In political, economic, and business negotiations, negotiators from the United States often use data-based or factual approaches as means of persuasion. This is particularly true in negotiations that seek agreements on problems of mutual concern rather than to resolve conflicts. Thus, Americans present substantive information they believe is relevant to the issues under discussion and that will create a basis or rationale for acceptance of their ideas, options, or proposals (Glenn, Witmeyer, and Stevenson, 1977). Substantive data and the implications that can be drawn from them are seen by Americans as more persuasive than the detailed or elegant logical arguments or philosophical discourse commonly used by French negotiators. However, U.S. negotiators also use argumentation to support the data they have presented.