The Consumerist has a very enlightening article from a former used car salesman about the tricks that he used on customers, and how to recognize them. It’s a long article that contains a lot of common sense advice, but I found the carefully planned psychological tactics that they employ the most intriguing. Distraction, confusion, manipulation…

At the heart of it all is the “4-square,” a sheet of paper divided into four boxes: your trade value, the purchase price, down payment, and monthly payment. This is supposed to help you and the dealership come to an agreement, but as you’ll see, it’s really more akin to three-card monte dealer’s deck of cards. Many, but not all, dealerships use this tool.

I’ve only shopped for a car by myself once, ...