We then have these coders look at these tapes, four of them.
They're blind to the hypothesis. They're blind to the conditions.
They have no idea who's been posing in what pose, and they end up looking at these sets of tapes,
and they say, "We want to hire these people," all the high-power posers.
"We don't want to hire these people. We also evaluate these people much more positively overall."
But what's driving it? It's not about the content of the speech.
It's about the presence that they're bringing to the speech.
Because we rate them on all these variables related to competence, like, how well-structured is the speech?
How good is it? What are their qualifications?
No effect on those things. This is what's affected. These kinds of things.
People are bringing their true selves, basically. They're bringing themselves.
They bring their ideas, but as themselves, with no, you know, residue over them.
So this is what's driving the effect, or mediating the effect.
So when I tell people about this, that our bodies change our minds and our minds can change our behavior,
and our behavior can change our outcomes, they say to me, "It feels fake." Right?
So I said, fake it till you make it. It's not me.
I don't want to get there and then still feel like a fraud. I don't want to feel like an impostor.
I don't want to get there only to feel like I'm not supposed to be here.
And that really resonated with me, because I want to tell you a little story about being an impostor and feeling like I'm not supposed to be here.