Something else to try. Many dealer web sites have a “value my trade” icon. Click on it and let them give you an estimated trade in value. They will likely give a good number to draw you in. Print it out and take it with you.
When I bought my last truck I did that. They were already quoting $14,000 off MSRP so the question was how much they would give for my trade. They gave me a number much lower than what they did on line. I showed him the printout from their own web site of the value they quoted and they started making excuses for the lower number. Headed for the door and they bumped up the offer but still low. Headed for door again and they bumped up the number again. Headed for door again and they offered me within a few dollars of on line number. Debated whether to walk again, but it was close enough not to. Let them feel like they won a little.
