History of the Peloponnesian War

And as to these barbarians, whom through ignorance you fear, you may take notice, both by the former battles fought by us against them before, in favour of the Macedonians, and also by what I myself conjecture and have heard by others, that they have no great danger in them.

For when any enemy whatsoever maketh show of strength, being indeed weak, the truth once known doth rather serve to embolden the other side; whereas, against such as have valour indeed, a man will be the boldest when he knoweth the least. These men here, to such as have not tried them, do indeed make terrible offers;