Rhetoric Section 3

πολὺ γὰρ διαφέρει πρὸς πίστιν, μάλιστα μὲν ἐν ταῖς συμβουλαῖς, εἶτα καὶ ἐν ταῖς δίκαις, τό τε ποιόν τινα φαίνεσθαι τὸν λέγοντα καὶ τὸ πρὸς αὑτοὺς ὑπολαμβάνειν πως διακεῖσθαι αὐτόν, πρὸς δὲ τούτοις ἐὰν καὶ αὐτοὶ διακείμενοί πως τυγχάνωσιν.

For it makes a great difference with regard to producing conviction - especially in demonstrative, and, next to this, in forensic oratory - that the speaker should show himself to be possessed of certain qualities and that his hearers should think that he is disposed in a certain way towards them; and further, that they themselves should be disposed in a certain way towards him.

Car, pour produire la conviction, il importe beaucoup, surtout dans l’éloquence démonstrative et, ensuite, dans l’éloquence judiciaire, que l’orateur se montre doué de certaines qualités, que ses auditeurs le croient animé à leur égard de certaines dispositions et, en outre, qu’ils soient eux-mêmes disposés envers lui d’une certaine manière.