Work Smarter, Influence Better: Timeless Techniques from Greek Philosophers to Succeed at Work
Most people think that success at work depends solely on technical skill or expertise. And while those are essential, they rarely tell the whole story. In almost every profession—whether you're an engineer, marketer, manager, designer, healthcare worker, or consultant—the real challenge isn’t just doing the work.
It’s convincing others why the work matters.
You need to persuade.
While reading recently, I rediscovered an ancient concept that perfectly captures this challenge. Aristotle’s three timeless principles of persuasion - Ethos, Pathos, and Logos - describe exactly how professionals can communicate ideas in a way that leads to action, not just understanding.
In this post, you’ll learn how to use these principles to build trust, connect emotionally, and craft logical arguments so that your ideas don't just get heard, they resonate and drive results.
What Are Ethos, Pathos, and Logos?
Aristotle identified three essential pillars of persuasive communication.
Ethos is the appeal to credibility. It's how you establish trust and authority—why people should believe you.
Pathos is the appeal to emotion. It’s how you connect with others' hopes, fears, and values.
And Logos is the appeal to logic, the use of evidence and reasoning to support your case.
Imagine a doctor proposing a new treatment. They might begin by referencing their qualifications and experience (Ethos), then share a personal story about a patient whose life was changed by the treatment (Pathos), and finally present scientific studies and data to prove the treatment’s effectiveness (Logos).
Whether you’re advocating for a new workplace policy, pitching a client, or proposing a project timeline, the same three forces are at play. There are times when relying on just one approach might work. For instance, if someone is driven by fear or personal experiences, sharing relatable stories and emotional examples may be far more convincing than presenting cold facts. However, most people aren’t even aware that these different persuasive strategies exist—let alone how to use them effectively.
Understanding Ethos, Pathos, and Logos gives you an advantage. It equips you to read the situation and apply the right blend of credibility, emotion, and logic to make your message truly resonate.
Why Persuasion Matters in Every Job
It’s easy to assume that in a professional environment, facts will speak for themselves. But facts are often not enough. People bring emotions, biases, and competing priorities to every conversation.
A designer may have a brilliant concept—but must convince the client why it fits the brand. A project manager may have a carefully crafted timeline—but must reassure executives who fear delays. An analyst may have data that could transform strategy—but must help leadership see the human impact behind the numbers.
Persuasion is not manipulation. It’s not about tricking people or bending them to your will. Instead, it’s the art of guiding others to see what you see—to help them understand, feel, and genuinely believe in the value of your work.
At its core, persuasion is about creating alignment.
It bridges the gap between your insights and others’ perspectives, turning passive listeners into active supporters. When done well, it builds trust and fosters collaboration, leading to better decisions and stronger outcomes for everyone involved.
Ethos: Building Credibility
Before anyone will consider your ideas, they need to trust you.
That trust can come from your qualifications, past experience, or even how clearly and professionally you present your case.
For example, if you’re a financial advisor proposing an investment strategy, you wouldn’t begin with numbers right away. Instead, you might start by sharing your background, your certifications, and experiences where you’ve successfully helped clients with similar goals. But your credibility doesn’t just come from what you say. It also shows in the professionalism of your materials—the clarity of your reports, the care you take in addressing concerns, and the attention to detail in every interaction. Even your tone, body language, and ability to listen reinforce the trust your clients place in you, often without a single word of self-promotion.
Often, it’s credibility that opens the door to serious conversations.
Without it, even the best ideas can struggle to gain attention or trust.
Pathos: Making Emotional Connections
Once you’ve built trust, the next step is making your audience care. Facts and data might inform them, but it’s emotion that truly motivates action.
Imagine you’re an architect proposing a new community center. Instead of launching into blueprints and budgets, you start by sharing a story about a nearby neighborhood where a similar center changed lives—where children found a safe place to learn and seniors discovered a space to gather and connect.
People might hear facts, but they remember stories.
It’s the narratives we connect with emotionally that stay with us long after the numbers fade. Your goal isn’t to manipulate emotions, but to tie your logical plan to real human outcomes. People are most likely to support your vision when both their hearts and minds are engaged.
Logos: Presenting Logical Arguments
Finally, your ideas need to rest on a solid foundation of clear reasoning and evidence. Even the most trusted, emotionally compelling proposal can collapse without logic to support it.
As an engineer myself, this is where I naturally shine. Engineers are trained to think technically and logically—we don’t just guess solutions, we calculate them.
We present data that highlights current inefficiencies, provide simulations or models that demonstrate how our proposed solution improves performance, and outline a clear implementation plan with realistic timelines and risk assessments. We also anticipate technical objections and prepare thoughtful, well-reasoned responses in advance.
While credibility and emotional connection can open minds, there are moments when only logic can carry the argument. When stakeholders inevitably ask, "What’s the proof?" clear reasoning, solid data, and well-structured arguments allow you to answer their questions confidently and quickly.
Logos not only validates your ideas but also reassures others that decisions are grounded in reality, not just optimism or instinct.
Weaving Ethos, Pathos, and Logos Together
The most persuasive professionals don’t rely on just one approach—they skillfully balance all three. Ethos, Pathos, and Logos each play a unique role and should be applied thoughtfully depending on the situation.
When trust is lacking or authority needs to be established, Ethos takes the lead. If the audience seems disengaged or hesitant, Pathos can create an emotional connection and spark motivation. When doubts or tough questions arise, Logos provides the clarity and evidence needed to reinforce your case.
But while each principle has its moment to shine, none can stand alone for long. Relying solely on credibility risks sounding authoritative but empty. Leading only with emotion may inspire but lack substance. Depending purely on logic can come across as cold or disconnected.
To truly persuade—and to consistently win the small and large battles of professional life—you must understand all three and weave them together. Only by combining credibility, emotion, and logic can you craft arguments that not only capture attention but also earn trust and drive action.
Conclusion: From Communicating to Convincing
No matter what field you’re in, mastering Ethos, Pathos, and Logos can completely change how others perceive and respond to your ideas.
Trust opens the door. Emotion creates connection. Logic builds consensus.
For a long time in my own career, I focused almost entirely on hard skills—technical knowledge, data, and precision. Like many professionals, I believed that being good at the work itself was enough. But everything changed when I truly understood the power of communication and learned to apply these principles intentionally. Once I did, my career took a major leap forward. I wasn’t just doing good work anymore; I was making sure others understood its value, believed in it, and supported it.
Communication is one of—if not the—most important skills when working with others. Yet too often, people overlook it, assuming that technical expertise alone will carry them. The truth is, even the best ideas will struggle to gain traction if they aren’t communicated effectively.
And this doesn’t only apply at work. Ethos, Pathos, and Logos can help you become a better communicator in your personal life too—building stronger relationships, resolving conflicts, and connecting more deeply with others.
By mastering credibility, emotion, and logic, you won’t just talk, you will be heard.