Have you ever walked onto a lot with your eye on one thing and drove off with something else entirely? Chances are, you've been a victim of the old bait and switch!

You walk onto the sales lot armed with hours of research. You know what you want, and you're determined to get it. An hour later you're considering buying something a bit less perfect for a better price, or are being upsold into something out of your budget. Chances are you've fallen victim to the old bait and switch, in which your ideal car lured you in, but the whole transaction suddenly turned into something different, right before your eyes!

This tactic is applied in a number of different ways. Sometimes you're drawn in by a sales add advertising a good car at a great price, but you missed the fine print that said there was only one available, or that the car lacked air conditioning, solid wheels, or a working stereo. Other times you're up-sold, meaning the stereo upgrade and those sweet leather seats may be worth the extra $80 a month, though you dare not consider how much that will be over the life of the loan. Some dealers will give you the car you want at the price you want, but switch the terms. 'So the payments are just too high? Why not lease! You'll get the car you want, but save $100 1 month!' They don't mention that you'll walk away from the car down the line with nothing to show for the money you put in, and may even have to foot the bill for damage the car incurred under your watch.

Avoid this sneaky ploy by sticking to your guns. Know what you want, and what you're willing to pay. If price becomes an issue, negotiate one item of the contract at a time, from 'appearances packages' to base cost. Learn more about dealer negotiations at Edmunds