姿势决定你是谁

书封

好评推荐

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「有一种勇敢，就是全世界只有你知道自己在害怕。」——「那些电影教我的事」FB粉丝团　水ㄤ、水某

「加州大学的雅伯特．摩乐扁教授（Albert Mehrabian）曾经说过：『演讲中，文字、声音及动作的百分比分别是七％、三八％及五五％，虽然我认为一个演讲中要传达的讯息，启示仍是重要，但是他的肢体语言更是占了非常大的影响。』我们从艾美．柯蒂的这本书中可以学习如何利用姿势的展现来让人对你有信心，你要先从相信自己做起，万事则灵。」——前中华民国国际演讲协会总会长　张可芸

「任何想要全力以赴的人，必读之书。」——金．哈伯特（Kim Hubbard），《时人杂志》（People）本周好书

「柯蒂非常贴近人心、惹人喜爱。她的新书既科学，又娱乐性十足。」——美联社（Associated Press）

「展现最佳状态的研究巨作。」——《富比士杂志》（Forbes）

「这是一本艾美．柯蒂精心描写的好书。她优雅地书写出身心是如何影响我们是谁、以及别人如何看待我们。这本广纳研究的书已经远超过她当初TED演讲的广度。又深又广地搜集科学研究来探讨我们如何改变自己，以及我们该如何掌握影响力的科学。但首先我们得先了解，身体如何影响心灵，而心灵如何和身体一起运作、改变我们、改变我们的形象、也改变这个世界。」——乔．纳瓦罗（Joe Navarro），《FBI教你读心术》（What Every Body is Saying）作者

「柯蒂给我们既实用又深刻的建议，也告诉我们要如何展现最真实、最好的自己，才是最重要的事。情感有传染力，如果你自己显得平静又乐观，别人就很有可能这样回应你。」——麦可．伟勒（Michael Wheeler），《谈判的艺术》（The Art of Negotiation）作者

「你可能不知道别人多么受你肢体语言的影响。艾美．柯蒂在这本美好的新书中，解释了身与心如何连结，影响了我们对自己的看法、以及我们在这世界的地位。」——海蒂．哈佛森（Heidi Grant Halvorson），《该如何解决没人了解你的困境》（No One Understands You and What to Do About It）作者

「关于掌握自信的一本迷人、令人爱不释手的作品。柯蒂解谜了近一世纪的研究，展现给我们看，如何能够靠着改变我们表现自己的方法，来获得更大的成功和真诚。」——亚当．格兰特（Adam Grant），《给予：华顿商学院最启发人心的一堂课》（Give and Take）作者

「本书正是那种全世界都会需要的行为科学书籍。」——罗伯特．席尔迪尼（Robert Cialdini），《纽约时报》畅销书《影响力》（Influence）作者

「区分行动派和无作为者的只有一件事——权力。柯蒂帮助我们理解了要如何建立起个人权力，自信却又不自大。这本书推荐给所有的行动派人士。」——赛门．西奈克（Simon Sinek），《最后吃，才是真领导》（Leaders Eat Last）作者

「生命中除了做自己，还有什么更重要的事？这本聪慧、引人入胜、又实用的书中，柯蒂介绍了我们最需要的，关于最佳状态的最新心理学发现，我强力推荐此书！」——威廉．尤瑞（Willam Ury），《说服自己，就是最聪明的谈判力》（Getting to Yes with Yourself）作者

「我爱死艾美．柯蒂这一本新书了。」——乔安娜．柯尔（Joanna Coles），《柯梦波丹》总编辑（Cosmopolitan）

前言

我喜欢坐在波士顿书店的咖啡区吧台，开着笔记型电脑写稿。十分钟前我点了咖啡和马芬蛋糕。服务生是一位笑容满面、戴着眼镜的黑发女孩。她停顿了一下，然后悄悄地对我说：「我只是想跟妳说，妳的TED演讲对我来说意义重大，让我大受激励。几年前，我有一门课的教授分享了那段影片。我目前正在申请医学院，我想跟妳说，参加医学院入学测验之前，我站在浴室里假装自己是神力女超人，那招果真有效。虽然妳不认识我，却帮我找出自己人生真正想做的事，那就是念医学院。而妳帮了我，谢谢妳。」

我不禁热泪盈眶，问她：「妳叫什么名字？」

「费塔茵。」然后我们又聊了大约十分钟，聊到费塔茵过去的困境，以及她对未来刚萌生的振奋之情。

每个上前找我的人都很独特、很令人难忘，不过这类互动发生得比我想像更频繁：陌生人亲切地跟我打招呼，告诉我他们已经成功克服某个挑战，然后感谢我帮助他们。这些人有男有女，有老有少、有内向害羞、也有外向合群，有穷人、也有富人。而他们的共通之处是——他们都在面对强大压力与焦虑时感到无助，而他们也都找到了一个异常简单的方法，把自己从无助中解放，至少在事发当下是如此。

大多数作家的经验是书先出版，然后才收到读者回应，而我的经验却是反过来。我先是做了一系列的实验，促成我到二○一二年TED全球会议上演讲。在演讲中，我探讨了一系列耐人寻味的研究发现，主题是「我们的身体如何影响我们的大脑与行为」。（我就是在那里描述了费塔茵所提，浴室里的神力女超人，在后文我会做解释；那动作可以在我们面对挑战情境时，快速增进我们的自信，降低我们的焦虑。）我也分享了我如何跟自己的「冒牌者症候群」（impostor syndrome）奋战，以及我怎么「骗过自己」，让自己感到很有自信，最后转变成真的有自信。我称这种现象为「假装到你真的变成那样」（顺便一提，在演讲时，我谈到自己的挣扎，那部分完全不在计划之内；稿子里没这段，因为我并不认为自己胆敢在几百个我不认识的听众面前，透露这么私人的事⋯⋯）虽然我对这主题深有同感，但我并不知道它是否能引起大家的回响。没想到那段二十一分钟的影片上线后，我就开始陆续听到很多人说自己已经看过了。

当然听我的演说，不会神奇地赋予费塔茵考好医学院入学测验所需要的知识。她并没有因此更深入理解平滑型菌株与粗糙型菌株的不同特征，或者了解能量定理与动能变化的关联是怎么运作的。不过，这演说也许释放了恐惧，无碍她展现所学。因为无权力感（powerlessness）会吞噬我们，以及我们所相信、理解与感受到的所有事。它会掩盖了我们的本质，让我们隐形，甚至让我们跟自己疏离。

无权力感的相反，必定是「拥有权力」，是吗？某种程度来说是的，不过事情没那么简单。我多年来所做的研究（现在隶属于一个庞大的研究领域）专门探索一种我称为「展现最佳状态」（presence）的特质。展现最佳状态是从相信、信任自己而来的——包含你真切、诚实的感受，你的价值与能力。这很重要，因为如果连你都不相信自己，要别人怎么信任你？不管是在两个人或五千人面前演说、面谈一份工作、争取加薪、或者向潜在投资者提案某项商业计划、为自己发言、或替别人说话，我们都会面临令人胆怯的片刻，那种时候若想自我感觉良好或为自己人生做出进展，就必须保持镇定。展现最佳状态赋予我们力量，挺身面对这些时刻。

医生判我脑部受损，最后仍名校毕业，怎么办到？

我印象最深的是朋友在白板上为我留下的卡通图画与爱心留言。那时我大二，在医院病房醒来，望了四周一圈，全是卡片和花。我全身无力，同时却又焦急又激动。我几乎睁不开眼，这种状况从来没发生过。我不知发生什么事，但还没力气搞清楚就睡着了。

这状况一直重复。

至于在医院醒来之前的事，我记得清楚的只有我跟两位好友以及室友一起，要从蒙大拿州（Montana）的密苏拉（Missoula）回到科罗拉多州（Colorado）的波德（Boulder）。我们到密苏拉是去协助蒙大拿大学的学生筹办研讨会，并拜访朋友。我们在周日傍晚大约六点时，从密苏拉离开，我们想要赶回波德上早晨的课。现在回想起来，特别是以为人父母的身分，可以看出这举动有多么愚蠢，因为密苏拉到波德开车要十三到十四小时；不过当时我们才十九岁。

我们有个自认为绝佳的计划：每个人轮流开三分之一的路程；有个人要撑住，负责让驾驶保持清醒与警觉，而另一个人则可在越野休旅车后座，摊平座椅，裹着睡袋休息。我开过一轮，我想是第一个班次，然后保持清醒，监督驾驶。那真是一段轻柔的记忆，非常平静。我爱身旁这些人，也爱西部的壮阔，还有渺无人烟的旷野。高速公路上不开前照灯也没关系，路上只有我们，然后就换我到后座睡觉。

接下来发生的这些事，是我事后才知道。我的朋友在最糟的那个时段开车，深夜里你会感到，自己可能是世上唯一清醒的人的那种时刻。不只是在深夜，而且是身处在怀俄明州（Wyoming）１深处的深夜。很黑，很广，很孤寂。几乎没有什么能让你保持清醒。大约清晨四点时，我的朋友开车冲出了路面，一撞上路肩崎岖的减速标线，她回转过大，以至于车子翻转了好几圈，最后四轮朝天停住。前座两位朋友系了安全带，摊平在后座正在睡觉的我，被弹出车外摔进黑夜中，我头部右上方着地，跌撞在高速公路上，身体其他部位还在睡袋中。

我脑部遭受严重创伤。更具体地说，是一种「弥漫性轴索损伤」（diffuse axonal injury,
DAI），DAI指的是，大脑遭「剪力」所伤，通常是严重的旋转所致，而车祸很常会产生这种旋转。想像高速行驶的车发生冲撞会有的情况：在冲击之下，速度瞬间骤变，你的身体突然静止，而大脑却还在移动，有时是在头颅内不寻常地转动，甚至在头颅内撞来撞去。我头部撞上高速公路的力道弄断了头骨。

大脑本应待在安全的地方，外有头骨保护，还有几层薄膜（称为「脑膜」）与脑脊液做为软垫。大脑与头骨虽是好伙伴，但却不应该如此亲密接触。脑部重创的剪力，损坏并拉扯整个脑部的神经与其纤维（称为「轴突」）。就像电线一样，轴突表面有一层防护涂层做绝缘（或说缓冲）称为「髓鞘」。即便轴突没有受创，光是损及髓鞘也会让神经间的讯息传导速度陡降。

DAI是指脑部整体受创，这和单点式的脑部伤害（比如枪伤），只有特定部位遭受损伤是不同的。大脑的运作全仰赖神经的传输；当整个脑部神经受损，传输不免也会受到破坏。所以当你受的伤属于DAI，没有医生会告诉你：「是这样的，损伤在运动部位，所以你行动会比较困难。」或者：「损伤在语言区，你想要说话或说话过程会受阻。」他们不会告诉你，你能否康复、能康复到什么程度、或者大脑哪个功能会受影响：你的记忆力会丧失？还是你的情绪？你的空间概念？你细微的运动技能？由于我们对DAI了解还不多，医生能提供精确预后的可能性也很渺茫。

遭受DAI之后，你会完全变成另一个人，很多方面都如此。你怎么思考、你的感受、你的表达方式、回应、互动——所有面向都会受到影响。除此之外，你对自己的理解能力可能也受到威胁，因此你处于一种并不清楚自己究竟改变多大的状态中。而且没有人，没有任何人，可以告诉你，接下来会怎样。

现在我来解释一下，就我当时所能理解，我的大脑究竟发生了什么事（请搭配蟋蟀鸣音效声）：

我当时在医院，已经从大学休学，医生对于我的认知协调是否能恢复到可重返校园，抱持强烈怀疑。根据我受伤的严重程度以及类似损伤者的统计，他们说：「别期望能念完大学。妳会没事的，大脑『能有效运作』，不过妳该考虑去做别的事。」我得知自己的智商下滑了三十分，低了两个标准差。我会知道这个，不是因为医生告诉我。我知道是因为他们为我做了为期两天的一系列神经心理测验，而智商是其中一项，我收到的那份长长的报告当中包含了这个结果；医生并不认为跟我解释这个有什么重要，或者他们觉得我没有聪明到能理解？我不想把智商看得太重，我不是说它具有预测人生成就的能力。不过，那是当时我认为能够量化了我才能的指标。所以就我的理解，根据医生的说法，我已经不再是聪明人，而我感觉这说法完全没错。

我接受了职能治疗、认知治疗、语言治疗、物理治疗、心理咨商。大约在意外发生的六个月之后，我在家度过了夏天，几位很明显疏离了的密友告诉我：「妳跟以前就是不一样了。」何以两位似乎最了解我的朋友都说我已经不是原来的我？怎样不同？她们看不见真正的我，连我都看不见自己。

脑部创伤让人感觉迷惑、焦躁，而且挫败。当医生告诉妳，他们也不知道妳未来会怎样，朋友都说妳变了，肯定又放大了那些迷惑、焦躁与挫败感。

接下来的一年，我都身在迷雾中——焦虑不安，失去方向，做些烂决定，不知道下一步要做什么。在那之后，我回到学校。但我太快回去了，我无法思考，无法适切地理解别人说的事。那就像听人说话时，对方一半用我听得懂的语言，一半是我不懂的语言说话一样。那只让我更挫折、更焦虑。我必须休学，因为我的课业都不及格。

在这场车祸中，虽然我断了些骨头，多了些丑伤疤，不过身体看起来完整无缺。而因为脑部通常别人看不见，大家会说一些话像是：

「哇，妳好幸运！妳很可能会没命呢！」

「幸运？」我心想。然后又对自己因他们好意的说法而受挫，感到又罪恶又羞愧。

我们的思考方式、智力、个人特质，这些都是我们认为不会改变的事，我们觉得理当如此。我们害怕车祸会导致我们瘫痪，改变我们的行动能力，或者使我们失聪或失明，但我们没想过车祸会让我们失去自我。

头部受伤后好几年，我都在努力超越先前的自己，虽然我不太知道先前的我是什么模样。我觉得自己是个冒牌货，一个藏在我自己身体里的冒牌货。我要重新学着怎么学习。我一直设法重回学校，因为我不能接受别人告诉我说我做不到。

我必须努力用功赶上别人，缓慢地跟上。最后我的心理状态慢慢恢复清明，这让我无可言喻地松了口气。我比车祸之前那些同班同学晚了四年毕业。

而让我坚持下去的原因之一是我发现了自己喜欢的科目——心理学。大学毕业后，我顺利进入一个需要脑部功能正常运作的专业。如同法国小说家阿纳托尔·法朗士（Anatole France）所写的：「所有改变⋯⋯都有令人感伤之处；因为我们所抛下的是自己的一部分；我们必须结束一个人生，才会进入另一个人生。」这一路以来，不意外地，我变成一个十分关切「人的存在状态」与「力量」、「自信」与「怀疑」这些问题的人。

我受的伤，引领我去研究「展现最佳状态」的科学，不过我的TED演讲却让我体会到，那是多么普世的渴求。因为大多数人每天都在面对挑战。在世界各个角落，过着各种不同生活的人，都在努力鼓起勇气在课堂上发言、面试工作、为争取一个角色试镜、与日常的艰困奋战、为自己相信的真理挺身而出、或者只想心安理得做自己。不论是无家可归的人，或者在传统标准里极其成功之士都如此。财星五百大企业高阶主管、打赢官司的律师、才华洋溢的艺术家或表演工作者、霸凌、歧视及性骚扰受害人、政治难民、与心理疾病奋战的人或遭受重大创伤的人，全都是一样的；所有人都面对这种挑战。还有所有努力从旁协助的人也需面临挑战，不管是父母、配偶、孩子、咨商师、医生、同事、以及他们的朋友。

这些人（绝大多数都不是科学家）迫使我用新的眼光看待自己的研究：他们把我带离科学，同时又带进科学中。聆听他们的故事，我感到自己有责任去思索社会科学的研究成果，实际上能怎么在真实世界里运作。我开始专注去做能正面影响人生的研究。不过我也开始遭遇一些，如果留在实验室或沉浸在学术中，不会碰到的问题。

一开始我对TED演讲的回应不知所措，而且觉得公开自己的研究与私事真是大错特错。我没料到会有这么多陌生人看到它，没想到自己会感到如此脆弱与暴露。任何在网路崛起并瞬间家喻户晓的人，都有过这种感觉。在公开场合会开始有人认出妳来，那需要一些自我调整来适应；无论是陌生人请我站成「神力女超人」的姿势跟她们一起自拍，或者听到有人从人力三轮车上（在奥斯汀市发生过）喊道：「嘿！是那TED演讲的女生耶！」

不过多数时候我感到无比幸运，庆幸自己有机会跟这么多人分享这项研究以及我的故事。更幸运的是有这么多人跟我分享他们的故事。我热爱学术研究，但我在实验室与课堂之外，找到更多启发。在哈佛商学院最棒的事情就是我受到鼓励，去跨越研究人员与实务工作者之间的界线。因此我开始跟实体组织中的人讨论，研究要怎么做，怎样行得通，怎样会窒碍难行，诸如此类的事。不过我却没想到，在那段TED演说上线之后，世上会有无数恳切的陌生人对我敞开心房。

我喜爱这些人，感觉自己始终与他们紧紧相系，也需要忠于他们。我想要表彰他们，赞扬他们努力尝试的那种意志，像是不断重回马背挺身上阵，或者帮助他人继续奋战，以及他们愿意写下他们的挣扎，用电子邮件寄给一个陌生人的那种意志。有人是在机场、书店的咖啡区，直接向我娓娓道来。现在我了解，一场演讲可以如何像首歌一样运作：人们将它个人化，与它连结，因为知道有人跟他感受一样而觉得安心。戴夫．格罗尔（Dave Grohl）２曾经说过：「关于音乐最棒的事就是，你可以对着八万五千人唱一首歌，他们会因为八万五千个不同的理由与你唱和。」我在一个青少年流浪之家演说时，曾请居留者举出他们觉得最难受的状况。一位青少年说：「来到这个庇护所门口的时候。」在另一个流浪之家，一位女士说：「打电话寻求服务、协助或支援的时候。我知道我会等很久，而电话那一头的人可能会不耐烦或对我有偏见。」关于这点，同一个庇护所的另一位女士说：「我以前在电话服务中心工作，而我必须说：『接你认识的人的电话会很令人沮丧又气恼，特别是我要应付无数来电，而对方已经等很久时。』」

数千人写信给我，告诉我他们遇见的各种不同的困难——样貌繁多到令人难以置信，很多内容是我从没想过我的研究会适用之处。电子邮件的主旨通常都是这样开头：「妳的演讲帮助了⋯⋯」后面接的是：阿兹海默病患的家属、消防员、一个同样是脑部创伤的人、我拿下这辈子最大的案子、购屋的斡旋、大学入学面谈、身心障碍人士、丧失荣誉感的二战老兵、从创伤中回复、角逐世界帆船锦标赛冠军、被霸凌的孩童、从事服务业的自信心、害怕数学的五年级学生、我自闭症的儿子、参加严峻试演的专业歌剧演唱家、对老板提出新的方案、找到发言的勇气；而这些还只是所有来信的一小部分而已。

从TED演说而来的所有回响都是礼物，帮助我更了解这个研究为何及如何引发共鸣。简单来说，这些故事让我明白要怎么写这本书，而且也激励我这么做。它们来自世界各地，来自社会各阶层的人，而我会在本书分享其中许多故事。或许在这些故事当中，你会找到许多属于你的共鸣点。

　１怀俄明州位于美国西部，是人口最稀少的一州。

　２戴夫．格罗尔是美国摇滚歌手，曾经担任超脱乐团（Nirvana）鼓手，后创幽浮一族乐团（Foo Fighters），担任主唱。

展现最佳的自己，是什么状态？

第１章表达最真实、最犀利、最无畏、最放松的自己

第２章透过自主又真诚的行动力表达价值观

第３章网路开店一定要懂的成本结构

为什么你无法展现最佳的自己？

第４章冒牌者症候群——让你丧失力量，扼杀最佳状态

第５章无权力感让人觉得自己很糟，赋予自己权力吧！

这样做，让你有权、有势又很强

第６章利用肢体语言操控内在的权力感

第７章脸部表情、呼吸、姿势都能引动情绪

第８章身体形塑你的心智，伸展吧！

第９章这些时候，摆出权力姿势，激发最真的你

第10章轻推自己一下：小动作带来大改变

第11章无数用姿势改变人生的见证人，你也可以！

参考资料

　　————————————

　　第１章

　　1. 餐厅可能在五楼，不过都没差了，感觉都像是一千楼。

　　2. Diderot, D. (1830).Paradoxe sur le com.dien: Ouvrage posthume.Paris: A.Sautelet,37.

　　3. 如同艾伦．瓦兹（Alan Watts）《不安全感的智慧》（The Wisdom of Insecurity）一书中所写到的：「既然我们知道未来是由全然抽象又有逻辑的元素（推论、猜测、演绎）组成的，我们无法食用、感觉、闻、看、听或用其他方式享用它。追求未来就像追求一直躲躲藏藏的鬼魅一样，而且你追得越急，它就逃得越快。」Watts, A. (2011).The wisdom of insecurity: A message for an age of anxiety.NewYork: Vintage(originalworkpublished1951),60.

　　4. Ibid.,87.

　　5. Ibid.,61.

　　6. 请见Balachandra, L. (2015).Keep calm and pitch on: Balancing and moderating affect in the entrepreneur’s pitch，交付出版的书稿。

　　7. 在一项求职者口语陈述对主考官评分与聘用决定影响力的研究中，安琪拉．杨（Angela Young）与米雪儿．凯克玛（Michele Kacmar ）发现，「在人前展现出热忱、自信与得体的特质，显著地影响了主考官对该求职者整体品质的评分，以及最终聘雇决定。」(Young, A. M., Kacmar, C. M. [1998]. ABCs of the interview: The role of affective, behavioral, and cognitive responses by applicants in the employment interview.International Journal of Selection and Assessment,6,211-221.)

　　8. 关于创业者的热忱，对创业者及与之共事者的工作成果方面的研究，有篇优异的评论，请参考Cardon, M. S., Wincent, J., Singh, J., Drnovsek, M. (2009). The nature and experience of entrepreneurial passion.Academy of Management Review, 34,511-532. 或见 Cardon, M. S., Gregoire, D. A., Stevens, C. E., Patel, P. C. (2013). Measuring entrepreneurial passion: Conceptual foundations and scale validation.Journal of BusinessVenturing,28,373-396.

　　9. Levine, S. P., Feldman, R. S. (2002). Women and men’s nonverbal behavior and self monitoring in a job interview setting.Applied HRM Research,7,1 14;Gudykunst,W.B.,Nishida,T.(2001).Anxiety, uncertainty, and perceived effectiveness of communication across relationships andcultures.International Journal of Intercultural Relations, 25,55-71;McCarthy, J., Goffin, R. (2004). Measuring job interview anxiety: Beyond weakknees and sweatypalms.Personnel Psychology,57,607-637.

　　10. DeGroot, T., Motowidlo, S. J. (1999). Why visual and vocal interview cues can affect interviewers’judgments and predict job performance.Journal of Applied Psychology, 84,986-993; McGovern, T. V., Tinsley, H. E. (1978). Interviewer evaluations of interviewee nonverbal behavior.Journal of Vocational Behavior, 13,163-171.

　　11. Baron, R. A. (1986). Self presentation in job interviews: When there canbe“toomuchofagoodthing.”Journal of Applied Social Psychology, 16,16-28.

　　12. 有些针对我所做的刻板印象、偏见与歧视的相关研究的评论，可参考Cuddy, A. J., Fiske, S. T., Glick, P. (2008). Warmth and competence as universal dimensions of social perception: The stereotype content model and the BIAS map. InM.P. Zanna (Ed.),Advances in experimental social psychology, Vol. 40 (pp. 61-149). Waltham, MA: Academic Press; Cuddy, A. J. C., Glick, P., Beninger, A. (2011). The dynamics of warmth and competence judgments, and their outcomes in organizations.Research in Organizational Behavior,31,73-98.

　　13. 为顾及个人隐私，全书中有些人物姓名刻意做了更改。

　　14. Popova, M. (2014, January 6). An antidote to the age of anxiety. Retrievedfromhttp://www.brainpickings.org/2014/01/06/alan .watts.wisdom.of.insecurity.1/.

　　15. Haigh, J. (1994). Fear, truth and reality in making presentations.Management Decision, 32,58-60.

　　16. 「假装直到你真的变成那样。」这种现象我会在本书稍后详述。不过它基本的概念是——有时候我们得先哄骗自己相信我是怎样的人，我能够做什么。这并不是在骗人，因为别人没有理由认为我们没能力做什么。我们才是阻碍自己的人，这也就是为什么我们不时地需要骗骗自己。

　　17. Cuddy, A. J. C., Wilmuth, C. A., Thornley, N. Nonverbal presence signals believability in job interviews. Working manuscript.

　　18. 如果你有兴趣进一步了解内向者，强力推荐你去读苏珊．坎恩（Susan Cain） 2013年的畅销书《安静，就是力量：内向者如何发挥积极的力量！》（Quiet: The Power of Introvertsin a World That Can’t Stop Talking）. New York: Crown. 这句引述出自August 24, 2015,Wall Street Journalarticle by Elizabeth Bernstein,“Why Introverts Make Great Entrepreneurs”: http://www.wsj.com/articles/why.introverts .make.great.entrepreneurs.1440381699.

　　19. 如果你想要知道更多形象管理技巧如何影响求职面试的结果，请见Barrick, M. R., Shaffer, J. A., DeGrassi, S. W. (2009). What you see may not be what you get: Relationships among self presentation tactics and ratings of interview and job performance.Journal of Applied Psychology, 94,1394-1411; Tsai, W. C., Chen, C. C., Chiu, S. F. (2005). Exploring boundaries of the effects of applicant impression management tactics in job interviews.Journal of Management, 31,108-125;Gilmore,D. C.,Ferris,G.R.(1989). The effects of applicant impression management tactics on interviewer judgments.Journal of Management, 15,557-564;Stevens,C. K., Kristof, A. L. (1995). Making the right impression: A field study of applicant impression management during job interviews.Journal of Applied Psychology, 80,587-606; Howard, J. L., Ferris, G. R. (1996). The employment interview context: Social and situational influences on interviewer decisions.Journal of Applied Social Psychology, 26,112-136; Baron, R. A. (1986).Self presentation in job interviews: When there can be“too much of a good thing.”Journal of Applied Social Psychology, 16,16-28; Baron, R. A. (1989). Impression management by applicants during employment interviews: The“too much of a good thing effect.”In R. W. Eder G. R. Ferris (Eds.),The employment interview: Theory, research, and practice.Newbury Park, CA: Sage Publications.

　　20. Marr, J. C., Cable, D. M. (2014). Do interviewers sell themselves short? The effects of selling orientation on interviewers’judgments.Academy of Management Journal,57,624-651.

　　21. For a review, see Kernis, M. H. (2003). Toward a conceptualization of optimal self-esteem.Psychological Inquiry,14,1-26.

　　22. For a review, see Perkins, A. M., Corr, P. J. (2014). Anxiety as anadaptiveemotion. In G. Parrott (Ed.), The positive side of negativeemotions. NewYork: Guilford Press.

　　23. Todd,A.R., Forstmann, M.,Burgmer,P.,Brooks,A.W., Galinsky,A. D. (2015). Anxious and egocentric: How specificemotions influence perspective taking.Journal of Experimental Psychology: General, 144,374-391.

　　24. Jung, C. G. (1962).An analysis of a prelude to a case of schizophrenia. Vol. 2 of Symbols of transformation.(R. F. C. Hull, Trans.). New York: HarperBrothers.

　　25. 对骗子的刻板印象可参考这篇评论：Hartwig,M.,Bond,C.F., Jr. (2011). Why do lie-catchers fail? A lens model meta-analysis of human lie judgments.Psychological Bulletin, 137,643-659.

　　26. Henig,R. M.(2006,February5).Looking for the lie.The NewYork Times Magazine,47-53.

　　27. 西班牙格拉纳达（Granada）大学的一个团队，运用温度纪录法所做的研究，发现了初步证据显示，我们在说谎时，鼻子附近的温度会升高。这当然无法用肉眼看出，所以真的无法视之为一种「皮诺丘效应」。请见University of Granada. (2012, December 3).Researchers confirm the“Pinocchio Effect”: When you lie, your nose temperature raises.Retrieved from http://canalugr.es/index.php/social.economic-and-legal-sciences/item/61182.researchers.confirm.the.“pinocchio-effect”.when-you-lie-your-nose-temperature-raises.

　　28. Darwin, C. (1872).The expression of the emotions in man and animals. Chicago: University of Chicago Press.(As cited in ten Brinke, Leanne; MacDonald, Sarah; Porter, Stephen; O’Connor, Brian. [2012]. Crocodile tears:Facial, verbal and body language behaviours as sociated with genuine and fabric at edremorse.Law and Human Behavior,36,51-59.)

　　29. Ormerod, T. C., Dando, C. J. (2014). Finding a needle in a haystack: Toward a psychologically informed method for aviation security screening.Journal of Experimental Psychology:General144,76-84.

　　30. Ten Brinke et al.,Crocodiletears,52.

　　31. Ekman, P. (2009).Telling lies: Clues to deceit in the marketplace, politics, and marriage(Reviseded.). NewYork: W.W.Norton Company.

　　32. Ten Brinke et al.,Crocodiletears,51.

　　33. Charles Bond 与Bella DePaulo 针对将近两万五千位受试者的反应所做的分析发现，人们有五四％的机会能分辨出一个人在说谎，有就是说比起掷硬币也好不了多少。这与先前许多研究结果吻合。请见Bond, C. F., DePaulo, B. M. (2006). Accuracy of deception judgments.Personality and Social Psychology Review,10,214-234.

　　34. Etcoff, N. L., Ekman, P., Magee, J. J., Frank, M. G. (2000). Lie detection and language comprehension.Nature,405,139.

　　35. Ten Brinke, L., Stimson, D., Carney, D. R. (2014). Some evidence for unconscious lie detection.Psychological Science, 25,1098-1105.

　　36. Repp, B. H., Su, Y. H. (2013). Sensorimotor synchronization: A review of recent research (2006-2012).Psychonomic Bulletin Review,20,403-452.

　　第２章

　　1. 如果你有兴趣进一步了解自我方面的心理学研究，强力推荐Deci, E. L. (with Flaste, R.) (1995).Why we do what we do: The dynamics of personal autonomy. NewYork: Putnam.

　　2. 更多关于真实自我与个人真实性的学术理论：Kernis 与 Goldman 表示，一位真实的人会做下列的事：觉知并受激励去了解他或她的目标、感受与自我信念，即使其中有矛盾之处；公正地展现他或她自己的贡献、情绪、经验与知识；行为吻合个人需求、渴望与价值；而且与人的关系朝向诚实与开放。Wood认为，为求真实，人的行动会与个人价值、偏好、信念与其觉察到的动机吻合。Maslow, A. H. (1965). Some basic propositions of a growth and self-actualization psychology. In G. Lindzey and L. Hall (Eds.),Theories of personality: Primary sources and research(pp. 307-316). New York: JohnWiley; Rogers, C. R. (1963). The concept of the fully functioning person.Psychotherapy: Theory, Research Practice, 1,17-23; Kernis, M. H., Goldman, B. M. (2006). A multicomponent conceptualization of authenticity: Theory and research. In M. P. Zanna (Ed.),Advances in experimental social psychology, Vol. 38 (pp.283-357). Waltham, MA: Academic Press; Wood, A. M., Linley, P. A., Maltby, J., Baliousis, M., Joseph, S. (2008). The authentic personality: A theoretical and empirical conceptualization and the development of the Authenticity Scale.Journal of Counseling Psychology, 55,385-399. Cable, D. M., Gino, F., Staats, B. R. (2013). Breaking them in oreliciting their best? Reframing socialization around newcomers’authentic self-expression.Administrative Science Quarterly,58,1-36.

　　3. Lenton, A. P., Bruder, M., Slabu, L., Sedikides, C. (2013). How does“being real”feel? The experience of state authenticity.Journal of Personality, 81,276-289.

　　4. Lenton, A. (n.d.) Social Psychology Network profile. Retrieved from http://lenton.socialpsychology.org.

　　5. Sherman, D. K., Cohen, G. L. (2006). The psychology of self.defense: Self-affirmation theory. InM.P.Zanna(Ed.),Advances in experimental social psychology, Vol.38(pp.183-242).Waltham, MA:AcademicPress.

　　6. Roberts, L. M., Dutton, J. E., Spreitzer, G. M., Heaphy, E. D., Quinn, R. E. (2005). Composing the reflected best-self portrait: Building pathways for becoming extraordinary in work organizations.Academy of Management Review, 30,712-736.

　　7. Roberts, L. M. (2010, September 30).Your reflected best self. Retrieved from http://positiveorgs.bus.umich.edu/news/your.reflected.best.self/.

　　8. Robertsetal.,Composing the reflected best-self portrait.

　　9. Cohen, G. L., Sherman, D. K. (2014). The psychology of change: Self-affirmation and social psychological intervention.Annual Review of Psychology, 65,333-371. For support they cite Steele, C. M. (1988). The psychology of self-affirmation: Sustaining the integrity of the self.Advances in Experimental Social Psychology,21,261-302.

　　10. Cohen Sherman, The psychology of change. 这篇文章是这方面广泛文献当中很全面又易懂的评论。我高度推荐给所有有兴趣了解这项方法与应用的人。

　　11. Creswell, J. D., Welch, W. T., Taylor, S. E., Sherman, D. K., Gruenewald, T. L., Mann, T. (2005). Affirmation of personal values buffers neuroendocrine and psychological stress responses.Psychological Science,16,846-851.

　　12. Kirschbaum, C., Pirke, K. M., Hellhammer, D. H. (1993). The Trier Social Stress Test—a tool for investigating psychobiological stress responses in a laboratory setting.Neuropsychobiology,28,76-81.

　　13. 关于剧烈的压力源影响皮质醇反应，以及对心理状态的意义何在，请见这篇：Dickerson, S. S., Kemeny, M.E.(2004).Acute stressors and cortisol responses: a theoretical integration and synthesis of laboratory research.Psychological Bulletin,130,355-391.

　　14. Sherman, D. K., Bunyan, D. P., Creswell, J. D., Jaremka, L. M. (2009). Psychological vulnerability and stress: The effects of self-affirmation on sympathetic nervous system responses to naturalistic stressors.Health Psychology,28,554-562.

　　15. Cohen Sherman, The psychology of change. Kang, S.; Galinsky, A.; Kray, L.; and Shirako, A. (2015). Power affects performance when the pressure is on: Evidence for low-power threat and high-power lift.Personality and Social Psychology Bulletin,41,726-735.

　　16. Creswell, J. D., Dutcher, J. M., Klein, W. M., Harris, P. R., Levine, J. M. (2013). Self-affirmation improves problem-solving under stress. PLoSONE,8,e62593.

　　17. Schlegel, R. J., Hicks, J. A., Arndt, J., King, L. A. (2009). Thine own self: True self-concept accessibility and meaning in life.Journal of Personality and Social Psychology,96,473-490.

　　18. 如同所有相关性研究，我们无法得知确切的直接成因，只知道有相关性。那表示因为作者准备充分的理论基础以及审慎的统计分析，我们比较有把握推断，这些陈述出来的自我认定，的确会影响心理健康状态，即便是因为这些心理状态回头强化了这些陈述的自我认定，或有其他成因。请参考Adler, J. M., Turner, A. F., Brookshier, K. M., Monahan, C.,Walder.Biesanz, I., Harmeling, L. H., Albaugh, M., McAdams, D. P., Oltmans, T. F. (2015). Variation in narrative identity is associated with trajectories of mental health over several years.Journal of Personality and Social Psychology,108,476-496.

　　19. Kahn, W. A. (1992). To be fully there: Psychological presence at work.Human Relations,45,321-349.

　　20. Ibid.,322.

　　21. Ibid.,325.

　　22. Cable, D. M., Gino, F., Staats, B. R. (2013). Breaking them in or eliciting their best? Reframing socialization around newcomers’authentic self-expression.Administrative Science Quarterly,58,1-36.

　　23. 当你知道你最喜欢的名人是个混蛋时，多令人失望！特别是当那个名人是你本来视为有深度、有敏感度又睿智，某个创作了对你意义非凡事物的人，比如一首歌、一本书或电影里的一个角色。因为那些作品对你有重大意义，所以你希望那个人也对你意义非凡；因此如果得知他或她是个混蛋的话，会让一切都毁了。现在，想像相反的情况。你最喜爱的名人远比你用常理想像的更有深度、更有敏感度、更睿智，而且她很好相处（十分地契合、不着痕迹），就像你们是夏令营中认识一年的好友，你了解所有访谈过她的人应该都有同样感受。茱莉安．摩尔（Julianne Moore）就是这样的一个人。

　　24. Corliss, R. (2014, December 12). Review: Still Alice: Julianne Moore reveals Alzheimer’s from the inside.Time. Retrieved from http://time.com/3628020/still-alice-julianne-moore-movie-review/.

　　25. Waterman, L. (n.d.). The most honest actress in Hollywood.DuJour. Retrieved from http://dujour.com/news/julianne .moore-interview-carrie-movie/.

　　26. Wurtz, J. (Producer). (2002, December 22).Inside the actors studio[Television broadcast]. NewYork: Bravo.

　　27. Dillon, K. (2015, August 28). What you should (and shouldn’t) focus on before a job interview.Harvard Business Review. Retrieved from https://hbr.org/2015/08/what-you-should-and-shouldn’t-focus-on-before-a-job-interview

　　第３章

　　1. 欲进一步了解我们及其他人关于亲切感与能力评断的相关研究，请见Cuddy, A. J. C., Fiske, S. T., Glick, P. (2008). Warmth andcompetence as universal dimensions of social perception: The Stereotype Content Model and the BIAS Map. In M. P. Zanna (Ed.),Advances in experimental social psychology, Vol. 40 (pp. 61-149). Waltham, MA: AcademicPress; Cuddy, A. J. C., Fiske, S. T., Glick, P. (2007). The BIAS Map: Behaviors from intergroup affect and stereotypes.Journal of Personality and Social Psychology, 92,631-648; Cuddy, A. J. C., Glick, P., Beninger, A. (2011). The dynamics of warmth and competence judgments, and their outcomes in organizations.Research in Organizational Behavior, 31,73-98; Fiske, S. T., Cuddy, A. J. C., Glick, P. (2007). Universal dimensions of social cognition: Warmth, then competence.Trends in Cognitive Sciences,11,77-83.

　　2. Casciaro, T., Lobo, M. S. (2005). Competent jerks, lovable fools, and the formation of social networks.Harvard Business Review,83,92-99.

　　3. Ybarra, O., Chan, E., Park, D. (2001). Young and old adults’concerns about morality and competence.Motivation and Emotion,25,85-100.

　　4. 相关研究请见Wojciszke, B., Baryla, W., Parzuchowski, M., Szymkow, A., Abele, A. E. (2011).Self-esteem is dominated by agentic over communal information.European Journal of Social Psychology,41,617-627.

　　5. Cuddy, A. J., Kohut, M., Neffinger, J. (2013). Connect, then lead.Harvard Business Review,91,54-61.

　　6. Zenger, J., Folkman, J. (2013, May 2). I’m the boss! Why should I care if you like me?Harvard Business Review. Retrieved from https://hbr.org/2013/05/im-the-boss-why-should-i-care.

　　7. Lombardo, M. M., McCall, M.W.J. (1984).Coping with an intolerable boss. Greensboro, NC: Centerfor Creative Leadership.

　　8. 所有引述出处: Ury, W. L. (2015).Getting to yes with yourself: And other worthy opponents. NewYork:HarperOne,90-93.

　　9. 进一步了解用共同目标降低团体内部冲突，请见Gaertner, S. L., Dovidio, J. F., Anastasio, P. A., Bachman, B. A., Rust, M. C. (1993). The common ingroup identity model: Recategorization and the reduction of intergroup bias.European Review of Social Psychology,4,1-26.

　　10. 更深入探索程序正义方面的研究报告，请见Tyler, T. R., Blader, S. L. (2003). The group engagement model: Procedural justice, social identity, and cooperative behavior.Personality and Social Psychology Review, 7(4), 349-361, and Bagdadli, S., Roberson, Q., Paoletti, F. (2006). The mediating role of procedural justice in responses to promotion decisions.Journal of Business and Psychology,21,83-102.

　　11. Lloyd, K. J., Boer, D., Kluger, A. N., Voelpel, S. C. (2015). Buildingtrust and feeling well: Examining intraindividual and interpersonal outcomes and underlying mechanisms of listening. International Journal of Listening 29(1),12-29.

　　12. 因为这并非控制实验，不可能排除其他可能导致这项青年暴力的变因，而且很可能「确实有」其他变因。然而，一项由哈佛大学甘迺迪政府学院的前任研究者Anthony A. Braga 以及其同事做过详尽分析，他们清楚做出的结论是，「十点联盟」在这项改变中，扮演显著而独特的推手角色。请见Braga, A. A.,Kennedy, D. M., Waring,E.J., Piehl,A.M.(2001). Problem-oriented policing, deterrence, and youth violence: An evaluation of Boston’s Operation Ceasefire. Journal of Research in Crime and Delinquency,38(3),195-225.

　　第４章

　　1. Clance, P. R., Imes, S. A. (1978). The imposter phenomenon in high achieving women: Dynamics and therapeutic intervention.Psychotherapy: Theory, Research Practice,15,241-247.

　　2. Izadi, E. (2015, May 28). At Harvard, Natalie Portman acknowledges what many of us feel: Impostor syndrome.The Washington Post. Retrieved from http://www.washingtonpost.com/news/grade.point/wp/2015/05/28/Natalie-portans-harvard-speech-reminds-us-how-we-all-can-feel-we-arent-smart-enough/.

　　3. Clance, P. R. (1985).The impostor phenomenon: When success makes you feel like a fake. New York: Bantam Books, 20-22. You can see the entirescaleathttp://paulineroseclance.com/pdf/IPTestandscoring.pdf.

　　4. Clance Imes, The imposter phenomenon in high achieving women, 241.

　　5. Ibid.

　　6. Ibid.,242.

　　7. I can’t cite the thousands of scientific studies that support this statement, so I will refer you to one particularly well. conducted (and troubling) study: Moss.Racusin, C. A., Dovidio, J. F., Brescoll, V. L., Graham, M. J., Handelsman, J. (2012). Science faculty’s subtle gender biases favor male students.Proceedings of the National Academy of Sciences,109,16474-16479.

　　8. Langford, J., Clance, P. R. (1993). The imposter phenomenon: Recent research findings regarding dynamics, personality and family patternsand their implications for treatment.Psychotherapy: Theory, Research, Practice, Training, 30,495-501;Castro, D. M., Jones, R. A., Mirsalimi,H. (2004). Parentification and the impostor phenomenon: An empirical investigation.The American Journal of Family Therapy, 32,205-216;Vergauwe, J., Wille, B., Feys, M., De Fruyt, F., Anseel, F. (2015). Fear of being exposed: The trait-relatedness of the impostor phenomenon and its relevance in the work context.Journal of Business and Psychology,30(3),565-581.

　　9. McGregor, L. N., Gee, D. E., Posey, K. E. (2008). I feel like a fraud and it depresses me: The relation between the imposter phenomenon and depression.Social Behavior and Personality: An International Journal, 36,43-48; J.stl, G., Bergsmann, E., L.ftenegger, M., Schober, B., Spiel, C. (2012). When will they blow my cover? The impostor phenomenon among Austrian doctoral students.Zeitschrift fur Psychologie,220,109-120.

　　10. Rudman, L. A., Fairchild, K. (2004). Reactions to counterstereotypic behavior: The role of backlash in cultural stereotype maintenance. Journal of Personality and Social Psychology,87,157-176.

　　11. 一篇针对刻板印象对女人的反挫相关研究的精采讨论，请见Rudman, L. A., Phelan, J. E. (2008). Backlash effects for disconfirming gender stereotypes in organizations.Research in organizational behavior, 28,61-79.

　　12. 多项冒牌者研究所引用的统计，资料来源为Pauline Rose Clance所整理，详见：http://paulineroseclance.com/pdf/IP%20Ref%20List.MOST%20RECENT.8.2.13.doc.

　　13. Matthews, G., Clance, P. R. (1985). Treatment of the impostor phenomenon in psycho therapy clients.Psycho therapy in Private Practice,3,71-81.

　　14. Friedman, A. (2013, October 22). Not qualified for your job? Wait, you probably are.Pacific Standard. Retrieved from http://www.psmag.com/business.economics/qualified.job.wait.probably.imposter.syndrome psychology.68700.

　　15. Bernard, N. S., Dollinger, S. J., Ramaniah, N. V. (2002). Applying the big five personality factors to the impostor phenomenon.Journal of PersonalityAssessment, 78,321-333; Castro et al., Parentification and the impostor phenomenon; Clance Imes, The imposter phenomenon in high achieving women.

　　16. 心理学家已经发现，冒牌者症与诸多人格特质有关联，包括完美主义、表演焦虑（Thompson, T., Foreman, P., Martin, F. [2000]. Impostor fears and perfectionistic concern over mistakes.Personality and Individual Differences, 29,629-647）、自我接纳度以及对环境掌控度低落（September, A. N., McCarrey, M., Baranowsky, A., Parent, C., Schindler, D. [2001]。The relation between well-being, impostor feelings, and gender role orientation among Canadian university students.The Journal of Social Psychology, 141,218-232），高度神经过敏，以及低度自觉意识（Bernard et al., Applying the big five personality factors to the impostor phenomenon），低自尊，（Cozzarelli, C., Major, B. [1990]. Exploring the validity of the impostor phenomenon.Journal of Social and Clinical Psychology, 9,401-417）, 还有内向性格（Lawler, N. K. [1985]. The impostor phenomenon in high achieving persons and Jungian personality variables. [Doctoral dissertation, Georgia State University, 1984].Dissertation Abstracts International, 45, 86; Prince, T. J. [1989]. The impostor phenomenon revisited: A validity study of Clance’s IP Scale. Unpublished master’s thesis, Georgia State University, Atlanta）. 冒牌者正肯定与某种特质的模式有关联；然而，在大多数案例中，还不清楚这些特质跟冒牌者是怎样的因果关系——也就是说，不知是这些特质导致了冒牌者症，或是冒牌者正引发了这些特质。似乎两者互相增强，使问题恶化。冒牌者症可说是一种情境下的产物，更胜于人格特质的产物（McElwee, R., Yurak, T. J. [2010]. The phenomenology of the Impostor Phenomenon.Individual Differences Research,8,184-197）。

　　17. Kumar, S., Jagacinski, C. M. (2006). Imposters have goals too: The imposter phenomenon and its relationship to achievement goal theory.Personality and Individual Differences, 40,147-157; September et al., The relation between well-being, impostor feelings, and gender role orientationamong Canadian university students; Clance Imes, The imposter phenomenon in high achieving women.

　　18. Thompson, T., Davis, H., Davidson, J. (1998). Attributional and affective responses of impostors to academic success and failure outcomes.Personality and Individual Differences,25,381-396.

　　19. 为保护当事人隐私，此故事中的人名、地点与几处细节已经做过更改。

　　20. Thompson, T., Foreman, P., Martin, F. (2000). Impostor fears andperfectionistic concern over mistakes.Personality and Individual Differences, 29,629-647.

　　21. Cozzarelli Major, Exploring the validity of the impostor phenomenon; Thompson et al., Impostor fears and perfectionistic concern over mistakes.

　　22. Kim,Y.H.,Chiu,C.Y.,Zou,Z.(2010).Know thyself: Misperceptions of actual performance undermine achievement motivation, future performance, and subjective well-being.Journal of Personality and Social Psychology,99,395-409.

　　23. Schmader, T., Johns, M., Forbes, C. (2008). An integrated process model of stereotype threat effects on performance.Psychological Review, 115,336-356.

　　24. O’Reilly, J., Robinson, S. L., Berdahl, J. L., Banki, S. (2014). Is negative attention better than no attention? The comparative effects of ostracism and harassment at work.Organization Science,26,776-793.

　　25. Eisenberger, N. I., Lieberman, M. D., Williams, K. D. (2003). Does rejection hurt? An fMRI study of social exclusion.Science,302,290-292.

　　26. Sanford, A.A.,Ross, E.M.,Blake,S.J., Cambiano, R.L.(2015). Finding courage and confirmation: Resisting impostor feelings through relationships with mentors, romantic partners, and other women in leadership.Advancing Women in Leadership,35,33-43.

　　第５章

　　1. 为保护寄件人的隐私，故事中的人名与细节做过更动。

　　2. Keltner, D., Gruenfeld, D. H., Anderson, C. (2003). Power, approach, and inhibition.Psychological Review,110,265-284.

　　3. Ibid.,268.

　　4. 这个理论，由E. Tori Higgins所发展出的调节定向理论（regulatory focus theory），是现代心理学最具影响力的理论之一。如果你探询相关文献，可找到成千上万资料，你可以考虑从这里开始着手：Brockner, J., Higgins, E. T. (2001). Regulatory focus theory: Implications for the study ofemotions at work.Organizational Behavior and Human Decision Processes, 86,35-66.如同作者所解释：先前的理论与研究已经显示，人们有两种突出的自我调节方向，当朝着「促进」定向（promotion focus）时，人们受到成长与发展需求的激励，他们会试图表现出真实的自我（他们的行为与自我概念），以便吻合他们的理想自我（基于愿望与渴望自己成为怎样的人所形成的自我标准）。当朝着「预防」定向（prevention focus）时，人们会产生安全需求，他们会让真实自我吻合应有的自我（基于义务与责任所形成的自我标准）。策略上来说，促进定向的人，会先确保「获得」，而预防定向的人，会保持警戒或确保「不损失」。人们的调节定向对他们的情绪体验影响甚巨，促进定向者的情绪变化，是一种从开心到沮丧的面相，而预防定向者的情绪，则是从静止到激动的面向。

　　5. Thurman,H.(1953).Meditations of the heart. Boston: Beacon Press.

　　6. For an enthralling read that examines this vast research on social power—specifically, how and when to use it—read a book written by two of the foremost experts on the topic, Columbia Business School professor Adam Galinsky and Wharton professor Maurice Schweitzer:Friend and foe: When to cooperate, when to compete, and how to succeed at both(New York: Crown).

　　7. Magee, J. C., Galinsky, A. D. (2008). Social hierarchy: The self-reinforcing nature of power and status.The Academy of Management Annals, 2,351-398,351.

　　8. Smith, P. K., Galinsky, A. D. (2010). The nonconscious nature of power: Cues and consequences.Social and Personality Psychology Compass,4,918-938.

　　9. 本章所述的研究几乎都属社会权力，不过我相信其中有许多都能应用在个人权力上，因为两种型态的权力都能赋予你掌控感。

　　10. Tomaka, J., Blascovich, J., Kelsey, R. M., Leitten, C. L. (1993). Subjective, physiological, and behavioral effects of threat and challenge appraisal.Journal of Personality and Social Psychology,65(2),248.

　　11. Qin, S., Hermans, E. J., van Marle, H. J., Luo, J., Fern.ndez, G. (2009). Acute psychological stress reduces working memory-related activity in the dorsolateral prefrontal cortex.Biological Psychiatry, 66,25-32;Liston,C., McEwen, B. S., Casey, B. J. (2009). Psychosocial stress reversibly disrupts prefrontal processing and attentional control.Proceedings of the National Academy of Sciences,106,912-917.

　　12. Derakshan, N., Eysenck, M. W. (2009). Anxiety, processing efficiency, and cognitive performance: New developments from attentional control theory.European Psychologist,14,168-176.

　　13. Smith, P. K., Jostmann, N. B., Galinsky, A. D., van Dijk, W. W. (2008). Lacking power impairs executive functions.Psychological Science,19,441-447.

　　14. Stroop, J. R. (1935). Studies of interference in serial verbal reactions.Journal of Experimental Psychology18(6),643-662.

　　15. Todd, A. R., Forstmann, M., Burgmer, P., Brooks, A. W., Galinsky, A. D. (2015). Anxious and egocentric: How specificemotions influence perspective taking.Journal of Experimental Psychology: General,144,374-391.

　　16. Mor, N., Winquist, J. (2002). Self-focused attention and negative affect: A meta-analysis.Psychological Bulletin,128,638-662.

　　17. Gendolla, G. E., Abele, A. E., Andrei, A., Spurk, D., Richter, M. (2005). Negative mood, self-focused attention, and the experience of physical symptoms: The joint impact hypothesis.Emotion,5,131-144.

　　18. Gilovich, T., Medvec, V. H., Savitsky, K. (2000). The spotlight effect in social judgment: An egocentric bias in estimates of the salience of one’s own actions and appearance.Journal of Personality and Social Psychology, 78,211-222.

　　19. Gaydukevych, D., Kocovski, N. L. (2012). Effect of self-focused attention on post-event processing in social anxiety.Behaviour Research and Therapy,50,47-55.

　　20. Kuehn,M. M.,Chen,S., Gordon,A.M.(2015).Having a thicker skin: Social power buffers the negative effects of social rejection.Social Psychological and Personality Science,6,701-709.

　　21. Carney, D. R., Yap, A. J., Lucas, B. J., Mehta, P. H., McGee, J., Wilmuth, C. (working paper). Power buffers stress—for better and for worse. Retrieved from http://faculty.haas.berkeley.edu/dana_carney/vita.html.

　　22. Schmid Mast, M., Jonas, K., Hall, J. A. (2009). Give a person power and he or she will show interpersonal sensitivity: The phenomenon and its why and when.Journal of Personality and Social Psychology,97,835-850.

　　23. Karremans, J. C., Smith, P. K. (2010). Having the power to forgive: When the experience of power increases interpersonal forgiveness.PersonalityandSocialPsychologyBulletin, 36,1010-1023.

　　24. Shepherd, S. V., Deaner, R. O., Platt, M. L. (2006). Social status gates social attention in monkeys.Current Biology, 16,R119-R120.

　　25. Anderson, C., Berdahl, J. L. (2002). The experience of power: Examining the effects of power on approach and inhibition tendencies.Journal of Personality and Social Psychology,83,1362-1377.

　　26. Goodstadt, B. E., Hjelle, L. A. (1973). Power to the powerless: Locus of control and the use of power.Journal of Personality and Social Psychology,27,190-196.

　　27. Fast, N. J., Burris, E. R., Bartel, C. A. (2014). Managing to stay inthe dark: Managerial self.efficacy, ego defensiveness, and the aversion toemployeevoice.AcademyofManagementJournal,57,1013-1034.

　　28. Smith,P.K.,Dijksterhuis,A.,Wigboldus,D.H.(2008).Powerful people make good decisions even when they consciously think.Psychological Science,19,1258-1259,1258.

　　29. Galinsky, A. D., Magee, J. C., Gruenfeld, D. H., Whitson, J., Liljenquist, K. A. (2008). Power reduces the press of the situation: Implications for creativity, conformity, and dissonance.Journal of Personality and Social Psychology,95,1450-1466.

　　30. Hecht, M. A., LaFrance, M. (1998). License or obligation to smile: The effect of power and sex on amount and type of smiling.Personality and Social Psychology Bulletin,24,1332-1342.

　　31. Keltner, D., Gruenfeld, D. H., Anderson, C. (2003). Power, approach, andinhibition.Psychological Review,110,265-284. 32.Galinsky, A. D., Gruenfeld, D. H., Magee, J. C. (2003). From power to action.Journal of Personality and Social Psychology,85,453-466.

　　33. Magee, J. C., Galinsky, A. D., Gruenfeld, D. H. (2007). Power, propensity to negotiate, and moving first in competitive interactions.Personality and Social Psychology Bulletin,33,200-212.

　　34. Ibid.

　　35. Guinote, A. (2007). Power and goal pursuit.Personality and Social Psychology Bulletin,33,1076-1087.

　　36. Van der Toorn, J., Feinberg, M., Jost, J. T., Kay, A. C., Tyler, T. R., Willer, R., Wilmuth, C. (2015). A sense of powerlessness fosters system justification: Implications for the legitimation of authority, hierarchy, and government.Political Psychology,36,93-110.

　　37. Kang, S. K., Galinsky, A. D.,Kray,L. J., Shirako,A. (2015). Power affects performance when the pressure is on: Evidence for low-power threat and high-power lift.Personality and Social Psychology Bulletin, 41,726-735.

　　38. Nickols, R.A. (2013)The relationship between self-confidence and interpretation of competitive anxiety before and after competition(Doctoral dissertation). Retrieved from ProQuest. (Dissertationnumber3560269.)

　　39. Stajkovic, A. D., Luthans, F. (1998).Self-efficacy and work-related performance: A meta-analysis.Psychological Bulletin,124,240-261.

　　40. 再提供一些资料：男性的睾丸酮水准比女性高了七～八倍，不过它对两性的作用非常相似，少量的睾丸酮也由肾上腺皮质分泌。

　　41. 欲进一步了解睾丸酮与皮质醇在一些其他物种身上与其行为的关联，请参考Mehta, P. H., Josephs, R. A. (2010). Testosterone and cortisol jointly regulate dominance: Evidence for a dual-hormone hypothesis.Hormones and Behavior,58(5),898-906.

　　42. Sapolsky, R. M. (1991). Testicular function, social rank and personality among wild baboons.Psychoneuroendocrinology,16(4),281-293.

　　43. 欲进一步了解，请见Hamilton, L. D., Carr., J. M., Mehta, P. H., Olmstead, N., Whitaker, J. D. (2015). Social neuroendocrinology of status: A review and future directions.Adaptive Human Behavior and Physiology,1(2),202-230; Mehta Josephs, Testosterone and cortisol jointly regulate dominance.

　　44. Sherman, G. D., Lee, J. J., Cuddy, A. J. C., Renshon, J., Oveis, C., Gross, J. J., Lerner, J. S. (2012). Leadership is associated with lower level of stress.Proceedings of the National Academy of Sciences,109,17903-17907.

　　45. 关于压力与表现的相关研究，可参考这篇评论LeBlanc, V. R. (2009). The effects of acute stress on performance: Implications for health professions education.Academic Medicine, 84(10), S25-S33.

　　46. MehtaJosephs,Testosterone and cortisol jointly regulate dominance.

　　47. Sherman, G. D., Lerner, J. S., Josephs, R. A., Renshon, J., Gross, J. J. (2015). The interaction of testosterone and cortisol is associated withattained status in male executives.Journal of Personality and Social Psychology. Retrieved from http://scholar.harvard.edu/files/jenniferlerner/files/sherman_lerner_et_al._in_press testosterone_cortisol_and_attained_status_jpsp.pdf.

　　48. Mehta, P. H., Prasad, S. (2015). The dual-hormone hypothesis: A brief review and future research agenda.Current Opinion in Behavioral Sciences, 3,163-168.

　　49. Jim.nez,M.,Aguilar,R.,Alvero.Cruz,J.R.(2012).Effects of victory and defeat on testosterone and cortisol response to competition: Evidence for same response patterns in men and women.Psychoneuroendocrinology, 37,1577-1581.

　　50. Edwards, D. A., Casto, K. V. (2015). Baseline cortisol moderates testosterone reactivity to women’s intercollegiate athletic competition.Physiology Behavior,142,48-51.

　　51. Edwards, D. A., Casto, K. V. (2013). Women’s intercollegiate athletic competition: Cortisol, testosterone, and the dual-hormone hypothesis as it relates to status among teammates.Hormones and Behavior,64,153-160.

　　52. Lee, J. J., Gino, F., Jin, E. S., Rice, L. K., Josephs, R. A. (2015). Hormones and ethics: Understanding the biological basis of unethical conduct.Journal of Experimental Psychology: General, doi: 10.1037/xge0000099;Science Daily(2015, July 28). Hormones influence ethical behavior, experts say. Retrievedfromhttp://www.sciencedaily.com/releases/2015/07/150728110809.htm.

　　53. Fiske, S. T. (1993). Controlling other people: The impact of power on stereotyping.American Psychologist,48,621-628.

　　54. Ibid.

　　55. Goodwin, S.A.,Gubin,A.,Fiske, S.T.,Yzerbyt, V.Y.(2000).Powercan bias impression processes: Stereotyping subordinates by default and by design.Group Processes Intergroup Relations,3,227-256.

　　56. Overbeck, J. R., Park, B. (2006). Powerful perceivers, powerless objects: Flexibility of power holders’social attention.Organizational Behavior and Human Decision Processes, 99,227-243; Fiske, S. T. (1993). Controlling other people: The impact of power on stereotyping.American Psychologist, 48,621-628;Goodwinetal.,Power can bias impression processes.

　　57. Azzam, T. I., Beaulieu, D. A., Bugental, D. B. (2007). Anxiety andhostility to an“outsider,”as moderated by low perceived power.Emotion,7,660-667.

　　58. McGreal, C. (2012, June9). Robert Caro: A life with LBJ and the pursuit of power.The Guardian. Retrieved from http://www.theguardian.com/world/2012/jun/10/lyndon.b.johnson.robert.caro.biography.

　　第６章

　　1. 全黑队在国际锦标赛（国际球队间的比赛）中已有七六％的赛事都是获胜的。也是二○一四年男子橄榄球世界杯，以及二○一四年男子橄榄球世界杯的年度最佳球队。自从二○○三年十月开始公布世界橄榄球排名起，纽西兰排名第一的时期比其他国家加总还长。他们是第一个赢得了四百场国际锦标赛的队伍，同时，自二○○五年以来，已经七度荣获世界杯橄榄球赛的年度最佳球队。相关资料，请参考：New Zealand national rugbyunion team. (n.d.) In Wikipedia. Retrieved July 17, 2015, from https://en.wikipedia.org/wiki/New_Zealand_national_rugby_union_team.

　　2. 其他包含亚洲人、太平洋岛民、中东人、拉丁美洲人，以及非洲遗民，请参考：Statistics New Zealand Tatauranga Aotearoa. (2014, April 15). 2013Census Quick Stats about culture and identity. Retrieved from http://www.stats.govt.nz/Census/2013.census/profile-and-summary-reports/quickstats-culture-identity/ethnic.groups.NZ.aspx.

　　3. 歌词请见: Haka (sports) (n.d.) in Wikipedia. Retrieved July 17, 2015, from https://en.wikipedia.org/wiki/Haka (sports); AllBlacks. (n.d.); The Haka. Retrieved from http://allblacks.com/Teams/Haka; Wikipedia, New Zealand national rugby union team. 两篇文章皆具有丰富的可靠外部资料连结。

　　4. Lewis,P.(2006,July15).NZRU spin puts the ‘ha’into new haka.The New Zealand Herald. Retrieved from http://www.nzherald.co.nz/opinion/news/article.cfm?c_id=466objectid=1039145.

　　5. Here’sagoodone:https://www.youtube.com/watch?v=HcMO2NqntHA.

　　6. American International Group (2014, October 6). Haka: History. Retrievedfromhttps://www.youtube.com/watch?v=AnlFocaA64M.

　　7. De Waal, F. (2008).The ape and the sushi master: Reflections of a primatologist. New York: BasicBooks,310.

　　8. For more on primate body language, read de Waal, F. (2007).Chimpanzee politics: Power and sex among apes(25th anniversaryed.). Baltimore: Johns Hopkins University Press.

　　9. Carney, D. R., Hall, J. A., LeBeau, L. S. (2005). Beliefs about the nonverbal expression of social power.Journal of Nonverbal Behavior,29,105-123.

　　10. J. Navarro, personal communication (July 9, 2015). For more, seeNavarro, J., Karlins, M. (2008). What every body is saying. New York: HarperCollins.

　　11. 在第一个实验，感觉有权力与无权力透过回忆操控来诱发（也就是，受者者所写他们感到有权力与无权力的时刻）。在第二个实验，有权力与无权力透过角色分配来诱发（也就是，受试者根据假的领导统御测验，随机分配为有权力或无权力者）。Yap, A. J., Mason, M. F., Ames, D. R. (2013). The powerful size others down: The link between powerand estimates of others’size.Journal of Experimental Social Psychology, 49,591 594. Https://www.researchgate.net/publication/256752593_The_powerful_size_others_down_The_link _between_power_and_estimates_of_others%27_size.

　　12. Charles Darwin (1872).The expression of the emotions in man and animals. London: John Murray.

　　13. Martens,J.P.,Tracy,J.L.,Shariff,A.F.(2012).Status signals: Adaptive benefits of displaying and observing the nonverbal expressions of pride and shame.Cognition Emotion,26,390-406,391.

　　14. Tracy, J. L., Robins, R. W. (2004). Show your pride: Evidence for a discreteemotionexpression.Psychological Science, 15,194-197.

　　15. Tracy, J. L., Matsumoto, D. (2008). The spontaneous expression of pride and shame: Evidence for biologically innate nonverbal displays.Proceedings of the National Academy of Sciences, 105,11655-11660.

　　16. Ibid.

　　17. Martens,Tracy, Shariff, Status signals.

　　18. Martens, J. P., Tracy, J. L. (2013). Theemotional origins of a social learning bias: Does the pride expression cue copying?Social Psychological and Personality Science,4,492-499.

　　19. Shariff, A. F., Tracy, J. L., Markusoff, J. L. (2012). (Implicitly) judging book by its cover: The power of pride and shame expressions in shaping judgments of social status.Personality and Social Psychology Bulletin, 38,1178-1193.

　　20. 电影制作公司运用相同的各种先进技术来搜集动作数据，捕捉人的动作，然后运用在动画人物中。简便的数据产生器，置于人体的关节（以及其他重要部位，比如：头、手与脚），接着一组摄影机把影像资料传进可形成三度空间型态的软体中，这项资料能以动画型态重复播放，也可以拿来做分析。

　　21. Cuddy, A. J. C., Troje, N., Schultz, S. (2015). Kinematics of powerful versus powerless movement: Do the powerful walk with a swagger? Working manuscript. 捕捉到的权力运动学，跟从不同性别捕捉的权力运动学非常有关联（也就是这个人物表现得越男性化，例如：在手臂动作、头部动作，大摇大摆，受试者会觉得越有权力。走路的人大小都一样，那些点只代表动作）。在我们最终的分析中，我们移除了性别运动学的资讯，以便清楚看出哪个特质，跟权力有关联，并且创造出中性的有权力与无权力行走者，以备未来的研究可使用。必须注意的是，目前展示的人物是从原始资料而来（亦即尚未排除性别资讯）。

　　22. Seehttp://www.biomotionlab.ca/walking.php.

　　23. Stel, M., van Dijk, E., Smith, P. K., van Dijk, W. W., Djalal, F. M. (2012). Lowering the pitch of your voice makes you feel more powerful and think moreabstractly.Social Psychological and Personality Science,3,497-502; Puts, D. A., Hodges, C. R., C.rdenas, R. A., Gaulin, S. J. (2007). Men’s voices as dominance signals: Vocal fundamental and formant frequencies influence dominance attributions among men.Evolution and Human Behavior, 28,340-344; Puts, D. A., Gaulin, S. J., Verdolini, K. (2006). Dominance and the evolution of sexual dimorphism in human voice pitch.Evolution and Human Behavior,27,283-296.

　　24. Ellyson, S. L., Dovidio, J. F. (Eds.). (1985).Power, dominance, and nonverbal behavior. New York: Springer.Verlag; Holtgraves, T., Lasky, B. (1999). Linguistic power and persuasion.Journal of Language and Social Psychology, 18,196-205; Hosman, L. A. (1989). The evaluative consequences ofhedges, hesitations and intensifiers.Human Communication Research, 1,383-406; Keltner, D., Harker, L. A. (1998). The forms and functions of the nonverbal display of shame. InP. Gilbert B. Andrews (Eds.),Interpersonal approaches to shame(pp.78-98).Oxford: Oxford University Press.

　　25. ElizabethBailyWolf,unpublished manuscript.

　　26. Leaper, C., Ayres, M. M. (2007). A meta-analytic review of gender variations in adults’language use: Talkativeness, affiliative speech, and assertive speech.Personality and Social Psychology Review,11,328-363.

　　27. La France, M., Mayo, C. (1979). A review of nonverbal behaviors of women and men.Western Journal of Communication,43,96-107.

　　28. Cuddy et al., Kinematics of powerful versus powerless movement.

　　29. 关于这个有篇精采的探讨，请见Adam Galinsky and Maurice Schweitzer’s 2015 book,Friend and foe: When to cooperate, when to compete, and how to succeed at both(NewYork: Crown).

　　30. Holland, E., Baily Wolf, E., Looser, C., Cuddy, A. J. C. (2015). Visual attention to powerful postures: People reflexively avert their gaze from nonverbal dominance displays. Working manuscript.

　　31. QA with Jessica Tracy:New York Times. (2009, April 6).Questioning pride. Retrieved from http://consults.blogs.nytimes.com/2009/04/06/questioning.pride/. For a short review of Jessica Tracy’s research on pride displays, see heropen.access article, Tracy, J. L., Randles, D., Steckler, C. M. (2015). The nonverbal communication ofemotions.Current Opinion in Behavioral Sciences, 3,25-30. Retrievedfromhttp://www.sciencedirect.com/science/journal/23521546/3.

　　32. Tiedens, L. Z., Fragale, A. R. (2003). Power moves: Complementarity in dominant and submissive nonverbal behavior.Journal of Personality and Social Psychology,84,558-568.

　　33. Barrick, M. R., Shaffer, J. A., DeGrassi, S. W. (2009). What you see may not be what you get: Relationships among self-presentation tactics and ratings of interview and job performance.Journal of Applied Psychology, 94,1394-1411. Examination of various impression management (IM) tactics hasrevealed significant effects for some verbal tactics(e.g.,the use of positive self-descriptive terms and the telling of personal success stories) but not for nonverbal tactics (e.g., frequent eye contact and smiling; see Gilmore, D. C., Ferris,G.R.[1989].The effects of applicant impression management tacticson interviewer judgments.Journal of Management, 15,557-564; Stevens, C. K., Kristof, A. L. [1995]. Making the right impression: A field study of applicant impression management during job interviews.Journal of Applied Psychology, 80,587-606). However, these effects are attenuated or disappear as interviews become longer (see Tsai, W. C., Chen, C. C., Chiu, S. F. [2005]. Exploring boundaries of the effects of applicant impression management tacticsin job interviews.Journal of Management,31,108-125),are more structured or standardized (see Barrick, M. R., Shaffer, J. A., DeGrassi, S. W. [2009]. What you see may not be what you get: Relationships among self-presentation tactics and ratings of interview and job performance.Journal of Applied Psychology, 94,1394-1411), and involve more highly trained interviewers (see Howard, J. L., Ferris, G. R. [1996]. The employment interview context: Social and situational influences on interviewer decisions.Journal of Applied Social Psychology, 26,112-136). Many other variables moderate the extent to which IM tactics lead to positive versus negative hiring decisions, such as the gender of both candidate and interviewer (see Baron, R. A. [1986].Self-presentation in job interviews: When there can be“too much of a good thing.”Journal of Applied Social Psychology, 16,1628;Rudman,L.A.[1998]. Self-promotion as a risk factor for women: The costs and benefits of counter stereo typical impression management.Journal of Personality and Social Psychology, 74,629-645; Von Baeyer, C. L., Sherk, D. L., Zanna, M. P. [1981]. Impression management in the job interview when the female applicant meets the male(chauvinist) interviewer.Personality and Social Psychology Bulletin, 7,45-51), the valence of the interviewer’s affective state (see Baron,R. A.[1987].Interviewer’s moods and reactions to job applicants: The influence of affective states on applied social judgments.Journal of Applied Social Psychology, 17,911-926), and the perceived similarity of the candidate to the interviewer (seeJudge, T. A., Cable, D. M., Higgins, C. A. [2001]. The employment interview: A review of recent research and recommendations for future research.Human Resource Management Review, 10,383-406). And, perhaps most important, as candidates increase their use of nonverbal IM tactics, interviewers begin to perceive them as inauthentic and manipulative, leading to negative evaluations and hiring decisions (see Baron,Self-presentation in job interviews).

　　34. Semnani.Azad, Z., Adair, W. L. (2011). The display of“dominant”nonverbal cues in negotiation: The role of culture and gender.International Negotiation,16,451-479.

　　35. AmericanInternationalGroup,Haka:History.

　　第７章

　　1. Fairbanks, E. (2015, February 25). How surfing taught me to make choices.The Washington Post. Retrieved from http://www.washingtonpost.com/posteverything/wp/2015/02/25/how-surfing -taught-me-to-make -choices/.

　　2. As cited in Brower, V. (2006).Mind-body research moves towards the mainstream.EMBO Reports,7,358-361.

　　3. James,W.(1884).What is anemotion?Journal of Cosmetic Dermatology,9,188-205,194.

　　4. 提醒注意，约莫在同时期，丹麦物理学家朗格（Carl Georg Lange）独立发展了一个相似的理论，说明情绪是生理感受的反应，非口语表现是情绪的因，而不是果。这就是俗称的「詹姆士—朗格理论」。

　　5. James,What is anemotion?,190.

　　6. Critchley, H. D., Mathias, C. J., Dolan, R. J. (2001). Neuroanatomical basis for first. And second-order representations of bodily states.Nature Neuroscience,4,207-212; Critchley, H. D., Mathias, C. J., Dolan, R. J. (2002). Fear conditioning in humans: The influence of awareness and autonomic arousal on functional neuroanatomy, Neuron,33,653-663.

　　7. Laird, J. D. (1974).Self-attribution ofemotion: The effects of expressive behavior on the quality ofemotional experience.Journal of Personality and Social Psychology,29,475-486.

　　8. Strack, F., Martin, L. L., Stepper, S. (1988). Inhibiting and facilitatingconditions of the human smile: A nonobtrusive test of the facial feedback hypothesis.Journal of Personality and Social Psychology, 54,768-777. This study in fact closely resembles a cartoon-rating experiment in Laird’s 1974 paper.

　　9. Dzokoto, V., Wallace, D. S., Peters, L., Bentsi.Enchill, E. (2014). Attention toemotionand non-western faces: Revisiting the facial feedback hypothesis.The Journal of General Psychology,141,151-168; Mori, K., Mori, H. (2009). Another test of the passive facial feedback hypothesis: When your facesmiles, you feel happy.Perceptual and MotorSkills,109,76-78.

　　10. Ito, T. A., Chiao, K. W., Devine, P. G., Lorig, T. S., Cacioppo, J. T. (2006). The influence of facial feedback on race bias.Psychological Science, 17,256-261.

　　11. Mori,H.,Mori,K.(2007).A test of the passive facial feedback hypothesis: We feel sorry because we cry.Perceptual and Motor Skills,105,1242-1244.

　　12. Mori, K., Mori, H. (2010). Examination of the passive facial feedback hypothesis using an implicit measure: With a furrowed brow, neutralobjects with pleasant primes look less appealing.Perceptual and Motor Skills, 111,785-789; Larsen, R. J., Kasimatis, M., Frey, K. (1992). Facilitating the furrowed brow: An unobtrusive test of the facial feedback hypothesis applied to unpleasant affect.Cognition Emotion,6,321-338; Duclos, S. E., Laird, J. D. (2001). The deliberate control ofemotional experience through control of expressions.Cognition Emotion,15,27-56.

　　13. Lewis, M. B., Bowler, P. J. (2009). Botulinum toxin cosmetic therapy correlates with a more positive mood.Journal of Cosmetic Dermatology, 8,24-26.

　　14. Wollmer, M. A., de Boer, C., Kalak, N., Beck, J., G.tz, T., Schmidt, T.,...Kruger,T. H.(2012).Facing depression with botulinum toxin: A randomized controlled trial.Journal of Psychiatric Research,46,574-581.

　　15. Neal, D. T., Chartrand, T. L. (2011). Embodiedemotionperception amplifying and dampening facial feedback modulatesemotionperception accuracy.Social Psychological and Personality Science,2,673-678.

　　16. Dimberg, U., Thunberg, M., Elmehed, K. (2000). Unconscious facial reactions toemotional facial expressions.Psychological Science, 11,86-89.

　　17. North.Hager, E. (2011, April 22).Botox impairs ability to understandemotions of others. Retrieved from https://pressroom-usc-edu/botox-impairs-ability-to-understand-emotions-of-others/.

　　18. Ibid.

　　19. Laird, J. D., Lacasse, K. (2014). Bodily influences onemotional feelings: Accumulating evidence and extensions of William James’s theory ofemotion.Emotion Review,6,27-34,31-32. For a more complete review of the research on facial feedback, see Laird, J. D. (2006). Feelings:The perception of self. Oxford: Oxford University Press.

　　20. Some people advocate dropping the D from PTS to remove the stigma of the word disorder. See Thompson, M.(2011, June 5).The disappearing“disorder”: Why PTS is becoming PTS. Retrieved from http://nation.time.com/2011/06/05/the.disppearing.disorder.why.PTS.is.becoming.pts/.

　　21. Van der Kolk, B. A. (2014).The body keeps the score. New York: Viking,213.

　　22. Interlandi, J. (2014, May 22). A revolutionary approach to treating PTS. TheNew York TimesMagazine. Retrieved from http://www.nytimes.com/2014/05/25/magazine/a-revolutionary-approach-to-treatin-PTS.html.

　　23. Sepp.l., E. M., Nitschke, J. B., Tudorascu, D. L., Hayes, A., Goldstein, M. R., Nguyen, D. T. H., Perlman, D., Davidson, R. J. (2014). Breathing-based meditation decreases posttraumatic stress disorder symptoms in U.S. military veterans: A randomized controlled longitudinal study.Journal of Traumatic Stress, 27,397-405.

　　24. As cited in ibid.

　　25. McGonigal, K. (2009). Yoga for pain relief: Simple practices to calm your mind and heal your chronic pain. Oakland, CA: New Harbinger Publications.

　　26. Vander Kolk,The body keeps the score, 214.

　　27. Ibid., 208. 在这本书中，我只把焦点放在呼吸与动作，不过韵律与唱诵也可以帮助人达到最佳状态，想知道更多可参考van der Kolk的书。

　　28. Van der Kolk, B. A., Stone, L., West, J., Rhodes, A., Emerson, D., Suvak, M., Spinazzola, J. (2014). Yoga as an adjunctive treatment for posttraumatic stress disorder: A randomized controlled trial.The Journal of Clinical Psychiatry,75,559-565.

　　29. Melville, G. W., Chang, D., Colagiuri, B., Marshall, P. W., Cheema, B. S. (2012). Fifteen minutes of chair-based yoga postures or guided meditation performed in the office can elicit a relaxation response.Evidence-Based Complementary and Alternative Medicine,2012.

　　30. For a recent overview, see Muhtadie, L., Koslov, K., Akinola, M., Mendes, W. B. (2015). Vagal flexibility: A physiological predictor of social sensitivity.Journal of Personality and Social Psychology,109,106-120.

　　31. VanderKolk,The body keeps the score,201.

　　32. Sepp.l. et al.,Breathing.based meditation; Bhasin, M. K., Dusek, J. A., Chang, B. H., Joseph, M. G., Denninger, J. W., Fricchione, G. L., Benson, H., Libermann, T. A. (2013). Relaxation response induces temporal transcript to me changes in energy metabolism, insulin secretion and inflammatory pathways. PLoS ONE, 8,e62817-e62825; Peters, R. K., Benson, H., Porter, D. (1977). Daily relaxation response breaks in a working population: I. Effectson self-reported measures of health, performance, and well-being.American Journal of Public Health, 67,946-953; Benson, H., Wilcher, M., Greenberg, B., Huggins, E., Ennis, M., Zuttermeister, P. C., Myers, P., Friedman, R. (2000). Academic performance among middle school students after exposure to a relaxation response curriculum.Journal of Research and Development in Education, 33,156-165; Tyson, P. D. (1998). Physiological arousal, reactive aggression, and the induction of an incompatible relaxation response.Aggression and Violent Behavior, 3,143-158; Marchand, W. R. (2013). Mindfulness meditation practices as adjunctive treatments for psychiatric disorders.Psychiatric Clinics of North America,36,141-152; Marchand, W. R. (2012). Mindfulness-based stress reduction, mindfulness-based cognitive therapy, and Zen meditation for depression, anxiety, pain, and psychological distress.Journal of PsychiatricPractice,18,233-252.

　　33. Philippot, P., Chapelle, G., Blairy, S. (2002). Respiratory feedback in the generation ofemotion.Cognition Emotion,16,605-627.

　　34. Terathongkum, S., Pickler, R. H. (2004). Relationships among heart rate variability, hypertension, and relaxation techniques.Journal of Vascular Nursing, 22,78-82; Bhasin et al., Relaxation response induces temporal transcript to me changes; West, J., Otte, C., Geher, K., Johnson, J., Mohr, D. C. (2004). Effects of Hatha yoga and African dance on perceived stress, affect, and salivary cortisol. Annals of Behavioral Medicine, 28,114-118;Kim, S.H.,Schneider,S.M.,Bevans, M., Kravitz,L.,Mermier, C.,Qualls,C., Burge, M. R. (2013). PTSD symptom reduction with mindfulness-based stretching and deep breathing exercise: Randomized controlled clinical trial of efficacy.The Journal of Clinical Endocrinology Metabolism, 98,2984-2992; Nater, U. M., Rohleder, N. (2009). Salivaryalpha.amylase as anon.invasive biomarker for the sympathetic nervous system: Current state of research.Psychoneuroendocrinology,34,486-496.

　　35. Fairbanks,How surfing taught me to make choices.

　　第８章

　　1. 我上幼稚园后，我们搬回我父母生长的宾州。我父亲是华盛顿州的公园管理员，我在此所描述的公园是华盛顿州范提吉（Vantage）地区的「州立银杏石化森林公园」（Ginkgo Petrified Forest State Park），二○○○年时，范提吉的人口降到七十人，不过石造小屋还伫立在那儿，就在公园正中央。

　　2. Carney, D., Cuddy, A. J. C., Yap, A. (2010). Power posing: Brief nonverbal displays affect neuroendocrine levels and risk tolerance.Psychological Science, 21,1363-1368. 请注意，这两个实验都在这份报告中。然而，因为编辑上的考量，我们必须省略第一个实验大篇幅的方法论细节。你可到General Discussion搜寻原始报告，在那里你会找到一个浓缩成一段的摘要。在本书中，我提供了更多细节。

　　3. Minvaleev,R.S.,Nozdrachev,A.D.,Kir’yanova,V.V.,Ivanov,A.I. (2004). Postural influences on the hormone level in healthy subjects: I. The cobra posture and steroid hormones.Human Physiology,30,452-456.

　　4. 他们也会看去氢皮质酮（dehydroepiandrosterone；DHEA），以及醛固酮（aldosterone，在调节血压扮演中心角色），不过结果是综合的，有些受试者感受到改变，有的则没有。

　　5. 即便在最简单的瑜伽规则中，大多数体位都挺复杂的。有许多身体部位的动作，全都要恰当地保持同步平衡。体位必须保持不动一段时间，还要加上呼吸与正念等元素。若要速效，务实来说，瑜伽对大多数人在大多数时候，都不算是最简便的做法。

　　6. 荷尔蒙水准通常从血液或透过唾液样本来检测。虽说前者提供比较保险的测验，社会心理学家却很少收集血液样本，所以唾液样本是最标准的。为了正确测量针对某刺激唾液中的睾丸酮与皮质醇水准变化，例如：有权力姿势，（一）此研究（因应这些荷尔蒙的日常水准变化）应该在下午进行，样本搜集也是。（二）实验人员应该在受试者抵达实验室后，至少十分钟之后，才搜集第一次的唾液样本，这是为了让荷尔蒙水平回归正常。（三）实验人员应该在进行预设的刺激之后十五～二十分钟之后，才去搜集唾液样本。

　　7. Riskind, J. H., Gotay, C. C. (1982). Physical posture: Could it have regulatory or feedback effects onmotivation and emotion?Motivation and Emotion, 6,273-298; Riskind, J. H. (1984). They stoop to conquer: Guiding and self-regulatory functions of physical posture after success and failure.Journal of Personality and Social Psychology,47,479-493.

　　8. Stepper, S., Strack, F. (1993). Proprioceptive determinants ofemotional and nonemotional feelings.Journal of Personality and Social Psychology, 64,211-220.

　　9. 「有黏力的点子」这概念十分有趣，特别是运用在行销上。想进一步了解为什么有些点子有黏力有些却没有，可阅读： Heath, C., Heath, D. (2007).Made to stick. New York: Random House.

　　10. 关于这些研究的摘要，请见Carney, D. R., Cuddy, A. J., Yap, A. J. (2015). Review and summary of research on the embodiedeffects of expansive (vs. contractive) nonverbal displays.Psychological Science, 26,657-663.

　　11. Huang, L., Galinsky, A. D., Gruenfeld, D. H., Guillory, L. E. (2011). Powerful postures versus powerful roles: Which is the proxy correlate of thought and behavior?Psychological Science,22,95-102.

　　12. Thein, S. M. (2013).Embodied foundations of the self: Food, grooming, and cultural pathways of human development in Burma-Myanmar and the United States(UCLA: psychology dissertation 0780). Retrieved from https://escholarship.org/uc/item/6n09v64m.

　　13. Riskind,They stoop to conquer.

　　14. Nair, S., Sagar, M., Sollers III, J., Consedine, N., Broadbent, E. (2015). Do slumped and upright postures affect stress responses? A randomized trial.Health Psychology,34,632-641.

　　15. Kacewicz, E., Pennebaker, J. W., Davis, M., Jeon, M., Graesser, A. C. (2014). Pronoun use reflects standings in social hierarchies.Journal of Language and Social Psychology, 33(2), 125-143;Bernstein,E. (2013,October7). A tiny pronoun says a lot about you: How often you say“I”says a lot more than you realize.Wall Street Journal. Retrieved from http://www.wsj.com/articles/SB10001424052702304626104579121371885556170.

　　16. Michalak, J., Mischnat, J., Teismann, T. (2014). Sitting posture makes a difference—Embodiment effects on depressive memory bias.Clinical Psychology Psychotherapy,21,519-524.

　　17. Michalak, J., Rohde, K., Troje, N. F. (2015). How we walk affects what we remember: Gait modifications throughbiofeedbackchange negative affective memory bias.Journal of Behavior Therapy and Experimental Psychiatry, 46,121-125.

　　18. Guillory, L. E., Gruenfeld, D. H. (2010). Fake it till you make it: How acting powerful leads to feeling empowered. Manuscript in preparation.

　　19. Kwon, J., Kim, S. Y. (2015). The effect of posture on stress and self-esteem: Comparing contractive and neutral postures. Unpublished manuscript.

　　20. Wilson, V. E., Peper, E. (2004). The effects of upright and slumped postures on the recall of positive and negative thoughts.Applied Psychophysiology and Biofeedback,29,189-195.

　　21. Bri.ol, P., Petty, R.E., Wagner, B.(2009). Body posture effects on self-evaluation: A self-validation approach.European Journal of Social Psychology, 39,1053-1064.

　　22. Arnette, S. L., Pettijohn II, T. F. (2012). The effects of posture on self-perceived leadership.International Journal of Business and Social Science,3,8-13.

　　23. Noda, W., Tanaka.Matsumi, J. (2009). Effect of a classroom-based behavioral intervention package on the improvement of children’s sitting posture in Japan.Behavior Modification,33,263-273.

　　24. Peper, E., Lin, I. M. (2012). Increase or decrease depression: How body postures influence your energy level.Biofeedback,40,125-130.

　　25. Allen, J., Gervais, S. J., Smith, J. (2013). Sit big to eat big: The interaction of body posture and body concern on restrained eating.Psychology of Women Quarterly,37,325-336.

　　26. Park, L. E., Streamer, L., Huang, L., Galinsky, A. D. (2013). Stand tall, but don’t put your feet up: Universal and culturally. specific effects of expansive postures on power.Journal of Experimental Social Psychology,49,965-971.

　　27. Lee, E. H., Schnall, S. (2014). The influence of social power on weight perception.Journal of Experimental Psychology: General, 143,1719-1725.

　　28. Jordet, G., Hartman, E. (2008). Avoidance motivation and choking under pressure in soccer penalty shootouts.Journal of Sport and Exercise Psychology, 30(4),450-457.

　　29. Bohns, V. K., Wiltermuth, S. S. (2012). It hurts when I do this (or you do that): Posture and pain tolerance.Journal of Experimental Social Psychology, 48,341-345.

　　30. Cuddy, A. C., Wilmuth, C. A., Yap, A. J., Carney, D. R. (2015). Preparatory power posing affects nonverbal presence and job interview performance.Journal of Applied Psychology,100,1286-1295.

　　31. 想了解进一步资讯，请见Fejer, R., Kyvik, K. O., Hartvigsen, J. (2006). The prevalence of neck pain in the world population: A systematic critical review of the literature.European Spine Journal,15,834-848.

　　32. S.August, personal communication.

　　33. 在史蒂夫．奥古斯特（Steve August）写给我的另一封电子邮件中，他继续解释：简单来说，事情是这样的：（一）驼背会日积月累。最后上背会弯曲，这样一来，冻结在一种紧缩的姿势中，脊椎四周坚韧的胶质也会缩短、堆积在不动的关节周边，当这些渐渐变硬，没人能自己把这弯曲再伸展开来，必须透过足够的外力才能做到。这是杠杆作用。（二）脖子后面的肌肉，必须加倍力量来能把头撑起，即便只是向前看或看看小萤幕。因此这样紧缩，就会损伤有黏性的纤维，为了修复那紧缩，又再次损伤而变短。（三）脖子前侧的肌肉较少运用且较弱，因此下巴突出。（四）这种驼背、凸下巴的姿势压迫了脖子的每段关节，那么迟早有一些会紧紧锁住，造成脖子酸痛，并发其他疼痛，以及头痛。根据保守估计，现在当你读到这里，使用电脑的六位成年人当中就有一个，有上背部或脖子剧烈疼痛的问题，或者因脖子引发的头痛。那代表，有六千万欧洲人，四千五百万美国人，以及三百三十万澳洲人，有这样的问题。这数据说不定已经过时了。有用的资讯请参考这篇报告：Ren. Fejer, Kirsten Ohm Kyvik, and Jan Hartvigsen called“The prevalence of neck pain in the world population: A systematic critical review of the literature,”published in theEuropean Spine Journalof June 2006(15[6],pages834-848).

　　34. Bos, M. W., Cuddy, A. J. (2013). iPosture: The size of electronic consumer devices affects our behavior. Harvard Business School working paper. 在另一个研究中，我们提出，装置越小，我们个姿势越紧缩——双手更靠拢，肩膀与手臂下垂，我们整体越无法扩张。

　　35. Sharma,N.,Baron,J.C.(2013).Does motor imagery share neural networks with executed movement: A multivariate fMRI analysis.Frontiers in Human Neuroscience,7, 564; Nyberg, L., Eriksson, J., Larsson, A., Marklund, P. (2006). Learning by doing versus learning by thinking: An fMRI study of motor and mental training.Neuropsychologia, 44,711-717;Jeannerod, M., Frak, V. (1999). Mental imaging of motor activity in humans.Current Opinion in Neurobiology, 9,735-739.

　　36. Boly, M., Coleman, M. R., Davis, M. H., Hampshire, A., Bor, D., Moonen, G., Maquet, P. A., Pickard, J. D., Laureys, S., Owen, A. M. (2007). When thoughts become action: An fMRI paradigm to study volitional brain activity in non-communicative brain injured patients.NeuroImage,36,979-992.

　　37. Cyranoski, D. (2012, June 13). Neuroscience: The mind reader.Nature.Retrievedfromhttp://www.nature.com/news/neuroscience-the-mind-reader 1.10816.

　　38. Aflalo, T., Kellis, S., Klaes, C., Lee, B., Shi, Y., Pejsa, K., Shanfield, K., Hayes.Jackson, S., Aisen, M. Heck, C., Liu, C., Andersen, R. A. (2015). Decoding motor imagery from the posterior parietal cortex of a tetraplegic human.Science,348,906-910.

　　39. Cuddy, A. J. C., Thornley, N. The body in the brain: Imagining oneself in a powerful posture increases confidence and decreases social threat. Working manuscript.

　　40. Lanier, J. (2001). Virtually there.Scientific American,284,66-75; Slater,M., Spanlang,B.,Sanchez.Vives,M. V.,Blanke,O.(2010).First person experience of body transfer in virtual reality. PLoSON ,5,e10564; Kilteni, K., Normand, J..M.,Sanchez.Vives, M. V., Slater, M. (2012). Extending body space in immersive virtual reality: A very long arm illusion. PLoS ONE 7, e40867.

　　41. Yee, N., Bailenson, J. (2007). The Proteus effect: The effect of transformed self-representation on behavior.Human Communication Research,33,271-290.

　　42. Rosenberg,R.S.,Baughman,S.L.,Bailenson,J.N.(2013).Virtual superheroes: Using superpowers in virtual reality to encourage prosocial behavior.PLoSONE,8,e55003.

　　43. Yap, A. J., Wazlawek, A. S., Lucas, B. J., Cuddy, A. C., Carney, D. R. (2013). The ergonomics of dishonesty: The effect of incidental posture on stealing, cheating, and traffic violations.Psychological Science, 24,2281-2289.

　　44. 如同所有心理学现象，有许多因素放大或抑制了扩张性姿势。最重要的，外在情境大有关系，例如：有项研究指出，当人们被要求想像被警察搜身时，采用扩张性姿势，并不会增加风险忍受度。参与社会性任务，例如：看着照片中的人脸，同时摆出扩张性姿势，似乎增加了效果力道。也许是因为权力总是被认为是一种社会性的结构。另一个需要进一步验证的是，一个人保持姿势的那段时间。因为我在TED演说中讨论了我们第一项研究，在其中，人们做出两种姿势，为时两分钟。「两分钟」带来某种神奇特质，使得这演讲与研究的新闻，在大众文化圈中散播开来。是的，在那个研究中，两分钟可行。不过，有十五个或更多的扩张性姿势研究，受试者维持一个姿势，三十秒到五分钟不等的时间。而在瑜伽课中，大家会进行一系列动作，长达一小时或更久。两分钟并非不得变动的预设值，事实上，维持一个姿势超过一分钟或两分钟（不在瑜伽课时），似乎会开始感觉不舒服而且很尴尬，那让人们太过觉察自我，而且或许会削弱了权力姿势的力道。在一些试行研究中，我们曾以孩童为受试者，他们维持姿势到二十秒就开始感觉尴尬。如果你想阅读更多可能的调整做法，可参考Carney, D. R., Cuddy, A. J., Yap, A. J. (2015). Review and summary of research on the embodied effects of expansive (vs. contractive) nonverbal displays.Psychological Science, 26(5),657-663.

　　第９章

　　1. Finkel, E. J., Eastwick, P. W. (2009). Arbitrary social norms influence sex differences in romantic selectivity.Psychological Science, 20,1290-1295.

　　2. 想知道更多做简报时有用的肢体语言，请参考Neffinger,J., Kohut, M.(2014).Compelling People. NewYork: Plume.

　　3. Ibid.

　　4. Merchant, N. Sitting is the new smoking of our generation (January 14,2013).Harvard Business Review. Retrieved from https://hbr.org/2013/01/sitting.is.the.smoking.of.our.generation/.

　　5. 想知道更多关于走路会议的事，请看妮洛佛．莫甚（Nilofer Merchant）的TED演说：“Got a meeting? Take a walk,”retrieved from: https://www.ted.com/talks/nilofer_merchant_got_a_meeting_take_a_walk. 你也可以看这篇文章，其中描写了一些边走边开会的显著好处：Economy, P. (2015, April 6). 7 powerful reasons to take your next meeting for a walk. Inc. Retrieved from http://www.inc.com/peter.economy/7-powerful-reasons-to-take-your-next-meeting-for-a-walk.html.

　　第10章

　　1. Bos, M. Cuddy, A. (2011, May 16). A counter. intuitive approach to making complex decisions.Harvard Business Review. Retrieved from https://hbr.org/2011/05/a.counter.intuitive.approach.t/.

　　2. Lamott, A. (1995).Bird by bird: Some instructions on writing and life(p.28). NewYork: Anchor.

　　3. 我不认识任何能从脑部创伤康复的人；所有人不可避免都因此改变了。我处理资讯的方式变了，而且还在持续对抗对生活无碍但令人不耐烦的脑部创伤相关问题，例如：视力问题。

　　4. Jachimowicz, J. M., McNerney, S. (2015, August 13). Should governments nudge us to make good choices?Scientific American. Retrieved fromhttp://www.scientificamerican.com/article/should-governments-nudge-us-to-make-good-choices/.

　　5. 进一步了解Opower，请见Cuddy, A. J. C., Doherty, K., Bos, M. W. OPOWER: Increasing energy efficiency through normative influence (A).Harvard Business School Case911.016 (2010, Revised 2011); Bos, M. W., Cuddy, A. J. C., Doherty, K. OPOWER: Increasing energy efficiencythrough normative influence (B).Harvard Business School Case911.061(2011); Navigant Consulting. Evaluation Report: OPOWER SMUD pilotyear2. (February 20, 2011). Retrieved from http://opower.com/company/library/verification.reports?year=2011; Allcott, H. (2011). Social norms and energy conservation. Journal of Public Economics, 95,1082-1095; Ayres, I., Raseman, S., Shih, I. (2009). Evidence from two large field experiments that peer comparison feedback can reduce residential energy usage. (July 16,2009). Fifth Annual Conference on Empirical Legal Studies Paper. Retrievedfromhttp://papers.ssrn.com/sol3/papers.cfm?abstract_id=1434950.

　　6. Singal, J. (2013, April 26). Daniel Kahneman’s gripe with behavioral economics.The Daily Beast. Retrieved from http://www.thedailybeast.com/articles/2013/04/26/daniel-kahneman-s-gripe-with-behavioral-economics.html.

　　7. Thaler, R. H., Sunstein, C. R., Balz, J. P. (2012). Choice architecture. In E. Shafir (Ed.),The behavioral foundations of public policy(pp. 245-263). Princeton, NJ: Princeton University Press.

　　8. 我开始注意到，人们发展出的许多小小的自我发明，包含有权力姿势，要依赖两到三个轻推理论中的原则。我想出「自我轻推」一词，并在人格与社会心理学学会（Society for Personality and Social Psychology；SPSP）年度会议上，与人一起针对这主题举办了一场座谈会。

　　9. Dweck, C. (2014, December). The power of believing that you can improve. TED. Retrieved from https://www.ted.com/talks/carol_dweck_the_power_of_believing_that_you_can_improve/transcript.

　　10. Miu, A. S., Yeager, D. S. (2015). Preventing symptoms of depression by teaching adolescents that people can change: Effects of a brief incremental theory of personality intervention at 9.month follow.up.ClinicalPsychological Science.DOI:10.1177/2167702614548317.

　　11. Rosenthal, R., Jacobson, L. (1968). Pygmalion in the classroom.The Urban Review,3,16-20.

　　12. Word, C. O., Zanna, M. P., Cooper, J. (1974). The nonverbal mediation of self-fulfilling prophecies in interracial interaction.Journal of Experimental Social Psychology, 10,109-120.

　　13. See, for example, Lepper, M. P., Greene, D., Nisbett, R. E. (1973). Undermining children’s intrinsic interest with extrinsic reward: A test of the“over justification”hypothesis.Journal of Personality and Social Psychology, 28,129-137.

　　14. Cuddy, A. J. C., Brooks, A. W. (Chairs). (2014). Self.nudges: How intrapersonal tweaks change cognition, feelings, and behavior. Symposium conducted at the fifteenth annual meeting of the Society for Personality and Social Psychology, Austin,TX.

　　15. Brooks, A. W. (2014). Get excited: Reappraising pre-performance anxiety as excitement.Journal of Experimental Psychology: General,143,1144-1158.

　　16. Baer, D. (2013, November 26). Feeling anxious? Why trying to“keep calm”is a terrible idea.Fast Company. Retrieved from http://www.fastcompany.com/3022177/leadership .now/feeling -anxious -why -trying-to-keep-calm-is-a-terrible.idea.

　　17. Hershfield, H. (2014, September 9). How can we help our futureselves? (TEDxEast talk).YouTube. Retrieved from https://www.youtube.com/watch?v=tJotBbd7MwQ.

　　18. Kogut, T., Ritov, I.(2005). The“identified victim”effect: An identified group, or just a single individual?Journal of Behavioral Decision Making, 18,157-167; Loewenstein, G., Small, D., Strnad, J. (2006). Statistical, identifiable, and iconic victims. In E. J. McCaffery J. Slemrod (Eds.),Behavioral public finance(pp.32-46).New York: Russell Sage Foundation.

　　19. Ersner.Hershfield, H., Wimmer, G. E., Knutson, B. (2009). Saving for the future self: Neural measures of future self-continuity predict temporal discounting.Social Cognitive and Affective Neuroscience,4,85-92.

　　20. Hershfield, H. E., Goldstein, D. G., Sharpe, W. F., Fox, J., Yeykelis, L., Carstensen, L. L., Bailenson, J. N. (2011). Increasing saving behavior through age-progressed renderings of the future self.Journal of Marketing Research,48,S23-S37.

　　21. Learn more about age-progression technology at http://www.modiface.com/news.php?story=210.

　　22. Adam, H., Galinsky, A. D. (2012). Enclothed cognition.Journal of Experimental Social Psychology,48,918-925.

　　第11章

　　1. To watch a video about Vafi, go to https://www.youtube.com/watch?v=1Kzftoa2WAE. To watch a video about Draumur, go to https://vimeo.com/104160336.

　　2. 人与马不是例外，狗也是如此，特别是在社会性的情境下，如同人们在狗园会看见的，狗弯曲并「压低」的姿势，已知与皮质醇以及明显压力升高有关；另一方面，摆出开放性姿势时则相反。请参考Carrier, L. O., Cyr, A., Anderson, R. E., Walsh, C. J. (2013). Exploring the dog park: Relationships between social behaviours, personality and cortisol in companion dogs.Applied Animal Behaviour Science,146,96-106; Beerda, B., Schilder, M. B., van Hooff, J. A., de Vries, H. W., Mol, J. A. (1998). Behavioural, saliva cortisol and heart rate responses to different types of stimuli in dogs.Applied Animal Behaviour Science,58,365-381.

版权页

姿势决定你是谁

2017年11月电子版发行

2016年12月2日实体版初版第一刷发行

作者：艾美．柯蒂（Amy Cuddy）

发行人：张辉明

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Presence：Bringing Your Boldest Self to Your Biggest Challenges

This edition published by arrangement with Little, Brown, and Company, New York, New York, USA through Bardon- Chinese Media Agency.

本文

　　前言　我用姿势战胜挑战，展现最佳状态