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Working Paper
| HBS Working Paper Series
| 2012
Preparatory Power Posing Affects Performance and Outcomes in Social Evaluations
by
Amy J.C. Cuddy, Caroline A. Wilmuth and Dana R. Carney
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Abstract
This experiment tested whether changing one's nonverbal behavior prior to an important social evaluation could improve performance on the evaluated task. Participants adopted expansive, open (high-power) poses or contractive, closed (low-power) poses, and then prepared and delivered a speech to two evaluators as part of a mock job interview—a prototypical social evaluation. All speeches were videotaped and coded for overall performance and hireability as well as for two potential mediators: speech content (e.g., content, structure) and speaker presence (e.g., captivating, enthusiastic). As predicted, those who prepared with high-power poses performed better and were more likely to be chosen for hire; this relationship was mediated by speaker presence, but not speech content. Power-pose condition had no effect on body posture during the social evaluation, thus revealing a relationship between preparatory nonverbal behavior and subsequent performance, and highlighting preparatory power posing as a simple performance-boosting tool with the potential to benefit almost anyone.
Keywords: Power;
Power Posing;
Social Evaluation;
Nonverbal Behavior;
Performance;