When AI Tells You to Ask for Less: Why Women Must Rely on More Than Just Tech When Negotiating Pay

Why Women Must Rely on More Than Just Tech When Negotiating Pay

A recent Inc. article uncovered troubling findings from a study that examined AI-powered career tools. The study revealed that when women and people of color used these tools to simulate salary negotiations, they were often advised to ask for less money than their white, male counterparts, even when qualifications and roles were similar.

The study found that AI advises women, minorities, and others to ask for lower salaries than men. It doesn’t do this 100 percent of the time, but the study found that the differences in salary recommendations were significant and sometimes frighteningly disparate. In one example, ChatGPT’s o3 model recommended a female applicant ask for $280,000. Then it turned around and advised a male applicant to ask for $400,000.

This is a powerful, sobering reminder that while AI can be useful, it is not always neutral and it is certainly not enough.

The Promise and the Problem of AI in Careers

AI tools are trained on data. But that data often reflects the inequities of our past and present. If historical salary information skews lower for women and minorities because of systemic underpayment, the AI will treat that pattern as “normal,” and perpetuate it. The result? Reinforcing the very disparities we’re working so hard to close.

In this case, AI doesn’t just reflect bias, it amplifies it, in ways that are hard to detect unless you’re looking closely.

What This Means for Women Negotiating Pay

Relying solely on AI-generated advice can lead to undervaluing your worth. But you can take control by anchoring your negotiations in better data and stronger relationships:

1. Use multiple sources to benchmark salaries. Online tools like Glassdoor, Levels.fyi, and the Bureau of Labor Statistics offer helpful ranges but they shouldn’t be your only reference. Look for platforms that disaggregate data by gender, race, geography, and experience level whenever possible.
   

2. Talk to real people. One of the most powerful ways to get accurate salary insight is by talking to peers, especially those who’ve negotiated successfully. These candid conversations can help normalize ambition and provide context online tools often miss.
   

3. Practice the ask. Whether with a mentor, peer, or coach, rehearsing your salary ask can help you feel confident, clear and prepared.
   

This is why spaces like the VEST matter. When you're part of a supportive peer network, you're not negotiating alone. You're surrounded by people who can offer perspective, accountability, and support. People who genuinely want to see you win.

AI can be a helpful tool but it doesn’t replace the need for human connection, critical thinking, or courageous conversation. As women professionals, we must be vigilant about where we get our information, how we use it, and who we trust along the way. Remember, you are your best advocate.

Learn more about our VEST Peer Network at www.VESTHer.co

About the Author

Erika Lucas is the Founder and CEO of StitchCrew and VEST. She is an investor and nationally recognized advocate for women, small businesses, and economic opportunity for all. Erika also hosts the VEST Her Podcast, where she talks about the hidden challenges holding women back at work, in society, and in building wealth and highlights stories of women working to change that. Follow Erika’s on LinkedIn