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

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Consider a decision between: 1) a certainty of a moderately good outcome, such as one additional life saved; 2) a lottery which probably gives a worse outcome, but has a tiny probability of a far better outcome (perhaps trillions of blissful lives created). Which is morally better? Expected value theory (with a plausible axiology) judges (2) as better, no matter how tiny its probability of success. But this seems fanatical. So we may be tempted to abandon expected value theory…

‘The only ethical argument for positive 𝛿’? – Andreas Mogensen (Global Priorities Institute, Oxford University)

I consider whether a positive rate of pure intergenerational time preference is justifiable in terms of agent-relative moral reasons relating to partiality between generations, an idea I call ​discounting for kinship​. I respond to Parfit’s objections to discounting for kinship, but then highlight a number of apparent limitations of this…