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
The evidentialist’s wager – William MacAskill, Aron Vallinder (Global Priorities Institute, Oxford University) Caspar Österheld (Duke University), Carl Shulman (Future of Humanity Institute, Oxford University), Johannes Treutlein (TU Berlin)
Suppose that an altruistic and morally motivated agent who is uncertain between evidential decision theory (EDT) and causal decision theory (CDT) finds herself in a situation in which the two theories give conflicting verdicts. We argue that even if she has significantly higher credence in CDT, she should nevertheless act …
Are we living at the hinge of history? – William MacAskill (Global Priorities Institute, Oxford University)
In the final pages of On What Matters, Volume II, Derek Parfit comments: ‘We live during the hinge of history… If we act wisely in the next few centuries, humanity will survive its most dangerous and decisive period… What now matters most is that we avoid ending human history.’ This passage echoes Parfit’s comment, in Reasons and Persons, that ‘the next few centuries will be the most important in human history’. …
Choosing the future: Markets, ethics and rapprochement in social discounting – Antony Millner (University of California, Santa Barbara) and Geoffrey Heal (Columbia University)
This paper provides a critical review of the literature on choosing social discount rates (SDRs) for public cost-benefit analysis. We discuss two dominant approaches, the first based on market prices, and the second based on intertemporal ethics. While both methods have attractive features, neither is immune to criticism. …