【正文】 iced is that it also seemed to be related to the extent to which the students were participating, and how well they were participating. And this is really important in the MBA classroom, because participation counts for half the grade.6:33So business schools have been struggling with this gender grade gap. You get these equally qualified women and men ing in and then you get these differences in grades, and it seems to be partly attributable to participation. So I started to wonder, you know, okay, so you have these people ing in like this, and they39。re participating. Is it possible that we could get people to fake it and would it lead them to participate more?6:57So my main collaborator Dana Carney, who39。s at Berkeley, and I really wanted to know, can you fake it till you make it? Like, can you do this just for a little while and actually experience a behavioral oute that makes you seem more powerful? So we know that our nonverbals govern how other people think and feel about us. There39。s a lot of evidence. But our question really was, do our nonverbals govern how we think and feel about ourselves?7:24There39。s some evidence that they do. So, for example, we smile when we feel happy, but also, when we39。re forced to smile by holding a pen in our teeth like this, it makes us feel happy. So it goes both ways. When it es to power, it also goes both ways. So when you feel powerful, you39。re more likely to do this, but it39。s also possible that when you pretend to be powerful, you are more likely to actually feel powerful.7:57So the second question really was, you know, so we know that our minds change our bodies, but is it also true that our bodies change our minds? And when I say minds, in the case of the powerful, what am I talking about? So I39。m talking about thoughts and feelings and the sort of physiological things that make up our thoughts and feelings, and in my case, that39。s hormones. I look at hormones. So what do the minds of the powerful versus the powerless look like? So powerful people tend to be, not surprisingly, more assertive and more confident, more optimistic. They actually feel that they39。re going to win even at games of chance. They also tend to be able to think more abstractly. So there are a lot of differences. They take more risks. There are a lot of differences between powerful and powerless people. Physiologically, there also are differences on two key hormones: testosterone, which is the dominance hormone, and cortisol, which is the stress hormone. So what we find is that highpower alpha males in primate hierarchies have high testosterone and low cortisol, and powerful and effective leaders also have high testosterone and low cortisol. So what does that mean? When you think about power, people tended to think only about testosterone, because that was about dominance. But really, power is also about how you react to stress. So do you want the highpower leader that39。s dominant, high on testosterone, but really stress reactive? Probably not, right? You want the person who39。s powerful and assertive and dominant, but not very stress reactive, the person who39。s laid back.9:37So we know that in primate hierarchies, if an alpha needs to take over, if an individual needs to take over an alpha role sort of suddenly, within a few days, that individual39。s testosterone has gone up significantly and his cortisol has dropped significantly. So we have this evidence, both that the body can shape the mind, at least at the facial level, and also that role changes can shape the mind. So what happens, okay, you take a role change, what happens if you do that at a really minimal level, like this tiny manipulation, this tiny intervention? For two minutes, you say, I want you to stand like this, and it39。s going to make you feel more powerful.10:19So this is what we did. We decided to bring people into the lab and run a little experiment, and these people adopted, for two minutes, either highpower poses or lowpower poses, and I39。m just going to show you five of the poses, although they took on only two. So here39。s one. A couple more. This one has been dubbed the Wonder Woman by the media. Here are a couple more. So you can be standing or you can be sitting. And here are the lowpower poses. So you39。re folding up, you39。re making yourself small. This one is very lowpower. When you39。re touching your neck, you39。re really protecting yourself. So this is what happens. They e in, they spit into a vial, we for two minutes say, You need to do this or this. They don39。t look at pictures of the poses. We don39。t want to prime them with a concept of power. We want them to be feeling power, right? So two minutes they do this. We then ask them, How powerful do you feel? on a series of items, and then we give them an opportunity to gamble, and then we take another saliva sample. That39。s it. That39。s the whole experiment.11:28So this is what we find. Risk tolerance, which is the gambling, what we find is that when you39。re in the highpower pose condition, 86 percent of you will gamble. When you39。re in the lowpower pose condition, only 60 percent, and that39。s a pretty whopping significant difference. Here39。s what we find on testosterone. From their baseline when they e in, highpower people experience about a 20percent increase, and lowpower people experience about a 10percent decrease. So again, two minutes, and you get these changes. Here39。s what you get on cortisol. Highpower people experience about a 25percent decrease, and the lowpower people experience about a 15percent increase. So two minutes lead to these hormonal changes that configure your brain to basically be either assertive, confident and fortable, or really stressreactive, and, you know, feeling sort of shut down. And we39。ve all had the feeling, right? So it seems that our nonverbals do govern how we think and feel about ourselves, so it39。s not just others, but it39。s also ourselves. Also, our bodies change our minds.12