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
Moral demands and the far future – Andreas Mogensen (Global Priorities Institute, Oxford University)
I argue that moral philosophers have either misunderstood the problem of moral demandingness or at least failed to recognize important dimensions of the problem that undermine many standard assumptions. It has been assumed that utilitarianism concretely directs us to maximize welfare within a generation by transferring resources to people currently living in extreme poverty. In fact, utilitarianism seems to imply that any obligation to help people who are currently badly off is trumped by obligations to undertake actions targeted at improving the value…
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 paradox for tiny probabilities and enormous values – Nick Beckstead (Open Philanthropy Project) and Teruji Thomas (Global Priorities Institute, Oxford University)
We show that every theory of the value of uncertain prospects must have one of three unpalatable properties. Reckless theories recommend risking arbitrarily great gains at arbitrarily long odds for the sake of enormous potential; timid theories recommend passing up arbitrarily great gains to prevent a tiny increase in risk; nontransitive theories deny the principle that, if A is better than B and B is better than C, then A must be better than C.