Quintilian, and J.S. Watson. Institutes of Oratory.Edited by Lee Honeycutt, 2010. Kindle Electronic Edition. Book IV Chapter 1.
In this first chapter of book 4 Quintilian discusses the exordium, or introduction of a speech. It is important that the speaker remember that the hearer may not already be familiar with the case (Quintilian IV.1.2). The exordium is a prelude to prepare the hearer’s disposition. “This object, as is agreed among most authors, is principally effected by three means: by securing his good will and his attention, and by rendering him desirous of further information” (Quintilian IV.1.5). Q’uintilian also observes that the best reception will be given to a speaker who shows a commitment to some strong good, such as friendship or care for country (Quintilian IV.1.7). Appeals to the character of the speaker and often against other parties are normally helpful (Quintilian IV.1.13). The judge’s character is also of importance in building a case (Quintilian IV.1.17). On occasion the actual facts of a case will produce favor and should bbe introduced in an exordium (Quintilian IV.1.23). In general, though, the points of the case are delayed until later (Quintilian IV.1.24). The exordium is the speaker’s opportunity to gain the audience’s favor for those involved in the case, not for the evidence (Quintilian IV.1.30).
Because various pleas are more appropriate to different cases, Quintilian categorizes the causes as the honorable, the mean, the doubtful, the paradoxical, and the obscure (Quintilian IV.1.40). Because of these different types of cases, some people divide the exordium into an introduction and an insinuation (Quintilian IV.1.42). Quintilian considers this unnecessary complexity as all cases are different so all insinuations are different (Quintilian IV.1.43). The differences in cases are discussed at some length.
Learners should practice many different forms of the exordium (Quintilian IV.1.52). This will prepare them for the many situations which can arise. Careful attention to a style fitting the occasion and to memory is critical at this beginning of a speech (Quintilian IV.1.60-61). Quintilian closes the chapter with a collection of various ways an exordium may be addressed to different parties, weighing strengths and weaknesses.