Gunhild Laland Mohn and Kenneth Gundersen from NITO stand side by side and smile at the camera
Use AI as a sparring partner, not as a negotiator. This is the advice from Senior Adviser Gunhild Laland Mohn (left) and lawyer Kenneth Strømme Gundersen at NITO.

AI in salary negotiations: Use it as a sparring partner, not as a negotiator

Artificial intelligence can help you prepare arguments, test counterarguments and practice the negotiation before you meet the employer. But AI should not conduct the negotiations for you. Here is NITO's advice to union representatives who are going to negotiate and wonder if AI can be of help.

In short

  • Use AI to prepare and practice
  • Check facts, sources and calculations yourself
  • It is you and the negotiation committee who are responsible for the assessments and arguments
  • Do not post personal information or other confidential information

Many union representatives have already used AI. In NITO's union representative survey from January 2026, almost six out of ten answer that they use AI tools regularly or have tried them in their union representative work. More people use AI to develop arguments and prepare for negotiations. At the same time, many are concerned about privacy, source quality and the risk of incorrect answers. Half of the respondents want more practical training in how the tools can be used safely.

Kenneth Strømme Gundersen, lawyer at NITO, and Gunhild Laland Mohn, senior adviser at NITO, have taken a closer look at how AI can be used in salary negotiations and where the boundaries are.

Many people think of AI either as a threat or a shortcut. For union representatives, it is first and foremost a tool that can make preparations better.

Kenneth Gundersen, lawyer at NITO

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