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White Lies Essay 1
White Lies Essay 1
Iliana Acosta
Trishia Briones
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
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
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
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
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.
Acosta 5
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.