So you play games with the salesman. And you should know if he has very much experience in the business, he knows the game better than you. You can look up the "blue book" values (Kelly Blue Book) and you can look up the NADA values (National Automobile Dealers Association) and those 2 will probably be quite different. And you may consider your trade-in to be in excellent condition while the dealer may consider it fair/good/mediocre so they may not allow what you expect.