AI stops here: Why AI can’t fully replace the human touch in salary negotiations

Imagine this scenario: You’ve received an offer for a dream role at a company you admire, but the starting salary is well below what you’d expected. Frustrated, you turn to ChatGPT, the generative artificial intelligence (AI) chatbot with all the answers, for help drafting an email to negotiate the salary.

Within seconds, ChatGPT provides you with a polished message, using professional phrases like “based on market research” and “given the scope of responsibilities.” After reading it over, you paste it into an email to the hiring manager and hit send.

They respond a short time later, saying simply that the company “can’t adjust the offer.” Reading through the conversation again, you realize the ChatGPT-generated email you sent contained no mention of your in-demand industry skills or the measurable value you’ve delivered in other jobs. The email fell flat—and so did your chances of negotiating a higher salary.

Negotiating salary can be one of the most difficult parts of the entire job search. It’s awkward, uncomfortable, and downright scary to ask for more money. It’s no wonder some job seekers use AI for help with these negotiations. But while AI tools have many benefits, they can’t fully replace the human touch you need to prepare for thoughtful salary conversations with a recruiter or manager.

How can AI tools help with salary negotiations? 

It’s probably fair to say that most job seekers and employees want to make more money. Yet not everyone negotiates their compensation. A study by the Pew Research Center found 60 percent of employed adults did not negotiate for higher pay the last time they were hired.

There can be complicated reasons behind a decision not to ask for a higher salary. Some people are unaware of the market rate for their position. Others may fear losing a job if they counter an employer’s offer. And many professionals (53 percent, per one survey) just don’t feel comfortable asking for more money, so they avoid the conversation at all costs.

If that sounds like you, AI tools can offer a helpful starting point for tackling these awkward conversations. Specifically, the benefits of using AI for salary negotiation include:

• Learn salary benchmarks. AI tools can provide valuable information about the salary benchmarks for your position, experience level, and geographic location. Armed with this knowledge, you can walk into a meeting or interview better prepared to negotiate.

• Boost confidence through practice. Before a salary negotiation, you can role play with ChatGPT or another AI chatbot to practice your pitch, including the wording and delivery. This practice can make you feel more confident once it’s time for the real conversation. 

• Prepare for follow-up negotiations. In a perfect world, an employer would agree to meet your target salary immediately, without any follow-up discussion. Unfortunately, that’s not always how it works. AI tools can help you prepare for tricky follow-up questions, such as, “What if we can’t meet this number?”

• Get tips for discussing compensation. Most people don’t negotiate their salaries regularly, so they don’t have much experience in this area. AI tools can offer helpful tips and strategies for discussing compensation, such as when and how to bring up the topic.

Examples of ChatGPT prompts for job offer negotiation

If you want to use ChatGPT to negotiate a higher starting salary, use these prompts:

1. Draft a professional email to negotiate a higher starting salary for [job title] at [company name]. The offer was $[amount], but I’m expecting closer to $[target salary]. I have [number of years] of experience and [other relevant skills or credentials]. Make the email polite, confident, and respectful.

2. Provide a script I can use to negotiate a salary for [job title] at [company name]. I want to ask for $[target salary] based on market research and a competing offer.

3. I’m preparing to negotiate a starting salary for [job title] at [company name]. Can you coach me on how to approach the conversation? Include examples of what to say and what not to say during salary negotiations.

Examples of ChatGPT prompts for negotiating a raise

You can also use ChatGPT to practice asking your current employer for a raise. Use these prompts for inspiration:

1. I’m about to have my annual review for my role as [job title] at [company name]. Write a professional yet friendly script I can use to ask my manager for a raise. I’ve taken on more responsibilities over the last year, including [job duty] and [job duty].

2. Draft a short email I can use to ask my manager for a meeting to discuss a raise. I’ve been in my role for [time frame], and my duties and contributions have grown significantly during that time. Specifically, I have [explain your new duties or achievements in the role].

3. Provide five tough questions a manager may ask during a salary negotiation meeting. Include examples of ways to respond using evidence of my skills and contributions. I’ve been in [job title] for [time frame], and I have successfully [list contributions or achievements in the role]. 

Limitations of AI for salary negotiation

AI tools can spark ideas for approaching negotiations and help you prepare for these discussions, but the technology has its limitations, too. Relying only on AI tools for salary negotiations can leave you with serious blind spots that can be hard to overcome in a real, one-on-one conversation with a hiring manager.

These are the dangers of using only AI tools for salary negotiation:

Inconsistent data

AI technology relies on data, which can be outdated, inaccurate, or inconsistent. These tools often access information from salary websites, such as Glassdoor, where people self-report their earnings. While some information may be correct (or at least in the ballpark), it’s hard to trust this unverified data completely.

AI tools can also spit out conflicting information depending on various factors. One study found ChatGPT produced “wildly inconsistent results” for salary recommendations depending on the model version and prompt type. The study also reported salary gaps related to an applicant’s major, university, and gender. These varied outputs may put you at a disadvantage if you’re only using ChatGPT to research your salary expectations.

Potential bias

AI tools run on algorithms designed to find trends in existing data. As a result, the technology can often reflect deeply rooted biases found in the data. An analysis from the Berkeley Haas Center for Equity, Gender and Leadership found that 44% of AI systems show gender bias, while nearly 26% show both gender and racial bias.

When analyzing salary data, AI technology may undervalue certain positions or demographics that have historically been underpaid. Without information from other sources, you may be relying on salary data that doesn’t reflect your true value.

Lack of empathy and human intelligence

AI technology cannot fully replace the human interaction required for salary negotiations. Nicole Carmichael, CEO of the IT company Tensill, calls humans a “non-negotiable” part of this process. “Salary discussions demand empathy no algorithm can provide,” Carmichael wrote on LinkedIn.

No matter what prompts you use, ChatGPT cannot teach you how to notice subtle shifts in a recruiter’s tone or interpret non-verbal cues. It can’t fully understand the rapport you’ve built with your manager or how it may factor into the negotiations. These conversations require empathy, adaptability, and trust, which you can only get through human interaction.

Impersonal negotiations

When using AI technology to draft emails or scripts for salary negotiations, you risk losing your personal voice. These tools often create content that sounds impersonal, generic, and overdone. If you use AI-generated templates without adjusting them to match your voice, you might come across as inauthentic, which can hurt your chances of connecting with the recruiter or manager. 

At the end of the day, remember that you are the best person to advocate for your worth—not an AI chatbot.

Why salary negotiations still require a human touch

When you negotiate an offer or ask for a raise, you need to build a strong case for why you deserve the additional compensation. AI tools can help you prepare, but you need to be ready to communicate your value to a recruiter or an employer, even if you’re a bundle of nerves inside.

Working with another person can be hugely valuable for your preparation. Unlike when you practice with an AI chatbot, doing mock negotiations with a career coach or mentor can prepare you for the uncertainty of real conversations. These sessions give you a chance to practice handling unexpected questions or adjusting your pitch if an employer doesn’t seem receptive to the request.

While no practice conversation can simulate the intensity of a real salary discussion, these mock negotiations can help you build confidence and learn to think on your feet in front of others, even when you’re nervous.

Best practices for using AI tools for salary negotiations

It’s best to use AI as one tool, and not the only tool, for salary negotiations. Follow these tips for using AI technology in your preparation:

• Verify AI-generated information. Never rely only on AI technology for salary information. Verify AI-generated salary ranges with other reputable sources, such as the U.S. Bureau of Labor Statistics, industry sites, and company job postings.

• Personalize AI drafts. While you can ask ChatGPT to draft an initial counteroffer email or script, take the time to personalize it. Your pitch should highlight your unique value proposition and the contributions you can make (or have made) in the role.

• Request some common objections. Ask AI to brainstorm some potential objections an employer may have to your counteroffer, such as a strict budget. Practice responding to those objections in your own words.

• Practice with AI and real people. It’s a good idea to ask ChatGPT to role play a salary discussion with you, but don’t limit your practice only to AI tools. Ask a friend or colleague to listen to your pitch and get their feedback on your tone, delivery, and body language.

• Brainstorm other benefits. If an employer is unable to offer your target salary, there are other benefits you can negotiate. Ask ChatGPT to brainstorm other perks you can ask for in a negotiation, such as a flexible schedule, more PTO, or professional development opportunities.

Negotiate salary with real experts on your side

AI technology can help you research salary ranges and prepare for negotiations, but these tools cannot replace the human insights you need to have sensitive conversations about pay.

If you break out in a cold sweat at the thought of negotiating your salary, consider working with a career coach who can offer personalized insights based on real-world experiences. TopResume’s GetHiredNow service will match you with supportive coaches who can show you exactly how to get the best possible offer for your skills and experience.

Our career experts provide coaching on salary negotiation strategies, offering helpful tips for handling these awkward conversations. You’ll have the opportunity to practice salary discussions and get real feedback from people who know how to negotiate. On average, job seekers make 7% higher salaries after working with our career coaches.

If you’re ready to get an offer you can’t refuse, reach out to learn how our GetHiredNow service can help you negotiate your salary with confidence.