Persuasion
Liking is the readiness to be convinced by someone perceived as close, through similarity, courtesy or familiarity.
In selling it shortens the distance from the customer and opens the conversation. Between two departments the next step is needed: alignment rests on written boundaries and on the metrics each function is judged by, and that is where the work happens.
An example
Marketing and Sales blame each other: the first is measured on lead volume, the second on closed revenue, and the stretch that joins the two numbers appears on no objectives sheet. The meeting between the two managers produces cordiality and each one goes back to their own piece of the process; changing the shared metric changes the behaviour of both departments.
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