How to speak up when you feel like you can’t | Adam Galinsky | TEDxNewYork
-
0:08 - 0:11Speaking up is hard to do.
-
0:12 - 0:16I understood the true meaning
of this phrase exactly one month ago -
0:16 - 0:20when my wife and I became new parents.
-
0:20 - 0:22It was an amazing moment.
-
0:22 - 0:27It was exhilarating and elating,
but it was also scary and terrifying. -
0:27 - 0:32It got particularly terrifying
when we got home from the hospital. -
0:32 - 0:35We were unsure
whether our little baby boy -
0:35 - 0:38was getting enough nutrients
from breastfeeding. -
0:38 - 0:41We wanted to call our paediatrician,
-
0:41 - 0:44but we also didn't want
to make a bad first impression -
0:44 - 0:49or come across as a crazy neurotic parent,
so we worried and we waited. -
0:49 - 0:51When we got to the doctor's office
the next day, -
0:51 - 0:56she immediately gave him formula
because he was pretty dehydrated. -
0:56 - 0:58Our son is fine now,
-
0:58 - 1:01and our doctor has reassured us
we can always contact her. -
1:01 - 1:04But in that moment,
I should have spoken up, -
1:04 - 1:06but I didn't.
-
1:06 - 1:09But sometimes we speak up
when we shouldn't. -
1:09 - 1:14I learned that over ten years ago
when I let my twin brother down. -
1:14 - 1:16My twin brother
is a documentary filmmaker, -
1:16 - 1:20and for one of his first films, he got
an offer from a distribution company. -
1:21 - 1:25He was excited and he was inclined
to accept the offer, -
1:25 - 1:30but as a negotiations researcher,
I insisted he make a counteroffer, -
1:30 - 1:33and I helped him craft the perfect one.
-
1:33 - 1:37It was perfect;
it was perfectly insulting. -
1:37 - 1:41The company was so offended
they literally withdrew the offer -
1:41 - 1:43and my brother was left with nothing.
-
1:44 - 1:47I've ask people all over the world
about this dilemma of speaking up: -
1:47 - 1:51when they can assert themselves,
when they can push their interest, -
1:51 - 1:55when they can express an opinion,
when they can make an ambitious ask. -
1:57 - 2:00The range of stories
are varied and diverse -
2:00 - 2:03but they also make up
a universal tapestry. -
2:03 - 2:06"Can I correct my boss
when they make a mistake?" -
2:06 - 2:10"Can I confront my co-worker
who keeps stepping on my toes?" -
2:10 - 2:13"Can I challenge
my friend's insensitive joke?" -
2:13 - 2:18"Can I tell the person I love the most
my deepest insecurities?" -
2:18 - 2:21Through these experiences,
I've come to recognize -
2:21 - 2:25that each of us have something
called "a range of acceptable behavior." -
2:25 - 2:30Sometimes, we're too strong;
we push ourselves too much. -
2:30 - 2:32That's what happened with my brother.
-
2:32 - 2:37Even making an offer was outside
his range of acceptable behavior. -
2:37 - 2:38But sometimes we're too weak.
-
2:38 - 2:40That's what happened with my wife and I.
-
2:41 - 2:43This range of acceptable behaviors,
-
2:43 - 2:46when we stay within our range,
we're rewarded, -
2:46 - 2:50and we step outside that range,
we get punished in a variety of ways: -
2:50 - 2:53we get dismissed, or demeaned,
or even ostracized, -
2:53 - 2:56or we lose that raise,
or that promotion, or that deal. -
2:57 - 3:01Now, the first thing we need
to know is: "What is my range?" -
3:02 - 3:06But the key thing is,
our range isn't fixed. -
3:06 - 3:08It's actually pretty dynamic.
-
3:08 - 3:12It expands and it narrows
based on the context. -
3:12 - 3:17There's one thing that determines
that range more than anything else. -
3:17 - 3:18That's your power.
-
3:18 - 3:21Your power determines your range.
-
3:21 - 3:22What is power?
-
3:22 - 3:24Power comes in lots of forms.
-
3:24 - 3:27In negotiations, it comes
in the form of alternatives. -
3:27 - 3:30So my brother had
no alternatives; he lacked power. -
3:30 - 3:33The company had lots
of alternatives; they had power. -
3:33 - 3:36Or sometimes being new
to a country like an immigrant, -
3:36 - 3:38or new to an organization,
-
3:38 - 3:41or new to an experience
like my wife and I as new parents. -
3:41 - 3:43Sometimes it's at work,
-
3:43 - 3:45or someone's the boss
and someone's the subordinate. -
3:45 - 3:47Sometimes it's in relationships
-
3:47 - 3:50where one person is more invested
than the other person. -
3:50 - 3:52The key thing is,
-
3:52 - 3:55when we have lots of power,
our range is very wide. -
3:56 - 3:58We have a lot of leeway in how to behave.
-
3:59 - 4:01But when we lack power, our range narrows.
-
4:02 - 4:04We have very little leeway.
-
4:04 - 4:07The problem is when our range narrows,
-
4:07 - 4:11that produces something called
"the low-power double bind." -
4:12 - 4:14The low-power double bind happens
-
4:14 - 4:17when if we don't speak up,
we go unnoticed, -
4:18 - 4:20but if we do speak up, we get punished.
-
4:20 - 4:23Now, many of you have heard
the phrase "the double bind" -
4:23 - 4:26and connected it with one thing,
and that's gender. -
4:26 - 4:28The gender double bind is:
-
4:28 - 4:33women who don't speak up go unnoticed,
and women who do speak up get punished. -
4:33 - 4:38The key thing is that women
have the same need as men to speak up, -
4:38 - 4:41but they have barriers to doing so.
-
4:41 - 4:44But what my research has shown
over the last two decades -
4:44 - 4:48is that what looks
like a gender difference -
4:48 - 4:53is not really a gender double bind;
it's really a low-power double bind. -
4:53 - 4:55What looks like a gender difference
-
4:55 - 4:58are really often just
power differences in disguise. -
4:58 - 5:00Oftentimes, we see a difference
-
5:00 - 5:02between a man and a woman
or men and women, -
5:02 - 5:04and we think biological cause,
-
5:04 - 5:07there's something fundamentally
different about the sexes. -
5:07 - 5:12But in study after study,
I found that a better explanation -
5:12 - 5:15for many sex differences
is really "power." -
5:16 - 5:22So it's the low-power double bind,
and the low-power double bind means -
5:22 - 5:26that we have a narrow range
and we lack power; -
5:26 - 5:29we have a narrow range
and our double bind is very large. -
5:29 - 5:32So, we need to find ways
to expand our range. -
5:32 - 5:33Over the last couple of decades,
-
5:33 - 5:37my colleagues and I have found
two things really matter. -
5:37 - 5:41The first, you seem powerful
in your own eyes. -
5:41 - 5:45The second, you seem powerful
in the eyes of others. -
5:45 - 5:49When I feel powerful,
I feel confident, not fearful, -
5:49 - 5:51and I expand my own range.
-
5:51 - 5:56When other people see me as powerful,
they grant me a wider range. -
5:56 - 6:01So we need tools to expand
our range of acceptable behavior. -
6:01 - 6:03I'm going to give you
a set of tools today. -
6:03 - 6:05Now, speaking up is risky.
-
6:06 - 6:10But these tools will lower
your risk of speaking up. -
6:10 - 6:16The first tool I'm going to give you
got discovered in negotiations. -
6:16 - 6:17An important finding:
-
6:18 - 6:21on average, women
make less ambitious offers, -
6:21 - 6:25and gets worse outcomes
than men at the bargaining table. -
6:25 - 6:28But Hannah Riley Bowles
and Emily Amanatullah -
6:28 - 6:30have discovered there's one situation
-
6:30 - 6:34where women get the same outcomes
as man and are just as ambitious. -
6:34 - 6:38That's when they advocate for others.
-
6:38 - 6:40When they advocate for others,
-
6:40 - 6:45they discover their own range,
and expand it in their own mind. -
6:45 - 6:47They become more assertive.
-
6:47 - 6:50This is sometimes called
the "mama bear effect." -
6:51 - 6:53Like a mama bear defending her cubs,
-
6:53 - 6:57when we advocate for others,
we can discover our own voice. -
6:57 - 7:00But sometimes,
we have to advocate for ourselves. -
7:01 - 7:02How do we do that?
-
7:02 - 7:06One of the most important tools
we have to advocate for ourselves -
7:06 - 7:08is something called "perspective-taking."
-
7:08 - 7:11Perspective-taking is really simple.
-
7:11 - 7:16It's simply looking at the world
through the eyes of another person. -
7:16 - 7:20It's one of the most important tools
we have to expand our range. -
7:20 - 7:24When I take your perspective,
and I think about what you really want, -
7:24 - 7:27you're more likely to give me
what I really want. -
7:29 - 7:30But here's the problem:
-
7:30 - 7:32perspective-taking is hard to do.
-
7:32 - 7:34Let's do a little experiment.
-
7:34 - 7:39I want you all to hold your hand
just like this, your finger, put it up. -
7:39 - 7:45I want you to draw a capital letter "E"
on your forehead as quickly as possible. -
7:47 - 7:48Okay.
-
7:48 - 7:51It turns out that we can draw
this "E" in one of two ways -
7:51 - 7:54and this was originally designed
as a test of perspective-taking. -
7:54 - 7:57I'm going to show you two pictures
of someone with "E" on their forehead. -
7:57 - 8:00My former student Erica Hall.
-
8:00 - 8:04You can see over here,
that's the correct "E". -
8:04 - 8:07I drew the "E" so it looks like
an "E" to another person. -
8:07 - 8:09That's the perspective-taking "E,"
-
8:09 - 8:12because it looks like an "E"
from someone else's vantage point. -
8:12 - 8:16But this "E" over here
is the self-focused "E." -
8:16 - 8:18We often get self-focused
-
8:18 - 8:21and we particularly get
self-focused in a crisis. -
8:21 - 8:23I want to tell you
about a particular crisis. -
8:23 - 8:26A man walks into a bank
in Watsonville, California. -
8:27 - 8:30He says, "Give me $2,000,
-
8:30 - 8:32or I'm blowing
the bank up with a bomb." -
8:32 - 8:35The bank manager
didn't give him the money. -
8:35 - 8:38She took a step back;
she took his perspective. -
8:38 - 8:41She noticed something really important.
-
8:41 - 8:44He asked for a specific amount of money.
-
8:44 - 8:48So she said, "Why did you ask for $2,000?"
-
8:48 - 8:53He said, "My friend is going to be evicted
unless I get him $2,000 immediately. -
8:53 - 8:56She said, "Oh,
you don't want to rob the bank. -
8:56 - 8:58You want to take out a loan."
-
8:58 - 8:59(Laughter)
-
8:59 - 9:00"Come back to my office
-
9:00 - 9:02and we can have you
fill out the paperwork." -
9:02 - 9:03(Laughter)
-
9:03 - 9:09Now, her quick perspective-taking
diffused a volatile situation. -
9:09 - 9:11When we take someone's perspective,
-
9:11 - 9:16it allows us to be ambitious
and assertive, but still be likable. -
9:16 - 9:19Here's another way
to be assertive but still be likable. -
9:20 - 9:22That is to signal flexibility.
-
9:23 - 9:27Imagine you're a car salesperson
and you want to sell someone a car. -
9:27 - 9:31You're going to more likely make the sale
if you give them two options. -
9:31 - 9:33Let's say, option A:
-
9:33 - 9:36$24,000 for this car,
and a five-year warranty. -
9:36 - 9:38Or option B:
-
9:38 - 9:41$23,000 and a three-year warranty.
-
9:41 - 9:44My research shows that when
you give people a choice among options, -
9:44 - 9:46it lowers their defences,
-
9:46 - 9:49and they're more likely
to accept your offer. -
9:49 - 9:52This doesn't just work with salespeople;
it works with parents. -
9:53 - 9:54When my niece was four,
-
9:54 - 9:57she resisted getting dressed
and rejected everything. -
9:57 - 10:00But then my sister-in-law
had a brilliant idea. -
10:00 - 10:03"What if I gave my daughter a choice?"
-
10:03 - 10:05"This shirt or that shirt?"
"Okay, that shirt." -
10:05 - 10:07"This pant or that pant?"
"Okay, that pant." -
10:07 - 10:08That worked brilliantly.
-
10:08 - 10:12She got dressed quickly,
and without resistance. -
10:12 - 10:15When I've asked the question
around the world, -
10:15 - 10:18when people feel comfortable speaking up,
the number one answer is: -
10:18 - 10:21"When I have social support
in my audience." -
10:21 - 10:23"When I have allies."
-
10:23 - 10:26So, we want to get allies on our side.
-
10:27 - 10:28How do we do that?
-
10:29 - 10:31One of the ways is to be a "mama bear."
-
10:31 - 10:35When we advocate for others,
we expand our range in our own eyes -
10:35 - 10:38and in the eyes of others
but we also earn strong allies. -
10:39 - 10:43Another way we can earn strong allies,
especially in high places, -
10:44 - 10:46is by asking other people for advice.
-
10:46 - 10:49When we ask others for advice,
-
10:50 - 10:54they like us because we flatter them
and we're expressing humility. -
10:54 - 10:58This really works to solve
another double bind. -
10:58 - 11:00That's the self-promotion double bind.
-
11:01 - 11:02The self-promotion double bind
-
11:02 - 11:05is that if we don't advertise
our accomplishments, -
11:05 - 11:09no one notices,
and if we do, we're not likable. -
11:09 - 11:12But if we ask for advice
about one of our accomplishments, -
11:12 - 11:17we are able to be competent
in their eyes, but also be likable. -
11:18 - 11:19This is so powerful.
-
11:20 - 11:22It even works when you see it coming.
-
11:23 - 11:27There've been multiple times in my life
where I have been forewarned -
11:27 - 11:31that a low-power person has been given
the advice to come ask me for advice. -
11:31 - 11:33There are three things about this:
-
11:34 - 11:37First, I knew they were going
to come ask me for advice; -
11:37 - 11:39Two, I've actually done research
-
11:40 - 11:43on the strategic benefits
of asking for advice; -
11:43 - 11:45And three, it still works!
-
11:46 - 11:49I took their perspective,
I became more invested in their cause, -
11:49 - 11:53I became more committed to them,
because they asked for advice. -
11:53 - 11:57Now, another time we feel
more confident speaking up -
11:57 - 11:59is when we have expertise.
-
11:59 - 12:02Expertise gives us credibility.
-
12:02 - 12:05When we have high power,
we already have credibility. -
12:05 - 12:07We only need good evidence.
-
12:07 - 12:10We lack power,
we don't have the credibility, -
12:10 - 12:12we need excellent evidence.
-
12:12 - 12:15One of the ways that we can come across
-
12:15 - 12:18as an expert is by tapping
into our passion. -
12:19 - 12:23I want everyone in the next few days
to go up to a friend of theirs, -
12:23 - 12:27and just say to them, "I want you
to describe a passion of yours to me." -
12:28 - 12:30I've had people do this
all over the world, -
12:30 - 12:34and I asked them, "What did you
notice about the other person -
12:34 - 12:36when they described their passion?"
-
12:36 - 12:38The answers are always the same.
-
12:38 - 12:40"Their eyes lit up and got big."
-
12:40 - 12:43"They smiled, a big beaming smile."
-
12:43 - 12:44"They use their hands all over;
-
12:44 - 12:47I had to duck because their hands
were coming at me." -
12:47 - 12:49"They talk quickly
with a higher pitch." -
12:49 - 12:50(Laughter)
-
12:50 - 12:52And, "They leaned in
as if telling me a secret." -
12:53 - 12:57Then I said to them, "What happened
to you as you listen to their passion?" -
12:58 - 13:02They said. "My eyes lit up.
I smiled; I leaned in." -
13:02 - 13:04When we tap into our passion,
-
13:04 - 13:08we give ourselves the courage
in our own eyes to speak up, -
13:08 - 13:11but we also get the permission
from others to speak up. -
13:12 - 13:17Tapping into our passion even works
when we come across as too weak. -
13:18 - 13:22Both men and women get punished
at work when they shed tears. -
13:22 - 13:25But Lizzy Wolf has shown
-
13:25 - 13:29that when we frame
our strong emotions as passion, -
13:29 - 13:35the condemnation of our crying
disappears for both men and women. -
13:36 - 13:40I want to end with a few words
from my late father that he spoke -
13:40 - 13:42at my twin brother's wedding.
-
13:42 - 13:43Here's a picture of us.
-
13:45 - 13:47My dad was a psychologist like me,
-
13:47 - 13:52but his real love and his real passion
was cinema, like my brother. -
13:52 - 13:55He wrote a speech for my brother's wedding
-
13:55 - 13:58about the roles we play
in the human comedy. -
13:58 - 14:01He said, "The lighter your touch,
the better you become -
14:01 - 14:04at improving and enriching
your performance. -
14:04 - 14:08Those who embrace their roles
and work to improve their performance -
14:09 - 14:12grow, change, and expand the self.
-
14:12 - 14:16Play it well, and your days
will be mostly joyful." -
14:16 - 14:18What my dad was saying
-
14:18 - 14:22is that we've all been assigned
ranges and roles in this world. -
14:22 - 14:26But he was also saying
the essence of this talk. -
14:26 - 14:31Those roles and ranges
are constantly expanding and evolving. -
14:32 - 14:34So, when a scene calls for it,
-
14:34 - 14:38be a ferocious mama bear,
and a humble advice seeker. -
14:39 - 14:43Have excellent evidence and strong allies.
-
14:43 - 14:46Be a passionate perspective taker.
-
14:46 - 14:48If you use those tools -
-
14:48 - 14:51and each and every one
of you can use these tools - -
14:51 - 14:55you'll expand your range
of acceptable behavior -
14:55 - 14:58and your days will be mostly joyful.
-
14:59 - 15:00Thank you.
-
15:00 - 15:02(Applause)
- Title:
- How to speak up when you feel like you can’t | Adam Galinsky | TEDxNewYork
- Description:
-
We all experience moments when it's hard to speak up - whether it's at work, in our relationships, or out in public with a stranger. Social psychologist Adam Galinsky shows research and shares helpful tips on how to find your voice when it matters most, and to advocate for others who need it.
This talk was given at a TEDx event using the TED conference format but independently organized by a local community. Learn more at http://ted.com/tedx
- Video Language:
- English
- Team:
- closed TED
- Project:
- TEDxTalks
- Duration:
- 15:03
Ellen commented on English subtitles for How to speak up when you feel like you can’t | Adam Galinsky | TEDxNewYork | ||
Ellen edited English subtitles for How to speak up when you feel like you can’t | Adam Galinsky | TEDxNewYork | ||
Riaki Ponist commented on English subtitles for How to speak up when you feel like you can’t | Adam Galinsky | TEDxNewYork | ||
Krystian Aparta commented on English subtitles for How to speak up when you feel like you can’t | Adam Galinsky | TEDxNewYork | ||
Krystian Aparta edited English subtitles for How to speak up when you feel like you can’t | Adam Galinsky | TEDxNewYork | ||
Ellen commented on English subtitles for How to speak up when you feel like you can’t | Adam Galinsky | TEDxNewYork | ||
Ellen edited English subtitles for How to speak up when you feel like you can’t | Adam Galinsky | TEDxNewYork | ||
Riaki Ponist commented on English subtitles for How to speak up when you feel like you can’t | Adam Galinsky | TEDxNewYork |
Ellen
Please do not take tasks to review until you have completed at least 90 minutes of published subtitles.This has been returned to the pool for review by someone with the necessary experience.
There is more information about the workflow here:
http://translations.ted.org/wiki/OTP_Resources:_Main_guide#TED_Translator_program_structure_and_workflow
Riaki Ponist
Sorry, typo found:
11:12
competant
->
competent
Thanks!
Ellen
English edited 04/01/2017
11:12 competant -> competent
Krystian Aparta
At 11:45, "I became more invested in their calls" was changed to "I became more invested in their cause."
Riaki Ponist
Hi there, the speaker says he prefers to be called "social psychologist" in the description and we've also found a typo in the description.
Business psychologist
->
Social psychologist
out in a public
->
out in public
Thanks,
Riaki
Ellen
2nd Feb, 2017: Description edited.
Business psychologist
->
Social psychologist
out in a public
->
out in public