,Default,,0000,0000,0000,,you're going to make yourself powerful, and, you know,
Dialogue: 0,0:18:43.50,0:18:46.52,Default,,0000,0000,0000,,you're gonna — " (Applause)
Dialogue: 0,0:18:46.52,0:18:48.56,Default,,0000,0000,0000,,(Applause)
Dialogue: 0,0:18:48.56,0:18:52.99,Default,,0000,0000,0000,,"And you're going to go into the classroom,
Dialogue: 0,0:18:52.99,0:18:55.42,Default,,0000,0000,0000,,and you are going to give the best comment ever."
Dialogue: 0,0:18:55.42,0:18:58.42,Default,,0000,0000,0000,,You know? And she gave the best comment ever,
Dialogue: 0,0:18:58.42,0:18:59.28,Default,,0000,0000,0000,,and people turned around and they were like,
Dialogue: 0,0:18:59.28,0:19:02.73,Default,,0000,0000,0000,,oh my God, I didn't even notice her sitting there, you know? (Laughter)
Dialogue: 0,0:19:02.73,0:19:05.60,Default,,0000,0000,0000,,She comes back to me months later, and I realized
Dialogue: 0,0:19:05.60,0:19:07.88,Default,,0000,0000,0000,,that she had not just faked it till she made it,
Dialogue: 0,0:19:07.88,0:19:10.61,Default,,0000,0000,0000,,she had actually faked it till she became it.
Dialogue: 0,0:19:10.61,0:19:12.43,Default,,0000,0000,0000,,So she had changed.
Dialogue: 0,0:19:12.43,0:19:16.52,Default,,0000,0000,0000,,And so I want to say to you, don't fake it till you make it.
Dialogue: 0,0:19:16.52,0:19:19.31,Default,,0000,0000,0000,,Fake it till you become it. You know? It's not —
Dialogue: 0,0:19:19.31,0:19:22.95,Default,,0000,0000,0000,,Do it enough until you actually become it and internalize.
Dialogue: 0,0:19:22.95,0:19:25.61,Default,,0000,0000,0000,,The last thing I'm going to leave you with is this.
Dialogue: 0,0:19:25.61,0:19:30.08,Default,,0000,0000,0000,,Tiny tweaks can lead to big changes.
Dialogue: 0,0:19:30.08,0:19:32.58,Default,,0000,0000,0000,,So this is two minutes.
Dialogue: 0,0:19:32.58,0:19:34.31,Default,,0000,0000,0000,,Two minutes, two minutes, two minutes.
Dialogue: 0,0:19:34.31,0:19:37.56,Default,,0000,0000,0000,,Before you go into the next stressful evaluative situation,
Dialogue: 0,0:19:37.56,0:19:40.26,Default,,0000,0000,0000,,for two minutes, try doing this, in the elevator,
Dialogue: 0,0:19:40.26,0:19:43.50,Default,,0000,0000,0000,,in a bathroom stall, at your desk behind closed doors.
Dialogue: 0,0:19:43.50,0:19:45.94,Default,,0000,0000,0000,,That's what you want to do. Configure your brain
Dialogue: 0,0:19:45.94,0:19:47.77,Default,,0000,0000,0000,,to cope the best in that situation.
Dialogue: 0,0:19:47.77,0:19:50.73,Default,,0000,0000,0000,,Get your testosterone up. Get your cortisol down.
Dialogue: 0,0:19:50.73,0:19:54.70,Default,,0000,0000,0000,,Don't leave that situation feeling like, oh, I didn't show them who I am.
Dialogue: 0,0:19:54.70,0:19:57.05,Default,,0000,0000,0000,,Leave that situation feeling like, oh, I really feel like
Dialogue: 0,0:19:57.05,0:19:58.88,Default,,0000,0000,0000,,I got to say who I am and show who I am.
Dialogue: 0,0:19:58.88,0:20:01.43,Default,,0000,0000,0000,,So I want to ask you first, you know,
Dialogue: 0,0:20:01.43,0:20:05.21,Default,,0000,0000,0000,,both to try power posing,
Dialogue: 0,0:20:05.21,0:20:07.09,Default,,0000,0000,0000,,and also I want to ask you
Dialogue: 0,0:20:07.09,0:20:10.32,Default,,0000,0000,0000,,to share the science, because this is simple.
Dialogue: 0,0:20:10.32,0:20:12.20,Default,,0000,0000,0000,,I don't have ego involved in this. (Laughter)
Dialogue: 0,0:20:12.20,0:20:14.09,Default,,0000,0000,0000,,Give it away. Share it with people,
Dialogue: 0,0:20:14.09,0:20:15.95,Default,,0000,0000,0000,,because the people who can use it the most are the ones
Dialogue: 0,0:20:15.95,0:20:20.10,Default,,0000,0000,0000,,with no resources and no technology
Dialogue: 0,0:20:20.10,0:20:23.23,Default,,0000,0000,0000,,and no status and no power. Give it to them
Dialogue: 0,0:20:23.23,0:20:24.51,Default,,0000,0000,0000,,because they can do it in private.
Dialogue: 0,0:20:24.51,0:20:27.34,Default,,0000,0000,0000,,They need their bodies, privacy and two minutes,
Dialogue: 0,0:20:27.34,0:20:30.49,Default,,0000,0000,0000,,and it can significantly change the outcomes of their life.
Dialogue: 0,0:20:30.49,0:20:34.68,Default,,0000,0000,0000,,Thank you. (Applause)
Dialogue: 0,0:20:34.68,0:20:41.57,Default,,0000,0000,0000,,(Applause)