2022年度英語演講稿：用肢體語言來塑造自己

1/12022年度英語演講稿：用肢體語言來塑造自己（推薦）

英語演講稿：用肢體語言來塑造自己

SoIwanttostartbyofferingyouafreenotechlifehack,andallitrequiresofyouisthis:thatyouchangeyourposturefortwominutes.ButbeforeIgiveitaway,Iwanttoaskyoutorightnowdoalittleauditofyourbodyandwhatyouredoingwithyourbody.Sohowmanyofyouaresortofmakingyourselvessmaller?Maybeyourehunching,crossingyourlegs,maybewrappingyourankles.Sometimesweholdontoourarmslikethis.Sometimeswespreadout.(Laughter)Iseeyou.(Laughter)SoIwantyoutopayattentiontowhatyouredoingrightnow.Weregoingtocomebacktothatinafewminutes,andImhopingthatifyoulearntotweakthisalittlebit,itcouldsignificantlychangethewayyourlifeunfolds.

So,werereallyfascinatedwithbodylanguage,andwereparticularlyinterestedinotherpeoplesbodylanguage.Youknow,wereinterestedin,like,youknow(Laughter)anawkwardinteraction,orasmile,oracontemptuousglance,ormaybeaveryawkwardwink,ormaybeevensomethinglikeahandshake.

Narrator:HeretheyarearrivingatNumber10,andlookatthisluckypolicemangetstoshakehandswiththePresidentoftheUnitedStates.Oh,andherecomesthePrimeMinisterofthe?No.(Laughter)(Applause)(Laughter)(Applause)

AmyCuddy:Soahandshake,orthelackofahandshake,canhaveustalkingforweeksandweeksandweeks.EventheBBCandTheNewYorkTimes.Soobviouslywhenwethinkaboutnonverbalbehavior,orbodylanguagebutwecallitnonverbalsassocialscientistsitslanguage,sowethinkaboutcommunication.Whenwethinkaboutcommunication,wethinkaboutinteractions.Sowhatisyourbodylanguagecommunicatingtome?Whatsminecommunicatingtoyou?

Andtheresalotofreasontobelievethatthisisavalidwaytolookatthis.Sosocialscientistshavespentalotoftimelookingattheeffectsofourbodylanguage,orotherpeoplesbodylanguage,onjudgments.Andwemakesweepingjudgmentsandinferencesfrombodylanguage.Andthosejudgmentscanpredictreallymeaningfullifeoutcomeslikewhowehireorpromote,whoweaskoutonadate.Forexample,NaliniAmbady,aresearcheratTuftsUniversity,showsthatwhenpeoplewatch30secondsoundlessclipsofrealphysicianpatientinteractions,theirjudgmentsofthephysiciansnicenesspredictwhetherornotthatphysicianwillbesued.Soitdoesnthavetodosomuchwithwhetherornotthatphysicianwasincompetent,butdowelikethatpersonandhowtheyinteracted?Evenmoredramatic,AlexTodorovatPrincetonhasshownusthatjudgmentsofpoliticalcandidatesfacesinjustonesecondpredict70percentofU.S.Senateandgubernatorialraceoutcomes,andeven,letsgodigital,emoticonsusedwellinonlinenegotiationscanleadtoyouclaimmorevaluefromthatnegotiation.Ifyouusethempoorly,badidea.Right?Sowhenwethinkofnonverbals,wethinkofhowwejudgeothers,howtheyjudgeusandwhattheoutcomesare.Wetendtoforget,though,theotheraudiencethatsinfluencedbyournonverbals,andthatsourselves.

Wearealsoinfluencedbyournonverbals,ourthoughtsandourfeelingsandourphysiology.SowhatnonverbalsamItalkingabout?Imasocialpsychologist.Istudyprejudice,andIteachatacompetitivebusinessschool,soitwasinevitablethatIwouldbecomeinterestedinpowerdynamics.Ibecameespeciallyinterestedinnonverbalexpressionsofpoweranddominance.

Andwhatarenonverbalexpressionsofpoweranddominance?Well,thisiswhattheyare.Sointheanimalkingdom,theyareaboutexpanding.Soyoumakeyourselfbig,youstretchout,youtakeupspace,yourebasicallyopeningup.Itsaboutopeningup.Andthisistrueacrosstheanimalkingdom.Itsnotjustlimitedtoprimates.Andhumansdothesamething.(Laughter)Sotheydothisbothwhentheyhavepowersortofchronically,andalsowhentheyrefeelingpowerfulinthemoment.Andthisoneisespeciallyinterestingbecauseitreallyshowsushowuniversalandoldtheseexpressionsofpowerare.Thisexpression,whichisknownaspride,JessicaTracyhasstudied.Sheshowsthatpeoplewhoarebornwithsightandpeoplewhoarecongenitallyblinddothiswhentheywinataphysicalcompetition.Sowhentheycrossthefinishlineandtheyvewon,itdoesntmatteriftheyveneverseenanyonedoit.Theydothis.SothearmsupintheV,thechinisslightlylifted.Whatdowedowhenwefeelpowerless?Wedoexactlytheopposite.Wecloseup.Wewrapourselvesup.Wemakeourselvessmall.Wedontwanttobumpintothepersonnexttous.Soagain,bothanimalsandhumansdothesamething.Andthisiswhathappenswhenyouputtogetherhighandlowpower.Sowhatwetendtodowhenitcomestopoweristhatwecomplementtheothersnonverbals.Soifsomeoneisbeingreallypowerfulwithus,wetendtomakeourselvessmaller.Wedontmirrorthem.Wedotheoppositeofthem.

SoImwatchingthisbehaviorintheclassroom,andwhatdoInotice?InoticethatMBAstudentsreallyexhibitthefullrangeofpowernonverbals.Soyouhavepeoplewhoarelikecaricaturesofalphas,reallycomingintotheroom,theygetrightintothemiddleoftheroombeforeclassevenstarts,liketheyreallywanttooccupyspace.Whentheysitdown,theyresortofspreadout.Theyraisetheirhandslikethis.Youhaveotherpeoplewhoarevirtuallycollapsingwhentheycomein.Assoontheycomein,youseeit.Youseeitontheirfacesandtheirbodies,andtheysitintheirchairandtheymakethemselvestiny,andtheygolikethiswhentheyraisetheirhand.Inoticeacoupleofthingsaboutthis.One,yourenotgoingtobesurprised.Itseemstoberelatedtogender.Sowomenaremuchmorelikelytodothiskindofthingthanmen.Womenfeelchronicallylesspowerfulthanmen,sothisisnotsurprising.ButtheotherthingInoticedisthatitalsoseemedtoberelatedtotheextenttowhichthestudentswereparticipating,andhowwelltheywereparticipating.AndthisisreallyimportantintheMBAclassroom,becauseparticipationcountsforhalfthegrade.

Sobusinessschoolshavebeenstrugglingwiththisgendergradegap.Yougettheseequallyqualifiedwomenandmencominginandthenyougetthesedifferencesingrades,anditseemstobepartlyattributabletoparticipation.SoIstartedtowonder,youknow,okay,soyouhavethesepeoplecominginlikethis,andtheyreparticipating.Isitpossiblethatwecouldgetpeopletofakeitandwoulditleadthemtoparticipatemore?

SomymaincollaboratorDanaCarney,whosatBerkeley,andIreallywantedtoknow,canyoufakeittillyoumakeit?Like,canyoudothisjustforalittlewhileandactuallyexperienceabehavioraloutcomethatmakesyouseemmorepowerful?Soweknowthatournonverbalsgovernhowotherpeoplethinkandfeelaboutus.Theresalotofevidence.Butourquestionreallywas,doournonverbalsgovernhowwethinkandfeelaboutourselves?

Theressomeevidencethattheydo.So,forexample,wesmilewhenwefeelhappy,butalso,whenwereforcedtosmilebyholdingapeninourteethlikethis,itmakesusfeelhappy.Soitgoesbothways.Whenitcomestopower,italsogoesbothways.Sowhenyoufeelpowerful,youremorelikelytodothis,butitsalsopossiblethatwhenyoupretendtobepowerful,youaremorelikelytoactuallyfeelpowerful.

Sothesecondquestionreallywas,youknow,soweknowthatourmindschangeourbodies,butisitalsotruethatourbodieschangeourminds?AndwhenIsayminds,inthecaseofthepowerful,whatamItalkingabout?SoImtalkingaboutthoughtsandfeelingsandthesortofphysiologicalthingsthatmakeupourthoughtsandfeelings,andinmycase,thatshormones.Ilookathormones.Sowhatdothemindsofthepowerfulversusthepowerlesslooklike?Sopowerfulpeopletendtobe,notsurprisingly,moreassertiveandmoreconfident,moreoptimistic.Theyactuallyfeelthattheyregoingtowinevenatgamesofchance.Theyalsotendtobeabletothinkmoreabstractly.Sotherearealotofdifferences.Theytakemorerisks.Therearealotofdifferencesbetweenpowerfulandpowerlesspeople.Physiologically,therealsoaredifferencesontwokeyhormones:testosterone,whichisthedominancehormone,andcortisol,whichisthestresshormone.Sowhatwefindisthathighpoweralphamalesinprimatehierarchieshavehightestosteroneandlowcortisol,andpowerfulandeffectiveleadersalsohavehightestosteroneandlowcortisol.Sowhatdoesthatmean?Whenyouthinkaboutpower,peopletendedtothinkonlyabouttestosterone,becausethatwasaboutdominance.Butreally,powerisalsoabouthowyoureacttostress.Sodoyouwantthehighpowerleaderthatsdominant,highontestosterone,butreallystressreactive?Probablynot,right?Youwantthepersonwhospowerfulandassertiveanddominant,butnotverystressreactive,thepersonwhoslaidback.

Soweknowthatinprimatehierarchies,ifanalphaneedstotakeover,ifanindividualneedstotakeoveranalpharolesortofsuddenly,withinafewdays,thatindividualstestosteronehasgoneupsignificantlyandhiscortisolhasdroppedsignificantly.Sowehavethisevidence,boththatthebodycanshapethemind,atleastatthefaciallevel,andalsothatrolechangescanshapethemind.Sowhathappens,okay,youtakearolechange,whathappensifyoudothatatareallyminimallevel,likethistinymanipulation,thistinyintervention?Fortwominutes,yousay,Iwantyoutostandlikethis,anditsgoingtomakeyoufeelmorepowerful.

Sothisiswhatwedid.Wedecidedtobringpeopleintothelabandrunalittleexperiment,andthesepeopleadopted,fortwominutes,eitherhighpowerposesorlowpowerposes,andImjustgoingtoshowyoufiveoftheposes,althoughtheytookononlytwo.Soheresone.Acouplemore.ThisonehasbeendubbedtheWonderWomanbythemedia.Hereareacouplemore.Soyoucanbestandingoryoucanbesitting.Andherearethelowpowerposes.Soyourefoldingup,youremakingyourselfsmall.Thisoneisverylowpower.Whenyouretouchingyourneck,yourereallyprotectingyourself.Sothisiswhathappens.Theycomein,theyspitintoavial,wefortwominutessay,Youneedtodothisorthis.Theydontlookatpicturesoftheposes.Wedontwanttoprimethemwithaconceptofpower.Wewantthemtobefeelingpower,right?Sotwominutestheydothis.Wethenaskthem,Howpowerfuldoyoufeel?onaseriesofitems,andthenwegivethemanopportunitytogamble,andthenwetakeanothersalivasample.Thatsit.Thatsthewholeexperiment.

Sothisiswhatwefind.Risktolerance,whichisthegambling,whatwefindisthatwhenyoureinthehighpowerposecondition,86percentofyouwillgamble.Whenyoureinthelowpowerposecondition,only60percent,andthatsaprettywhoppingsignificantdifference.Hereswhatwefindontestosterone.Fromtheirbaselinewhentheycomein,highpowerpeopleexperienceabouta20percentincrease,andlowpowerpeopleexperienceabouta10percentdecrease.Soagain,twominutes,andyougetthesechanges.Hereswhatyougetoncortisol.Highpowerpeopleexperienceabouta25percentdecrease,andthelowpowerpeopleexperienceabouta15percentincrease.Sotwominutesleadtothesehormonalchangesthatconfigureyourbraintobasicallybeeitherassertive,confidentandcomfortable,orreallystressreactive,and,youknow,feelingsortofshutdown.Andweveallhadthefeeling,right?Soitseemsthatournonverbalsdogovernhowwethinkandfeelaboutourselves,soitsnotjustothers,butitsalsoourselves.Also,ourbodieschangeourminds.

Butthenextquestion,ofcourse,iscanpowerposingforafewminutesreallychangeyourlifeinmeaningfulways?Sothisisinthelab.Itsthislittletask,youknow,itsjustacoupleofminutes.Wherecanyouactuallyapplythis?Whichwecaredabout,ofcourse.Andsowethinkitsreally,whatmatters,Imean,whereyouwanttousethisisevaluativesituationslikesocialthreatsituations.Whereareyoubeingevaluated,eitherbyyourfriends?Likeforteenagersitsatthelunchroomtable.Itcouldbe,youknow,forsomepeopleitsspeakingataschoolboardmeeting.Itmightbegivingapitchorgivingatalklikethisordoingajobinterview.Wedecidedthattheonethatmostpeoplecouldrelatetobecausemostpeoplehadbeenthroughwasthejobinterview.

Sowepublishedthesefindings,andthemediaarealloverit,andtheysay,Okay,sothisiswhatyoudowhenyougoinforthejobinterview,right?(Laughter)Youknow,sowewereofcoursehorrified,andsaid,OhmyGod,no,no,no,thatsnotwhatwemeantatall.Fornumerousreasons,no,no,no,dontdothat.Again,thisisnotaboutyoutalkingtootherpeople.Itsyoutalkingtoyourself.Whatdoyoudobeforeyougointoajobinterview?Youdothis.Right?Youresittingdown.YourelookingatyouriPhoneoryourAndroid,nottryingtoleaveanyoneout.Youare,youknow,yourelookingatyournotes,yourehunchingup,makingyourselfsmall,whenreallywhatyoushouldbedoingmaybeisthis,like,inthebathroom,right?Dothat.Findtwominutes.Sothatswhatwewanttotest.Okay?Sowebringpeopleintoalab,andtheydoeitherhighorlowpowerposesagain,theygothroughaverystressfuljobinterview.Itsfiveminuteslong.Theyarebeingrecorded.Theyrebeingjudgedalso,andthejudgesaretrainedtogivenononverbalfeedback,sotheylooklikethis.Like,imaginethisisthepersoninterviewingyou.Soforfiveminutes,nothing,andthisisworsethanbeingheckled.Peoplehatethis.ItswhatMarianneLaFrancecallsstandinginsocialquicksand.Sothisreallyspikesyourcortisol.Sothisisthejobinterviewweputthemthrough,becausewereallywantedtoseewhathappened.Wethenhavethesecoderslookatthesetapes,fourofthem.Theyreblindtothehypothesis.Theyreblindtotheconditions.Theyhavenoideawhosbeenposinginwhatpose,andtheyenduplookingatthesesetsoftapes,andtheysay,Oh,wewanttohirethesepeople,allthehighpowerposerswedontwanttohirethesepeople.Wealsoevaluatethesepeoplemuchmorepositivelyoverall.Butwhatsdrivingit?Itsnotaboutthecontentofthespeech.Itsaboutthepresencethattheyrebringingtothespeech.Wealso,becauseweratethemonallthesevariablesrelatedtocompetence,like,howwellstructuredisthespeech?Howgoodisit?Whataretheirqualifications?Noeffectonthosethings.Thisiswhatsaffected.Thesekindsofthings.Peoplearebringingtheirtrueselves,basically.Theyrebringingthemselves.Theybringtheirideas,butasthemselves,withno,youknow,residueoverthem.Sothisiswhatsdrivingtheeffect,ormediatingtheeffect.

SowhenItellpeopleaboutthis,thatourbodieschangeourmindsandourmindscanchangeourbehavior,andourbehaviorcanchangeouroutcomes,theysaytome,IdontItfeelsfake.Right?SoIsaid,fakeittillyoumakeit.IdontItsnotme.Idontwanttogetthereandthenstillfeellikeafraud.Idontwanttofeellikeanimpostor.IdontwanttogetthereonlytofeellikeImnotsupposedtobehere.Andthatreallyresonatedwithme,becauseIwanttotellyoualittlestoryaboutbeinganimpostorandfeelinglikeImnotsupposedtobehere.

WhenIwas19,Iwasinareallybadcaraccident.Iwasthrownoutofacar,rolledseveraltimes.Iwasthrownfromthecar.AndIwokeupinaheadinjuryrehabward,andIhadbeenwithdrawnfromcollege,andIlearnedthatmyI.Q.haddroppedbytwostandarddeviations,whichwasverytraumatic.IknewmyI.Q.becauseIhadidentifiedwithbeingsmart,andIhadbeencalledgiftedasachild.SoImtakenoutofcollege,Ikeeptryingtogoback.Theysay,Yourenotgoingtofinishcollege.Just,youknow,thereareotherthingsforyoutodo,butthatsnotgoingtoworkoutforyou.SoIreallystruggledwiththis,andIhavetosay,havingyouridentitytakenfromyou,yourcoreidentity,andformeitwasbeingsmart,havingthattakenfromyou,theresnothingthatleavesyoufeelingmorepowerlessthanthat.SoIfeltentirelypowerless.Iworkedandworkedandworked,andIgotlucky,andworked,andgotlucky,andworked.

EventuallyIgraduatedfromcollege.Ittookmefouryearslongerthanmypeers,andIconvincedsomeone,myangeladvisor,SusanFiske,totakemeon,andsoIendedupatPrinceton,andIwaslike,Iamnotsupposedtobehere.Iamanimpostor.Andthenightbeforemyfirstyeartalk,andthefirstyeartalkatPrincetonisa20minutetalkto20people.Thatsit.IwassoafraidofbeingfoundoutthenextdaythatIcalledherandsaid,Imquitting.Shewaslike,Youarenotquitting,becauseItookagambleonyou,andyourestaying.Youregoingtostay,andthisiswhatyouregoingtodo.Youaregoingtofakeit.Youregoingtodoeverytalkthatyouevergetaskedtodo.Yourejustgoingtodoitanddoitanddoit,evenifyoureterrifiedandjustparalyzedandhavinganoutofbodyexperience,untilyouhavethismomentwhereyousay,Ohmygosh,Imdoingit.Like,Ihavebecomethis.Iamactuallydoingthis.SothatswhatIdid.Fiveyearsingradschool,afewyears,youknow,ImatNorthwestern,ImovedtoHarvard,ImatHarvard,Imnotreallythinkingaboutitanymore,butforalongtimeIhadbeenthinking,Notsupposedtobehere.Notsupposedtobehere.

SoattheendofmyfirstyearatHarvard,astudentwhohadnottalkedinclasstheentiresemester,whoIhadsaid,Look,youvegottaparticipateorelseyouregoingtofail,cameintomyoffice.Ireallydidntknowheratall.Andshesaid,shecameintotallydefeated,andshesaid,Imnotsupposedtobehere.Andthatwasthemomentforme.Becausetwothingshappened.OnewasthatIrealized,ohmygosh,Idontfeellikethatanymore.Youknow.Idontfeelthatanymore,butshedoes,andIget