【正文】 the room before class even starts, like they really want to occupy space. When they sit down, they39。re not going to be surprised. It seems to be related to gender. So women are much more likely to do this kind of thing than men. Women feel chronically less powerful than men, so this is not surprising. But the other thing I noticed 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。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 some evidence that they do. So, for example, we smile when we feel happy, but also, when we39。re more likely to do this, but it39。m talking about thoughts and feelings and the sort of physiological things that make up our thoughts and feelings, and in my case, that39。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 powerful and assertive and dominant, but not very stress reactive, the person who39。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。m just going to show you five of the poses, although they took on only two. So here39。re folding up, you39。re touching your neck, you39。t look at pictures of the poses. We don39。s it. That39。re in the highpower pose condition, 86 percent of you will gamble. When you39。s a pretty whopping significant difference. 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。s not just others, but it39。s this little task, you know, it39。s really, what matters, I mean, where you want to use this is evaluative situations like social threat situations. Where are you being evaluated, either by your friends? Like for teenagers it39。s speaking at a school board meeting. It might be giving a pitch or giving a talk like this or doing a job interview. We decided that the one that most people could relate to because most people had been through was the job interview.13:20So we published these findings, and the media are all over it, and they say, Okay, so this is what you do when you go in for the job interview, right? (Laughter) You know, so we were of course horrified, and said, Oh my God, no, no, no, that39。t do that. Again, this is not about you talking to other people. It39。re sitting down. You39。re looking at your notes, you39。s what we want to test. Okay? So we bring people into a lab, and they do either high or lowpower poses again, they go through a very stressful job interview. It39。re being judged also, and the judges are trained to give no nonverbal feedback, so they look like this. Like, imagine this is the person interviewing you. So for five minutes, nothing, and this is worse than being heckled. People hate this. It39。re blind to the hypothesis. They39。s been posing in what pose, and they end up looking at these sets of tapes, and they say, Oh, we want to hire these people, all the highpower posers we don39。s driving it? It39。s about the presence that they39。s affected. These kinds of things. People are bringing their true selves, basically. They39。s driving the effect, or mediating the effect.15:35So when I tell people about this, that our bodies change our minds and our minds can change our behavior, and our behavior can change our outes, they say to me, I don39。t It39。t want to get there and then still feel like a fraud. I don39。t want to get there only to feel like I39。m not supposed to be here.16:06When I was 19, I was in a really bad car accident. I was thrown out of a car, rolled several times. I was thrown from the car. And I woke up in a head injury rehab ward, and I had been withdrawn from college, and I learned that my . had dropped by two standard deviations, which was very traumatic. I knew my . because I had identified with being smart, and I had been called gifted as a child. So I39。re not going to finish college. Just, you know, there are other things for you to do, but that39。s nothing that leaves you feeling more powerless than that. So I felt entirely powerless