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. 31-2025
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
Economic inequality and the long-term future – Andreas T. Schmidt (University of Groningen) and Daan Juijn (CE Delft)
Why, if at all, should we object to economic inequality? Some central arguments – the argument from decreasing marginal utility for example – invoke instrumental reasons and object to inequality because of its effects…
A bargaining-theoretic approach to moral uncertainty – Owen Cotton-Barratt (Future of Humanity Institute, Oxford University), Hilary Greaves (Global Priorities Institute, Oxford University)
This paper explores a new approach to the problem of decision under relevant moral uncertainty. We treat the case of an agent making decisions in the face of moral uncertainty on the model of bargaining theory, as if the decision-making process were one of bargaining among different internal parts of the agent, with different parts committed to different moral theories. The resulting approach contrasts interestingly with the extant “maximise expected choiceworthiness”…
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’. …