What has Zip been showcasing at Zip Forward 2025? We’ ve been showcasing a changing procurement function. We see this in our research results – that the skills, operating models and technology priorities for how we build out the future of the function are all shifting rapidly.

We said on the first day that procurement is at an inflexion point and our own research shows that procurement needs to adapt and help build the bridge to what’ s next in order to help guide the enterprise towards a more AI-enabled future.

Will asking agents to carry out negotiations end up hindering relationships with suppliers? It’ s actually very interesting when you look at the research on this. There are some aspects of negotiation where machine to machine can be better because machines can be fairer than humans. Often humans try to one-up each other and you will end up with a less equal relationship. Someone is always going to win out. You can get to an optimal outcome faster that’ s better for both sides.

Nick Heinzmann, Head of Research, Zip

Increasingly, machine-to-machine negotiations might be embraced by some people who want to level the playing field, especially when you have a power difference between a large buyer or a large supplier and vice versa.

That focus on development and relationship management will be more about,‘ how do we help you perform better as a supplier? What do you need? Do you need investment from us? Do you need ideas or access to different people in the business?’ That’ s a much more productive focus that gets better outcomes for both sides than trying to beat each other down at the negotiation table.

118 December 2025