我们是这样做的。我们决定将人们带进实验室,做一个小实验。这些人将维持有力或无力的姿势两分钟,然后我就会告诉你。这五种姿势,虽然他们只做了两种,这是其一,看看这些,这个被媒体取名为 "神力女超人" 还有这些,或站或坐,这些是无力的姿势,你双手交叉,试着让自己变小一点,这是非常无力的一张,当你在摸你的脖子,你其实在保护自己。实际的状况是,他们进来取出唾液,维持一个姿势达两分钟,他们不会看到姿势的照片,因为我们不想要影响他们,我们希望他们自己感觉到力量不是吗?所以他们做了整整两分钟,我们关于一些事物问:“现在你觉得自己多有力量?”受试者接着会有一个博奕的机会,接着再取得唾液范本,这就是整个实验。
So this is what we find. Risk tolerance, which is the gambling, what we find is that when you're in the high-power pose condition, 86 percent of you will gamble. When you're in the low-power pose condition, only 60 percent, and that's a pretty whopping significant difference. Here's what we find on testosterone. From their baseline when they come in, high-power people experience about a 20-percent increase, and low-power people experience about a 10-percent decrease. So again, two minutes, and you get these changes. Here's what you get on cortisol. High-power people experience about a 25-percent decrease, and the low-power people experience about a 15-percent increase. So two minutes lead to these hormonal changes that configure your brain to basically be either assertive, confident and comfortable, or really stress-reactive, and, you know, feeling sort of shut down. And we've all had the feeling, right? So it seems that our nonverbals do govern how we think and feel about ourselves, so it's not just others, but it's also ourselves. Also, our bodies change our minds.
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