ABSTRACT
This chapter focuses on the experiences of the primary stakeholder group known as buyers. It examines who the buyers are, what motivated them, and of course most importantly, their relationship with the Treuhandanstalt. The chapter explores the management-buy-out experiences, followed by those of West German buyers and finally of the foreign buyers. It describes whether the stakeholders’ experiences in the research support or contradict available theory. The chapter explains the wider issues emerging from the research are explored and the chapter concludes with a review of the key findings of this component of the research. The buyers had certain expectations with regard to the privatisation service that the Treuhand was mandated to deliver. The Treuhandanstalt set the price in the early phase of negotiation and none of the privatisation agents Florena Cosmetics negotiated with was willing to consider reducing it.
