语言大师SarahJones在TED中的演讲中英文翻译

2023年12月28日发(作者：少先队呼号)

语言大师SarahJones在TED中的演讲中英文翻译

第一篇：语言大师Sarah Jones 在TED中的演讲中英文翻译

Transcript for Sarah Jones as a one-woman global village I

should tell you that when I was asked to be here, I thought to

mylf that well, it's the TEDsters are--you know, as

innocent as that name sounds-the are the philanthropists and

artists and scientists who sort of shape our what could

I possibly have to say that would be distinguished enough to

justify my participation in something like that? And so I thought

perhaps a really civilized sounding British accent might help

things a then I thought no, no.I should just get up there

and be mylf and just talk the way I really talk becau, after all,

this is the great so I thought I'd come up here and

unveil my real voice to gh many of you already know

that I do speak the Queen's English becau I am from Queens,

New York.(Laughter)But the theme of this ssion, of cour, is

while I don't have any patents that I'm aware of,

you will be meeting a few of my inventions I suppo

it's fair to say that I am interested in the invention of lf or

're all born into certain circumstances with particular

physical traits, unique developmental experiences, geographical

and historical then what? To what extent do we lf-construct, do we lf-invent? How do we lf-identify and how

mutable is that identity? Like, what if one could be anyone at any

time? Well my characters, like the ones in my shows, allow me to

play with the spaces between tho so I've

brought a couple of them with well, they're very

I should tell you--what I should tell you is that

they've each prepared their own little TED feel free to

think of this as Sarah University.(Laughter), ,

evening you so very much for

having me here , thank you very name is

Loraine my!There's so many of

.(Laughter)Anyway, I am here becau of a

young girl, Sarah 's a very nice, young, black

you know, she calls herlf black, she's really more like a caramel

color if you look at anyway,(Laughter)she has me here

becau she puts me in her show, what she calls her one-woman

you know what that means, of means she

takes the credit and then makes us come out here and do all the

I don't y, I'm kvelling just to be here with all

the luminaries you have attending something like this, you

, it's only, of cour, the scientists and

all the wonderful giants of the industries but the

are so many celebrities running around here.I saw--Glenn Clo I

saw earlier.I love she was getting a yogurt in the Google

't that adorable.(Laughter)So many others you e,

they're just 's lovely to know they're concerned, you

--oh, I saw Goldie , Goldie Hawn.I love her,

too;she's know, she's only half you

know that about her? even so, a wonderful

I--you know, when I saw her, such a wonderful , she's

anyway, I should have started by saying just how lucky

I 's such an eye-opening experience to be 're all so

responsible for this world that we live in know, I

couldn't have dreamed of such a thing as a young you've

all made the advancements happen in such a short 're

all so know, you're parents must be very I--I also appreciate the diversity that you have here.I noticed it's

very know, when you're standing up here, you

can e all the different 's like a 's okay to say

.I just--I can't keep up with whether you can say, you

know, the different are you allowed to say or not say?

I just--I don't want to offend anyway, you

know, I just think that to be here with all of you accomplished

young people, literally, some of you, the architects building our

brighter know, it's heartening to though,

quite frankly, some of your

prentations are horrifying, absolutely 's 's

know, between the environmental degradation and the

crashing of the world markets you're talking of cour,

we know it's all becau of Well, I don't know how

el to say it to you, so I'll just say it my ganeyvish

tetikeyt coming from the governments and the, you know, the

bankers and the Wall know .(Laughter)The

point is, I'm happy somebody has practical ideas to get us out of

this I salute each of you and your stellar

you for all that you congratulations

on being such big makhers that you've become TED ,

happy continued

tov.(Applau) you , this is such a

wonderful opportunity and everything, to be here right

name is I'm just--I'm so thrilled to be part of like

your TED conference that you're doing and everything like that.I

am Dominican ly, you could say I grew up in the

capital of Dominican Republic, otherwi known as Washington

Heights in New York I don't know if there's any other

Dominican people here, but I know that Juan Enriquez, he was

here I think he's Mexican, so that's--honestly,

that's clo enough for me, right --(Laughter)I just--I'm

sorry.I'm just trying not to be nervous becau this is a very

wonderful experience for me and I just--you

know I'm not ud to doing public whenever I get

nervous I start to talk really can understand nothing

I'm saying, which is very frustrating for me, as you can imagine.I

usually have to just like try to calm down and take a deep

then on top of that, you know, Sarah Jones told me

we only have 18 then I'm like, should I be nervous,

you know, becau maybe it's I'm just trying not to

panic and freak I like, take a deep

anyway, what I was trying to say is that I really love , I

love everything about 's , it's--I can't get over

this right , like, people would not believe, riously,

where I'm from, that this even know, like even, I mean

I love like the name, the--TED.I mean I know it's a real person and

everything, but I'm just saying that like, you know, I think it's very

cool how it's also an acronym, you know, which is like, you know,

is like very high concept and everything like that.I like

actually, I can relate to the whole like acronym thing and

e, actually, I'm a sophomore at college right

my school--actually I was part of co-founding an

organization, which is like a leadership thing, you know, like you

guys, you would really like it and the organization

is called DA BOMB, And DA BOMB--not like what you guys can

build and everything--It's like, DA BOMB, it means like

Dominican--it's an acronym--Dominican American Benevolent

Organization for Mothers and , I know, e, like the

name is like a little bit long, but with the war on terror and

everything, the Dean of Student Activities has asked us to stop

saying DA BOMB and u the whole thing so nobody would get

the wrong idea, , basically like DA BOMB--what

Dominican American Benevolent Organization for Mothers and

Babies does is, basically, we try to advocate for students who

show a lot of academic promi and who also happen to be

mothers like me.I am a working mother, and I also go to school

, you know, it's like--it's so important to have like

role models out there.I mean, I know sometimes our lifestyles are

very different, like even at my job--like, I just got

now it's very exciting actually for me becau I'm

the Junior Assistant to the Associate Director under the Senior

Vice President for Business 's my new ,

but I think whether you own your own company or you're just

starting out like me, like something like this so vital for people to

just continue expanding their minds and if

everybody, like all people really had access to that, it would be a

very different world out there, as I know you , I think all

people, we need that, but especially, I look at people like me, you

know like, I mean, Latinos, we're about to be the majority, in like

two , we derve just as much to be part of the

exchange of ideas as everybody , I'm very happy that

you're, you know, doing this kind of thing, making the talks

available 's very good.I love I just--I love you

guys.I love if you don't mind, privately now, in the future,

I'm going to think of TED as an acronym for Technology,

Entertainment and you very

much.(Laughter)(Applau)So, that was Noraida, and just like

Loraine and everybody el you're meeting today, the are folks

who are bad on real people from my real s, neighbors,

family members.I come from a multicultural fact, the

older lady you just met, very, very looly bad on a great aunt

on my mother's 's a long story, believe on top of my

family background, my parents also nt me to United Nations

school, where I encountered a plethora of new characters

including Alexandre, my French teacher, , you know, it

was beginner French, that I am taking with her, you it

was Madame Bousson, you know, she was very [French].It was

like, you know, she was there in the class, you know, she was kind

of typically know, she was was very chic, but she was

very filled with ennui, you she would be there, you

know, kind of talking with the class, you know, talking about the,

you know, the existential futility of life, you we were

only 11 years old, so it was not [German].Yes, I

took German for three years,[German], and it was quite the

experience becau I was the only black girl in the class, even in

the UN gh, you know, it was teacher,

Herr Schtopf, he never always, always

treated each of us, you know, equally unbearably during the

, there were the teachers and then there were my friends,

classmates from of whom are still dear friends

to this they've inspired many characters as

example, a friend of , I just wanted to quickly say good

name is Praveen Manvi and thank you very much for

this cour, TED, the reputation precedes itlf all

over the , you know, I am originally from India, and I

wanted to start by telling you that once Sarah Jones told me that

we will be having the opportunity to come here to TED in

California, originally, I was very plead and, frankly, relieved

becau, you know, I am a human rights usually my

work, it takes me to Washington there, I must attend

the meetings, mingling with some tiresome politicians, trying

to make me feel comfortable by telling how often they are eating

the curry in , you can just , but

I'm thrilled to be joining all of you here.I wish we had more time

together, but that's for another ? Great.(Applau)And,

sadly, I don't think we'll have time for you to meet everybody I

brought, but-I'm trying to behave 's my first time

I do want to introduce you to a couple of folks you may

recognize, if you saw “Bridge and Tunnel.” Uh, well, thank

name is Pauline Ning, and first I want to

tell you that I'm--of cour I am a member of the Chine

community in New when Sarah Jones asked me to

plea come to TED, I said, well, you know, first, I don't know that,

you know--before two years ago, you would not find me in front

of an audience of people, much less like this becau I did not

like to give speeches becau I feel that, as an immigrant, I do

not have good English skills for then, I decided, just

like Governor Arnold Schwartzenegger, I try

anyway.(Laughter)My daughter--my daughter wrote that, she

told me, “Always start your speech with humor.” But my

background--I want to tell you story only husband and

I, we brought

our son and daughter here in 1980s to have the freedom we

cannot have in China at that we tried to teach our kids

to be proud of their tradition, but it's very know, as

immigrant, I would speak Chine to them, and they would

always answer me back in love rock music, pop

culture, American when they got older, when the time

comes for them to start think about getting married, that's when

we expect them to realize, a little bit more, their own

that's where we had some son, he says he is not

ready to get he has a sweetheart, but she is

American woman, not 's not that it's bad, but I told him,

“What's wrong with a Chine woman?” But I think he will

change his mind , then I decide instead, I will concentrate

on my daughter's marriage is very special to the

first, she said she's not only wants to

spend time with her then at college, it's like she never

came she doesn't want me to come and I said,

“What's wrong in this picture?” So, I accud my daughter to

have like a cret she told me, “Mom, you don't

have to worry about boys becau I don't like

them.”(Laughter)And I said, “Yes, men can be difficult, but all

women have to get ud to that.” She said, “No Mom.I mean, I

don't like boys.I like girls.I am lesbian.” So, I always teach my kids

to respect American ideas, but I told my daughter that this is one

exception--(Laughter)that she is not gay, she is just confud by

this American she told me, “Mom, it's not

American.” She said she is in love, in love with a nice Chine

girl.(Laughter)So, the are the words I am waiting to hear, but

from my son, not my daughter.(Laughter)But at first I did not

know what to then, over time, I have come to understand

that this is who she , even though sometimes it's still hard, I

will share with you that it helps me to realize society is more

tolerant, usually becau of places like this, becau of ideas like

this and people like you, with an open I think maybe TED,

you impact people's lives in the ways that maybe even you don't

, for my daughter's sake, I thank you for your ideas

worth shen.(Applau)Good

name is Habbi I would like to first of all

thank Sarah Jones for putting all of the pressure on the only Arab

who she brought with her to be last today.I am originally from

I teach comparative literature at Queens is

not I feel a bit like a fish out of I am very

proud of my I e that a few of them did make it

here to the you will get the extra credit I promid

, while I know that I may not look like the typical denizen,

as you would say, I do like to make the point that we in global

society we are never as different as the appearances may

, if you will indulge me, I will share quickly with you a

bit of ver, which I memorized as a young girl at 16 years of

, back in the ancient times.[Arabic] And this roughly

translates: “Plea, let me hold your hand.I want to hold your

hand.I want to hold your when I touch you, I feel happy

's such a feeling that my love, I can't hide, I can't hide, I

can't hide.” Well, so okay, but plea, plea, but it is

sounding familiar, it is becau I was at the same time in my life

listening to The the radio [unclear], they were very

, all of that is to say that I like to believe, that for every

word intended to render us deaf to one another, there is always

a lyric connecting ears and hearts across the continents in

I pray that this is the way that we will lf invent, in

's all [unclear].Thank you very much for the

? Great.(Applau)Thank you all very

was you for having me.(Applau)Thank you very,

very much.I love you.(Applau)Well, you have to let me say this.I

just--thank you.I want to thank Chris and Jaqueline, and just

everyone for having me 's been a long time coming, and I

feel like I'm home, and I know I've performed

for some of your companies or some of you have en me

elwhere, but this is honestly one of the best audiences I've ever

whole thing is amazing, and so don't you all go

reinventing yourlves any time soon.

第二篇：TED演讲原文和翻译~

< your body language shapes who you are >

So I want to start by offering you a free no-tech life hack, and

all it requires of you is this: that you change your posture for two

before I give it away, I want to ask you to right now

do a little audit of your body and what you're doing with your

how many of you are sort of making yourlves smaller?

Maybe you're hunching, crossing your legs, maybe wrapping

your mes we hold onto our arms like

mes we spread out.(Laughter)I e you.(Laughter)So I

want you to pay attention to what you're doing right 're

going to come back to that in a few minutes, and I'm hoping that

if you learn to tweak this a little bit, it could significantly change

the way your life unfolds.0:58 So, we're really fascinated with

body language, and we're particularly interested in other people's

body know, we're interested in, like, you know —(Laughter)— an awkward interaction, or a smile, or a

contemptuous glance, or maybe a very awkward wink, or maybe

even something like a handshake.1:22 Narrator: Here they are

arriving at Number 10, and look at this lucky policeman gets to

shake hands with the President of the United , and here

comes the Prime Minister of the — ?

No.(Laughter)(Applau)(Laughter)(Applau)1:37 Amy Cuddy:

So a handshake, or the lack of a handshake, can have us talking

for weeks and weeks and the BBC and The New York

obviously when we think about nonverbal behavior, or

body language--but we call it nonverbals as social scientists--it's

language, so we think about we think

about communication, we think about what is

your body language communicating to me? What's mine

communicating to you? 2:04 And there's a lot of reason to believe

that this is a valid way to look at social scientists have

spent a lot of time looking at the effects of our body language,

or other people's body language, on we make

sweeping judgments and inferences from body

tho judgments can predict really meaningful life outcomes like

who we hire or promote, who we ask out on a example,

Nalini Ambady, a rearcher at Tufts University, shows that when

people watch 30-cond soundless clips of real physician-patient

interactions, their judgments of the physician's niceness predict

whether or not that physician will be it doesn't have to

do so much with whether or not that physician was incompetent,

but do we like that person and how they interacted? Even more

dramatic, Alex Todorov at Princeton has shown us that judgments

of political candidates' faces in just one cond predict 70

percent of and gubernatorial race outcomes, and even,

let's go digital, emoticons ud well in online negotiations can

lead to you claim more value from that you u

them poorly, bad ? So when we think of nonverbals, we

think of how we judge others, how they judge us and what the

outcomes tend to forget, though, the other audience

that's influenced by our nonverbals, and that's ourlves.3:31 We

are also influenced by our nonverbals, our thoughts and our

feelings and our what nonverbals am I talking

about? I'm a social psychologist.I study prejudice, and I teach at

a competitive business school, so it was inevitable that I would

become interested in power dynamics.I became especially

interested in nonverbal expressions of power and

dominance.3:56 And what are nonverbal expressions of power

and dominance? Well, this is what they in the animal

kingdom, they are about you make yourlf big,

you stretch out, you take up space, you're basically opening

's about opening this is true across the animal

's not just limited to humans do the

same thing.(Laughter)So they do this both when they have power

sort of chronically, and also when they're feeling powerful in the

this one is especially interesting becau it really

shows us how universal and old the expressions of power

expression, which is known as pride, Jessica Tracy has

shows that people who are born with sight and

people who are congenitally blind do this when they win at a

physical when they cross the finish line and

they've won, it doesn't matter if they've never en anyone do

do the arms up in the V, the chin is slightly

do we do when we feel powerless? We do exactly the

clo wrap ourlves make ourlves

don't want to bump into the person next to again,

both animals and humans do the same this is what

happens when you put together high and low what we

tend to do when it comes to power is that we complement the

other's if someone is being really powerful with us,

we tend to make ourlves don't mirror do

the opposite of them.5:24 So I'm watching this behavior in the

classroom, and what do I notice? I notice that MBA students

really exhibit the full range of power you have

people who are like caricatures of alphas, really coming into the

room, they get right into the middle of the room before class

even starts, like they really want to occupy they sit

down, they're sort of spread rai their hands like

have other people who are virtually collapsing when they

come soon they come in, you e e it on their faces

and their bodies, and they sit in their chair and they make

themlves tiny, and they go like this when they rai their hand.I

notice a couple of things about , you're not going to be

ems to be related to women are much

more likely to do this kind of thing than feel

chronically less powerful than men, so this is not

the other thing I noticed is that it also emed to be related to

the extent to which the students were participating, and how well

they were this is really important in the MBA

classroom, becau participation counts for half the grade.6:33

So business schools have been struggling with this gender grade

get the equally qualified women and men coming in

and then you get the differences in grades, and it ems to be

partly attributable to I started to wonder, you

know, okay, so you have the people coming in like this, and

they're it possible that we could get people to

fake it and would it lead them to participate more? 6:57 So my

main collaborator Dana Carney, who'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

outcome that makes you em more powerful? So we know that

our nonverbals govern how other people think and feel about

's a lot of our question really was, do our

nonverbals govern how we think and feel about ourlves? 7:24

There's some evidence that they , for example, we smile

when we feel happy, but also, when we're forced to smile by

holding a pen in our teeth like this, it makes us feel it

goes both it comes to power, it also goes both

when you feel powerful, you're more likely to do this, but

it's also possible that when you pretend to be powerful, you are

more likely to actually feel powerful.7:57 So the cond 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 ca of the powerful, what am I talking

about? So I'm talking about thoughts and feelings and the sort

of physiological things that make up our thoughts and feelings,

and in my ca, that's hormones.I look at what do

the minds of the powerful versus the powerless look like? So

powerful people tend to be, not surprisingly, more asrtive and

more confident, more actually feel that they're

going to win even at games of also tend to be able

to think more there are a lot of take

more are a lot of differences between powerful and

powerless logically, there also are differences on

two key hormones: testosterone, which is the dominance

hormone, and cortisol, which is the stress what we

find is that high-power alpha males in primate hierarchies have

high testosterone and low cortisol, and powerful and effective

leaders also have high testosterone and low what

does that mean? When you think about power, people tended to

think only about testosterone, becau that was about

really, power is also about how you react to

do you want the high-power leader that's dominant,

high on testosterone, but really stress reactive? Probably not,

right? You want the person who's powerful and asrtive and

dominant, but not very stress reactive, the person who's laid

back.9:37 So 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 individual's

testosterone has gone up significantly and his cortisol has

dropped 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 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

it's going to make you feel more powerful.” 10:19 So this is what

we decided to bring people into the lab and run a little

experiment, and the people adopted, for two minutes, either

high-power pos or low-power pos, and I'm just going to

show you five of the pos, although they took on only

here's one.A couple one has been dubbed the

“Wonder Woman” by the are a couple

you can be standing or you can be here are the low-power you're folding up, you're making yourlf

one is very you're touching your neck,

you're really protecting this is what

come in, they spit into a vial, we for two minutes say, “You need

to do this or this.” They don't look at pictures of the

don't want to prime them with a concept of want them

to be feeling power, right? So two minutes they do then

ask them, “How powerful do you feel?” on a ries of items,

and then we give them an opportunity to gamble, and then we

take another saliva 's 's the whole

experiment.11:28 So this is what we tolerance, which is

the gambling, what we find is that when you're in the high-power

po condition, 86 percent of you will you're in the

low-power po condition, only 60 percent, and that's a pretty

whopping significant 's what we find on

their baline when they come in, high-power

people experience about a 20-percent increa, and low-power

people experience about a 10-percent again, two

minutes, and you get the 's what you get on

-power people experience about a 25-percent

decrea, and the low-power people experience about a 15-percent two minutes lead to the hormonal changes

that configure your brain to basically be either asrtive,

confident and comfortable, or really stress-reactive, and, you

know, feeling sort of shut we've all had the feeling,

right? So it ems that our nonverbals do govern how we think

and feel about ourlves, so it's not just others, but it's also

, our bodies change our minds.12:36 But the next

question, of cour, is can power posing for a few minutes really

change your life in meaningful ways? So this is in the 's this

little task, you know, it's just a couple of can you

actually apply this? Which we cared about, of so we

think it's really, what matters, I mean, where you want to u this

is evaluative situations like social threat are you

being evaluated, either by your friends? Like for teenagers it's at

the lunchroom could be, you know, for some people it's

speaking at a school board might be giving a pitch or

giving a talk like this or doing a job decided that

the one that most people could relate to becau most people

had been through was the job interview.13:20 So we published

the 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 cour horrified, and

said, Oh my God, no, no, no, that's not what we meant at

numerous reasons, no, no, no, don't do , this is not

about you talking to other 's you talking to

do you do before you go into a job interview? You

do ? You're sitting 're looking at your iPhone--or your Android, not trying to leave anyone are, you

know, you're looking at your notes, you're hunching up, making

yourlf small, when really what you should be doing maybe is

this, like, in the bathroom, right? Do two

that's what we want to ? So we bring people into a lab,

and they do either high-or low-power pos again, they go

through a very stressful job 's five minutes

are being 're being judged also, and the judges are

trained to give no nonverbal feedback, so they look like ,

imagine this is the person interviewing for five minutes,

nothing, and this is wor than being hate 's

what Marianne LaFrance calls “standing in social quicksand.”

So this really spikes your this is the job interview we

put them through, becau we really wanted to e what

then have the coders look at the tapes, four of

're blind to the 're blind to the

have no idea who's been posing in what po,

and they end up looking at the ts of tapes, and they say, “Oh,

we want to hire the people,”--all the high-power pors--“we don't want to hire the also evaluate the

people much more positively overall.” But what's driving it? It's

not about the content of the 's about the prence that

they're bringing to the also, becau we rate them on

all the variables related to competence, like, how well-

structured is the speech? How good is it? What are their

qualifications? No effect on tho is what's

kinds of are bringing their true

lves, 're bringing bring their

ideas, but as themlves, with no, you know, residue over

this is what's driving the effect, or mediating the

effect.15:35 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, “I don't--It feels fake.” Right? So I said, fake it till you make it.I don't--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 suppod to be that really resonated

with me, becau I want to tell you a little story about being an

impostor and feeling like I'm not suppod to be here.16:06

When I was 19, I was in a really bad car accident.I was thrown out

of a car, rolled veral times.I was thrown from the I woke

up in a head injury rehab ward, and I had been withdrawn from

college, and I learned that my dropped by two standard

deviations, which was very traumatic.I knew my e I had

identified with being smart, and I had been called gifted as a

I'm taken out of college, I keep trying to go

say, “You're not going to finish , you know, there are

other things for you to do, but that'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, there's nothing that

leaves you feeling more powerless than I felt entirely

powerless.I worked and worked and worked, and I got lucky, and

worked, and got lucky, and worked.17:01 Eventually I graduated

from took me four years longer than my peers, and I

convinced someone, my angel advisor, Susan Fiske, to take me

on, and so I ended up at Princeton, and I was like, I am not

suppod to be here.I am an the night before my

first-year talk, and the first-year talk at Princeton is a 20-minute

talk to 20 's it.I was so afraid of being found out the

next day that I called her and said, “I'm quitting.” She was like,

“You are not quitting, becau I took a gamble on you, and

you're 're going to stay, and this is what you're going

to are going to fake 're going to do every talk that

you ever get asked to 're just going to do it and do it and

do it, even if you're terrified and just paralyzed and having an

out-of-body experience, until you have this moment where you

say, 'Oh my gosh, I'm doing , I have become this.I am

actually doing this.'” So that's what I years in grad

school, a few years, you know, I'm at Northwestern, I moved to

Harvard, I'm at Harvard, I'm not really thinking about it anymore,

but for a long time I had been thinking, “Not suppod to be

suppod to be here.” 18:07 So at the end of my first

year at Harvard, a student who had not talked in class the entire

mester, who I had said, “Look, you've gotta participate or el

you're going to fail,” came into my office.I really didn't know her

at she said, she came in totally defeated, and she said,

“I'm not suppod to be here.” And that was the moment for

e two things was that I realized, oh my

gosh, I don't feel like that know.I don't feel that

anymore, but she does, and I get that the cond was,

she is suppod to be here!Like, she can fake it, she can become

I was like, “Yes, you are!You are suppod to be here!And

tomorrow you're going to fake it, you're going to make yourlf

powerful, and, you know, you're gonna

— ”(Applau)(Applau)“And you're going to go into the

classroom, and you are going to give the best comment ever.”

You know? And she gave the best comment ever, and people

turned around and they were like, oh my God, I didn't even notice

her sitting there, you know?(Laughter)19:13 She comes back to

me months later, and I realized that she had not just faked it till

she made it, she had actually faked it till she became she

had so I want to say to you, don't fake it till you

make it till you become know? It's not — Do it

enough until you actually become it and internalize.19:33 The last

thing I'm going to leave you with is tweaks can lead to

big this is two minutes, two minutes,

two you go into the next stressful evaluative

situation, for two minutes, try doing this, in the elevator, in a

bathroom stall, at your desk behind clod 's what you

want to ure your brain to cope the best in that

your testosterone your cortisol 't

leave that situation feeling like, oh, I didn't show them who I

that situation feeling like, oh, I really feel like I got to

say who I am and show who I am.20:09 So I want to ask you first,

you know, both to try power posing, and also I want to ask you

to share the science, becau this is simple.I don't have ego

involved in this.(Laughter)Give it it with people,

becau the people who can u it the most are the ones with no

resources and no technology and no status and no it

to them becau they can do it in need their bodies,

privacy and two minutes, and it can significantly change the

outcomes of their you.(Applau)(Applau)

中文翻译：

首先我想要提供给你们一个免费的 非科技的人生窍门 你只需这样做 改变你的姿势二分钟时间 但在我要把它告诉你们之前，我想要请你们 就你们的身体和你们身体的行为做一下自我审查 那么你们之中有多少人正蜷缩着自己? 或许你现在弓着背，还翘着二郎腿? 或者双臂交叉

有时候我们像这样抱住自己 有时候展开双臂(笑声)我看到你了(笑声)现在请大家专心在自己的身上 我们等一下就会回溯刚刚的事 希望你们可以稍微改变一下 这会让你的生活变得很不一样 0:58 所以，我们很真的很执着于肢体语言 特别是对别人的肢体语言 感兴趣 你看，我们对(笑声)尴尬的互动，或一个微笑 或轻蔑的一瞥，或奇怪的眨眼 甚至是握手之类的事情感兴趣 1:22 解说员:他们来到了唐宁街10号，看看这个

这位幸运的警员可以和美国总统握手 噢，还有 来自....的总理?不(笑声)(掌声)(笑声)(掌声)1:37 Amy Cuddy:所以一个握手，或没有握手 我们都可以大聊特聊一番 即使BBC和纽约时报也不例外 我们说到肢体行为或肢体语言时 我们将之归纳为社会科学 它就是一种语言，所以我们会想到沟通 当我们想到沟通，我们就想到互动 所以你现在的身体语言正在告诉我什么? 我的身体又是在向你传达什么? 2:04 有很多理由让我们相信这些是有效的 社会科学家花了很多时间 求证肢体语言的效果

或其它人的身体语言在判断方面的效应 而我们环视身体语言中的讯息做决定和推论 这些结论可以预测生活中很有意义的结果 像是我们雇用谁或给谁升职，邀请谁出去约会 举例而言，Tufts大学的研究员，Nalini Ambady表示 人们观赏一部医生和患者互动的 30秒无声影片

他们对该医生的和善观感 可用来预测该复健师是否会被告上法庭 跟这个医生能否胜任工作没有太大关系 重点是我们喜不喜欢他 和他们是如何与人互动的? 进一步来说，普林斯顿的Alex Todorov 表示 我们对政治人物脸部的喜好判断 大概可用来对美国参议院和美国州长的 竞选结果做70%的预测 甚至就网络上 在线聊天时使用的表情符号 可以帮助你从交谈中得到更多信息 所以你千万别弄巧成拙，对吧? 当我们提起肢体语言，我们就想到我们如何论断别人 别人如何论断我们以及后果会是什么 我们往往忘记这点，受到肢体动作所影响的那群观众 就是我们自己 3:31 我们也往往受自己的肢体动作，想法 感觉和心理所影响

所以究竟我说的是怎样的非语言? 我是一位社会心理学家，我研究偏见

我在一所极具竞争力的商业学院上课 因此无可避免地对权力动力学感到着迷 特别是在非语言表达 对权力和支配的领域 3:56 权力和支配的非语言表达究竟是什么? 嗯，让我细细道来 在动物王国里，它们和扩张有关 所以你尽可能的让自己变大，你向外伸展 占满空间，基本上就是展开 关于展开，我说真的 透视动物世界，这不仅局限于灵长类 人类也干同样的事(笑声)不论是他们长期掌权或是在某个时间点感到权力高涨 他们都这么做 特别有趣的原因是 它让我们明白权力的展现从来是如此地一致，不管古今世界 这种展现，被认为是一种荣耀 Jessica Tracy研究表示 视力良好无碍 和先天视障的人 在赢得比赛时都做了同样的事

当他们跨过终点线赢得比赛之际 无论能否看的见 他们都做这样的动作

双臂呈V字型朝上，下巴微微抬起 那我们感到无助的时候呢?我们的行为正相反 我们封闭起来。我们把自己蜷起来 让自己变得小一点，最好别碰到别人 这再一次证明，人类和动物都做同样的事 这就是当你有力量和没力量时的行为 所以当力量来临时 我们会迎合别人的非语言 若有人之于我们相对权重时 我们倾向把自己变得较小，不会模仿他们 我们做和他们正相反的事情 5:24 当我在课堂上观察这么现象时 你猜我发现什么?我发现MBA的学生 真的很会就充分利用肢体语言 你会看到有些人像是统治者 走进房间，课程开始之前一屁股坐在正中间 好像他们真的很想占据整个教室似的 当他们坐下的时候，身体会展开 像这样举手

有些人则不然 他们一走进来你就会发现 从他们的脸和身体你会发现 他们坐在椅子上的时候把自己变得很萎靡 然后举手的时候是这种姿势 我观察到很多事情 其中一件，不令人惊讶 就是跟性别差异有关 女人比男人更容易出现这种状况 女人一般比较容易比男人感到无力 这并不太令人意外。然而我发现的另一件事是 这似乎也跟 学生参与的程度高低有关 就MBA的课来说这真的非常重要 因为课堂参与程度要占成绩的一半 6:33 所以商学院一直以来都为此伤脑筋 入学的时候男生女生是不分轩轾的 可是成绩出来却有这些性别差异 而看起来却有一部分原因和参与度有关 所以我开始思索，好吧 这群人一开始进来是这样，他们参与其中 那有没有可能让大家来假装 让他们更加参与进来? 6:57 我在

Berkeley的主要合作研究伙伴，Dana Carney 我很想知道，你能假装直到你成功吗？ 譬如说，只做一下下然后就体验到一个 让你感到更加充满力量的结果 所以得知非语言如何掌控他人 对我们的想法和感受。有很多证据可以证明 但我们的问题是，我们非语言的部分 是否真的掌控我们对自己的想法和感受? 7:24 这里确实有些证据可以表明 举例来说，当我们高兴的时候我们会笑 但同样地，当我们含着一只笔练习笑容的时候 我们也会感到开心 这说明这是相互的。说到力量的时候 亦是如此。所以当我们感到充满力量的时候 你更加可能会这样做，但你也可能 假装自己很有力量 然后真的感到力量强大 7:57 那第二个问题就是，你看 我们知道心理状态会影响我们的身体 那身体是否能影响心理呢? 这里所说的心理充满力量 究竟指的是什么? 我指的是想法和感觉

和可以组成我们想法和感受的实际事物 我这里是指荷尔蒙。我指的是这个 充满力量和没有力量的心智 是什么样的呢? 毫不令人意外，心理坚强的人往往 比较果断，自信，且乐观 就连在赌注里也觉得他们会赢

他们也倾向于能够抽象地思考 所以这其中有很大区别。他们更敢于冒险 充满力量与否的心智二者存有许多不同 生理上两个关键的贺尔蒙 睾丸酮，是一种支配荷尔蒙 可的松，是一种压力荷尔蒙 我们发现 灵长类的雄性首领 有高浓度的睪丸酮和低浓度的可的松 相同情形也在 强而有力的领导人身上可见 这表示什么? 当你想到力量 人们往往只想到睪丸酮 因为它代表支配统治 但力量其实是在于你如何应对压力 所以你会想要一个 有着很高浓度的睪丸酮但同时又高度紧张的领导吗? 大概不会是吧?你会希望那个人 是充满力量，肯定果断且知道如何支配 但不是非常紧张，或是懒洋洋的 9:37 灵长类动物的金字塔里 如果一个首领想要掌控这个种群 或取代原先的首领 几天之内，那一方体内的睪丸酮会大大地上升 而其可的松会剧烈地下降 身体影响心理之例，由此可见一斑 至少就表面而言是如此 同时角色的转换也会影响心智 所以，如果你改变角色 就一个小改变 像这样一个小小的操作，这样一个小小的干预?

“持续两分钟”你说，“我要你们这样站着，它会让你感到更加充满力量” 10:19 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 11:28 我们发现到风险承担能力，也就是在赌博时，当处于强有力的姿势的时 86%的人会选择赌博 相对处于一个较无力的姿势时 只有60%的人，这真是很令人惊讶的差异 就睪丸酮而言我们发现 这些人进来的那一刻起，有力量的那些人 会有20%的提高 无力的人则下降10% 所以，再次地，当你有这些改变 有力的人 可的松下降25%，而无力的人可的松则上升15% 二分钟可以让这些荷尔蒙改变 使你的脑袋变得 果断，自信和自在 或高度紧张以及感到与世隔绝 我们都曾有过这些体验对吗? 看来非语言确实掌控 我们对自己的想法和感受 不只是别人，更是我们自己 同时，我们的身体可以改变我们的心理 12:36 但下一个问题，当然，就是 维持数分钟的姿势 是否真能引导一个更有意义的人生呢? 刚刚都只是在实验室哩，一个小实验，你知道的 只有几分钟。你要怎么实现这一切呢? 落实在我们关心的地方呢? 我们关心的其实是，我是说 你在那里可以用这些技巧去评估时势 像是社交威胁的情形。譬如说你被人打量时? 或者是青少年吃午餐的时候 你知道，对有些人来说就好像在开 学校的董事会。有时候是一个小演讲 有时是像这种讲演 或是工作面试时 我们后来决定用一个最多人能做比较的 因为大部分人都曾经 面试工作过 13:20 我们将这些发现发表出来，接着媒体就大量曝光 说，好，所以你去面试时，你得这样做，对吧?(笑声)我们当然大吃一惊，表示 我的天啊，不不不，我们不是这个意思 不管什么原因，不不，千万别这么做 这和你跟别人交谈无关 这是你在和你自己交谈 你在面试工作之前会怎么做?你会这样

对吧?你会做下来，你盯着自己的爱疯 或者安卓，转移自己的视线 你看着自己的笔记 你把自己蜷缩起来，试着让自己变得小一点 你真正需

要做的应该是 找个浴室，然后这样，花个两分钟 所以我们想做是这个

把人带进实验室 他们再次保持有力或无力姿势 接着进行一个高度压力的面试 为时五分钟。所有都会被记录下来 同时也会被评论，而这些考官都接受过训练 不会给予任何非语言的反馈 所以他们看起来就像这样，像图上所示 想象一下，这个人正在面试你 整整五分钟，什么都没有，这比刁难诘问更难受 大家都不喜欢这种方式。这就是 Marianne

LaFrance 所谓的 “陷入社交流沙中” 这可以大大激发你的可的松 我们给予受试者这样的面试 因为我们真的想看看会有什么样的结果 接着我们得出下列四种结果 受试者不知假设前提和状况下 没有人知道谁摆什么样的姿势 接着他们观看这些带子 然后他们说，“噢，我们想要录用这些人”--那些摆强有力姿势的人--“这些人我们不想录用” 我们也评量这群人整体而言更正面 但背后的原因是什么?这跟演讲的内容无关 而是他们在演讲中带出来的存在感 同时，我们也就这些关于能力之变动因素评价他们 像是演讲的整体架构怎样? 它有多棒?讲员的证照学历? 这些全都无关。有影响的是 这些事。基本上人们表达真实的自己

就他们自己 他们的想法，当他们心里 没有芥蒂 这就是被后真实的力量，或者可以说是计划的结果 15:35 所以当我告诉人们 我们的身体会改变心理，心理会改变行为 而行为会改变结果，他们跟我说 “我不这么觉得--听起来好像是假的” 对吗? 我就说，你就假装一直到你达成目的为止。不是我啦 我不想要到达到那个目标后仍然感觉像是一个骗局 我不想要成为一个骗子 我一点也不想达到那个目标才发觉我不应该如此

我真是有感而发的 这里跟大家分享一个小故事 关于成为一个骗子然后感到不应该在这里的故事 16:06 在我19岁的时候，发生了一场很严重的车祸 我整个人飞出车外，滚了好几翻 我是弹出车外的，之后在休息室醒来以后发现头部重伤 我从大学里休学 别人告知我智商下降了2个标准差 情况非常非常糟糕 我知道我的智商应该是多少，因为我以前被人家认为是很聪明的那种 小时候大家都觉得我很有才华 当我离开大学时，我试着回去 他们说都告诉我说，“你没有办法毕业的。你知道，你还可以做很多其它的事阿，别往死胡同里钻了。” 我死命挣扎，我必须承认 当你的认同感被剥夺的时候，那个主要的身分认同 就我而言

是我的智力被夺走了 再没有比这个更加无助的时候了 我感到完全的无助，我拼命地疯狂地努力 幸运眷顾，努力，幸运眷顾，再努力。17:01 最终我从学校毕业了。我比同侪多花了四年的时间 然后说服我的恩师，Susan Fiske 让我进去，所以我最后进入了普林斯顿 我当时觉得，我不应该在这里 我是个骗子 在我第一年演讲的那个晚上，普林斯顿第一年的演讲 大约是对20个人做20分钟的演讲。就这样 我当时如此害怕隔天被拆穿 所以我打给她说，“我不。” 她说:“你不可以不干，因为我赌在你身上了，你得留下。你会留下，你将会留下来了。你要骗过所有人。你被要求的每个演讲你都得照办 你得一直讲一直讲 即使你怕死了，脚瘫了 灵魂出窍了，直到你发现你在说 ”噢，我的天啊，我正在做这件事 我已经成为它的一部分了，我正在做它。“ 这就是说所做的，硕士的五年 这些年，我在Northwestern 我后来去了哈佛，我在哈佛，我没有在想到它 但之前有很长一段时间我都在想这件事 ”不应该在这。不应该在这。“ 18:07 所以哈佛第一年结束

我对整个学期在课堂上都没有说话的一个学生说: 你得参与融入否则你不会过这一科的 来我的办公室吧。其实我压根就不认识她。她说:她很挫败地进来了，她说 ”我不应该在这里的。“ 就在此刻，两件事发生了 我突然明白 天啊，我再也没有这种感觉了。你知道吗。我再也不会有那种感觉，但她有，我能体会到她的感受。第二个想法是，她应该在这里!她可以假装，一直到她成功为止。所以我跟她说，”你当然应该!你应该在这里!“ 明天起你就假装 你要让自己充满力量，你要知道

你将会---”(掌声)(掌声)“你要走进教室 你会发表最棒的评论。” 你知道吗?她就真的发表了最成功的评论 大家都回过神来，他们就好像

喔我的天啊，我竟没有注意到她坐在那里，你知道吗?(笑声)19:13 几个月后她来找我，我才明白 她不仅只是假装到她成功为止 她已经融会贯通了 整个人脱胎换骨 我想对大家说，不要仅为了成功而假装 要把它溶到你骨子里去。知道吗? 持续地做直到它内化到你的骨髓里 19:33 最后与大家分享的是 小小的调整可以有大大的改变 就二分钟 二分钟，二分钟，二分钟 在你进行下一场紧张的评估之前 拿出二分钟，尝试做这个，电梯里 浴室间，房门关起在你的桌子前面 你就这么做，设置你的

脑袋 以发挥最大效益 提升你的睪丸铜，降低你的可的松 千万别留下，噢，我没把最好的表现出来那种遗憾 而是留下，噢，我真想 让他们知道，让他们看见，我是个怎样的人 20:09 在这里我想要求大家，你知道的 尝试这有力的姿势 同时也想请求各位 把这项科学分享出去，因为它很简单 我可不是自尊心的问题喔(笑声)放开它。和人分享 因为最经常可以使用它的人会是那些 没有资源和技术的一群人 没有社会地位和权势。把这个传达给他们 好让他们可以私下这样做 他们会需要他们的身体，隐私和那二分钟 然后这会大大地改变他们生活的结果 谢谢(掌声)(掌声)

《how great leader inspire action》

How do you explain when things don't go as we assume? Or

better, how do you explain when others are able to achieve things

that em to defy all of the assumptions? For example: Why is

Apple so innovative? Year after year, after year, after year, they're

more innovative than all their yet, they're just a

computer 're just like everyone have the

same access to the same talent, the same agencies, the same

consultants, the same why is it that they em to

have something different? Why is it that Martin Luther King led

the Civil Rights Movement? He wasn't the only man who suffered

in a pre-civil rights America, and he certainly wasn't the only

great orator of the him? And why is it that the Wright

brothers were able to figure out controlled, powered man flight

when there were certainly other teams who were better qualified,

and they didn't achieve powered man flight, and

the Wright brothers beat them to 's something el at

play here.1:17 About three and a half years ago I made a

this discovery profoundly changed my view on

how I thought the world worked, and it even profoundly changed

the way in which I operate in it turns out, there's a

it turns out, all the great and inspiring leaders and organizations

in the world--whether it's Apple or Martin Luther King or the

Wright brothers--they all think, act and communicate the exact

same it's the complete opposite to everyone I

did was codify it, and it's probably the world's simplest idea.I call

it the golden circle.2:07 Why? How? What? This little idea explains

why some organizations and some leaders are able to inspire

where others aren' me define the terms really

single person, every single organization on the planet knows

what they do, 100 know how they do it, whether

you call it your differentiated value proposition or your

proprietary process or your very, very few people or

organizations know why they do what they by “why” I

don't mean “to make a profit.” That's a 's always a

“why,” I mean: What's your purpo? What's your

cau? What's your belief? Why does your organization exist?

Why do you get out of bed in the morning? And why should

anyone care? Well, as a result, the way we think, the way we act,

the way we communicate is from the outside 's

go from the clearest thing to the fuzziest the inspired

leaders and the inspired organizations--regardless of their size,

regardless of their industry--all think, act and communicate from

the inside out.3:13 Let me give you an example.I u Apple

becau they're easy to understand and everybody gets

Apple were like everyone el, a marketing message from them

might sound like this: “We make great 're

beautifully designed, simple to u and ur to buy

one?” “Meh.” And that's how most of us 's

how most marketing is done, that's how most sales is done and

that's how most of us communicate say what

we do, we say how we're different or how we're better and we

expect some sort of a behavior, a purcha, a vote, something

like 's our new law firm: We have the best lawyers with

the biggest clients, we always perform for our clients who do

business with 's our new car: It gets great gas mileage, it

has leather ats, buy our it's uninspiring.4:00 Here's how

Apple actually communicates.“Everything we do, we believe in

challenging the status believe in thinking

way we challenge the status quo is by making our products

beautifully designed, simple to u and ur just

happen to make great to buy one?” Totally

different right? You're ready to buy a computer from I did

was rever the order of the it proves to us is

that people don't buy what you do;people buy why you do

don't buy what you do;they buy why you do it.4:36 This

explains why every single person in this room is perfectly

comfortable buying a computer from we're also

perfectly comfortable buying an MP3 player from Apple, or a

phone from Apple, or a DVR from , as I said before,

Apple's just a computer 's nothing that

distinguishes them structurally from any of their

competitors are all equally qualified to make

all of the fact, they tried.A few years ago, Gateway

came out with flat screen 're eminently qualified to make

flat screen 've been making flat screen monitors for

bought came out with MP3 players and

PDAs, and they make great quality products, and they can make

perfectly well-designed products--and nobody bought

fact, talking about it now, we can't even imagine buying an MP3

player from would you buy an MP3 player from a

computer company? But we do it every don't buy

what you do;they buy why you do goal is not to do

business with everybody who needs what you goal is to

do business with people who believe what you 's the

best part: 5:49 None of what I'm telling you is my 's all

grounded in the tenets of psychology, you

look at a cross-ction of the human brain, looking from the top

down, what you e is the human brain is actually broken into

three major components that correlate perfectly with the golden

newest brain, our Homo sapien brain, our neocortex,

corresponds with the “what” neocortex is responsible

for all of our rational and analytical thought and

middle two ctions make up our limbic brains, and our limbic

brains are responsible for all of our feelings, like trust and

's also responsible for all human behavior, all decision-making, and it has no capacity for language.6:35 In other words,

when we communicate from the outside in, yes, people can

understand vast amounts of complicated information like

features and benefits and facts and just doesn't drive

we can communicate from the inside out, we're

talking directly to the part of the brain that controls behavior, and

then we allow people to rationalize it with the tangible things we

say and is where gut decisions come know,

sometimes you can give somebody all the facts and figures, and

they say, “I know what all the facts and details say, but it just

doesn't feel right.” Why would we u that verb, it doesn't “feel”

right? Becau the part of the brain that controls decision-making doesn't control the best we can muster up

is, “I don't just doesn't feel right.” Or sometimes you

say you're leading with your heart, or you're leading with your

, I hate to break it to you, tho aren't other body parts

controlling your 's all happening here in your limbic

brain, the part of the brain that controls decision-making and not

language.7:29 But if you don't know why you do what you do,

and people respond to why you do what you do, then how will

you ever get people to vote for you, or buy something from you,

or, more importantly, be loyal and want to be a part of what it is

that you , the goal is not just to ll to people who need

what you have;the goal is to ll to people who believe what you

goal is not just to hire people who need a job;it's to

hire people who believe what you believe.I always say that, you

know, if you hire people just becau they can do a job, they'll

work for your money, but if you hire people who believe what

you believe, they'll work for you with blood and sweat and

nowhere el is there a better example of this than with

the Wright brothers.8:14 Most people don't know about Samuel

Pierpont back in the early 20th century, the pursuit

of powered man flight was like the dot com of the ody

was trying Samuel Pierpont Langley had, what we assume,

to be the recipe for success.I mean, even now, you ask people,

“Why did your product or why did your company fail?” and

people always give you the same permutation of the same three

things: under-capitalized, the wrong people, bad market

's always the same three things, so let's explore

Pierpont Langley was given 50,000 dollars by the

War Department to figure out this flying was no

held a at at Harvard and worked at the

Smithsonian and was extremely well-connected;he knew all the

big minds of the hired the best minds money could find

and the market conditions were New York Times

followed him around everywhere, and everyone was rooting for

how come we've never heard of Samuel Pierpont

Langley? 9:15 A few hundred miles away in Dayton Ohio, Orville

and Wilbur Wright, they had none of what we consider to be the

recipe for had no money;they paid for their dream

with the proceeds from their bicycle shop;not a single person on

the Wright brothers' team had a college education, not even

Orville or Wilbur;and The New York Times followed them around

difference was, Orville and Wilbur were driven by a

cau, by a purpo, by a believed that if they could

figure out this flying machine, it'll change the cour of the

Pierpont Langley was wanted to be

rich, and he wanted to be was in pursuit of the

was in pursuit of the lo and behold, look

what people who believed in the Wright brothers'

dream worked with them with blood and sweat and

others just worked for the they tell stories of how

every time the Wright brothers went out, they would have to take

five ts of parts, becau that's how many times they would

crash before they came in for supper.10:20 And, eventually, on

December 17th, 1903, the Wright brothers took flight, and no

one was there to even experience found out about it a few

days further proof that Langley was motivated by the

wrong thing: The day the Wright brothers took flight, he

could have said, “That's an amazing discovery, guys, and I will

improve upon your technology,” but he didn' wasn't first, he

didn't get rich, he didn't get famous so he quit.10:50 People don't

buy what you do;they buy why you do if you talk about

what you believe, you will attract tho who believe what you

why is it important to attract tho who believe what

you believe? Something called the law of diffusion of innovation,

and if you don't know the law, you definitely know the

first two and a half percent of our population

are our next 13 and a half percent of our

population are our early next 34 percent are your

early majority, your late majority and your only

reason the people buy touch tone phones is becau you can't

buy rotary phones anymore.11:28(Laughter)11:30 We all sit at

various places at various times on this scale, but what the law of

diffusion of innovation tells us is that if you want mass-market

success or mass-market acceptance of an idea, you cannot have

it until you achieve this tipping point between 15 and 18 percent

market penetration, and then the system I love asking

business, “What's your conversion on new business?” And

they love to tell you, “Oh, it's about 10 percent,” ,

you can trip over 10 percent of the all have about

10 percent who just “get it.” That's how we describe them, right?

That's like that gut feeling, “Oh, they just get it.” The problem

is: How do you find the ones that get it before you're doing

business with them versus the ones who don't get it? So it's this

here, this little gap that you have to clo, as Jeffrey Moore calls

it, “Crossing the Chasm”--becau, you e, the early majority

will not try something until someone el has tried it

the guys, the innovators and the early adopters, they're

comfortable making tho gut 're more

comfortable making tho intuitive decisions that are driven by

what they believe about the world and not just what product is

available.12:38 The are the people who stood in line for six

hours to buy an iPhone when they first came out, when you could

have just walked into the store the next week and bought one off

the are the people who spent 40,000 dollars on flat

screen TVs when they first came out, even though the technology

was , by the way, they didn't do it becau the

technology was so great;they did it for 's becau

they wanted to be don't buy what you do;they buy

why you do it and what you do simply proves what you

fact, people will do the things that prove what they

reason that person bought the iPhone in the first six hours, stood

in line for six hours, was becau of what they believed about the

world, and how they wanted everybody to e them: They were

don't buy what you do;they buy why you do it.13:27

So let me give you a famous example, a famous failure and a

famous success of the law of diffusion of , the

famous 's a commercial we said before, a

cond ago, the recipe for success is money and the right people

and the right market conditions, right? You should have success

at the time TiVo came out about eight or

nine years ago to this current day, they are the single highest-quality product on the market, hands down, there is no

were extremely conditions

were fantastic.I mean, we u TiVo as verb.I TiVo stuff on my piece

of junk Time Warner DVR all the time.14:08 But TiVo's a

commercial 've never made when they

went IPO, their stock was at about 30 or 40 dollars and then

plummeted, and it's never traded above fact, I don't think

it's even traded above six, except for a couple of little

e you e, when TiVo launched their product they

told us all what they said, “We have a product that

paus live TV, skips commercials, rewinds live TV and memorizes

your viewing habits without you even asking.” And the cynical

majority said, “We don't believe don't need don't

like 're scaring us.” What if they had said, “If you're the

kind of person who likes to have total control over every aspect

of your life, boy, do we have a product for paus live TV,

skips commercials, memorizes your viewing habits, etc., etc.”

People don't buy what you do;they buy why you do it, and what

you do simply rves as the proof of what you believe.15:11 Now

let me give you a successful example of the law of diffusion of

the summer of 1963, 250,000 people showed up on

the mall in Washington to hear nt out no

invitations, and there was no website to check the do

you do that? Well, wasn't the only man in America who

was a great wasn't the only man in America who

suffered in a pre-civil rights fact, some of his ideas

were he had a didn't go around telling people

what needed to change in went around and told

people what he believed.“I believe, I believe, I believe,” he told

people who believed what he believed took his cau,

and they made it their own, and they told some of

tho people created structures to get the word out to even more

lo and behold, 250,000 people showed up on the

right day at the right time to hear him speak.16:16 How many of

them showed up for him? showed up for

's what they believed about America that got them

to travel in a bus for eight hours to stand in the sun in

Washington in the middle of 's what they believed, and

it wasn't about black versus white: 25 percent of the audience

was believed that there are two types of laws in this

world: tho that are made by a higher authority and tho that

are made by not until all the laws that are made by man

are consistent with the laws that are made by the higher authority

will we live in a just just so happened that the Civil Rights

Movement was the perfect thing to help him bring his cau to

followed, not for him, but for , by the way,

he gave the “I have a dream” speech, not the “I have a plan”

speech.17:07(Laughter)17:11 Listen to politicians now, with their

comprehensive 12-point 're not inspiring

e there are leaders and there are tho who

s hold a position of power or authority, but tho who

lead inspire r they're individuals or organizations, we

follow tho who lead, not becau we have to, but becau we

want follow tho who lead, not for them, but for

it's tho who start with “why” that have the

ability to inspire tho around them or find others who inspire

them.17:51 Thank you very much.17:53(Applau)

当事情的发展出乎意料之外的时候，你怎么解释？ 换句话说，当别人似乎出乎意料地 取得成功的时候，你怎么解释？ 比如说，为什么苹果公司创新能力这么强？ 这么多年来，年复一年，他们比所有竞争对手都更加具有创新性。而其实他们只是一家电脑公司。他们跟其他公司没有任何分别，有同样的途径，接触到同样的人才，同样的代理商，顾问，和媒体。那为什么他们 就似乎有那么一点不同寻常呢？ 同样的，为什么是由马丁•路德•金 来领导民权运动？ 那个时候在美国，民权运动之前，不仅仅只有他一个人饱受歧视。他也决不是那个时代唯一的伟大演说家。为什么会是他？ 又为什么怀特兄弟 能够造出动力控制的载人飞机，跟他们相比，当时的其他团队似乎 更有能力，更有资金，他们却没能制造出载人飞机，怀特兄弟打败了他们。一定还有一些什么别的因素在起作用。1:17 大概三年半之前，我有了个新发现，这个发现完全改变了 我对这个世界如何运作的看法。甚至从根本上改变了 我的工作生活方式。那就是我发现了一种模式，我发现世界上所有伟大的令人振奋的领袖 和组织，无论是苹果公司、马丁•路德•金还

是怀特兄弟，他们思考、行动、交流沟通的方式 都完全一样，但是跟所有其他人的方式 完全相反。我所做的仅仅是把它整理出来。这可能是世上 最简单的概念。我称它为黄金圆环。2:07 为什么？怎么做？是什么？ 这小小的模型就解释了 为什么一些组织和领导者 能够在别人不能的地方激发出灵感和潜力。我来尽快地解释一下这些术语。地球上的每个人，每个组织 都明白自己做的是什么，百分之百。其中一些知道该怎么做，你可以称之为是你的差异价值，或是你的独特工艺，或是你的独特卖点也好，怎么说都行。但是非常，非常少的人和组织 明白为什么做。这里的“为什么”和“为利润” 没有关系，利润只是一个结果，永远只能是一个结果。我说的“为什么” 指的是：你的目的是什么？ 你这样做的原因是什么？你怀着什么样的信念？ 你的机构为什么而存在？ 你每天早上是为什么而起床？ 为什么别人要在乎你？ 结果是，我们思考的方式，行动的方式，交流的方式都是由外向内的。很显然的，我们所采用的方式是从清晰开始，然后到模糊的东西。但是激励型领袖以及 组织机构，无论他们的规模大小，所在领域，他们思考，行动和交流的方式 都是从里向外的。3:13 举个例子吧。我举苹果公司是因为这个例子简单易懂，每个人都能理解。如果苹果公司跟其他公司一样，他们的市场营销信息就会是这个样子： “我们做最棒的电脑，设计精美，使用简单，界面友好。你想买一台吗？” 不怎么样吧。这就是我们大多数人的交流方式，也是大多数市场推广的方式，大部分销售所采用的方式，也是我们大部分人互相交流的方式。我们说我们的职业是干什么的，我们说我们是如何的与众不同，或者我们怎么比其他人更好，然后我们就期待着一些别人的反应，比如购买，比如投票，诸如此类。这是我们新开的的律师事务所，我们拥有最棒的律师和最大的客户，我们总是能满足客户的要求。这是我们的新车型，非常省油，真皮座椅。买一辆吧。但是这些推销词一点劲都没有。4:00 这是苹果公司实际上的沟通方式： “我们做的每一件事情，都是为了突破和创新。我们坚信应该以不同的方式思考。我们挑战现状的方式 是通过把我们的产品设计得十分精美，使用简单，和界面友好。我们只是在这个过程中做出了最棒的电脑。想买一台吗？” 感觉完全

不一样，对吧？你已经准备从我这里买一台了。我所做的只是将传递信息的顺序颠倒一下而已。事实已经向我们证明，人们买的不是你做的产品，人们买的是你的信念和宗旨。人们买的不是你做的产品，人们买的是你的信念。4:36 这就解释了为什么 这里的每个人 从苹果公司买电脑时都觉得理所当然。但是我们从苹果公司 买MP3播放器，手机，或者数码摄像机时，也感觉很舒服。而其实，我刚才已经说过，苹果公司只是个电脑公司。没有什么能从结构上将苹果公司 同竞争对手区分开来。竞争对手和苹果公司有同样的能力制造所有这些产品。实际上，他们也尝试过。几年前，捷威（Gateway）公司推出了平板电视。他们制造平板电视的能力很强，因为他们做平板显示器已经很多年了。但是没有人买他们的平板电视。戴尔公司推出了MP3播放器和掌上电脑，他们产品的质量非常好，产品的设计也非常不错。但是也没有人买他们的这些产品。其实，说到这里，我们无法想象 会从戴尔公司买MP3播放器。你为什么会从一家电脑公司买MP3播放器呢？

但是每天我们都这么做。人们买的不是你做的产品，人们买的是你的信念。做公司的目标不是要跟 所有需要你的产品的人做生意，而是跟

与你有着相同理念的人做生意。这是最精彩的部分。5:49 我说的这些没有一个是我自己的观点。这些观点都能从生物学里面找到根源。不是心理学，是生物学。当你俯视看大脑的横截面，你会发现人类大脑实际上分成 三个主要部分，而这三个主要部分和黄金圆环匹配得非常好。我们最新的脑部，管辖智力的脑部，或者说我们的大脑皮层，对应着“是什么” 这个圆环。大脑皮层负责我们所有的 理性和逻辑的思考 和语言功能。中间的两个部分是我们的两个边脑。边脑负责我们所有的情感，比如信任和忠诚，也负责所有的行为 和决策，但这部分没有语言功能。6:35 换句话说，当我们由外向内交流时，没错，人们可以理解大量的复杂信息，比如特征，优点，事实和图表。但不足以激发行动。当我们由内向外交流时，我们是在直接同控制行为的 那一部分大脑对话，然后我们由人们理性地思考 我们所说和做的事情。这就是那些发自内心的决定的来源。你知道，有时候你展示给一些人 所有的数据图表，他们会说“我知道这些数据和图表是什么意思，但就是

感觉不对。” 为什么我们会用这个动词，“感觉” 不对？ 因为控制决策的那一部分大脑 并不支配语言，我们只好说 “我不知道为什么，就是感觉不对。” 或者有些时候，你说听从心的召唤，或者说听从灵魂。我不想把这些观念分解得太彻底，但心和灵魂都不是 控制行为的部分。所有这一切都发生在你的边脑，控制决策行为而非语言的边脑。7:29

如果你自己都不知道你为什么干你所做的事情，而别人要对你的动机作出反应，那么你怎么可能赢得大家 对你的支持，从你这里购买东西，或者，更重要的，对你忠诚 并且想成为你正在做的事情的一分子呢？

再说一次，目标不仅仅是将你有的东西卖给需要它们的人； 而是将东西卖给跟你有共同信念的人。目标不仅仅是雇佣那些 需要一份工作的人； 目标是雇佣那些同你有共同信念的人。你知道吗，我总是说，如果你雇佣某人只是因为他能做这份工作，他们就只是为你开的工资而工作，但是如果你雇佣跟你有共同信念的人，他们会为你付出热血，汗水和泪水。这一点，没有比怀特兄弟的故事 更恰当的例子了。8:14

大多数人都没听说过塞缪尔·兰利这个人。20世纪初期，投入机动飞行器的热情就像当今的网站热，每个人都在做尝试。塞缪尔·兰利拥有所有大家认为是 成功的要素。我的意思是，即便是现在，你问别人 “为什么你的产品或者公司失败了呢？” 人们总是用同样的 三个东西以同样的排列顺序来回答你，缺乏资金，用人不善，形势不好。总是那三种理由，所以让我们来逐个分析一下。国防部给了塞缪尔·兰利 5万美金 作为研制飞行器的资金。所以说，资金不是问题。他在哈佛大学工作过，也在史密森尼学会工作过，人脉极其广泛。他认识当时最优秀的人才。因此，他雇佣了 用资金能吸引到的最优秀的人才。当时的市场形势相当有利。纽约时报对他做跟踪报道，每个人都支持他。但是为什么你们连听都没听说过他呢？ 9:15 与此同时，几百公里之外的俄亥俄州代顿市 有一对兄弟，奥维尔•莱特和维尔伯•莱特，他们俩没有任何我们认为的 成功的要素。他们没有钱。他们用自行车店的收入来追求他们的梦想。莱特兄弟的团队中没有一个人 上过大学，就连奥维尔和维尔伯也没有。纽约时报更是不沾边的。不同的是，奥维尔和维尔伯追求的是一个事业，一个目标，一种信念。他们相信如果他们 能

研制出飞行器，将会改变全世界的发展进程。塞缪尔·兰利就不同了，他想要发财，他想要成名。他追求的是最终结果，是变得富有。看吧，看接下来怎么样了。那些怀有和怀特兄弟一样梦想的人 跟他们一起热血朝天地奋斗着。另一边的人则是为了工资而工作。后来流传的故事说，每次怀特兄弟出去实验时，都必须带着五组零件，因为那是在他们回来吃晚饭之前 将要坠毁的次数。10:20 最后，在1903年12月17日，怀特兄弟成功起飞，但是当时没有任何其他人在场目睹。我们是在几天后才知道的。后来的事情进一步证实了 兰利动机不纯，他在怀特兄弟成功的当天就辞职了。他本来应该可以说： “伙计们，这真是一项伟大的发明，我可以改进你们的技术。” 但是他没有，因为他不是第一个制造出飞机的人，他就不会变得富有，他也不会变得有名，所以他辞职了。10:50 人们买的不是你的产品；而是你的信念。如果你讲述你的信念，你将吸引那些跟你拥有同样信念的人。但是为什么吸引那些跟你拥有同样信念的人非常重要呢？ 创新的传播有一个规律，如果你不知道这个规律，你一定了解这个概念。我们的社会中，有2.5%的人 是革新者。13.5%的人 是早期的少部分采纳者。接下来的34%是早期接受的大多数，然后是比较晚接受的大多数和最后行动的。这部分最后行动的人买按键电话的唯一原因是 因为他们再也买不到转盘电话了。11:28（笑声）11:30 虽然我们在不同的时候会处在这个曲线上不同的位置，但是创新的传播规律告诉我们 如果你想在大众市场上 获得成功，或者要大众接纳一个点子，你得等到 获得15%-18%的市场接受度 这个转折点之后才行。那时之后市场才真正打开。我喜欢问公司：“你的新生意怎么样呀？” 他们会很自豪地告诉你 “哦，大概有10%吧。” 是呀，你有可能就在10%的顾客群这里过不去了。我们都能让10%的人“意会”，对，我们一般这样形容他们。就好比描述那种感觉： “哦，他们有点心领神会了”。问题是：你怎么在他们还没有成为你的顾客之前 就发现那些能意会的人，和那些不能意会的人？

这就是问题的所在，就是这点间隙，你得把这个间隙给填上，正如杰弗里穆尔所说的，“跨越鸿沟”。因为早期的大多数 不会尝试新事物，除非有些人 已经先尝试过了。而这些人，创新者和早期的少数人，他

们喜欢大胆的尝试。他们更自然地凭直觉做事情，发自于他们的世界观的直觉，而不仅仅是因为市场上有什么样的产品。12:38 这是一批在 iPhone上市的头几天 去排队等六个小时来购买的人，而其实只要等一个星期你就可以随便走进店里 从货架上买到。这是一批在平板电视刚推出时 会花4万美金买一台的人，尽管当时的技术还不成熟。补充说一下，他们并不是因为技术的先进 而买那些产品，而是为了他们自己。因为他们想成为第一个体验新产品的人。人们买的不是你的产品；人们买的是你的信念。你的行动只是证明了 你的信念。实际上，人们会去做能够体现 他们的信念的事情。那些为了抢先 在头六个小时内买到iPhone 而 排六个小时的队的人，是出于他们的世界观，出于他们想别人怎么看自己。他们是第一批体验者。人们买的不是你的产品；他们买的是你的信念。13:27 我再举些著名的例子吧，证实创新传播规律的一个失败的例子 和一个成功的例子。首先我们讲这个失败的例子。还是商业上的。就如我们一秒钟前刚刚说过的，成功的要素是充足的资金，优秀的人才和良好的市场形势。那么，是不是如果有这些你就应该获得成功。看看蒂沃（TiVo）数字视频公司吧。自从推出蒂沃机顶盒以来，大概是八、九年前，直到今天，它们一直是市场上唯一的最高品质的产品，这没有任何异议。它们绝对是资金充足，市场形势也大好。其实，“蒂沃” 都变成了一个日常用的动词。比如：我经常把东西蒂沃到我那台华纳数码视频录像机里面。14:08 但是蒂沃是个商业上的失败案例，他们没有赚到一分钱。他们上市时，股票价格大约在30到40美元，然后就直线下跌，而成交价格从没超过10美元。实际上，我印象中它的交易价格从来没有超过 6美元，除了几次小的震荡之外。因为你会发现，蒂沃公司新推出他们的产品时，他们只是告诉我们他们产品是什么，他们说 “我们的产品可以把电视节目暂停，跳过广告，回放电视节目，还能记住你的观看习惯，你甚至都不用刻意设置它。” 挑剔的人们说： “我们不相信你，我们不需要这样的东西，我们也不喜欢这样的东西。你在唬人。” 假如他们这么说： “如果你 想掌控 生活的方方面面，朋友，那么就试试我们的产品吧。它可以暂停直播节目，跳过广告，回放直播节目，还能记下你的

观看习惯，等等。人们买的不是你的产品；人们买的是你的信念。你所做的仅仅只是 你的信念的证明而已。15:11 下面我给大家介绍一个

成功的例子。1963年的夏天，25万人 聚集在华盛顿特区 聆听马丁•路德•金博士的演讲。那时，既没有发请帖，也没有可能在网上查看日期。怎么会有 25万人参加呢？ 而且，金博士不是美国唯一 的伟大演说家，也不是美国唯一一位在民权法案实施前 遭受歧视的人。实际上，他的一些想法甚至不正确。但是他有个天赋。他没有到处宣扬美国需要改变什么方面，他只是到处告诉别人他所相信的。“我相信。我相信。我相信。” 他总是这么跟别人说。而那些和他怀有同样信念的人

受了他的启发，他们也开始 将自己的信念告诉别人。有些人建立起一些组织机构 将这些话传给更多的人。你看，就这样，25万人 在那天，那个时候，聚集在一起听他演讲。16:16 有多少人是为了听 “他” 演说而去的呢？ 没有人。他们是为了他们自己而去的。那是他们对于美国的信念 支持着他们坐 8个小时的公车，站在华盛顿八月中旬的烈日下。是他们所相信的信念，而不是黑人跟白人之间的斗争。25%的听众是白人。金博士相信 世界上有两种律法，一种是上天制定的，一种是世人制定的。直到世人制定的法律 和上天制定的律法相符合，我们才真正生活在公正的世界里。民权运动只是碰巧 帮他将信念 付诸于现实的一件事情。我们跟随他，不是为了他，而是为了我们自己。顺便说一下，他的演讲是 “我有一个梦想”，而不是 “我有一个方案”。17:07（笑声）17:11 听听现在的政治家们提出的 12点的大杂烩计划，没一点劲。一些人是当官的，而另一些人是领袖。当官的只是占据在有权力 和威严的位置上，但是只有具有领袖素质的人才能激励我们。无论他们是个人还是组织，我们都追隨领袖，不是因为我们必须这样做，而是因为我们愿意。我们跟随具有领袖能力的人，不是为他们，而是为我们自己。也只有那些从 “为什么”这个圆圈出发的人 才有能力 激励周围的人，或者找到能够激励他们的人。17:51（非常谢谢大家）17:53（鼓掌）

《10 things you didn’t know about orgasm》

Alright.I'm going to show you a couple of images from a very

diverting paper in The Journal of Ultrasound in Medicine.I'm

going to go way out on a limb and say that it is the most diverting

paper ever published in The Journal of Ultrasound in

title is “Obrvations of In-Utero

Masturbation.”(Laughter) on the left you can e the

hand--that's the big arrow--and the penis on the hand

over here we have, in the words of radiologist Israel

Meisner, “The hand grasping the penis in a fashion rembling

masturbation movements.” Bear in mind this was an ultrasound,

so it would have been moving images.1:01 Orgasm is a reflex of

the autonomic nervous this is the part of the

nervous system that deals with the things that we don't

consciously control, like digestion, heart rate and xual

the orgasm reflex can be triggered by a surprisingly

broad range of l also Kiny

interviewed a woman who could be brought to orgasm by having

someone stroke her with spinal cord injuries, like

paraplegias, quadriplegias, will often develop a very, very

nsitive area right above the level of their injury, wherever that

is such a thing as a knee orgasm in the literature.1:44 I

think the most curious one that I came across was a ca report

of a woman who had an orgasm every time she brushed her

teeth.(Laughter)This was something in the complex nsory-motor action of brushing her teeth was triggering

she went to a neurologist who was checked to e

if it was something in the toothpaste, but no--it happened with

any stimulated her gums with a toothpick, to e if

that was doing was the whole, you know, the

amazing thing to me is that now you would think this woman

would like have excellent oral hygiene.(Laughter)Sadly she--this

is what it said in the journal paper--“She believed that she was

possd by demons and switched to mouthwash for her oral

care.” It's so sad.2:44(Laughter)2:45 I interviewed, when I was

working on the book, I interviewed a woman who can think

herlf to was part of a study at Rutgers

gotta love I interviewed her in

Oakland, in a sushi I said, “So, could you do it

right here?” And she said, “Yeah, but you know I'd rather finish

my meal if you don't mind.”(Laughter)But afterwards she was

kind enough to demonstrate on a bench was

took about one I said to her, “Are you

just doing this all the time?”(Laughter)She said, “ly

when I get home I'm usually too tired.”(Laughter)She said that

the last time she had done it was on the Disneyland

tram.3:36(Laughter)3:38 The headquarters for orgasm, along the

spinal nerve, is something called the sacral nerve root, which is

back if you trigger, if you stimulate with an electrode,

the preci spot, you will trigger an it is a fact that

you can trigger spinal reflexes in dead people--a certain kind of

dead person, a beating-heart this is somebody who

is brain-dead, legally dead, definitely checked out, but is being

kept alive on a respirator, so that their organs will be oxygenated

for in one of the brain-dead people, if you

trigger the right spot, you will e something every now and

is a reflex called the Lazarus this is--I'll

demonstrate as best I can, not being 's like trigger

the dead guy, or gal, like unttling for

people working in pathology labs.4:39(Laughter)4:40 Now if you

can trigger the Lazarus reflex in a dead person, why not the

orgasm reflex? I asked this question to a brain death expert,

Stephanie Mann, who was foolish enough to return my

emails.(Laughter)I said, “So, could you conceivably trigger an

orgasm in a dead person?” She said, “Yes, if the sacral nerve is

being oxygenated, you conceivably could.” Obviously it

wouldn't be as much fun for the it would be an

orgasm--(Laughter)nonetheless.I actually suggested to--there is

a rearcher at the University of Alabama who does orgasm

rearch.I said to her, “You should do an know?

You can get cadavers if you work at a university.” I said, “You

should actually do this.” She said, “You get the human subjects

review board approval for this one.” 5:31(Laughter)5:33

According to 1930s marriage manual author, Theodoor van de

Velde, a slight minal odor can be detected on the breath of a

woman within about an hour after xual or

van de Velde was something of a men

connoisur.(Laughter)This is a guy writing a book, “Ideal

Marriage,” you heavy hetero he wrote in this

book, “Ideal Marriage”--he said that he could differentiate

between the men of a young man, which he said had a fresh,

exhilarating smell, and the men of mature men, who men

smelled quote, “Remarkably like that of the flowers of the

Spanish mes quite freshly floral, and then again

sometimes extremely pungent.” 6:18(Laughter)6:23

1999, in the state of Israel, a man began this was

one of tho cas that went on and tried everything his

friends g emed to went a

certain point, the man, still hiccupping, had x with his

lo and behold, the hiccups went told his doctor, who

published a ca report in a Canadian medical journal under the

title, “Sexual Intercour as a Potential Treatment for Intractable

Hiccups.” I love this article becau at a certain point they

suggested that unattached hiccuppers could try

masturbation.(Laughter)I love that becau there is like a whole

demographic: unattached hiccuppers.(Laughter)Married, single,

unattached hiccupper.7:15 In the 1900s, early 1900s

gynecologists, a lot of gynecologists believed that when a

woman has an orgasm the contractions rve to suck the men

up through the cervix and sort of deliver it really quickly to the

egg, thereby upping the odds of was called the

“upsuck” theory.(Laughter)If you go all the way back to

Hippocrates, physicians believed that orgasm in women was not

just helpful for conception, but s back then were

routinely telling men the importance of pleasuring their

ge-manual author and men-sniffer Theodoor van

de Velde--(Laughter)has a line in his book.I loved this guy.I got a

lot of mileage out of Theodoor van de had this line in

his book that suppodly comes from the Habsburg Monarchy,

where there was an empress Maria Theresa, who was having

trouble apparently the royal court physician said

to her, “I am of the opinion that the vulva of your most sacred

majesty be titillated for some time prior to

intercour.”(Laughter)It's apparently, I don't know, on the

record somewhere.8:33 Masters and Johnson: now we're moving

forward to the s and Johnson were upsuck skeptics,

which is also really fun to didn't buy they decided,

being Masters and Johnson, that they would get to the bottom

of brought women into the lab--I think it was five women--and outfitted them with cervical caps containing artificial

in the artificial men was a radio-opaque substance,

such that it would show up on an is the

the women sat in front of an X-ray they

Masters and Johnson looked to e if the

men was being sucked not find any evidence of

may be wondering, “How do you make artificial

men?”(Laughter)I have an answer for you.I have two

can u flour and water, or cornstarch and water.I

actually found three parate recipes in the

literature.(Laughter)My favorite being the one that says--you

know, they have the ingredients listed, and then in a recipe it will

say, for example, “Yield: two dozen cupcakes.” This one said,

“Yield: one ejaculate.” 9:49(Laughter)9:52 There's another way

that orgasm might boost one involves

that sit around in the body for a week or more start to develop

abnormalities that make them less effective at head-banging

their way into the h xologist Roy Levin has speculated

that this is perhaps why men evolved to be such enthusiastic and

frequent said, “If I keep tossing mylf off I get

fresh sperm being made.” Which I thought was an interesting

idea, now you have an evolutionary

excu.10:23(Laughter)10:27 Okay.10:30(Laughter)10:32

is considerable evidence for upsuck in the animal

kingdom--pigs, for Denmark, the Danish National

Committee for Pig Production found out that if you xually

stimulate a sow while you artificially inminate her, you will e

a six-percent increa in the farrowing rate, which is the number

of piglets they came up with this plan, this five-point stimulation plan for the they had the farmers--there is posters they put in the barn, and they have a I

got a copy of this DVD.(Laughter)This is my unveiling, becau I

am going to show you a clip.11:12(Laughter)11:14 So uh,

here we go in to the--la la la, off to all looks

very 's going to be doing things with his hands that

the boar would u his snout, lacking .(Laughter)This

is boar has a very odd courtship repertoire.(Laughter)This

is to mimic the weight of the boar.(Laughter)You should know,

the clitoris of the pig, inside the this may be sort of

titillating for we go.(Laughter)And the happy

result.(Applau)I love this is a point in this video,

towards the beginning where they zoom in for a clo up of his

hand with his wedding ring, as if to say, “It's okay, it's just his

really does like women.” 12:28(Laughter)12:32

I said--when I was in Denmark, my host was named Anne

I said, “So why don't you just stimulate the clitoris of

the pig? Why don't you have the farmers do that? That's not one

of your five steps.” She said--I have to read you what she said,

becau I love said, “It was a big hurdle just to get farmers

to touch underneath the we thought, let's not mention

the clitoris right now.”(Laughter)Shy but ambitious pig farmers,

however, can purcha a--this is true--a sow vibrator, that hangs

on the sperm feeder tube to e, as I mentioned, the

clitoris is inside the possibly, you know, a little more

arousing than it I also said to her, “Now the sows.I

mean, you may have noticed there, The sow doesn't look to be in

the throes of ecstasy.” And she said, you can't make that

conclusion, becau animals don't register pain or pleasure on

their faces in the same way that we tend to--pigs, for

example, are more like u the upper half of the

face;the ears are very you're not really sure what's

going on with the pig.13:39 Primates, on the other hand, we u

our mouths is the ejaculation face of the stump-tailed

macaque.(Laughter)And, interestingly, this has been obrved in

female macaques, but only when mounting another

female.13:57(Laughter)14:00 Masters and Johnson, in the 1950s,

they decided, okay, we're going to figure out the entire human

xual respon cycle, from arousal, all the way through orgasm,

in men and women--everything that happens in the human

, with women, a lot of this is happening did

not stop Masters and developed an artificial

coition is basically a penis camera on a

is a phallus, clear acrylic phallus, with a camera and a light source,

attached to a motor that is kind of going like the woman

would have x with is what they would

, this device has been just kills me,

not becau I wanted to u it--I wanted to e

it.14:45(Laughter)14:48 One fine day Alfred Kiny decided to

calculate the average distance traveled by ejaculated

was not idle Kiny had heard--and there was a

theory kind of going around at the time, this being the 1940s--that the force with which men is thrown against the cervix was

a factor in thought it was bunk, so he got to

got together in his lab 300 men, a measuring tape, and

a movie camera.(Laughter)And in fact he found that in three

quarters of the men the stuff just kind of slopped wasn't

spurted or thrown or ejected under great r, the

record holder landed just shy of the eight-foot mark, which is

impressive.(Laughter)(Applau)y.(Laughter)Sadly, he's

name is not mentioned.15:54 In his write-up, in

his write-up of this experiment in his book, Kiny wrote, “Two

sheets were laid down to protect the oriental

carpets.”(Laughter)Which is my cond favorite line in the entire