CHAMBERS'S INFORMATION FOR THE PEOPLE. 



to begin with a full and explicit statement of 

 everything that is admitted by all parties. There 

 is a great advantage in doing this, as it may be 

 possible to shape such a statement so as to sug- 

 gest inferences of use to the cause in hand. 



There is always a powerful effect produced by 

 stating a case so as to appear not only highly 

 credible and probable, but also exceedingly plaus- 

 ible, which is done by making the whole case 

 appear to coincide with the familiar experience 

 and natural expectations of the hearers. 



3. Another important device consists in sum- 

 ming up an exposition or a chain of reasoning in 

 some short or epigrammatic statement, that will 

 be remembered and circulated. Such statements 

 are adapted to cling to the mind when the whole 

 of a diffuse explanation has vanished. ' Property 

 has its rights as well as its duties,' is a good ex- 

 ample. Something of the same effect is produced 

 by compositions that all centre upon some one 

 or a few distinct ideas that are repeated and im- 

 pressed by every part of the illustration. Dr 

 Chalmers has largely exemplified this mode of 

 exposition and persuasion ; Malthus's work on 

 Population is also a remarkable instance of the 

 concentration of a large mass of illustration upon 

 one idea, and the effect upon the reader is corre- 

 spondingly powerful. The science of Astronomy 

 in any exposition that does it justice has the same 

 effect ; it being the working out of the one great 

 idea of Gravitation. 



4. The mode of demeanour observed by a 

 speaker or writer, although not relevant to the 

 soundness of his arguments, is important in re- 

 gard to the effect that they may produce upon the 

 persons addressed. This is one of the many con- 

 siderations as to acting on the feelings, -which 

 have to be set forth in a treatise on the whole art 

 of persuasion. The chief point respecting de- 

 meanour is to avoid the appearance of dictation 

 or command when addressing people who are free 

 to adopt or reject the proposals recommended to 

 them. Dictation, with the majority of men, raises 

 a feeling hostile to the speaker ; whereas, by a 

 respectful tone of address, by hinting and sug- 

 gesting, instead of commanding, a prepossession 

 is created in favour of what is urged. 



5. The foregoing remark illustrates only one of 

 a comprehensive class of requirements of per- 

 suasive address namely, those referring to the 

 repression of the peculiar feelings and egotistic 

 peculiarities of the speaker, in so far as they clash 

 with his objects. It is one of the standing weak- 

 nesses of men to be completely occupied and 

 engrossed each one with his own feelings, and to 

 assume that these are not incompatible with other 

 people's feelings or peculiarities. In the whole 

 intercourse of life, repression of self and regard 

 to other men's likings are essential, but most of 

 all in the attempts that one person makes to in- 

 fluence the wills of others. We are apt to assume 

 that what impresses ourselves will impress our 

 fellows ; and it requires a cool observation of the 

 effects that we actually produce on other men's 

 minds, to convince us that we are mistaken in 

 this matter. The success of a speaker will be 

 determined in a great measure by his ability to 

 restrain himself, and assume the exact point of 

 view, as well as 1 the peculiar likings and dislikings, 

 of his audience. 



6. The known character and dispositions of a 



748 



speaker have always a high influence. The respect 

 entertained for him, the belief in the integrity and 

 soundness of his judgments, and the affection and 

 attachment that he is able to inspire, are well 

 known to be conducive to the weight of his 

 address. 



7. There may be a special attempt made to 

 induce a favourable state of mind in the hearers 

 towards the speaker. He may expressly lay him- 

 self out to indulge their known tastes, likings, and 

 humours, and to adapt himself to their peculi- 

 arities and habits. He may, for example, adopt 

 a homely familiar style in addressing the unedu- 

 cated, and in all cases shape his appeal so as to 

 touch the favourite associations of whatever class 

 he has to deal with. 



8. The mere action of sympathy goes some way 

 in every address that is to say, there is a ten- 

 dency in every man to give way to the expressed 

 feelings of another when no obstacle stands in the 

 way ; consequently, a speaker who feels and ex- 

 presses his feelings intensely, has an influence 

 through this sympathetic action, or by a sort of 

 infection or contagion ; and with an audience not 

 indisposed to fall into the current of his emotion, 

 he may be extremely effective. All men of natu- 

 rally strong earnest emotions, coupled with the 

 adequate power of expression or infection, have 

 been powerful orators. 



The expressed will and energetic determination 

 of a man has always great weight in affairs, from 

 the disposition of men to succumb to heavy pres- 

 sure, when they are not sufficiently excited to 

 resist it. It is a matter of daily observation in 

 assemblies, that a man of strong persevering will 

 carries a great many points that would not be con- 

 ceded to a person less boisterous and trouble- 

 some : mere physical strength of voice and gesture 

 contribute to this effect. 



It is constantly seen in the world that there are 

 men and women of naturally powerful and com- 

 manding presence, who have a far greater facility 

 in bending the wills of those about them than 

 other people who are equally knowing and talented. 

 Teachers, heads of families, persons in authority, 

 are occasionally met with having the natural gift 

 of securing obedience from mere personal ascend- 

 ency ; and the same bodily constitution has its 

 influence in addressing multitudes. Lord Chat- 

 ham was evidently an example of a man of a great 

 natural ascendency of character, apart altogether 

 from the value of his ideas or the intrinsic weight 

 of his language. 



It has been found that boldness and loudness 

 of assertion go for something with an audience, 

 however little the assertion may be supported by 

 evidence or proof. Loud-spoken praise on the 

 one hand, or energetic denunciation and abuse on 

 the other, are never altogether devoid of influence. 



9. There are certain of the strong emotions of 

 humanity that may be singled out as having great 

 power in producing active impulses when they 

 are once brought into play. Pity, tenderness, 

 compassion, and the warm affections, when roused 

 in favour of a cause, will be found to be strong 

 auxiliaries. In like manner, the ludicrous 

 humour, mirth, and ridicule have very great 

 influence. To these we may add the passions of 

 anger, resentment, and indignation, or the whole 

 range of antipathies, which may be roused, by 

 appropriate representations of a case, to the very 



