honourable, is such an one as the disposition of the hearer favours at once, without waiting to hear our speech.  The kind that is astonishing, is that from which the mind of those who are about to hear us has been alienated.  The kind which is low, is one which is disregarded by the hearer, or which does not seem likely to be carefully attended to.  The kind which is doubtful, is that in which either the examination into the excuses alleged is doubtful, or the cause itself, being partly honourable and partly discreditable; so as to produce partly good-will and partly disinclination.  The kind which is obscure, is that in which either the hearers are slow, or in which the cause itself is entangled in a multitude of circumstances 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.