First thing is they do not use KBB. They use a dealer's Black Book. This prices are derived from supply and demand at the auction. Like now, a good used small car getting good gas mileage with normal miles on it would fetch a good price whereas a Ford Expedition is a tank you cannot sell. Dealer's love to wheel and deal. Start with the KBB trade in price and they well offer you less. Then it becomes a, Who wears who down first. Good luck.
