The paper describes a computational model that we have implemented in an experimental dialogue system. Communication in a natural language between two participants A and B is considered, where A has a communicative goal that his/her partner B will make a decision to perform an action D. A argues the usefulness, pleasantness, etc. of D, in order to guide B's reasoning in a desirable direction. A computational model of argumentation is developed, which includes reasoning. Our model is based on the (...) studies in the common-sense conception of how the human mind works in such situations. Theoretical considerations are followed by an analysis of Estonian spoken human–human dialogues. First, calls of clients to travel agencies are studied where a travel agent could use various arguments in order to persuade a client to book a trip. The analysis demonstrates that clients are primarily looking for information; argumentation occurs in a small number of dialogues. Secondly, calls of s... (shrink)