le to render the hearers inclined to receive instruction by a
carefully prepared exordium. Now, since it has been already explained
what effect is to be sought to be produced by the exordium, it remains
for us to show by what arguments all such effects may be produced.

Good-will is produced by dwelling on four topics:--on one derived from
our own character, from that of our adversaries, from that of the
judges, and from the cause itself. From our own character, if we
manage so as to speak of our own actions and services without
arrogance; if we refute the charges which have been brought against
us, and any other suspicions in the least, discreditable which it may
be endeavoured to attach to us; if we dilate upon the inconveniences
which have already befallen us, or the difficulties which are still
impending over us; if we have recourse to prayers and to humble and
suppliant entreaty. From the character of our adversaries, if we are
able to bring them either into hatred, or into unpopularity, or into
contempt. They will be brought into hatred, if any action of theirs
can be adduced which has been lascivious, or arrogant, or cruel, or
malignant. They will be made unpopular, if we can dilate upon their
violent behaviour, their power, their riches, their numerous kinsmen,
their wealth, and their arrogant and intolerable use of all these
sources of influence; so that they may appear rather to trust to these
circumstances than to the merits of their cause. They will be brought
into contempt, if sloth, or negligence, or idleness, or indolent
pursuits, or luxurious tranquillity can be alleged against them.
Good-will will be procured, derived from the character of the hearers
themselves, if exploits are mentioned which have been performed by
them with bravery, or wisdom, or humanity; so that no excessive
flattery shall appear to be addressed to them; and if it is plainly
shown how high and honourable their reputation is, and how anxious is
the expectation with which men look for their decision and authority.
Or from the circumstances themselves, if we extol our own cause with
praises, and disparage that of the opposite party by contemptuous
allusions.

But we shall make our hearers attentive, if we show that the things
which we are going to say and to speak of are important, and unusual,
and incredible; and that they concern either all men, or those who are
our present hearers, or some illustrious men, or the immortal gods, or