nces hard
to be thoroughly acquainted with. Wherefore, since there are so
many kinds of causes, it is necessary to open one's case on a very
different system in each separate kind. Therefore, the exordium is
divided into two portions, first of all a beginning, and secondly
language calculated to enable the orator to work his way into the good
graces of his hearers. The beginning is an address, in plain words,
immediately rendering the hearer well disposed towards one, or
inclined to receive information, or attentive. The language calculated
to enable the orator to work his way into the good graces of his
hearers, is an address which employs a certain dissimulation, and
which by a circuitous route as it were obscurely creeps into the
affections of the hearer.

In the kind of cause which we have called astonishing, if the hearers
be not positively hostile, it will be allowable by the beginning of
the speech to endeavour to secure their good-will. But if they be
excessively alienated from one, then it will be necessary to have
recourse to endeavours to insinuate oneself into their good graces.
For if peace and good-will be openly sought for from those who are
enemies to one, they not only are not obtained, but the hatred which
they bear one is even inflamed and increased. But in the kind of cause
which I have called low, for the sake of removing his contempt it will
be indispensable to render the hearer attentive. The kind of cause
which has been styled doubtful, if it embraces an examination into the
excuses alleged, which is also doubtful, must derive its exordium
from that very examination; but if it have some things in it of a
creditable nature, and some of a discreditable character, then it will
be expedient to try and secure the good-will of the hearer, so that
the cause may change its appearance, and seem to be an honourable one.
But when the kind of cause is the honourable kind, then the exordium
may either be passed over altogether, or if it be convenient, we may
begin either with a relation of the business in question, or with a
statement of the law, or with any other argument which must be brought
forward in the course of our speech, and on which we most greatly
rely; or if we choose to employ an exordium, then we must avail
ourselves of the good-will already existing towards us, in order that
that which does exist may be strengthened.

XVI. In the kind of cause which I have called obscure, it will be
advisab