The Education of an Orator, Vol. II

Cornelius Celsus denies that these remarks are prooemia introductions, because they are outside the case. But I am persuaded both by the authority of the greatest orators and by the belief that whatever pertains to the speaker also pertains to the case, since it is natural that judges will more readily believe those whom they hear with pleasure. 13 The character of the litigant himself must be handled in various ways. For sometimes his dignity is pleaded, at other times his weakness is commended. Sometimes it is appropriate to mention his merits, concerning which one must speak with more restraint when praising another than when praising oneself. Sex, age, and status have much influence, as in the cases of women, old men, or orphans who plead for their children, parents, or spouses. 14 For pity alone inclines even a righteous judge. However, these points should be tasted in the introduction, not consumed. The character of the adversary, conversely, is usually attacked using almost the same points, but taken in the opposite direction. For power is followed by envy, humble and abject status by contempt, and shameful or guilty behavior by hatred. These three are most powerful for alienating the minds of the judges. 15 Nor is it enough merely to state these things, which is allowed even to the unskilled; most points must be exaggerated or diminished as will be expedient. For the method of treatment belongs to the orator, while the points themselves belong to the case.

We shall conciliate the judge to ourselves not only by praising him, which must be done with moderation and is, in any case, common to both parties, but...