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
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 …
Tiny probabilities and the value of the far future – Petra Kosonen (Population Wellbeing Initiative, University of Texas at Austin)
Morally speaking, what matters the most is the far future – at least according to Longtermism. The reason why the far future is of utmost importance is that our acts’ expected influence on the value of the world is mainly determined by their consequences in the far future. The case for Longtermism is straightforward: Given the enormous number of people who might exist in the far future, even a tiny probability of affecting how the far future goes outweighs the importance of our acts’ consequences…
Measuring AI-Driven Risk with Stock Prices – Susana Campos-Martins (Global Priorities Institute, University of Oxford)
We propose an empirical approach to identify and measure AI-driven shocks based on the co-movements of relevant financial asset prices. For that purpose, we first calculate the common volatility of the share prices of major US AI-relevant companies. Then we isolate the events that shake this industry only from those that shake all sectors of economic activity at the same time. For the sample analysed, AI shocks are identified when there are announcements about (mergers and) acquisitions in the AI industry, launching of…