So this is what happens. They come in, they spit into a vial, for two minutes, we say, "You need to do this or this."
They don't look at pictures of the poses. We don't want to prime them with a concept of power.
We want them to be feeling power. So two minutes they do this.
We then ask them, "How powerful do you feel?" on a series of items,
and then we give them an opportunity to gamble, and then we take another saliva sample.
That's it. That's the whole experiment.
So this is what we find. Risk tolerance, which is the gambling,
we find that when you are in the high-power pose condition, 86 percent of you will gamble.
When you're in the low-power pose condition, only 60 percent, and that's a whopping significant difference.
Here's what we find on testosterone.
From their baseline when they come in, high-power people experience about a 20-percent increase,
and low-power people experience about a 10-percent decrease.
So again, two minutes, and you get these changes. Here's what you get on cortisol.
High-power people experience about a 25-percent decrease, and the low-power people experience about a 15-percent increase.
So two minutes lead to these hormonal changes that configure your brain to basically be either assertive,
confident and comfortable, or really stress-reactive, and feeling sort of shut down.
And we've all had the feeling, right?
So it seems that our nonverbals do govern how we think and feel about ourselves,
so it's not just others, but it's also ourselves. Also, our bodies change our minds.