姿勢決定你是誰

書封

好評推薦

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「有一種勇敢，就是全世界只有你知道自己在害怕。」——「那些電影教我的事」FB粉絲團　水ㄤ、水某

「加州大學的雅伯特．摩樂扁教授（Albert Mehrabian）曾經說過：『演講中，文字、聲音及動作的百分比分別是七％、三八％及五五％，雖然我認為一個演講中要傳達的訊息，啟示仍是重要，但是他的肢體語言更是佔了非常大的影響。』我們從艾美．柯蒂的這本書中可以學習如何利用姿勢的展現來讓人對你有信心，你要先從相信自己做起，萬事則靈。」——前中華民國國際演講協會總會長　張可芸

「任何想要全力以赴的人，必讀之書。」——金．哈伯特（Kim Hubbard），《時人雜誌》（People）本週好書

「柯蒂非常貼近人心、惹人喜愛。她的新書既科學，又娛樂性十足。」——美聯社（Associated Press）

「展現最佳狀態的研究鉅作。」——《富比士雜誌》（Forbes）

「這是一本艾美．柯蒂精心描寫的好書。她優雅地書寫出身心是如何影響我們是誰、以及別人如何看待我們。這本廣納研究的書已經遠超過她當初TED演講的廣度。又深又廣地蒐集科學研究來探討我們如何改變自己，以及我們該如何掌握影響力的科學。但首先我們得先了解，身體如何影響心靈，而心靈如何和身體一起運作、改變我們、改變我們的形象、也改變這個世界。」——喬．納瓦羅（Joe Navarro），《FBI教你讀心術》（What Every Body is Saying）作者

「柯蒂給我們既實用又深刻的建議，也告訴我們要如何展現最真實、最好的自己，才是最重要的事。情感有傳染力，如果你自己顯得平靜又樂觀，別人就很有可能這樣回應你。」——麥可．偉勒（Michael Wheeler），《談判的藝術》（The Art of Negotiation）作者

「你可能不知道別人多麼受你肢體語言的影響。艾美．柯蒂在這本美好的新書中，解釋了身與心如何連結，影響了我們對自己的看法、以及我們在這世界的地位。」——海蒂．哈佛森（Heidi Grant Halvorson），《該如何解決沒人瞭解你的困境》（No One Understands You and What to Do About It）作者

「關於掌握自信的一本迷人、令人愛不釋手的作品。柯蒂解謎了近一世紀的研究，展現給我們看，如何能夠靠著改變我們表現自己的方法，來獲得更大的成功和真誠。」——亞當．格蘭特（Adam Grant），《給予：華頓商學院最啟發人心的一堂課》（Give and Take）作者

「本書正是那種全世界都會需要的行為科學書籍。」——羅伯特．席爾迪尼（Robert Cialdini），《紐約時報》暢銷書《影響力》（Influence）作者

「區分行動派和無作為者的只有一件事——權力。柯蒂幫助我們理解了要如何建立起個人權力，自信卻又不自大。這本書推薦給所有的行動派人士。」——賽門．西奈克（Simon Sinek），《最後吃，才是真領導》（Leaders Eat Last）作者

「生命中除了做自己，還有什麼更重要的事？這本聰慧、引人入勝、又實用的書中，柯蒂介紹了我們最需要的，關於最佳狀態的最新心理學發現，我強力推薦此書！」——威廉．尤瑞（Willam Ury），《說服自己，就是最聰明的談判力》（Getting to Yes with Yourself）作者

「我愛死艾美．柯蒂這一本新書了。」——喬安娜．柯爾（Joanna Coles），《柯夢波丹》總編輯（Cosmopolitan）

前言

我喜歡坐在波士頓書店的咖啡區吧檯，開著筆記型電腦寫稿。十分鐘前我點了咖啡和馬芬蛋糕。服務生是一位笑容滿面、戴著眼鏡的黑髮女孩。她停頓了一下，然後悄悄地對我說：「我只是想跟妳說，妳的TED演講對我來說意義重大，讓我大受激勵。幾年前，我有一門課的教授分享了那段影片。我目前正在申請醫學院，我想跟妳說，參加醫學院入學測驗之前，我站在浴室裡假裝自己是神力女超人，那招果真有效。雖然妳不認識我，卻幫我找出自己人生真正想做的事，那就是念醫學院。而妳幫了我，謝謝妳。」

我不禁熱淚盈眶，問她：「妳叫什麼名字？」

「費塔茵。」然後我們又聊了大約十分鐘，聊到費塔茵過去的困境，以及她對未來剛萌生的振奮之情。

每個上前找我的人都很獨特、很令人難忘，不過這類互動發生得比我想像更頻繁：陌生人親切地跟我打招呼，告訴我他們已經成功克服某個挑戰，然後感謝我幫助他們。這些人有男有女，有老有少、有內向害羞、也有外向合群，有窮人、也有富人。而他們的共通之處是——他們都在面對強大壓力與焦慮時感到無助，而他們也都找到了一個異常簡單的方法，把自己從無助中解放，至少在事發當下是如此。

大多數作家的經驗是書先出版，然後才收到讀者回應，而我的經驗卻是反過來。我先是做了一系列的實驗，促成我到二○一二年TED全球會議上演講。在演講中，我探討了一系列耐人尋味的研究發現，主題是「我們的身體如何影響我們的大腦與行為」。（我就是在那裡描述了費塔茵所提，浴室裡的神力女超人，在後文我會做解釋；那動作可以在我們面對挑戰情境時，快速增進我們的自信，降低我們的焦慮。）我也分享了我如何跟自己的「冒牌者症候群」（impostor syndrome）奮戰，以及我怎麼「騙過自己」，讓自己感到很有自信，最後轉變成真的有自信。我稱這種現象為「假裝到你真的變成那樣」（順便一提，在演講時，我談到自己的掙扎，那部分完全不在計畫之內；稿子裡沒這段，因為我並不認為自己膽敢在幾百個我不認識的聽眾面前，透露這麼私人的事⋯⋯）雖然我對這主題深有同感，但我並不知道它是否能引起大家的迴響。沒想到那段二十一分鐘的影片上線後，我就開始陸續聽到很多人說自己已經看過了。

當然聽我的演說，不會神奇地賦予費塔茵考好醫學院入學測驗所需要的知識。她並沒有因此更深入理解平滑型菌株與粗糙型菌株的不同特徵，或者瞭解能量定理與動能變化的關聯是怎麼運作的。不過，這演說也許釋放了恐懼，無礙她展現所學。因為無權力感（powerlessness）會吞噬我們，以及我們所相信、理解與感受到的所有事。它會掩蓋了我們的本質，讓我們隱形，甚至讓我們跟自己疏離。

無權力感的相反，必定是「擁有權力」，是嗎？某種程度來說是的，不過事情沒那麼簡單。我多年來所做的研究（現在隸屬於一個龐大的研究領域）專門探索一種我稱為「展現最佳狀態」（presence）的特質。展現最佳狀態是從相信、信任自己而來的——包含你真切、誠實的感受，你的價值與能力。這很重要，因為如果連你都不相信自己，要別人怎麼信任你？不管是在兩個人或五千人面前演說、面談一份工作、爭取加薪、或者向潛在投資者提案某項商業計畫、為自己發言、或替別人說話，我們都會面臨令人膽怯的片刻，那種時候若想自我感覺良好或為自己人生做出進展，就必須保持鎮定。展現最佳狀態賦予我們力量，挺身面對這些時刻。

醫生判我腦部受損，最後仍名校畢業，怎麼辦到？

我印象最深的是朋友在白板上為我留下的卡通圖畫與愛心留言。那時我大二，在醫院病房醒來，望了四周一圈，全是卡片和花。我全身無力，同時卻又焦急又激動。我幾乎睜不開眼，這種狀況從來沒發生過。我不知發生什麼事，但還沒力氣搞清楚就睡著了。

這狀況一直重複。

至於在醫院醒來之前的事，我記得清楚的只有我跟兩位好友以及室友一起，要從蒙大拿州（Montana）的密蘇拉（Missoula）回到科羅拉多州（Colorado）的波德（Boulder）。我們到密蘇拉是去協助蒙大拿大學的學生籌辦研討會，並拜訪朋友。我們在週日傍晚大約六點時，從密蘇拉離開，我們想要趕回波德上早晨的課。現在回想起來，特別是以為人父母的身分，可以看出這舉動有多麼愚蠢，因為密蘇拉到波德開車要十三到十四小時；不過當時我們才十九歲。

我們有個自認為絕佳的計畫：每個人輪流開三分之一的路程；有個人要撐住，負責讓駕駛保持清醒與警覺，而另一個人則可在越野休旅車後座，攤平座椅，裹著睡袋休息。我開過一輪，我想是第一個班次，然後保持清醒，監督駕駛。那真是一段輕柔的記憶，非常平靜。我愛身旁這些人，也愛西部的壯闊，還有渺無人煙的曠野。高速公路上不開前照燈也沒關係，路上只有我們，然後就換我到後座睡覺。

接下來發生的這些事，是我事後才知道。我的朋友在最糟的那個時段開車，深夜裡你會感到，自己可能是世上唯一清醒的人的那種時刻。不只是在深夜，而且是身處在懷俄明州（Wyoming）１深處的深夜。很黑，很廣，很孤寂。幾乎沒有什麼能讓你保持清醒。大約清晨四點時，我的朋友開車衝出了路面，一撞上路肩崎嶇的減速標線，她回轉過大，以至於車子翻轉了好幾圈，最後四輪朝天停住。前座兩位朋友繫了安全帶，攤平在後座正在睡覺的我，被彈出車外摔進黑夜中，我頭部右上方著地，跌撞在高速公路上，身體其他部位還在睡袋中。

我腦部遭受嚴重創傷。更具體地說，是一種「瀰漫性軸索損傷」（diffuse axonal injury,
DAI），DAI指的是，大腦遭「剪力」所傷，通常是嚴重的旋轉所致，而車禍很常會產生這種旋轉。想像高速行駛的車發生衝撞會有的情況：在衝擊之下，速度瞬間驟變，你的身體突然靜止，而大腦卻還在移動，有時是在頭顱內不尋常地轉動，甚至在頭顱內撞來撞去。我頭部撞上高速公路的力道弄斷了頭骨。

大腦本應待在安全的地方，外有頭骨保護，還有幾層薄膜（稱為「腦膜」）與腦脊液做為軟墊。大腦與頭骨雖是好夥伴，但卻不應該如此親密接觸。腦部重創的剪力，損壞並拉扯整個腦部的神經與其纖維（稱為「軸突」）。就像電線一樣，軸突表面有一層防護塗層做絕緣（或說緩衝）稱為「髓鞘」。即便軸突沒有受創，光是損及髓鞘也會讓神經間的訊息傳導速度陡降。

DAI是指腦部整體受創，這和單點式的腦部傷害（比如槍傷），只有特定部位遭受損傷是不同的。大腦的運作全仰賴神經的傳輸；當整個腦部神經受損，傳輸不免也會受到破壞。所以當你受的傷屬於DAI，沒有醫生會告訴你：「是這樣的，損傷在運動部位，所以你行動會比較困難。」或者：「損傷在語言區，你想要說話或說話過程會受阻。」他們不會告訴你，你能否康復、能康復到什麼程度、或者大腦哪個功能會受影響：你的記憶力會喪失？還是你的情緒？你的空間概念？你細微的運動技能？由於我們對DAI瞭解還不多，醫生能提供精確預後的可能性也很渺茫。

遭受DAI之後，你會完全變成另一個人，很多方面都如此。你怎麼思考、你的感受、你的表達方式、回應、互動——所有面向都會受到影響。除此之外，你對自己的理解能力可能也受到威脅，因此你處於一種並不清楚自己究竟改變多大的狀態中。而且沒有人，沒有任何人，可以告訴你，接下來會怎樣。

現在我來解釋一下，就我當時所能理解，我的大腦究竟發生了什麼事（請搭配蟋蟀鳴音效聲）：

我當時在醫院，已經從大學休學，醫生對於我的認知協調是否能恢復到可重返校園，抱持強烈懷疑。根據我受傷的嚴重程度以及類似損傷者的統計，他們說：「別期望能唸完大學。妳會沒事的，大腦『能有效運作』，不過妳該考慮去做別的事。」我得知自己的智商下滑了三十分，低了兩個標準差。我會知道這個，不是因為醫生告訴我。我知道是因為他們為我做了為期兩天的一系列神經心理測驗，而智商是其中一項，我收到的那份長長的報告當中包含了這個結果；醫生並不認為跟我解釋這個有什麼重要，或者他們覺得我沒有聰明到能理解？我不想把智商看得太重，我不是說它具有預測人生成就的能力。不過，那是當時我認為能夠量化了我才能的指標。所以就我的理解，根據醫生的說法，我已經不再是聰明人，而我感覺這說法完全沒錯。

我接受了職能治療、認知治療、語言治療、物理治療、心理諮商。大約在意外發生的六個月之後，我在家度過了夏天，幾位很明顯疏離了的密友告訴我：「妳跟以前就是不一樣了。」何以兩位似乎最瞭解我的朋友都說我已經不是原來的我？怎樣不同？她們看不見真正的我，連我都看不見自己。

腦部創傷讓人感覺迷惑、焦躁，而且挫敗。當醫生告訴妳，他們也不知道妳未來會怎樣，朋友都說妳變了，肯定又放大了那些迷惑、焦躁與挫敗感。

接下來的一年，我都身在迷霧中——焦慮不安，失去方向，做些爛決定，不知道下一步要做什麼。在那之後，我回到學校。但我太快回去了，我無法思考，無法適切地理解別人說的事。那就像聽人說話時，對方一半用我聽得懂的語言，一半是我不懂的語言說話一樣。那隻讓我更挫折、更焦慮。我必須休學，因為我的課業都不及格。

在這場車禍中，雖然我斷了些骨頭，多了些醜傷疤，不過身體看起來完整無缺。而因為腦部通常別人看不見，大家會說一些話像是：

「哇，妳好幸運！妳很可能會沒命呢！」

「幸運？」我心想。然後又對自己因他們好意的說法而受挫，感到又罪惡又羞愧。

我們的思考方式、智力、個人特質，這些都是我們認為不會改變的事，我們覺得理當如此。我們害怕車禍會導致我們癱瘓，改變我們的行動能力，或者使我們失聰或失明，但我們沒想過車禍會讓我們失去自我。

頭部受傷後好幾年，我都在努力超越先前的自己，雖然我不太知道先前的我是什麼模樣。我覺得自己是個冒牌貨，一個藏在我自己身體裡的冒牌貨。我要重新學著怎麼學習。我一直設法重回學校，因為我不能接受別人告訴我說我做不到。

我必須努力用功趕上別人，緩慢地跟上。最後我的心理狀態慢慢恢復清明，這讓我無可言喻地鬆了口氣。我比車禍之前那些同班同學晚了四年畢業。

而讓我堅持下去的原因之一是我發現了自己喜歡的科目——心理學。大學畢業後，我順利進入一個需要腦部功能正常運作的專業。如同法國小說家阿納託爾·法朗士（Anatole France）所寫的：「所有改變⋯⋯都有令人感傷之處；因為我們所拋下的是自己的一部分；我們必須結束一個人生，才會進入另一個人生。」這一路以來，不意外地，我變成一個十分關切「人的存在狀態」與「力量」、「自信」與「懷疑」這些問題的人。

我受的傷，引領我去研究「展現最佳狀態」的科學，不過我的TED演講卻讓我體會到，那是多麼普世的渴求。因為大多數人每天都在面對挑戰。在世界各個角落，過著各種不同生活的人，都在努力鼓起勇氣在課堂上發言、面試工作、為爭取一個角色試鏡、與日常的艱困奮戰、為自己相信的真理挺身而出、或者只想心安理得做自己。不論是無家可歸的人，或者在傳統標準裡極其成功之士都如此。財星五百大企業高階主管、打贏官司的律師、才華洋溢的藝術家或表演工作者、霸凌、歧視及性騷擾受害人、政治難民、與心理疾病奮戰的人或遭受重大創傷的人，全都是一樣的；所有人都面對這種挑戰。還有所有努力從旁協助的人也需面臨挑戰，不管是父母、配偶、孩子、諮商師、醫生、同事、以及他們的朋友。

這些人（絕大多數都不是科學家）迫使我用新的眼光看待自己的研究：他們把我帶離科學，同時又帶進科學中。聆聽他們的故事，我感到自己有責任去思索社會科學的研究成果，實際上能怎麼在真實世界裡運作。我開始專注去做能正面影響人生的研究。不過我也開始遭遇一些，如果留在實驗室或沉浸在學術中，不會碰到的問題。

一開始我對TED演講的回應不知所措，而且覺得公開自己的研究與私事真是大錯特錯。我沒料到會有這麼多陌生人看到它，沒想到自己會感到如此脆弱與暴露。任何在網路崛起並瞬間家喻戶曉的人，都有過這種感覺。在公開場合會開始有人認出妳來，那需要一些自我調整來適應；無論是陌生人請我站成「神力女超人」的姿勢跟她們一起自拍，或者聽到有人從人力三輪車上（在奧斯汀市發生過）喊道：「嘿！是那TED演講的女生耶！」

不過多數時候我感到無比幸運，慶幸自己有機會跟這麼多人分享這項研究以及我的故事。更幸運的是有這麼多人跟我分享他們的故事。我熱愛學術研究，但我在實驗室與課堂之外，找到更多啟發。在哈佛商學院最棒的事情就是我受到鼓勵，去跨越研究人員與實務工作者之間的界線。因此我開始跟實體組織中的人討論，研究要怎麼做，怎樣行得通，怎樣會窒礙難行，諸如此類的事。不過我卻沒想到，在那段TED演說上線之後，世上會有無數懇切的陌生人對我敞開心房。

我喜愛這些人，感覺自己始終與他們緊緊相繫，也需要忠於他們。我想要表彰他們，讚揚他們努力嘗試的那種意志，像是不斷重回馬背挺身上陣，或者幫助他人繼續奮戰，以及他們願意寫下他們的掙扎，用電子郵件寄給一個陌生人的那種意志。有人是在機場、書店的咖啡區，直接向我娓娓道來。現在我瞭解，一場演講可以如何像首歌一樣運作：人們將它個人化，與它連結，因為知道有人跟他感受一樣而覺得安心。戴夫．格羅爾（Dave Grohl）２曾經說過：「關於音樂最棒的事就是，你可以對著八萬五千人唱一首歌，他們會因為八萬五千個不同的理由與你唱和。」我在一個青少年流浪之家演說時，曾請居留者舉出他們覺得最難受的狀況。一位青少年說：「來到這個庇護所門口的時候。」在另一個流浪之家，一位女士說：「打電話尋求服務、協助或支援的時候。我知道我會等很久，而電話那一頭的人可能會不耐煩或對我有偏見。」關於這點，同一個庇護所的另一位女士說：「我以前在電話服務中心工作，而我必須說：『接你認識的人的電話會很令人沮喪又氣惱，特別是我要應付無數來電，而對方已經等很久時。』」

數千人寫信給我，告訴我他們遇見的各種不同的困難——樣貌繁多到令人難以置信，很多內容是我從沒想過我的研究會適用之處。電子郵件的主旨通常都是這樣開頭：「妳的演講幫助了⋯⋯」後面接的是：阿茲海默病患的家屬、消防員、一個同樣是腦部創傷的人、我拿下這輩子最大的案子、購屋的斡旋、大學入學面談、身心障礙人士、喪失榮譽感的二戰老兵、從創傷中回復、角逐世界帆船錦標賽冠軍、被霸凌的孩童、從事服務業的自信心、害怕數學的五年級學生、我自閉症的兒子、參加嚴峻試演的專業歌劇演唱家、對老闆提出新的方案、找到發言的勇氣；而這些還只是所有來信的一小部分而已。

從TED演說而來的所有迴響都是禮物，幫助我更瞭解這個研究為何及如何引發共鳴。簡單來說，這些故事讓我明白要怎麼寫這本書，而且也激勵我這麼做。它們來自世界各地，來自社會各階層的人，而我會在本書分享其中許多故事。或許在這些故事當中，你會找到許多屬於你的共鳴點。

　１懷俄明州位於美國西部，是人口最稀少的一州。

　２戴夫．格羅爾是美國搖滾歌手，曾經擔任超脫樂團（Nirvana）鼓手，後創幽浮一族樂團（Foo Fighters），擔任主唱。

展現最佳的自己，是什麼狀態？

第１章表達最真實、最犀利、最無畏、最放鬆的自己

第２章透過自主又真誠的行動力表達價值觀

第３章網路開店一定要懂的成本結構

為什麼你無法展現最佳的自己？

第４章冒牌者症候群——讓你喪失力量，扼殺最佳狀態

第５章無權力感讓人覺得自己很糟，賦予自己權力吧！

這樣做，讓你有權、有勢又很強

第６章利用肢體語言操控內在的權力感

第７章臉部表情、呼吸、姿勢都能引動情緒

第８章身體形塑你的心智，伸展吧！

第９章這些時候，擺出權力姿勢，激發最真的你

第10章輕推自己一下：小動作帶來大改變

第11章無數用姿勢改變人生的見證人，你也可以！

參考資料

　　————————————

　　第１章

　　1. 餐廳可能在五樓，不過都沒差了，感覺都像是一千樓。

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

　　3. 如同艾倫．瓦茲（Alan Watts）《不安全感的智慧》（The Wisdom of Insecurity）一書中所寫到的：「既然我們知道未來是由全然抽象又有邏輯的元素（推論、猜測、演繹）組成的，我們無法食用、感覺、聞、看、聽或用其他方式享用它。追求未來就像追求一直躲躲藏藏的鬼魅一樣，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. 請見Balachandra, L. (2015).Keep calm and pitch on: Balancing and moderating affect in the entrepreneur’s pitch，交付出版的書稿。

　　7. 在一項求職者口語陳述對主考官評分與聘用決定影響力的研究中，安琪拉．楊（Angela Young）與米雪兒．凱克瑪（Michele Kacmar ）發現，「在人前展現出熱忱、自信與得體的特質，顯著地影響了主考官對該求職者整體品質的評分，以及最終聘僱決定。」(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. 關於創業者的熱忱，對創業者及與之共事者的工作成果方面的研究，有篇優異的評論，請參考Cardon, M. S., Wincent, J., Singh, J., Drnovsek, M. (2009). The nature and experience of entrepreneurial passion.Academy of Management Review, 34,511-532. 或見 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. 有些針對我所做的刻板印象、偏見與歧視的相關研究的評論，可參考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. 為顧及個人隱私，全書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. 「假裝直到你真的變成那樣。」這種現象我會在本書稍後詳述。不過它基本的概念是——有時候我們得先哄騙自己相信我是怎樣的人，我能夠做什麼。這並不是在騙人，因為別人沒有理由認為我們沒能力做什麼。我們才是阻礙自己的人，這也就是為什麼我們不時地需要騙騙自己。

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

　　18. 如果你有興趣進一步瞭解內曏者，強力推薦你去讀蘇珊．坎恩（Susan Cain） 2013年的暢銷書《安靜，就是力量：內曏者如何發揮積極的力量！》（Quiet: The Power of Introvertsin a World That Can’t Stop Talking）. New York: Crown. 這句引述出自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響求職面試的結果，請見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. 對騙子的刻板印象可參考這篇評論：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. 西班牙格拉納達（Granada）大學的一個團隊，運用溫度紀錄法所做的研究，發現了初步證據顯示，我們在說謊時，鼻子附近的溫度會升高。這當然無法用肉眼看出，所以真的無法視之為一種「皮諾丘效應」。請見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 與Bella DePaulo 針對將近兩萬五千位受試者的反應所做的分析發現，人們有五四％的機會能分辨出一個人在說謊，有就是說比起擲硬幣也好不了多少。這與先前許多研究結果吻合。請見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. 如果你有興趣進一步瞭解自我方面的心理學研究，強力推薦Deci, E. L. (with Flaste, R.) (1995).Why we do what we do: The dynamics of personal autonomy. NewYork: Putnam.

　　2. 更多關於真實自我與個人真實性的學術理論：Kernis 與 Goldman 表示，一位真實的人會做下列的事：覺知並受激勵去了解他或她的目標、感受與自我信念，即使其中有矛盾之處；公正地展現他或她自己的貢獻、情緒、經驗與知識；行為吻合個人需求、渴望與價值；而且與人的關係朝向誠實與開放。Wood認為，為求真實，人的行動會與個人價值、偏好、信念與其覺察到的動機吻合。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. 這篇文章是這方面廣泛文獻當中很全面又易懂的評論。我高度推薦給所有有興趣瞭解這項方法與應用的人。

　　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. 關於劇烈的壓力源影響皮質醇反應，以及對心理狀態的意義何在，請見這篇：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. 如同所有相關性研究，我們無法得知確切的直接成因，只知道有相關性。那表示因為作者準備充分的理論基礎以及審慎的統計分析，我們比較有把握推斷，這些陳述出來的自我認定，的確會影響心理健康狀態，即便是因為這些心理狀態回頭強化了這些陳述的自我認定，或有其他成因。請參考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. 當你知道你最喜歡的名人是個混蛋時，多令人失望！特別是當那個名人是你本來視為有深度、有敏感度又睿智，某個創作了對你意義非凡事物的人，比如一首歌、一本書或電影裡的一個角色。因為那些作品對你有重大意義，所以你希望那個人也對你意義非凡；因此如果得知他或她是個混蛋的話，會讓一切都毀了。現在，想像相反的情況。你最喜愛的名人遠比你用常理想像的更有深度、更有敏感度、更睿智，而且她很好相處（十分地契合、不著痕跡），就像你們是夏令營中認識一年的好友，你瞭解所有訪談過她的人應該都有同樣感受。茱莉安．摩爾（Julianne Moore）就是這樣的一個人。

　　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. 欲進一步瞭解我們及其他人關於親切感與能力評斷的相關研究，請見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. 相關研究請見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. 所有引述出處: Ury, W. L. (2015).Getting to yes with yourself: And other worthy opponents. NewYork:HarperOne,90-93.

　　9. 進一步瞭解用共同目標降低團體內部衝突，請見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. 更深入探索程序正義方面的研究報告，請見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. 因為這並非控制實驗，不可能排除其他可能導致這項青年暴力的變因，而且很可能「確實有」其他變因。然而，一項由哈佛大學甘迺迪政府學院的前任研究者Anthony A. Braga 以及其同事做過詳盡分析，他們清楚做出的結論是，「十點聯盟」在這項改變中，扮演顯著而獨特的推手角色。請見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. 一篇針對刻板印象對女人的反挫相關研究的精采討論，請見Rudman, L. A., Phelan, J. E. (2008). Backlash effects for disconfirming gender stereotypes in organizations.Research in organizational behavior, 28,61-79.

　　12. 多項冒牌者研究所引用的統計，資料來源為Pauline Rose Clance所整理，詳見：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. 心理學家已經發現，冒牌者症與諸多人格特質有關聯，包括完美主義、表演焦慮（Thompson, T., Foreman, P., Martin, F. [2000]. Impostor fears and perfectionistic concern over mistakes.Personality and Individual Differences, 29,629-647）、自我接納度以及對環境掌控度低落（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），高度神經過敏，以及低度自覺意識（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）, 還有內向性格（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）. 冒牌者正肯定與某種特質的模式有關聯；然而，在大多數案例中，還不清楚這些特質跟冒牌者是怎樣的因果關係——也就是說，不知是這些特質導致了冒牌者症，或是冒牌者正引發了這些特質。似乎兩者互相增強，使問題惡化。冒牌者症可說是一種情境下的產物，更勝於人格特質的產物（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. 為保護當事人隱私，此故事中的人名、地點與幾處細節已經做過更改。

　　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. 為保護寄件人的隱私，故事中的人名與細節做過更動。

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

　　3. Ibid.,268.

　　4. 這個理論，由E. Tori Higgins所發展出的調節定向理論（regulatory focus theory），是現代心理學最具影響力的理論之一。如果你探詢相關文獻，可找到成千上萬資料，你可以考慮從這裡開始著手：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.如同作者所解釋：先前的理論與研究已經顯示，人們有兩種突出的自我調節方向，當朝著「促進」定向（promotion focus）時，人們受到成長與發展需求的激勵，他們會試圖表現出真實的自我（他們的行為與自我概念），以便吻合他們的理想自我（基於願望與渴望自己成為怎樣的人所形成的自我標準）。當朝著「預防」定向（prevention focus）時，人們會產生安全需求，他們會讓真實自我吻合應有的自我（基於義務與責任所形成的自我標準）。策略上來說，促進定向的人，會先確保「獲得」，而預防定向的人，會保持警戒或確保「不損失」。人們的調節定向對他們的情緒體驗影響甚巨，促進定向者的情緒變化，是一種從開心到沮喪的面相，而預防定向者的情緒，則是從靜止到激動的面向。

　　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. 本章所述的研究幾乎都屬社會權力，不過我相信其中有許多都能應用在個人權力上，因為兩種型態的權力都能賦予你掌控感。

　　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. 再提供一些資料：男性的睪丸酮水準比女性高了七～八倍，不過它對兩性的作用非常相似，少量的睪丸酮也由腎上腺皮質分泌。

　　41. 欲進一步瞭解睪丸酮與皮質醇在一些其他物種身上與其行為的關聯，請參考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. 欲進一步瞭解，請見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. 關於壓力與表現的相關研究，可參考這篇評論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. 全黑隊在國際錦標賽（國際球隊間的比賽）中已有七六％的賽事都是獲勝的。也是二○一四年男子橄欖球世界盃，以及二○一四年男子橄欖球世界盃的年度最佳球隊。自從二○○三年十月開始公佈世界橄欖球排名起，紐西蘭排名第一的時期比其他國家加總還長。他們是第一個贏得了四百場國際錦標賽的隊伍，同時，自二○○五年以來，已經七度榮獲世界盃橄欖球賽的年度最佳球隊。相關資料，請參考：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. 其他包含亞洲人、太平洋島民、中東人、拉丁美洲人，以及非洲遺民，請參考：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. 歌詞請見: 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. 兩篇文章皆具有豐富的可靠外部資料連結。

　　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. 在第一個實驗，感覺有權力與無權力透過回憶操控來誘發（也就是，受者者所寫他們感到有權力與無權力的時刻）。在第二個實驗，有權力與無權力透過角色分配來誘發（也就是，受試者根據假的領導統御測驗，隨機分配為有權力或無權力者）。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. 電影製作公司運用相同的各種先進技術來蒐集動作數據，捕捉人的動作，然後運用在動畫人物中。簡便的數據產生器，置於人體的關節（以及其他重要部位，比如：頭、手與腳），接著一組攝影機把影像資料傳進可形成三度空間型態的軟體中，這項資料能以動畫型態重複播放，也可以拿來做分析。

　　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. 捕捉到的權力運動學，跟從不同性別捕捉的權力運動學非常有關聯（也就是這個人物表現得越男性化，例如：在手臂動作、頭部動作，大搖大擺，受試者會覺得越有權力。走路的人大小都一樣，那些點只代表動作）。在我們最終的分析中，我們移除了性別運動學的資訊，以便清楚看出哪個特質，跟權力有關聯，並且創造出中性的有權力與無權力行走者，以備未來的研究可使用。必須注意的是，目前展示的人物是從原始資料而來（亦即尚未排除性別資訊）。

　　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. 關於這個有篇精采的探討，請見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，約莫在同時期，丹麥物理學家朗格（Carl Georg Lange）獨立發展了一個相似的理論，說明情緒是生理感受的反應，非口語表現是情緒的因，而不是果。這就是俗稱的「詹姆士—朗格理論」。

　　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. 在這本書中，我只把焦點放在呼吸與動作，不過韻律與唱誦也可以幫助人達到最佳狀態，想知道更多可參考van der Kolk的書。

　　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. 我上幼稚園後，我們搬回我父母生長的賓州。我父親是華盛頓州的公園管理員，我在此所描述的公園是華盛頓州範提吉（Vantage）地區的「州立銀杏石化森林公園」（Ginkgo Petrified Forest State Park），二○○○年時，範提吉的人口降到七十人，不過石造小屋還佇立在那兒，就在公園正中央。

　　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. 請注意，這兩個實驗都在這份報告中。然而，因為編輯上的考量，我們必須省略第一個實驗大篇幅的方法論細節。你可到General Discussion搜尋原始報告，在那裡你會找到一個濃縮成一段的摘要。在本書中，我提供了更多細節。

　　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. 他們也會看去氫皮質酮（dehydroepiandrosterone；DHEA），以及醛固酮（aldosterone，在調節血壓扮演中心角色），不過結果是綜合的，有些受試者感受到改變，有的則沒有。

　　5. 即便在最簡單的瑜伽規則中，大多數體位都挺複雜的。有許多身體部位的動作，全都要恰當地保持同步平衡。體位必須保持不動一段時間，還要加上呼吸與正念等元素。若要速效，務實來說，瑜伽對大多數人在大多數時候，都不算是最簡便的做法。

　　6. 荷爾蒙水準通常從血液或透過唾液樣本來檢測。雖說前者提供比較保險的測驗，社會心理學家卻很少收集血液樣本，所以唾液樣本是最標準的。為了正確測量針對某刺激唾液中的睪丸酮與皮質醇水準變化，例如：有權力姿勢，（一）此研究（因應這些荷爾蒙的日常水準變化）應該在下午進行，樣本蒐集也是。（二）實驗人員應該在受試者抵達實驗室後，至少十分鐘之後，才蒐集第一次的唾液樣本，這是為了讓荷爾蒙水平回歸正常。（三）實驗人員應該在進行預設的刺激之後十五～二十分鐘之後，才去蒐集唾液樣本。

　　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. 「有黏力的點子」這概念十分有趣，特別是運用在行銷上。想進一步瞭解為什麼有些點子有黏力有些卻沒有，可閱讀： Heath, C., Heath, D. (2007).Made to stick. New York: Random House.

　　10. 關於這些研究的摘要，請見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. 想了解進一步資訊，請見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．奧古斯特（Steve August）寫給我的另一封電子郵件中，他繼續解釋：簡單來說，事情是這樣的：（一）駝背會日積月累。最後上背會彎曲，這樣一來，凍結在一種緊縮的姿勢中，脊椎四周堅韌的膠質也會縮短、堆積在不動的關節周邊，當這些漸漸變硬，沒人能自己把這彎曲再伸展開來，必須透過足夠的外力才能做到。這是槓桿作用。（二）脖子後面的肌肉，必須加倍力量來能把頭撐起，即便只是向前看或看看小螢幕。因此這樣緊縮，就會損傷有黏性的纖維，為了修復那緊縮，又再次損傷而變短。（三）脖子前側的肌肉較少運用且較弱，因此下巴突出。（四）這種駝背、凸下巴的姿勢壓迫了脖子的每段關節，那麼遲早有一些會緊緊鎖住，造成脖子痠痛，併發其他疼痛，以及頭痛。根據保守估計，現在當你讀到這裡，使用電腦的六位成年人當中就有一個，有上背部或脖子劇烈疼痛的問題，或者因脖子引發的頭痛。那代表，有六千萬歐洲人，四千五百萬美國人，以及三百三十萬澳洲人，有這樣的問題。這數據說不定已經過時了。有用的資訊請參考這篇報告：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. 在另一個研究中，我們提出，裝置越小，我們個姿勢越緊縮——雙手更靠攏，肩膀與手臂下垂，我們整體越無法擴張。

　　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. 如同所有心理學現象，有許多因素放大或抑制了擴張性姿勢。最重要的，外在情境大有關係，例如：有項研究指出，當人們被要求想像被警察搜身時，採用擴張性姿勢，並不會增加風險忍受度。參與社會性任務，例如：看著照片中的人臉，同時擺出擴張性姿勢，似乎增加了效果力道。也許是因為權力總是被認為是一種社會性的結構。另一個需要進一步驗證的是，一個人保持姿勢的那段時間。因為我在TED演說中討論了我們第一項研究，在其中，人們做出兩種姿勢，為時兩分鐘。「兩分鐘」帶來某種神奇特質，使得這演講與研究的新聞，在大眾文化圈中散播開來。是的，在那個研究中，兩分鐘可行。不過，有十五個或更多的擴張性姿勢研究，受試者維持一個姿勢，三十秒到五分鐘不等的時間。而在瑜伽課中，大家會進行一系列動作，長達一小時或更久。兩分鐘並非不得變動的預設值，事實上，維持一個姿勢超過一分鐘或兩分鐘（不在瑜伽課時），似乎會開始感覺不舒服而且很尷尬，那讓人們太過覺察自我，而且或許會削弱了權力姿勢的力道。在一些試行研究中，我們曾以孩童為受試者，他們維持姿勢到二十秒就開始感覺尷尬。如果你想閱讀更多可能的調整做法，可參考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. 想知道更多做簡報時有用的肢體語言，請參考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. 想知道更多關於走路會議的事，請看妮洛佛．莫甚（Nilofer Merchant）的TED演說：“Got a meeting? Take a walk,”retrieved from: https://www.ted.com/talks/nilofer_merchant_got_a_meeting_take_a_walk. 你也可以看這篇文章，其中描寫了一些邊走邊開會的顯著好處：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. 我不認識任何能從腦部創傷康復的人；所有人不可避免都因此改變了。我處理資訊的方式變了，而且還在持續對抗對生活無礙但令人不耐煩的腦部創傷相關問題，例如：視力問題。

　　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. 進一步瞭解Opower，請見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. 我開始注意到，人們發展出的許多小小的自我發明，包含有權力姿勢，要依賴兩到三個輕推理論中的原則。我想出「自我輕推」一詞，並在人格與社會心理學學會（Society for Personality and Social Psychology；SPSP）年度會議上，與人一起針對這主題舉辦了一場座談會。

　　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. 人與馬不是例外，狗也是如此，特別是在社會性的情境下，如同人們在狗園會看見的，狗彎曲並「壓低」的姿勢，已知與皮質醇以及明顯壓力升高有關；另一方面，擺出開放性姿勢時則相反。請參考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.

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姿勢決定你是誰

2017年11月電子版發行

2016年12月2日實體版初版第一刷發行

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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　我用姿勢戰勝挑戰，展現最佳狀態