Numbers Tell, Words Sell
Michael Thaler (University College London), Mattie Toma (University of Warwick) and Victor Yaneng Wang (Massachusetts Institute of Technology)
GPI Working Paper No. 1-2025
When communicating numeric estimates with policymakers, journalists, or the general public, experts must choose between using numbers or natural language. We run two experiments to study whether experts strategically use language to communicate numeric estimates in order to persuade receivers. In Study 1, senders communicate probabilities of abstract events to receivers on Prolific, and in Study 2 academic researchers communicate the effect sizes in research papers to government policymakers. When experts face incentives to directionally persuade instead of incentives to accurately inform receivers, they are 25-29 percentage points more likely to communicate using language rather than numbers. Experts with incentives to persuade are more likely to slant language messages than numeric messages in the direction of their incentives, and this effect is driven by those who prefer to use language. Our findings suggest that experts are strategically leveraging the imprecision of language to excuse themselves for slanting more. Receivers are persuaded by experts with directional incentives, particularly when language is used.
Other working papers
Tough enough? Robust satisficing as a decision norm for long-term policy analysis – Andreas Mogensen and David Thorstad (Global Priorities Institute, Oxford University)
This paper aims to open a dialogue between philosophers working in decision theory and operations researchers and engineers whose research addresses the topic of decision making under deep uncertainty. Specifically, we assess the recommendation to follow a norm of robust satisficing when making decisions under deep uncertainty in the context of decision analyses that rely on the tools of Robust Decision Making developed by Robert Lempert and colleagues at RAND …
Respect for others’ risk attitudes and the long-run future – Andreas Mogensen (Global Priorities Institute, University of Oxford)
When our choice affects some other person and the outcome is unknown, it has been argued that we should defer to their risk attitude, if known, or else default to use of a risk avoidant risk function. This, in turn, has been claimed to require the use of a risk avoidant risk function when making decisions that primarily affect future people, and to decrease the desirability of efforts to prevent human extinction, owing to the significant risks associated with continued human survival. …
Time Bias and Altruism – Leora Urim Sung (University College London)
We are typically near-future biased, being more concerned with our near future than our distant future. This near-future bias can be directed at others too, being more concerned with their near future than their distant future. In this paper, I argue that, because we discount the future in this way, beyond a certain point in time, we morally ought to be more concerned with the present well- being of others than with the well-being of our distant future selves. It follows that we morally ought to sacrifice…