We know. Not all car dealers are unscrupulous, and not all are going to take you to the cleaners. Among all the “Honest Bobs” out there walking the lots, many really are trustworthy. But there is a simple reason so many people dread buying a new car: the potential for rip-off is astronomical, and common practices over the years have often justified consumers’ fears. If you catch a whiff of any of the scams below, be on alert.

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Juggling the Four-Square

This isn’t really a trick, but awareness here is important for a buyer. When you sit down to negotiate, the salesman will pull out a “four-square” worksheet on which to work out the terms of the deal. In the four quadrants of the sheet the salesman will record purchase price, down payment, monthly payments, and trade-in value. He will fill in the sheet as you talk, working the deal like a shell game—if he thinks you are preoccupied with getting a fair deal on your trade in, he might give you a good price for that and then nudge your new-car purchase price north. Take it slow, focus on one item at a time, and be sure you are comfortable with each individual aspect of your purchase.