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Iliana Acosta

Trishia Briones

ENGL 1301- 162

November 2, 2023

Liars

The way people make choices is an important and fascinating topic in the modern world

of the behavioral economics field. Many studies have investigated the complexity of decisions

and the factors that impact them. Sanjiv Erat and Uri Gneezy investigate the subject of

dishonesty in their piece "White Lies," focusing on the societal acceptance and implications of

white lies and black lies. "White Lies" by Sanjiv Erat and Uri Gneezy delves into the moral

questions that surround the idea of "white lies," or seemingly innocent lies made with good

intentions. To convince the reader, Erat and Gneezy utilize rhetorical methods. We get a better

grasp of how the authors successfully communicate their argument by studying their use of the

concepts of ethos, logos, and pathos, as well as their rhetorical techniques and mood.

Erat and Gneezy start their argument by laying out their ethos or their credibility as

behavioral economists. Erat and Gneezy establish their credentials early in the essay by listing

their academic connections. Their academic ties, which include the Massachusetts Institute of

Technology and the University of California, San Diego, provide the writers with a strong basis

of credibility. This mindset extends to their utilization of data and research findings, further

enhancing their trustworthiness. They give findings from research with over 1500 people,

demonstrating their devotion to scientific evidence. By doing so, they persuade the reader to trust

their competence, which is an essential part of the persuading process.

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While Erat and Gneezy use an academic approach, they do not ignore the emotional

component of their argument. Their realistic examples and hypothetical scenarios demonstrate

the use of pathos or emotional appeals. For example, they highlight the prevalent habit of telling

someone they look nice when they don't, eliciting empathy from the reader. This evokes thoughts

associated with social standards, courtesy, and the fear of offending the feelings of others. The

research also plays on readers' emotions by emphasizing the ethical consequences of lying. The

concept of "white lies," seemingly innocent lies used to save a person's emotions, leads readers

to consider their own moral compass and the excuses they may use for misleading others. This

emotional appeal connects with people on a personal level, prompting contemplation and

reflection. The writers encourage the reader to personally connect with the subject matter by

tapping into these emotions, making their claim more powerful.

Furthermore, the authors' material has a relatively conversational and friendly tone,

which helps them connect with their readers. This humanizes and makes them relatable, boosting

their ethos. For example, they employ simple language and present examples from everyday life.

In the first paragraph, for example, they mention their personal experiences, admitting their own

contacts with "white lies." At the same time, the authors fill their work with a subtle sense of

urgency and moral duty. They emphasize the ethical ramifications of lying, appealing to readers'

emotions and urging them to consider their actions. This tone instills a sense of accountability in

readers and forces them to examine the implications of their actions."White Lies" has a slow and

self-aware tone that reflects the complexities of the ethical quandary at issue. Erat and Gneezy

eschew lecturing or didactic tone, instead letting readers make their own conclusions. The use of

conversational language and real examples keeps the tone approachable, building a connection

between the authors and their readers.

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A significant part of "White Lies" is based on logos or logical arguments. Beginning with

the claim that white lies are ubiquitous in society, Erat and Gneezy develop a coherent, well-

structured case. They then give a rational explanation of the economic repercussions of honesty,

highlighting that honesty is not necessarily the most superb economic strategy. Using cost-

benefit analysis and game theory, the authors illustrate how lying may be a sensible decision in

some contexts. They appeal to the reader's logical side and encourage them to analyze the

argument from an analytical position by anchoring it in logic and economic concepts. Erat and

Gneezy skillfully employ a range of rhetorical strategies to strengthen their case. The use of

anecdotal evidence is one technique. To make their argument understandable and memorable,

they provide real-world instances of white lies, such as a doctor promising a patient their fate.

Another rhetorical strategy employed is the hypothetical scenario, in which the author asks the

reader to picture alternative scenarios containing white lies, therefore urging them to ponder the

practical ramifications of their argument. This stimulates the reader's interest and adds nuance to

the topic.

Erat and Gneezy also employ the use of visual aids to help persuade the audience. Erat

and Gneezy provide multiple visual aids to support their claims. The studies are conducted both

by the authors and external sources and serve as evidence supporting the argument. The audience

can see that statements are being backed by credible research. For example, Erat and Gneezy

provide a graph detailing the sensitivity of the proportion of lies to incentives. This allows the

readers to see which lie is more sensitive and which lie is less sensitive. The authors provide

graphs, charts, and diagrams to simplify the data being presented. These visual aids break down

complex ideas, ensuring that the audience can graph the concepts. This clarifies and contributes

to the overall effectiveness of the argument.

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In "White Lies," Sanjiv Erat and Uri Gneezy use ethos, pathos, logos, and rhetorical

strategies to make a persuasive case for the prevalence and economic repercussions of white lies.

Their believability, evocation of emotions, use of logical reasoning, strategic use of language,

visual aids, and examples all add to their article's overall persuasiveness. We better grasp how

the authors effectively engage their audience and deliver their message by studying the rhetorical

components utilized in the text. This rhetorical study highlights the subtle connection between

persuasion and behavioral economics, giving insight into the complexities of human decision-

making and the importance of white lies in our lives. "White Lies" eventually urges people to

strive for integrity and truthfulness in their dealings with others by improving our awareness of

the connection between monetary gain, societal standards, and personal morals.
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Work Cited

Erat, Sanjiv, and Uri Gneezy. “White Lies.” Management Science, vol. 58, no. 4, 2012, pp. 723–

33, https://doi.org/10.1287/mnsc.1110.1449.