【正文】 k behind closed doors. That39。t fake it till you make it. Fake it till you bee it. You know? It39。re going to go into the classroom, and you are going to give the best ment ever. You know? And she gave the best ment ever, and people turned around and they were like, oh my God, I didn39。re going to make yourself powerful, and, you know, you39。t feel that anymore, but she does, and I get that feeling. And the second was, she is supposed to be here! Like, she can fake it, she can bee it. So I was like, Yes, you are! You are supposed to be here! And tomorrow you39。m not supposed to be here. And that was the moment for me. Because two things happened. One was that I realized, oh my gosh, I don39。re going to fail, came into my office. I really didn39。m not really thinking about it anymore, but for a long time I had been thinking, Not supposed to be here. Not supposed to be here.18:07So at the end of my first year at Harvard, a student who had not talked in class the entire semester, who I had said, Look, you39。m at Northwestern, I moved to Harvard, I39。 So that39。Oh my gosh, I39。re just going to do it and do it and do it, even if you39。re going to do. You are going to fake it. You39。re staying. You39。s it. I was so afraid of being found out the next day that I called her and said, I39。s not going to work out for you. So I really struggled with this, and I have to say, having your identity taken from you, your core identity, and for me it was being smart, having that taken from you, there39。m taken out of college, I keep trying to go back. They say, You39。m not supposed to be here. And that really resonated with me, because I want to tell you a little story about being an impostor and feeling like I39。t want to feel like an impostor. I don39。s not me. I don39。t It feels fake. Right? So I said, fake it till you make it. I don39。re bringing themselves. They bring their ideas, but as themselves, with no, you know, residue over them. So this is what39。re bringing to the speech. We also, because we rate them on all these variables related to petence, like, how wellstructured is the speech? How good is it? What are their qualifications? No effect on those things. This is what39。s not about the content of the speech. It39。t want to hire these people. We also evaluate these people much more positively overall. But what39。re blind to the conditions. They have no idea who39。s what Marianne LaFrance calls standing in social quicksand. So this really spikes your cortisol. So this is the job interview we put them through, because we really wanted to see what happened. We then have these coders look at these tapes, four of them. They39。s five minutes long. They are being recorded. They39。re hunching up, making yourself small, when really what you should be doing maybe is this, like, in the bathroom, right? Do that. Find two minutes. So that39。re looking at your iPhone or your Android, not trying to leave anyone out. You are, you know, you39。s you talking to yourself. What do you do before you go into a job interview? You do this. Right? You39。s not what we meant at all. For numerous reasons, no, no, no, don39。s at the lunchroom table. It could be, you know, for some people it39。s just a couple of minutes. Where can you actually apply this? Which we cared about, of course. And so we think it39。s also ourselves. Also, our bodies change our minds.12:36But the next question, of course, is can power posing for a few minutes really change your life in meaningful ways? So this is in the lab. It39。ve all had the feeling, right? So it seems that our nonverbals do govern how we think and feel about ourselves, so it39。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。re in the lowpower pose condition, only 60 percent, and 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。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。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。re making yourself small. This one is very lowpower. When you39。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。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。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 dominant, high on testosterone, but really stress reactive? Probably not, right? You want the person who39。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。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。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 wa