basic rule of negotiation is to know what you want, what you need to walk away with in order to be whole. - Phil Knight

I don’t know how long after that day I discovered the Aristophanes play, set in the Temple of Nike, in which the warrior gives the king a gift — a pair of new shoes. I don’t know when I figured out that the play was called Knights.

Driving back to Portland I’d puzzle over my sudden success at selling. I’d been unable to sell encyclopedias, and I’d despised it to boot. I’d been slightly better at selling mutual funds, but I’d felt dead inside. So why was selling shoes so different? Because, I realized, it wasn’t selling. I believed in running. I believed that if people got out and ran a few miles every day, the world would be a better place, and I believed these shoes were better to run in. People, sensing my belief, wanted some of that belief for themselves. Belief, I decided. Belief is irresistible.

Starting my own business was the only thing that made life’s other risks — marriage, Vegas, alligator wrestling — seem like sure things. But my hope was that when I failed, if I failed, I’d fail quickly, so I’d have enough time, enough years, to implement all the hard-won lessons. I wasn’t much for setting goals, but this goal kept flashing through my mind every day, until it became my internal chant: Fail fast.