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
Prediction: The long and the short of it – Antony Millner (University of California, Santa Barbara) and Daniel Heyen (ETH Zurich)
Commentators often lament forecasters’ inability to provide precise predictions of the long-run behaviour of complex economic and physical systems. Yet their concerns often conflate the presence of substantial long-run uncertainty with the need for long-run predictability; short-run predictions can partially substitute for long-run predictions if decision-makers can adjust their activities over time. …
How to neglect the long term – Hayden Wilkinson (Global Priorities Institute, University of Oxford)
Consider longtermism: the view that, at least in some of the most important decisions facing agents today, which options are morally best is determined by which are best for the long-term future. Various critics have argued that longtermism is false—indeed, that it is obviously false, and that we can reject it on normative grounds without close consideration of certain descriptive facts. In effect, it is argued, longtermism would be false even if real-world agents had promising means…
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”…