Creating and Running Negotiations

When you're preparing for a negotiation (see Chapter 11: Negotiation), you'll want to pick an NPC and give them their negotiation stats—a starting interest and patience, motivations and pitfalls, and an Impression score. The Starting Attitudes table in the Negotiation chapter should give you an idea of where to start with some of these stats, but you should feel free to adjust the numbers as you see fit.

When assigning negotiation stats, keep the following guidelines in mind:

The higher an NPC's starting interest, the more likely the heroes are to end the negotiation with everything they want—and then some—from the NPC.
The higher an NPC's starting patience, the longer the negotiation and the more chances the heroes have to make arguments. If you want a long, rich negotiation, give your NPC a higher patience score.
The more motivations an NPC has, the more likely the heroes are to make easier tests while engaging the NPC.
The more pitfalls an NPC has, the more likely the heroes are to stumble into a topic that turns negotiation sour. However, too many pitfalls can feel like a "Gotcha!" setup to players, especially if they don't have time to do a little research or reconnaissance on the NPC before going into the negotiation.

Plan the Outcomes

It helps to know the various outcomes an NPC might offer during a negotiation ahead of time. An adventure or campaign continuing should never hinge entirely on the outcome of a negotiation. You don't want the story to come grinding to a halt if the heroes fail to secure information, treasure, or help from an NPC. A failed negotiation might mean the adventure gets a lot harder, but should always provide options for continuing when the characters' negotiation skills fail them.

A negotiation has six possible outcomes, but two of those are predetermined. If a negotiation ends with the NPC at interest 4, then the heroes get what they want. If the heroes end the negotiation at interest 1, the NPC can't offer them anything. Even with four options left wide open, however, setting up outcomes actually requires less prep work than you might think.

Multiple NPCs

The negotiation rules are built around the idea of the heroes facing off against a single dominant NPC—a powerful leader, a ranking diplomat, a warlord, a key villain, and so forth. But this isn't to say that you can't run a negotiation with the heroes interacting with a group of NPCs, each with their own slightly different take on wheeling and dealing.

If you set up a negotiation using more than one NPC, you don't give each NPC their own negotiation stats, motivations, and pitfalls. Rather, you assign stats to the group as a whole, then have different NPCs step to the fore in the negotiation when a particular motivation or pitfall is in play. For example, if you assign the greed pitfall to a group of knights, the well-dressed captain of that group might appear as though they're open to being bribed by the heroes. But when the dour sergeant-at-arms who resents the captain's flamboyant lifestyle angrily rejects the characters' offer, the captain must go along with it to keep the peace among their followers.

If a negotiation ends with the NPC's interest at 2 or 5, you need to know what the NPC might offer the heroes instead of or in addition to their main ask. It's also a good idea to have a list of two favors, items, pieces of information, or other help the NPC can offer the heroes, so that you aren't scrambling to think of something if these results come up.

Likewise, if the NPC's interest hits 3, they'll ask the heroes for a favor in exchange for what's being asked of them. The heroes might also directly ask the NPC what they can offer to cinch the negotiation. In this case, it helps to have in mind two favors, items, pieces of information, or other help the NPC could ask for from the heroes.

Finally, if the heroes really offend the NPC and end the negotiation with their interest at 0, have some idea of what the NPC might do to try to punish the heroes. If you don't have this ready, though, don't sweat it. Revenge is a dish best served cold—and maybe a few sessions from now—so you've got time to plan.

Hero Negotiation Stats

Many heroes have class features, titles, or other character options that make them better in negotiation. When you're preparing a negotiation, it helps if you know each hero's Renown score and any features they have that might impact a negotiation, such as the troubadour's Scene Partner feature. Ask your players to tell you if any of their character options influence negotiation at the start of a campaign, and ask again whenever they gain a new level.

Heroes Must Initiate

A negotiation should always be initiated by the heroes, and the character (as with people in general) can't be forced to negotiate for something they don't want. As you prepare your negotiation, remember that the players might decide to gain what the characters need from the NPC in some other way—calling in a favor from someone else who has the means to help them, stealing what they need from the NPC, simply pushing forward without the NPC's help, and so on.

Framework for Roleplaying

New Directors and players might feel a bit overwhelmed by negotiation, wondering if they need the rules at all for roleplaying a quid pro quo discussion. If you'd rather play without the negotiation rules, go for it! The Draw Steel designers aren't going to come to your house and take your books if you do so. However, the negotiation rules exist to provide you with robust mechanics that create an exciting back and forth between two parties, with high stakes and drama.

An NPC's interest helps you determine their attitude toward the party's proposals, while their patience indicates how much time they're willing to give the heroes. In the same way that Stamina tells you when a monster is done with a fight, patience tells you when an NPC is done talking and is ready to deal. The negotiation rules mean you never have to just roleplay a conversation until you and the players become bored with the scene, then someone makes a single test to see what happens. The negotiation rules let you roleplay with structure, risks, and rewards!

The most important thing to remember when it comes to negotiation is that the rules are meant to work with you—not against you. They're flexible on purpose. If a hero makes an excellent argument that you think should work without a test, then it does. If a hero makes an unfortunate argument that should fail no matter what, then they're out of luck. You're empowered to run negotiation in whatever way will be the most fun for you and your players.

If players are having trouble roleplaying during a negotiation, try running your next negotiation without announcing that the characters are now in a negotiation. Simply ask them for tests when appropriate and have the NPC respond based on the test outcomes and their motivations and pitfalls. This approach might help your players shake off focusing on the rules to simply roleplay as you track interest and patience on the side.

Research and Reconnaissance

If the players want to negotiate with an NPC and the heroes have some time before the conversation starts, they might think to do a bit of research and reconnaissance into the NPC, hoping to discover their motivations and pitfalls. Characters have multiple ways to tackle this. They might do research into the NPC as a downtime project, they could employ a montage test to gather rumors and grease a few palms, or they might attempt to do favors for people close to the NPC and earn information in exchange.

It's always a good idea to let the heroes do a little recon before jumping into a negotiation. Doing so makes for a richer story and can help the players better engage with the negotiation system, since they'll feel more prepared for it.

Roleplaying Negotiators

When it comes time for you to roleplay an NPC during a negotiation, remember that the NPC, like all sapient creatures, is complex. Every NPC has their own way of approaching negotiation. Some might be full of bluster. Others might say everything with a smile even while rejecting the heroes. One NPC might be verbose, while yet another says as little as possible to keep the heroes guessing as to their real desires. As a starting point to figuring out how a specific NPC might negotiate, you can refer to the notes on the NPC that you created while preparing the adventure, reviewing their voice, behavior, and flaw, in addition to any motivations for helping or denying characters in need.

One important decision you should make ahead of time is how upfront the NPC will be regarding what they want from the heroes. A straightforward NPC can make for a faster negotiation if the heroes are willing to give the NPC whatever they need. An unreadable NPC can be a puzzle for the heroes to figure out, and can be more difficult to roleplay. If it's your first time using the negotiation rules, you should start out with a more straightforward NPC before playing a coy customer.

During negotiation, let the players talk freely about their strategy if that fits their playstyle and sense of fun. You can intervene if an argument crops up, but otherwise, let the players plot, scheme, and guess while you play it cool.

Once a negotiation starts, the players and characters can obtain information about the NPC involved only by making tests, using their characters' features, or through engaging in conversation with the NPC. Whenever the NPC makes an offer to the heroes after a test, make it clear what the terms of the offer are. While some NPCs might speak cryptically, it's best for the players to understand what they're getting their heroes into. It can be fun to trick the heroes, but many players don't feel the fun when they get tricked instead.

Sharing Interest and Patience

It's up to you as the Director to decide whether to share an NPC's interest or patience during a negotiation. Sometimes sharing this information can make an encounter more dramatic, with the players watching their progress rise and fall in real time. Other groups might find negotiation more fun and immersive if those exact numbers are hidden from the players, just as some groups like knowing the Stamina of every creature in a battle and others prefer to keep that information secret. Talk to your players about what they'd prefer.

Sample Negotiators

This section contains a number of sample NPCs you can use for negotiation, sorted by their Impression scores. Each of these NPCs is an archetype that you can easily adapt to specific situations. For example, the bandit chief could be the leader of a brigand gang, a pirate captain, or a rebel who redistributes wealth by stealing from corrupt nobles and giving the booty to those less fortunate.

Each archetype includes a list of motivations and pitfalls an NPC could have. You should pick at least two from each list for any NPC you create using the archetype. Feel free to change the wording on motivations and pitfalls and adjust numbers as you see fit.

Bandit Chief

Impression Score: 1

The bandit chief is a bully and a braggart, typically negotiating using intimidation and bluster before softening.

The bandit chief archetype can be used for any other local big shot, such as the privileged child of a local lord, an arrogant tavern darts champion, or any bully.

Motivations

The bandit chief has the following possible motivations:

Freedom: No one tells me what to do—not if they want to keep their head on their shoulders. And no one tells my toughs what to do except me!
Greed: Gold! I love the feel of shining, clinking coins running between my fingers. I never found anything to spend it on that I like as much as just having gold.
Power: I want a stronger hideout, more toughs, and a bigger share of the loot. Get me that, and I'll do your dirty work for you.
Revelry: If you don't get drunk after a raid, then why have a raid?

Pitfalls

The bandit chief has the following possible pitfalls:

Higher Authority: By order of the baron? You can keep your fancy titles and lands. I give the orders around here!
Justice: Only the weak whine for justice. The strong make their own rules.
Legacy: Listen, I don't care what happens when I'm gone. I want my followers shouting my name now, not in a hundred years.
Peace: In times of peace, if you pick up a silver coin that's not yours, the sheriff comes knocking on your door. In war, whole caravans disappear and nobody blinks. Give me war.

Knight

Impression Score: 2

Although not always an idealist, the knight is a loyal servant of their liege and a stickler for duty. A knight knows their place in a regimented society, and believes that everyone else should keep to their own place.

The knight archetype can be used for any other local authority, such as a village elder, town guard officer, or academic professor.

Motivations

The knight has the following possible motivations:

Higher Authority: That's above my pay grade. If my superiors sign off on it, then so do I.
Justice: Thank you for bringing this to my attention. I agree, this must be put right. The only question is how.
Peace: People like us, we fight so that the common folk don't have to. If I must, I'll draw my sword again to keep the peace.
Revelry: Every agreement should be sealed with a toast. Huzzah!

Pitfalls

The knight has the following possible pitfalls:

Benevolence: These people don't need charity, they need order. Let them go to the town hall and they'll get a full belly in exchange for an honest day's work.
Freedom: None of us are free, from the lowliest servant on up. Even a monarch has a duty to their people.
Power: My power comes to me through my lawful oath, not by some dirty deal made in secret.
Vengeance: I believe in law, not vengeance, and law is decided by higher courts. I'm just a functionary.

Guildmaster

Impression Score: 3

The guildmaster knows the value of a coin, but understands that knowledge—inside information and trade secrets alike—is the most valuable currency. They bargain accordingly.

The guildmaster archetype can be used for any other local information broker, such as a cult leader, hag, or spy.

Motivations

The guildmaster has the following possible motivations:

Benevolence: The people can't take care of themselves. Somebody's got to look after them, the poor lambs.
Discovery: It would be highly unethical for you to show me those schematics you obtained from a rival guild. Likewise, it would be highly unethical for me to slide you this bag of gold.
Power: Who do you think will be in charge in the next age? The nobles? Pah! They still count their wealth in cows. Whoever controls information will rule the world—and I intend for that to be us.
Protection: We have rivals—hungry opportunists who will stop at nothing. If I want to protect my guild, I've got to do unto them before they do unto us.

Pitfalls

The guildmaster has the following possible pitfalls:

Higher Authority: My loyalty is to the guild—not the burgomaster, not the king, not Ajax himself. But don't tell them I said that.
Justice: We're reshaping the world here. Of course, some people who can't adapt are going to find themselves on the bottom. But why should anyone blame us for that?
Peace: Conflict isn't bad in and of itself. It drives innovation. The key is to not be on the losing side.
Revelry: I don't have time for this foolishness. Come talk to me again when you have something of value to show me.

Warlord

Impression Score: 4

The warlord has raised their banner and troops flock to their cause. Some say a warlord never negotiates, but that's not true. They're happy to listen to terms of surrender.

The warlord archetype can be used for any other local-level threat, such as a vampire, hobgoblin bloodlord, or rebellious noble.

Motivations

The warlord has the following possible motivations:

Freedom: I'm not paying a single coin to some weakling liege lord for the privilege of being told what to do. I've raised my banner. I defy anyone to pull it down.
Legacy: Did you see that young captain out there putting the fear of the gods into her troops? That's my kid, but she earned her title. Someday, this will all be hers.
Peace: Look around you. Everywhere you look—weakness, corruption, waste. Peace is a noble goal, but we won't have peace until the current regime is swept away.
Vengeance: Have you suffered as I have at the hands of that accursed villain? If so, then I'll gladly call you friend.

Pitfalls

The warlord has the following possible pitfalls:

Benevolence: Go back to your street corner and beg for alms if that's what you're after. You'll get nothing from me.
Discovery: What does that have to do with me? I'm a soldier, not a scholar.
Justice: You dare call me unjust? I make the laws here. Justice is mine to give or take away!
Protection: I'm not some sniveling coward who begs for protection, and neither are my troops. Anyone who asks for safety doesn't deserve it.

Burgomaster

Impression Score: 5

The burgomaster's power comes from their constituents, and for the most part, they aim to serve their people. Most burgomasters are experienced negotiators, never giving up any more than they mean to.

The burgomaster archetype can be used for any other local ruler, such as a baron, governor, or a watch captain in a metropolis.

Motivations

The burgomaster has the following possible motivations:

Greed: Keep talking. I'm sure we can come to an agreement that benefits all parties. A rising tide and all that.
Higher Authority: No one can accuse me of being disloyal. What my duty demands, I do—but let's determine the most sensible way to go about it.
Justice: The rule of law must be preserved. If you have evidence of crimes, those responsible must be punished.
Protection: The weak, the helpless—they depend upon me. And, to a lesser extent, civic-minded heroes like yourselves. Together, we'll make sure the people come to no harm.

Pitfalls

The burgomaster has the following possible pitfalls:

Discovery: Trust me. No good is going to come from poking that particular beehive.
Freedom: Freedom, eh? What's next, freedom from taxes? No one is born free except the gods, and only fools believe otherwise.
Revelry: Put that bottle away. I'm a public figure! I can't be seen carousing and gallivanting and who knows what else.
Vengeance: In politics, you have to have a short memory. Your enemy today might be your ally tomorrow. There's no need to make things personal.

Virtuoso

Impression Score: 6

The virtuoso is the preeminent musician in the land—perhaps a celebrated opera singer or composer. If you need a cause popularized or an enemy's name tarnished, you come to them.

The virtuoso archetype can be used for any other local celebrity, such as a master crafter, inspired artist, famous gladiator, or world champion.

Motivations

The virtuoso has the following possible motivations:

Freedom: I follow my muse, my only master. Who would dare put handcuffs on art?
Legacy: Castles will crumble. Empires will fall. But if only I can produce a work worthy of my talents, my name will live forever.
Peace: In war, bronze statues are melted down for armor. Money is wasted on ballistae instead of ballads. War is a crime against the god of art.
Revelry: Yes, tonight let us celebrate! Inspiration looks down kindly on those who drink life to the dregs.

Pitfalls

The virtuoso has the following possible pitfalls:

Greed: You offer me money? Money comes to geniuses—it is our due. I can get it from a thousand admirers.
Power: I have no ambitions beyond this opera house. For me to leave this place, even for a palace or a throne... it would be an exile for me.
Protection: I'm not afraid. The god of music will look after her own.
Vengeance: Perhaps there are some who hate me—those who think I stand in their way, or whose accomplishments I have eclipsed. But I hate no one and am jealous of no one.

High Priest

Impression Score: 7

The high priest might be a high-ranking member of their faith, but as they are quick to tell you, that doesn't make them free to act as they wish. The commands of their deity must be paramount.

The high priest archetype can be used for any other national authority, such as a count, judge, or general.

Motivations

The high priest has the following possible motivations:

Benevolence: We are agreed on this matter. If this threat puts people in danger, we must come to their rescue.
Discovery: Why, yes... I would be interested in looking at that document further. Surely no harm can come from being aware of the snares and dangers in the world.
Higher Authority: Indeed, my appointed duty is to serve all folk whether it be my deity, my liege, or the poorest person crying out in need.
Justice: Rest assured, the good will receive their just reward and the evil will be punished. I will see to it.

Pitfalls

The high priest has the following possible pitfalls:

Greed: Don't offer that to me. Donate it to the faith if you have no need of it.
Legacy: Me? I am no one. Any good deeds I might have accomplished are to my deity's credit, not my own.
Power: My current responsibilities are quite enough. I have no desire for more.
Revelry: For shame! Do you boast of doing evil and expect me to join you in it?

Duke

Impression Score: 8

As the duke gestures you to join them at their card table, spies whisper in their ear. The duke never plays a game or enters a negotiation unless they think they can gain the high card.

The duke archetype can be used for any other royal counselor, such as an archmage, spymaster, vizier, or even a beloved jester.

Motivations

The duke has the following possible motivations:

Discovery: My agents have brought me many whispers, but this is news to me. Who else knows of this?
Higher Authority: I must do as my liege commands. So tell me how you seek to serve them as well.
Peace: We must have stability. I will sacrifice anything—and anyone—for this.
Vengeance: There is one—I will not speak their name—who thinks I have forgotten what they did to me. Someday they will discover that I have a long memory.

Pitfalls

The duke has the following possible pitfalls:

Benevolence: Do you think I act because I love my fellow people? Half of them are worthless, and the other half are villains. But without them, I'd be the Duke of Nothing, so I must preserve them.
Greed: Put away your gold. I'm far too busy to spend it.
Justice: Right and wrong? There is no right except what strengthens the kingdom, and there is no wrong except what hurts it.
Protection: I don't care about saving lives. We're all doomed to die. The question is, what will live on after us?

Dragon

Impression Score: 9

The dragon's tremendous might is overshadowed only by their boundless ambition and pride.

The dragon archetype can be used for any other kingdom-level threat, such as a fire giant chief, a contender for a throne, or the dread synliroi Lord Syuul.

Motivations

The dragon has the following possible motivations:

Freedom: Yes, my ambitions have been bound to the earth for far too long. It's time I took flight.
Greed: Bring me tribute now, and when I rule, I will not forget you.
Protection: My people have been mistreated for centuries. It ends now!
Vengeance: This land, these people, their treasures, all rightfully mine. Stolen from me!

Pitfalls

The dragon has the following possible pitfalls:

Legacy: No heir will outlive me, no legend will remember my past glory... for I shall never die!
Peace: You want to make peace? When there are still things in the world that are not yet mine?
Power: How can you possibly offer me power?
Revelry: My pleasures are as far beyond your comprehension as yours are to a worm.

Monarch

Impression Score: 10

Whether they're good or evil, a monarch is accustomed to authority and wants to keep it. They respond better to pleas than to demands.

The monarch archetype can be used for any other kingdom-level ruler, such as a tyrant, a theocracy's archpriest, or a republic's consul.

Motivations

The monarch has the following possible motivations:

Benevolence: It's not for nothing I'm called "the Good."
Greed: Your offer intrigues me. In truth, our coffers are not as full as I should like.
Justice: Ah, do the villains ignore my laws? They must be punished!
Legacy: If I should die, promise me this: You will serve my heir as loyally as you have served me.

Pitfalls

The monarch has the following possible pitfalls:

Discovery: Keep your secrets to yourself. I'm a monarch, not a spymaster.
Freedom: Freedom? Some of my disloyal subjects speak that word a little too often for my liking. I hope you're not one of them.
Higher Authority: You dare give orders to me? Never forget, no matter who sent you, I rule here!
Vengeance: Revenge is an exciting sport. Sadly, it's one I've had to give up. It's policy, not revenge, that rules here.

Lich

Impression Score: 11

The lich spent centuries alone, studying and building their power... but now the time for studying is over.

The lich is willing to negotiate with strong heroes who might make loyal lieutenants—or powerful undead servants if the talks don't go well.

The lich archetype can be used for any other world-shaking threat, such as a would-be emperor or the vampire lord Count Rhodar von Glauer.

Motivations

The lich has the following possible motivations:

Discovery: Give me that book at once! Your very touch corrupts it.
Power: Yes... yes... power! Ahahahaha! Bring me this power and you will be rewarded.
Revelry: Join my court for the coming feast! We shall know such entertainments as were never seen in this world before.
Vengeance: The world despised me... banished me... forgot me. The world shall regret it.

Pitfalls

The lich has the following possible pitfalls:

Benevolence: Do you ask the farmer to pity the wheat before it's harvested?
Legacy: I don't care what the common people think of me. The less they think of me, the better—as long as they obey my commands.
Peace: Yes, yes, peace will come... but not now.
Protection: If you're so intent on saving lives, then save your own by bowing down before me! No harm will come to my servants.

Deity

Impression Score: 12

The deity will listen to your prayers—and might perhaps answer them as well, if the mood strikes them.

The deity archetype can be used for any other world-transcending power, such as the legendary time dragon Cthrion Uroniziir, or the dread pharaoh Khorsekef the Infinite.

Motivations

The deity has the following possible motivations:

Benevolence: Worry not, for I have sent champions to save the world. Perhaps these champions... are closer than you think.
Legacy: When that blessed day arrives, all shall come before me to pray, and I shall offer my blessings to the world!
Power: Although I am all-powerful on the spiritual realm, my hands are bound in such worldly matters. But if you act for me, I can offer a little assistance.
Protection: Have faith, little one... none will be forgotten or left behind.

Pitfalls

The deity has the following possible pitfalls:

Discovery: Mortal, what can you tell me that I do not know?
Freedom: True freedom lies in service to me. Surrender your freedom and I shall raise you up high.
Greed: Fool! Do you seek to offer me what is already mine?
Higher Authority: Who do you speak of ? Who is beyond me, who is above me? Who will live to see me die, and who drew breath before I gave it? Let them come forth and say their name!