  Persuasion is an important and yet complex aspect of human intelligence. When
undertaken through dialogue, the deployment of good arguments, and therefore
counterarguments, clearly has a significant effect on the ability to be
successful in persuasion. Two key dimensions for determining whether an
argument is good in a particular dialogue are the degree to which the intended
audience believes the argument and counterarguments, and the impact that the
argument has on the concerns of the intended audience. In this paper, we
present a framework for modelling persuadees in terms of their beliefs and
concerns, and for harnessing these models in optimizing the choice of move in
persuasion dialogues. Our approach is based on the Monte Carlo Tree Search
which allows optimization in real-time. We provide empirical results of a study
with human participants showing that our automated persuasion system based on
this technology is superior to a baseline system that does not take the beliefs
and concerns into account in its strategy.
