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
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. …
Population ethical intuitions – Lucius Caviola (Harvard University) et al.
Is humanity’s existence worthwhile? If so, where should the human species be headed in the future? In part, the answers to these questions require us to morally evaluate the (potential) human population in terms of its size and aggregate welfare. This assessment lies at the heart of population ethics. Our investigation across nine experiments (N = 5776) aimed to answer three questions about how people aggregate welfare across individuals: (1) Do they weigh happiness and suffering symmetrically…
The unexpected value of the future – Hayden Wilkinson (Global Priorities Institute, University of Oxford)
Various philosophers accept moral views that are impartial, additive, and risk-neutral with respect to betterness. But, if that risk neutrality is spelt out according to expected value theory alone, such views face a dire reductio ad absurdum. If the expected sum of value in humanity’s future is undefined—if, e.g., the probability distribution over possible values of the future resembles the Pasadena game, or a Cauchy distribution—then those views say that no real-world option is ever better than any other. And, as I argue…