Why the time is right for autonomous negotiation in procurement

Beroe recently published An Introduction to Real Autonomous Negotiation, the industry’s first comprehensive explainer on the transformative potential of autonomous negotiation in procurement.  

As part of our ongoing series exploring insights from the guide, we’re sharing extracts which will help break down key concepts, challenges, and opportunities behind one of the most exciting developments in procurement technology. In this blog, we take a look at why autonomous negotiation is so relevant to procurement teams today, and how the savings and efficiencies it can deliver can help procurement become a revenue generator.

Why now? The strategic imperative  

Procurement is undergoing a structural transformation. Amid rising complexity, shifting supplier dynamics, and increasing pressure to do more with less, the function is evolving from cost-centric execution to value-centric decision-making. Technology is central to this shift, and its influence is being felt clearly in the way negotiations are conducted. 

Classic sourcing software is limited and outdated in the negotiation techniques it enables, neither giving any guidance nor learning during negotiations - and is often time-consuming to use. Simultaneously, the problem for procurement teams is no longer a lack of data, but too much, leading to cognitive overload. They are being overwhelmed by too many tools and excessive amounts of information, which can make it harder to act decisively and deliver on savings targets.

What are the top 4 factors impacting procurement today?  

1. Inflation and volatility: Cost unpredictability is the new normal  

2. Talent and time constraints: Teams are stretched thin, expected to do more with less  

3. Strategic vs. tactical tension: Firefighting leaves little room for value creation  

4. Cognitive overload and data saturation: Too many tools and too much data make it hard to focus on what matters 

Autonomous negotiation offers a way to address these challenges – embedding intelligence into the negotiation process, to help teams scale their impact, reduce variability, and unlock new value. By shifting negotiations from manual, stand-alone exercises to intelligent, iterative engagements, autonomous systems can continuously analyze trade-offs, propose optimal outcomes, and learn from each interaction. This doesn’t just save time – it compounds insight and value across every sourcing event.

With Deloitte’s 2025 CPO Survey revealing that the number one enterprise priority is ‘Improving margins via cost reduction and cost avoidance’ (72%), autonomous negotiation could be a transformative technology for procurement teams seeking savings. Beyond benefits to the bottom line, well-crafted autonomous negotiations can factor in and improve quality and service levels and incorporate supply chain preferences and risks.

Holistic benefits of autonomous negotiation 

The relevance of autonomous negotiation goes beyond short-term efficiency gains or margin protection. By automating repeatable negotiations and accelerating decision cycles, procurement teams can redirect capacity toward higher-value, strategic initiatives. The result is a function that doesn’t just defend margins but actively contributes to them. In this sense, autonomous negotiation helps procurement evolve from being a cost gatekeeper to becoming a true revenue enabler, unlocking savings that fall straight to the bottom line, while freeing people to focus on opportunities that grow the top line.

To learn more, download our complete guide, An Introduction to Real Autonomous Negotiation, here.