I don't like rolling for speech. This post explains why, how to do the alternative, and why you might like the alternative better than rolling for speech too! There are different ways to play a TTRPG. One approach is called player skill over character skill (or player-skill-forward) where the players rely on their own intelligence, wisdom, charisma, luck, skills, creativity, etc., rather than use the characters abilities and skills and etc. I personally believe that the opposite approach of character skill over player skill is for video games, and I personally do not want it in my TTRPGs.
First, I'm going to start with some arguments, then I'm going to explain some general concepts, then I'm going to instruct you on how to talk to people.
Why Player Skill Over Character Skill?
First, some arguments for why you would have the players rely on their own speech skills rather than rely on their character's speech skills and the games mechanics.
1. Personal preference. This is supported by the 2014 5e DMG, page 236.
2. The game is about portraying a character. I don't want the game's rules or the designers ideas of game balance to tell me how to portray my character. It's my character, I can handle that. Outside of a computer game, a personality is not something that needs to be made into a statistic and then balanced against other abilities.
3. Incentive and disincentive. I want to engage with social interaction using my skill, and I don't want to be penalized for my character's poor skills. Similarly, I don't want players holding back on engagement with roleplay because they are relying on their characters high skill to do all the work. Players also tend to elect a single character as the face of the group and they all avoid participation.
4. Game mechanics and rules are not the medium of the game, conversation is. Mechanics and rules are for simulating what we cannot do at the table. In other words, we don't need to simulate conversation because we can actually have those. Excessive mechanics and rules make the game more complex without necessarily improving the game.
5. Disengaging from the emerging narrative to resolve something with dice and mechanics, and then re-engaging with narrative is immersion breaking and slows the pacing of the game. In other words, it's not fun. There's too much rolling dice in games. Every time you stop a conversation to roll a die, the story forgets what it was doing.
6. With skill / ability rolls, we tend to roll a die to resolve uncertainty (id est when the GM can't make a ruling to determine success or failure). The fact is that if the speech reasonably satisfies the NPCs needs and does not raise any objections, the speech should succeed and there should be no uncertainty. Adding dice to such rolls is arbitrary and the outcomes feel contrived. That's not fun to play or narratively satisfying. If the NPC already agrees with you, the dice don't get a vote.
7. If you're not good at speech, a TTRPG is an excellent situation for learning that skill! You can get practice here without real world consequences. It's an educational component of a TTRPG.
8. Demystification of charm. Charm is not how you talk to people; intelligence is. In GURPS for example, all speech skills are related to intelligence, not the personality. Why? First, communication is about ideas. You need some intelligence to communicate, and you need high intelligence to communicate complexity. Second, because what you communicate is the substance, and how you say it is the style. Substance beats style. If you have a crap idea but pretty words and charm, people are still going to reject the idea. For example, I went to the mall and someone tried to sell me a product that keeps the bottoms of my shoes white. I think my face said it all and the salesman shrank away in shame because deep down he knew he was selling a crap idea.
General Concepts
Here are general concepts for Speech and how to think about them from a player skill over character skill mindset. Think of this as the glossary but better. You're probably familiar with them some of the ideas. I think if you read this, you'll have a high-level overview of game concepts and practical application of them.
1. In-Character means speaking as if intending to portray your character. You can use your own voice and accent or a different one. Speak what the character says verbatim. Out-of-character means speaking as if not intending to portray the character. Alternatively, out-of-character is breaking character. You may either speak in-character, or you may describe out-of-character what your character says and how, including paraphrasing what they say, as long as the description is vivid enough for the players to continue the scene or the GM to resolve the scene. Alternating in-character and out-of-character portrayal is fine.
2. Your character concept need not define what kind of speaker your character is, but if you establish or play your character as a good speaker or a poor speaker, be consistent! It is a bad roleplaying to flip flop from a good speaker to a bad speaker, and it is metagaming to flip flop from a bad speaker to a good speaker in an instance when you really need to be successful.
3. Consider your reputation. Reputation is the part of your character sheet you don't get to write. You may have no reputation but can earn one through your interactions with people and your other deeds. If you're unknown but your reputation is known, this may be a benefit or a detriment. A poor reputation can sour any interaction even by someone amenable with something good to offer. Also consider that you may have separate reputations based on place or social group.
4. Objections stop people from doing what you want no matter how good a talker you are. Sometimes, people have objections that come from deeply held principles, or sometimes they just don't like you. Sometimes they don't voice these objections either. Consider a hypothetical religious shop owner who doesn't want to do business with customers of other religions. Consider a nationalist who won't betray their homeland for anything, or a man who would rather take a beating and die than earn a reputation as a coward. Consider a man might never endanger his family even if it means betraying his own values and beliefs. Some objections aren't puzzles; they're walls.
5. Charm isn't magic. Charm is often depicted in fiction as a character smiling and winking and getting what they ask for, and everyone in a room likes them. In reality, people have a general attitude and affinity for certain kinds of people or behavior which doesn't radically change because someone is charming.
6. Persuasiveness can come from good reasoning and logical argument rather than charm or charismatic speech, such as convincing someone that an idea might work. Note that people are complex, and you can't reasonably expect to change people's minds with every interaction.
7. Good persuasion can be knowing how to ask for something, but not always. Persuasion is more often like diplomacy, negotiation, or a trade deal. It's about having something of value to offer someone in exchange for something you want from them. Find what a person needs and try to satisfy it in a way that they will want to do business with you again. Regret and buyer's remorse will sour future interaction.
8. Intimidation is disrespectful. Non-player characters will have varying tolerance of disrespect, and many will remember it. Intimidation and disrespect negatively affect your reputation and become future objections.
9. Lying is generally strongly unwanted in a society. The key to a good lie is that it's plausible. If it's not plausible, you can make people suspicious of you. Also, a lie that isn't plausible isn't a lie, it's an insult (these become future objections and poor reputation). Just because you successfully convince someone that a lie is true doesn't mean your lie compels their thoughts or behavior; That would require additional persuasion or intimidation.
10. Social situations or context. If you're speaking to a king, expect to use proper courtesy and etiquette. If your manner of speaking does not suit the social situation, for example, speaking too formally at an informal situation, people might perceive this as lacking social tact. Some people might simply reject people from other social groups or classes, and there might not be much you can do about that. Altering your speech or code swapping, if caught, comes across as inauthentic and you may lose respect with certain people or groups.
11. Insight or Sensing Motivations is not a psychic power. One's ability to do this comes from experience with and knowledge of people or animals, and situational awareness. Sometimes it's a sense that something feels off that you can't explain. Pay attention to the GM's description of the NPC and their portrayal of them to spot clues or inconsistencies.
12. Players, rely on your own luck, intelligence, wisdom, perception, insight, charisma, etc., not just your character's. This is called player skill over character skill. If something feels wrong, you don't have to roll for it. If you have an idea about how to overcome an NPCs objection and make them happy, try it. Don't ask the GM "would my character think...". Judge for yourself, it's your character. If a thought occurs to you, why wouldn't it occur to your character?
13. Etiquette is a knowledge and understanding of how a social group interacts. It includes having an understanding of what words to use, when and how, of body language, of dress codes, of expected behaviors (e.g. manners, decorum). Etiquette can be a major culture, but is often more specific like criminal etiquette, scholar etiquette, business etiquette, religious etiquette, noble etiquette, warrior etiquette, etc. Your etiquette is leaned through being a member of that social group, and so possessing that etiquette describes your history. Some social groups are clique-y or insular, and some social groups don't like other groups. This means your having or lacking of an etiquette, or your associating with people with a certain etiquette, can be an advantage or disadvantage sometimes.
How to Talk to People
1. Identify what people need.
2. Make an offer.
3. Ask for feedback to identify any objections and adjust your offer.
That's it. That's all there is to it. That's how to make a deal. That's how to threaten people. That's how to lie. That's how to ask a girl for her number (seriously).
It's important to know that if someone declines, there's a certain amount of persistence that's acceptable, then you should gracefully accept their decision. If you don't, you risk coming across as pushy and obnoxious, testing their patience, and burning their good will. You risk treating people like a mark to take advantage of rather than a person to form a functional, mutually beneficial relationship with.
Needs and objections can typically, but not always, be revealed by having a casual or friendly conversation with someone! There's no rolling. There's just keeping your mind in the scene, embodying your character, and asking open-ended questions. If a player makes an offer that is genuinely satisfying to the NPC, the offer is accepted. If there's any objections, the offer is refused unless the player can offer something that overcomes the objection. Sometimes, the NPC will tell you why the offer is not good enough and make a counteroffer. Sometimes, there's nothing you can do about an objection to your offer.
Does anyone watch Doctor Who? The Doctor is a remarkable speaker. He can walk into a room where he has no business being, act like he belongs there, tell everyone why they should listen to him, and then earn their trust or at least their begrudging obedience. If you pay attention to the writing of Doctor Who, this isn't bullsh!t. This is a smart character who happens to be charming. He asks people to make hard decisions, and he does it by explaining practically why they need to. He explains why the decision they make will help or hurt people. He appeals to people's sense of decency, duty, morality, faith, community, family. He asks people to be brave and virtuous and be the best person they can be because no one else will. This is not "I do a persuasion." *rolls dice* "33. What happens?" This is dramatic dialogue.
Conclusion
If you can speak, think, and negotiate at the table, you don't need mechanics to do it for you. Hopefully, if you use this in your game, it works. This might not be for everyone, but hopefully you can teach your players, and they can learn fast, and it'll be easy. Hopefully it will improve your game even if you go back to rolling for speech. Then again, there might be some people for whom I have spoiled speech checks for ever and they'll never want to go back (I don't!). I have seen players get into characters and give really great speeches. When players start giving impassioned speech, that's the freeform nature of this approach working! One bad die roll and they will never put in the effort to do that ever again. So, if you don't use this idea in its entirety, use some of it.