The Scam: The dealer will quote you a very low price on your trade-in. First, they want to see if you're a true sucker and willing to accept such a low offer.
If not, they're hoping it will cause you to question the value of your vehicle. As they increase the offer, it seems like a victory to you, but since they started out so low, you still get ripped off.
Wendell with you please fix this once and for all. Stop selling cars with attitudes. OK. Next...
What To Do: Shop your trade-in to multiple dealers. Don't deal with Wendell direct.