3 Attributes Critical for Effective Persuasion

Aristotle, the famed ancient Greek philosopher, wrote On Rhetoric in the 4^th century BC. Aristotle writes on how one can build a strong case that will be coherent, persuasive, and winsome. In Christian apologetics, it is imperative that one build a strong case for Christianity. Often, apologetic antagonists will claim, “No one was argued into the kingdom.” Yet, it seems that more and more people are being illuminated by the Holy Spirit through the use of arguments stemming from the apologetic renaissance. In fact, the pages of Scripture, one will find Christian case-makers arguing for the truths of Christ.

In On Rhetoric, Aristotle provides three important aspects of persuasion. These three aspects are called the ethos, pathos, and logos. Interestingly enough, Jesus himself demonstrated these attributes as he led people to faith. This article will examine Aristotle’s three attributes of persuasion and will show how Jesus used these attributes to powerfully argue for his identity as Messiah.

Ethos: Having Character Persuasion

The first attribute of persuasion is that of ethos (literally “character”); that is, the moral integrity of the speaker. English contrives its word “ethic” from the term “ethos.” Aristotle writes that the “orator persuades by moral character when his speech is delivered in such a manner as to render him worthy of confidence; for we feel confidence in a greater degree and more readily in persons of worth in regard to everything in general, but where there is no certainty and there is and there is room for doubt, our confidence is absolute” (Aristotle, On Rhetoric I.2.4).

To have value, the speaker must demonstrate authority and character. These two attributes are found in one simple term—integrity. By what authority does the speaker present his/her case? Why should I listen to such a person? Does a person live by what he/she speaks? Many a great communicator has lost value because their ethos does not support their theses. In this regard, a persuasive speaker must have authority to speak on the manner in which they address and they also must have the moral character that supports their speech. Carter and Coleman note Aristotle’s categories of ethos in that of “Phronesis—practical skills and wisdom. Arête—virtue and goodness. Eunoia—goodwill toward the audience” (Carter and Coleman 2009, 67). In this regard, the audience determines the ethos of the teacher.

In this regard, Jesus demonstrated ethos par excellence, although his adversaries chose to disregard this aspect of Jesus’ teaching. Jesus exemplified phronesis as he consistently outsmarted his opponents. Zuck writes that “Jesus knew the minds of three groups: inquirers, his disciples, and his enemies” (Zuck 1995, 51). Jesus was so good at answering his opponents that after a certain point, “no one dared to ask him any more questions” (Mark 12:34).[1] Jesus also demonstrated arête. Jesus did not provide a commandment which he did not himself keep. He told his disciples to “love their enemies” (Matthew 5:44). Jesus exemplified this commandment as he prayed while being crucified “Father, forgive them, for they know not what they do” (Luke 23:34). Jesus also demonstrated great eunoia by the multiple healings provided to the sick and helpless.

If one is to have an impact for God’s kingdom, then such a person will need to demonstrate a strong ethic. A person must have integrity. Without it, nothing that is said will leave an indelible mark on anyone. A great communicator without a strong ethos will fade into the shadows of failure.

Pathos: Having Connected Persuasion

The second attribute is that of pathos (literally “suffering,” “experience”); that is an emotional connection with the audience. English contrives its words “sympathy” and “empathy” from the term “pathos”. Aristotle writes, “The orator persuades by means of his hearers, when they are roused to emotion by his speech; for the judgements we deliver are not the same when we are influenced by joy or sorrow, love or hate; and it is to this alone that, as we have said, the present-day writers of treatises endeavor to devote their attention” (Aristotle, On Rhetoric I.2.5).

While it seems that many have been captivated more by emotionalism rather than intellectualism in modern times, emotionalism is still important. On a side note, let it be known that many a danger has come by speakers who manipulate the emotions without demonstrating the other two components. Hitler, Mousseline, and others have persuaded by appealing to negative emotional aspects (i.e. racism, nationalism, et. al.) without adhering to the other two cornerstones of effective persuasion. That being said, it would behoove the speaker to note the great power found in one’s emotions. If one is to connect with the audience, they must be willing to connect with the listeners emotionally.

Much could be said of Jesus’ use of pathos. However, such a treatment extends beyond the scope of this article. Nevertheless, Jesus’ use of pathos is demonstrated most clearly through his use of shared artifacts. “Jesus often made use of shared artifacts by utilizing his knowledge of Scripture, geography, and Jewish history” (Carter and Coleman 2009, 26). If the speaker is to connect with the audience, he/she must find a point of contact just as Jesus did through his parables and Paul did through his missionary ventures. If there is no connection, the most throughout intellectual treatment of a topic may fall on deafened ears. Never negate the power of a good illustration.

Logos: Having Coherent Persuasion

For the Christian who knows his or her Bible well, the third term will strike a chord, for it is the “logos” (literally “word,” or “from which a thought is expressed or delivered”). English contrives its word “logic” from “logos”. The third attribute considers the logic of an argument. Aristotle writes, “Now, since proofs are effected by these means, it is evident that, to be able to grasp them, a man must be capable of logical reasoning, of studying characters and the virtues, and thirdly the emotions—the nature and character of each, its origin, and the manner in which it is produced” (Aristotle, On Rhetoric I.2.7).

Here again, a full treatment is not possible in this article. I would suggest one interested in this topic pick up a copy of Carter and Coleman’s book which is referenced in this article. However, it should be noted that those who argue against logic will be surprised at the great use of logic used by Christ. Consider Jesus’ use of the following forms of logic:

Enthymene: an incomplete syllogism made to allow the “audience to ‘connect the dots’ and discover the insight on their own” (Carter and Coleman 2009, 49). Example found in Matthew 10:40, “Whoever receives you receives me, and whoever receives me receives him who sent me” (Matthew 10:40).

Syllogismus: “the use of a remark or an image that calls upon the audience to draw an obvious conclusion” (Carter and Coleman 2009, 52). Example found in John 3:14-18, “And as Moses lifted up the serpent in the wilderness, so must the Son of Man be lifted up, that whoever believes in him may have eternal life. For God so loved the world, that he gave his only Son, that whoever believes in him should not perish but have eternal life. For God did not send his Son into the world to condemn the world, but in order that the world might be saved through him. Whoever believes in him is not condemned, but whoever does not believe is condemned already, because he has not believed in the only Son of God” (John 3:14-18).

A fortiori: (Latin: “to the stronger”) the use of a commonly held truth to argue for a stronger truth. Exemplified in Jesus’ defense of his healing on the Sabbath, “Does not each of you on the Sabbath untie his ox or his donkey from the manger and lead it away to water it? And ought this woman, a daughter of Abraham whom Satan bound for eighteen years, be loosed from this bond on the Sabbath day” (Luke 13:15-16). Also exemplified in Matthew 18:12-14.

Reductio ad absurdium: “a type of logical argument where one assumes a claim for the sake of argument, derives an absurd or ridiculous outcome, and then concludes that the original assumption must have been wrong, as it led to an absurd result” (Carter and Coleman 2009, 55). Jesus’ rebuttal to his adversaries considering him demon-possessed is an example of reductio ad absurdium. Jesus said, “Every kingdom divided against itself is laid waste, and no city or house divided against itself will stand. And if Satan casts out Satan, he is divided against himself. How then will his kingdom stand” (Matthew 12:25-26)?

Appeal to Evidence: noting the evidence supporting one’s claims. This is incredibly important for apologetics. Jesus used this type of logic masterfully. Jesus would say, “I am the resurrection and the life” (John 11:25) then go out and raise the dead to prove his statement (as he did in the case of Lazarus). Jesus appealed to several pieces of evidence in John 5: the evidence from the Father (John 5:30-31); evidence from John the Baptist (John 5:32-35); the miracles performed by Jesus (John 5:36); God the Father’s witness (John 5:37-38); and evidence from Scripture (John 5:39-47).

As I have noted several times on this site, one must hold intellectual reasons for holding to the faith if one is to be effective in communicating the gospel. This comes by knowing WHAT one believes and knowing WHY one believes it.

Conclusion

This somewhat lengthy article has noted three important attributes that should accompany one’s presentation of the truth. One must hold a strong ethos (character), pathos (emotional connection), and logos (coherent argument). It may be possible that one can influence another without all three in place. For the one who holds character without the other two may be a beloved person whose beliefs are held because of the person’s character. Yet, such adherents will not hold a strong connection with the beliefs themselves. They simply inherited the beliefs. One may influence another by strong emotionalism to the detriment of the other two. This is most dangerous as the person may captivate a crowd by one’s charisma. Yet, the adherents will not have a defense for their position and, if the speaker is of low moral virtue, may be captivated by what could quickly escalate to dangerous cultic practices. One may also have high intellectual prowess and may convince others. Yet, without a strong ethos and pathos, the speaker may come across as cold and calloused. A blend of all three attributes is necessary if one is to be both persuasive and winsome in their approach. As noted, Jesus was a master of all three.

Sources Cited:

Aristotle. On Rhetoric. Acheron Press. Kindle.

Carter, Joe; and John Coleman. How to Argue Like Jesus: Learning Persuasion from History’s Greatest Communicator. Wheaton: Crossway, 2009.

Zuck, Roy B. Teaching as Jesus Taught. Eugene, OR: Wipf & Stock, 1995.

© August 30, 2015. Brian Chilton.

[1] Unless otherwise noted, all Scripture comes from the English Standard Version (Wheaton: Crossway, 2001).