WEBVTT

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So you saw Charlie Chaplin
in the Great Dictator.

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You saw how he started the speech,
you saw the crescendo.

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You saw how he ultimately
ends this speech.

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You've discussed with your classmates
around the impact of that variation in

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tone, pitch, and volume, and
the impact that it has on the message,

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the non-verbals ultimately
keeping you engaged.

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What I'd like to do now is shift to
some of these other non-verbals.

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That are hugely important.

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The smile.

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The facial expression.

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We’ve been doing research here
recently showing that leaders,

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their emotions are contagious.

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You walk in happy,
your employees are more like to be happy.

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You walk in sad, or frustrated,

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or angry, your employees are more
likely to be frustrated, sad, or angry.

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Even, maybe scary for many of you,
is the motions that you

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feel at work that are often communicated
through your facial expressions.

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We published a study a couple
of years ago that shows that

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those emotions get communicated through
your facial expressions in many ways

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to your home life.

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And so

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the facial expressions that you carry
are hugely important for communication.

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In the case of your vision,

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what we're finding is the smile
is particularly important.

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And in particular, a genuine smile.

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So if you come in sad angry and with a big
frown on your face, that's contagious.

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It undermines the motivational impact of
the vision you're trying to communicate.

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What we're finding is that a genuine
smile, what I mean by a genuine smile is,

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there are researchers all they
study are facial expressions.

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And what they're finding is that if you
fake a smile, the smile essentially is not

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aggressive enough to create
the wrinkle lines around your eyes and

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people subconsciously actually view
the smile as fake or disingenuous.

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And what we're finding is that a genuine
smile when you are really engaged and

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excited about what you're doing.

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Very positive thus creating the smile.

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Actually then communicates to your
audience in this case your team members.

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Your employees or whoever it might
be that you are truly passionate,

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truly engaged with the vision that
you're trying to communicate.

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Which then has the positive benefits on
the other end of the contagion effect.

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Where they want to get engaged in
the same vision because you are and

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you're communicating
that through this smile.

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So, don't forget when you walk
into the office that next day.

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The facial expression that
you're carrying with you.

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And ultimately, make sure that there's
a smile and a genuine smile that you're

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using to communicate your passion for
what you're trying to accomplish.

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The third critical success factor
that we've found is what we called

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an open body posture.

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This was made famous by a TED talk from
a colleague of mine at Harvard University,

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Amy Cuddy, who's a social psychologist,
who's studied open and

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closed body postures and
how our non-verbals enable us

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to communicate to others and
influence others.

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And her work is fascinating in this area.

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And there are many others who
are carrying on this work.

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But what we've found is there
are basically two different types of

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body postures.

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There's what we call a closed body posture
which often has us with our arms crossed,

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our legs crossed.

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Very closed in how we sit or stand.

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We also refer to these as
low power body postures.

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Relative to what we call
open body postures.

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Which are the open arms.

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Or sitting back in your chair in
ways where you have a very open

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frame to the people you're meeting with or
your audience.

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But in particular,
the open arms and the open chest,

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and this open body posture, and

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what we call also as a high power pose,
or high power body posture.

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So to give examples of some of the highest
power body postures that we see in

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business or the arts with your hands
on your hips as you stand is much

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more the high power body position than if
you were to cross your arms, for example.

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Or as you see in politics,
politicians are trained

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extensively on how they carry
themselves in their non-verbals.

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You will more than likely
see very open body postures.

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Or models, for example, where they
are instructed to project confidence.

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And the way they project that confidence
is often with their hands on their hips in

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this very sort of aggressive stance.

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What we're finding in our research
is very counter-intuitive.

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What's intuitive is that these high
power very open body postures have

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an effect on the people you're
trying to communicate with, where,

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for example, with this open body posture,
you are bringing them into how you wanna

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communicate, and the message you're trying
to deliver, and that is absolutely true.

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We find that in our research, is when I
have an open body posture, you are much

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more likely to be engaged with the message
I'm trying to communicate and otherwise.

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But the counter-intuitive point
that we're finding, which I find

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very interesting, is the effect that
it has on you as they communicate,

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or the person trying to
communicate your message.

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Amy Cuddy, and others,
Dale Carney and some others,

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have done some fascinating research
on the physiology of these positions.

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One study in particular
that I'll share with you,

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was published in 2010,
back in psychological science.

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It's one of the most fascinating studies
that I've ever seen, to be honest.

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What they did is they brought
people into a lab environment, and

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they had them individually, in private,

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assume either low power very
closed body postures or

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very high power open body postures for
1 minute, 60 seconds is all it took.

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And then after that intervention
if you will where they

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randomly assign these people to one of
these two conditions either high power or

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low power body postures, again,
remember only for one minute.

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They had them do a task,
and they had them hooked up

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to these physiological monitors
that monitored your hormones.

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And in particular, two very important
hormones, one being cortisol,

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which is actually the hormone
most tied to your stress levels.

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So the higher your cortisol level,
the higher your stress.

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And then the second was testosterone,

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which is the hormone that is
most tied to your energy levels.

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And the results were very striking and
interesting.

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So for example, the people who
were in the high power condition,

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where, remember all they did was stand
with their hands on their hips or

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an open body posture,
their hands held high, for example.

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For one minute, relative to the people
who sat or stood in very low power or

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closed body postures,
the people in the high power condition had

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a 25% decrease in their cortisol

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levels after or
following this one minute intervention.

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At the same time,
they had a 20% increase in testosterone.

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Again, that hormone for
their energy level.

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Again, these body postures are not
only having an effect on the people

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you're trying to communicate with,
they're having a profound impact on you.

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They're reducing your stress.

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While at the same time
increasing your energy levels,

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which actually enables you to communicate
more effectively to your audience.

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Those effects are profound because
now prior to going into that

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team meeting where you wanna
communicate your vision to your team.

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Maybe you wanna close your office door.

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And stand in one of those high
power body posture positions.

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Open arms, wide chest, hands on your hips.

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And the effect will be profound,
such that your stress will go down,

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your energy will go up, and
you may not even realize it.

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But, the effectiveness of the vision that
you ultimately communicate to your team

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will be that much greater as a result.