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His tongue licked her lips and her mouth fell open, without any decision on her part. He swept in, and this time he kissed her hard. So hard she had to kiss him back. So hard that their tongues couldn't avoid tangling. So hard that it was only natural for his arms to sweep around her and crush her to him.
She tasted whiskey on his tongue, smelled heat on his skin, and heard murmurs of approval in his throat. His mouth moved down her neck as he pressed kisses both hard and tender to her. He bit her where her neck met her shoulder, just as his roaming hands feathered over her breasts. Her purse fell to the floor, and the thump registered a wake-up call. Here are a couple more.
So you can be standing or you can be sitting. And here are the low-power poses. So you're folding up, you're making yourself small. This one is very low-power. When you're touching your neck, you're really protecting yourself.
So this is what happens. They come in, they spit into a vial, for two minutes, we say, "You need to do this or this. We don't want to prime them with a concept of power. We want them to be feeling power. So two minutes they do this. We then ask them, "How powerful do you feel? That's it. That's the whole experiment.
So this is what we find. Risk tolerance, which is the gambling, we find that when you are 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 whopping significant difference. Here's what we find on testosterone. From their baseline when they come in, high-power people experience about a percent increase, and low-power people experience about a percent decrease.
So again, two minutes, and you get these changes. Here's what you get on cortisol. High-power people experience about a percent decrease, and the low-power people experience about a 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 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. But the next question, of course, is, can power posing for a few minutes really change your life in meaningful ways? This is in the lab, it's this little task, it's just a couple of minutes.
Where can you actually apply this? Which we cared about, of course. And so we think where you want to use this is evaluative situations, like social threat situations. Where are you being evaluated, either by your friends? For teenagers, it's at the lunchroom table. For some people it'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. So 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, that's not what we meant at all.
For numerous reasons, no, don't do that. Again, this is not about you talking to other people. It's you talking to yourself. What do you do before you go into a job interview? You do this. You're sitting down. You're looking at your iPhone — or your Android, not trying to leave anyone out. You're looking at your notes, you'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 that's what we want to test. So we bring people into a lab, and they do either high- or low-power poses again, they go through a very stressful job interview. It's five minutes long.
They are being recorded. They're being judged also, and the judges are trained to give no nonverbal feedback, so they look like this. Imagine this is the person interviewing you.
So for five minutes, nothing, and this is worse than being heckled. People hate this. It's what Marianne LaFrance calls "standing in social quicksand. 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.
They're blind to the hypothesis. They're blind to the conditions. They have no idea who's been posing in what pose, and they end up looking at these sets of tapes, and they say, "We want to hire these people," all the high-power posers. We also evaluate these people much more positively overall. It's not about the content of the speech. It's about the presence that they're bringing to the speech. Because we rate them on all these variables related to competence, like, how well-structured is the speech?
How good is it? What are their qualifications? No effect on those things. This is what's affected. These kinds of things. People are bringing their true selves, basically.
They're bringing themselves. They bring their ideas, but as themselves, with no, you know, residue over them.
So this is what's driving the effect, or mediating the effect. So 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 outcomes, they say to me, "It feels fake.
So I said, fake it till you make it. It's not me.
I don't want to get there and then still feel like a fraud. I don't want to feel like an impostor.
I don't want to get there only to feel like I'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 I'm not supposed to be here. When I was 19, I was in a really bad car accident. I was thrown out of a car, rolled several times.