Little explanation is needed for why this article, published in Leadership in 1987, is a classic. One of the most interesting discoveries from our national survey of pastors (see " The Truth about Debt and Salaries") is that clergy who ask for a raise generally get it. Here's how to ask for one.

Few pastors receive any formal instruction when it comes to hammering out a reasonable pay package. It took me a few hard lessons, but I've learned some principles of negotiation along the way.

My concept of negotiation is simple. I have just two goals: (1) to produce a fair salary, and (2) to avoid any hint of an adversarial relationship with the board. Here are the principles that have helped me reach those goals.

Be honest Since most of us are already striving to develop more open and honest relationships within our congregations, this shouldn't be a problem. But our commitment often gets sabotaged at salary time, undercut by an equally strong hesitancy to talk about money.

Many of us choose ...