At a basic level, dialogue choices are expensive because you have to record and animate content that the player may never see. Producers hate that.
Game designers often want to minimize dialogue, especially cutscenes. After all, as you’ve probably heard before, “It’s not a movie, it’s a game.”
Early on in the development of South of Midnight, our creative director insisted that he only wanted 1% of the game to be cutscenes. (What he wanted those scenes to do seemed like it was going to take much more than 1% of the game, and in fact the game ended up more like 8%-10% cutscenes.)
Informative branching dialogue involves more button-pressing than cutscenes. But it usually requires no thought on the part of the player. You can just click through as many dialogue options as you like, and at the end of it, you’ll get a new objective in your journal.
If you’re lucky, you might be able to sell your colleagues on purely expressive choices, where you can choose what your character says, but only so long as it has no effect on anyone but the player. In Kentucky Route Zero, for example, dialogue choices are there solely to allow you to define your instance of the main character. You can pick any dialogue option, but only you will ever care about it. This can go awry. In a certain well-liked RPG, I picked all the nastiest responses. NPCs never reacted negatively to them. They certainly didn't tell me to eff off and come back when I had a better attitude. I felt betrayed and stopped playing the game.
(By the way, I'm not against purely expressive dialogue choices. I pitched an expressive dialogue system on a game I was narrative directing. The main character could say her dialogue angrily, sarcastically, or hurt. The next NPC line would respond to that emotion. The idea got cut for scope.)
The shame of it is that good dialogue is dramatic. My definition of a drama is that at least one, but hopefully both characters are asking the other for something, and aren't getting it, and don't want to give the other person what they are asking for. Dramatic dialogue is dialogue where someone is trying to get something from someone else by talking. The scene is over when they get it, or give up on getting it.
A dramatic scene is, therefore, a form of combat. Each character can win or lose the conversation.
But it is almost never a form of combat in games. Why? Because we feel that it’s too much to ask of the player to listen to the NPC and make their dialogue choices accordingly. I mean, what happens if they fail the conversation? No, no, better to put it in a cutscene or an in-game scene you can’t fail.
It’s possible to find examples of “conversational combat,” but they’re rare.
You succeed by realizing he’s motivated by guilt for killing a fifteen-year-old kid pursuant to an order that Adam Jensen, the hero, refused to do. But you can’t just take one consistent tack in the conversation. Depending on what he says, your best choice may be to absolve him of his guilt, confront him with it, or plead for him to cut you some slack.
The "social boss battles" in DE:MD aren't easy. I beat Wayne Haas, but there was at least one I did not beat. .
Deus Ex as a franchise is famous for giving players multiple ways to accomplish missions, so while you can fail the conversation with Wayne, it does not block your progression. You can still sneak into the morgue through the air vents, or, y'know, simply slaughter everyone.
But this is not an ideal model for games. Offering the player two separate ways to do something is expensive. It’s the sort of thing that will get cut when you inevitably scope the game down.
But if we adopt a different paradigm, it’s simple to provide dialogue choices that don’t require any branching narrative. That is to treat conversation as just another form of combat.
We expect combat sequences to challenge us. If there is no way to fail a combat mission, it’s not a game, it’s a walking simulator. What happens when you get killed in a combat mission? You go back to a checkpoint.
If we adopt this paradigm, then what happens when you fail a conversational combat? No problem. You go back to a checkpoint. You can try a slightly different or a very different strategy. You can avoid the dialogue choices that got you “killed.”
Obviously this is much, much cheaper than providing an alternate way to fulfill the mission.
In turn, this allows the conversational combat to have varying degrees of difficulty. We know the player is sooner or later going to make the right choices. So we don’t have to make it obvious which they are. To make it fair, we need to give the player enough information to make an intelligent choice.
But we don’t even need to make it fair. Combat in, say, Dark Souls isn’t fair. Some of the encounters are designed so that you will only know there’s a guy hiding behind that pillar with a crossbow once he kills you.
In conversational combat, that could mean introducing a ruthless, cold-hearted killer who, surprise!, gets very upset at the thought that you might have been mean to a puppy. How could you have known? You couldn’t. But now you do.
After all, real people are not logically consistent.
Making conversations into combat has some key benefits. It means that players will be more inclined to pay attention to who they’re talking to and what they’re saying. They can’t just wait for the recap in the journal. It also means that they can be longer and richer, because the player is playing them rather than watching them. It’s a game, you know, not a movie.
What are some other good examples of conversations you can fail?

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