In order for a negotiation to occur, an NPC must have an interest in negotiating with the heroes—but must also have a reason to not simply jump on board with whatever the heroes propose. Negotiations happen only when an NPC has that internal tension between interest and reluctance. For example, if the characters ask a king to send his army into a neighboring kingdom to battle a demon incursion, the king needs to be conflicted. He wants to stop the incursion, but he doesn’t want to risk the lives of his soldiers defending a foreign nation while leaving their own people unprotected. If the heroes want the help of the king’s army, they need to negotiate.
Heroes aren’t expected to use the negotiation rules every time one character tries to convince an NPC to see things their way. For instance, if a hero wants information about a cult leader from a captured cultist, a single Presence test using the Lie skill or a Might test using Intimidate is likely all that’s needed. A character who wants to flirt with the local alchemist to obtain a free Healing Potion likely just needs to make a Presence test using the Flirt skill.
By contrast, negotiations typically involve all the heroes interacting with one or more important named NPCs who can provide information, items, or services that dramatically change the course of an adventure. Often, this involves the heroes seeking an item of great power, a retainer or companion, the services of an influential organization or nation, or a plot-twist-worthy piece of information. Convincing a lich to lend the party the legendary Codex Mortis, trying to convince a dragon to halt an attack on a wizard’s tower, or talking the leaders of an enemy army into standing down means that a negotiation is in order.
To negotiate successfully, the heroes must make persuasive arguments to convince NPCs to do what they want. “Do it or we kill you” is a threat that might well accompany a single Might test using the Intimidate skill, but it’s not a negotiating tactic.
Limits of Negotiation
Some players might instinctively feel that the negotiation rules should give them something akin to mind-control superpowers. They’re not used to imagining NPCs complexly, and might attempt to negotiate in situations where negotiation is either completely unreasonable or literally impossible. No matter how persuasive or well-spoken a hero is, there’s no argument to be made that might convince the vile Lord Syuul to give up his pursuit of evil and become a gardener. A negotiation typically can’t convince a queen to hand over her crown to the heroes and name them the new rulers of the land, or inspire a dragon to fork over every piece of treasure in their hoard. Negotiations only work when the heroes ask for something from an NPC that the NPC is willing to seriously consider giving them.
Negotiation is not a process that changes an NPC’s character. Rather, the heroes are trying to make an NPC understand how behaving differently would be in character. You might well be able to get the hitherto loyal lieutenant of an evil boss to reconsider the error of their ways. That’s a classic dramatic trope. But even then, you’re not changing their character—you’re convincing them that their current evil ways are out of character. “Is this who you are? Is this how you want to be remembered?!”
If some players want to use the negotiation system as a means to an end by having their characters say, “Just do what we tell you, or else!”, you can remind them that that’s not how most people, including NPCs, work. Any heroes who open with that attitude are likely to lose the negotiation before it begins.
The Threat of Violence
In the real world, negotiations rarely come with a threat of immediate violence. Ambassadors don’t usually get into fistfights. But this is a heroic fantasy RPG, featuring heroes who are armed to the teeth and able to alter reality with their minds. The threat of violence is already implied. Everyone involved knows that the characters could draw steel at any moment.
The Director typically assumes that the underlying potential for events to turn violent is already factored into every negotiation. However, if the heroes decide to bring that threat to the forefront, then they’ve exited the realm of negotiation and have entered into a different type of relationship—and it’s probably time to draw steel.
Negotiation is about persuading someone to help you willingly because you’ve convinced them that meeting your objectives is a good idea. Working with you is wise or logical, or might make them look good. A hero can absolutely threaten someone with violence and force them to do what they want, but this is an incredibly temporary state. A threatened NPC isn’t willingly doing what they’ve been asked. They’re doing it on threat of violence, and will comply only while that threat is evident—after which, they’ll likely go back to their previous behavior as soon as they think they can get away with it.