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 that compares an automated persuasion system based on this technology with a baseline system that does not take the beliefs and concerns into account in its strategy. (shrink)