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Amy Cuddy - El lenguaje corporal moldea nuestra identidad — Transcript

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0:16So, I want to start by um offering you a
0:18free no-tech life hack.
0:21Um and all it requires of you is this,
0:24that you change your posture
0:26for 2 minutes. But before I give it
0:29away, I want to ask you to right now do
0:31a little audit of your body and what
0:33you're doing with your body. So, how
0:35many of you are sort of making
0:36yourselves smaller? Maybe you're
0:37hunching, um crossing your legs, maybe
0:40wrapping your ankles. Sometimes we hold
0:42on to our arms like this.
0:44Uh sometimes we uh spread out.
0:49I see you. Um
0:51so, I want you to pay attention to what
0:52you're doing right now. We're going to
0:54come back to that in a few minutes. And
0:56I'm hoping that if you sort of learn to
0:57tweak this a little bit, it could
0:59significantly change the way your life
1:01unfolds.
1:03Um
1:03So, we're really fascinated with body
1:06language. And we're particularly
1:08interested in other people's body
1:10language. You know, we're interested in
1:13like, you know, um
1:15a
1:16uh
1:17uh an awkward interaction or a smile or
1:20a contemptuous glance or maybe a a very
1:22awkward wink
1:24um or maybe even something like a
1:25handshake.
1:27Here they are arriving at number 10 and
1:29uh Look at this lucky policeman gets to
1:31shake hands with the president of the
1:33United States. Oh, here comes the prime
1:35minister of the
1:36No.
1:42SO, UM A HANDSHAKE OR THE LACK OF A
1:45handshake can have us talking for weeks
1:48and weeks and weeks, even the BBC and
1:50the New York Times. So, so obviously
1:52when we think about nonverbal behavior
1:55or body language, but we call it
1:56nonverbals as social scientists. It's
1:58language. So, we think about
2:00communication. When we think about
2:01communication, we think about
2:03interactions. So, what is your body
2:05language communicating to me? What's
2:07mine communicating to you? And there's a
2:09lot of reason to
2:11to believe that this is this is a valid
2:13way to look at this. So, social
2:14scientists have spent a lot of time
2:16looking at the effects of
2:18our body language or other people's body
2:20language on judgments. And we make
2:22sweeping judgments and inferences from
2:24body language. And those judgments can
2:27predict really meaningful life outcomes
2:29like who we hire or promote, who we ask
2:31out on a date. For example,
2:34uh
2:35uh Nalini Ambady, a researcher at Tufts
2:36University, shows that when people watch
2:3930-minute 30-second soundless clips of
2:42real physician-patient interactions,
2:45their judgments of the physician's
2:46niceness
2:48predict whether or not that physician
2:49will be sued. So, it doesn't have to do
2:51so much with whether or not that
2:52physician was incompetent, but do we
2:54like that person and then how they
2:55interacted? Um Even more dramatic, Alex
2:59Todorov at Princeton has shown us that
3:01um judgments of political candidates'
3:03faces in just 1 second predict 70% of US
3:08Senate and gubernatorial race outcomes.
3:12And even let's go digital. Emoticons
3:16used well in online negotiations can
3:18lead you to claim more value from that
3:20negotiation. If you use them poorly, bad
3:22idea, right? So, So, when we think of
3:26nonverbals, we think of how we judge
3:27others, how they judge us, and what the
3:29outcomes are. We tend to forget though
3:31the other audience that's influenced by
3:33our nonverbals, and that's ourselves. We
3:36are also influenced by our nonverbals,
3:38our thoughts and our feelings and our
3:40physiology. So, what nonverbals am I
3:43talking about? I'm a social
3:45psychologist. I study prejudice and I
3:48teach at a competitive business school.
3:50So, it was inevitable that I would
3:52become interested in power dynamics. I
3:54became especially interested in
3:57nonverbal expressions of power and
3:59dominance.
4:00Um and what are nonverbal expressions of
4:02power and dominance? Well,
4:04this is what they are. So, in the animal
4:06kingdom, they are about expanding. So,
4:08you make yourself big, you stretch out,
4:11you take up space, you're basically
4:13opening up. It's about opening up. And
4:16this is true across the animal kingdom.
4:18It's not just limited to primates
4:21and humans do the same thing.
4:24So, they do this both when they when
4:25they have power sort of chronically and
4:28also when they're feeling powerful in
4:29the moment. And this one is especially
4:32interesting because it really shows us
4:34how universal and old these expressions
4:37of power are. This expression, which is
4:39known as pride, uh Jessica Tracy has
4:42studied. She shows that people who are
4:44born with sight and people who are
4:46congenitally blind do this when they win
4:49at a physical competition. So, when they
4:51cross the finish line and they've won,
4:53it doesn't matter if they've never seen
4:54anyone do it, they do this. So, the arms
4:57up in the V, the chin is slightly
4:59lifted. What do we do when we feel
5:01powerless? We do exactly the opposite.
5:03We close up, we wrap ourselves up, we
5:06make ourselves small, we don't want to
5:07bump into the person next to us. So,
5:09again, both animals and humans do the
5:11same thing.
5:13And this is what happens when you put
5:15together high and low power. So, what we
5:17tend to do when it comes to power is
5:19that we complement the others
5:21nonverbals. So, if someone's being
5:23really powerful with us, we tend to make
5:25ourselves smaller. We don't mirror them,
5:27we do the opposite of them.
5:29So,
5:30I'm watching this behavior in the
5:31classroom
5:32and um
5:34what do I notice? I notice that
5:36uh
5:37MBA students really exhibit the full
5:40range of power nonverbals. So, you have
5:42people who are like caricatures of
5:44alphas, like really come into the room,
5:46they get right into the middle of the
5:47room before class even starts. Like they
5:49really want to occupy space.
5:51Um when they sit down, they're sort of
5:53spread out. They raise their hands like
5:54this. Um
5:56you have other people who are virtually
5:57collapsing when they come in. As soon as
5:59they come in, you see it. You see it on
6:01their faces and their bodies. And they
6:03sit in their chair and they make
6:04themselves tiny. And they they go like
6:06this when they raise their hand.
6:08I noticed a couple things about this.
6:09One, you're not going to be surprised,
6:11it seems to be related to gender.
6:14So, um
6:15women are much more likely to do this
6:17kind of thing than men.
6:19Um women feel chronically less powerful
6:21than men. So, this is not surprising. Um
6:24but the other thing I noticed is that it
6:26also seemed to be related to the extent
6:28to which the students were participating
6:30and how well they were participating.
6:32And this is really important in the MBA
6:34classroom because participation counts
6:36for half the grade.
6:38So,
6:39business schools have been struggling
6:40with this gender grade gap. You get
6:42these equally qualified women and men
6:44coming in.
6:46And then you get these differences in
6:47grades. And it seems to be partly
6:48attributable to participation. So, I
6:51started to wonder, you know, okay. So,
6:54you have these people coming in like
6:55this and they're participating. Is it
6:57possible that we could get people to
6:59fake it? And would it lead them to
7:01participate more? So, my main
7:03collaborator, Dana Carney,
7:05who's at Berkeley, and I really wanted
7:07to know, can you fake it till you make
7:09it? Like can you do this just for a
7:11little while and actually experience a
7:14behavioral outcome that makes you seem
7:15more powerful? So, we know that our
7:18nonverbals govern how other people think
7:20and feel about us. There's a lot of
7:22evidence. But our question really was,
7:24do our nonverbals govern how we think
7:26and feel about ourselves?
7:29There's some evidence that they do. So,
7:32for example, um
7:33when we we smile when we feel happy, but
7:36also when we're forced to smile by
7:37holding a pen in our teeth like this,
7:41it makes us feel happy.
7:42So, it goes both ways. When it comes to
7:44power,
7:46um
7:46it also goes both ways. So, when you
7:49when you uh feel powerful, you're more
7:51likely to do this, but it's also
7:53possible that um
7:55when you when you uh pretend to be
7:57powerful, you are more likely to
8:00actually feel powerful.
8:02So, the second question really was, you
8:04know, so we know that our minds change
8:07our bodies, but is it also true that
8:09that our bodies change our minds?
8:12And when I say minds in the case of the
8:14powerful, what am I talking about? So,
8:16I'm talking about thoughts and feelings
8:19and the sort of physiological things
8:20that make up our our thoughts and
8:21feelings. And in my case, that's
8:23hormones. I look at hormones. So, what
8:25do the minds of the powerful versus the
8:28powerless look like?
8:30So, powerful people
8:32tend to be, not surprisingly, more
8:34assertive and more confident, um more
8:36more optimistic. They actually feel that
8:38they're going to win even at games of
8:40chance. Uh
8:42they also tend to be able to think more
8:44abstractly. So, there are a lot of
8:45differences. They take more risks. There
8:47are a lot of differences between
8:49powerful and powerless people.
8:51Physiologically, there also are
8:53differences on two key hormones, testos-
8:56testosterone, which is the dominance
8:57hormone,
8:58and cortisol, which is the stress
9:00hormone.
9:01So,
9:02what we find is that um
9:05uh high-power alpha males in primate
9:08hierarchies have high testosterone and
9:10low cortisol.
9:12And
9:13powerful and effective leaders also have
9:15high testosterone and low cortisol. So,
9:18what does that mean? When you think
9:20about power, tend people tended to think
9:21only about testosterone cuz that was
9:23about dominance, but really power is
9:25also about how you react to stress. So,
9:28do you want the high-power leader that's
9:30dominant, high on testosterone, but it's
9:32really stress reactive? Probably not,
9:34right? You want the person who's
9:36powerful and assertive and dominant, but
9:39not very stress reactive, the person
9:40who's laid back. So,
9:43we know that
9:44in in in private hierarchies, if an
9:47alpha needs to take over
9:50if if an individual needs to take over
9:52an alpha role sort of suddenly,
9:54within a few days, that individual's
9:56testosterone has gone up significantly
9:58and its cortisol has dropped
9:59significantly. So, we have this evidence
10:02both that the body can shape the mind at
10:04least at the facial level. Um and also
10:08that role changes can shape the mind.
10:10So, what happens? Okay, you take a role
10:12change. Um what happens if you do that
10:15at a really minimal level like this tiny
10:16manipulation, this tiny intervention for
10:192 minutes you say, "I want you to stand
10:21like this and it's going to make you
10:22feel more powerful."
10:24So,
10:25this is what we did. We decided to bring
10:28people into the lab and run a little
10:30experiment. And these people adopted for
10:332 minutes either high power poses or low
10:37power poses. And I'm just going to show
10:39you five of the poses although they took
10:40on only two.
10:42So, here's one.
10:45Couple more.
10:47This one has been dubbed the Wonder
10:49Woman by the media.
10:51Here a couple more.
10:53So, you can be standing or you can be
10:54sitting.
10:56Uh and here are the low power poses. So,
10:57you're folding up, you're making
10:58yourself small.
11:02This one is very low power. When you're
11:03touching your neck, you're really kind
11:05of protecting yourself.
11:07So, this is what happens. They come in,
11:10they spit into a vial. We for 2 minutes
11:12say, "You need to do this or this." They
11:14don't look at pictures of the poses. We
11:16don't want to prime them with the
11:17concept of power. We want them to be
11:19feeling power, right? So, 2 minutes they
11:21do this.
11:22We then ask them how powerful do you
11:24feel on a series of items and then we
11:26give them an opportunity to gamble.
11:28And then we take another saliva sample.
11:31That's it. That's the whole experiment.
11:32So, this is what we find. Risk
11:34tolerance, which is the gambling. What
11:36we find is that when you when the when
11:38you're in the high power pose condition,
11:4086% of you will gamble. When we are in
11:43the low power pose condition, only 60%
11:45and that's a pretty whopping significant
11:47difference.
11:48Here's what we find on testosterone.
11:51From their baseline when they come in,
11:53high power people experience about a 20%
11:56increase
11:57and low power people experience about a
12:0010% decrease. So, again, 2 minutes and
12:02you get these changes. Here's what you
12:05get on cortisol. High power people
12:07experience about a 25% decrease
12:10and the low power people experience
12:12about a 15% increase. So, 2 minutes lead
12:15to these hormonal changes that configure
12:18your brain to basically be either
12:20assertive, confident, and comfortable or
12:24really stress reactive. Um and you know,
12:26feeling sort of shut down and we've all
12:28had that feeling, right?
12:30So, it seems that our nonverbals do
12:33govern how we think and feel about
12:35ourselves. So, it's not just others, but
12:37it's also ourselves. It also our bodies
12:40change our minds.
12:41But, the next question, of course, is
12:43can power posing for a few minutes
12:45really change your life in meaningful
12:47ways? So, this is in the lab. It's this
12:48little task. You know, it's just a
12:50couple of minutes. You know, where can
12:52you actually apply this? Which we cared
12:53about, of course.
12:55And so, we think it's really what what
12:58what matters I mean, where you want to
12:59use this is evaluative situations like
13:02social threat situations. Where are you
13:04being evaluated? Either by your friends,
13:06like for teenagers at at the lunch room
13:08table. It could be, you know, for some
13:10people it's speaking at a school board
13:13meeting. It might be giving a pitch or
13:15giving a talk like this or um doing a
13:18job interview.
13:20We decided that the one that most people
13:21could relate to because most people had
13:23been through was the job interview. So,
13:26um we published these these findings and
13:28the media are all over it and they say,
13:30um,
13:31"Okay, so this is what you do when you
13:32go in for the job interview, right?"
13:34You know, so we were of course horrified
13:36and I said, "Oh my god, no, no, no,
13:38that's not what we meant at all for a
13:39new numerous reasons. No, no, no, don't
13:41do that." Again, this is not about you
13:43talking to other people, it's you
13:45talking to yourself. What do you do
13:46before you go into a job interview? You
13:48do this, right? You're sitting down,
13:50you're looking at your iPhone or your
13:52Android, not trying to leave anyone out.
13:54You are you know, you're looking at your
13:56notes, you're hunching up, making
13:57yourself small. When really what you
13:58should be doing maybe is this, like in
14:00the bathroom, right? Do that, find 2
14:03minutes. So, that's what we want to
14:04test, okay? So, we bring people into a
14:06lab and they do a couple they do either
14:09high or low power poses again. They go
14:11through a very stressful job interview.
14:13It's 5 minutes long. They are being
14:16recorded, they're being judged also, and
14:19the judges are trained to give no
14:22nonverbal feedback. So, they look like
14:24this, like imagine this is the person
14:26interviewing you.
14:27So, for 5 minutes, nothing. And this is
14:30worse than being heckled. People hate
14:33this. It's it's what Marianne LaFrance
14:35calls standing in social quicksand. So,
14:37this really spikes your cortisol. So,
14:39this is the job interview we put them
14:41through cuz we really wanted to see what
14:42happened.
14:44We then have these coders look at these
14:46tapes, four of them. They're blind to
14:47the hypothesis, they're blind to the
14:49conditions, they have no idea who's been
14:51posing in what pose. And they they they
14:54end up
14:56looking at these sets of tapes and they
14:58say, "Oh, we want to hire these people."
15:00All the high power posers. "We don't
15:01want to hire these people." We also
15:04evaluate these people much more
15:05positively overall. But what's driving
15:08it? It's not about the content of the
15:10speech, it's about the presence that
15:13they're bringing to the speech. We also
15:14because we rate them on all these
15:15variables related to sort of confidence,
15:17like how well structured is the speech,
15:19how good is it, what are their
15:20qualifications, No effect on those
15:22things. This is what's affected. These
15:25kinds of things. People are bringing
15:27their true selves, basically. They're
15:28bringing themselves. They bring their
15:30ideas, but as themselves with no, you
15:33know, residue over them. So, this is
15:35what's driving the effect or mediate
15:37mediating the effect.
15:39So,
15:40um when I tell people about this, that
15:43our bodies change our minds and our
15:44minds can change our behavior and our
15:46behavior can change our outcomes, they
15:47say to me,
15:48"I don't it feels fake, right?" So, I
15:51said, "Fake it till you make it." Like,
15:52"I don't it's not me. Like, I don't want
15:55to get there and then still feel like a
15:57fraud. I don't want to feel like an
15:58impostor. I don't want to get there only
16:00to feel like I'm not supposed to be
16:02here."
16:03And that really resonated with me
16:05because I want to tell you a little
16:07story about being an impostor and
16:09feeling like I'm not supposed to be
16:10here.
16:11When I was 19,
16:13I was in a really bad car accident. I
16:14was thrown out of a car,
16:16rolled several times. I was thrown from
16:18the car. And um I woke up in a head
16:20injury rehab ward. And I had been
16:23withdrawn from college. Um
16:25and I learned that my IQ had dropped by
16:28two standard deviations,
16:30which was um
16:32very traumatic. I knew my IQ because I
16:34had identified with being smart and I
16:36had been called gifted as a child. So,
16:38I'm taken out of college. I keep trying
16:40to go back. They say, "You're not going
16:41to finish college." Like, just, you
16:43know,
16:44there's there other things for you to
16:45do, but that's not going to work out for
16:47you.
16:47So, I I really struggled with this and I
16:51have to say having your identity taken
16:52from you, your core identity and a for
16:54me it was being smart, having that taken
16:57from you, there's nothing that leaves
16:58you feeling more powerless than that.
17:00So, I felt entirely powerless. I worked
17:02and worked and worked and I got lucky
17:04and worked and got lucky and worked.
17:06Eventually, I graduated from college.
17:08Took me 4 years longer than my peers.
17:10And I convinced someone, my my angel uh
17:14advisor, Susan Fiske, to take me on. And
17:16so, I ended up at Princeton, and I was
17:18like, I am not supposed to be here. I am
17:21an impostor. And the night before my
17:23first year talk in the first year talk
17:24at Princeton is a 20-minute talk to 20
17:27people. That's it. I was so afraid of
17:29being found out the next day that I
17:32called her and said, I'm quitting.
17:34She was like, you are not quitting
17:36because I took a gamble on you and
17:37you're staying. You're going to stay,
17:39and this is what you're going to do. You
17:41are going to fake it. You're going to
17:42take you're going to do every talk that
17:44you ever get asked to do. You're just
17:46going to do it and do it and do it even
17:48if you're terrified and just paralyzed
17:50and having an out-of-body experience
17:52until you have this moment where you
17:54say, "Oh my gosh, I'm doing it. Like I
17:56have become this. I am actually doing
17:58this." So, that's what I did. Five years
18:00in grad school, few years, you know, I'm
18:02at Northwestern, I move to Harvard. I'm
18:05at Harvard. I'm not really thinking
18:06about it anymore, but for a long time I
18:08had been thinking, "Not supposed to be
18:10here. I'm not supposed to be here." So,
18:12the end of my first year at Harvard,
18:14um
18:16a student who had not talked in class
18:17the entire semester, who I had said,
18:19"Look, you've got to participate or else
18:21you're going to fail." came into my
18:22office. I really didn't know her at all.
18:24And she said,
18:26she came in totally defeated and she
18:28said,
18:29"I'm not supposed to be here."
18:36And that was the moment for me because
18:37two things happened. One was that I
18:39realized,
18:40"Oh my gosh, I don't feel like that
18:41anymore, you know?" I don't feel that
18:43anymore, but she does. And I get that
18:45feeling, and the second was, she is
18:47supposed to be here. Like she can fake
18:49it. She can become it. So, I was like,
18:51"Yes, you are. You are supposed to be
18:53here, and tomorrow you're going to fake
18:55it. You're going to make yourself
18:56powerful, and you know,
18:59YOU'RE GOING TO
19:04AND
19:05YOU'RE GOING TO GO YOU'RE GOING TO GO
19:07INTO THE CLASSROOM, and you are going to
19:09give the best comment ever, you know?
19:11And she gave the best comment ever. And
19:13people turned around they were like, "Oh
19:14my god, I didn't even notice her sitting
19:16there, you know?"
19:18She comes back to me months later and I
19:20realize that she had not just faked it
19:22till she made it. She'd actually faked
19:24it till she became it. So, she had
19:26changed. Um and so I I I I want to say
19:30to you, don't fake it till you make it.
19:32Fake it till you become it.
19:33You know, it's not do it enough until
19:35you actually become it and internalize.
19:38The last thing I want to leave you with
19:39is this.
19:40Tiny tweaks
19:42can lead to big changes.
19:45So,
19:46this is 2 minutes. 2 minutes, 2 minutes,
19:492 minutes. Before you go into the next
19:51stressful evaluative situation, for 2
19:53minutes try doing this in the elevator,
19:55in a bathroom stall, at your desk behind
19:58closed doors. That's what you want to
19:59do. Get Configure your brain to cope the
20:02best in that situation. Get your
20:03testosterone up, get your cortisol down.
20:06Don't leave that situation feeling like,
20:08"Oh, I didn't show them who I am." Leave
20:10that situation feeling like, "Oh, I
20:11really feel like I got to say who I am
20:13and show who I am." So, I want to ask
20:15you first, you know,
20:17both to try power posing
20:20and also I want to ask you to share this
20:23science cuz this is simple. I don't have
20:26ego involved in this. Give it away. Like
20:28share it with people because the people
20:30who can use it the most are the ones
20:31with no resources and no technology and
20:35no status and no power. Give it to them
20:38because they can do it in private. They
20:40need their bodies, privacy, and 2
20:42minutes and it can significantly change
20:44the outcomes of their life. Thank you.

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